Changes Coming to Bennett's Blog

New Bennett-ism - Grab the Phone or Grab an Excuse

In my new fiction-fable book, "Three Pairs of Glasses", the main character (a radio advertising salesman) is given the chance to experience life through different paradigms, all brought on by the unique glasses he's given.  When he wears the glasses, he is able to face the challenges and fears in his life with confidence and little to no anxiousness.  At one point in the story, he's forced to face these same challenges without the aid of the glasses, and he's wondering if he can do it (or not). 

His plan calls for him to start prospecting at 9:00 a.m. and it's 8:58.  He's sitting at his desk; he has his script outline, his list of names, and his phone...and then the moment of truth arrives.   Does he pick up the phone and make a call...or does he choose to do something else?  

In the book I describe this point of decision as the time to Grab the phone or grab an excuse.  And it's something I talk about in my live workshops and seminars...and the fact that in sales, we face many such decision points in any given day, week, month...our whole career.  

Do we grab the phone or grab an excuse?  And what is that excuse?   Maybe it's answering email...or writing a proposal...or processing a quote...or getting a cup of coffee...or checking on a collection issue.  There is never a shortage of excuses to grab, right?

So what excuses do grab?  That's the question I'm asking this week in the Bennett-ism Group on LinkedIn...if you're not on in the group, or not linked to me, please do so.  I believe you can just follow this link to join the group. If that doesn't work, enter Bennett-isms in the group search bar.

http://www.linkedin.com/groupRegistration?gid=3832833&csrfToken=ajax%3A0619632835123136829

 GB

Have You Experienced the "Bennett-isms"?

Is it flattering to have something named for you?  Sure...maybe.  I mean there are good things to have your name attached to, like John Montagu, the 4th Earl of Sandwich, who's strange eating habits led to the creation of the modern day sandwich.  Followed by Dr. Henry Heimlich, who will forever be known as the patron saint of the dislodged sandwich item.  Of course there are some negative, or unsavory, things to be named for, like Charles Ponzi, named for creating a scheme that Bernie Madoff later took to a whole new level; and Charles Crapper, the 19th century plumber who gave us...yes the modern toilet...and who's name will forever be associated with the use of that device.

So having your name attached to something can be a mixed bag.  That's why I think it's funny when people tell me that they've named certain moves that people do within the sales process as a "Bennett-ism"...or being "Bennett-ized".   I've asked them exactly what does that mean, and I've heard things like --"That's when you act confused and the other guy just keeps talking...we call that Bennett-izing him."  or "When we purposely throw someone into the Ugly Pond, or take them to no...we call that doing a Bennett-ism"

As to whether such activities are "good" or "bad"...who knows, it depends on the situation, and who's on the delivering and receiving end of a Bennett-ism attack.  Overall, I prefer to think of such things as positive for the seller...negative for the lying, deceptive, ninja prospects....and I'm fine with that.

So the point of all this?  Well it's to announce a new LinkedIn Group called "The Bennett-isms Group"...for sellers, managers, and business owners who enjoy sharing stories of how they're putting some of my little strategies and concepts to work in their world. 

If you're not on LinkedIn...hello, do you have a tv, a phone, a car???..get on there...and if you are, go to my profile, find the group and join it....or not...it's not for everyone (woops another Bennett-ism).

GB