Newton's Law, Einstein, the Bunny and on and on.
Generally speaking, we all have energy to do what we want to do. The weekends at my house encompass many things, some of which I "don't" have energy for. However, every Sunday night for 20 years my level of energy grew by leaps and bounds around 5 p.m. From 6 p.m. to 8 p.m it was running and gunnin time with my buddies on the basketball court! It might have taken 4 hours for me to rake leaves but I was "full of it" as my wife said when it came time to play and spend two hours of perspiration and pleasure.
If you are truly interested in representing your company well and handling your customers your energy will flow. See the value of your company, product and yourself and some of the uninspired days will be up-lifted. Your natural energy will take over and provide the source of making every day a good day. Want to do a good job and you will have energy.
A long time ago I met a gentleman that was on the edge of being obnoxious with his energy and his product. What I thought was an inconsequential item, he took to the top of Mt. Everest. Customers proved him right and me wrong as it was a money and time saver for them. The gentleman's positive attitude was well-placed and it served him and his customers well.
Believe in your company,product and yourself and project that positive feeling into your day. You, your company and your customers will be better off for it.
Saturday, October 3, 2009
Thursday, October 1, 2009
Influential People
I'm really not sure why it has taken me so long to get to this topic as it is really important. One of our imperatives is to sell as high up the ladder as we can. However, we also need to know who influences the final decision maker. Wife, administrative assistant, engineer, lawyer etc. Even a competitor can be an influential person to your buyer.
When I was a neophyte, I would work with my boss who was a well respected care-taker of his customers and knew his business. He had bid on a job providing product that he routinely got. Doing his due diligence, he had called to follow-up the quote and found out that he most likely would not get this order.
Grabbing me and some of the product quoted, he exclaimed that "we" needed to go save the order! During the drive of 2 -3 miles to the production facility he explained the facts to me. I believe he was just rehearsing but, who knows. It seems that the price of the product would go higher if this order was lost and we were the closest supplier to this customer. Upon reaching the customer, Wiley - yes that was his name, proceeded to show our customer the price book. If we were unable to purchase in volume, we wouldn't be able to distribute to him at the price he was used to. The customer was interested in the lower price that had been offered and wanted to try a new supplier, "just because". Wiley admitted that he understood but was concerned because without our standard business, emergency orders (nights & weekends) would not be available as it would not profitable to stock it anymore. "Oh, and by the way, here we are with the product. Do you want it or shall we take it back?"
Order earned and purchaser influenced by a salesman. Imagine that!
One of the worst examples of someone not "getting it" as far as the importance of talking with influencers happened to me a few years ago.
I was selling engineered components to a company making high-speed packaging machinery. The customer (A-Z) had engineering in my territory and purchasing elsewhere. As the new design was heading towards culmination, A-Z wanted to audit our manufacturing facilities. The buyer, whom I'd spoken with on the phone, asked me to attend and said that 4 associates would be joining her. The night before the plant tour, my sales manager called and advised that I would not be needed. Suffice it to say that I argued but somehow managed to keep my cool (I think) until we had hung up! When I called the next afternoon to follow-up with my people about the level of success they had, I was stunned. Four company officers had met with the five customers but not one had gotten a single name, much less contact information!! When the sales manager, actually with a fancier title than that, asked me why it mattered, I knew that I had signed on with a company doomed for failure. That man could not see the importance of knowing who the influencers are despite my attempts to persuade. I should have sent him a list of books and high-lighted the appropriate page numbers for his education.
Cover your bases !! You may be talking with the final decision maker and as Wiley did, be able to influence the decision, but DO know who has (and how many have!) the decisions makers' ear and respect.
When I was a neophyte, I would work with my boss who was a well respected care-taker of his customers and knew his business. He had bid on a job providing product that he routinely got. Doing his due diligence, he had called to follow-up the quote and found out that he most likely would not get this order.
Grabbing me and some of the product quoted, he exclaimed that "we" needed to go save the order! During the drive of 2 -3 miles to the production facility he explained the facts to me. I believe he was just rehearsing but, who knows. It seems that the price of the product would go higher if this order was lost and we were the closest supplier to this customer. Upon reaching the customer, Wiley - yes that was his name, proceeded to show our customer the price book. If we were unable to purchase in volume, we wouldn't be able to distribute to him at the price he was used to. The customer was interested in the lower price that had been offered and wanted to try a new supplier, "just because". Wiley admitted that he understood but was concerned because without our standard business, emergency orders (nights & weekends) would not be available as it would not profitable to stock it anymore. "Oh, and by the way, here we are with the product. Do you want it or shall we take it back?"
