“The Cheat Meal”

by jpmarrs · Comments

“The Sales Moment; Issue #55″

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Preface:
As I write this, I have lost forty-eight pounds. Lesa and I reward ourselves each week with a cheat meal. We usually enjoy this meal on Friday during date night and a movie. Last Friday we chose deep dish pizza and wings for our cheat meal. This is what happened…

Act I:
When we arrived at the restaurant I took my place in a long line of patrons to place my order. I immediately recognized the young lady behind the counter taking orders. She had worked here for a long time and greeted each customer with the same energetic attitude and welcoming smile. I also noticed that many of the customers did not return her smile or even make eye contact. This did not stop her. She never failed to give each person her best. This had been my experience on all of my prior visits.

When it was my turn, I placed my order and thanked her for having such a good attitude. I also asked how many people return the favor. She replied. “hardly any at all.” I deliberately put tip money in the cup on the counter and told her what is was for. She thanked me and told me my order would be ready in fifteen minutes.

Act II:
Lesa and I visited the local Target for a few minutes while the food was being prepared. When we returned I took my place in line. The lady in line in front of me paid for her order and gathered herself to leave. Meanwhile, our optimistic order taker smiles at me and says. “Mr. Marrs, your order is ready. I will be right back.” The lady preparing to leave looks at me surprised and says, “How did she remember your name? Did she take a picture with her Iphone?” I laughed and said, “No, I complimented her on her great attitude.” She left with a strange look on her face.

Act III:
Lesa and I enjoyed a quiet evening at home with pizza and an old Robert Redford movie, Jeremiah Johnson.

Can you name all the human relationship principles in this story?

Have a great week!

Pierce

P.S.: Dale Carnegie Quotes of the week:

- Act enthusiastic and you will be enthusiastic.

- Don’t be afraid to give your best to what seemingly are small jobs. Every time you conquer one it makes you that much stronger. If you do the little jobs well, the big ones will tend to take care of themselves.

- Happiness doesn’t depend on any external conditions, it is governed by our mental attitude.

“The 70/30 Rule”

by jpmarrs · Comments

“The Sales Moment; Issue #54″

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Have you ever been asked how you were doing and then after a few seconds the other person launches into a ten minute monologue of the things they really wanted to tell you? This is one of the most common mistake people make in communication.

Toby Keith produced a song several years ago titled, I Wanna Talk About Me. In the song his girlfriend talks all the time about herself and he never gets to talk about what he wants to talk about. A funny song that gets to the heart of how you can damage your personal and business relationships.

A healthy conversation would include you talking 30% of the time and the other person 70%. You have heard the saying, “God gave you two ears and one mouth for a reason.” By dominating the conversation you send a message that I really do not care what you have to say.

Salespeople can be so excited about their product that they fail to slow down and ask enough questions to find out if their prospect wants or needs what they are selling.

The rule is simply talk less and listen more.

Have a great week!

Pierce

P.S. Quote of the week: Most people do not listen with the intent to understand; they listen with the intent to reply. They’re either speaking or preparing to speak. They’re filtering everything through their own paradigms, reading their autobiography into other people’s lives. ~ Stephen Covey

“Life Will Be More Difficult”

by jpmarrs · Comments

“The Sales Moment; Issue #53″

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The February 2011 issue of Success Magazine focuses on sales. As usual, I immediately turned to the Publisher’s Letter. The first thing I noticed in the left margin was this statement, “If you are not good at sales, life will be more difficult for you. It’s that simple.”

For those of you who embrace the art of selling these words are no surprise. You understand that everyone sells and that it is a part of life, not just business.

On the other hand, if you are part of the growing population of people entering self-employment, you may not have the fundamental skills required for effective selling. You may also have a negative perception of selling that could hinder your ability to market your product.

Recently, I was speaking to a potential coaching client and he said, “Pierce, I just don’t want to sound like a salesperson.” This gentleman desperately wants to run his own business and has finally reached an understanding that his business will not succeed without selling.

I am constantly looking for different words to help people gain a new perspective on this skill. For me, the act of serving provides a positive mental picture. Darren Hardy was given some advice early in his career. Mark out the word sell and replace it with help.

Darren was also reminded that the people we serve and help are real people, real families that deserve to be treated like you would want to be treated.

Do to others as you would have them do to you. Luke 6:31 ~ Jesus

Have a great week!

Pierce

P.S. Dale Carnegie tip of the week: Remember that a person’s name is to that person the sweetest and most important sound in any language.

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