Dr Einstein was working late one evening and he asked his assistant to call Mrs Einstein and let her know. His assistant asked for the number and was informed that he did not know it. The assistant was floored and said, "Dr Einstein, you have the greatest mind the World has ever known and you don't know your own telephone number?" The reply; "Why remember what I can look up?"
When asked by a reporter to explain the simple language of his Nobel Prize winning story The Old Man and the Sea; Ernest Hemingway replied; " I know the $25 words, I choose not to use them."
The real art of conversation is not only to say the right thing at the right time, but also to leave unsaid the wrong thing at the tempting moment. Unknown
"The man who doesn't read good books has no advantage over the man who can't read them. Mark Twain
"A man only learns in two ways, one by reading, and the other by association with smarter people." Will Rogers
"Empty pockets never held anyone back. Only empty heads and empty hearts can do that." Dr Norman Vincent Peale
"I don't know the key to success. But the key to failure is trying to please everybody". Bill Cosby
We make a living by what we get; We make a life by what we give. Unknown
Tact is the art of making a point without making a enemy. Unknown
"If A is success in life, then A equals x plus y plus z. Work is x; y is play; and z is keeping your mouth shut." Einstein
"Everything that can be counted does not necessarily count; everything that counts cannot necessarily be counted." Einstein
"Judge a man by his questions rather than his answers." Voltaire
It was said the Einstein was no smarter than the rest of us; he just asked better questions. The real difference is what he chose to do with his 24.
What do these have to do with selling?
Well...
There is no need to remember everything and it is OK to say; "I don't know but I will find out and get back to you"
Simple language can be very powerful so grab the Thesarus and learn the power of words. Did you know that French has ~100,000 words, Russian ~400,000; recently it was said that English has >950,000! One more piece of useless trivia to keep in mind.... 90% of English conversation uses only about 775 words excepting specialized words for your profession;hmmm!!!!
So they go on and I feel they are valuable insights into how to sell, think and live.
Thank you.
BTW, I messed up today. My ego took over. I was given compliments and instead of just saying Thank you I had some need to explain. What did it serve? Nothing. Could I stop it? Nope. Do I feel bad about it? Why yes I do. Did I do harm? No, but I learned a lesson.... work at it every day and it is not an issue. Forget it once and it will be.
2009/03/26
Teamwork
Teamwork is a funny thing. We all talk about it but do we really understand it? Some claim to foster teamwork in their training and culture but patently do not understand it.
There is an importance to teamwork as the following may prove.
I played football; big surprise to those that know me. I played centre and guard on the line in a so-called low skill position. You see, traditionally those that carry the ball and play behind the line are considered 'skill' players. We had a quarterback who by virtue of his position had a very high opinion of his abilities and was free to share his views. There was a wee problem though... every play is designed to take a set amount of time; usually pass plays are 4 seconds to 6 max. He took 8 to 10 on almost every play.
Picture in your mind two behemoths of equal size and ability attacking each other using their full potential for 4-6 seconds; now double it. The energy outlay and frustration were palpable on the O-Line. I was his centre and happened to be the Line and Team Captain and we had had enough of the posturing and intentional abuse he heaped upon us. His swagger became tiresome, his bravado affected team morale and he was highly successful. We were winning though, so the coaching staff turned a blind eye.
With the game well in hand the entire line activated an earlier agreed on plan. Over the ball we informed the Defense the following play would be a Look Out! They nodded and smiled. You see, the QB's reputation was well known in the League.
The next play we came over the ball. I snapped it back and the entire O-Line stood up, turned sideways and said, "Look out." Thankfully, they only just thudded our QB.
Yes, it was worth losing the C. Yes, it was worth losing the starting job (for a day). Yes, it was worth getting a reaming by the coach. No one was hurt and a message was sent. Teamwork has a value to all parts of the organization.
IF, the Defense had not understood our plans there could have been grievous injuries.
IF, the entire O-Line had not done exactly the same thing at the same time the resultant anarchy could have created injury.
When Walter Peyton set the single season rushing record he presented custom engraved gold Rolex watches to each of his linemen. He recognized their contribution to his success. Without the 'unskilled' labour of the 'Hogs' those first 4 yards would have been impossible.
