What’s a PIE WHAP anyway?
Away back in 1977, I was sitting across from my buddy Bruce at the Denny’s in Mt. Prospect, Illinois. It was 7:15 am and Rose had just dropped off our coffee and left with our usual order.
We were salesmen and started several days a week at Denny’s getting ourselves ready for the daily rejection like a football team gets ready for a game. We thumped each other on the back, pulled out our appointment books and banged our heads against the table while shouting “Let’s GO!” (or something more quiet and appropriate for the venue).
Bruce was (and still is) the most organized and disciplined salesperson I have ever met. He spent many a morning drilling the PYWWYP (pronounced “pie whap”) principle of sales into my head. It is a simple concept rooted in discipline and human nature.
Most salespeople are solo warriors. We are turned loose on the world to sink or swim, rise or fall, succeed or fail, or any number of other cliché’s that describe people for whom the job is not defined by the task. We are judged solely on results. The “how” we achieve those results is largely irrelevant as long as the means are not immoral or illegal. Bruce taught me that using the PYWWYP system keeps us focused on the “how” and frees us by enforcing a method for success.
Plan Your Work. Work Your Plan.
“Pie Whap.” If that sounds simple, it is. If you follow the simple steps (there are only two) you will achieve more success in selling than with any other theory, method, teaching or concept. How do I know? Well, because I’ve done it before and I’m doing it again.
I just completed putting my entire week’s call list into my Outlook calendar. I have 36 calls to make this week and I can stop worrying that the recession will cause depression because of indecision or inaction. I have a plan. I can work the plan. In fact, I will work the plan.
End of lesson. Gotta go sell some stuff! Viva PIE WHAP!
As always, “Thanks Bruce.”
Happy Selling!
ncw