Selling Arms, The Crimean Legacy plus David and the Armalites

 International promotional rights and the marketing of Arms  are complicated matters both in a commercial and ethical sense.

 But whether there is conflict or peace in the world,the selling of arms continues.

Ethical dilemmas of arms exporting are not new.

Perhaps these two quotes from G.B. Shaw's play Major Barbara encapsulate the issues.

"When you vote, you only change the names of the cabinet. When you shoot, you pull down governments, inaugurate new epochs, abolish old orders and set up new.”

“You cannot have power for good without having power for evil too. Even mother's milk nourishes murderers as well as heroes.”

                                                             ― George Bernard Shaw, Major Barbara

Guards Crimea Memorial in Wellington Place.
 of Pall Mall, London

Back in the day

During the Crimean War of 1853-1856 the British government awarded a contract in 1854 to the Elswick Ordnance Company of industrialist William Armstrong for the supply of his latest breech loading rifled artillery pieces.

This decision galvanised  the private sector into weapons production, with the surplus being increasingly exported to foreign countries.

 

Guards Crimea Memorial in Wellington Place.
 of Pall Mall, London

Armstrong became one of the first international arms dealers, selling his weapon systems to governments across the world, from Brazil to Japan.

This week

There has been quite hoo-ha in Italy over the Illinois Armaments manufacturer Armalite using the image of the figure of the beautiful Michelangelo David from the Academia Gallery Florence to sell  the AR-50A1. 

The Ad was pulled from ArmaLite’s Twitter feed where it was originally posted, as well as from their website’s media archive - the modified David  Ad along with another of the rifle hung in a gallery between iconic paintings “American Gothic,” by Grant Wood and Leonardo da Vinci’s “the Mona Lisa were withdrawn .

Apparently ArmaLite halted the campaign in July of 2013, well before word got to Florence, when the company was sold to the Strategic Armory Corps.

Italian law requires that the likeness of the work be licensed by the government for commercial use and that the content must be pre-approved by the museum director and the Florence museum superintendent.

Whether that law has any jurisdiction on the American company is doubtful. U.S. law protects the use of copyright material for advertising, if the ads are "substantially transformative " according to Guns.com

Italian Culture minister Mr Franceschini  urged the Armalite company to withdraw its "Work of Art" advertisement for the AR-50A1.

He said in a tweet reported by the Guardian this week:

"The image of David, armed*, offends and infringes the law. We will take action against the American company so that it immediately withdraws its campaign."

Historical Heritage and Fine Arts Board curator Cristina Acidini has issued a legal notice to ArmaLite to withdraw the image, saying it distorts the artwork.

Associating David in sculpture with contemporary weapons of war is not a new shocking image.

The Machine Gun Corps memorial at London's Hyde Park Corner of 1925,  is a nude statue of a young David by Francis Derwent Wood.

The David holds a sword but on the plinth below on either side of the statue is a real Vickers gun, encased in bronze and laurel-wreathed.

The Plinth on the memorial quotes from Bible of  the news 
of David's Victory 1 Samuel 18:7

BRITAIN is still selling Russia £86 million of weapons, ammunition and lethal technology despite the recent extended occupation of Crimea according to the Sun newspaper.

Sniper rifles, drones, assault rifles and laser weapon systems all continue to be exported to Russia, and with the full approval of the UK Government.

ICA catalogue of its exhibition
 in Sept 2013

Of course the sales of the Armalite  AR-50A1 have not matched those of the Kalashnikov AK-47 which in September 2013 had a reverse treatment at the ICA where Artists used the iconic beautiful and deadly weapon as a theme for an exhibition.

* Whether the Biblical Shepherd boy David would have either endorsed the AR-50A1 weapon or had the money to stump up the $3,000  seems unlikely.

Whether he would have approved the use of his image by Michelangelo for the political propaganda it served to the Renaissance  city of Florence to warn off those in Rome is not recorded either.

The Biblical David had a sling and five smooth  stones from the brook. However only one stone was needed to 'take out' Goliath.

