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Philosophy vs. Fact – Part 2…

You might remember that I started down the philosophical path last year (see http://thequoteguys.com/2016/06/philosophy-or-fact/ ).  I didn’t get very far.  That’s OK; in the business world, sharing philosophical ideals can be a career mine field:

Seek those who find your road agreeable, your personality and mind stimulating, your philosophy acceptable, and your experience helpful.  Let those who do not, seek their own kind. 

Jean-Henri Fabre

If your boss and boss’ boss are not of your kind – watch out for the BOOM!

Recently, as my business team was putting our 2017 plans in place I found myself at the precipice of entering a philosophical discussion.  I was tempted to start my pontification but those in the meeting were not of my kind.  I decided to avoid the BOOM!  Now I turn to you instead; lucky you LoL!

In the sales profession, the more sales meetings I attend; the more sales people I coach; the more sales MeetUps I join; the more sales blogs I read; the more sales videos I watch; the more sales books I digest – most seers, soothsayers, philosophers, and pontificators I witness (this seer, soothsayer, philosopher and pontificator included) are presenting their philosophy as if it were fact:

It seems to me that no soothsayer should be able to look at another soothsayer without laughing. 

Cicero

To further their/my persuasional pursuits they/I offer a variety of “independent research” as proof behind their/my philosophy, which in actuality is simply other seers’ and soothsayers’ philosophies posing as fact.  Have you ever noticed the volume of sales research accredited to the Harvard Business Review ©? Remind me again – how much sales experience is associated with Harvard?

IMHO, much of this “research” isn’t based on the Scientific Method (see https://en.wikipedia.org/wiki/Scientific_method ), rather it is a compilation of interviews where the interviewees are – you guessed it – simply sharing their philosophies.

I’ve often wondered:  if these research firms ever went back to the same people with the same questions at a later date, would they come to the same conclusions?  Or would the interviewees’ philosophies have changed?

Whether the glass is half empty or half full depends on whether you’re drinking or pouring. 

Anthony Boxer

Now don’t get me wrong; I’m a believer in deep thinking.  The sales profession has been one of the oldest and most confounding endeavors on the planet.  What works for one person; doesn’t for another.  What worked on one prospect; blows up in our face on another.  Many have claimed to have figured it out – and they are all still working for a living.  One would philosophize that if something as instrumental to our way of life as sales was “figured out” – the one who did the figuring would have retired to a private island in the South Pacific, yes?

In today’s world of “Big Data” one can find supporting data (posing as “research”, in support of soothsaying) to back up just about any sales philosophy:

With today’s Internet, everything can be recorded.  And everything is a lot. 

Unknown Sage

At the end of the discourse, my philosophy is that each sales professional should have a sales approach that works for him or her.  If it works – it’s the right approach; and, I might add the right philosophy.  If it doesn’t work – then logically it’s the wrong approach:

Manley’s Maxim

Logic is a systematic method of coming to the wrong conclusion with confidence.

Or so says this soothsayer – submitting my philosophy for your consideration – as fact, naturally.

GAP

Did you like this little ditty?  You might enjoy my past posts too: www.TheQuoteGuys.com

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4 Comments


  1. John kleinhenz
    Jan 05, 2017

    Curious to better understand the words. “Your kind”

    BTW – love your posts. Best with a cup of coffee, starting the day.

    John


    • Gary
      Jan 11, 2017

      Thanks for reading and commenting John! Hope you;re enjoying a cup of coffee while reading this response. And you understand “your kind” as you are of my kind 🙂 Thx, GAP


  2. Cameron
    Jan 05, 2017

    Does this validate the philosophy that we are all individuals? Many sales managers or companies advocate for a sales process that follows rigid guidelines or best practices. Worse yet, many sales managers ask their team to sell like he or she sold in the past. “I sold this way and look at where I am…why won’t it work for you too?” Any idea or practice that conflicts with the manager’s experience is wrong or met with resistance. Should we instead throw away our sales approaches/philosophies and only follow the sales approach of our customer?


    • Gary
      Jan 11, 2017

      Great points Cam! In a nutshell, I like Rick Paige’s sales methodology – “Sell the way the customer buys.” 🙂 Thx, GAP

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