There is no such thing as an unskilled position in football. Each brings its own special abilities and knowledge and if any one part fails the team fails.
Administration, Inside Sales/Support, Service, Client Services, Development, Product Management et al have unique skill sets and abilities and all need to recognize the value of the others.
Accessing their knowledge will make your job easier.
Treating their skill with respect will give them the ability to help you.
Keeping your ego in check will prevent any one of them from doing a 'Look Out!' block.
There are other teams you may not even recognize for their cohesion: Pit crews, String quartets, Obstetrics, Families, Roofers, Waste collection etcetera.
Teamwork means to me that all parts have a job/position within the whole. Each has to do the best it can at every opportunity given the skills it has to not be the weakest link. Having a coach who can manage that will lead to a successful team. A successful sales team will provide service that does not enable competitors the opportunity to take them from you.
Yellow Pages has built their entire business model on the following statement: "Regardless of your best efforts you will lose 10% of your customers every year."
Taking that to heart you need to be better than your competitors to minimize that loss. A good team, well lead, will do just that.
When coaching football we took 40 different 14 year old boys with vastly different maturity and skill levels and found a way to get the best from each and form a team. That is the lot of a sales manager; to take the different personalities and skill sets and create a team that "brings home the bacon."
Once the 'bacon' is home it it the responsibility of the rest of the organization to keep it.
No one part is of more worth than any other!!!!!!
I ask myself this question every day before I go to sleep;
Did I, given my skills and abilities, do the best I could every single time?
If I can honestly answer Yes then I had a good day. If I can't then I need to check my ego at the door and become the team player I need to be. Then I can do what is best for my family, clients and employer.
Thank you.
There is an importance to teamwork as the following may prove.
I played football; big surprise to those that know me. I played centre and guard on the line in a so-called low skill position. You see, traditionally those that carry the ball and play behind the line are considered 'skill' players. We had a quarterback who by virtue of his position had a very high opinion of his abilities and was free to share his views. There was a wee problem though... every play is designed to take a set amount of time; usually pass plays are 4 seconds to 6 max. He took 8 to 10 on almost every play.
Picture in your mind two behemoths of equal size and ability attacking each other using their full potential for 4-6 seconds; now double it. The energy outlay and frustration were palpable on the O-Line. I was his centre and happened to be the Line and Team Captain and we had had enough of the posturing and intentional abuse he heaped upon us. His swagger became tiresome, his bravado affected team morale and he was highly successful. We were winning though, so the coaching staff turned a blind eye.
With the game well in hand the entire line activated an earlier agreed on plan. Over the ball we informed the Defense the following play would be a Look Out! They nodded and smiled. You see, the QB's reputation was well known in the League.
The next play we came over the ball. I snapped it back and the entire O-Line stood up, turned sideways and said, "Look out." Thankfully, they only just thudded our QB.
Yes, it was worth losing the C. Yes, it was worth losing the starting job (for a day). Yes, it was worth getting a reaming by the coach. No one was hurt and a message was sent. Teamwork has a value to all parts of the organization.
IF, the Defense had not understood our plans there could have been grievous injuries.
IF, the entire O-Line had not done exactly the same thing at the same time the resultant anarchy could have created injury.
When Walter Peyton set the single season rushing record he presented custom engraved gold Rolex watches to each of his linemen. He recognized their contribution to his success. Without the 'unskilled' labour of the 'Hogs' those first 4 yards would have been impossible.
There is no such thing as an unskilled position in football. Each brings its own special abilities and knowledge and if any one part fails the team fails.
Administration, Inside Sales/Support, Service, Client Services, Development, Product Management et al have unique skill sets and abilities and all need to recognize the value of the others.
Accessing their knowledge will make your job easier.
Treating their skill with respect will give them the ability to help you.
Keeping your ego in check will prevent any one of them from doing a 'Look Out!' block.
There are other teams you may not even recognize for their cohesion: Pit crews, String quartets, Obstetrics, Families, Roofers, Waste collection etcetera.
