There aren’t as many books or movies that are as well-known, and loved, as The Godfather by Mario Puzo. Following the life of an Italian-American man who becomes a mob kingpin, it has everything from romance and betrayal to action and suspense.
Believe it or not, it also has a couple of lessons for sales audiences.
If you’ve never thought about The Godfather in that way, I can understand. Over the past 20+ years of helping men and women in all kinds of industries to find new business, I have developed a somewhat peculiar way of looking at popular literature. Still, if you’re looking for inspiration in your sales career, you could do worse than this Mario Puzo classic. Not only does it have some tips for growing your business – although you might have to look for them – but it’s also wildly entertaining.
Here are just a few of the things the smart salesperson or sales manager might be able to learn from The Godfather:
We all need people we can trust: The Godfather doesn’t manage everything himself; he has a small team of trusted professionals who help him stay on top of his growing empire. It’s the same in any business. You don’t just need vendors and assistants you can count on to find success in sales – you also have to be someone your clients can absolutely count on, too.
Loyalty and discretion are important: Even if you don’t deal in high-level secrets or conspiracies, it’s important that the salesperson knows when to keep quiet about company details. Through the course of your career, you’ll be exposed to information that your employer, or your clients, would prefer that you keep to yourself. Fail to do that, and you’ll quickly gain a reputation as someone who can’t be trusted.
Always let your business grow and evolve: Just as Don Corleone was always trying to find a way to grow “the family business,” so should you be looking for new avenues to expand yours. From social media to speaking events and new product lines, it’s the salespeople who can adapt and find ways to integrate changing ideas and strategies who inevitably come out on top.
Stay on the right side of the law: This one kind of goes without saying, but it’s worth mentioning that you should probably stay out of trouble in both your personal and professional life. This doesn’t just go for breaking the law, but also for ethical “gray areas.” If you never do things you shouldn’t, then you don’t have to worry about getting caught doing them.
If you haven’t read The Godfather by Mario Puzo, I highly recommend it for the entertainment value alone. And if you keep a close eye on the details, you might even just learn a thing or two about selling along the way.
Carl Henry is a management consultant. He specializes in helping companies in the selection of top sales and customer service talent. Carl is also a Certified Speaking Professional and the author of several books and articles related to sales, sales management, and customer service. He conducts seminar and webinar for clients worldwide.