As sales reps and leaders we've all been on calls with these two personalities - the raging fan and the miserable grump. Both types are similar, they just happen to live on different sides of sales town. What do these prospects have in common? They will never buy from you, no matter what you do or say, no matter how perfect a fit your offering is for their personal aspirations or company. How do you know if you have one of these prospects? I say this tongue in cheek, but it illustrates the point quite well, you could insult the prospects first born child and you would still not notice a change in their demeanor. The fan will still love you and the grump will still be miserable.
What the heck does this have to do with the Laffer Curve and optimal tax rates? Much more than you think, as the acclaimed sales author Steve Martin (yes, same name as the actor, different guy though) notably points out in his excellent blog post.
Excerpt:
"The Martin Curve explains a curious aspect of human behavior that I have experienced as a salesperson, vice president of sales, and professional speaker. I have come to realize that in every audience there are people who simply cannot be sold. Even if you walk on water or levitate an elephant in the air, these people will not follow you. Perhaps it's because of their neurological wiring or maybe the result of some childhood trauma. There's no way to tell where their close-mindedness came from. Conversely, a similar group of people will fall in love with you instantly, say all the right things, but never buy. They seemed to be enamored with what you have said but don't follow up with any discernaable action. Both of these groups are fatal for salespeople."
Fatal the raging fan and miserable grump can be. Here is what they look like on The Martin Curve.
Tread carefully with these two types of folk. Make sure you qualify and don't be intimidated to ask explicit questions around the prospects goals/desired outcomes, plans to achieve them, challenges they are facing and timeline to fixing the issue or reaching their desired state. If they won't or can't answer you may just have a fan or a grump - that will never buy.
Be wary. Endeavor to spend your time with prospects that want your help and have the means to buy. Rinse and repeat. Amen.