You just don’t get it.

You just don’t get it.

That’s what I wanted to say to a guy this weekend and what I want to say to a lot of people these days.

Over the weekend my wife and I went to a comedy show and the headliner, Ian Bragg, was someone I had heard of since he had been on “Last Comic Standing.” The opening acts were good but Ian’s set was hysterical. So, I lit up FB Live for a few minutes to share a portion of his set with some of my Facebook audience. I assumed many may not have heard of this guy and I wanted to get him some exposure for his next show. I broadcasted for about 60 seconds and the title of my post was “This guy is hysterical” and I included a link to his bio.

On the way out of the show I heard someone ask the guy behind me what he thought about the set. He said Ian was great, but “Shouldn’t have been recorded like that” which was an obvious dig at me. I was too far ahead and too drunk to care but I almost wanted to turn around and tell him that he just didn’t get it. The 60 seconds I recorded of the guy didn’t take money out of his pocket, it probably added to it.

Now I know a lot of people are going to say, “Well John, there are rules like that for a reason and people don’t want to be recorded blah blah blah.” I get it, I do. But it made me think of the larger topic that I think is important. Too many people are too focused on the short-term and the small stuff when they should be a bit more focused on the bigger picture and the long-term. They just don’t get it. This relates to everything – our jobs, careers, and life in general.

As for our jobs, specifically in sales, many of us push to close out the quarter strong and to get that last deal in. We end up giving away discounts to clients that didn’t even ask for one which tends to ruin the relationship and rapport we worked so hard to build. Or, we try to sell someone something that isn’t really the right fit because we need a commission check. Reps just don’t get it. These both might drive short-term wins but ultimately do longer term damage to your relationship and your personal brand as a sales rep.

Another example relates to competition. I think many of us are too fixated on it. I remember getting so consumed with my competition that I would focus more on selling against them instead of selling to my client. I would lose site of the bigger picture (the client) and, when I did I would usually lose that deal.

Finally, in the sales training world, it’s amazing how many trainers covet their content and IP and will try to protect it at all costs. Try getting a trainer to e-mail you a PDF of their presentation or manuals and see how they react. They think their content is really that special. I’m here to tell you it’s not. Give me a technique or methodology and Google and I can put together 95% of whatever it is. Ultimately this approach of protecting IP at all costs will lead to customers finding ways around it regardless. I share the majority of my content and I’m busier now than I’ve ever been in my entire career. I like to think â€œI get it.”

One of my 12 Guiding Principles is “What goes around comes around” and I believe that now more than ever. Doing the right thing in the short term leads to longer term success almost every time. Try to take a bigger picture perspective on things and stop sweating the small stuff so much.

Make it happen!

P.S. Check out my Make It Happen Mondays on FB Live from 12:30-1:00pm EST every Monday where I pick topics and answer any question you have about sales/business/life: https://www.facebook.com/JBarrows/


Bridget Kipfer

Principal, Relationomics, LLC; Professional Facilitator and Leadership Development Consultant

7 å¹´

Love this! and, as an independent consultant, I strive to share what I know everyday. what goes around definitely comes around. thanks for stating it out loud.

赞
回复
Marlon Thorne

Marketing and Public Health Executive

7 å¹´

Awesome! So your in the Maryland area?

赞
回复
Krysten Conner

AEs win Enterprise deals with my strategies & systems ?????? Coaching & Free Resources ?? krystenconner.com?? ex Outreach, Salesforce, Tableau ???????????? Click bell to be notified when I post ??

7 å¹´

So true!

赞
回复
Steve Junion, Ph.D.

Product Strategy & Development | Leadership in Learning & Development | Experience Design | Technology & Automation for Operational Excellence

7 å¹´

Incredibly insightful, thank you!

赞
回复
Steve Dobson - Brand Protector?

Safeguarding business owners from expensive rebrands and legal disputes via EFFECTIVE TRADEMARK PROTECTION

7 å¹´

social media = free marketing recording quality will never be the main point to the viewer, the content will, hence why people go to gigs in the first place, The Rolling Stones live will always beat facebook live

赞
回复

要查看或添加评论,请登录

John Barrows的更多文章

  • #MYPATH: How Getting Fired Was The Best Thing That Happened to Me in My Career

    #MYPATH: How Getting Fired Was The Best Thing That Happened to Me in My Career

    My introduction into a career in Sales was similar to a lot of people, I kind of just fell into it. I went to school…

    13 条评论
  • ChatGPT wrote this post for me about how Sales reps can leverage AI

    ChatGPT wrote this post for me about how Sales reps can leverage AI

    (this part was not generated by AI) I've been paying attention to AI ever since I got an e-mail in 2017 from a rep I…

    74 条评论
  • Would changing the word "privileged" to "advantaged" make a difference?

    Would changing the word "privileged" to "advantaged" make a difference?

    The power of word choice matters when you’re trying to get a message through. When my father passed away about a year…

    9 条评论
  • Let's Make this Happen!

    Let's Make this Happen!

    I don’t know about you, but I’m literally becoming sick and depressed about what is going on at our borders right now…

    12 条评论
  • Hey! Are you the Decison Maker?

    Hey! Are you the Decison Maker?

    We all know we need to find the decision maker early in the sales cycle but as much as we'd love to ask people straight…

    7 条评论
  • Launching the Make It Happen Community and You're Invited!

    Launching the Make It Happen Community and You're Invited!

    Earlier this week, I launched the Make It Happen community on Facebook. It's a group for likeminded sales professionals…

  • How I Made the Mental Shift with Social Selling

    How I Made the Mental Shift with Social Selling

    This post originally appeared in my Filling the Funnel blog. As a GenXer, when Social Selling hit the sales scene I…

    5 条评论
  • Make It Happen

    Make It Happen

    Today I want to share a little bit about why the tagline “Make It Happen” is so important to me and my business. Here’s…

    13 条评论
  • You want to be average? Stay average.

    You want to be average? Stay average.

    “You want to be average? Stay average.” That was a quote I said during an interview I did with SalesLoft at their…

    5 条评论
  • Why I think the phone will make a come back

    Why I think the phone will make a come back

    I’ve seen a lot of posts over the years about how cold calling is dead and the phone is dead in sales and I completely…

    14 条评论

社区洞察

其他会员也浏览了