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Selling Safari Style!
Michele Payn-Knoper, Cause Matters Corp.
While enjoying game drives, a lion breeding farm, and cheetah research facility in South Africa, I realized wildlife and selling have many similarities. A few of the parallels that can be drawn between salesmanship and a South African safari:
Run too fast too long and you’ll overheat. The cheetah can run up to 120 km/hr, but only for up to 3 minutes or they get so hot that they die. Are you running so fast you’re at the risk of burnout? Don’t forget to pace yourself!
Keep your eyes focused on the horizon and at close range. When sighting wildlife, the key is to look for animals closest while scanning the distance for the hard-to-find animals. Are you looking both at your current customers and what prospects are on the horizon?
The hardest to find are the most distinctive. We’ve all experienced it; the customers easiest to win over are the first to go. Those you have to work for are the most rewarding. It’s not too different after you’ve seen 50 elephants while searching for an elusive rhinoceros; it’s all the more special when you discover a rhino staring at you!
You risk it all if you get distracted. Predators are always on the hunt for the weakest, just as your competitors will focus on your weakest areas. Herds of zebras actually circle their young as a protection tactic. Keep your eyes peeled for competitors “hunting” so distractions can’t lure you away from protecting customer relationships.?
Image matters. Most people wouldn’t guess that cheetahs are amongst the most fragile creatures, but few actually still exist in the wild. A cheetah’s skull weighs less than a sheet of paper and their jaws are so weak that they have to turn their head to use their teeth like scissors. Realize those who appear "weak" can be very strong and those with a “strong” image can be very weak.
Need to take your staff on a safari? Michele has a sales training program to help organizations like yours.
Michele Payn-Knoper founded Cause Matters to provide tools in sales, grassroots marketing, and championing agriculture. Learn more and review articles at www.mpk.info under Learning Resources. Receive her free monthly “Connections” e-newsletter filled with lively commentary on championing agriculture, grassroots marketing, and selling solutions by e-mailing newsletter@mpk.info.
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