Callisthenes was an early biographer of Alexander The Great, who was portrayed as a role model for salesmen in this previous post.
Alexander The Great came along just before Mike The Mighty, um…, that would be me 
Recently, while doing some research, trying to keep up with one of Copyblogger’s great posts using a historical figure to metaphorically teach a marketing or sales lesson, I came across this story and wanted to share it with you.
A young salesman was asked just where he got his habits that had led to his great success.
” Callisthenes. “
The sales manager knew that Callisthenes was an early biographer of Alexander The Great, but wondered how he’d helped this young man, so he found out the Socratic way, he asked.
” Who ? No sir, my Callisthenes is the guy who wrote advertising editorials for Selfridge’s Store in London. “
It seems the young man had come across a book of advertising editorials and had devoured them and had taken them to heart.
I’d personally give a King’s ransom for 3 or 4 like him.
He had gotten out of college, full of piss and vinegar, and had read everything salesy he could find.
One passage he especially took note of was:
” We hope that no visitor ever leaves our building without finding that it is a place of understanding and friendship. “
He’d paraphrased it to say :
” I hope no customer I ever see fails to find me a salesman of understanding and friendship. “
My wife said it like this to someone the other day, bless her sweet heart :
” When he talks to a customer on the phone, he treats them like they’re the only person on the face of the earth. “
To me, for that few seconds or minutes, they are.
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{ 2 comments… read them below or add one }
At the risk of sounding nerdy, I’ve always found ancient history texts to be wonderful sources of sales technique. The Peloponnesian Wars, Tacitus, Herodotus, Plutarch are full of speeches by generals and kings that are perfect examples of motivation, empathy, persuasion, vision, and mission.
Oh great Brad…you ave away our secret stash of post ideas
You’re right, though, as these ancient figures were dealing with people long ago and human nature hasn’t changed an iota in all that time.