During my internet research for a product for my company I found three companies that seemed to fit the profile I was looking for. I made contact with each of the companies and received two return phone calls. One of the callers returned my phone call and because he could not reach me at the moment left me a voice mail. I returned his phone call and have yet to receive a response. Throughout the next to weeks the second company and I made several attempts to reach each other. He called me during the day, evenings and weekends until we finally had the opportunity to speak. Here is how the conversation went.
Sales Rep: Mr. Turrisi.
Sales Rep: I see you are interested in XYZ product.
Me: Yes, I am.
Sales Rep: Good. Do you see XYZ product as something you can use in your business?
Me: I do.
Sales Rep: Do you see that making an investment in this product could help your business?
Me: Yes, I do, which is why I made contact with your company. I researched your product among others and made a decision that you and one other company most suited my needs.Unfortanely for them they never retuned my call.
Sales Rep: I see. So have you made a decision to use our product?
Sales Rep: Do you know what our product costs?
Me: Yes. It is a no brainer.
Sales Rep: So you like our product, it is in your budget, you see it can bring value to your company and you see yourself using it.
Me: YES. (What I did not say was, "PLEASE LET ME BUY YOUR PRODUCT SO I CAN GET ON WITH MY LIFE!")
Sales Rep: So when can I get together by phone with you and your wife?
Sales Rep: I would like to speak with you and your wife to make sure she is in agreement.
Me : Are you kidding me? Is this a joke?
Sales Rep: No. This is our policy.
Me: Look my friend, I am ready to give you my credit card, make the purchase and become your customer and you want to talk with my wife?
Sales Rep: Yes
Me: I can't believe this! I am not buying aluminum siding, replacement windows for my house or deciding on what color to paint our bathroom. I am looking to buy XYZ for my company and my wife is not part of the decision process. With that the sales representative hung up and has not been heard from since. They also continue to send commercials to my e-mail which I have since blocked.
Yesterday I had the opportunity to spend some time with two long time friends and business owners. The conversation centered around two questions, "What is your life purpose?" And, "What are you passionate about as a business owner and provider of goods and services?"
We agreed that on one level our purpose is to sell our goods and services in the marketplace, make money to generate a profit, and provide jobs and income for our employees.
While these are certainly valid we agreed there is much more. For example, what would have to happen for one to really be passionate about what they do? So passionate they generate an excitement within themselves that also radiates out to the people around them. The conclusion we came to was that there are Four Secrets to Success and Personal Fulfillment that would fuel passion every day.
1- You have to be really good at what you do.
2- You have to really enjoy what you do. Enjoy what you do so much it is more like play than work.
3- You have to be able to make money at what you do.
4- And above all, you must make a contribution to society. A contribution is not necessarily the product, but the impact you have on individuals and companies.
One of my colleagues was very clear that he is not building houses. He is building homes that contribute to the quality of a family's life. He creates an environment that contributes to family lifestyles. He even went as far as to say he is totally committed to quality. My other colleague provides beauty that can be used by designers. She went on to say that she is willing to do whatever it takes to ensure her customers are completely satisfied.
I personally look forward to going to work every day. I leave the house with a sense of excitement on a daily basis and look forward to making a difference.
The question I ask my self every day is, "What do I need to do today to service my clients in the best possible way, provide an environment so my staff experiences a partner relationship, can make a contribution, and are able leave at the end of the day energized, and create an environment where we all live and work each day like we are on vacation?"
As you may have observed I have been describing real life situations which I have experienced in my Blogs followed by an explanation of the business application.
At the bottom of each Blog there is an area for you to comment. Enter your name, e-mail address and web site address along with your comment.
Now here comes the big question. Why should you comment?
The Blog sphere is an internet environment that allows for an exchange of information on a particular posted topic. You may agree or disagree with the Blog. The idea is to create a conversation. Whether you agree or disagree it is always important to do it professionally.
How do you benefit? By responding to my Blogs, people will read your responses and by doing so you will be putting your self in the public view. People could potentially contact you for your services or products. They may refer you to another person, you could be seen as an expert based on how you comment, and you could make a new friend or business acquaintance or even get business. Look at this as another opportunity to be in the public eye.
YOU HAVE EVERTHING TO GAIN AND NOTHING TO LOSE AND IT IS FUN. GIVE IT A TRY NOW.
Here is another tip. Create your blog in a word document and do a spell check. After the spell check, cut your response and paste it in the comments section. Check the box at the bottom that says, "Check here to get an e-mail when someone replies." When someone makes a contribution to the conversation you will be notified.
On Monday I attended an inbound marketing conference
in Boston. The first session started at 8:15am. Our lunch break started at 12:30. As I came out of the meeting room looking forward to the lunch break I was met by a salesperson who had up until that time attended to her trade show booth.
