The Peace & Power of a Positive Perspective


It’s a not a diet…

I know I write often about the sales profession – which may not please some of my readers.  I also occasionally upset my marketing colleagues ( ).

I write less about dieting – which might please my fellow couch potatoes.  It occurred to me recently (while reclining on the couch watching athletic activities) that there is a connection between sales-prospecting and dieting.  Fascinating?  Well maybe not, but please read on.

The catalyst for my connection came recently when one of my clients whom I haven’t heard from in 3 years, called for a little assistance; the sales-prospecting kind of assistance.  I receive calls like his periodically; I bet doctors and dietitians do too.

Here’s the pattern: My client is going along; selling successfully; everything seems to be fine; and they think, “Thanks Gary – we’re good; we’ll call you when we need you.”  Kind of like when we’re at an ideal body weight and leading an active lifestyle.  Doctors; dietitians; personal trainers?  “We’ll call you when we need you.”

Then, some of us wake up one morning; get on the scale; and say, “Ishkabibble!  I need to go on a diet!”  Of course, when we seek professional guidance we hear, “It’s not a diet; it’s a lifestyle change.”  True?

If you’re like me, I’m not so good at a “lifestyle change”:

I’ve been on a diet for two weeks and all I’ve lost is two weeks. 

Totie Fields 

We know it’s true.  Having the right BMI; muscle mass; bone density; and related physiological attributes takes more than going on a diet – it requires a life style change including a big helping of daily discipline.

Back to my client who made “the call”.  Business is down; their sales pipeline is empty; their calendar is void of upcoming appointments; let’s call Gary.  (They must have really been desperate.)

Unfortunately, my message was not what they were hoping for; which reminds me of one of my favorite book titles by Rick Paige:

Hope is not a strategy© 

IMHO, when endeavoring to sales-prospect, you can’t simply blitz your target market for a week or a month and expect success as measured by a filled sales funnel and over-achievement of sales quota.  To avoid the lifestyle change I suppose you could outsource lead-gen; you could have gastric bypass surgery too.

Sales-prospecting is a mind-set; as regular of a routine as eating right and exercising regularly.  It is a week-in and week-out discipline that compliments the efforts made, and assets provided by, our marketing colleagues.

So here I was talking with one of my couch-potato-sales-prospecting clients, thinking of the comparison of their sales-prospecting needs (and complaints) to my need (and complaints) to dieting.  Or rather, “making a life style change”!  Filling the pipeline on the one hand; eliminating the plates of calories on the other; both requiring a day-in and day-out commitment to success.

Both requiring a thought process change:

Question:     Is beer bad for you? 

Answer:        Look, it goes to the earlier point about vegetables.  As we all know, scientists divide everything in the world into three categories: animal, mineral, and vegetable.  Well, we all know that beer is not an animal, and it’s not on the periodic table of elements, so that only leaves one thing, right?  My advice:  Have a burger and a beer and tell everyone you’re on a vegetarian diet. 

Unknown Sage 

So, we agreed to schedule weekly meetings to restart their sales-prospecting “lifestyle” change. Question:  Should I drink beer during our sessions?


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