The Dig

Two salesmen decide to take a sabbatical from their jobs and do something they've always wanted to do.  And so, after several months of excavating a site, an archaeological dig in Scandinavia, they unearthed an imposing statue of the ancient Norse God of Thunder.  It was an exciting find, and everyone associated with the dig gathered round to admire the figure's rippling muscles and famous giant hammer.  But what really set it apart from similar statues were the dramatic eyes - two dazzling, blood-red rubies that shone menacingly from his warrior-like face.

Knowing that the stunning eyes in particular would make headlines around the world, the two salesmen were naturally keen to claim the remarkable discovery as their own and, much to the amusement of the assembled throng, they squabbled long into the night as to whose name should be put forward.  The bickering finally ceased when they reluctantly agreed agreed to a proposal that the statue be listed as a joint discovery.

As their colleagues dispersed, one of the junior diggers turned to his friend and remarked, "Well, that was a fight for Thor eyes."

Moral of the story.  True sales professionals know better than to waste time fighting with a colleague over who should be given credit for a particular sale or account.   Both reps involved in such a dispute lose face amongst the rest of their colleagues and management.  Everyone knows if they had simply agreed to split any disputed revenue and had just gotten back to digging for more sales, instead of wasting their time bickering, both would have been way better off.

"While seeking revenge, dig two graves - one for yourself."      -     Douglas Horton

Walking Away

In 1965 an American folk rock band The Byrds recorded a song written by Pete Seeger called Turn Turn Turn which was based on some verses in the book of Ecclesiastes in the Holy Bible.To every thing there is a season, and a time to every purpose under the heaven: a time to be born, and a time to die; a time to plant, a time to reap that which is planted.........A time to get, and a time to lose; a time to keep, and a time to cast away;
Good sales people are eternal optimists or at least should be!  Sometimes that optimism can cloud good judgement about a failing relationship with a customer.  I could list a whole page of reasons why relationships are not always made in heaven but rather in hell.  I am sure each of you could do the same.
My purpose here is to tell you about sitting on an egg that is never going to hatch.  It is a detriment to you personally because it is an act of selfishness which is contrary to team play.  When you work for a company your work with a team and if you are sitting on a still born egg expecting a miracle which will never occur you are not thinking about anyone but yourself.  A new face, a new perspective, a new attitude could change everything and it is your responsibility to recognize that you have failed for whatever reason and give up the ghost to some one else who might be able to succeed.
My Dad taught me so much about life and sales which is intertwined with life.  He said "cure it or kill but do it quickly" Hanging on to a bad relationship, be it business or personal is an albatross around your neck and likely that of the other party who might well be your customer, will prevent you from growing your business and your personal life as well. 
Be wise enough and "big" enough to stand up and say "it ain't happening, let's find someone who perhaps can do better!"
You will be happy you did it BEFORE someone else has to do it for you.

NO FEAR!

"Doctor O'Hara," the salesman pleaded, "I've got trouble. Every time I get into bed, I think there's somebody under it. I get under the bed, I think there's somebody on top of it. Top, under, top, under. You gotta help me, I'm going crazy."

"Just put yourself in my hands for two years," said Dr O'Hara, the psychiatrist, "Come and see me three times a week, and I'll cure your fears."

"How much do you charge?"

"A hundred dollars per visit," replied the shrink.

"In that case, I'll sleep on it," answered the salesman.

Six months later the doctor met the salesman in the street.

"Why didn't you ever come to see me again?" asked the psychiatrist.

"For a hundred buck's a visit?  A bartender cured me for ten dollars," smiled the salesman.

"Is that so!  How?"

"He told me to cut the legs off the bed."

Moral of the story.  True sales professionals know that in order to succeed they must have no fears.  And if you do have fears, it always pays to have a large network of bartenders, to help you through.

