The Bell

Years ago, a salesman, working for the Philadelphia Bell Company, traveled to France to pay a visit on one of their best clients, the Notre Dame Cathedral.   The new bell from Philadelphia, was much lighter, yet louder and would make one of the decision makers, Quasimodo, job of ringing the bell a whole lot easier.
During the product demonstration, the salesman explained to Quasimodo how to swing the new bell clapper and stressed how important it was to move out of the way before the new, lighter bell clapper made its return.  The salesman then urged Quasimodo to give the new bell a try.
Quasimodo, used to the much heavier, previous clapper, was careless, however.  His brute strength sent the new clapper towards the bell at an odd angle, causing it to strike the salesman square in the face, sending him falling from the tower.
Quasimodo rushed to the street, where a crowd have already gathered.  "Do you know this man?" they asked him.
"No," Quasimodo answered.  "But his face rings a bell."
Moral of the story.   True sales professionals know that before making a presentation, it's important to establish a personal rapport or connection with your prospect.   Without some emotional investment from the prospect, your presentation is sure to fall on deaf ears, and your sales will fall flat.
"Once that bell rings you're on your own.  It's just you and the other guy."    -     Joe Louis

Sell something and I will be your best clapper,

dan

Two Thoughts

     Did you know that you cannot think two thoughts at the same time?  If you are thinking negatively you have to stop that thought to replace it with a positive thought.  The great thing is that you have control over that process.
     Another fact to think about AFTER you get done with the above. LOL  I cannot make you become a great sales person but I can tell you things that you should be doing if that is what you want to become.
     One thing is that you need to have the kind of attitude about yourself that enables you to put yourself out there and take some risks.  Here is an opening statement I recommended to someone yesterday regarding a prospect he found on social media that was expanding their business:

"Like so many people who I am sure have been contacting you lately about the news of your expansion, I too congratulate you on that particularly in light of a sluggish economy.  Our company is well positioned to be able to help you with your supply chain challenges.  My name is -------------------- and I would like to be able to tell you why we are truly and uniquely set apart from our competition."

     The big question I want you to answer is how would you respond to the future customer should he or she ask you to tell them what sets Trinity apart from the competition.

     Do you have the self confidence to say the word ME?  The truth is that is all that separates Trinity from many of our competitors who do all we do and often do it cheaper.  What they do not have is you and that my friend is the unique difference between us and the others.

     Now just saying ME is not going to cut it because after the future customer picks him or herself up off the floor, you have to back up what you said with some facts otherwise it is simply bragging.  It ceases to be bragging when you can prove what you say is true and that is where it is essential that you have third party testimonials as to the value you have brought to other customers.  Do you have these available?  If the answer is NO then you need to start collecting them and no better time to do that is when your customer calls you or emails you and says : "WOW".  Simply ask them if you can use that email as a testimonial for others who might benefit from your service or if it is verbal ask them to send you a note.

Make your one thought always positive,

dan

Follow-Up

While rummaging through his attic. a salesman found a shoe-repair ticket that was nine years old.  Figuring that he had nothing to lose, he went to the shop and presented the ticket to the proprietor, who reluctantly began a search for the unclaimed shoes.  After ten minutes, the owner reappeared and handed back the ticket.
"Well," asked the salesman, "did you find my shoes?"
"Yes," replied the shop owner, "they'll be ready by Tuesday."
Moral of the story.  Follow up.  Every sales professional knows that without constant follow up and vigilant attention to detail,  opportunities will not close on their own.  Business, cards, leads from trade shows, articles on potential prospects that you've read; these all need to be entered into a CRM system with follow up tasks assigned.  The last thing you want to do, is file them away in a shoe box somewhere and forget about them for nine years.

