All The Good Times Are Past and Gone
There is a song I heard years ago on Prairie Home Companion titled “All the good times have passed and gone” I liked the song. Great melody, great harmony, bad message.
Based on what happened in 2009, it would be easy to think that the best times are behind us. I’m just not buying it.
Incubating Recover
Between Wayne State University’s TechTown, Smart Start and FastTrack and Ann Arbor’s SPARK, I have met some terrific entrepreneurs with great ideas and real business potential. We are really lucky to have these organizations and their programs in our community. They are pumping out small businesses that are our future and are the basis for our recovery. These new businesses solve real problems and have tremendous growth and earnings potential.
My Personal Recovery
According to my business calendar, my personal recovery is in full swing. I am measurably busier in 2010 than I was in 2009. It’s just how it is.
We'll Be OK!
The message is clear to me. Things are getting better. Good times are still ahead of us. Just don’t look back.
Saturday, March 6, 2010
Wednesday, January 27, 2010
Sales Tools to Consider in 2010
It is the second decade of the 21st century. The economy is slow and business is a challenge. As we search for solutions, I suggest that we take another look at technology.
Technology, when optimized, can make our lives easier, more efficient and can deliver positive results. Most of us have computers, software, web sites and are technically hooked up. Or, are we? In reality, most of us are not getting the full benefit from our investment in technology.
The answer is to evaluate your existing systems and determine how you can improve usage, performance and results. I have been a CRM user for years, but continue to be amazed at features and functionality that I didn’t know about or did not use. I continue to press the envelope with my CRM, but have a feeling that there is a lot more that I can do with it.
An investment in technology that isn’t fully understood is not properly configured and improperly used is equivalent to leaving money on the table. I am fortunate to have a support system to keep my business technologies current and optimized. If you need a referral, contact me.
Cool Things to Consider in 2010
Video
An infomercial video could positively change things for your business. Of course, that is if it is well done. You would be surprised at how affordable a professionally produced short video can be. Once completed, it can be viewed from your website, can be burned to DVD and distributed and can even be a hyper link on your e-mail signature line. If you have a great message, a professional video infomercial can put you over the top in 2010.
Audio
The next best thing to video is an audio commercial that can also run from your website, can be distributed on disc and can be hyperlinked to your e-mail signature. A professionally written and produced audio commercial will make your phone ring.
CRM
You may currently use a form of CRM software to manage your database and your business, but I can assure you that few salespeople or businesses are getting the maximum benefit from CRM. Ramping up the use of your current CRM or moving to a more powerful CRM platform will pay big rewards. I suggest a CRM assessment. This is clearly a “you don’t know what you don’t know” issue.
The Internet
Like CRM, most salespeople or businesses are not getting the most from the Internet, although they have made some type of investment. The World Wide Web is a terrific business tool that needs to be optimized for your business.
Websites
A great website, full of features and functionality provides a competitive advantage to sales and business. A poorly engineered, dated, website (or no website) can and will work against you. This isn’t about spending the most money; it is about getting the best website and outcomes for you and your company.
Internet Marketing Tools
Internet marketing tools, like the one I use to deliver this newsletter to you, are powerful outreach systems that can be used and managed by ordinary people and produce extraordinary results, including analytic reports that help you determine who responds to your message. An important consideration is ease of use and its ability to work with your CRM. This is a very important consideration.
Web Analytics
Web Analytics provide you with valuable information, business intelligence about who, when and why people visit your website. Analytics are your Internet website’s eyes and ears. There is some skill required to set up analytics. Once in place, analytics are easy to use and deliver valuable business intelligence.
E-Commerce
If you sell products, e-commerce is a good move. Selling things on the Internet is a main stream thing to do in 2010. There isn’t any down side. The Internet is always open for business and has no practical limits. If linked to your accounting and inventory control software e-commerce is a powerful, optimized business tool to increase sales and grow your business. This option will work best with the guidance of a trusted advisor.
Inventory Control Software
If selling products, the three things that most companies have in common are lack of tight inventory control, disparate business systems and are unsure of their cost of doing business. Get help to evaluate and fix these three prevalent business problems. An investment here can potentially deliver big returns. Making money is about selling more, but it is also about running a better operation.
