The SALES Hunter vs the hunted

The SALES Hunter Company vs the Hunted. Facing this new age!

During a recent visit to the Kruger Park, we came across a herd of Impala buck grazing alongside the road. We stopped so as not to scare them.

Suddenly my wife noticed a huge lioness sidling up on her side of the car, using us to hide from the buck. Next minute another came out of the bush on my side.

We knew something was up when an third lioness walked out into the open & lay on her back in full view of the herd of Impala, feigning to be asleep.

The herd’s leader grunted at her but soon settled down to grazing again.

The two lions sheltering by our car then slipped quietly off into the bush.

Just minutes later one emerged amongst the herd & tackled a buck, the other joining it. The old girl “sleeping” bounded up & joined the feast.

The meal was devoured in minutes leaving us aghast & in awe.

It got me thinking about sales people.

Like these animals, there are two kinds of seller – the hunter & the hunted!

The HUNTED (the company that just jogs on believing all is well)

·        Knowledge – know their territory but no idea of using it to take a defensive position.

·        False security – saw the danger but didn’t understand it; complacent.

·        Lack of planning – only when danger was on top of them, flee & hope to survive for another day; re-active.

·        Control – zero control; hunter totally held initiative.

·        Loser mind set – we are going to be attacked; so just accept it.

The HUNTER (the company who understands their needs & employs Sellers to achieve their goals)

·        Confidence – expected to make the kill.

·        Knowledge – knew what was in their armoury, the territory & their prey’s habits.

·        Persistence – if they failed to make that kill, they would have to do it all again; or starve.

·        Resources – they made best use of each lion’s strengths.

·        Preparation – didn’t just come across the buck & charge; they devised a cunning plan. 

·        Teamwork – every lion clearly knew exactly what her role was in the attack.

·        Execution – went like clockwork because all pulled their weight & played their designated part.

·        Rewards – the buck was downed by just 1 lion; but the whole team enjoyed their due rewards.

Happy selling! Richard