Relentlessly yours,
dan

Critical Condition

The salesman's wife asked the hospital doctor:  "How is my sick husband, he was admitted yesterday?"
"Ah yes," said the doctor.  "Since he has been here, he has done nothing but complain.  He has complained about his bed, he has complained about his food, he has complained about the temperature in the room, both too hot and too cold, and he has complained about the nurses."
"The salesman's wife frowned, looked down at her shoes, her eyes started to tear up as she looked again at the doctor and pleaded:  "So you mean....?"
"Yes, interrupted the doctor.  "He's still critical."
Moral of the story.   True sales professionals understand that while critical thinking can be an asset when it comes to problem solving, a constant critical attitude can be hazardous to your sales career.  Just think, would you want to do business with someone who whines all the time?   A constant complainer will eventually alienate his customers, his boss, his co-workers, his family, his wife, his kids and even his dog.  At some point, he'll lose his house and end up living out of his old pickup truck listening to country music on the radio.   So remember, either pick up your attitude or it could be a pickup truck in your future.
 "Criticism is always easier than constructive solutions."     -      Jaron Lanier
Positively yours,
dan

Mowing

"It's too hot to wear clothes today," said the salesman stepping out of the shower.    "What do you reckon the neighbors will think if I mow the lawn like this?" the salesman asked his wife.
"Probably that I married you for your money," she quipped.
Moral of the story.  True sales professionals know that in order to be successful in sales, they cannot let themselves be intimidated.  They realize each morning when they step out of the shower, that millions of sales executives, CEO's, CFO's, their competitor's, their co-workers and even their boss are stepping out of the shower just like they are.   True sales professionals know that they put their socks on one at a time just like they are, and they get into their pants one leg at a time, just like they do too!   When you strip the fancy titles away, when it comes right down to it, we're all just alike really.   But the true sales professional knows he can get that competitive edge, that one leg up sort of speak by going that extra mile and doing what the majority of others aren't willing to do.   
"Everyone who's ever taken a shower has an idea.  It's the person who gets out of the shower, dries off and does something about it who makes a difference."     -      Nolan Bushnell
Mowing down the competition,
dan

Inspiration

     

  After a speech one day, Zig Ziglar was approached by someone in the audience who said: "Zig, it was a great speech, but...motivation just doesn't last."
Zig said, "Bathing doesn't either. That's why I recommend it daily!"
      Where do you get your inspiration?  Church on Sunday morning, attending a motivational seminar once a year, watching "greatest moments in sports weekly.  If that is the case it just is not enough.  I hope you read these weekly articles I write and are inspired by them but you need to feed yourself inspiration daily at a minimum and I recommend that you do not get it from just one source but multiple sources.  See it as a work out for the soul!
Here are a few sources of inspiration:
Music:  if Josh Groban's You Lift Me Up" does not inspire you well..............you are likely beyond inspiration  LOL
Books: ever read anything by Andy Andrews?
Social Media: yes it can be a downer but I find amazingly inspirational stories on there daily.  Click on the top splash for one of them.
People:  take the time to find our their stories and you will often be inspired in the process.
Prayer:  when you pray for others, God listens to you and blesses them and sometimes when you are safe and happy remember that someone has prayed for you
This list is endless and you find inspiration in the most unlikely places and people.  But you have to look a bit for it as it will not always come to you on its own.
     You want to be really great at what you do?  Feed your soul a healthy helping of inspiration DAILY without fail!! It will help!

"Inspiringly" yours,
dan

Habits

An acquired behavior pattern regularly followed until it  becomes almost involuntary (the Barbie Nun top splash was just to get your attention)
     I have read volumes about good habits and how to establish them.  From visualization to starting small to doing something for thirty days straight (repetition).  They are all important! However, I have to tell you something that I learned a long time ago regarding behavioral changes.  Back in the day, it was called "accountability partners" but in today's lexicon I would characterize it as "shout it out"
Tell as many people as you can about what it is you’re doing and why you’re doing it. Not only does it create accountability on your end (the heaviness of living up to expectations is a massive motivator for taking the right action) but it also might give you that "cheerleader high five" just when you need it.

     So start by telling everyone you are going to begin making 5 well researched prospecting calls per day and suggest to them that they ask you about your progress on this.........well....everyday. 
     Let me know what happens!!!

 Habitually yours,
dan

 

PS:
     It was a hot day outside.....so three nuns decided to take off their clothes and bolt the door to their church.Since there were stain glass windows, nobody could see inside, and the door was locked. The nuns were busy doing renovations when a Thud Thud Thud hit the door. A shocked nun ran to the door and pulled her clothes up over herself, when she asked "Who is it"? The reply from behind the door was "Its the blind man". The 3 nuns looked relieved when they heard he was a blind man, no sight no problem they figured, and let him in. Upon opening the door, in entered a burly man in coveralls and said loudly "on which windows do you want these installed? "

Habitually yours,
dan