Ad Words, Pay-Per-Click
This will take more than a paragraph to explain, but there is a way to attract buyers to your website by bidding and paying when Internet surfers click on your words and visit your website. This is very tricky and can be a disaster, but when correctly implemented “Ad Words” can drive a lot of business.
Social Media Sites
Last, but not least…social media is quickly emerging as an important tool for personal and business communication and promotion. Surveys tell us that LinkedIn is the best tool for business development. It’s a business to business tool to meet new people and leverage your existing relationships. It’s free and easy to use.
In Summary
I could go on, but won’t. If you are determined to make 2010 your best business year in memory, consider upgrading your technology tools and systems. And by all means don’t try to do it on your own. There a lot of educated and experienced professionals who are ready, willing and able to help you. Take advantage of the help.
Technology, when optimized, can make our lives easier, more efficient and can deliver positive results. Most of us have computers, software, web sites and are technically hooked up. Or, are we? In reality, most of us are not getting the full benefit from our investment in technology.
The answer is to evaluate your existing systems and determine how you can improve usage, performance and results. I have been a CRM user for years, but continue to be amazed at features and functionality that I didn’t know about or did not use. I continue to press the envelope with my CRM, but have a feeling that there is a lot more that I can do with it.
An investment in technology that isn’t fully understood is not properly configured and improperly used is equivalent to leaving money on the table. I am fortunate to have a support system to keep my business technologies current and optimized. If you need a referral, contact me.
Cool Things to Consider in 2010
Video
An infomercial video could positively change things for your business. Of course, that is if it is well done. You would be surprised at how affordable a professionally produced short video can be. Once completed, it can be viewed from your website, can be burned to DVD and distributed and can even be a hyper link on your e-mail signature line. If you have a great message, a professional video infomercial can put you over the top in 2010.
Audio
The next best thing to video is an audio commercial that can also run from your website, can be distributed on disc and can be hyperlinked to your e-mail signature. A professionally written and produced audio commercial will make your phone ring.
CRM
You may currently use a form of CRM software to manage your database and your business, but I can assure you that few salespeople or businesses are getting the maximum benefit from CRM. Ramping up the use of your current CRM or moving to a more powerful CRM platform will pay big rewards. I suggest a CRM assessment. This is clearly a “you don’t know what you don’t know” issue.
The Internet
Like CRM, most salespeople or businesses are not getting the most from the Internet, although they have made some type of investment. The World Wide Web is a terrific business tool that needs to be optimized for your business.
Websites
A great website, full of features and functionality provides a competitive advantage to sales and business. A poorly engineered, dated, website (or no website) can and will work against you. This isn’t about spending the most money; it is about getting the best website and outcomes for you and your company.
Internet Marketing Tools
Internet marketing tools, like the one I use to deliver this newsletter to you, are powerful outreach systems that can be used and managed by ordinary people and produce extraordinary results, including analytic reports that help you determine who responds to your message. An important consideration is ease of use and its ability to work with your CRM. This is a very important consideration.
Web Analytics
Web Analytics provide you with valuable information, business intelligence about who, when and why people visit your website. Analytics are your Internet website’s eyes and ears. There is some skill required to set up analytics. Once in place, analytics are easy to use and deliver valuable business intelligence.
E-Commerce
If you sell products, e-commerce is a good move. Selling things on the Internet is a main stream thing to do in 2010. There isn’t any down side. The Internet is always open for business and has no practical limits. If linked to your accounting and inventory control software e-commerce is a powerful, optimized business tool to increase sales and grow your business. This option will work best with the guidance of a trusted advisor.
Inventory Control Software
If selling products, the three things that most companies have in common are lack of tight inventory control, disparate business systems and are unsure of their cost of doing business. Get help to evaluate and fix these three prevalent business problems. An investment here can potentially deliver big returns. Making money is about selling more, but it is also about running a better operation.
Ad Words, Pay-Per-Click
This will take more than a paragraph to explain, but there is a way to attract buyers to your website by bidding and paying when Internet surfers click on your words and visit your website. This is very tricky and can be a disaster, but when correctly implemented “Ad Words” can drive a lot of business.
