Once upon a time, not so long ago and living in a big city, there were two insurance salesmen and they were starving.
These insurance salesmen, we’ll call them Tony and Mark, for that was their names, worked for a very successful insurance company, which sold to the CEO’s & the MD’s of large corporations. The policies were expensive, (but so were the benefits) and the commission was good, but they were starving.
Tony, the young thrusting, go-getter had no fear of the telephone. He could call companies all day and with his charm and charisma, would make appointments with top people all over the big city and even further a field. But he was starving.
The reason, that whilst Tony could make all these appointments, he didn’t know what to do when he got there. His product knowledge was weak; he didn’t have a good empathy with the people he went to see. And so he starved.
Mark, on the other hand, was wiser and more experienced, and the people he went to see, bought all he had to offer, and came back for more. But he was starving.
And the reason, Mark hated making the phone calls to get the appointments – so he never saw anyone to sell to. He thought it was beneath his dignity, he thought people should just come to him – he’d been around long enough, but still he starved.
One day, Tony & Mark had a pub lunch together, (the £10 for 2 Thursday special) and decided to pool their talents. Tony would make the appointments and Mark would do the selling. And they’d split the commission.
They no longer starved!
Tony made appointments, with all the big-wigs about the land, they visited places were salesmen hadn’t been seen for 50 years. And Mark sold, like he’d never sold before.
Twelve months into their new partnership they had a celebratory lunch – this time champagne & caviar!
However, during lunch, Tony told Mark, that he wanted to dissolve their partnership!
Mark, naturally very upset, asked why?
Tony replied, that he no longer needed Mark to do the selling, as during the last twelve months, on all the calls they went on, he’d listened and learned and now he knew enough about the products and how to talk to clients, to be able to sell them on his own.
The partnership was dissolved.
Tony went on to great fame and fortune and Mark slowly starved.
Moral: Learn to pick up the phone if you don’t want to starve.