When you’re fortunate enough to be marketing or selling something you believe in to a client or industry that truly interests you, your marketing or selling day can be enjoyable; it can be a lot of fun. I had days of real enjoyment selling needed engineering projects to the U.S. Air Force. They needed the projects, I believed in our team’s good work, and I actually had fun learning more about how the Air Force does business.
It Felt Like Fun
As a beginning Air Force “Seller-Do-er”, I had a lot of reading and information-gathering to do to learn my craft. I spent hours and hours studying Air Force contracting and the art of Large Account Management. It felt like fun. Info junkies like me call it fun. But I didn’t control the amount of time I spent nor hold myself accountable for results in proportion to the amount of time I spent gathering information.
Hours of Fake Fun
The excess hours spent in “hunter-gatherer” mode didn’t being me any closer to “shipping product“, as Seth Godin says. The excess hours didn’t scale into extra product. They were fake fun.
Real fun would have been to strengthen my emotional intelligence enough to put the reading aside, go out and get to know my client, and begin a relationship. Seeing results and building on those results. Learning how to do it more and more. Now that would have been fun. I was having fake fun when I could have been having real fun.
Are you sometimes an information junkie when you could be actually doing something to help the client and advance a sale? Do you think, like me, that it’s possible to have fun in the business of selling? Please click “comment” and tell me what you think!
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