Social Media Sites
Last, but not least…social media is quickly emerging as an important tool for personal and business communication and promotion. Surveys tell us that LinkedIn is the best tool for business development. It’s a business to business tool to meet new people and leverage your existing relationships. It’s free and easy to use.
In Summary
I could go on, but won’t. If you are determined to make 2010 your best business year in memory, consider upgrading your technology tools and systems. And by all means don’t try to do it on your own. There a lot of educated and experienced professionals who are ready, willing and able to help you. Take advantage of the help.
Thursday, December 3, 2009
What is Your Problem?
You have problems. I have problems. We all have problems.
The Best Problems
There are a lot of problems we face that can be collectively solved if we focus on one or two problems.
Become a Problem Solver
OK, no fooling, if you solve problems for others you will be compensated. The compensation is usually money. Money is often the solution to many of our personal problems and can make many of yours go away.
How it Works
There are things that you know about, can do or deliverables that others will give you money for. Once you determine who needs your product or service, you can contact them and explain to them how they will be better off for dealing with you. If you both agree to work together and after this fair exchange of value occurs, both of you will be better off. You have solved a problem and your client gave you money. You use the money to solve problems of your own.
Become a Professional Problem Solver
Solving other people’s problems is what selling is really about.
The Best Problems
There are a lot of problems we face that can be collectively solved if we focus on one or two problems.
Become a Problem Solver
OK, no fooling, if you solve problems for others you will be compensated. The compensation is usually money. Money is often the solution to many of our personal problems and can make many of yours go away.
How it Works
There are things that you know about, can do or deliverables that others will give you money for. Once you determine who needs your product or service, you can contact them and explain to them how they will be better off for dealing with you. If you both agree to work together and after this fair exchange of value occurs, both of you will be better off. You have solved a problem and your client gave you money. You use the money to solve problems of your own.
Become a Professional Problem Solver
Solving other people’s problems is what selling is really about.
Monday, November 23, 2009
Basic Sales Truths Work in Real Life
I flew to Iowa last Thursday
I spent a long week-end in the Quad cities.
I went to see my daughter and her family. Her husband was transferred last year. He was told to move or lose his job. Nice. They have three beautiful children that I haven’t seen in months. Boy 9, girl 7, girl 4. They are precious cargo and I am greatly blessed for the chance to spend quality time with them.
No Surprises
We had a happy and loving reunion. The kids have grown and had a lot to show and tell me.
Until...
As we settled down for the evening it was me and the three children on the big couch hugging and watching television. I was in a good place to be. That is until they put the “Veggie Tales” in the DVD player.
If you aren’t familiar with “Veggie Tales, The Dance of the Cucumber”, it is an animate movie about a Larry the Cucumber and Bob the Tomato who sing and play with other vegetables. Not my idea of how to spend an evening.
I had to make a quick decision. Should I watch the singing vegetables and have my grand kids hug my neck for two hours or leave and watch the History Channel in the other room. The decision was not even close. Hugs and vegetables won, hands down.
The Lesson
This is a sales classic. According to Zig Ziglar, “You can get anything you want if you give others what they want”. I wanted hugs and kisses and paid a very small price to get a big return. They wanted hugs and kisses and the Veggie Tales. That was a win-win. It is a great example of the truth we face daily as professional salespeople.
Thanks to Larry and Bob
I spent a long week-end in the Quad cities.
I went to see my daughter and her family. Her husband was transferred last year. He was told to move or lose his job. Nice. They have three beautiful children that I haven’t seen in months. Boy 9, girl 7, girl 4. They are precious cargo and I am greatly blessed for the chance to spend quality time with them.
No Surprises
We had a happy and loving reunion. The kids have grown and had a lot to show and tell me.
Until...
As we settled down for the evening it was me and the three children on the big couch hugging and watching television. I was in a good place to be. That is until they put the “Veggie Tales” in the DVD player.
If you aren’t familiar with “Veggie Tales, The Dance of the Cucumber”, it is an animate movie about a Larry the Cucumber and Bob the Tomato who sing and play with other vegetables. Not my idea of how to spend an evening.
