The Long Haul

Well, as if sales itself wasn’t enough of a daunting prospect, it looks like being a successful salesman will be an even greater challenge. How am I dealing?

• I realize that the people around me want me to succeed (I hope you find yourself in a similar environment)
• My ability to do my job well benefits those around me in that as a result, their jobs will be easier
• I make money, you make money – after all money is one of the best motivators
• The greatest things in life are those which you work the hardest for. I can assure you I will be proud of any success I experience
• The law of increasing returns – it really exists and I see evidence of it every day

I may as well be in this for the long haul. It certainly seems that the only way I can achieve the benefits of the above statements is by doing as such.

I hope you find yourself somewhere with similar opportunity. In fact, maybe you should ask yourself that question right now…

It’s not my job to give favors

Realization of the day:

Every time some one does you a favor, you should thank them. Even if in your mind, it is their job to do such favors, thank them anyway. They have given you a service or some type of assistance haven’t they?

 It helped you out. You averted a sticky situation. You treaded murky waters and came out clean. Isn’t that worth some appreciation?

It occurred to me today that, many times, people take for granted what they perceive to be other people’s responsibilities. How would you feel (or how do you feel) when people do not appreciate your efforts, even when those efforts are directly a part of your profession? Yes, it is your job, but it helps somebody out doesn’t it? I’m fairly certain that if no one benefited from the service you offered, that the profession you’ve chosen would most likely not even exist.

Some where, some how, some one is reaping the rewards of your services. Wouldn’t you like to be appreciated?

If you have ever read (or listened) Earl Nightingale, then you may have heard him discuss the number of personal servants that each of us, on a daily basis would use, if enjoying the same living standards we do now and such modern-day amenities such as electricity, running water, electric stoves, cars, televisions, and water heaters didn’t exist. Two hundred. That’s the number. Two hundred.

It is easy to forget the level of comfort and ease of living we experience compared to so many of our forefathers.

Granted, we do not have to thank these imaginary servants. Technology has taken their place. But don’t forget those who do assist you day in and day out.

Thank them.

I’ll donate! Or buy.

The length to which some people will go in order to sell a product is astonishing.

 

Having studied the psychology behind sales, I am aware of the benefit of making associations – product placement in movies and television shows, joint marketing efforts between the makers of complimentary products, etc. Associations can be enormously beneficial.

 

Where I have trouble in agreeing to their benefit however, is in the employment of associations which contain a seemingly charitable or honorable mission on one hand, and a product on the other.

 

Since when did “cancer” become a useful buzz word ?

 

If you want to make a statement, or issue a call to arms for the benefit of an important issue, then do so. Don’t try to sell me a product at the same time. I don’t want it. If I am truly interested in contributing either my time or my money, or even both, then I will. If I should happen to have some vested interest, then my interest will influence my decisions.

 

Your product may be wonderful. It may have even assisted those involved in the mission or charity. Unless you are proposing that I purchase more of the product, so as to increase the benefit to those in need or those carrying out the orders on the front lines of the mission, save your effort.

 

A cancer patient benefitted from the use of an iPad. That’s wonderful. Where can I make a donation?

 

No answer there. Only more attention paid to the device.

 

If you have made this association, in order to influence my opinion of the iPads productivity benefits, then you have made an utterly despicable choice.

 

Although I guess I must thank you for the wisdom. I will no longer have confidence in any company, having a similar attitude. I will have no confidence in such foolish arrogance.

 

I believe in people with honorable intentions. I believe in character.  I believe in companies which value these qualities in their employees and in their cultures.

 

I also believe in goodness.

 

Goodness always humbles pride. Always.

 

I hope your intentions are good because not only is goodness always traveling, always influencing worldly direction, but goodness always prevails.

It’s a whole new ball game

Something about the first few days in a new role must wear you out.

Oh yeah, it’s the new-ness.

Wouldn’t it be wonderful to just know everything sometimes? To simply know all of the new faces, their personalities, likes and dislikes, the way the culture works, who really runs the office, how to do your job efficiently, or just simply be you.

Then again, I guess that must be where appreciation comes in. After all, if no one ever had to work hard or try… well, you get the picture.

Interesting thought of the day: sell yourself to your colleagues first and your customers second – the people in your office will assist you with the latter if you’ve completed the former well.

 

Here goes nothing

Salesman. Day number one.

New location. New people. New culture. New desk. New apartment. New car. New customers. New life.

Is it just me, or does the buck really stop once you can see a dollar symbol and an amount next to your name? Training programs are great, but now the real learning begins.

A few questions I am asking myself currently:

• How will I make a difference here? How will I improve the team?
• How can I begin to make sales, immediately?
• How do I become a resource?
• How do I differentiate myself so as to never become “just another salesman?”
• How can I ensure that the law of increasing returns (the greater and more extrordianry the service, the greater the benefits) will apply to me and my efforts?
• Forget salesman, how do I become the EXPERT?

Time to get to work…