Perhaps today's David would select his weapon of choice on e-slay! 

"The human race has one really effective weapon, and that is laughter."

                                                                                    Mark Twain

Related Links

ICA September exhibition

http://www.businessinsider.com/in-memory-of-mikhail-kalashnikov-17-works-of-art-made-from-ak-47s-2013-12?op=1

Selllers need to create a feeling of Obligation

Today's Tapas Tip

The Art of Worldly Wisdom, by Balthasar Gracián 1647 contains some 300 maxims some of which are still relevant to professional selling in 2014. 

Below Gracián describes the 'modern vogue' for social economics, the law of reciprocity, sales psychology, 

   No 4 .Create a feeling of Obligation.

Some transform favours received into favours bestowed, and seem, or let it be thought, that they are doing a favour when receiving one.

There are some so astute that they get honour by asking, and buy their own advantage with applause from others.

They manage matters so cleverly that they seem to be doing others a service when receiving one from them.

They transpose the order of obligation with extraordinary skill, or at least render it doubtful who has obliged whom. They buy the best by praising it, and make a flattering honour out of the pleasure they express.

They oblige by their courtesy, and thus make men beholden for what they themselves should be beholden. In this way they conjugate "to oblige" in the active instead of in the passive voice, thereby proving themselves better politicians than grammarians.

 This is a subtle piece of finesse; a still greater is to perceive it, and to retaliate on such fools' bargains by paying in their own coin, and so coming by your own again.

Sellers need to know how to ask - Selling maxims from 17th Century Spain

The Art of Worldly Wisdom, by Balthasar Gracián 1647 contains some 300 maxims some of which are still relevant to professional selling in 2014. 

Below Gracián describes the skills of persistence, timing, thw effectiveness of corporate hospitality, closing and sales psychology some 400 years ago. 

No 3. Know how to Ask.

With some nothing easier: with others nothing so difficult.

For there are men who cannot refuse: with them no skill is required.

But with others their first word at all times is No; with them great art is required, and with all the propitious moment. Surprise them when in a pleasant mood, when a repast of body or soul has just left them refreshed, if only their shrewdness has not anticipated the cunning of the applicant.

The days of joy are the days of favour, for joy overflows from the inner man into the outward creation. It is no use applying when another has been refused, since the objection to a No has just been overcome.

If you are out and about with your smart phone and

you want tapas sized selling tips to go

,drop into the "The Tapas Bar".

Each post in the "The Tapas Bar" is less than 250 words.

(If you need genuine Tapas eat at Tapas Revolution
, Westfield, West London @tapasrevolution

Nor is it a good time after sorrow. To oblige a person beforehand is a sure way, unless he is mean.

7 effective closes in Selling


Other selling tips from Gracian

 Selling Trust

Know the price of things

Your Selling Persona

Courtesy Selling

Don't over-explain in Selling

Know how to ask in selling

We all need the touch of a seller

My short book review of Gracian's Art of Prudence

We all need the touch of a seller

The Art of Worldly Wisdom, by Balthasar Gracián 1647 contains some 300 maxims some of which are still relevant to professional selling in 2014. 

Below Gracián describes how everybody is a seller somewhat before it became a current business mantra .

 No 2 Have a Touch of the Trader.

Life should not be all thought: there should be action as well.

Very wise folk are generally easily deceived, for while they know out-of-the-way things they do not know the ordinary things of life, which are much more needful.

 The observation of higher things leaves them no time for things close at hand.

 Since they know not the very first thing they should know, and what everybody knows so well, they are either considered or thought ignorant by the superficial multitude. 

Let therefore the prudent take care to have something of the trader about him—enough to prevent him being deceived and so laughed at.

Be a man adapted to the daily round, which if not the highest is the most necessary thing in life. Of what use is knowledge if it is not practical, and to know how to live is nowadays the true knowledge.

