Different can be good…

Do you love discussing the tools, tactics, and techniques of professional selling as much as I do?  You might know I’m one of those old fashioned, pain-in-the-@xz types, always looking for improvement.  Maybe it comes from one of my heroes: 

If better is even possible, good is not enough. 

Joe Newton 

Julie Hansen is a colleague and mentor of mine.  I believe she is a believer in being different.  I believe Julie believes in the power of practice and preparation.  She recently posted this on LinkedIn, did you see it? https://www.linkedin.com/feed/update/urn:li:activity:7023679324683722753/   

Julie offered a few reasons why some salespeople are willing to accept a less-than-perfect performance.  I would add what I often heard over the years, “I’m too busy”; “There’s no one to practice with”; or my favorite, “Well Gary, I’ve been doing this for 20 years you know.” 

Maybe I was paranoid throughout my career that I wasn’t good enough to be good enough.  Are you extroverted?  Assertive?  Witty?  Quick on your feet?  I wasn’t.  To stand a chance in a competitive world I had to be better prepared than my competition.  You know what?  Turns out the prospect can tell! 

It’s how you show up at the showdown that counts. 

Homer Norton 

Expecting the prospect to give us the benefit of the doubt is not different from our competition; it’s actually the same.  Same is bad; different is good. 

Some salespeople are totally oblivious to the fact that their lack of practice is negatively impacting their performance.  Truthfully, it’s not just in sales.  How many people do you interact with these days who don’t seem to perform their job very well? 

At anything you choose to do, you'll be as good as the practice, drill, and rehearsal you go through before you actually perform the action. 

Tom Hopkins 

OK, you might be thinking, what does different look like?  Well, here’s a little sales coaching from Mahan Khalsa author of Let’s Get Real or Let’s Not Play: 

Take the product off the table and stay focused on the client. 

I’m not saying Mahan is saying that to be different we’re not supposed to talk to the prospect about our products and services.  Trust me, the conversation will eventually turn to our products and services.  It just doesn’t have to start and stay there.  When your prospect finally asks to know more about what your offering, it would be best to do what Julie suggests - be ready to demonstrate how you’ve heard and understood their needs.  

Businesses face real problems today and customer executives appreciate the sales professional who is able to stay focused on the customer.   The real value a salesperson brings is the ability to help a customer solve an important business problem.  Back to Mahan: 

How we sell is a free sample of how we solve. 

If we think about it, a prospect is not actually buying our products or services; they’re buying what our products and services can do: 

If you're selling drills, your prospects really couldn't care less about the drills.  What they actually want are the holes. 

Patrick Renvoise 

Let’s recap… talking to the prospect about the prospect; selling the holes not the drills; then when the camera comes on being totally rehearsed and ready to deliver a perfect presentation; that is what different looks like.  And different is… well… you know. 

Curious - when was the last time a prospect told you you’re different?  

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

A tribute to Shiloh…

The 2023 National Western Stock Show and Rodeo has concluded.  It’s a major event in Denver and it’s also one of the first, big, rodeos to start off the 2023 competitive circuit for the PRCA – Professional Rodeo Cowboys Association as well as the PBR – Professional Bull Riders. 

I’ve written before that I’m no cowboy.  I didn’t even grow up among large farm animals.  A Chicago suburbanite was my childhood and high school setting.  Attending college in rural, western Illinois I do remember that certain aroma constantly permeating the air.  Attending the National Western brought back that vivid memory.  Talk to a rancher, farmer, or cowboy about it and they will usually shrug and say it, “smells like money”. 

I learned about that side of the aroma myself, when my son and wife decided we should adopt wild horses from the Bureau of Land Management.  Adopt we did – 4 mustangs in all.  Our last, Kahlua (on the right), is still grazing in our back yard.  And yes, our backyard, “smells like money”. 

It’s funny how you can bump into horse people these days without even knowing on surface that they are horse people. 

I met a Best-Selling Author recently, Rodney Barker (see www.rodneybarkerauthor.com ).  Turns out we have many things in common; both graduates of Knox College; both college athletes (he played football, I played basketball); both writers (he’s successful, I’m well let’s call it “aspiring”).  We are also both horse people. 

Rodney has extended his affection for horses into quite a unique and beautifully artistic pursuit (see www.trailofpaintedponies.com ).  Further coincidence, Rod’s horse is named Shyloh; mine was named Shiloh. 

I say “was”, because my Shiloh died a couple of years ago.  Heartbreaking as every horse owner knows. 

Another horse owner, Amy Fear-Helbok, a graduate of Westernaires who rode with my son (Westernaires was the organization that introduced our family to the traditions of the American West and the beauty of our wild American Mustangs.  See www.westernaires.org ) posted this tribute on Facebook when her horse died: 

The Rainbow Bridge For Horses 

By the edge of a woods,

at the foot of a hill,

Is a lush, green meadow

where time stands still.

Where the friends of man

and woman do run,

when their time on earth

is over and done.

 

For here, between this world

and the next,

Is a place where

beloved creatures find rest. 

