Blog Archives - Welcome to SalesPartners N. CA/NV Business Coaching, Sales Training, Public Speaking, Personal Development, and Team Building.
 
Michael E. Gerber is the founder and CEO of E-Myth Worldwide.  He is also the bestselling author of The E-Myth Manager, The E-Myth Physician, The E-Myth Contractor and E-Myth Mastery as well as a highly sought-after speaker and small business revolutionary.  

In his book The E-Myth Revisited, Gerber describes the E-Myth as the entrepreneurial myth:  the myth that most people who start small businesses are entrepreneurs and as a result they fall victim to the fatal assumption.
 

The following is an excerpt from Gerber's book:
 

The Fatal Assumption   "It is an assumption made by all technicians that go into business for themselves, one that charts the course of a business - from Grand Opening to Liquidation - the moment it is made.  

The fatal assumption is:  if you understand the technical work of a business, you understand a business that does that technical work.
 
 
And the reason it's fatal is that it just isn't true.  In fact it's the root cause of most small business failures.  The technical work of a business and a business that does that technical work are two totally different things!  

But the technician who starts a business fails to see this.  To the technician a business is not a business but a place to go to work.
 

So the carpenter, or the electrician, or the plumber becomes a contractor.  The barber opens up a barber shop.  The technical writer starts a technical writing business.  The hairdresser starts a beauty salon.  The engineer goes into the semiconductor business.  The musician opens up a music store.
 

All of them believing that by understanding the technical work of the business they are immediately and eminently qualified to run a business that does that kind of work.
 

And it's simply not true!  In fact, rather than being their greatest single asset, knowing the technical work of their business becomes their greatest single liability."  

For over two decades E-Myth Worldwide has been helping "technicians" rekindle their entrepreneurial spirit and relocate their original vision.  SalesPartners shares this passion for helping by training "technical" business owners to become entrepreneurs, thereby saving their businesses from failure.
 
In Blair Singer's book SalesDogs, Singer categorizes all salespeople into five different breeds of dogs.  Each SalesDog has a different set of strengths and weaknesses.
 
Identifying your breed can help you to better understand your sales process, so that you may set up your sales pitches to play to your strengths.
 
Here are brief descriptions of each of the breeds (excerpts from Singer's book SalesDogs.)
 
Pit Bull:  The most aggressive and probably the most stereotyped salesperson is the Pit Bull (this breed is mostly responsible for people's acquired distaste of used-car lots!)  They will attack anything that has even the remotest scent of "Eau de Prospect."
 
Golden Retriever:  This breed is everyone's favorite.  These slobbering, goo-goo-eyed, shaggy balls of love will do anything for someone who is willing to pet them.  They are the salespeople who sit attentively panting with big smiles on their jowls waiting for the next command from their prospects.
 
Poodle:  On the more sophisticated side of sales, there is the Poodle.  They are highly intelligent, albeit a bit highly strung, and very conscious of "looking mah-ve-lous!"  Whether it's reality-based, or only in their heads, these salespeople live and thrive in a world of flash and class.  They judge books by their covers and prospects by their cars and spend more time at the mall then they do at their desks.
 
Chihuahua:  These SalesDogs are usually incredibly bright.  They are technical wizards and are probably the most intense of all of the breeds.  Chihuahua SalesDogs have to be careful when they get excited because unchecked they may talk continuously, and their high-pitched "yipping" can give everyone a headache.
 
Basset Hound:  With his wrinkled brow and drooping ears the Basset is hard to resist.  This sad-eyed companion will stick by you through thick and thin.  You could try to chase this dog away, scold and threaten him, but he'd just roll over and take it.  Minutes later he'd come cowering back looking at you with those droopy eyes asking for forgiveness.  Bassets are never ruffled, never stressed; they are constant and dependable.
 
Want to know what breed you are?  Click here to take Singer's online SalesDogs test.  This comprehensive analysis only takes five minutes and it's completely free!
 
After you've established your breed check out Singer's book SalesDogs for more about your strengths and weaknesses, plus tips on how to increase your sales.