I had to make a quick decision. Should I watch the singing vegetables and have my grand kids hug my neck for two hours or leave and watch the History Channel in the other room. The decision was not even close. Hugs and vegetables won, hands down.
The Lesson
This is a sales classic. According to Zig Ziglar, “You can get anything you want if you give others what they want”. I wanted hugs and kisses and paid a very small price to get a big return. They wanted hugs and kisses and the Veggie Tales. That was a win-win. It is a great example of the truth we face daily as professional salespeople.
Thanks to Larry and Bob
Tuesday, September 22, 2009
Passion for Selling
Fuel For Success
One thing the great ones have in common is a passion for selling. Passion for selling provides extra energy, focus, durability and the will to win.
We all have extra interest in the things we really care about. That includes the people we love, the fun things we do and, hopefully, how we spend our time earning a living. That extra interest fuels our passion for the things that makes us happy. It generates the drive and the focus we need to chase our dreams, accomplish our goals and live happy lives.
In sales, there are a few elements that generate the passion required to win.
We Like It
First of all we must like being in sales. We are problem solvers who like to engage, learn, understand and deliver solutions to our prospects and customers. While doing so, we have to fight off our competitors. We struggle to outwit, outplay and outlast our rivals. If this is fun you, you’ve got some passion.
We Believe
Next, we can build and maintain passion for selling if we sell a product or service that we believe in for a company that we are proud to represent. It’s difficult to be selective these days, but picking the right environment matters. If you are in a bad place with a bad product and a company that you don’t believe in it is difficult to keep the passion for selling meter in the right place.
Our Rewards
Finally, the rewards for success in sales are worth the effort and can generate and maintain a passion for selling. In sales, when you do well you are highly compensated, awarded and admired by many. There is nothing that will fuel passion for selling more than getting results and making money.
The Lesson
If you have passion for selling you are or will soon become a force to be reckoned with.
One thing the great ones have in common is a passion for selling. Passion for selling provides extra energy, focus, durability and the will to win.
We all have extra interest in the things we really care about. That includes the people we love, the fun things we do and, hopefully, how we spend our time earning a living. That extra interest fuels our passion for the things that makes us happy. It generates the drive and the focus we need to chase our dreams, accomplish our goals and live happy lives.
In sales, there are a few elements that generate the passion required to win.
We Like It
First of all we must like being in sales. We are problem solvers who like to engage, learn, understand and deliver solutions to our prospects and customers. While doing so, we have to fight off our competitors. We struggle to outwit, outplay and outlast our rivals. If this is fun you, you’ve got some passion.
We Believe
Next, we can build and maintain passion for selling if we sell a product or service that we believe in for a company that we are proud to represent. It’s difficult to be selective these days, but picking the right environment matters. If you are in a bad place with a bad product and a company that you don’t believe in it is difficult to keep the passion for selling meter in the right place.
Our Rewards
Finally, the rewards for success in sales are worth the effort and can generate and maintain a passion for selling. In sales, when you do well you are highly compensated, awarded and admired by many. There is nothing that will fuel passion for selling more than getting results and making money.
The Lesson
If you have passion for selling you are or will soon become a force to be reckoned with.
Tuesday, August 25, 2009
Careers in Sales - You Can Sell
Selling is Essential
Our economy is and has forever been driven by sales. All commerce involves sales transactions being made. If sales were suspended the day-to-day business world as we know it would grind to a halt. All employment, in any category, is created and supported by sales revenue. No sales = no jobs for anyone. That makes salespeople pretty important and absolutely necessary to business and industry.
Workers in the blue and white collar workforce deliver the products and services sold to end users by salespeople. These people work for companies and fill positions for the purpose of fulfilling sales contracts. All workers are trained either formally or on the job to do their part to get the job done.
There is Another World Out There
Many workers are unaware of the parallel universe, an army of others, who sell what they produce or sell products or services to them in support of their jobs. Accountants buy accounting software, computer hardware, business forms, and books, attend classes, and require support services for their systems. There are dozens of different jobs that support accounting and accountants. On the other hand, public accountants sell their services to other businesses. Likewise, there are many similar opportunities in health care, engineering, government, manufacturing, distribution and in all other categories of business and industry. There is no end to opportunities for employment in sales.
