The King's Court and The Peddler's Wagon

We live in a crazy new world with less than appealing new norms. The bad guys are the job creators, the wealthy, those who keep our pocketbooks filled, our shelves stocked, and our utilities running. I mean, the audacity! That these men would manage large corporations, prosperous businesses, and ensure we stay on payroll.

No in all reality, we want to stay on the streets as bums and, rather than ask what it takes to get a place to stay, we ask for fancier clothes. A crying shame. I believe thoroughly that we have become spoiled and, now, we ask for these great men (and women) to give to us more.

The way I see it is we have one of two options: Inquire of the Kings or buy the Peddler's snake oil of political, neo-social lies. I recently had the privilege of sitting with some of our area's finest businessmen for a breakfast and listen to the goings-on in our local community. During this meeting it was mentioned that the wealthy are often demonized, which I see happening and, therefore, concur. You see they want to see a legacy happen and see the community thrive, but the community is up in arms for them providing them opportunities and, in return, making money. But many just see these men as taking money.

Who Are The Kings and Peddlers

Lets take a step back. I present to you "The Kings." These are business giants who have carefully managed their people and there finances and built their enterprises, their kingdoms. They have age in their industry, have spent time in the trenches of the field, climbed ranks, and built their empires. Now looking forward a few generations, the kingdoms have seen war and violence, but through careful management, these kings have maintained peace in the land. We see this time of peace. People seem happy. They seem to be going about their business, doing their thing.

Into town rolls a peddler. The "Peddler" could be a politician or an idea represented. Amid the hustle and bustle of the town crowd, the peddler shouts, "COME SEE WONDERS PERFORMED!"

The Speech

A crowd gathers, citizens of the kingdom strain to see this peddler as he commences, "I have what you need. The time of old has passed. You believe you are healthy because the king says you are healthy. But the king is holding out on you. You are comfortable, or so the royalty says. Have you wondered why he lives in a palace while you merely live in huts?" (These are really comfortable dwellings but it's a hut compared to the kings palace) "Why does the king not build you larger dwellings? You see the size of his palace!" A hushed murmuring spreads through the crowd. "You're barely making ends meet. You can barely afford to replace the clothing on your back!"

A shriek from the back of the crowd (The media) cries out "MY WORD-- HE'S RIGHT!" A roar of consensus goes up. The crowd rushes toward the wagon, clamoring, reaching, demanding more of this peddler, the charlatan's snake oil. A young man from the back of the crowd, however, dis-joins and begins to walk toward the castle.

The Audience With The King

This young man walks towards the gate of the castle. He grasps the bronze knocker at the commoner's entrance and strikes at the door. The guard answers. "State your matter."

The young man replies, "I wish to learn how to build my own kingdom." The guard ushers the young man into the waiting area as he transfers the message to the king. 

The guard returns, "The king desires you to grace his presence." With that, the guard walks the young man into the kings court.

The King's Court

The young man comes through the door of the court and the king carefully watches the young man as he approaches. The king says, "Your business, if you will."

The Young man says, "Sire, your kingdom indeed is great and I wish to learn your ways that I too may become become a great ruler. Would you teach me?"

This request pleases the king. A successor? Maybe. "It will require much of you."

"May my heart be great enough to handle the tasks at hand"

The next few days, weeks, months, and years, the young man spent with the king, learning his ways, completing his tasks, growing his wealth and wisdom. This whole time, the rest of the town found the peddler to have wasted their time and money, and soon began to buy the elixir of a competing peddler. The first peddler left town, then the next, then the next. All the while, the young man became a knight, then a captain, then a scholar, then a lord. The people went on wasting their earnings, and failed to notice the goings in the castle until the death of the king was announced and the crown and scepter was passed to a once-young man who chose to ask the king. There he would reign, manage and grow the kingdom, endure hardship, keep peace, and wait for that next young man to ask what it takes to become a great ruler.

The moral of the story is learn to sit in the king's court and stop giving audience to the peddler. These titans are fading off the scene and it is time for the next generation to rise up and prepare to take the kingdom because God forbid a peddler sit in the throne of a giant and let the kingdom banners of enterprise become tattered relics of the past. Learn to ask and ask the right questions of the right people in what you wish to become and do and, as always, stay curious  

   

Why Do You Want To Sell?

