Holy Schnikees I believe there’s a sales lesson in this . . .
Don’t be the fat guy in the little coat!
There are many facets to this simple yet effective theory. Fasten your seat belt because some deep shit is coming your way.
Numero Uno : Be yourself! Don’t do things that don’t fit who YOU are. Don’t go through life trying to be a fat guy in a little coat! When you call a prospect, screw that koolaide you were told to serve and be yourself. Be natural . . . Be You! Lose the monkey style kung fu, salesy crap you read in your Dad’s sales book. Think your clients and prospects know when you wield the little coat, fatso?
B (I meant to do that) Don’t think you suck because you suck at cold calling! You are simply embracing the little coat again. I bet if you aren’t good on the phone, you are good either networking, doing creative things, snail mailing, emailing, skywriting, smoke signaling or some other venue.
So, why torture yourself dude (or dudette as my daughter would interject) By all means, face your fears, work on your weaknesses; but lose the little coat Fat Ass!
Many moons ago, at the beginning of my career, I was around some people that made me feel like a first rate loser (“L” emblazoned on my forehead and all) They told me my NY accent was too heavy, implied that I went to the wrong school, needed to be more polished, didn’t sell accounts that were sophisticated enough. Back then, it annoyed the hell out of me and I questioned myself big time!
I questioned myself because I wondered if I could be like them. Thank God I wasn’t like them because at the end of the day even assholes would have called those folks assholes!
Fast forward several millennium later: time and experience (ie falling on my face, becoming comfortable in my own skin) has given Castain his polish, but that other stuff is my charm and my W-2 says its paying off.
One of my good friends (and one hell of a great recruiter) Sally Hiler told me the other day that she likes my blog because I keep it real. I keep it real because this fat bastard wears the plus size coat instead of the petite one Sally can wear.
Paul’s Warm and Fuzzy Ra Ra For Ya: Please don’t ever be ashamed of who you are. You are a unique brand with much to offer your customers and those around you. Find your unique voice, improve upon it but; be real or do something else!
Coffee may be for closers but fat coats are for fat people and the little coats, for da small folk!
Today’s Reflection: Have a yard sale and get rid of the coats that don’t fit you. Be true to who you are. Celebrate who you are (within acceptable limits mind you) and remember . . .
You can get a good look at a T-Bone by sticking your head up, well you know the rest if you saw the movie.
Go sell something already!
PS Rent Tommy Boy some time in the next week. Laugh your ass off and stop taking this shit so seriously!
Special thanks to my friends at top10salesarticles.com for nominating my article “The Triad Theory” for their ongoing competition. Check it out for yourself.
