Having a well thought out sales process for face to face selling situations is vital in any economy – but especially so in the chaotic business climate we have currently.
Many years ago when I was a rookie salesman in the computer industry, and going through tough times, my manager at the time gave me a copy of a poem which spurred me on and kept me motivated. I still have that poem and feel it is a good time to share it with you! It is called “The Old Black Hen”. (Click here for my next face to face selling seminar)
The Old Black Hen
Said the little red rooster, “Gosh things are tough.
Seems that worms are getting scarcer, and I cannot find enough.
What’s become of all those fat ones is a mystery to me.
There were thousands through that rainy spell, but now where can they be?”
The old black hen who heard him, didn’t grumble or complain,
She had gone through lots of dry spells, she had lived through floods of rain.
So she flew up on the grindstone, and she gave her claws a whet,
As she said, “I’ve never seen the time when there were not worms to get”.
She picked a new and undug spot; the earth was hard and firm,
The little rooster jeered, “New Ground: That’s no place for a worm”.
The old black hen just spread her feet, she dug both fast and free,
“I must go to the worms”, she said, “the worms won’t come to me”.
The rooster vainly spent his day, through habit by the ways,
Where fat worms had passed in squads, back in the rainy days,
When nightfall found him supperless, he growled in accents rough,
“I’m hungry as a foul can be. Conditions sure are tough”.
He turned then to the 0ld black hen and said, “It’s worse with you,
For you’re not only hungry, but you must be tired, too.
I rested while I watched for worms, so I feel fairly perk,
But how are you? Without worms too? And after all that work!”
The old black hen hopped to her perch and dropped her eyes to sleep,
And murmured, in a drowsy tone, “Young man, hear this and sleep –
I’m full of worms and happy, for I’ve dined both long and well
The worms are there as always – but I had to dig like hell!”
Oh here and there, red roosters are holding sales positions.
They cannot do much business now, because of poor conditions,
But soon as things get right again, they’ll sell a hundred firms,
Meanwhile, the old black hens are out, and gobbling up the worms.
Are you, or your sales team, like the rooster or the old black hen?