Teamwork means to me that all parts have a job/position within the whole. Each has to do the best it can at every opportunity given the skills it has to not be the weakest link. Having a coach who can manage that will lead to a successful team. A successful sales team will provide service that does not enable competitors the opportunity to take them from you.
Yellow Pages has built their entire business model on the following statement: "Regardless of your best efforts you will lose 10% of your customers every year."
Taking that to heart you need to be better than your competitors to minimize that loss. A good team, well lead, will do just that.
When coaching football we took 40 different 14 year old boys with vastly different maturity and skill levels and found a way to get the best from each and form a team. That is the lot of a sales manager; to take the different personalities and skill sets and create a team that "brings home the bacon."
Once the 'bacon' is home it it the responsibility of the rest of the organization to keep it.
No one part is of more worth than any other!!!!!!
I ask myself this question every day before I go to sleep;
Did I, given my skills and abilities, do the best I could every single time?
If I can honestly answer Yes then I had a good day. If I can't then I need to check my ego at the door and become the team player I need to be. Then I can do what is best for my family, clients and employer.
Thank you.
2009/03/25
Words that help
"Why?"
"I understand"
"Can you clarify that for me please?"
"Thank you"
SILENCE can be your best friend. Let them talk themselves into and out of the situations that present themselves. Keeping you ego in check will enable you to listen more and talk less.
Dale Carnegie said the sweetest sound in the world is your own name; I tend to disagree slightly. I believe it is the sound of our own voices. Letting them talk enables you to do your job with the least amount of effort and the greatest degree of success. Also, letting them talk gives you the information you need to build value and develop a relationship.
Speaking of which, going into a client's domain every salesman in the world will glom onto that thing they show proudly to develop a common ground. The best client I ever had kept nothing personal in his office.
I had to work to learn about him, to listen to him, to ask questions, to listen, to observe, to listen and to earn the right to become a 'friend'. I keep that in mind all the time.
Another time long, long ago I recall a Jaguar having an unfortunate birthday in the showroom. As happens a spiff was put on for the end of the month to try and move it. No luck for anyone. But wait! There is good news.... a 'farmer' came in and wandered his dusty, booted way over to the Jag. All but one ignored him. The one that approached discovered the 'farmer' was a physician who was looking to replace his TR-7 convertible with a new car and had been watching the Jag for a couple of weeks. End result; the Jag sold at list, the salesman got the spiff, got an in demand trade (sold the following week) and he earned a client for life. The salesman is still in the business and he still sells high cost vehicles to the same client thirty years later. He kept his ego in check, did not stereotype based on appearances and did his job.
I learned from that but it was only recently I discovered the reason why he was so successful; he kept ego in check.
Do I sound like a broken record? Good. It is vitally important to recognize that as a salesman your ego is what prevents you from success; nothing else.
Back to the top... I have made it a policy to learn how to say 'Greetings/Hello', 'Please' and 'Thank you' in the language of their heritage. I have fun in learning how to do that and it seems really work with my clients.
So, learning to be polite and keeping your ego in check and refusing to become familiar without express permission appear to be directions to success.
Thank you.
"I understand"
"Can you clarify that for me please?"
"Thank you"
SILENCE can be your best friend. Let them talk themselves into and out of the situations that present themselves. Keeping you ego in check will enable you to listen more and talk less.
Dale Carnegie said the sweetest sound in the world is your own name; I tend to disagree slightly. I believe it is the sound of our own voices. Letting them talk enables you to do your job with the least amount of effort and the greatest degree of success. Also, letting them talk gives you the information you need to build value and develop a relationship.
Speaking of which, going into a client's domain every salesman in the world will glom onto that thing they show proudly to develop a common ground. The best client I ever had kept nothing personal in his office.
I had to work to learn about him, to listen to him, to ask questions, to listen, to observe, to listen and to earn the right to become a 'friend'. I keep that in mind all the time.
