Don’t Burn Bridges

Devil in Disguise.
As much as I hate to admit it, there’s a chick-flick out there that I thought was entertaining and fun to watch and to this day if on TV, I’ll couch-potato out to see it again, TEVO’d or not. It starred one of the most criticized actress/comediennes’ to date. Although not so much in the spotlight today, when her career was on – she pioneered the way for sarcasm, cynicism, disrespect and scorn in her actions in real life and in the movies she played. Her name is Rosanne Barr, and the movie is She Devil.
 
Now, before you poke too much fun at me, think about the premise of that move. She was the poor, unloved, devoted housewife struggling to keep the house together while being scrutinized and belittled by her cheating unloving husband; only to build an empire of like-minded people. Yes, the movie was campy and I agree it was no “guy movie” but I was impressed on what she built out of what she was handed. From her rose logo and pin, to her loyal following of set-free spouses. Even though her drive was based on revenge, the notion of success built upon adversity is pretty much the American way.
 
All too often we come across abusive, obnoxious and toxic personalities, especially telemarketing as we are in contact with hundreds of people on a constant basis. Even though it’s a small percentage that one or two seem to really get under our skin and sometimes we find ourselves lashing back at them. However, some of my best returning customers who have proved to be the most loyal are customers I treated with respect and calmness when they were offensive and provoking.
 
In the spirit of “you reap what you sow,” or “what goes around comes around,” and even in the basic beliefs of Karma – there is one truth that Snoop Dogg said once in a documentary I saw (yes I am quoting Snoop Dogg), he said (loosely paraphrased) “If you put out there hate and slander and negativity, it’s going to come back to you that way, but if you put out there peace and hope and positive, it will come back to you that way.”
 
In our struggle to fill our funnel or pipeline, even the “No’s” can be customers too and if you look at the statistics on your No’s to Yes’s, you should be encouraged knowing of how many potential customers are out there that think about your last conversation with them in a time when they really need your services. It’s these calls that yield the best customers, the biggest projects and even the biggest checks.

As my Grandma and everyone else’s grandma used to say, “If you can’t say anything nice, don’t day anything at all, ” to which we’ll add “or she may become a she-devil and destroy your life” or “you may become best friends with Snoop Dogg.”
 
Have a great sales week!

Fill Up that Pipeline

The ABC’s of Sales.

In working for many businesses doing sales, customer services and the like – it took a while to really figure out where I belong. Through that process, I‘ve heard the most interesting of ways for self motivation. From gazing in a mirror for pep-talks to surrounding myself with successful people, there’s always some element of self-affirmation that seems to drive it all. Ironically, it was through these experiences where I found some motivation with a phrase that wasn't centered on motivation at all; in fact, just the opposite. This one phrase has helped me through all stages of my growth and continues to do so today. This one phrase, actually centered on negativity has motivated me through relationships, sales and personal beliefs alike, the phrase is: “It’s not a Deal, till it’s a DONE deal.”

Simple yet powerful.

This phrase is one of revelation. It’s the putting things in the correct perspective, not selling myself short (or long) and always looking down the road knowing that to reap reward, I need to make sure I have finished the race.

This has lead to many convictions over time. One of these, borrowed from the movie Glengarry Glen Ross (1992), “A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.” Seems simple but it’s right on the target true.

Note: By the way, if you have not seen this movie, you would do yourself a favor to see at least the first 20 minutes. Alec Baldwin gives the best sales speech, I’ve seen to date.
  
How many grapes are picked and how long is the process before you get a glass of wine? How many coffee beans are gathered, shipped, cleaned, baked, and ground before you enjoy that cup of coffee? In fact in both of these examples, the longer and more refining – the better.


Selling is the same. You need to fill that funnel… always bringing in the new leads to process them into prospects and then from prospects, “always be closing” them into customers and then from customers to payment. And it’s a constant, always moving, always flowing cycle; and the more you put in – the more it comes out, but back off for a bit and the flow slows to a trickle and eventually stops.

So… yes, it’s all true then. It’s not a deal till it’s a done deal. But what is your deal? When the smoke clears what’s evident in your sales approach? Are you striving to keep that funnel filled, setting goals, continually seeking out new leads to gain prospect, constantly closing deals and reaping the rewards of steady and growing income? Or are you taking stabs at it, stopping at times, relying on others, and suffering in race to catch up?

When it’s all done this week… what deals are done for you?

Hurts So Good

"I gave her my heart and she gave me a pen."
 - LLOYD DOBLER (John Cusack) in Say Anything... (1989)
  
Way back when, far too back to mention... ;)  I was working as customer service on an order desk. I had about 100-200 inbound calls, together with researching and ordering products for our manufacturing division, coupled with picking up the slack for my manager and some of our sales reaps - I was quite the busy bee. I must say the experience was invaluable, however - there were definitely times when I was frustrated and ultimately quit. However, if there's one thing I learned there and after was not to take things personally.

Case and Point: Super Sales Rep Mishap.

He was one of the top and oldest running reps in the place. One would argue the wisest as he had the in-house guys doing all his work while he wined and dined current customers. Ultimately, I was given most of the business in his territory to work, especially the crass and explosive contractor generals. Since in my youth I spent most of my time on the construction lot, so I know how to talk and what to take from these guys, which served me well as I brought in and saved deal after huge deal for this rep.

The whole experience had a sad sense of irony to it, the irony being - it was my tenacity and ability to not take things personally that brought in these huge accounts for the company, but it was my inability to not take personally - not being compensated for these deals while the rep got all the glory that instigated my decision to leave.

I learned quite a bit though. I learned that frustrated and often offending customers aren't that bad. In fact quite the opposite. In most cases they were the ones that purchased because their frustration stemmed form their inability to solve their problem which is what I was in position for. It was their limited knowledge that led them to frustration and right to me. And it was up to me to solve it. So the question then is - can I? Will I? ABSOLUTELY. Because I know that I had the solution for them and I know that not only was I in the perfect position to sell it to them, they were in the perfect position to buy.

A few years later, out on my own in a new scary world of sole proprietorship - it was these lessons that served me well. I used those experiences to assist project after project, especially on-going projects. It was also realizing that my customers respected me more as my ability to not take things personally showed them confidence and dependability.

Years later, although a bit more polished - its the same ability that has led to my success as a salesman. It has also helped my train and help others do the same. However, not all projects are perfect. In fact I too had to walk away from some - because there's a point of abuse that should never be tolerated, but 9 times out of 10 - those things encountered are silent cries from frustrated customers waiting to pay whatever it takes to fix the solution. The question is, are you willing to take it?