They are always watching.

It’s her new backpack for school, pre-kindergarten.  She is 4 and he is 29.  Her dad knew she would proudly walk to the car if she could don that new prize possession.  He is a good dad.

How does this happen?  And, what does it have to do with sales?

A lot.

Everyone knows a few things about sales, but we all know that there are certain things that if you do them, they always end in success:

Show up.  90% of getting the deal is all about showing up.

Same with being a good dad.

Positive attitude.  You have heard the saying “attitude determines altitude.”

Same with being a good dad.

Learn and care about your prospect.  Find something in common, find a way to add value.

Same with being a good dad.

Have fun.  It’s not all about work, but work can definitely be fun.

Same with being a good dad.

Stick with it.  How many times has a prospect said they were not interested?  But, after time and checking in with the prospect something changed, and now they have a need.

Same with being a good dad.

Follow through.  I read a statistic that said 92% of salespeople don’t follow through.  The other 8% are wildly successful salespeople.

Same with being a good dad.

And so, it goes with all of us.  They are watching.  Who is watching?  Our team, our prospects, our competitors, our boss.

Same with our children.

If you work hard, they will work hard.

If you behave ethically, they will behave ethically.

If you listen and care, they will listen and care.

They are always watching.

The precious photo is of my son and his daughter.  My son learned how to be a good dad from his dad.  And he learned from his dad.  They were watching.

Photo courtesy of Christina Ropp

Wisdom from a friend.

My grandma (maternal) died when I was 16.  Even though she had 18 grandchildren, she made me feel special, she made me feel like her heart had plenty of room for all of us.  My grandma knew my favorite color was pink and she always presented me with pink items, handmade from her heart.  She meticulously kept track of all the favorites of her grandchildren so she could delight us.  I loved that woman.

My aunt, (moms only sister) died when I was 34.  Even though she had 10 children, she always made me and my children feel special, she made me feel like her heart had plenty of room for all of us.   My aunt lived on a farm and welcomed me and my children to the farm all the time.  We picked beans and tomatoes and she always had a fun item for my son – like the skull of a farm animal.  I loved that woman.

My dear friend Nellie died this past week.  She allowed me the privilege to preview her book, “Wisdom from the Cup.”  She gave me one of the first copies and inscribed a message inside: “Remember to savor every sip of life.”  Nellie had a way of wrapping her heart around everyone she met.  Her magnetic personality drew you into her joy of life and it was easy to lose hours at a time visiting with Nellie about life and life experiences.  I loved that woman and I am going to miss her dearly.

Nellie had something in common with everyone, probably many things.  She had a way of wrapping her heart around you and making you feel like the relationship you had with her was so incredibly special.  I thought I would share some of our commonalities and things we did not have in common so you might enjoy her wonderful personality too.

Nellie was born on September 10th, I was married on September 10th.

Nellie and her son had a special love for Phantom of the Opera, my son and I have a special love for Phantom of the Opera.

Nellie lives in 2 states, I have homes in 2 states. (Nellie was much better at living in the 2 states than I was.)

Nellie loves the water.  A Michigander from the Great Lakes state, I love the water.

Nellie lived on sail boats part time, I live on a power boat part time.

Nellie enjoyed entrepreneurial activities, I enjoy entrepreneurial activities.

Nellie and I both loved to write and although she was published many times, I plan to be published too.

Nellie’s husband and my husband both love motors – boats and car motors.

Nellie and I often uncovered things that we had in common but we also had great laughs about the things we did that were completely opposite of one another.

Nellie traveled internationally to serve the world, I serve in the community I live in.  (They both need to be served.)

Nellie learned to sail without her husband, I went to sailing school with my husband.  (That is probably the reason we have a power boat.)

Nellie is an only child, I am in the middle of 8.

With all of our commonalities, nothing brought us together more than discussions about our cup collecting.  I had the opportunity to see Nellie’s’ collection, she wins.  She has way more cups than I do, but we bought them for the same reasons – we love coffee and we enjoyed savoring the experiences from where the cup originated.

I met Nellie when we worked on the Chamber of Commerce membership committee together.  And, not only was Nellie genius with her advice to small businesses, she was a presenter on how to take advantage of all the benefits the Chamber had to offer.  I also had the joy of watching Nellie win a “pitch” competition for her business endeavor at the time.  Nellie created a business for care givers of medical patients.  Through all of this I learned that Nellie was a phenomenal relationship builder.  She had relationships all over the world and they were not acquaintances, they were strong, lasting, deep, love filled friendships.  She was just amazing.

My blog is about sales, but throughout my career all of my sales have come from trusted relationships.  People do business with people they trust and enjoy being around.  My grandma, my aunt and my dear friend Nellie all knew how to build trust and sincere relationships with many people.  I miss them, but I know they continue to wrap their hearts around me and so many others.

Thank you, Nellie, for your friendship, your humanitarian service, and your wisdom – I will do my very best to savor every sip of life.

You can find Nellie’s book – https://www.amazon.com/Wisdom-Cup-Nellie-Symm-Gruender-2015-07-20/dp/B01FKTCMQA

Runner up!

