Sales Weapons . . .Should You Choose Or Simply Reject The Question?

by Paul Castain on June 27, 2013

There’s something going on today that quite frankly I don’t like.

It’s happening in sales bullpens and boardrooms throughout the world.

Its happening when a rep gets called on the carpet with their manager and its happening on many a discussion thread on Linkedin.

I call it the “Either Or” limitation!

The “Either Or” limitation consists of unnecessary choices such as . . .

Cold Calling vs Social Selling (LinkedIn, Facebook, Twitter etc)

Facebook vs a traditional website

Traditional networking vs Social Networking

And it doesn’t end there gang.

There is this trend on many discussion forums where you are asked to choose between two choices such as

Which is more important being liked or making the sale?

Which is more important as a leader recruiting or coaching?

Kind of makes me want to ponder . . .

Which is more important breathing or having a pulse?

Now in the context of a discussion, I’m kind of OK with it because it forces you to prioritize. I just feel it’s a tad limiting in the real world when we subscribe to that type of thinking!

There was an interesting scene in the 1991 movie “Mobsters” when Arnold Rothstein puts Lucky Luciano on the spot;

Arnold Rothstein: Mr. Luciano, you’re walking down the street. Suddenly you realize you’re being followed. It’s a hit. Walking towards you is a second gunman. You have time to fire at only one of them. Which one do . . .

Lucky Luciano: [cutting him off] I don’t accept the question. To live, I gotta kill ‘em both. 

I love that scene because it represents a mindset many refuse to have . . .

For you to survive and/or thrive, you need every option you can deploy and NOT some lame “this vs that” BS!

Because when it comes right down to it . . .

Why must I choose between making a cold call and using my influence online? Show me where it’s written in some ancient sales scroll that I have to choose one.

Why should I choose between traditional networking and social networking? Will the IRS allow me to pay less taxes next year because I refused to choose and did both?

I don’t accept the question because to survive (and ultimately thrive) as an aspiring sales rock star . . . I need to do both!

Today you are cordially invited to reject the question of “either or” and exercise your right to celebrate sales as a mixed martial art!

Your turn . . .

Do you reject the question of “either or” in your sales efforts?

Time is running out . . .

We are just a few short weeks away from Session 1 of our Sales Camp program. Click here if you’re ready to invest in the surest thing on the planet . . . YOU!

  • Roger Hurst

    Paul, I do reject the question. I also think you need prepare yourself to do what it takes to get the job done. The customer is the one you need to please, but your company or you pays the bills.

  • paulcastain

    Thanks for kicking us off Roger!

  • Roger Hurst

    You are welcome, Birthday Boy!

  • Pete Primeau

    Which is more important breathing or having a pulse?
    Classic Uncle Paul! I reject the either or mentality. And I especially reject the term sales weapons. If you feel you need to use weapons on your customers, Please Get Out of Selling, Now or Sooner! I have had to work extra hard over the past 31 years to overcome the attitudes people have towards Willy Loman salespeople. My sales approach is simple, there is almost nothing I won’t do to make sure my customers are successful period. I do not limit myself labels, tools, and tactics other than they be honest and effective.

  • Christopher Green

    Well said Paul! I have made sales over the years using many different approaches, some worked better than others from my prospects perspective. If I only choose one approach, I am eliminating some prospects and consequently sales.

  • paulcastain

    “If I only choose one approach, I am eliminating some prospects and consequently sales.” < Very true Christopher!

    Thank you for sharing your thoughts!

  • paulcastain

    Ouch and perhaps I should have called it “sales tools” instead.

  • Cheryl VanOrt

    I was taught to use this approach In my first sales job. I was told – don’t ask “if” they would like to schedule and appointment. As if they would like to schedule on either Monday or Tuesday. This gave no option for “no thank you”. I hated it and still do.

  • paulcastain

    Thanks Cheryl!

    This post was more about “either or” in the context of embracing ALL our options as sales professionals instead of one way of contacting a potential client vs another.
    Thanks again!

  • Chris Snell

    Paul, right on. I totally agree with you. The way I see it, you can’t reach everyone with one method. Can you reach some through social channels? Of course. Through great content marketing? Definitely. Through cold calling? Dare I say – yes, you can.

    I loved Mobsters (saw it in the theater, actually), and the quote is spot on about rejecting the question. Why alienate some prospects who simply aren’t on the social scene? Let’s embrace having a bunch of methods to choose from rather than just one!

  • paulcastain

    “Let’s embrace having a bunch of methods to choose from rather than just one!” Well stated! I’m all about choices Chris and I believe my willingness to consider most “touches” has led to a bigger paycheck for me and for my clients!

    I was late to the Mobsters party. I caught it late 90’s on the old fashioned video tapes from the now extinct video store :)

  • Tim Rethlake

    It seems like the “either / or” paradigm is many times posed by industry “experts”. Their experience has given them blinders to the art of the possible. I love the old saying “a novice sees many ways to solve a problem, an expert sees only a few”.

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