One of the world’s best salespersons describes work of salespeople with haphazard approach as Christopher Columbus type selling. Yet the same Columbus discovered America! Why did he achieve such success? There are many lessons in it for salespeople and entrepreneurs.
Before he could begin his voyage that changed the world, he had to sell himself first to his contemporaries about what they thought was an utterly ridiculous idea. This he did through his vast knowledge of maps, geography, astronomy, history, communication skills, human psychology, management and leadership qualities etc. Most modern-day salespeople hardly work on their skills.
First, although Columbus had travelled extensively by sea, this was the first time he was doing it as the captain of a ship. Most salespeople hardly take initiatives.
Second, he continued despite knowing there was absolutely no scope (market) for such an expedition. Hundreds of years of tradition and superstition were contrary to his idea. Most salespeople often complain about no market, poor economy, lack of opportunities etc.
Third, Columbus was a foreigner (an Italian) living first in Portugal and then in Spain. Modern day salespeople complain about challenges of new markets, territories etc.
Fourth, Columbus did not have sufficient money. In fact, the only one who could fund a voyage was a head of state – a king or queen. Most salesman are terrified of approaching the top decision makers.
Fifth, his price was not cheap. In addition to needing ships, Columbus had personal demands including: a) a 10 percent share in all that is acquired; and b) protection of his heirs in case of his death etc. Most salespeople often lack courage to discuss personal demands but complain about problems, products, prices etc.
Columbus never stopped closing. He spent seven years asking King John of Portugal to fund the voyage. Then he went to Spain and worked on Ferdinand and Isabella for seven more years before he finally got his yes. Many salespeople quit long before they can close.
Columbus helped others get what they wanted. He even appealed to the utmost desire of Ferdinand and Isabella to spread Christianity in the newly discovered territories. Modern day salespeople often don’t work on understanding how they can add value to the customers, community etc. and themselves live from hand to mouth.
This story illustrates some of the most important characteristics of a successful salesperson / entrepreneur:
1. A very high self-esteem
2. Creating an image of the success and constantly holding to it (e.g. I am receiving top honours for my contributions in my field of operations)
3. Back up the image of success with positive words and vice versa
4. Winning in the mind first; then on the ground
5. Doing the right things rightly and righteously
6. Persisting, persevering and praying