Another time long, long ago I recall a Jaguar having an unfortunate birthday in the showroom. As happens a spiff was put on for the end of the month to try and move it. No luck for anyone. But wait! There is good news.... a 'farmer' came in and wandered his dusty, booted way over to the Jag. All but one ignored him. The one that approached discovered the 'farmer' was a physician who was looking to replace his TR-7 convertible with a new car and had been watching the Jag for a couple of weeks. End result; the Jag sold at list, the salesman got the spiff, got an in demand trade (sold the following week) and he earned a client for life. The salesman is still in the business and he still sells high cost vehicles to the same client thirty years later. He kept his ego in check, did not stereotype based on appearances and did his job.
I learned from that but it was only recently I discovered the reason why he was so successful; he kept ego in check.
Do I sound like a broken record? Good. It is vitally important to recognize that as a salesman your ego is what prevents you from success; nothing else.
Back to the top... I have made it a policy to learn how to say 'Greetings/Hello', 'Please' and 'Thank you' in the language of their heritage. I have fun in learning how to do that and it seems really work with my clients.
So, learning to be polite and keeping your ego in check and refusing to become familiar without express permission appear to be directions to success.
Thank you.
2009/03/18
Rules to Sell and Live by
Pretentious aren't I?
My daughter has five rules she must follow every day: laugh, dance, sing, giggle and learn something new.
If they are good enough for her they should be good enough for me.
I find laughing every day reduces my stress levels and gives me the positive attitude I need to field No on a regular basis. Laughing reminds me that I am happy and passionate about my life.
Passion in sales is a success driver. Your passion comes through in all you do.
Did anyone ever tell you to stand when on the phone to make a point?
But they can't see you, you say. True, but in some way it comes over the line. I don't know the psychology behind it, I just know it works. Next time you feel the need, just smile when you are on the phone; it is amazing how you can hear the other end of the conversation smile back.
I have said for years that if you laugh you keep THEM nervous.
I started thinking more about my kid and some of the things she does to make her life better and by result everyone else too.
Most every kid has a favourite sandwich. I have heard all kinds of combinations over the years but one stands out as the champion...... Peanut butter and Jam (Jelly if you prefer).... PB&J.
So how can I keep PB&J in my day?
Easy....passion, beauty and joy!
The best part is they tie back to the first five rules.
Selling is difficult enough.
There are the ongoing battles, rejections and frustrations but the benefits outweigh the negatives. Keeping PB&J lets me see the benefit of what I do as a profession.
Passion lets me weather any storm. It allows me to present the product and myself in a believable manner. If you smile on the phone, the other end can hear it.
People know when you are passionate and will react favourably.
Passion to the level of fanaticism is bad but believing in what you do is good. Excessive passion brings ego into the mix and tends to make one blind to the other side of the sale. Passion without ego lets me do what I need in a way that I never have to apologize for.
There is beauty in what we do. We help remove pain and provide solutions. We solve the unsolvable. We help make other lives better. But beauty tied to ego breeds narcissism, which breeds a lack of listening, which impacts sales success.
There is beauty in learning every day.
I learn from my clients. I learn their point of view. I learn their needs/wants. I learn from being quiet and observing.
The most beautiful time in my day is listening to my daughter explore her life and watch how the world unfolds to her.
I need to listen to do this. Everyone has something they are passionate about and listening to them will let me know what it is. This grants the privilege to earn the right to begin a relationship.
If it has been a less than stellar day, I find time and place to enjoy the now. To bask in the beauty that is life and give an opportunity to forget the past. The past cannot be changed but it can be learned from.
Joy can be found in the passion and beauty of every day. Joy lets me laugh all the time.
How does all of this apply to my profession?
I am my profession! What lets me make it through the day lets me do my job to the best of my ability. Doing things the best I can means I provide value to my clients. Providing value to my clients means I am valuable to my employer.
So the thought for today is to keep PB&J in your life; to do that you need to remember the five rules.
Thanks.
My daughter has five rules she must follow every day: laugh, dance, sing, giggle and learn something new.
If they are good enough for her they should be good enough for me.
I find laughing every day reduces my stress levels and gives me the positive attitude I need to field No on a regular basis. Laughing reminds me that I am happy and passionate about my life.
Passion in sales is a success driver. Your passion comes through in all you do.
Did anyone ever tell you to stand when on the phone to make a point?