Why? This is the philosophy angle of selling. This is the bed rock to what you do. 

Are you wanting to make a lot of money? Are you wanting to make yourself wealthier? Better bank account? Nicer house? Nicer car? If this is the case, you want a benefits package, not a job.

The word "sell" has a variety of roots. The Old English sellan means "to give." It's Gothic root is even better: saljan, meaning "to offer a sacrifice."

This being said, why do you want to sell? Do you believe that your product or service can improve your customer's life? Do you believe you can help your customer live a happier, more productive life? These are fundamentals that I repeatedly see salesmen and women forget (Myself included sometimes... Yikes!). This article is essentially me calling us back to our "Why" factor.

Now this is in no way condemning the sale to the customer who wants to buy that 2013 Mustang Boss 302 Laguna Seca (Base just under $50k). If you have the means of giving the customer that luxury, go ahead. Just make sure you are totally operating in the interest of your customer while maintaining high standards of integrity.

But I believe that to be the best salesman (or woman), you have to operate in this strange bias that yes: they will love your product and service, no: they won't hate you or your product tomorrow, yes: they will want to come to buy from you again back when it is time to upgrade, etc.

That brings me to my final point: Your philosophy should begin with your legacy. If you died and your relatives went through your possessions would they be ashamed? Same is true that if you found a better opportunity and left your company, would your former managers be ashamed of your conduct; your customers of your salesmanship and integrity? Always act in the best interest of everybody. I know it seems like I'm beating a dead horse, but I see so many customers relegated to being just another transaction and so many employers becoming another paycheck-provider.

I hope this has inspired you to think through the "Why's" of your selling. Maybe you're a veteran and know all this and practice this already, Thank you. It is my observation of you veterans of sales and made-men of the field that inspire me to write this, because I want to become the best in whatever sales field I am engaged. I know that my generation (in general) sometimes makes you wonder if anybody cares about the future of our trade. Here's one "Yes." I hope this serves as a breath of fresh air. 

To you others starting out- WELCOME.

To all, as always, STAY CURIOUS!

Are You Happy?

What makes you happy? Money?.. to buy stuff?.. to keep you smiling during your downtime?.. before you go back to work?.. to make more money?.. so you can buy more stuff? That is what you call a vicious cycle. Some refer to it as a "rat race." And not a whole lot of people smile when running that race. And according to statistics, your chances of winning that race is 0% That's right. Odds of winning is 0:1,581,379,265. (128% of statistics are made up).

I'm happy. I recently received two job offers at once. One of the job offers paid virtually $2 dollars more an hour than the other, gave more hours, local commute and not seasonal like the other. Now can you see why I'm happy? Do I really need to explain it? Or do you truly fully understand why I'm happy?

I turned that job down. I chose a learning path instead. I chose experience over earnings. Now I feel so liberated. I'm not working for money or stuff. I am working for me. I am working towards personal growth. Robert Kiyosaki, author of the famed bestseller Rich Dad, Poor Dad and founder of multiple wealth building companies says it like this. "When you are young, work to learn, not to earn." There is a lot of wisdom to that statement. And I can feel the peace of doing things this way. I am not stressed about "They don't pay me enough" or "I'm hoping for a good paycheck so I can buy this or that." Instead my focus is how can I drive my productivity numbers higher, is there a better way of approaching this and making it better, etc?

This approach follows the philosophy that pay is what happens with experience and that excellence is rewarded. Too many people are merely being empty suits, punching-in, logging hours. They don't seek responsibility, they only take it out of obligation, and become slaves to money. The servants of money are worked hard. Money demands they work more and earn more. And when they earn, they haven't earned enough. They are not producing enough and are not entrusted with more responsibility, bringing less wealth.

The servants of excellence are given better jobs. They are entrusted with responsibility and are required to become stewards of responsibility, thus lowering its overhead and creating a more profitable standard. These are our innovators of success. These servants become the top producers because excellence rewards those who work towards it with more profitable responsibility, and, therefore, more profitable lives.

I desire success (end result), and therefore I must search out excellence (means to the end result) and become its student and servant. This ultimately leads to a happier life. Because I understand that this is the process I must go through, I understand that I will be happier and am now happy. I may get frustrated at times but simply knowing what I am in the process of doing places a smile inside and a peace and that is Happiness.