Shortest Sales Strategy I've Heard And It Even Has Some Truth

I just watched a truly great movie and enjoyed it thoroughly. The acting is so well done it is over the top. The story line is fascinating. The casting was superb. The movie is called Get Low.

I want to share part of the dialogue in this film because it was so perfect in one short section on sales strategy, and throwing someone to the wolves at the same time. I can relate to it so well having started in the auto business at age 22 in 1972. It brought back memories, and yet, I see this going on today at dealerships and other businesses.

Felix Bush, played by Robert Duvall is the old guy everyone in four counties is afraid of and tells hundreds of stories about. Frank Quinn is the owner of Quinn Funeral Home and is played extremely well by Bill Murray. Buddy Robinson played by Lucas Black is the young upstart employee of Quinn Funeral Home.

Frank and Buddy drive out to Felix's place out in the woods and there is large no trespassing sign and Frank stops the hearse right there. It is the following dialogue that I found so interestingly true:

Frank to Buddy: (afraid to go any further and looking for a scapegoat) You've been wanting a shot at sales. As of right now, you're on commission. Remember, foot in the door, establish trust, and drop the hammer.

Buddy to Frank: I'd rather you go too.

Frank to Buddy: Hmmm. No doubt, but, if you don't do this by yourself, you'll never know if you're any good, and you'll never be good if you don't know that you are.

So Buddy goes in reluctantly and indeed, does a fine job of getting his foot in the door and establishing trust, and he doesn't drop the hammer. Instead, Felix gives him his exit by saying, "well, if I need you, I know who you are.

End of scene.

I just loved this because it is so true how so many get their break in sales. There is so little training. It is a task that requires trying, experimenting, and finding your own voice in. I've taught sales most of my life and I'm not convinced that there is really a better strategy than the one employed in this movie.

No comments: