I was happy to see my grandson Kevin become a Cub Scout. Scouting definitely played a role in my life when I was about his age. Cub Scouts, Boy Scouts, and Girl Scouts, have many things in common. They learn the rules of getting along with other people and what it means to make a commitment to something bigger than themselves.
Baden-Powell was the founder of scouting. He instilled the motto “Be Prepared” into the Scouting philosophy. It’s a good one. He wasn’t thinking just of being ready for emergencies. His idea was that all Scouts should prepare themselves to become productive citizens and to give happiness to other people. He wanted each Scout to be ready in mind and body for any struggles, and to meet with a strong heart whatever challenges might lie ahead.
Girl Scouts are taught to be prepared for the rejections received in the game of selling, by learning to sell Girl Scout Cookies. Being prepared for objections is the most important aspect of selling success. Some parents believe they are helping their children by bringing their cookies to work and selling them on their behalf. I think those people are missing the point of their child learning how to sell.
No Easy Day
I am in the midst of reading this book, and have already bought copies of it for friends and relatives. Besides the interesting insight to this all important mission, I am impressed by the amount of preparation that was done before launching it. Prior to receiving the go-ahead from The President these guys rehearsed their mission in great detail at a mock bin Laden compound they built at home. They were made to repeat the raid over and over, day after day under the scrutiny of White House observers who needed to know for sure they were going to be able to succeed. They performed these “practice sessions” as though they were the real deal using real helicopters, real guns and everything else that was needed for the mission, all the while not even knowing if they would be able to go. It was all about being prepared.
While there are always some surprises with any Navy Seal mission, minimizing those surprises by being prepared is crucial. In their case it is usually a life or death situation. In selling it’s just a matter of making the sale or not. Perhaps that’s why so many salespeople are not willing to study and prepare with role playing sessions. I am already including what I have learned about preparation from reading this book into my Success Rallies. One might ask, “What does shooting Osama Bin Laden have to do with selling a piece of jewelry or art in a retail location?” The answer is, “Everything!” When you know what objections or excuses you are apt to hear from your customers you can then (in advance) prepare yourself with the best possible responses. Yes, there will still be some surprises, and some excuses you will not be able to get over, but minimizing them is in everyone’s best interest, especially your customer’s.