Other selling Tips from Gracian

 Selling Trust

Know the price of things

Your Selling Persona

Courtesy Selling

Don't over-explain in Selling

Know how to ask in selling

We all need the touch of a seller

My short book review of Gracian's Art of Prudence

If you are out and about with your smart phone and

you want tapas sized selling tips to go

,drop into the "The Tapas Bar".

Each post in the "The Tapas Bar" is less than 250 words.

(If you need genuine Tapas eat at Tapas Revolution
, Westfield, West London @tapasrevolution

Sellers must know the Price of things - lessons from 17th century Spain

The Art of Worldly Wisdom, by Balthasar Gracián 1647 contains some 300 maxims some of which are still relevant to professional selling in 2014. 

Below Gracián describes of the power of brand names, product benefits , segmentation and valued clients, emotional and rational motivation well before our Modern Sales Gurus.

I am not sure whether Tapas existed back then but I hope you find this selling maxim tasty .

Gracián  Selling Guideline  No.1 : Know to get your Price for Things.

Their intrinsic value is not sufficient; for all do not bite at the kernel or look into the interior.

 Most go with the crowd, and go because they see others go.

It is a great stroke of art to bring things into repute; at times by praising them, for praise arouses desire at times by giving them a striking name, which is very useful for putting things at a premium, provided it is done without affectation.

Again, it is generally an inducement to profess to supply only connoisseurs, for all think themselves such, and if not, the sense of want arouses the desire. Never call things easy or common: that makes them depreciated rather than made accessible.

All rush after the unusual, which is more appetising both for the taste and for the intelligence.

Other selling tips from Gracian

 Selling Trust

Know the price of things

Your Selling Persona

Courtesy Selling

Don't over-explain in Selling

Know how to ask in selling

We all need the touch of a seller

My short book review of Gracian's Art of Prudence

If you are out and about with your smart phone and

you want tapas sized selling tips to go

,drop into the "The Tapas Bar".

Each post in the "The Tapas Bar" is less than 250 words.

(If you need genuine Tapas eat at Tapas Revolution
, Westfield, West London @tapasrevolution

Happy Commonwealth Day To All in Sales #teamcommonwealth

Today is  Commonwealth Day.

Sir John Major making an address at 
memorial gates on 11th  March 2014 
Commonwealth Day

The aim of the Commonwealth Day Observance is to celebrate the unity, diversity and linkages of the modern Commonwealth and foster greater understanding of the Commonwealth.

Studies have shown a 20% reduction in the costs of doing business between Commonwealth members, linked to similarities in their legal systems and common use of the English language.

You tube Clip of fanfare and salute by Household Cavalry on Commonwealth Day at Hyde Park Corner

Today I witnessed, along with a handful of tourists ,the gathering of the good and great at the memorial gates at  Hyde Park Corner where wreaths were laid to remember the huge sacrifice which the countries of the Commonwealth made in World War 1 and 2.

An al fresco refreshing cup of tea accompanied
 by the Coldstream Guards' Band

It was a beautiful and colourful occasion both serious but also exuding with palpable goodwill.



 After the ceremony the guests were offered tea and refreshments in a tent – so very British !!!

Sir John Major former PM on his way to the gathering

Sir John Major shares a joke with the guests

It was a positive occasion and in his short keynote address, former PM Sir John Major  reminded us that on the memorial gates is a quote by the writer Ben Okri

“ Our future is greater than our past”

Although I was merely a bystander to this event it got me thinking.

Four Chelsea Pensioners arriving with their wreath

I have been lucky enough to have conducted a number training courses in a few of the countries of the Commonwealth. 

Some extraordinary and memorable  experiences in Nigeria and South Africa come to mind.

  Over the years I have trained many gifted salespeople from all over the commonwealth in courses.

And  now many also connect via social media and follow this blog.

Before the Commonwealth ,  Great Britain had its Empire.

It was much about global trade, where British companies such as East India Company or Hudson's Bay Company facilitated intercontinental business.