Order earned and purchaser influenced by a salesman. Imagine that!
One of the worst examples of someone not "getting it" as far as the importance of talking with influencers happened to me a few years ago.
I was selling engineered components to a company making high-speed packaging machinery. The customer (A-Z) had engineering in my territory and purchasing elsewhere. As the new design was heading towards culmination, A-Z wanted to audit our manufacturing facilities. The buyer, whom I'd spoken with on the phone, asked me to attend and said that 4 associates would be joining her. The night before the plant tour, my sales manager called and advised that I would not be needed. Suffice it to say that I argued but somehow managed to keep my cool (I think) until we had hung up! When I called the next afternoon to follow-up with my people about the level of success they had, I was stunned. Four company officers had met with the five customers but not one had gotten a single name, much less contact information!! When the sales manager, actually with a fancier title than that, asked me why it mattered, I knew that I had signed on with a company doomed for failure. That man could not see the importance of knowing who the influencers are despite my attempts to persuade. I should have sent him a list of books and high-lighted the appropriate page numbers for his education.
Cover your bases !! You may be talking with the final decision maker and as Wiley did, be able to influence the decision, but DO know who has (and how many have!) the decisions makers' ear and respect.
Sunday, August 30, 2009
Quote of the Day
"The world has the habit of making room for the man whose words and actions show that he knows where he is going."
Napolean Hill
What does this tell us?
Plan and execute then plan and execute again !
Napolean Hill
What does this tell us?
Plan and execute then plan and execute again !
Tuesday, August 25, 2009
And Your Position Is ?
Salesman !
Regardless of the title we are given (sometimes in lieu of something else!) we are in the business of selling. Account Executive, Territory Manager, Sales Engineer, etc, we still need to remember to not get lost in the marketing mumbo jumbo and that our job is to sell.
During a conversation a few years ago with a young district manager, he discribed his job in management terms - account manager, district manager and new client procurement specialist. Upon being asked if he managed others he answered that his clients all had to be managed to ensure success in the territory. At no time did he mention that he had a product to sell and I found out later that he was doing "OK" but not great in his job. We discussed selling and in particular the mindset required for the job . I tried to get him to acknowledge that managing and selling are not the same and do require different thought patterns. The young man had totally bought in to "management of accounts" as the proper way to sell to clients and I don't believe that he ever used the word "sell" during our discussions.
Acknowledge your job to yourself and others. Without us, the world ceases to revolve !
Regardless of the title we are given (sometimes in lieu of something else!) we are in the business of selling. Account Executive, Territory Manager, Sales Engineer, etc, we still need to remember to not get lost in the marketing mumbo jumbo and that our job is to sell.
During a conversation a few years ago with a young district manager, he discribed his job in management terms - account manager, district manager and new client procurement specialist. Upon being asked if he managed others he answered that his clients all had to be managed to ensure success in the territory. At no time did he mention that he had a product to sell and I found out later that he was doing "OK" but not great in his job. We discussed selling and in particular the mindset required for the job . I tried to get him to acknowledge that managing and selling are not the same and do require different thought patterns. The young man had totally bought in to "management of accounts" as the proper way to sell to clients and I don't believe that he ever used the word "sell" during our discussions.
Acknowledge your job to yourself and others. Without us, the world ceases to revolve !
Friday, August 21, 2009
Quote of the Day
First say to yourself what you would be and then do what you have to do !
Epictetus
The operative word here is an action word "DO" .
Epictetus
The operative word here is an action word "DO" .
Friday, August 7, 2009
Quote of the Day (week, month?)
The foolish and the dead alone never change their opinion.
James Lowell
James Lowell
Sunday, July 26, 2009
Qoute of the Day
"There is always a new RULE # 1" - Craig Souser
"If you don't like what's happenng, wait a minute" - Bruce Ashby
"If you don't like what's happenng, wait a minute" - Bruce Ashby
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