As soon as she saw me, she swooped down on me and started her pitch. She was just like a bird of prey after its' next meal. People were coming out of the room behind me; she was standing in front of me as I attempted to go to the buffet.
As I moved toward the buffet table she continued to walk and talk, block and mentally tackle. She finally had to stop or she would have been pinned between the buffet table and another exhibit table.
I don't have any idea what she was saying and quite frankly I did not care. All I could make out was her mouth was moving and noise coming out. I believe she had said something that had to do with a Bow and Math. I wanted to have lunch and she did not care.
The Top Performing Salesperson might have attempted to join us for lunch, made an attempt to establish a relationship, and been more strategic. The Top Performer might have said, "Am I getting you at a bad time?" Or possibly, "After lunch come visit me at my booth. I may have something you might be able to use to grow your business."
Hey lady, just because it was important to you, why do you think it was important to me? Get out of my face! Do you know what common courtesy is? You were so interested in what you wanted to sell you didn't give two hoots about me or my agenda. GRRRRR!!!
Here is your chance to tell the world what you hate about unprofessional salespeople. Register your complaint now in the comments section to the right and we will post them on the web.
In the film "The Diving Bell and the Butterfly"
the main character is completely paralyzed except for his hearing and the ability to blink his left eye.
In order for him to communicate his attendant sounds out letters and when the correct letter is sounded out he blinks. The attendant writes the letters down to form the words and sentences. The attendant then reads the sentences to confirm the accuracy of the sentence. This great man has a physical handicap but not a mental handicap.
As the movie progresses he writes a book. How? By blinking when the correct letter is sounded out to create a word, to create a sentence, to create a paragraph and then the book.
The paralyzed man writes a book ONE BLINK AT A TIME.
Before we go to the business application I want to share with you, statements that I used to hear when I did sales training.
"I can't get past the gate keeper."
"If I had a lower price I could sell it."
"Our brochure is out of date."
"They won't return my phone calls."
"I am not getting any leads from the company.'
Etc., Etc., Etc.
When I would hear these excuses I would tell the salespeople in training, "Don't tell me you can't. Just say you don't know how yet." Some people would say, yes, you are right, how do I change my thinking? Others would get upset and say, you don't understand. What do you know about our business?"
Here is the business application. If the salesperson believes they can't, they might as well pack up their tent and go home. Nothing is going to happen, nothing is going to change. They have written the book of failure. When the salesperson says, "I don't know how yet," they have opened the door to exploration, opportunity and change.
My grandfather was a wonderful man who taught me, along with his other grandchildren, through stories and parables. Although he passed on many years ago, his stories still are in my heart and mind.
He once told a story of an old man who traveled to town with his donkey and his grandchild. As the old man and the child rode on the donkey they passed a merchant. The merchant saw the two riding on the donkey and said, "How can you put such a burden on that poor animal? You both are strong and should walk beside the donkey." The old man and the young boy dismounted. As they continued, they passed another merchant who also had an opinion. "Why do the both of you walk when you can be riding on the donkey? Surely one of you should ride the donkey." With that the old man placed the young boy on the donkey and they proceeded toward town. As they continued on their journey they passed yet another merchant who said, "Why is it that this young boy who has strong legs rides on the donkey while you, an old man, walk? Surely you should ride the donkey." With that the old man took the young boy from the donkey and mounted the donkey himself. Well, it wasn't long before they encountered another merchant who saw the old man riding the donkey and commented, "Why is it you ride the donkey and the boy walks? You should both ride the donkey." The old man now raised the boy upon the donkey and they both rode into town.
Now the old man was always well intentioned. During his journey he spent much of his time responding to the wishes of others. One could say it was more important to the old man to get the approval of others than to do what he thought was right. By doing what others wanted him to do he gained their approval but was not true to his own truths. He gave up what he believed was the correct way and did what he believed to have others think well of him.
Now what is the business application? It is the Need for Approval. When we test candidates prior to making recommendations to hire we screen for the Need for Approval. When a salesperson has a Need for Approval there is a dramatic Impact.
The Impact of Need for Approval
Explanation: When a candidate Needs Approval from prospects, their need to be liked, and in extreme cases, loved, is greater than their need to close business.
Impact: This candidate will avoid saying or doing those things which, in his/her mind, would change how the prospect feels about him/her. This includes, but is not limited to tough questions, legitimate confrontation and the potential inability to handle rejection or a 'no'. The result is that this candidate will develop pipeline
bloat - prospects that remain in the pipeline with relatively few of them getting closed or eliminated.
Need for Approval is the second most powerful and
most common weakness we find in salespeople.
Salespeople with this weakness are 35% less effective than salespeople with no need for approval. (Printed with permission from Objective Management).
Hey, grandpa thanks for teaching me about How the Need for Approval in sales doesn't work in growing your business.
When I sat on your lap at the age of five did you know I was going to be in sales?