“Either run the day or the day runs you.” – Jim Rohn
Selling is a game. Selling is a dance. Or so I have been told by the wise ones that have come before me. The sales negotiation process is a dance between the buyer and the seller. The goal is to always be the lead and control the situation. That sometimes means letting the other party think they are in the lead and controlling the deal. That is where the opening quote come is; you either run the sales dance or the dance controls you. That means control the deal or the other party wins. Unless, of course, the deal is a win-win for all parties involved. I have also been told by some wise ones that there is no such thing as a win-win, but that is a discussion for another time.
Let me be frank; I don’t like this dance. I am not much of a dancer as it is. The most “dancing” I’ve done was in mosh pits at concerts. I don’t think the violent nature would be good in this application. I simply do not like the back and forth, the half truths, the waiting, the deflection of responsibility, and so on. No one wants to make a decision or assume responsibility for their side of the table. They always have to go back and talk to “someone” that cannot ever seem to leave their office and join the dance. My father in law calls this person the “wizard in the back.”
In our present dance, I think their wizard is their lawyer. This wizard has been sitting in the back without providing more information for too long. I’m tired of slow dancing, let’s pick up the pace. Maybe that’s the old mosher in me talking but it’s time “run the day!” They have had us sitting in uncomfortable silence for too long. So, we pushed back and took back the lead. We want to know if we are moving forward or moving on. Hopefully, we make some progress this week.
This process has brought up an important lesson that I have learned running businesses the past couple decades; hire people that make you and your business better. As the boss or owner I always wanted to be better or smarter than those that worked for me. That just results in a team of less-thans. That is not good for growth and progress. Not to mention furthering my skills and knowledge. It is best to bring on people that have skills and knowledge in areas I lack. For example, I do not like sales and I am not that great at negotiations, therefore, I want to add people to my team that are better than I in those areas. Following this strategy builds a strong team that is rich with diverse skills.
The great ones throughout history know that they don’t know it all. They know they become better and stronger by the people they surround themselves with not by doing everything by themselves on a lonely throne. They create a dance team that can take over any dance floor.
Talk Soon,
Kevin W @LEAP272
Owner-Operator
You have to leap if you want to live
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