But they can't see you, you say. True, but in some way it comes over the line. I don't know the psychology behind it, I just know it works. Next time you feel the need, just smile when you are on the phone; it is amazing how you can hear the other end of the conversation smile back.
I have said for years that if you laugh you keep THEM nervous.
I started thinking more about my kid and some of the things she does to make her life better and by result everyone else too.
Most every kid has a favourite sandwich. I have heard all kinds of combinations over the years but one stands out as the champion...... Peanut butter and Jam (Jelly if you prefer).... PB&J.
So how can I keep PB&J in my day?
Easy....passion, beauty and joy!
The best part is they tie back to the first five rules.
Selling is difficult enough.
There are the ongoing battles, rejections and frustrations but the benefits outweigh the negatives. Keeping PB&J lets me see the benefit of what I do as a profession.
Passion lets me weather any storm. It allows me to present the product and myself in a believable manner. If you smile on the phone, the other end can hear it.
People know when you are passionate and will react favourably.
Passion to the level of fanaticism is bad but believing in what you do is good. Excessive passion brings ego into the mix and tends to make one blind to the other side of the sale. Passion without ego lets me do what I need in a way that I never have to apologize for.
There is beauty in what we do. We help remove pain and provide solutions. We solve the unsolvable. We help make other lives better. But beauty tied to ego breeds narcissism, which breeds a lack of listening, which impacts sales success.
There is beauty in learning every day.
I learn from my clients. I learn their point of view. I learn their needs/wants. I learn from being quiet and observing.
The most beautiful time in my day is listening to my daughter explore her life and watch how the world unfolds to her.
I need to listen to do this. Everyone has something they are passionate about and listening to them will let me know what it is. This grants the privilege to earn the right to begin a relationship.
If it has been a less than stellar day, I find time and place to enjoy the now. To bask in the beauty that is life and give an opportunity to forget the past. The past cannot be changed but it can be learned from.
Joy can be found in the passion and beauty of every day. Joy lets me laugh all the time.
How does all of this apply to my profession?
I am my profession! What lets me make it through the day lets me do my job to the best of my ability. Doing things the best I can means I provide value to my clients. Providing value to my clients means I am valuable to my employer.
So the thought for today is to keep PB&J in your life; to do that you need to remember the five rules.
Thanks.
2009/03/16
Value versus price
I have almost always sold the most expensive item in my market. Does that mean I always discount? Nope, rarely a need.
By learning the value I and my company bring to the table I BELIEVE that I am the lowest cost option.
Years ago I was selling Mack Trucks. A tender opened and mine was the first package opened. The comment was; wow only $65k and your truck is good for 10 years. We don't need a vehicle to last that long; we only expect 4 years and fix them for 2 more then replace them. That works for us. The other bid packages were all around $40k and the comment was; "Great we will save $25k"
My ego kicked in and I tried to 'reason' with them. I asked them to clarify for me that spending $40k saved $25k?" Yup!
OK then, so you spend $40k on a new vehicle for 4 years, fix for 2 and sell for the cost of the 2 years of repairs. Then, 6 years on you buy another for $40k? So you are saving $25k?
Yup.
So my truck is $65k and good for 10 years? Yup. Therefore fixed capital cost is $6,500 annually? Yep.
The truck you buy is $40k, blah blah blah. Let's do the math.... 40 + ? + 40 over 10 years equals $80k or $8k annually on capital cost.
Yup, we are saving $25k.
Aaaaarrrgh!
The bid process prevented me from building value. I was not in on the process early enough to impact the decisions.
Another time I made a cold call on a Fire Service and found them in the process of determining the specs for a new vehicle.
Value became the word for them. We worked on the specs and went to tender. The only one able to meet the chassis bid was..... me. 25 years later they just decommissioned the vehicle and sold it. The cost did not matter, the value did.
I was able to keep my ego out of the equation because I was in early on the work and established bona fides early. We worked together to arrive at a conclusion and achieved the results they wanted.
The worst customer is the one you have to take from someone else. They have a vested interest in defending their purchase decision. They will defend their vendor even if they are unhappy. It allows you to open the door to put your feet in because your ego demands you win every time. You end up with a clash of ego and you will always lose.
