Some of my least favorite people are sexist, bullying leaders, especially sales leaders who motivate by intimidation. But when it comes to demonstrating how to sell and how not to sell, some of my favorite lines come from the arrogant, sexist, bullying leaders of major motion pictures.
This week my team pulled together some of our favorite clips and shared them with some of our sales managers. It’s all part of Month 1 of our Year of Living Changefully, where we discover what was missing in 2017 – and what didn’t work – and finding new approaches. The first result is that my sales managers have some new motivation and tips to offer their team as we get underway with our Year of Living Changefully.
A couple notable quotables:
Now, I want everyone to look down at that little black box right in front of you. Here, I’ll spell it for you, T-E-L-E-P-H-O-N-E. Now, guess what, everybody? This telephone won’t dial itself!… Until you take some action, it’s nothing more than a worthless hunk of plastic. It’s like a loaded M16 without a trained Marine to pull the trigger.
— Leonardo DiCaprio as Jordon Belfort in “The Wolf on Wall Street” (2013)
Now, arrogance and intimidation may inspire some, but the majority of people benefit more from looking in the mirror, from noticing that the status-quo isn’t working; from a change of pace that helps them achieve results, make a difference, earn some money and keep trying for more of the same!
There is no such thing as a no-sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way, a sale is made, the only question is who’s gonna close? You or him? Now be relentless, that’s it, I’m done.
— Ben Affleck as Jim Young in “Boiler Room” (2000)
Picking up the phone is one thing, but the lesson behind this rant is about much more than getting one’s arse out of the chair. It’s about learning, knowing and believing that what you’re selling holds unique value to the prospect.
Sure, I drop an F-bomb occasionally. No, I don’t think that’s an effective way to lead all the time. This is the Year of Living Changefully. The F-bomb part might not change. But we’re getting on track to make other major changes.
Tip? Criticism? Think we’re on the wrong track? Bring it. I’m an open book.
