Following the Follower
I heard a short story yesterday from one of my mentors, Bob Proctor. Ever since I heard it I have been reflecting on it and examining how it applies to me. Perhaps it will stimulate the same reflection for you.
The setting is a 1920's factory town.
Every morning a man would walk by the town's jeweler display window, stop, take out his pocket watch, look at the clock in the window and set his time.
This went on day after day, week after week, month after month.
One day the Jeweler was sweeping the sidewalk in front of his shop when the man appeared.
The Jeweler asked the man where he worked.
The man replied that he worked in the factory and one of his responsibilities was to blow the whistle at noon and at 5:00. He was setting his watch to ensure things happened on time.
The jeweler thought for a minute and replied, "That is interesting as I have been setting the clock in the window when I hear the whistle blow".
This is a classic case of following the follower.
There are many areas of our lives where we can use this story as a stimulant for reflection. Is there someone or some methodology that you have been following that needs an update?
There is no profession where this is more applicable than the sales/business development profession. Are you following the old approach of throwing mud against the wall to see what sticks and ABC (Always be closing)?
The majority of consumers in the B2B and B2C world are far more educated than they ever have been. The job of the salesperson has moved to the job of an educator and brand ambassador. The job of the salesperson is to be there when the client needs you there to answer the questions that need answers. Consumers can smell a closer from miles away.
So, if you are modeling your actions after a person or method and you are not seeing the results you expect perhaps it is time to evaluate who you are following.
Are you following a follower? Or, are you following a leader?
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