Frazzled

In the old days you had to walk to school both ways, uphill, in the rain or snow. Times were tough, right?

Sure they were tough. No one doubts that. One thing that was a little easier: Meeting face-to-face with prospects and customers. Really, it was. As a salesperson, you were their source of information. There was no Google. No internet. No Smartphone. No "app for that". Prospects and customers needed us, really needed us. Today, it sure feels like that isn't the case.

Try scheduling an appointment with a current customer today. It's shocking how difficult it can be. They just don't have the time to meet. Unless....

Unless you can demonstrate that you have something that's going to make their life easier, less frazzled. Oh, and you better make sure that you understand their industry better than they do. If not, you're toast. No value. They need to know that you understand their industry, their job, and, well, that you understand them.

Here's the good news: I have found the perfect book to help you. It's called Snap Selling by Jill Konrath. She nailed it. She found a way to capture the difficulties of selling today. She's put together a system called S.N.A.P. that guides you through the muddy waters of frazzled customers.

Be ready for an eye opening slap in the face.

The chapters are short. The content is powerful. Don't hesitate. Buy it today

20/20

Friday, after 3 years, I had an annual eye exam. (Hmmmm? Is that a guy thing - to wait a long time between annual health stuff?).

I'm extremely happy to report that I still have 20/20 vision. Well, there is one small catch... seems like my 20/20 is only on things in the distance. Can I stake a claim on being a visionary then?

Unfortunately, age is the one great equalizer we all must face. Reading, my passion, has become a little more difficult over the past few years.

 

 

Over-the-counter reading glasses have become my friend each night as I read before going to sleep. One day, recently, I really stepped out and took them to work with me. Wow! The computer screen just about jumped out at me. It was a pleasant and welcomed surprise.

 

And... It always seems to happen to me. Some normal life function sparks an idea that cries out to be shared.

 

Ask the sales reps that are, or have been, a part of my immediate sales team and they'll be the first to confirm my passion for planning and organization. Recently, there has been a lot of discussion about daily planning, the number of customer appointments per day that have a purpose, and the use of electronic tools (iPad, iPhone, CRM, & laptop).

 

Planning and organization is sort of like my 20/20 distance vision. Being organized and having a plan for your day, week, month, and year helps you to see clearly. It is your pathway to success. Without a plan, the day blurs like my eyesight when I'm trying to read up close.

 

Without a plan, you lose control of everything. You start to react like Henny Penny and suddenly the sky is falling. Yet, you thrive because you feel like you do your best customer service work in emergency mode. However, you forget to remember that every little emergency is remembered like a gunfighter adding a scratch to his gun handle for every gun battle he's won. Suddenly, the customer fires you because they have more important things to do than to fight fires with you each week. Most of those emergencies could have been avoided by carefully working your daily plan.

 

"So, Superhero", you ask, "how do I get started?" I'm glad you asked. Here are my answers:

 

1. Discipline: You have to choose to plan your day and you have to set aside time to complete your day. If you tell yourself that you'll do it tomorrow. You won't. Sorry. Human nature wins. So learn to exercise daily discipline
2. Prioritize: If your goal and expectation is to have 3-4 customer appointments that have purpose per day, make that your priority. If you have important Tasks to complete that day, set aside time on your calendar, treat that time as important as you would a customer appointment, and complete the Tasks.
3. Review: At the end of each day, review what you did and schedule Tasks & Reminders to make sure you do the one thing that is the the differentiator between good and great sales reps: "Do What You Told Them You Would Do" - Promptly!

Once you get the system rolling it starts to take on a life of its own. Now you have a true System for Success. It all starts with Discipline.

 

Do you have what it takes? 20% do. 80% don't. Who are you going to be?

 

Be a visionary! Be 20/20.

"...the Tough Get Going"

Joseph Kennedy, the father of President John F. Kennedy, was the originator of the quote, "When the going gets tough, the tough get going".

This past week was Tulip Time in Holland, MI - the annual festival celebrating the beautiful flower, the tulip.

