“The Sales Moment; Issue #245″

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If you desire to build strong relationships with your customers, you should always present the best version of yourself.Angry golfer trying to break his club

Good salespeople have the ability to adapt to their environment and are sensitive to the needs and mood of their customer while others tend to disregard etiquette and manners. This lack of respect can deteriorate your relationship and cost you future sales.

Recently, I was asked to play golf with one of my clients at his private club. It is very exclusive and an honor to be invited. Another gentleman joined our foursome who, like myself, considered our host a client. During the round, he made several inappropriate comments to our client about his game and on more than one occasion he became loud, used foul language and threw his clubs in frustration.

These actions were not only disrespectful to our client but break the club’s rules of etiquette and could cause our client to lose his membership. At the least, it embarrasses him. I cringed when I heard him ask the caddy to keep what he saw to himself and not report it.

Take a moment to think before you speak or act. Be aware of how your actions will affect your client. Think twice before telling an inappropriate joke. Don’t get so comfortable with the relationship that you believe anything is okay. Be respectful of your customer’s time and his personal values.

We should never put our customer in an uncomfortable position. This does not mean you cannot be yourself or have fun. I have a great time with my customers. I just maintain a healthy dose of respect for the relationship and make a conscious effort to not take them for granted.

Your customer will notice and appreciate you for it.

Have a great week!

“The Sales Moment; Issue #244″

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None of us are immune from criticism and rejection. What will you do when faced with it? Resistance

I was intrigued by recent news of Harry Potter author, JK Rowling, who shared a couple of rejection letters she received from publishers while writing under the alter ego Robert Galbraith.

She shared the letters with her over seven million Twitter followers saying her motive was “inspiration, not revenge”. One of the letters advised Rowling to take a writing course. This advice comes after the Harry Potter franchise had sold more than four hundred million books worldwide and made her a billionaire.

Andy Andrews felt the sting of rejection when his best-selling book The Traveler’s Gift received fifty-one rejection letters. He persevered and now, after fourteen years, that book is still selling in hardback in multiple languages around the world.

I could fill a book with inspiring stories about the people who were told they could not succeed and proved the doubters wrong. Elvis was told to go back to driving a truck. Michael Jordan was cut from the middle school basketball team. The list goes on and on.

Do you have people that have doubted and criticized you? Have you been rejected or felt like you were a failure? If you are attempting anything, there is a good chance you will be faced with one or more of these.

Along with these outside forces, you may be your own worst enemy and undermine your own success. You need to take control of your thoughts and realize you have a choice in how you think. Seth Godin calls it quieting the Lizard Brain. Steven Pressfield calls it the resistance; The voice in the back of our head telling us to back off, be careful, go slow, compromise.

Both of these very smart men come to the same conclusion when it comes to overcoming the resistance and quieting the Lizard Brain. The criticism, the rejection, the resistance does not go away. We must sit down and do the work.

We must persevere.

Click here to see a list of 50 famous people who persevered in spite of the resistance.

Have a great week!

“The Sales Moment; Issue #243″

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People know when you’re faking it. They know when your mind has drifted or when you’re inside your own head ready to deliver a well prepared monologue of the things you think they need to hear. What people want is authentic and unique designconnection.

Have you ever been startled when you walk into a retail establishment where you are immediately greeted with a loud “welcome to so-and-so” from an employee? After my heart stops racing, I glance around to find the source and wonder if they are talking to me!

I understand the intent of the employer to want their customers to be welcomed into a friendly atmosphere and shown immediate appreciation. Unfortunately, the result is usually a monotone welcome from an hourly employee that has said the phrase so many times, they are sick of it.

The same goes for a memorized, canned sales pitch that does not allow for interruptions and customer interaction because that would certainly throw him off his game.

I walked into a convenience store recently and the place was buzzing with activity. In the midst of all these people was a lady named Marsha. She was the hostess and she was taking care of everyone. She was also calling most everyone by name.

I saw a buddy of mine and he immediately introduced me to Marsha. I noticed she said my name several times while my friend attempted to convince her that I was a troublemaker. When I returned to the store later, she immediately called me by name and made me feel right at home. Do you think I will stop by this store again?

Think about what you want as a customer. Don’t you want to feel special? Do you want to feel that the salesperson gets you and understands your wants and needs? I know I do.

This should be a principle you apply to all your important relationships, not just your customers. Your spouse, children and close friends deserve for you to be fully present. They want an authentic, unique connection. Make them feel special.

Have a great week!

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