Repertoire online

Edition: September 2013 - Vol 21 Number 09
Article#: 4336
Author: Repertoire

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Selling is Harmonizing

In The Little Platinum Book of Cha-Ching, author and speaker Jeffrey Gitomer examines the principles of John Patterson, who he considers the founder and the father of American salesmanship. “He talks about, in his principle number 20, selling is not manipulating, selling is harmonizing,” Gitomer discusses in a recent video for salespeople. “He further goes on to say that the successful salesman must be all things to all people. Now that doesn’t mean to manipulate them, that doesn’t mean to find the pain, that doesn’t mean to close the sale, or to sharp angle somebody. It doesn’t mean to try to mirror them and their personality, if they talk fast, you talk fast. What it means is to be in sync with them.”

Gitomer says you have to find out what the customer’s outcome is expected to be, and harmonize with that. “What they’re hoping for after the purchase. People don’t like to be sold, but they love to buy, and that will create initial harmony.”

Breaking out of the immediate

Lisa Earle McLeod, author of Selling with Noble Purpose, asks

“Do you ever feel like your life has become a series of frantic short-term interactions?”

Demands and distractions come in by the nanosecond – beeping and clicking at you from multiple devices – and there’s not a minute left for invigorating conversation, true relaxation, or heaven forbid, strategic thinking.”

McLeod offers three tips that help her live more strategically, productively and joyfully.

1. Don’t check email first thing in the morning: “It’s tempting to grab your device before you roll out of bed. Resist this urge. The minute you dive into email you’ve gone from proactive to reactive.”

2. Turn away from your devices during important conversations: “I confess I used to read emails during phone calls,” writes McLeod. “But after being on the receiving end of this behavior, I realize it’s not only rude, it’s inefficient.”

3. Allocate 5 minutes to prep and debrief meetings: “I use the extra time to prep, debrief and make notes,” she writes. “My interactions are more productive. When I take the time to prep and debrief, even 5 minutes, I think more strategically. I don’t feel rushed; I feel intentional. There’s a big difference.”

Read more from McLeod at

The Power of Initiative

“The world bestows its big prizes in money and honors for but one thing. And that is initiative. And what is initiative? I’ll tell you: it is doing the right thing without being told.”

– Elbert Hubbard, American editor, publisher, and author

“Don’t wait – initiate!” exclaims business consultant Jim Clemmer. “That’s the deeply embedded belief system of strong leaders. An ancient Chinese proverb teaches that ‘The person who waits for a roast duck to fly into their mouth must wait a very long time.’ Regardless of their position or role, leaders don’t wait for something to happen or someone to tell them what to do. They go and do it.”

Clemmer says we often refer to leadership as a position. Because someone has been appointed to a leadership role they are called a leader. “But many people in leadership roles aren’t leaders,” he says. “They might be vice presidents, CEOs, managers, administrators, department heads, directors, or “snoopervisors” – but they’re not leaders. They aren’t leaders because they sit back and wait or become victims rather than taking initiative and making things happen. In other words, they don’t provide leadership through their actions.”