Text Size 
No Man Is an Island
The aggregate, or sum total, of the actions of all the sales professionals who have gone before you does affect how you are perceived before you even greet a potential customer.
If you are a car salesperson . . .
Know that your prospect has heard that “ all car salespeople are crooks ” and may think you ’ re like that guy from the used car lot.
If you are a Realtor . . .
Realize that your client may believe that "you can't trust a Realtor" and has heard horror stories about shady real estate agents like the ones depicted in David Mamet's Glengarry Glen Ross.
If you are in life insurance . . .
Bet on the fact that your customer has heard this Woody Allen quote: “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ” In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about you).
If you are a financial advisor . . .
Know that movies like Boiler Room and Wall Street negatively affect how your prospects and potential customers feel about you and your industry.
If you are a mortgage broker . . .
Don't underestimate the effects of the subprime mortgage crisis on your ability to win the trust and the business of customers who have only read about it in the papers. Just because they weren ’ t victims of the scandal doesn ’ t mean that they trust you.
If you are a recruiter . . .
Understand that many people think of you as a “ head hunter, ” which is not a term of endearment or a vote of confidence for your industry.
I f you are in the business of selling . . .
Know that your prospects are not interested in doing business with you when they receive a postcard addressed to “ [Name] or Current Resident. ”
Before using one of the typical tactics, think twice about what the “ group ” may say or do in response that will far outweigh any potential benefi ts of cutting corners and doing it your way.
I Can Quit Anytime
The fan of the typical tactics asks, “ What ’ s the big deal about using the typical tactics every now and then, especially when you know you ’ re not the slick, shady sales type personified by pop culture?
Here ’ s the big deal about using the traditional strategies: Not only do they have the potential to kill sales and harm relationships with customers, but they negatively affect you. Typical tactics have side effects that can impact your own confi dence, morale, and integrity over time. Using pressure tactics just this once or telling a white lie to close that last sale for the month may not signifi cantly impact your integrity of conscience. After all, your boss told you to make one more sale or else. But what is the cumulative effect on you over time of using the typical tactics as part of your way of doing things? What is the effect of using the typical tactics in order to keep your job and make your numbers?
A furniture salesman from Colorado certainly didn't think his daily actions could affect his health until he became increasingly short of breath for no apparent reason or cause. Although he was overweight, he didn't smoke or suffer from exposure to mold or dust. Yet Dr. Cecile Rose diagnosed him with hypersensitivity pneumonitis after looking at his damaged lungs. Fortunately for him, Dr. Rose took a chance and asked him about his eating habits.
"This is a very weird question, but bear with me. Are you around a lot of popcorn? ” Dr. Rose inquired. Shocked, the man replied, "How could you possibly know that about me? I am Mr. Popcorn. I love popcorn."
A s it turns out, the Colorado man had a habit of consuming popcorn at least twice a day for more than 10 years. And, as part of his daily ritual, he inhaled the buttery fragrance after opening the bags. Unfortunately, he now knows that the buttery smell is actually heated iacetyl, the chemical responsible for his chronic lung condition and shortness of breath.
According to a New York Times article:
Heated diacetyl becomes a vapor and, when inhaled over a long period of time, seems to lead the small airways in the lungs to become swollen and scarred. Sufferers can breathe in deeply, but they have difficulty exhaling. The severe form of the disease is called bronchiolitis obliterans or “ popcorn workers ’ lung, ” which can be fatal.
To some, Mr. Popcorn's daily habit may seem extreme
or excessive. But, to him, it seemed to be a regular part of
his routine. One that seemingly produced pleasing results
and felt comfortable enough that he didn ’ t see a reason to
stop or reduce his popcorn consumption over the 10 - year
period.
Mr. Popcorn's seemingly harmless daily habit of consuming microwave popcorn proved to be nearly fatal. No doubt he would have thought twice about ingesting popcorn on a daily basis if he had known that the habit would create a series of unforeseen side effects and unintended consequences.
Data is a real-time snapshot *Data is delayed at least 15 minutes