It's Confidence That Let's You Take the Next Step

It's Saturday, February 23. Simply said, " Today was a great day".

Sarah and I are visiting with our daughter, Mallory. She's in her 2nd year at Northern Michigan University in Marquette, MI. If you've not been in Michigan's Upper Peninsula in winter, you have no idea what you're missing. It's beautiful! Today we started out at Presque Isle Park.

As we hiked toward Lake Superior the landscape changed from snow crusted woods to a moonscape of ice. Mallory looks like she's hiking on another planet.

We continued our trek. We came to a place, the Bay, that Mal had visited just a week prior. She couldn't believe the changes. One week earlier the water was easily visible. Since that visit the water froze, the waves pushed the ice ever higher, and the Bay had a completely different feel and look.

Being the ever adventurous soul, I opted to climb up some of the ice for a better view. I love a good challenge. Mallory wanted to follow but struggled to climb. Risk and fear (and maybe common sense) was holding her back. I encouraged her to follow, helped her up a particularily difficult section, and we were rewarded with a wonderful view.

My blessing for the day came from watching Mallory gain confidence in herself. Climbing on the ice, ascending the rocks, and the fun of our final 15 foot slide down the side of a steep, snow covered hill forced us to plant each foot with confidence. In fact, when we didn't proceed confidently, our foot would slip or turn and our balance would be thrown off. In certain places the consequences of a fall wouldn't have been life threatening, however the fall would have been painful.

As we hiked out I was able to correlate the lesson from our adventurous climb to our daily life.

1. As we proceed in life, self-confidence is a strength. Arrogance and pride cause mistakes. Self-confidence allows you to assess the risk, proceed with a plan, and push on towards personal growth.

2. Placing one foot in front of the other when you are facing risk and fear will be rewarding.

3. Unless you take the next step you will always be wondering what's around the next corner.

4. What's around the next corner will more than likely bring a smile to your face.

5. Be curious and confident today!

Unique, Remarkable, and Human

Today I started reading a book that has been on my book pile for a number of months now - probably longer than I care to admit - however, like all great books, it makes you sit back and say, "Huh" or if you're Homer Simpson:

 

 

 

The book? Linchpin: Are You Indispensable by Seth Godin. The statement? "Consumers are not loyal to cheap commodities. They crave the unique, the remarkable, and the human". ...and, boy, did that really get me thinking. In fact a smile broke out on my face.

 

A few pages earlier he makes this statement, "What we want, what we need, what we must have are indispensable human beings. We need original thinkers, provocateurs, and people who care.... salespeople able to risk making a human connection". That my friends is a powerful vision of what we should be doing! Making human connections. This cannot be done via the phone, or text, or email. It takes face-to-face interaction.

 

Salespeople who are valued are:

1. UNIQUE: They set themselves apart by breaking stereotypes. They choose to be memorable and risk ridicule and abuse by their peers. Their customers know they are different by their actions and execution.
2. REMARKABLE: They do what they said they were going to do. Promptly! They do not make excuses or toss other Associates or their Company under the bus. They realize that, to their customer, they ARE the company. They appoint with a purpose. They show up on time. They're prepared and organized. They follow a system.
3. HUMAN: They connect. They listen. They discern and read between lines. They show they care by asking great, and sometimes risky, questions. They are able to make the other person feel that they, not the salesperson, are the most important person in the room. They are real

Make a human connection today! Something to strive for...

 

 



Inspire! Teach! Think!

As a manager of sales representatives I frequently think that it's within my power to change people. (In fact, if I step back and choose to be totally honest with myself, I seem to believe I can change those closest to me; my wife and daughter quickly come to mind. I'm sure they're in full agreement). Yes, it's a weakness that needs some work.

With sales being one of the most individualist "sports" you can about imagine my success ratio of "getting people to change".

I read sales or leadership books during my ritualistic morning breakfast of Kellogg's Frosted Mini Wheats (Bite Size). This week I started reading Jeffery Gitomer's, Little Gold Book of YES! Attitude. Early in the book I came across this little gem:

 

"I cannot change your self-discipline or your thought patterns, but I can teach you the lessons. I cannot change the way you respond to your circumstances, but I can make you think about them to a point where you may take some action for yourself."
 

 

 

Chris, my valued peer at work, gave me a key change trinket with the word INSPIRE engraved on it. He uses it as a reminder that he cannot force change on anyone, however he can inspire others to aspire to greater things. He's constantly asking the sales representatives on his team, "Where do you see yourself in 5 years?" At first the members of his team probably were just wishing he'd stop asking the question. I know that today many of them are very appreciative of his approach.

 

INSPIRE!

TEACH!

THINK!





If you're wondering how to take control of your success, I recommend giving yourself a shock to your system. Pick up this book by Larry Winget, It's Called Work for a Reason!: Your Success Is Your Own Damn Fault



Lenses - The Keys That Unlock

The sales profession is not an easy one to master. In fact, I'm confident that it is never fully mastered. The salesperson who believes that they have arrived will soon be in for a rude awakening. The mindset of "I don't need to work on my sales skills" is a green light to the unemployment line.

Over the past 2-3 years my natural lenses have given way to a set of reading glasses. As I approach the ripe young age of 46, I am fully aware that those reading glasses will give way to a set of prescription lenses. I accept it. It's just one of those facts of life.

Pondering the thought of glasses starting me thinking about the various lenses we wear as salespeople.

Here are just a few:

1. Customer Lenses: The very best sales reps have the ability to step outside themselves and view each and every interaction from the customers point of view. By doing so they prepare better questions, anticipate objections, and discern intent by reading between the lines of spoken words and body language.

2. Awareness Lenses: Great reps use their eyes to scan and absorb all environments they are in. When they're in the customers office they scan, absorb, and weave their findings into meaningful dialogue. As they wander the customers facilities they pay attention to workstations, storage shelves, and production lines. Awareness lenses create opportunities that help customers increase efficiencies that impact profitability - for the customer, the sales reps company, and the sales rep.

3. Planning Lenses: Organized reps sell more. By choosing to wear the Planning Lenses they close more sales due to the fact that they have more time. They don't forget to "do what they told the customer they would do". They control their day and don't allow circumstances or habit to drive behavior.

If your customer eye sight has been faltering, consider adding a new set of lenses. You will soon thank yourself.