Hunting Instinct: Do You Have What It Takes?
In the past a lot of salespeople were not necessarily talented or well-educated, but this situation has changed. Companies have taken a customer-centered approach and place more importance on direct contact with customers. Therefore they need salespeople with excellent analytical, communication and people skills.
This raises the question: what makes a good salesperson, or what distinguishes the good from the great?
For me the answer is simple: hunting instinct
Around 8000 years ago people evolved to permanent human settlements, agriculture and later cities. These cities became the new – symbolic – hunting grounds. Men started chasing contracts and business deals instead of antelopes
(Desmond Morris – The Human Sexes: A Natural History of Man and Woman)
Now if only it were true that salespeople were hunting contracts and business deals, sales managers would have a lot less problems recruiting good salespeople for sure. Unfortunately the reality is different. Who, these days, dares to pick up the challenge of personal selling? Who, in other words, still wants to experience the pleasure, fun and satisfaction of this – symbolic – hunt? Who still wants to feel the rush when a customer puts his autograph on the contract? Who sincerely enjoys the thrill of the chase?
Fact is that not many jobs today allow people to use and celebrate their hunting instinct. Just think about all those office clerks and factory workers all over the world. Even worse, they often work in environments where initiative and out-of-the-box thinking is disencouraged. The only place where this hunting instinct is still celebrated is the world of sports. Only, few people can make a living from practicing a sport.
With so few people developing their hunting instinct these days it’s no surprise that it’s hard finding good salespeople. Are you one of them?
Your turn now
Do you have a hunting instinct?
What could you do to develop your hunting instinct?
Is a hunting instinct necessary to become a good salesperson?