Ambivert - and I Like It!

In a previous post I professed my addiction to the Flipboard App on my iPad. Today, I stumbled upon an Inc. article, Reading This May Be Your Only Non-Sales Activity Today and part way through it I sat back in my chair, sighed, and said, "Finally, I know what I am..."

I'm an ambivert and if you didn't click on the link to the article above already, here's the portion that struck me:

"So what types of people are the best at sales?

Adam Grant, a professor at Wharton, has done research that shows very, very clearly that "ambiverts"--people who are not too introverted and not too extroverted--are the most effective salespeople. Because they are the most attuned. They know when to shut up; they know when to speak up. They know when to push; they know when to hold back. I think most of us are ambiverts."

Now before you blow your coffee all over the place or scream out loud, "Huizenga, you pompass ass", I'm not claiming that I'm the "best at sales", however I am claiming that I'm an ambivert and I'm proud to be a salesperson. Yes, I'm good at it.

Over the years, possibly like you, I've been through multiple personality type testings; Myers & Briggs, DiSC, etc. and I typically test out as an extrovert. Yet my brain screams out, "You're not an extrovert. You are so much more the introvert. You prefer to remain silent. You like to read. You're comfortable being alone. You don't have to be entertained or be the entertainer."

If I ask others, "Hey, be honest, am I an introvert or extrovert?" They always laugh and tell me how extroverted I am. All I can think is that I must a really good faker.

I'm an ambivert.

• I'm aware ("attuned") of what's going on around me. Sometimes I just notice things... 
• Because I'm comfortable with silence, I'm a good listener, which I consider to be the best selling skill of them all.
• I am effective - and proud to say so.

Over the years I've presented at various industry functions. One of my earlier presentations was titled, "Stereotype A or Stereotype B".  It was all about choosing to not live up to the stereotype that others place on you.

• When I say salesperson, you see in your minds eye a slimey, Used Car Sales Person". Can you say stereotype?
• When I say janitor, you see a lazy man standing in a corner holding up a broom. Can you say stereotype?

Do you think salespeople are automatically labeled as extroverts? You know that answer and I was never comfortable in the skin that was applied to me.

Today I found myself - I'm an ambivert - and I like it!

Great News! You Don't Have To Be Great. You Only Need To Be Good

Those of you who know me have heard me "tongue in cheek" praise the competition. C'mon, stick with me here. I firmly believe that the markets can be your sales playground. Why? Because in the sales world I live in - the world of industrial distribution - sales representatives suck! They really do.

Ok. One concession. Not all of them are really that bad. There are a few good ones and probably one or two that I'd happily add to my sales team. However, the best news is: Most of them are really, really bad.

Glen, you ask, what makes them so bad. I'm so glad you asked. Here are few observations:

1. They are not Product Experts

• They rely on manufacturer reps way too much. Example: Customer asks them to visit and help troubleshoot a floorcare problem. Bad sales rep eagerly agrees to the request. Shows up. Looks at the floor and promptly says, "I'll have to contact my manufacturer rep and bring her back around to look at the floor". Here's what the customer interprets: I have no idea how to help you. In fact, I've wasted your time. I could have called my manufacturer rep to visit with me on this call, but I'm not organized enough to make that happen. I have no product knowledge.

2. They have no Purpose

• They schedule appointments (or more likely, just "show up" unannounced) and make these kind of statements: "Do you need anything today?" or "Why don't you buy that item from me?" (as they point to a competitors product on the customers shelf) or, my favorite, "Can I quote you on that?"

3. They fail to Do What They Said They Were Going To Do

• "I'll have that proposal to you by end of the day tomorrow". Then they promptly forget about it because they have no system. Two weeks later they "show up" (see item #2 above) and the customer/prospect says, "Hey, were you going to get me that proposal?" Sales Rep Who Sucks proceeds to say, "Oh yeah, I forgot to call you... uh, I've been waiting on the manufacturer's rep to get me pricing (a lie). I'll have it to you tomorrow (yeah, right)

I raise my glass high to all who are not Product Experts, to all who have no Purpose, and I'll even raise it a little higher to all who fail to Do What They Said They Were Going To Do

Thank You! You make my job all that much easier.

To succeed in the world of distribution sales you don't have to be great. You only need to be good because your competition sucks!

Be good today

Asking the Additional Question

Have you ever gone off on someone only to find out that what you had been told and thought was the truth had been distorted by the person who told you? What I find most interesting is that the person telling you what you perceived to be the unequivocal truth honestly believed what they were telling you. Their intention was rock solid. They were not purposefully misleading you. You simply took their word as gospel, ran with it, and abused another person verbally and, subsequently, mentally. And here's the part that really hurts... You were wrong! You didn't ask the additional question.

A few things come to mind almost immediately:

1. "Now who's the idiot?" (Obvious answer: Me)
2. How to avoid looking like an idiot in situations like this next time?
3. I need to apologize to the person I abused
4. I need to approach the person who first provided me with the information.

InsightBYg Suggestions:

1. When facing any type of explosive situation - PAUSE
2. Ask yourself, who else should I reach out to in an effort to correlate facts - THINK
3. Gather the "Three Sides to Every Story" - (yours, mine, and the truth) - COLLECT
4. While collecting information - ASK THE ADDITIONAL QUESTION!
5. When calling the person you need to approach, use an opening statement such as, "Someone called me with a complaint (or issue or problem, etc) and I'd like to share what I heard. Is that ok?" - SHOW RESPECT

Doing so will diffuse most situations and help to avoid egg on your face.

