Obama and McCain - The Sales Analogy

This afternoon, Chris Mott and I were discussing Obama and McCain. Since I don't like either candidate, I feel somewhat protected and free to provide my political sales correlation. I've never dared to venture into a political editorial and I don't mean for this to be one either. Please read the following thoughts as they would apply to competing salespeople fighting for the same big account.

McCain wasn't exposed too much during the primaries, jumping to an early lead and not facing much competition. He'll finally go head to head against Obama this summer and fall while millions of people watch, listen and form opinions. What they'll likely do, regardless of which candidate they initially preferred, is perform a side by side comparison, akin to what many companies do with their vendors.

They'll say that next to Obama, McCain seems really old, sometimes unsure of what he wants to say, supports the war in Iraq, and doesn't speak with nearly as much passion. They'll also say that he has a lot of experience, both domestically and in foreign affairs, that could serve the country quite well.

They'll say that next to McCain, Obama has energy, charisma, ideas for change, the ability to shine either one-on-one or from the podium, and great leadership qualities. They'll also cite his affiliation with Reverend Wright, lack of experience and the negative campaign he ran against Hillary.

This is a classic RFP "opportunity". If you simply look at their response to the RFP's, they are similar humans, available at the same price, both able to step into the role of President and assume the duties. They are commodities.

If we look beyond the RFP's and interview the two candidates, Obama will likely come across as the more likable, memorable, dynamic and even quick on his feet.

If we look beyond the interviews, check their background, history and references, we may find that McCain has a better track record, better references, makes no empty promises and even brings up issues we may not want to address.

So the sales question is, as voters (prospects), do we simply compare their proposals (commodities), factor in the interviews (value added) or check references, background history and track record (trusted partner)? If we only choose to comparie their proposals, the decision will be made based on where the candidates stand with regard to the issues (pick). If we go to the interview stage, the decision may be to go with the candidate who interviews the best (Obama?). If we go as far as references, background history and track record, we'll get to understand the candidates' character, ability to perform under pressure, reliability and likelihood of success in the job (McCain?).

Now the question for you and your sales force is, do your salespeople provide you and your company the opportunity to get to the third level described above, or are they taking the easy way out, submitting their proposals and allowing their prospects to commoditize you?

Obama and McCain - The Sales Analogy - To learn more about this author, visit Dave Kurlan's Website.

Like this article? Share it with your friends

E-Mail | Print | More

Related Articles
Obama and McCain - The Sales Analogy
	As you read this article, please consider the thoughts as they would apply to competing salespeople fighting for the same big account, NOT a political statement.
The Power of Words
	In the business world and in real life, the words you use matter. Words are powerful. They can inspire confidence or they can have the exact opposite effect - create a lack of confidence. Let me give you an ex...
Caught In the Act!
	I have worked relentlessly to keep this Blog apolitical. For at least two reasons: (1) We are about enterprise management. (With a few VT farm pictures thrown in from time to time.) (2) When a Blog "turns political,...
Barack Obama Election Ushers in A Different World
	This week I was interviewed by Dominic Carter of New York 1, on his program called Inside City Hall. New York 1 is an all-news program that is popular in New York City, and Dominic Carter is someone I have a great ...
Obama and Friends On Stage - Implications for the Sales Force
	There is a lot of buzz surrounding those who took to the podium this week at the Democratic National Convention - and Barach Obama hasn't had his turn yet. Once again, I will not make a political statement in thi...

---

Related Forum Posts
	Re: Still Not Sure Who To Vote For?
	Re: Obama or McCain?
	Re: Obama or Mcain will not change anything
	Re: Still Not Sure Who To Vote For?
	Re: Does poll data sway you?
	Re: Obama or Mcain will not change anything
	Vetting blogs
	Re: Obama or McCain?

---

Related Businesses - Evan Elite Authors

Dave Kurlan Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

Leanne Hoagland-Smith Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website

Dr. John Oda John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website

George Ludwig George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

Anne Barr Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

The Evan Elite Authors program is currently in beta phase. For details please contact us.