Who remembers 2nd place?
That may not be a good question if you are asking a sports enthusiast like my husband, he remembers every NASCAR race, college football game and please don’t get him started on my son’s cross country races!!

Second place has been called the first loser, and often we discuss that no one remembers who the “runner up” was. I feel very differently about second place. In my opinion it is a perfect place to be. Let me share a typical second place scenario with you…

I place a call on a prospect, get the appointment, discuss the value we add to each other with a relationship – but I am told any one of the following reasons that a business relationship will not work out:
“My mom, sister, brother, uncle, dad… is in the same business.”
“I am really happy with my current relationship and do not want to upset my current relationship.”
“The company we use now does business with us and that means a lot to me.”
“I get really good service and I don’t want to risk changing that.”
“It is just too much trouble to make a change.”

To every one of those responses I say:
“I completely understand. Would you mind if I hang out in second place? We could build a relationship and then if anything changes, we won’t be strangers. And, if you ever want a second opinion on something, I am right here.”
Second place has served me pretty well. Life changes all the time. Second place becomes first place very quickly. One or two poor customer service problems, a family member changes jobs, companies change policies… anything can happen to move you into first place.
Let me caution you- if you ask someone for their business and they like you, and they trust you, but they don’t pick you… they will watch you very closely. You are automatically in second place in their mind. So, be very careful with that position. Nurture every prospect beyond the “ask.” It is a little bit like the “never give up” attitude.

This week I was honored to be in second place, I was probably in third place but who’s keeping track, right???
Recently, our Columbia Mo. Chamber of Commerce’s Women’s Network honored an outstanding female leader and mentor in my community (Athena International Award). I was one of three finalists; the other two women were pillars in our community and I was deeply honored to even stand with them. Nope, I did not win, but being a runner up was pretty good. Athena was the Greek virgin goddess of reason, intelligent activity, arts and literature. She was a goddess of wisdom and courage. Well, I may not have all of those traits (my sisters are falling out of their seats right now!), but maybe I have one or two – and that is pretty darn cool!

Photo: Jan Grossman, Vicki Russell, Me! (Athena International Award ceremony, Vicki Russell was named 2017 Athena)

PUSHY!

Pushy.

[poo sh-ee]

Adjective – obnoxiously forward or self-assertive.

We have all experienced this behavior from someone.  We have all felt uncomfortable because someone thought they had the right to place their goals and objectives ahead of someone else’s.

 

I call this “blinded by the light.”

Think of a movie scene where the light is at the end of the tunnel and a human is attracted to it with such gravitational force that it is like a meteor plummeting to the earth with a crashing force that it will annihilate anything in its wake.

 

Just this week I experienced this energy, drive, self-fulfilling behavior with complete disregard to my needs and my feelings.  I was approached by an older gentleman who asked for 20 minutes of my time in the next hour.  I was told it was not an option for me to meet and have a discussion.

Not only was I not feeling well, my husband was not feeling well and I had a number of priority items to handle.  It was also presented to me right before I had to stand and present before a group of colleagues.  I felt a number of emotions: shock, exhaustion, fury, wonder, and even a large lack of self-confidence.

 

Incredible as it may seem, I succumbed to the pressure and made myself available.  Much to my dismay, anger, frustration – the meeting did not go well and made all the feelings I had even worse.

 

Great salespeople never push their agenda before that of their clients or prospects.

Great salespeople always ask permission for someone’s time.

Great salespeople never expect someone to drop everything for them.

Great salespeople always want what is best for the prospect or client, and believes that a consumer is intelligent enough to come to a good decision for themselves.

Great salespeople never say “well you better do it this month or else…”

 

You may be told by your trainer to create a sense of urgency.

You may be told by your trainer to be persistent, “constant contact.”

You may be told by your trainer to share with your prospect how much it will help you if they do it today.

You may be told by your trainer that the prospect doesn’t know enough or cannot make that decision without all of your information.

 

Whether you are selling or not, professionals don’t behave this way either.

 

People!  Stop being pushy!!

Let me offer you how I approach asking someone for their time.  And if you are asking enough people for their time, you will have plenty of people to talk to.

First, call, email or ask face to face if someone would welcome a conversation with you.

Ask permission to reach out to them, with the purpose of scheduling a time for that conversation.

Follow through and reach out, via the channel that has been agreed upon, and schedule an appointment for that conversation.

When you do reach out, ask if it is a good time still, (sometime circumstances change and what was planned does not work,) be generous – time is the most valuable item anyone can give to another, handle it with great care.

Thank the person for their graciousness to you.

 

Do you want to be a great salesperson?  Start with courtesy.

 

I am so incredibly courteous with others time that this week when I asked someone if they thought I was a good salesperson they answered “I don’t really think of you as a salesperson.”

Good.  I am not blinding anyone by my light.

 

Bounce Rejection!

Recently a friend shared that when contemplating asking someone for their business she physically begins to tremble, move backward away from the idea, she gets a lump in her throat and her stomach begins to roll. All of these things happen, she knows, because they might say “no.” My friend knows she is good at what she does, she is certain she has talent, she believes in her product and service and she knows her product or service would add value to the person she is asking. It isn’t any of those things. It is the silence that comes with the “no,” it is the idea of the next time they are in a social setting and how they will adjust to the “no,” it is the simple reality that they don’t find the same value in her product and service as she does.

