How can I find someone like Fabian?

I am author of upcoming book, "Ride the Horses, Feed the Lions" which outlines for HR professionals and Executives how to recognize, recruite, 'relate-to' and retain the potential super salespeople with innate interpersonal skills. The book is undergoing a professional "developmental" (content) edit prior to publication. I want to connect with: Sales Executives and Managers who want to "Ride the Horses, Feed the Lions" that I identify in the book. My background is residential in-home commission discipline of "one-call-close" selling and sales management for 15 years (ranked individually at Sears Home Improvement in my first full year as #12 of 1500 sales reps nationally, then as a Field Sales Manager and finally as a District Sales Manager of three (3) number one sales and profit Home Improvement Districts listed below:

Washington, DC., Denver & San Francisco Districts for Sears Home Improvements.

After working as a National Sales Trainer for Champion Exteriors of Cincinnati, Ohio, "The Conversational Close - A linear closing clinic for professionals" has been written as a consulting tool for basic and advanced "one-call-close" selling ("the PhD of sales"). [email protected]

If you have anyone in your network who might benefit from my services I would be glad to pass along your information to any companies or individuals who might benefit from yours. For me, this is a mid-career mission. Quoting Peter Strohkorb's review:

“Bill Hatch's book "The Stylistic Salesperson," (Ride the Horses, Feed the Lions), gives us a sense that the author is on a kind of personal crusade to help salespeople be more gentle and helpful for their prospects than they are usually perceived. Hatch argues that by being helpful rather than pushy, salespeople will be more successful, customers will get more of what they want and the reputation of the sales profession will be enhanced as a whole. The role that sales leaders play is significant in this transformation. I enjoyed Bill Hatch's easy, conversational style. The many stories that the author tells make his core message more tangible and accessible for the reader. It is good to find a book on Sales Leadership that comes at the subject from a more stylistic perspective when most others are forcing attention on hard facts of sales performance." Peter Strohkorb, Influencer; Sydney, Australia

Peter Strohkorb is the author of the OneTeam? sales productivity booster program: “Boost your sales with Smarketing?”. [email protected] 

A recent sales executive, who after accepting a new VP Sales position, wrote me this:

“What interested me about The Stylistic Salesperson is, that I had recently inherited one of these personalities at a new Vice President of Sales position that I had just taken. I was looking for greater insight on how to manage and lead this challenging, unique, undisciplined but remarkable talent. This sales rep of mine is an enigma. I loved this guy's sales, but I wanted to fire him. I was unsure how to handle him. In Bill Hatch's book about The Stylistic Salesperson he takes you through the journey of how to champion this maverick and embrace their ‘stylistic personality'. Ride the Horses, Feed the Lions”, Indeed! And through Bill's eyes and his 'Stylistic', easy writing style, I was able to better understand what makes this personality profile tick and what I could do to harness their full sales potential without me allowing this ‘maverick personality’ to become a distraction or a deterrent to me and the overall health of my sales team.

Bill astutely points out “you may get frustrated if you don’t understand the asset they are and can become.” Reading about The Stylistic Salesperson has given me a much greater understanding of this rare gem. If you don’t have one in your sales team you’re missing out on the real “rain maker.” Bill walks you through how to identify this talent and what they bring to the equation. They’re a game changer for sure! Thank you Bill for sharing your wealth of knowledge and helping me better understand and better manage The Stylistic Salesperson!” (Ride the Horses, Feed the Lions)                    

Matt Kelly, VP of Sales, Fairway Architectural Railing Solutions, accolades to Matt: “Matt excels at recruiting and developing ‘A-player’ talent to exceed company sales and revenue objectives. [email protected]        

Oliviere Riviere - Levallois-Perret, ?le-de-France added to Matt Kelly's observations: "But the best salespeople I have met area all different. As CMO of a German software company I was sent to France to solve a marketing problem. One salesperson they hired was in the Elite Club, always hitting his sales, but he never sold anything. Fabian was very gentle but if he wanted something, he got it. He had a warm hard, even to make an effort to connect with people who are not pleasant to work with. Over 18 months Fabian generated 70% of revenue of the Subsidiary. Bill, in your book you have a description of the Stylistic Salesperson. And it’s incredible. It fits, it’s incredible!” Oliviere Riviere France https://www.dhirubhai.net/in/olivierrivieremktg

Author's comments: Ride the Horses, Feed the Lions! But who are they? How do we find them? Across your desk in a job interview, what are you looking for? Will your HR professionals weed out the "rain makers" with their algorithms looking for "key words" every applicant will intentionally put in their resumes anyway?

All these questions are answered in Ride the Horses, Feed the Lions.

If you are more of a free spirit, unconventional, stylistic salesperson, your own sales manager needs a copy of this book. If you are a sales manager or sales executive, this is a "must read" since potential thoroughbreds can be identified and taught to sell. You know that. But a salesperson with very few interpersonal skills can't be TAUGHT to care about people. It is innate. It may be inborn or modeled if a parent or mentor, from a football coach to a youth leader or even a person close to them evidences sincere caring. If you are an HR professional, you need to read this book. There is a TEST that can be given to prospective sales candidates to take. If they are honest, you will know. If they have integrity, it will become clear. If they are simply "filling in the blanks" in the way they THINK you want them to answer the 14 questions, you will know it. But most of all, YOU are the CLEARING HOUSE. Would you let the candidate across the desk, come in your home? Would you invite them over for a barbeque? How will you know?

LinkedIn professionals I interviewed for Ride the Horses, Feed the Lions and the famous sales publications I have included quotes, stories and excerpts from are:

Dr. Marshall Goldsmith, N.Y. Times Best Seller, Dartmouth Professor; CA.

Peter Strohkorb, Smarketing? author, The Team Method; Sydney, Austrailia

Shawn Moon, Franklin-Covey Exec. VP, Sales, co-author of Talent Unleashed, UT.

Weldon Long, NY Times Best Seller, author, The Power of Consistency; CO.

Matthew Kelly, VP Sales Fairway Architectural R.S. book review; Cincinnati  

Mark Skovron, PhD., CEO MaxGroup? Bus. Solutions, author, Phoenix, AZ.

Michael S. Wooten, CEO Landmark Results Group, entrepreneur, Atlanta      

Tim Wackel, Director- Sales, Docent, keynote speaker, trainer, coach, Dallas  

Tony J. Hughes, AMI; Best Selling author, keynote speaker, NSW, Australia

Jim Schlesker, CEO, Best Selling author: Great CEO’s are Lazy; the DC area

Chad B. Rawlins, Creator of Success Sales Engagement Acceleration, Salt Lake Clint Geog, Divisional VP., Terminix; Sears Home Services, Raliegh, N.C.

Monica Pritchard, VP Sales, Mktg., Prod. Development, Quality Edge, Michigan Oliviér Riviére, TBM & Grayling Marketing Director-Europe, Paris, France

Don Straits, CEO Corporate Warriors, Executive placement; Denver, CO.         

Steve Booz, Sales, Marketing Executive, Royal Bldg Products; Philadelphia

                                       Excerpts From:                                                     The One Minute Manager, Blanchard & Johnson;

The Upside of Fear, Weldon Long; 

21 Irrefutable Laws of Leadership, Maxwell;

The Challenger Sale, Adamson, Dixon;

Talent Unleashed, co-authored by Shawn Moon, Franklin-Covey;

Resolutions to Reality, Michelle Bellas, Colin Collard;

Situational Leadership Theory, Hersey, Blanchard;

The Art of Selling by Tom Hopkins  

21 Secrets of Million Dollar Sellers, Harvill;

The Power of Persuasion: by Mehrabian   

[email protected]