See the selling story of 400 year ago of John Saris of the East India Company

That is why the countries which are members of the Commonwealth, all the members are there purely of their own accord, were in most cases initially interlinked with each other by way of trade.

The theme for 2014 is #TeamCommonwealth, which expresses the spirit of friendship and motivation towards the shared goals and values that exist within the Commonwealth .

The Commonwealth is a unique, hugely diverse team - and therein lies its strength. 

A thoughtful bishop of London ,
who gave a moving address and culturally sensitive prayers.
One based on the Upanishads. 

The Commonwealth must work hard to ensure that it remains as powerful , relevant and as effective organisation as it has always been.

The Commonwealth is a voluntary association of 53 independent countries.  

Various Dignitaries  off to the tea tent afterwards .

The Commonwealth is home to 2.2 billion citizens and over 60% of these are under the age of 30. 

The Commonwealth includes some of the world’s largest, smallest, richest and poorest countries, spanning five regions. 

Thirty-one of its members are small states, many of them island nations.

Back to Knightsbridge barracks

Commonwealth policies are shaped by member countries, who have an equal say on decisions affecting them. 

Commonwealth organisations put these decisions and plans into action.

 “ Our future is greater than our past”

Perhaps the Ben Okri quote has  an appropriate mission for those in selling to and within the Commonwealth. 

Good Selling to my friends across the Commonwealth and  happy Commonwealth Day !

   

         

Social Selling Attention tips from the OSCARS

Well done to Steve McQueen and team on  winning best picture for "12 years a slave." at this year's OSCARS..

Every year the Oscars' celebrations grab our attention. 

 The whole OSCAR's show  is trailed through  skillful orchestration. Those of us in selling can learn a lot from the selling tactics and strategies  that Hollywood employ.

 First there are the premières,  then the nominations, the rounds of chat show interviews, plus the trail blazing of other award festivals such as Cannes, the Golden Globes, the BAFTAs etc.

All generate an attention earning sale of the films ( movies).  To be able to advertise your film as an award winning film is worth a lot.

But also the OSCARS have been doing social selling for years. Their leveraging of media in the social space is all part of the sale.

Glamour, gossip, fashion, tears and dedications make for an inclusive sale. From personal thanks to parents and work colleagues through to the moving speech by  Lupita Nyong'o winner of best supporting actress

"It doesn't escape me for one moment that so much joy in my life is due to so much pain in someone elses's "( her role as the slave Patsey)

In every social selling touch point, whether repeat or first time, we need to gain the client’s full and undivided attention .and direct  conversation towards our specific business conversation objective(s).

In today's  business world we have to do this in a swift and nimble way. Our window of opportunity is a few seconds. 

 Outside advertisers have similar short windows of time to grab our attention so to illustrate the four principal methods, plus a fifth for repeat contacts / follow on  only let's look at the work of the Outdoor Site Clever Advertising Representative Salespeople

Research data used catch the eye  Factual

Factual opening: state an interesting fact which relates to either the client personally or their business; the fact will also usually relate to your product/service, either directly or indirectly.

Fulham Broadway Tube Advert:
Thought provoking and location relevant question
"Which 2 underground stations contain the word
CATLIKE?"

Question opening: ask a question which is relevant to the client’s business and also to the purpose of your call.

Reference opening: build confidence and interest by referring to the experience and satisfaction of another client; either a well respected client (confidence) or a client in a related business (interest).

Eye catching visual and fun question
 from a Bus Shelter Ad

Visual aid opening: involve as many of the client’s five senses as possible by using a brochure, photograph, working model, sample etc.

Remember that the purpose of the four attention getters listed above is to create a conversation that takes you directly to your real goal - investigation of the customer’s needs. 

Listen first and don’t launch into a sales presentation of the benefits of your offer until you have identified their needs and wants.

  Link opening (repeat call only): link this call back to a previous one by summarising where you left off last time.

Although the most important occasion for the use of the above techniques is early on in the call, remember that each change of direction or change of topic means you will have to “gain attention” all over again.