“The Sales Moment; Issue #192″

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Does Facebook, Twitter, texting and the many ways people are sharing information today help our culture learn the skills necessary to develop strong, lasting relationships?

I am not saying that I do not see value in the various ways we can receive information and communicate a message. I use many of these everyday and appreciate the opportunities it provides.

I believe what is lacking and becoming scarce is communion.

Friday night, Lesa and I had dinner at Miller’s Grocery in Christiana, TN with our good friends Jason and Michelle Cruise. Jason is a leader in Men’s ministries and author of several books. During dinner, Jason commented, “One of the problems in our society is that we are communicating without communion”. This intrigued me and I wanted to investigate the difference.

Communication is defined as the imparting or exchanging of information or news.

Communion is the sharing or exchanging of intimate thoughts and feelings, especially when the exchange is on a mental or spiritual level, an act or instance of sharing, intimate fellowship or rapport.

The difference was immediately clear to me.

It is near impossible to develop strong relationships without intimate fellowship. When I was dating Lesa, I wanted to get to know her and spend as much time as I could with her.

As a thirty-year sales professional, I have had my occupation described to other people by saying, “He just takes people out to eat and plays golf”. We all laugh because the insinuation is I have a cushy job and there is really no work involved. If you’re in sales, you know this is not true.

It is true that I have built long lasting relationships by getting customers away from their office and having communion. Getting past the mere exchange of proposals, numbers and negotiations and talk about the things that are important and really matter to them.

Put away your smart phone for a while and spend some quality time with someone. You will be glad you did.

Have a great week!

 

 

“The Sales Moment; Issue #191″

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Does the thought of selling scare you?

In most cases, people do not want to be told no. The fear of rejection is greater than the reward of the sale.

Lesa and I just celebrated my birthday by going out to our favorite Italian restaurant. For dessert, we went to Sweet Cici’s. It was a beautiful evening and Lesa asked me if I wanted to stop at the Jeep Dealer on the way home. I said, “Absolutely!”

Before you get ahead of me, I did not get a Jeep for my birthday. That would have been great but we are not quite that spontaneous. I have been wanting one for a long time and I comment on them frequently so we went to drive one.

It was late but a very nice young man came out to greet us. His name was Jon. After a few moments, we learned that Jon had just started selling cars three weeks prior after leaving his music engineering job. He had also just gotten married on July fourth a week earlier.

During the test drive we heard more of his story.  Jon’s decision to change careers was based on his belief that a sales career would provide a better a life for his new family. I related to Jon’s story because I made the same decision for my family over thirty years ago.

As we returned to the car dealership, he began asking some closing questions. It made me smile when he said, “Mr. Marrs, what would it take for you to drive this Jeep home tonight?”

Jon did a lot of things right. He overcame his fear of rejection by making a great first impression, asking great questions, and most importantly, listening and answering our questions.

In simple terms, it wasn’t difficult for him to ask for my business because he had earned the right.

Have a great week!

 

 

“The Sales Moment; Issue #190″

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I recently watched a classic video of the great Zig Ziglar telling the story of priming the pump. This story teaches us about the power of persistence and not expecting results until you have put in the work.

For those of you who may not have experienced pumping water from a well, you have to vigorously pump the handle to get the water from deep in the well. In most cases, the well has to be primed by pouring some water in the top. Zig is especially entertaining as he pumps the handle on stage to demonstrate that if you stop pumping, the water will go back to the bottom and you will have to start over.

As a metaphor for life, sales and success of any kind, you have to put something in to get something out.

Zig states that many people stand before the stove of life and say, “give me some heat and then I will put some wood in.”

Sometimes people quit too easily or way too soon when success is just around the corner. Sometimes rejection or even the fear of rejection can be too much and cause people to quit.

If you are doing something that is worth doing, I encourage you to enthusiastically persist.

Anything worth doing is worth doing poorly until you can learn to do it well ~ Zig Ziglar

My favorite part of the pump story is when the water begins to flow; you just have to steadily pump the handle to keep the water flowing. It is much easier to maintain the flow than to stop and start the entire process over.

Have a great week!

P.S. To see Zig tell this classic story, Click Here.

 

 

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