The Three Stooges Go Selling

by Tim Roberts

I gotta confess, when I was a kid I loved The Three Stooges. At 4:30 every day, homework done or not, I turned on the tube and let my head chill to the antics of Moe, Curly and Larry. It was as if I needed a fix to unload the burden of readin’, writin’ and cipherin’.

While I am quite happy to work with many committed sales professionals, our industry is still plagued with amateurs. Unknowingly, these amateurs reinforce negative beliefs decision makers have about salespeople. They're often guilty of "stooge selling." Consider these parallels:

• The Three Stooges had honorable intentions. They always meant well, yet were unwitting victims to the influence of others. “I’m a victim of soicumstance,” would be Curly’s standard excuse. Ever hear an amateur make an excuse?
• The Three Stooges were entertainers. Entertaining is often the default button for amateur salespeople. Because they lack a systematic approach, they hope for the win over cocktails and late night antics. They tell me they’re “bonding.” I think their only strategy is a good time. Is your entertainment budget an excuse for poor salesmanship?
• The Three Stooges were easily led. Lacking a system means lacking control. If you can’t lead the flow of the call, you’re gonna find two fingers up your nose pulling you around helplessly. (It hurts, is embarrassing, and ends with a price drop.) Ever witness one of your peeps being tugged around?
• The Three Stooges could take a slappin’. Amateur salespeople appear to be able to take a slappin’ quite easily. The sting doesn’t seem to get them to change. When slapped you’ll hear another Curly standard, “Hey, what’s the big idea?” Yet with head spinning, they take it again and again. Ever see a red face at a sales meeting?

In the end, amateurs often toss in the towel of frustration. When asked why they persist in the darkness, they’ll quote Larry, “I didn't wanna say yes, but I couldn't say no."

At Sandler Training, Trustpointe we help our clients take responsibility for their soicumstances. To learn more about big ideas, disciplined selling, and slap-free success, contact Tim Roberts at 317.845.0041 or tim@thetrustpointe.com.

"Soitenly!"