All the World’s a Stage…
Posted by Burt Hadlock on February 20, 2009
To borrow from Shakespeare…All the world’s a stage…especially in the world of sales and negotiating…Shakespeare goes on:
“All the world’s a stage,
And all the men and women merely players;
They have their exits and their entrances;
And one man in his time plays many parts…”
While it might be fun to go into the seven ages from here I’d rather stop here and comment on the notion of team selling…
All of selling and negotiation is a stage and all are merely players…what part do you play? Who else is in the play?
In most complex sales and negotiation encounters the individual can only play a part…we need others to support our character. In technology sales applications expertise, development teams and executives all to play a role.
The notion of individuals initiating, negotiating and closing out complex or large deals might be compared again to the theater.
One man plays are often interesting but rarely blockbuster in the crowds and revenue they bring.
On the other hand…when I think of major theatrical successes I think of acting troupes…multiple characters choreographed and staged.
The same has been my experience in sales and negotiating. Many a sales person has done “OK” as a one man act, (perhaps enjoying the bubble reputation)…but the truly successful…the long running multiple big deal stories always involve team selling with a sales person in the lead playing off supporting characters.
Too often has been the case where the lone sales person takes up the act on his own, involving no supporting cast, only to lose a deal or discount unnecessarily from the fear and deal ignorance that going it alone brings.
So put on a production.
Know the story you want to tell.
Pick your players and set your script before the curtain goes up.
Tell your story in multiple acts too…unless you’re selling cars or cell phones it’s unlikely you can do substantial, repeatable large deals on a single act.
Be sure to share the story ideas with your supporting cast…let them add color….then be sure to rehearse before taking the show on the road!
When it comes to planning and rehearsing in sales and negotiations….there’s such notion as “too much of a good thing”!
