In 1976, the Steve Miller Band had a huge hit single, “Fly Like an Eagle” from an album of the same name.
“I want to fly like an eagle
To the sea
Fly like an eagle
Let my spirit carry me
I want to fly like an eagle
‘Til I’m free
Fly through the revolution”
Flying like an eagle might seem like a pretty neat thing to do, but eagles are not the noble king of the birds that we all desire them to be.
Why?
One of our Founding Fathers, Benjamin Franklin, was quoted as saying that eagles are cowards: "Because of their size, bald eagles are not concerned about threats from other birds. However, eagles are often chased by smaller birds, who are trying to protect their young."
The stories about Franklin wanting our national bird to be a turkey are just a myth. He did, however, write his daughter criticizing the original eagle design for the Great Seal: "For my own part, I wish the Bald Eagle had not been chosen the Representative of our Country. He is a Bird of bad moral Character. He does not get his Living honestly. You may have seen him perched on some dead Tree near the River, where, too lazy to fish for himself, he watches the Labour of the Fishing Hawk. When that diligent bird has at length taken a Fish, and is bearing it to his Nest for the Support of his Mate and young Ones, the Bald Eagle pursues him and takes it from him."
In addition to all that, one of the leading causes of death for bald eagles is greed.
Eagles, which weigh between 10 and 15 pounds, can only carry about 1/3 of their body weight and still fly. However, the temptation to grab a larger meal sometimes tempts them to grab a fish that is too heavy to lift. They can swim it to shore IF the shore is not too far away. Otherwise, if they don’t let it go, their wings become waterlogged, and they lose the ability to fly and drown.
Don’t be a greedy salesperson
Pushing an ad package special or selling a solution that doesn't fit your client's needs but brings you a higher commission might deliver you a short-term sale. But it will end up costing you in the end.
Pickpocketing your way into a client’s wallet by overselling them or setting up unrealistic expectations to win a deal can bring some near-term success. However, in the long game — and sales is a long game — you lessen the chances of winning any repeat business and find yourself treading a lot of water. You’ll have to work harder if you’re always starting from scratch to bring in new leads.
Motivational speaker and sales guru Brian Tracy said that sellers should instead: “Sell unto others as you would have them sell unto you. The successful sales professional uses the golden rule to sell with the same honesty, integrity, understanding, empathy and thoughtfulness that they would like someone to use in selling to them.”
Though mostly unjustified, sales as a profession already carries with it some negative baggage. Don’t add to it by being greedy.
Don’t cost yourself a long-term client by being deceitful or lazy like an eagle. Be straight. Take care of your clients, and they’ll take care of you. The only thing you should be greedy about in sales is how many businesses you can help.
There’s a quote from sales legend Zig Ziglar that is sound advice: “You can have everything in life you want, if you will just help other people get what they want.”
Jeff Sleete is a 50+ year broadcast industry veteran — sales manager/GM/corporate sales head. He most enjoys helping sales departments position themselves as “mavens” (experts) of business to be more successful at selling advertising. Fundamentally, Jeff is a salesman. Through his media sales consultancy, Sleete Sales Script, he provides a daily road map for sellers of any media outlet type to be more consultative in their approach to their clients and set themselves apart from all their competition. Learn more about Jeff at https://www.sleetesales.com/. Or reach him at jeff@sleetesales.com.
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