DeWese--Turning a Grazer into a Hunter

This big-time executive was starting to go to pieces on the phone. I had to get him off the line. I told him that I'd send him a narrative outline from a brief speech that I had made to some printing salespeople. Here's what I sent.

1. Prospecting self-perceptions. Experts view salespeople as "hunters" and "grazers." Hunters are highly prized because they thrive on opening new accounts. In fact, they live for the conquest. Grazers are only prized so long as they keep the business they've got. When sales experts talk about hunters, they speak in an enthusiastic but reverent tone. When a sales recruiter finds a hunter, it's akin to the Denver Broncos finding John Elway.