It's a Very Big Space
For example, there are a large number of sales transactions that are made, in the manufacture of an automobile…before cars leave the showroom. The actual sale of an automobile is the climax of a string of sales that can be traced back to the real estate salesperson who sold the land to the mine that dug up the iron ore that eventually became steel for the car’s frame. Think it over. Every raw material, transportation, tool, process, facility, every sales transaction that happened in the process of manufacturing an automobile could number many hundreds. There are probably more sales made than can be documented. The great news is that as part of every sale a salesperson was involved and compensated.
Just Talk the Talk
So, there are hundreds of thousands of sales jobs that sell to people like you, companies like yours. Who fills those jobs? People like you, with the knowledge and skill set like yours, sell to people like you. If you are a medical laboratory technologist, there are dozens of people who sell to you. Salespeople in this space know their customer’s job…they can talk the talk. They can easily discuss reagents, photometers, culture media, and the hundreds of other categories of supplies and equipment that support a medical laboratory. Guess what? Every product or service has multiple vendors for each and they all employ dedicated salespeople.
Sales Jobs Go Begging
You can sell. Sales jobs are out there looking for people. Companies are hiring ambitious people who understand their products or services and are willing and able to learn their sales processes. There are many different types of sales jobs and different ways to conduct day-to-day business, but in every case the high level goal is to call on customers and prospective customers, uncover their needs, fill their needs, and while doing so, make sales transactions.
Top Earnings Potential
Successful salespeople are highly compensated. Because selling is a career that offers no practical limits salespeople can advance to “professional” status by learning how to behave and by working hard. Think about people you know who are in sales. The good ones do pretty well financially. The great ones earn great money and live like other professionals…doctors, lawyers and business owners and executives.
Not Too Hard...In Theory
Selling is not too complicated. In a very basic way sales jobs require you to meet new friends and get to know them and their needs. Salespeople fill the needs of their customers. Dr. Norman Vincent Peale said: “Find a need and fill it.” That is simple enough. Another great definition of the sales process came from Mark Thelen. Mark noted that “Selling is activity based on a fair exchange of value. After the transaction, both parties are better off.” What could be a better way to spend a career than fairly exchanging value with nice people who need your products or services?
Consider A Sales Career
Anyone who is out of work, displaced and searching for a new career should consider a career is sales. There are many types of sales positions in various categories, but they all offer opportunities for unemployed or under employed to get a fresh start and earn a good to great living.
Our economy is and has forever been driven by sales. All commerce involves sales transactions being made. If sales were suspended the day-to-day business world as we know it would grind to a halt. All employment, in any category, is created and supported by sales revenue. No sales = no jobs for anyone. That makes salespeople pretty important and absolutely necessary to business and industry.
Workers in the blue and white collar workforce deliver the products and services sold to end users by salespeople. These people work for companies and fill positions for the purpose of fulfilling sales contracts. All workers are trained either formally or on the job to do their part to get the job done.
There is Another World Out There
Many workers are unaware of the parallel universe, an army of others, who sell what they produce or sell products or services to them in support of their jobs. Accountants buy accounting software, computer hardware, business forms, and books, attend classes, and require support services for their systems. There are dozens of different jobs that support accounting and accountants. On the other hand, public accountants sell their services to other businesses. Likewise, there are many similar opportunities in health care, engineering, government, manufacturing, distribution and in all other categories of business and industry. There is no end to opportunities for employment in sales.
It's a Very Big Space
For example, there are a large number of sales transactions that are made, in the manufacture of an automobile…before cars leave the showroom. The actual sale of an automobile is the climax of a string of sales that can be traced back to the real estate salesperson who sold the land to the mine that dug up the iron ore that eventually became steel for the car’s frame. Think it over. Every raw material, transportation, tool, process, facility, every sales transaction that happened in the process of manufacturing an automobile could number many hundreds. There are probably more sales made than can be documented. The great news is that as part of every sale a salesperson was involved and compensated.