"A psychiatrist asks you a lot of questions your wife asks for nothing."    -   Joey Adams

Wishing You a Fearless 2013,

Communication

http://www.pilotsofamerica.com/forum/showthread.php?t=42816

I want to use the imbedded video to illustrate in an extreme way how important communication is.  It is not only speaking and listening but also UNDERSTANDING what is being said.  Sales people who have mastered the understanding of what is being communicated are the real champions of our chosen profession.  I was privileged to fly in an assortment of airplanes while serving in the United States Air Force! Steve Ritchie (who tells this story and is one of only 5 Aces from the Vietnam war) along with Robin Olds, "Chappie" James, Ray Robinson and of course the immortal Chuck Yeager are among my greatest heroes.      You must learn to really listen to what your customers are saying. Now I mean really listen not just be preparing for what you are going to say in response!  To understand what they are trying to communicate to you by asking them questions of clarification is the best thing you can do for them because you are able to really help them with what they need and not just sell them something.  Communication is the foundation of friendship and friendship is the foundation of relationship and relationship is the foundation of everything no matter whether personal, spiritual or professional. Wishing You a communicative 2013, Dan aka Captain W Dan Dobson USAF 1967-1972 To no longer receive emails from this sender, click here If you have received this e-mail in error, please notify the sender as such and delete the e-mail from your system immediately. No one other than the intended recipient is allowed to use the information contained herein or attached hereto in any way.

Cutting Corners

A salesman was a whole hour and a half late back to work after his Friday lunch break.

"Where have you been?" asked his sales manager.

"Getting a haircut." replied the salesman.

"On company time?" asked his manager with a huff.

"It grew on company time," countered the salesman meekly.

"Not all of it," asserted the sales manager.

"That's why I didn't get it all cut off," replied the rep.

Moral of the story.  True sales professionals know that if you want to have lasting success at sales you can't afford to cut corners.  An hour here, a few minutes there, it all adds up over time.  And before you know it, it's quarter end or year end, and it's now impossible for you to hit your number.  When you cheat at anything, you're ultimately cheating yourself.   Eventually you will be caught, and eventually YOU will pay a price for it.  Just ask Lance Armstrong.

For a great discussion on the "Lance" issue, check out this thread,   (Make sure to Kudo Granbit on the timely topic.)

http://community.jigsaw.com/t5/The-Water-Cooler/Lance-Armstrong/td-p/133207

"People have a moral standard about what they will do and what they will not do.  At the end of the day someone who cheats has a lower moral standard than someone who does not.  And they will cheat in other areas of their lives as well."  -  Carl Lewis

Easing tension

Your palms are sweating as you pick up the phone to make a call on a very warm lead and you are feeling like there is a lot riding on the call. Oddly enough as soon as the person on the line answers and realizes you are a sales person the tension likely increases between the two of you.  You are nervous and they are probably bothered.
Last week I talked about opening statements and suggested that you need a good one.  I have used this one for many years and with great results as not many can resist being asked for help.
Not sure if you can help me, but thought you could possibly point me in the right direction. Would you happen to know who in your organization would be responsible for carrier selection with regard to truckload, intermodal and less than truckload shipments?  I’m Dan Dobson with Trinity Logistics, and we specifically help companies with these types of freight moves. Any help you could provide would be very graciously appreciated.
As soon as you get to the right person a great tension breaker is to say something like this.  Before we get started, I noticed on your web site that you manufacture fracking fluid tanks.  Since that is such a hot topic right now can you tell me briefly how those huge tanks are transported.  It looks like they actually have their own wheels.
Tension is usually broken as they launch into how that is done and you have demonstrated to them that you have done some research about what they do and are interested in broadening your knowledge.  A good start in establishing a relationship with someone who can help coach you into becoming the trusted advisor that we all would like to be become.

Don't Make First Impressions Last Impressions

 I read this paragraph recently in a blog and it has haunted me ever since with regard to what those of us who sell goods and services do every day to earn a living.  Read it and then I will tell you what I think.
"It is so true we can only make one first impression, but if we base all that we think of someone on a first impression, we are the ones who lose out.  We never know when someone has had a bad day, or bad news, or bad experience just before we see him or her.  Are they sick and just pressing through because we are that important to them?  We don’t know if their culture dictates certain behavior on a first meeting.  So, be cautious, first impressions may cause us to miss some of the best relationships of our lives."
     In 53 years of selling I have learned that those who deal with my chosen profession are very unforgiving with regard to first impressions.  Are there exceptions?  Right on! But by and large you either make it or break it in the first 20 seconds you stand in front of or speak to a prospective customer on the phone.  What you say means a great deal. It really means almost everything!
     Potential customers have many more potential vendors than most people have potential friends so their level of tolerance is much lower than we are with people we meet casually.  We can forgive a bad day or a bad experience.  Most of our potential customers do not have or take that luxury.
     What you say initially will define whether the conversation goes beyond that or not.
    Do you have a statement that will help insure the conversation continues?
     If you don't you had better get one and it better be compelling!

Wishing You a Prosperous 2013 very limited as to foot in mouth situations,

Dan