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Smells like money…

The National Western Stock Show and Rodeo just wrapped up in Denver.  When was the last time you went to the rodeo?  I enjoy writing about the Stock Show as you might remember from last January: 

            http://thequoteguys.com/2011/01/cowboy-secrets-to-success/ 

There is always a lot going on at the National Western Stock Show and Rodeo.  The wide variety means there’s something for everyone – adults; children; farmers; ranchers; sales professionals; business leaders.  In my case, I particularly enjoy the variety of equestrian events, but not just for the entertainment value.   

Business professionals can gain great benefit from cowboys, English riders, and horses.  For instance, if you own or even lease a horse, you know how motivational it can be – just thinking about the price of hay alone gets me up and at ‘em in the morning!  Serves me right, I suppose, for ignoring the advice of our favorite, Unknown Sage who tells us this about investing: 

Seymore’s Investment Principle: 

Never invest in anything that eats.                            

And my corollary: 

GAP‘s Reaction to Seymore’s Investment Principle: 

Never buy anything that eats while you sleep.                            

Yep – smells like money.  Better get up and go sell somebody something today! 

Speaking of sales, understanding a horse’s behavior is also beneficial to our profession because our prospects act a lot like horses.  For instance, if we’re not careful, we can spook our prospects.  And when we do, they cut and run and we never seem to catch them again, do we. 

Prospects often show a herd animal instinct.  They want to keep their distance from sales people and fear being “cut-out from the herd”, yes?  You probably have faced every excuse in the book why a prospect does not want to meet with you 1-on-1, even for a straight-forward; 30-minute; business conversation.  Maybe they’re afraid that if they meet with you they won’t be able to help themselves and they will inadvertently buy something at that first meeting.  (If it were only that easy!) 

I was working with a team of sales professionals last week and suggested that even a prospect’s objections can have herd characteristics.  First, the prospect objects to our proposed price; then they don’t like our contract language; then it’s our payment terms; and then they want to delay placing their order.  Before you know it we get stampeded by a whole herd of objections! 

English style, hunter-jumper riders competed at the Stock Show, too.  If you’ve ever watched those riders you know that as they are approaching each jump, they reach a critical, “Go” or “No Go” point, before the horse must leap. 

Indecision on the part of the rider or the horse, or a business owner, can lead to a “train wreck”, true?  Another cross-over example of the great benefit sales professionals and business leaders can gain from horses: 

Half the failures of this world in life arise from pulling in one’s horse as he is leaping. 

                                  Julius and Augustus Hare 

Of course, western pleasure style riders don’t usually mix well with English style riders.  Come from different herds I suppose.  But whether western, or English, it’s the horses they ride, not the style they use, that we can learn important business lessons from. 

If you are a sales leader or business owner, and hear one of your sales reps complain about the difficulties of his/her quota pursuit, or the problems they are having with a prospect, you might offer the equestrian-oriented advice:

 “Cowboy-Up”!  

Or if you prefer,

“English-Up”!

 GAP 

Did you like this little ditty?  You might enjoy my book, too:  The Peace & Power of a Positive Perspective©  Please check it out Subscribe.

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4 Comments


  1. Marty Bracco
    Jan 23, 2012

    Happy New Year, Gary!

    Thanks, as always, for these great pieces of wisdom. Cowboy Up it shall be!

    Have a great week.

    Marty


    • Gary
      Jan 23, 2012

      Thanks Marty – Here’s to a stellar 2012! Thx, GAP


  2. Jim Anderson
    Jan 23, 2012

    Yep. No question that often times it seems like we have to ride herd on our prospects or they’ll disappear and it’ll take much longer to relocate them. Thanks for the reminder.

    Jim


    • Gary
      Jan 25, 2012

      Thanks Jim – I appreciate you sharing your knoweledge and experience! Thx, GAP

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