Since childhood, I have been fascinated with watching garbage men engage in their trade, and yesterday was no exception. Even if I am on the phone, when I hear the massive whine of the truck coming down the hill to my end of the street, I turn to watch out my 2nd floor window. The driver & 'shotgun' jump down from the truck to transfer the neighborhood's waste into the truck's all-consuming mouth. They joke and carry on while they work, oblivious to any social stigma attached to their profession. Pulling the lever, the truck's jaws compress & swallow our waste into its huge belly. In a blink, they climb back into the truck and charge back up the hill, leaving us with empty bins to be filled for next week's visit.
What, you ask is the sales lesson I draw from the garbage men? Well, there are many, but the top two are these:
1) Sales is about managing the flow of energy. The flow of new business cannot happen if your ‘leads book’ is clogged with stuck deals or poorly qualified, disinterested, dis-empowered or underfunded prospects. Make time every week to take out the garbage. Let it go and move on to new horizons.
2) Be light-hearted as you sort through your leads to separate the wheat from the chaff. Some deals are not meant to happen — not yet anyway. Have fun sorting things out. Joke with prospects as you seek to understand their situation, motivations, dreams and obstacles. Bless them with your love & let them go if the dynamics are not right for doing business together. You may find they will recycle (or refer you) sometime down the road!