Wednesday, November 14, 2018

Why Do We Idolize The Worst Sales Characters, Ever


I've done it, you've seen it.

Heck, you've probably viewed a clip or two during one of your Monday morning sales meetings intended.

I get it.

These Hollywood caricatures display the gumption of legends - cold calling, motivating speeches, wild excesses of the selling life. Success. Power. Influence. Acceptance.

But there's more to the story, isn't there? The movies tell the entire story, but we don't replay those bad bits do we? No manager is going to show Bud's perp-walk in Wall Street. Nobody is getting motivated watching the federal cops pull into the J.T. Marlin parking lot complete with busses and tow trucks(Boiler Room).

And sure as shooting, no one remembers the ending of Glengarry Glen Ross, when Shelly Levene steals those leads.

Consider the following examples:

"Greed is Good"

Major Wall Street player earns millions through purchasing and breaking up family owned companies supported with insider information. Protagonist seduces young upstart anding ends up in prison.
- Wall Street



"Put that coffee down! Coffee is for closers."

Real Estate agents complain about the leads, smart-dressed, hit-man comes in from HQ to deliver a high pressure, all or nothing, speech intended to get sales back on track. Salesman descends into chaos and steals leads.
- Glen Gerry Glenn Ross



"...act as if..."

Sharp dressed, smooth talking broker initiates new employees into the world of shady deals and illegal trading. Cold calling taken to a new low, one scene depicts a broker lying to a prospect, along with a cheering team of cohorts, and bamboozling a victim out of thousands. The movie ends with federal agents storming HQ complete with tow trucks to recover the fleet of ill-gotten automobiles.
- Boiler Room



These stories end in flames, yet sales 'mentors' still run around telling newbies to, "Sell me this pen."
Why do all sales people know "Coffee is for Closers"? Why do we cheer when Vin Diesel lies his way into a sale? Yeah, sure, we'd love to deliver that Alec Baldwin speech, or kill it on the phone like Leonardo DiCaprio. We project ourselves into those situations - understanding the dramatic and sexy scenarios - who wouldn't?

Why?

I'll tell you why. Motivating you to sell more, no matter how, is good for the OEMs and ownership. Sure, it feels good to you, right? That feeling is false and manipulative. I get it, we need to sell to feed our families and survive - that's the way the game is set up - and watching a fictitious "selling animals" provides a fleeting moment of entertainment and hours of motivation. But it is propaganda. It isn't real. If it is for you, chances are, it will end badly.

Showing rundown videos of yesterday's demons is just another symptom of the slow to change selling ecosystem. I'm not sure what we should utilize in place of these video's but there must be something; there must be thousands of quick, 30 second video's of new sales consultants spewing nuggets of re-treads.

Change, real change through turbulence, must occur at ALL LEVELS of the ecosystem, not just in the trenches. Selling will become more relevant, consultative and fulfilling after the pillars of the status quo resign to the future and ceasing to show criminals and thieves as selling examples is just the beginning.
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