I was a one-call-close salesperson. I spent 40 years fearlessly selling advertising on telephone-book-covers to hard-nosed businesspeople (to those younger than 40, prior to the internet, yellow-page directories were relevant). Neil Rackham, in his ground-breaking book SPIN Selling, made the important distinction between making multiple calls to close complex (high-dollar amount) sales to buying teams, and a one-call-close, “simple” (low-dollar amount) sale to an individual decision maker or group of decision makers. This site, like my upcoming book Selling Fearlessly: A Master Salesman’s Instructional Manual, is for the benefit of all types of salespeople, but especially the one-call-close salesperson.
My purpose is to enlighten and inspire you; to enlighten and inspire you to become salespeople, or be a far better salesperson than you are now. To inspire you to be that ordinary man or woman who does extraordinary things. The Reverend Bob Richards, Olympic Gold-Medalist pole-vaulter in 1952 and 1956, said, “Every day ordinary people do extraordinary things.” You have it within you to do extraordinary things, and the selling profession is a wondrous arena to do it in.
I was taught the Triangle over 40 years ago while undergoing sales training. The triangle is a sturdy geometric figure, if all three sides are solidly connected; otherwise all you have is a wobbly structure which eventually will crumble into a pile of naught. Like my book, this site will delve into all the elements of selling, broken down into the three sides of the Triangle—Mental Attitude, Work Habits, and Salesmanship. The Triangle is the lever and fulcrum of successful selling. Archimedes said, “Give me a lever long enough, and a fulcrum on which to place it, and I shall move the world.” If your Triangle is sturdy enough, you’ll move the world. Everything you need to know, all the answers, fall under the purview of one of its three sides.
As I write this we’re in the midst of the Great Recession, unemployment is brutalizing millions; but a plethora of sales jobs go unfilled. I say let’s fill them. Let’s strike a coup de grâce against unemployment, and while we’re at it, let’s turn some ordinary people into extraordinary salespeople. Let’s change some lives for the better.
With a cup of coffee in my hand: here’s to learning how to sell fearlessly.