I take the position that I am there to help them, to ensure they have a positive experience, to save them pain.
Often my best referrals have come from these clients and they become champions for me. All contracts end and if you are there early, often and regularly they will have a reason to continue with you.
Be persistent, consistent and professional. Doing that reduces your ego because you do not need them to like you any more; they need you.
Thanks.
By learning the value I and my company bring to the table I BELIEVE that I am the lowest cost option.
Years ago I was selling Mack Trucks. A tender opened and mine was the first package opened. The comment was; wow only $65k and your truck is good for 10 years. We don't need a vehicle to last that long; we only expect 4 years and fix them for 2 more then replace them. That works for us. The other bid packages were all around $40k and the comment was; "Great we will save $25k"
My ego kicked in and I tried to 'reason' with them. I asked them to clarify for me that spending $40k saved $25k?" Yup!
OK then, so you spend $40k on a new vehicle for 4 years, fix for 2 and sell for the cost of the 2 years of repairs. Then, 6 years on you buy another for $40k? So you are saving $25k?
Yup.
So my truck is $65k and good for 10 years? Yup. Therefore fixed capital cost is $6,500 annually? Yep.
The truck you buy is $40k, blah blah blah. Let's do the math.... 40 + ? + 40 over 10 years equals $80k or $8k annually on capital cost.
Yup, we are saving $25k.
Aaaaarrrgh!
The bid process prevented me from building value. I was not in on the process early enough to impact the decisions.
Another time I made a cold call on a Fire Service and found them in the process of determining the specs for a new vehicle.
Value became the word for them. We worked on the specs and went to tender. The only one able to meet the chassis bid was..... me. 25 years later they just decommissioned the vehicle and sold it. The cost did not matter, the value did.
I was able to keep my ego out of the equation because I was in early on the work and established bona fides early. We worked together to arrive at a conclusion and achieved the results they wanted.
The worst customer is the one you have to take from someone else. They have a vested interest in defending their purchase decision. They will defend their vendor even if they are unhappy. It allows you to open the door to put your feet in because your ego demands you win every time. You end up with a clash of ego and you will always lose.
I take the position that I am there to help them, to ensure they have a positive experience, to save them pain.
Often my best referrals have come from these clients and they become champions for me. All contracts end and if you are there early, often and regularly they will have a reason to continue with you.
Be persistent, consistent and professional. Doing that reduces your ego because you do not need them to like you any more; they need you.
Thanks.
2009/03/15
I have something to say and YOU need to listen
Well it seems that is what most salesmen say to themselves. Their message needs to be heard and nothing will sway them from giving it.
By creating a Listening Log I have forced myself to find out their message. What I think is important really does not matter when they don't want/need to hear what I have to say.
Getting them to tell me what is important to them saves me time and effort. If they are talking then they are selling not me. Asking questions affirms that I am listening and understand their messages.
I can't get in trouble if I don't say anything. Silence is the most powerful tool in my kit. Negotiation courses teach that the first to speak loses. I choose to believe that the first who speaks wins what they want and I want my client to know they have won.
I find this eliminates price issues because they are building value in me and my product by giving me the information I need to tailor the presentation to their requirements.
Does this mean I win every sale? Nope. I do however win 40% of the opportunities I get.
The truth in selling is that even a moron will talk to 10, get 3 to listen and sell 1. I listen to 10 and sell 4. My numbers look better don't they?
Ego forces me to be in control. Control of my ego forces me to cede 'power' to where it belongs.
I know my product, I do not know what they do.
Once I know what they do I can legitimately provide them with solutions or tell them that I cannot. Honesty will win every time, so be honest.
After every sale now I take a minute to answer these questions: "Given every opportunity today did I listen first, ask questions second and listen third? Did I do the best I could with the tools and circumstances given me?"
If I can answer yes to both then I have had a good day. If I can't answer both then I need to find out why and have likely lost that sale.
Thank you for listening while you read this. BTW, it helps in your personal life too.
By creating a Listening Log I have forced myself to find out their message. What I think is important really does not matter when they don't want/need to hear what I have to say.
Getting them to tell me what is important to them saves me time and effort. If they are talking then they are selling not me. Asking questions affirms that I am listening and understand their messages.
