I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
Cars were in front of me and to the left of me with cones to the right and the cop was right on top of my rear bumper. He moved into the lane closed off by the cone, rolled his window down and screamed, "Get out of the way!"
But, from what?
He stopped his Ford F150 along the guard rail inside the coned off lane, turned off his lights and sirens, and put his truck in park. He was working a private detail, was 5 minutes late and was with the Massachusetts Environmental Police. I couldn't believe it. He turned on the lights and sirens, reserved for code 3 emergencies and traffic violations, just so that he could park - and he screamed at me.
You're probably wondering what in the world this scenario has to do with selling but it does, and in a big way. There was money on the table and the cop was feeling tremendous urgency to make sure he didn't lose the money.
I coach a lot of sales leaders and their most common frustration is that they can't understand why their salespeople don't seem to have the same urgency as they did when they were selling. Their salespeople lack urgency when returning calls and emails, lack urgency booking appointments with people they've been asked to meet, lack urgency when it's time to follow up, lack urgency when the deal needs to be closed, and lack urgency building their pipelines. The opposite of the cop.
So while I found the cop's behavior unacceptable, it's exactly the behavior that money motivated salespeople will exhibit, sometimes to the point of rude and obnoxious.
Would you like to suggest a 10th possible reason? Please leave a comment!
Dave Kurlan is a top-rated speaker, best-selling author, successful entrepreneur, and sales development industry pioneer. The founder and CEO of the Objective Management Group, the leading developer of sales assessment tools, headquartered in Westboro, Massachusetts. He is also the CEO of Kurlan & Associates, a leading salesforce development firm. He has 3 decades of experience in all facets of sales development, including consulting, training, coaching, selection, strategy, systems, processes, and metrics.
Dave is also the creator of the Membrain Baseline Selling Edition, a pre-configured Membrain with Baseline Selling built-in, including Dave's sales enablement content. This Edition will help your salespeople to make your way of selling into a competitive advantage.
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