Our daughter, Mallory, fresh from finishing her second year of college at Northern Michigan University was quickly tossed into the Tulip Time fray. We picked her up on Wednesday, May 1 and drove the 8 hours home the next day. She had one day to recover from an awesome 2nd semester (4.0 - Yes!) before she started her summer job, hosting tours of the historic windmill at Windmill Island.

Today, Mothers Day, was the last of 8 days in a row - 11 hour days. It's not hard to connect the dots of that famous quote by Joseph Kennedy and Mallory's 88 hours of work. It was tough!

However, it is with great pride that I can honestly say, "Mallory, got going". While taking her tour today, in spite of her displeasure of me snapping pictures of her, I witnessed this:

And even better, this:

It was the 10th hour of her 8th straight work day. Would you be smiling? Would you be laughing? Would you be choosing to make the customers day?

The last few days were tough - and Mallory got going! Good for her and, of course, I took away a learning opportunity.

When the times get tough in your sales career, what can you learn?:

1. Customers expect your best no matter how you feel or where your mind is at. No excuses - your BEST
2. No one really cares if you're tired, if you feel like crap, or if you're having a bad day. They don't care... really, they just don't. They have their own problems. Don't burden them with yours
3. A smile is contagious. (If you don't believe me, scroll back up and look at the guy in the jean jacket. There's mirth and happiness on his face).
4. When sales are slow and you're not hitting quota or goal, how are you choosing to respond?
• Blaming the economy?
• Finding fault with your boss or your company?
• Pointing fingers outward or choosing to look inward?
5. You must take personal responsiblity for achieving expectations. It is up to you.
• Economy? Are you doing business with every customer in your geography? If not, you can't blame the economy. There's business to be won!
• Fault with boss or company? If you don't like who you work for - quit. Find a job that you love. You deserve it.
• Fingers outward or inward? Success is a choice! Read Napoleon Hills, "Think and Grow Rich". The secret is there for you to discover.

Mallory is 19 years old. She got it going. The world will be her playground. As her dad, I pump my fist and scream out, "YES!"

You can get it going too. Be tough!

Henny Penny?

My grandma had a book of folk tales. It was an old book, beautifully illustrated. Many of those tales still resonate with me today.

The story of Henny Penny, sometimes better known as Chicken Little, tells the tale of a hen who is convinced, at every turn, that "the sky is falling".

Here's one of those classic illustrations from the book grandma owned.

 

Source: http://www.romanceroundtable.com/wp-content/uploads/2009/01/barnesreader07.JPG

 

 

In my job I run across a myriad of personality types and mindsets. One of the best skills of great salespeople is their ability to be a chameleon. You have to learn to match each personality type. Great reps also have the mindset of "the Little Engine That Could" - "I think I can, I think I can, I think I can"

 

Unfortunately, over the years, I've been witness to many of "the sky is falling" mindsets in sales reps. It's a dangerous, dangerous mindset to live in. Yet, I'm convinced that they believe they do their best work in "emergency mode". It's a fact, each and every day, they are putting out fires. It seems like every customer interaction is a crisis. They'll tell you they are busy. They'll tell you they are efficient. Really?

 

Here's a ballsy statement: I'm not sure that the Henny Penny's of the world would have it any other way. I'm convinced they like it. They thrive in it. The want their day to be chaos. Chaos gives them a reason to not plan their day. Chaos is their out. Ultimately, it's an excuse to not be their best.

 

If you find yourself living a mindset of "the sky is falling" here are a few ideas that just might help you regain control and help you reframe:

 

1. Plan: You should be investing 20% of your work week on planning and organization. Plan your month. Plan your week. Plan your day. It's a daily discipline. Commit to it.
2. Challenge: It's a powerful concept. Are you afraid to say, "no"? It's ok to stand up for your time. In our industry customers will call with a "fire". Usually they don't have all the facts. Stop. Breathe. Think logically. Ask great questions. Your calm demeanor will transcend the situation. Most often, the sky really isn't falling.
3. Take Control: People love to follow a leader. They don't like to follow the person who is always wallowing in the "woe is me" mindset. Be a leader!

All three require you to be in control of your destiny. It's a choice.

 

Overcome your "Henny Penny" mindset. Don't allow circumstances to rule your day. You rule your day!