The world of sales is a lot like the great outdoors. And we have to keep in mind, essentially everything we do is sales – whether you like it or not. I’m not talking about the guy who knocks down your door to tell you about the new vacuum cleaner from Walla Walla Washington (remember those cartoons ha!). I’m talking about presenting yourself to someone in life as a potential business partner, when your are applying for college, trying to get a discount at a retail store, even dating – its all sales — you are presenting yourself to someone else in a way that persuades them to like you and trust you and invest in you in some way. But I digress, back to my main point…
My mentor likes to point that there are two main categories that all people will fall into in their sales career. We will either be a Fisherman or a Hunter.
Now, I know being a Hunter probably sounds a lot cooler than being a Fisherman, and I agree with you, it sounds way cooler. But—The Hunter is always going to be less successful than the Fisherman. The reason? Attraction and Patience.
You see, hunters use rifles and laser sights and camouflage, they use bullets and arrows and will hide themselves only to pop out and FIRE! They are always chasing, sneaking around trying to corner and take advantage of their target. That kind of activity is always going to frighten it away, and then all they have is a chance for a lucky shot as the prey darts away forever. No one likes to be hunted, that’s why every creature’s instinct tells them to RUN AWAY when they sense they are being preyed upon. It is only natural that us Humans react the same way when we feel like we are being “sold” on something. Our brain says “Get as far away from this person as quickly as you can!” when we feel like someone is trying to persuade us, even if what they are telling us is the best, most viable opportunity out there, people will shy away from it when you approach them like a Hunter.
Whereas the Fisherman, well he is savvy, he is patient, knowledgeable of his target, keen to his surroundings. The Fisherman knows that you can’t use the same tactic to attract various types of fish. He has to research the lake or river he will be visiting next, and he will pack his tackle box accordingly. The Fisherman is aware of the seasons, weather, time of day, his current location — and has a different lure for every setting or variable he knows he will encounter that day. Preparedness and patience are his calling cards, he knows that he may have to set a lure out and leave it alone for a while, let the fish approach the lure out of sheer curiosity, out of interest, or out of hunger. Then when he feels a nibble he knows that his target is interested in what he is offering. As opposed to the Hunter who is using a spray shotgun trying to hit anything that moves, scattering any potential prospects nearby. The Fisherman becomes completely aware of his surroundings and knows that when he casts out a lure, he very well could attract multiple fish at once; he also knows that if he were to stumble over a rock and makes a loud noise or splash that he could scare any potential catches away for good. So he treads lightly, uses intelligence, foresight, and the fish will naturally come to him.
Chris Widener often talks about this concept, if you would like to listen to some his thoughts, feel free to contact me and I can email you some .mp3’s of him talking about the Fishermen and the Hunters.
-Clay
817.681.6308
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