Would You Buy A Used Car From This Man?

Richard III has figured in most conversations round our kitchen table over the last few weeks.  Why?  Thomas (our 11 year old) is studying the Battle of Bosworth.  You know the one…1485, got killed by Henry Tudor…. became Henry VII.  Remember?  ‘Course you do!  And the knowledge has served you pretty well over the years, hasn’t it?  You’ve been the star of many a dinner party recounting Richard’s decision to charge down from Albion Hill too early and be cornered by Norfolk and his army.  No? If only Stanley hadn’t changed sides, eh?

Anyway, I digress, but not a lot.

I’ve been working recently for two large corporate clients, both in the financial sector but with very different offers and markets.  And in both companies, during the workshops I’ve been running, I’ve had the same conversation.  And the conversation has been about…….you’ve guessed it; selling!

So what has selling financial products and services got to do with Richard III?  I’d better explain.

You see, my conversations revolved around the difference between recruiting people who have high levels of technical knowledge and people who have all the attributes and attitudes of great salespeople.  And both organisations have come to the conclusion that attitude is all and the knowledge comes behind!

As one senior manager said to me; ‘Tim, I can give them enough knowledge to go out and do a good job inside a couple of months, but if they don’t have the right attitude, there’s nothing I can do….ever.’

And another quick story.

I went to speak to a group of about 30 senior managers and business owners the other day and I asked them a very simple question.  ‘How many of you in this room are salespeople?’  Eight hands went up!

Can we get something straight here?  If you’re in business and you don’t see yourself as a salesperson, you shouldn’t be in business!  Actually, if you’re in this world and you don’t see yourself as a salesperson…..!

We are ALL selling ALL the time.  Whether or not it’s on our business card, it’s a fact.  I have never quite understood why so many people see themselves as completely divorced from the job of influencing, motivating and persuading.  It’s what Emma and I are doing during most of the joyful hours we spend with Thomas and Hannah.  It’s what you do every time you decide you want something.  And it’s one of the essential skills for life.

And you know something?  As far as Thomas is concerned, I’d sacrifice every bit of his newly acquired, in depth, knowledge of the Battle of Bosworth for an understanding that, to succeed in the world that awaits him, he will need to influence and persuade.  And more, that he is, above all else, developing the ability to do that.

And it is our sworn intent that, by the time our two children leave the protective world of school, they are equipped with the skills and knowledge they need to forge their way in the business world of the future.

And if they can both entertain their dinner guests with the odd tale of Richard’s exploits on the battlefields of England, then so much the better, but first things first.