Just Talk the Talk
So, there are hundreds of thousands of sales jobs that sell to people like you, companies like yours. Who fills those jobs? People like you, with the knowledge and skill set like yours, sell to people like you. If you are a medical laboratory technologist, there are dozens of people who sell to you. Salespeople in this space know their customer’s job…they can talk the talk. They can easily discuss reagents, photometers, culture media, and the hundreds of other categories of supplies and equipment that support a medical laboratory. Guess what? Every product or service has multiple vendors for each and they all employ dedicated salespeople.
Sales Jobs Go Begging
You can sell. Sales jobs are out there looking for people. Companies are hiring ambitious people who understand their products or services and are willing and able to learn their sales processes. There are many different types of sales jobs and different ways to conduct day-to-day business, but in every case the high level goal is to call on customers and prospective customers, uncover their needs, fill their needs, and while doing so, make sales transactions.
Top Earnings Potential
Successful salespeople are highly compensated. Because selling is a career that offers no practical limits salespeople can advance to “professional” status by learning how to behave and by working hard. Think about people you know who are in sales. The good ones do pretty well financially. The great ones earn great money and live like other professionals…doctors, lawyers and business owners and executives.
Not Too Hard...In Theory
Selling is not too complicated. In a very basic way sales jobs require you to meet new friends and get to know them and their needs. Salespeople fill the needs of their customers. Dr. Norman Vincent Peale said: “Find a need and fill it.” That is simple enough. Another great definition of the sales process came from Mark Thelen. Mark noted that “Selling is activity based on a fair exchange of value. After the transaction, both parties are better off.” What could be a better way to spend a career than fairly exchanging value with nice people who need your products or services?
Consider A Sales Career
Anyone who is out of work, displaced and searching for a new career should consider a career is sales. There are many types of sales positions in various categories, but they all offer opportunities for unemployed or under employed to get a fresh start and earn a good to great living.
Saturday, August 8, 2009
Salespeople Need Courage
Long ago I learned that courage is a key element of a successful sales career.
What is there to be afraid of in sales?
Other than the potential for an angry prospect or customer to give you a tough time, there doesn’t seem to be much to be afraid of. Then why is courage an attribute of success? Salespeople need courage to address and overcome more subtle challenges that we all face on a continuing basis.
Rejection
Rejection was my biggest personal hurdle. I was afraid of failure for the first few years of my career. I was afraid to be turned down by prospects or customers. Rejection was embarrassing and humiliating. It became such a problem for me that I stopped calling on busy customers so that if I was turned away or told no that others would not witness the humiliation. Once I recognized that my career would be over if I couldn’t overcome fear, I became determined to suck it up and make those calls anyway, under any circumstances. I was still nervous, but I did what I had to do anyway. Having courage to fight through my fear saved my sales career.
Competition
If something is worthwhile, a good product or service to sell, a money maker, you can be sure that there will be serious competition. Competition used to make me nervous. It was hard to sit in a waiting room staring down the guy or girl who wanted to beat me. At some point I decided that I was going to stand up to competition and fight to win every time, always. I studied my competition. I learned about them, their strengths and weaknesses. I worked at being better than the competition. My funniest incident happened one day when a strong competitor drove in the customer’s parking lot behind me. No kidding, I actually ran from the car to the door and was seen first. First come first served. I got over worrying about competitors and decided to win baby win.
Change
Just about the time you get control of your career and get in a groove, things seem to change. No, things always change. Change can be our friend if we understand and adapt to it. We need courage to step into unknown territory, away from the security of what we know, our comfort zones. Winners don’t worry about change and winners don’t procrastinate when change arrives. They continue to learn about, adapt to and master changes that others withdraw from or ignore. The reality is that those who aren’t courageous enough to change will fail.
Security
Have you ever worried about your job, your security? Sure you have. We all have. With house payments, car payments, kids to raise and a lifestyle to maintain I used to worry about my future constantly. What if my industry changed? (It did), what if my employer faltered? (It did) What if? What if? What if? If you can’t live in the insecure world of sales, you won’t make it. When I began to realize that my career security was based on the skills and work habits I developed, I stopped worrying. I started to believe in myself. Our reality is that as producing sales professional we are totally employable. All companies need sales and that requires talented salespeople. Need a job? Get the word out and the phone will ring. The good news is that you provide your own career security and are immune from outside factors. Stop worrying.