Check out this blog on sales statistics to learn just how hard it is to be a great sales person:

10 Sales Performance Stats To Know

We can reason all of these feelings away and suggest that anyone can learn to get over these feelings and make the ask anyway. Sure, anyone can learn a skill. But can they excel at it? Can they be remarkable at it? Can they do it with such joy and glee that it seems effortless? Can anyone sell? Sure. But if it doesn’t make you feel good maybe you should find another way, maybe.

Rejection comes in all forms. Whether it is personal or a business rejection, it is never fun. Or is it?
I remember a couple of guys in high school that I really liked, I probably acted like a complete fool around them. You know the ending of the story since my husband is 6 years older than me, those guys did not like me back. It was personal. But I look back on high school with great fondness, even if those boys didn’t like me!
Rejection in the business world might be easier than in the personal world, we all know that changing jobs is not nearly as big of a deal than getting a divorce… but rejection is hard and hurtful no matter the instance.
Rejection in your business life is simply a disagreement of how a company moves forward. If you are offering your products or services to a company and they say “no thank you”, it just means they have another plan, it may not be a good time, they may have loyalties to someone else or they might not think your product and service will add enough value at this moment for the company. Very seldom is it personal – and then you don’t want to work with them anyway… people who run companies on personal whims can never be trusted.
In all situations – MOVE ON!

When someone serves me up a good dose of rejection I always leave the door open for their ultimate purchase of my product or service. They may come around, uncover a need, change the company direction. They may have a change in management, they may change to another company – we never know. I enjoy filling the silence after a “no” with “can we stay in touch?” Never has anyone rejected that question. And over the years, many, many times, they have said “yes” at another time.

Maybe YOU should not deal with rejection. Maybe YOU should do what you are good at and let the professional salesperson deal with rejection. Hire a salesperson.
Perhaps the better way for you to build your business is to build referral sources who believe in you. Perhaps trading referrals is a better way. Many people will share their friend’s greatness before they will share their own… fine, do it that way – build a referral team.
Maybe you believe you can generate business via a strong media presence. Remember people trust people not buildings and products. Make sure your message is about you and trust. It can work.

Rejection is not easy, rejection hurts. Understanding rejection and dealing with rejection allows you to wear the ultimate rubber suit and when you understand rejection then you just bounce to the next opportunity and in a very positive way!

Have you heard of Tigger? T I double “GA” ER. Well “Tiggers are wonderful fellas, Tiggers are wonderful things. Their tops are made out of rubber and their bottoms are made out of springs.” Simply put – Tiggers bounce and they are fun. Great salespeople are like Tiggers. If you don’t see yourself as a Tigger, then figure out how to add a Tigger into your world, I think you will be glad you did.

Deal Making Happens Every Day

Was there a time in life that I did not need the ability to make a sale? No.

As the middle of eight children, I worked a deal every day. Two of my sisters wore the same size shoes and clothes as I did, so we were dealing. Who got to sit next to Mom at church? We were dealing. Getting the front seat of the station wagon? We were dealing.

In all these instances, getting what I wanted had more to do with my preparation—my pre-call plan—than it did with convincing my siblings to see things my way. If you weren’t the first one to get out of bed, the first one to be ready and the first one out the door, the chance of getting the front seat was very low.

So in this, I learned a key to sales. If you don’t plan to make a sale, then you will never make a sale.

If you conducted a survey, more than half of those asked would say they cannot do sales, or even that they hate sales. The other half would not only love sales, but because they love sales, they would generously add how good they are at the art of making deals.

Harvard Law School has a certificate in deal making, which they call “negotiation.” And every good negotiation starts with preparation. In this first post, I’m first going to urge you to consider all the deals you make each day.

Once you realize the deals you’re making each day, I want you to consider how the results of those deals might have turned in your favor with a bit of preparation.

For example, if I have a morning meeting with clients, I’ll figure out all the minute details the day prior—down to the coffee. You see, if I didn’t, I might be busy making coffee when the prospect arrives. So, I struck a deal with a coworker through value creation.

First and foremost, I selected the right prospect (in this case, the best person to make coffee). If they have time to talk, I start by asking for help. Any basic psychology course will talk about humans’ innate desire to help one another.

”Jack/Jill, I think I have a great prospect coming in to work tomorrow and I’m wondering if you might help me with some set up for the meeting?

Unless they’re having surgery, who will say no?

“Sure, how can I help…”

After a great meeting with delicious coffee, update Jack/Jill on how it went, and thank them in front of others. When we give compliments, others learn how to earn compliments.

Another daily example is your daily lunch break. For example, if you’d gone to see who was in the break room before taking your lunch, you might have been able to time your midday meal with a colleague that has a strength or skillset you admire. If you’d time your lunch right, you might be able to strike up a conversation.

It’s a common exchange of value. They will enjoy speaking about something they love, and you’ve made them feel good by showing them you value their art. In return, you get to learn a bit of their expertise.

Opportunities are everywhere. But you must plan to make great deals.