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Obama and McCain - The Sales Analogy

Written by: Dave Kurlan

Article Overview: 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.

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?

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Article Tags: affiliation, background history, charisma, commodities, correlation, empty promises, foreign affairs, hillary, leadership qualities, mccain obama, mott, negative campaign, obama mccain, podium, political editorial, primaries, reverend, salespeople, side comparison, war in iraq



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Re: Still Not Sure Who To Vote For? - Hi IdeasU, Don't worry, I'm still committed to the evancarmichael forum, but I have been very busy since I returned from my holidays with editing work, extra teaching work during college term, several large and complicated orders from my Japanese-games-shop customers and the launch of a monthly PLR article writing service (see sig file!). === Back on topic... If I were an American citizen I would vote for Obama. I explained what did it for me on another thread. My main interest was foreign policy, but the more I watch Obama and McCain the more impressive Obama seems and the less convincing McCain appears. So far, Obama has proved excellent in handling the ad hominem attacks, and McCain's attempts to smear him with "associating with terrorists" look increasingly lame.
Re: Obama or Mcain will not change anything - [quote="ideasuniversity":3lof0wbg]A lot of people are thinking that either Obama or Mcain will change things in America. Entrepreneur are to look inward and strategies on how to make their businesses to be successful. No ruler had ever change the way we grow our businesses. Their policies may try to delay us but we have way of scaling all the hurdles.[/quote:3lof0wbg] Oh, I don't know about that... If politicians start taxing the "achievers" so high that there is no longer any incentive to achieve... then we'll go the way of England or some other socialist country... From what I've read there's little to choose between Obama and McCain..though McCain is running on the Republican democrat his ideals are more on the Democrat side...
Re: Still Not Sure Who To Vote For? - Hi, I'm still swinging between McCain and Obama....
Re: Obama or Mcain will not change anything - [quote="OmnivoreInk":1nr9f27v][quote="ideasuniversity":1nr9f27v]A lot of people are thinking that either Obama or Mcain will change things in America. Entrepreneur are to look inward and strategies on how to make their businesses to be successful. No ruler had ever change the way we grow our businesses. Their policies may try to delay us but we have way of scaling all the hurdles.[/quote:1nr9f27v] Oh, I don't know about that... If politicians start taxing the "achievers" so high that there is no longer any incentive to achieve... then we'll go the way of England or some other socialist country... From what I've read there's little to choose between Obama and McCain..though McCain is running on the Republican democrat his ideals are more on the Democrat side...[/quote:1nr9f27v] From the history of capitalism, they love rich people and achievers more than the poor. Rich people pay less tax than the poor, that is why they put their assets in trust
Vetting blogs - Hi, Shri Do you "vett" (or is it "vet"?) the blogs to make sure they're in line with the book - or can people present opposing views? For myself...I don't know if we're allowed to discuss politics here...but I gotta tell you I'm not impressed with any of our presidential candidates. Both Hillary and Obama have "deal-breakers" as far as I'm concerned - Hillary with her Bosnia "embellisment", Obama with his changing stories on his pastor... and McCain is just a Democrat in Republican's clothing...


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