The Lesson
Over time, I have conditioned myself to overcome my fears to deal with rejection, competition and change. “No” became “Non-Yes”. Competitors were left behind in the dust and change became my friend…a welcome opportunity to establish a competitive advantage. I stopped worrying about career security. It stopped being a problem.
Practical Application
A few weeks ago I was kicked out of a building by a big guy who decided he didn’t want to talk to me after all and wanted me out of his office immediately. He was a former Marine Staff Sergeant (evidenced by lots of stuff on his office walls), so I willingly left right away. Once in the parking lot I checked and did not have any visible bumps or bruises. My feelings were not even hurt. As a forty year veteran salesperson in the field, and at sixty-two years of age, I had again been severely rejected by a prospective customer. My attitude was “So what, next?”
In Hindsight
I should have qualified that guy a little better.
What is there to be afraid of in sales?
Other than the potential for an angry prospect or customer to give you a tough time, there doesn’t seem to be much to be afraid of. Then why is courage an attribute of success? Salespeople need courage to address and overcome more subtle challenges that we all face on a continuing basis.
Rejection
Rejection was my biggest personal hurdle. I was afraid of failure for the first few years of my career. I was afraid to be turned down by prospects or customers. Rejection was embarrassing and humiliating. It became such a problem for me that I stopped calling on busy customers so that if I was turned away or told no that others would not witness the humiliation. Once I recognized that my career would be over if I couldn’t overcome fear, I became determined to suck it up and make those calls anyway, under any circumstances. I was still nervous, but I did what I had to do anyway. Having courage to fight through my fear saved my sales career.
Competition
If something is worthwhile, a good product or service to sell, a money maker, you can be sure that there will be serious competition. Competition used to make me nervous. It was hard to sit in a waiting room staring down the guy or girl who wanted to beat me. At some point I decided that I was going to stand up to competition and fight to win every time, always. I studied my competition. I learned about them, their strengths and weaknesses. I worked at being better than the competition. My funniest incident happened one day when a strong competitor drove in the customer’s parking lot behind me. No kidding, I actually ran from the car to the door and was seen first. First come first served. I got over worrying about competitors and decided to win baby win.
Change
Just about the time you get control of your career and get in a groove, things seem to change. No, things always change. Change can be our friend if we understand and adapt to it. We need courage to step into unknown territory, away from the security of what we know, our comfort zones. Winners don’t worry about change and winners don’t procrastinate when change arrives. They continue to learn about, adapt to and master changes that others withdraw from or ignore. The reality is that those who aren’t courageous enough to change will fail.
Security
Have you ever worried about your job, your security? Sure you have. We all have. With house payments, car payments, kids to raise and a lifestyle to maintain I used to worry about my future constantly. What if my industry changed? (It did), what if my employer faltered? (It did) What if? What if? What if? If you can’t live in the insecure world of sales, you won’t make it. When I began to realize that my career security was based on the skills and work habits I developed, I stopped worrying. I started to believe in myself. Our reality is that as producing sales professional we are totally employable. All companies need sales and that requires talented salespeople. Need a job? Get the word out and the phone will ring. The good news is that you provide your own career security and are immune from outside factors. Stop worrying.
The Lesson
Over time, I have conditioned myself to overcome my fears to deal with rejection, competition and change. “No” became “Non-Yes”. Competitors were left behind in the dust and change became my friend…a welcome opportunity to establish a competitive advantage. I stopped worrying about career security. It stopped being a problem.
Practical Application
A few weeks ago I was kicked out of a building by a big guy who decided he didn’t want to talk to me after all and wanted me out of his office immediately. He was a former Marine Staff Sergeant (evidenced by lots of stuff on his office walls), so I willingly left right away. Once in the parking lot I checked and did not have any visible bumps or bruises. My feelings were not even hurt. As a forty year veteran salesperson in the field, and at sixty-two years of age, I had again been severely rejected by a prospective customer. My attitude was “So what, next?”
In Hindsight
I should have qualified that guy a little better.
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