I can't get in trouble if I don't say anything. Silence is the most powerful tool in my kit. Negotiation courses teach that the first to speak loses. I choose to believe that the first who speaks wins what they want and I want my client to know they have won.
I find this eliminates price issues because they are building value in me and my product by giving me the information I need to tailor the presentation to their requirements.
Does this mean I win every sale? Nope. I do however win 40% of the opportunities I get.
The truth in selling is that even a moron will talk to 10, get 3 to listen and sell 1. I listen to 10 and sell 4. My numbers look better don't they?
Ego forces me to be in control. Control of my ego forces me to cede 'power' to where it belongs.
I know my product, I do not know what they do.
Once I know what they do I can legitimately provide them with solutions or tell them that I cannot. Honesty will win every time, so be honest.
After every sale now I take a minute to answer these questions: "Given every opportunity today did I listen first, ask questions second and listen third? Did I do the best I could with the tools and circumstances given me?"
If I can answer yes to both then I have had a good day. If I can't answer both then I need to find out why and have likely lost that sale.
Thank you for listening while you read this. BTW, it helps in your personal life too.
2009/03/12
One day later
Seems the thought has left my mind that I was at fault.
In reality it was no one's fault.
Did I miss clues? Nope, there were none.
Was I listening? Yes I was.
Am I depressed? Nah, no need.
From here I will practice the skills to make it better than ever for my family.
When I got married I made $40,000 for the year. My daughter was born and just a year later found myself without that job.
So I struggled for a year, lost lots of money and found a new job that paid $60,000.
Someone new took over and did not want any legacies he could not control so life was... challenging.
Another search found the perfect position at $70,000.
Should you care? Not really but it seems I have been able to improve each time I move.
So, by extension the next stop in the journey will be better.
Selling is the same thing.
Challenges, solutions, improvements.
I have learned that there are some rules; rules I broke more than once and still found a way to do OK. I will try not to break them in the future.
#1 I am not the most important person. I am the most valuable to my client.
#2 My opinion is not the most important, the client's view of their life is. My assignment is to determine how to provide them with enough reason to form a positive one of me.
#3 I am not their friend; until I earn that right. They need to tell me that though.
#4 The most important sound is their voice, not mine. When I speak I must provide them with value.
#5 Asking for the order is OK. I have always been afraid of doing that because I want them to like me after. I never understood that if they liked me it was because of me, not what I sell.
#6 EGO rules all the above. Managing ego allows one to be the most important opinionated friend worth giving an order to.
In future I will examine the ego and it's relation to selling.
Oh, yeah. In case you did not know or had not surmised I am under-employed as of yesterday.
Thanks
In reality it was no one's fault.
Did I miss clues? Nope, there were none.
Was I listening? Yes I was.
Am I depressed? Nah, no need.
From here I will practice the skills to make it better than ever for my family.
When I got married I made $40,000 for the year. My daughter was born and just a year later found myself without that job.
So I struggled for a year, lost lots of money and found a new job that paid $60,000.
Someone new took over and did not want any legacies he could not control so life was... challenging.
Another search found the perfect position at $70,000.
Should you care? Not really but it seems I have been able to improve each time I move.
So, by extension the next stop in the journey will be better.
Selling is the same thing.
Challenges, solutions, improvements.
I have learned that there are some rules; rules I broke more than once and still found a way to do OK. I will try not to break them in the future.
#1 I am not the most important person. I am the most valuable to my client.
#2 My opinion is not the most important, the client's view of their life is. My assignment is to determine how to provide them with enough reason to form a positive one of me.
#3 I am not their friend; until I earn that right. They need to tell me that though.
#4 The most important sound is their voice, not mine. When I speak I must provide them with value.
#5 Asking for the order is OK. I have always been afraid of doing that because I want them to like me after. I never understood that if they liked me it was because of me, not what I sell.
#6 EGO rules all the above. Managing ego allows one to be the most important opinionated friend worth giving an order to.
In future I will examine the ego and it's relation to selling.
Oh, yeah. In case you did not know or had not surmised I am under-employed as of yesterday.
Thanks
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