...Like a Navy SEAL

“We expect to lead and be led. In the absence of orders I will take charge, lead my teammates, and accomplish the mission. I lead by example in all situations.” -- Navy SEAL Creed

I admit it. I'm a Flipboard addict. It has to be the most used app on my iPad. Recently I came across an article called, How To Develop Young Leaders - and what an inspiring article it was for me!

What struck me about the creed was its depth, yet it contains only three sentences.

So I decided to put each sentence to practice in my daily life, both work and personal.

"We expect to lead and be led" - Take a minute and seriously think about that sentence [PAUSE]. I had to ask myself whether or not I truly approach leadership as an expectation. It's much easier to think of it as chore. Also, will I set aside my ego and actually allow someone to lead me? If I'm honest (if we're all honest), I always think I'm right. So how does having that attitude allow me to be led? I need to embrace being led. I can always learn! Hey, I'm not always right, right?

"I will take charge, lead my teammates, and accomplish the mission" - Accept responsibility. Take initiative, and reach the goal!

"I lead by example in all situations" - All situations? Do I really do that? No, I don't. I want to assign blame on someone else when something goes wrong. What kind of leader is that? A leader with a short lifespan... Leading by example means putting yourself out there for criticism. You must be strong, fair, and consistent. In fact, I need to be strong, fair, and consisent.

If you're young and you don't think you're in a position of leadership, you are wrong. Choose to follow the lead of the Navy SEAL

“We expect to lead and be led. In the absence of orders I will take charge, lead my teammates, and accomplish the mission. I lead by example in all situations.” -- Navy SEAL Creed

The Best Skill



I'm frequently asked, "Glen, what do you think is the best skill a salesperson should develop?" Its a tough question if I choose to make it a tough question.

Here's the reality, if you asked me to answer the question immediately, here's how I would respond:

Listening

Most reps have no idea how to listen. It's unfortunate. (or fortunate, if you're competing against them)

So, here's the short lesson plan:

1. Shut Up - yes, stop talking. Ask your carefully prepared, open-ended, customer specific question, and keep the lips sealed - tight!
2. Make Eye Contact - don't stare, focus on the bridge of their nose, and avoid the desire to look away.
3. Listen, Listen, Listen - take notes
4. Master the Art of Small Acknowledgement Noises - don't over do this
5. Discern - learn to read between the lines

Master the skill of Listening and achieve your goals in 2013

Hey! Remember, it's FUN!

Three selling days into the year and each day has found multiple moments to remind me that I love my job!

And... isn't that the way it should be? Shouldn't you absolutely, unabashedly love what you do? Really, if you don't love your job, I can only encourage you to look for one that you can love. Life is seriously too short to be miserable

Top Reasons I Love My Job:

1. I love to sell.
2. I enjoy inspiring others to learn how to sell and to love to sell.
3. Matching that correct solution to the customers or prospects problem. Creating a mutual "win".
4. Sticking it to the competition.... yes, I know this could be considered gloating or prideful, but, c'mon, admit it, it sure feels good!
5. I love to learn and each day provides multiple opportunities to learn and improve.

Knowing that you give your best every day contributes to personal satisfaction. Choosing to focus on "I can" vs. "I can't" helps establish a mindset that will assist in overcoming daily obstacles. Lets face it, crap is going happen. It's how you deal with the crap that will set you apart from those who can't.

Love your job! Be your best! It's a choice. Remember, it's fun!

Of Mirrors and Forgiveness

Larry Winget, in his DVD presentation, Shut Up, Stop Whining, and Get a Life says, "... the hardest thing you'll ever do in life is get up, look at yourself in the mirror and say, 'You know what, this is all my fault'... and it is!"

For a number of years I've been giving a presentation titled, "Dealing with Change" using Larry's DVD as the foundation for my talk. Lately I've personally been reflecting on his "mirror" statement.

What is it about blame that makes it an easy scapegoat for all the decisions in life? Why, as humans, do we find it so hard to "look in the mirror"? I'd much rather put the weight of my decisions and the painful consequences on to fate or circumstances or, if I'm really honest, someone else.

So, I "looked in the mirror" and made a couple decisions.

First, I need to acknowledge that all of the results, both good and bad, stem from the decisions I make. Second, rather than focus on all the negative, I need to focus on the positive. Here's the good news: There's a lot of really positive stuff - a tremendous amount to be thankful for. Lastly, I need to forgive myself. Yes, mistake have been made. They had consequences. They reside in the past. I can't change them. I made them. I must live with them. Unfortunately, many of the mistakes hurt others in my life. Fortunately, they have been able to forgive me (probably quicker than I've been able to forgive myself). Mistakes are not forgotten, however they can be forgiven.

InsightBYg:

• Look in the mirror. It all starts with you
• Focus on the good, not the bad.
• Mistakes live in the past. You cannot change them
• Forgive yourself
• Ask for forgiveness

Have you ever noticed, when you're making a decision, that your brain gives you a nanosecond of "what if" and then you make your decision? Cartoons portray this "what if" as either an angel or a devil sitting on your shoulder, whispering opinions in your ear. Learning to listen to that "still, small voice" of positive reason should help reduce the number of "all my fault" moments and increase the amount of positive stuff to be thankful for.