That “Fat Guy In A Little Coat” Thing Is A Real Bitch!

by Paul Castain on February 27, 2014

When you read that title did you have a flashback to that scene in “Tommy Boy” when Tommy who was quite a large dude, puts on Richard’s (who was quite the skinny dude) coat and starts singing “Fat guy in a little coat” and then accidentally rips the jacket.

It’s a funny scene but not so funny when you realize situations where you’ve been the “Fat guy in a little coat” by doing things that just don’t fit you.

Some examples . . .

Working off a phone script that doesn’t pass “The Kitchen Table Test”. In other words, its salesy, marketing speak that you would never say to someone if you were sitting at the kitchen table together having a conversation. I know people like to counter the whole “I don’t dig phone scripts” thing with “But actors work off a script” but I say “Back up and say it again dude. ACTORS work off a script. I’m not an actor and I can’t act like I agree with your argument” :)

How about acting overly formal when you’re more of a laid back person? There’s that “fat guy/little coat” thing again.

I’ve seen other people who like to pretend to be “call it like I see it” types. I watched a few of them really turn up their message to the point where they’re dropping “F” bombs on their blog.

As you all know, I’m no prude when it comes to getting colorful with language and if someone is truly an “F” bomb type then go for it (knowing of course, that you are going to offend) but when you try and pretend to be this tough, “F” bombing type when you’re really a lightweight, you need need to get your fat ass out of that “little coat”

Same thing goes for those who are doing it for shock value.

Years ago, I worked with a group of people who made fun of my New York accent. I tried real hard to speak without it but that damn accent follows me around like a shadow. The result was this really awkward hybrid accent thing that just didn’t sound right. I was being the “fat guy in a little coat” until I made a note to give a damn what others thought.

Note: I have one major regret in my life. My regret is that it took me the bulk of my adult life to get to a point that I could give myself permission to simply be Paul Castain.

Forgive me for being a tad arrogant but I really like who I am and if you don’t, that’s OK too but let me check something really quick, hold on . . .

Sorry about that, I just checked and yep . . . I still don’t care.

Be who you really are

Celebrate who you really are

Make no apologies for who you really are (unless of course, you’re being a jerk about it) but . . .

When you embrace messaging that really isn’t YOU, you’re going to be as uncomfortable as that “Fat guy in a little coat” and I’m willing to bet that the recipient of your message will sniff it out inside of a few seconds!

So where do you stand?

Where do you stand on this idea that we can become the “fat guy in a little coat” Please scroll down and share your thoughts!

The Discount Ends Tomorrow!

The $50 early registration discount for our online sales course ends this tomorrow (2/28/14) .Click here for details and to take the first step to a better year!

  • Pete Primeau

    The most important thing a salesperson can ever do is be themselves. Great illustrations Paul! Thanks for sharing!

  • http://yoursalesplaybook.com paulcastain

    Agreed Pete. There really is no better way!

    Thank you!

  • Bruce Woolf

    This is right on target (for me). In home improvements sales we are full of scripts and processes. First do this, then do that. When the homeowner says X you say Y and so on. That doesn’t work for me. I’m pretty direct and to the point. You didn’t invite me into your house to talk about your kids or the dog or whether or not you play golf and how your game is. You invited me into your house to talk about your windows. It took a while for the management team to wrap their arms around the idea that I wasn’t going to do it the way they said it should be done – but the end result is as follows: over 2MM in sales in 2014, 47% closing ratio and the highest paid member of the team.

  • http://yoursalesplaybook.com paulcastain

    I agree Bruce and there are plenty of alternatives to scripts.

    I like to teach my clients more of a “gist” of where that conversation can/will/should go and have them inject their personality into navigating those discussions.
    Thanks for stopping by Bruce! Much appreciated!

  • Larry Edwards

    Paul,
    You are completely on target. I get turned off when people try to search for words you would normally not say in order to appear well educated and polished. I am very intuitive and I can spot these types of people in a matter of seconds. When I hear these types of individuals talk like this I want to say to them to just speak plain English and stop trying to impress me with your insecurity. I also wonder what else they may be faking.
    Quite frankly, I find it refreshing to read the style of your writing. This let it all hang out style is the way people really think and it is funny and it is nice to finally read something that sounds the way we all communicate inside. Your sense of humor is engaging and I just can’t wait to read your next email and what you have to say.
    Being yourself is engaging and more believable. It takes way too much energy to pretend you are something other than yourself. If you tried to be formal and well polished, I wouldn’t have continued to read your emails because you would be just like most of the people out there who are afraid to speak their mind. We all relate to you because you just let it all hang out and you allow yourself to be vulnerable and to simply be yourself.
    I love your show!

Previous post:

Next post: