'You Are The Main Thang.'

Gillespie Family Snapshot

I want to share this social media post/blog from a while back. I’ve fielded more than a few, “if we only had this or that I could sell this” conversations, lately. I have this to say about that.

The most critical piece of equipment any sales rep has is between their ears. Presses matter but not as much as your imagination. Services matter but not as much as your grasp of client needs.

YOU ARE THE INGREDIENT THAT CAN CHANGE EVERYTHING!

I can prove it! Look around your company. Does every rep sell the same amount? Does every rep sell at the same price point?

If they do, I want to visit your company on my own nickel. I've never seen this happen. I'm sorry. I digress.

The reps that sell the most understand their clients best!

Examine their relationships. Dig into the work they sell. Pay attention to what they offer that the others don't. Their solution is more than specs.

Your brain is critical. Your imagination invaluable. Let me give you a non print example.

The photo above is from a scouting Jamboree in 1960. Troops, packs and dens came together to show and tell during a two day event. Each had to make a presentation showing their creativity and "scout worthiness."

Troops were doing all sorts of things. There were soapbox derby cars, pinewood derby cars, bicycle rodeos etc. Lots of money and ingenuity was on display. There were thousands of scouts and parents.

My mom was our "Den Mother." She was a country girl from Copperhill Tn. She's gone now so I can tell this without concern. Mom never had indoor plumbing until she got married in 1951. She understood hard work and making do with what you have.

Mom taught us kids how to churn butter. We made miniature churns from jelly jars and popsicle sticks. Guests could watch us churn the butter, spread some on a cracker and enjoy a snack.

Well...we won the Jamboree. Tiny little troop 117 from Hapeville Georgia shocked the big city guys that spent hundreds on their entries. Every guest wanted a cracker with scout made butter.

Mom's ingenuity was the magic ingredient.

It's the same for you. Don't keep your intellect and client compassion in your hip pocket. Sell with it. Learn to ask what bugs your client. Ask what if. "What if I could fix that for you?"

One last parting shot. Years ago I found myself in the middle of a critical, has-no-right-to-happen project for a soft drink company. We worked all weekend. Reps from the client were onsite approving proofs.

They looked around our tiny shop and asked, "do you guys have another building someplace? How are you going to get this done?" They were worried about our 18,000 feet with only two presses.

We got it done because we resolved to do so. Our resources seemed small but our work plan was awesome. We jumped to the top of the preferred partner list without adding a single piece of equipment.

I appreciate great tools. The right portfolio in creative hands is unstoppable. If you follow me, you know I believe that.

I'm simply saying the best answer is between your ears, not on the plant floor.