The Peace & Power of a Positive Perspective



I was working with a group of senior, successful sales professionals recently.  I always get such a kick out of the fact that my clients actually pay money to send their senior, successful sales professionals to Denver and work with me for three days.

My company provides these three days within the context of a “sales training” class.  I doubt that I’m actually “training” my experienced clients on selling.  And I can tell when some of them arrive with the same mind set.  Of course, sales trainers over the ages have faced what one master, Zig Ziglar, so eloquently stated many years ago:

It’s what you learn after you know it all that counts.

So there I was with a group of senior, successful sales professionals; and in the morning of the 1st day they’re all looking at me as if to ask, “OK Pokorn, let’s see what you got.”  It always varies a bit by person, but usually sometime during the course of the 2nd day they realize:  It doesn’t matter, “What I got”; my job is to set the selling scenes to see, “What they got”!  Which is great fun for me.

If my class is successful, I’ll get them initially to wonder what they’re doing there; and ultimately wonder why they didn’t attend sooner:

Wonder, rather than doubt, is the root of knowledge. 

Abraham Heschel

Yes, the class includes sales theory over the course of the three days; but the problem with sales theory is – of course – it’s theoretical.   And my clients’ professional knowledge and experience extend way beyond theoretical:

A little experience upsets a lot of theory. 

S. Parkes Cadman

Thankfully, I too have “real world” experience.  So my clients receive a big dose of Pokorn (whether they ask for it or not I suppose LoL!).

The best parachute folders are those who jump themselves. 

Unknown Sage

Hopefully, it’s not me standing up and “telling” them what to do, but rather it’s  a collaboration where we can all share our knowledge, experience and opinions.  “All of us are certainly smarter than any one of us”, is my overarching positioning with my class participants.  And I do my best to encourage them to share their thoughts and opinions on the focused sales scenes we examine.

Some participants choose not to participate; a constant competition with one’s in-box for us all these days.  I envision the sirens of their email calling their name, “Check your in-box… check your in box…”   It’s not a problem.  Even King Odysseus had to face the Sirens in his journey The Odyssey (see )

Nonetheless, I maintain the ultimate respect for my sales professional brethren.  After all, not everyone can do this for a living!  Scott DeGarmo wrote a piece published in Success Magazine years ago that I still carry with me today – here’s an excerpt:

“The Noble Art”

Salespeople Are the Knights of Business

…noble means pre-eminent and selling is the pre-eminent business skill.  You can have every other element in place, but without sales you have nothing.  A Dun & Bradstreet study of the cause of business failure puts “inadequate sales” at the top of the list.

Noble also means “of the nobility”, and salespeople are the knights of business.  While their colleagues skulk about the castle, salesmen and saleswomen get out there and make results happen in the real world.

Making results happen – for our clients; for our company; for ourselves.  Yes, sales professionals are all about results.  And that’s a Nobel pursuit indeed.


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  1. Nathan Sumner
    Sep 08, 2015

    The last statement is both the best and worst part of sales.

    • Gary
      Sep 08, 2015

      Yep – Not everyone can do this for a living 🙂 Thx, GAP

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