Posts Tagged ‘Inspiration’

When a Smile Is Your Umbrella, You Get a Lot More Than a Mouthful of Rain

December 27, 2010

I was reading a post on LinkedIn that discussed the value of a smile to closing more deals. I found it interesting.

It is surprising how a smile can change someone’s day for the positive– and certainly help in closing a deal. Of course, we are talking about a genuine smile, one that shows compassion, caring, and a genuine love for what you are doing. Sad to say it, but I’m sure we have all encountered those people who smile and look like the “The Joker” because they really are not showing enjoyment for what they do.

Heck, you only live once so enjoy it. In reality, what do we do during the day that is so awful anyway? OK, so I’m not going to be grinning ear to ear when I am paying my taxes, but so many people get so grumpy when it is time for them to talk to people about what they do or try to sell their product or service. Smile when talking to clients and prospects…and not just in person but on the phone too. Enjoy it!

Yes, I run a sales management company so I may like sales more than the average person, but what can be more fun than getting to talk to people about a problem they have and how you can help to solve it? I get so excited when I see how something I was able to do made my client’s business better or at least alleviate some stress they were having. Who wouldn’t feel great about that?

Using Your Time to Your Advantage

September 20, 2010

This past March I ran into my friend Jim down in Virginia Beach where he and his fiancé Sue were running a half marathon. This was the second time that I met up with Jim at a race (the first being the day he actually met Sue), however, I have always been content with grabbing a beer with him after a run. Sure, I play softball, basketball, and bike ride, but I never considered myself much of a runner.

Jim inspired me to start running, so since about the end of March, I have been running every other day, usually 3-4 miles or so. When the weather got hot, I figured it best to do this run at 6:00 AM when it was still cool, rather than 6:00 PM when it was still very hot. This became somewhat of my morning commute (I also walk for about a half hour on the “non-running” days.) It has become a great time for me to collect my thoughts, plan my day, and think about clients and how we can help them before getting into the regular daily grind of the workday.

Let’s face it, once the day starts, it is run, run, run, and not many of us have the time to really look at the bigger picture. As much as we want to take the time to find the inspiration to do that next great thing, the phone starts ringing, or you check your email to find 100 messages waiting for you. Next thing you know you are in your first meeting of the day and the day becomes more of a list of transactional activities rather than a study of ideas to make the world better. At some point you grab some lunch and say “Darn, it is only Monday,” “TGIF!” or something in between as you flash for a second to a time when you thought you’d be doing something more inspirational at work.

Many sales teams we see are exactly like this. The “what have you done for me lately” attitude leaves them going from transaction to transaction instead of building long term relationships. When was the last time you sat back and thought about something you could do for a client…maybe refer them to someone, research an article you think they would find interesting, or come up with an idea that will make their life easier even if it doesn’t put a dime in your pocket. We all want to do these things. We all see the value of doing them and growing a stronger relationship, but many times we just don’t have the time to think about them.

I urge you all this month to take that “in between’ time, the time in between your front door and your office door, the time in between your desk to the restaurant for lunch, or the time in between the end of the day and coming home to your family to allow yourself to think of the bigger picture both for your clients and for yourself…to find your inspiration.

Success Or Excellence: Which Do You Strive For?

June 7, 2010

I was recently asked an interesting question: which would I prefer, success or excellence?

My opinion is that if you strive for just one or the other, either way you will be left high and dry in the end.

Our company’s tagline is “Your Success is Our Business” however part of our mission is to change the perception of how salespeople are viewed by making them “excellent.”

You can certainly have success without excellence. Look at Microsoft for example. If I put out a product, then realized that it had flaws, I’d generally be expected to fix those flaws for my clients so they could use what I sold them. Not Microsoft. They can put out an inferior product, fix it, then attempt to sell you the fixed version to replace the one you have. If you don’t buy it soon enough, they will stop supporting the older version, in effect forcing you to buy the “fixed” version. A successful strategy? Yes, it has made them tons of money…but excellent? I think not.

On the other hand, have you ever gone out to a festival, or just walked down a street and heard a street performer and said to yourself…”They are amazing. How is it that they are playing at a festival for free when they are so much better than the crap I hear on the radio?”

Many of those musicians have achieved excellence, but not the success, at least financially, to allow them to continue to do what they are great at.

When we work with sales teams, whether it is providing sales management, working with them in our peer advisory groups, or becoming their inside sales team, we strive to help them be both successful and excellent. If I play basketball, I want to try to beat Michael Jordan.