On this golden land,

they wait and they play

Til The Rainbow Bridge

they cross over one day.

 

No more do they suffer,

in pain or in sadness,

For here they are whole,

their lives filled with gladness. 

Their limbs are restored,

their health renewed. 

Their bodies have healed

with strength imbued.

 

They trot through the grass

without even a care,

Til one day they whinny

and sniff at the air. 

All ears prick forward,

eyes sharp and alert.

Then all of a sudden,

one breaks from the herd.

 

For just at that second,

there’s no room for remorse. 

As they see each other…

one person… one horse.

So they run to each other,

these friends from long past

The time of their parting

is over at last.

 

The sadness they felt

while they were apart

Has turned to joy

once more in each heart. 

They nuzzle with a love

that will last forever. 

And then, side-by-side,

                they cross over… together.                                                           

Author Unknown 

I too will reunite with Shiloh one day and cross that bridge. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Luv rules…

Next Tuesday is Valentine’s Day – it’s not too late.  There’s still time to do something special for that special person. 

OK – so I can’t take credit for creating this awesome display of love for my love.  That was someone else’s awesome display of their love for their love.  Can I take “observation credit” for stopping along the roadside while driving through this western Illinois farming community to take the picture?  I think my wife will give me credit for a little kind-hearted, photo-plagiarism because I know she knows: 

Love rules without rules. 

Italian Proverb 

Who says men are oblivious and have no powers of observation?  OK – so a billboard is hard to miss.  Observing that man’s demonstration of love reminds us all that Tuesday, no assumptions; no taking her for granted; no obliviousness; no subtleties are allowed.  On Valentine’s Day, we must shout our love for our love from the top of the mountains!  And yes, we hope our women do the same for the men in their lives: 

You know “That Look” women get when they want sex?  Me neither. 

Steve Martin 

Tuesday may be a special day in my marriage, but our relationship over the years has taken constant care (and patience).  Thankfully, my wife has patience: 

Patience strengthens the spirit,

   sweetens the temper,

      stifles anger,

    extinguishes envy,

  subdues pride,

bridles the tongue,

   restrains the hand,

      and tramples upon temptation. 

George Horne 

It’s easier to be patient with the little things I suppose.   But when times get tough, the most convenient person to argue with, vent to, and take our frustrations out on is often our partner, true?  Life seems to move so fast; people seem to be so stressed; the media inundates us with so many sensationalized issues. 

I don’t know; are meaningful, loving partnerships easier or harder to find these days?  With everything racing at a break-neck pace, who’s responsible for maintaining a healthy, loving, long-lasting relationship?  Well, here’s a view from Wyatt Webb: 

You are 100 percent responsible for 50 percent of any relationship. 

Carrying more than ½ the load you say?  Yep – you and my wife, too. 

Thankfully, my wife and I are still in love after all of these years.  We will do something quiet this Valentine’s Day; we enjoy our quiet time together - always have.  We’re blessed with sharing many common interests, so spending time together and “decompressing” from our fast-paced life is a nice retreat. 

Like you, our conversations will span a variety of topics; children; friends; happy memories; love.  Of course, when we’re together we will also synchronize our calendars; debate upcoming projects; disagree on priorities; discuss business; and almost always review our finances.  Yuck!  Necessary I suppose, but not very romantic. 

Yet this Valentine’s Day I will be reminded: 

A successful marriage requires falling in love many times, always with the same person. 

Mignon McLaughlin 

So here’s to February 14^th – Valentine’s Day.  May you enjoy it with someone special in your life.  If you’re lucky enough to be in love, may you cherish your quiet time together; sharing common interests; being patient with life’s challenges; relishing the restorative results of romance. 

And if you’re with someone but you’re not yet sure if he or she is “the one”, don’t worry – trust your gut feeling: 

Love is not finding someone you can live with; it’s finding someone you cannot live without. 

Rafael Ortiz 

Love rules without rules on Valentine’s Day – and every day. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective. 

Land the plane…

I feel that I am similar to you.  When we have an idea, anecdote, or opinion on our mind we like to share it with others, true?  We try to be a patient receiver when we’re on the listening side as well, but we know that can be a challenge. 

In my case, it’s not “what” I have to share but rather “how” I share it that is worrisome.  If you look up the definition of “verbose” you’ll find several definitions.  Perhaps the most appropriate for today’s purpose is: 

Wordy 

Guilty.  

I’d like you to know that I’m not blind to my tendency to “throw more words at it”.  That’s a common trait many salespeople have.  When we don’t know the answer to a prospect’s question, when there is dead space, or when we’re nervous, we have a tendency to hold onto the talking stick too long.  

I bet you’ve been in that situation on the “buy-side” of a sales presentation.  You ask the salesperson a question and after sitting through a lengthy, sometimes confusing, occasionally contradicting response you decide not to ask any more questions for fear you’ll have to bring in dinner before the sales rep leaves. 

I’m retired from the technology sales profession now, but still selling.  I prefer to think of it as story-telling.  Either way, deep down inside I want my audience to listen to me and to like what I have to say.  I bet you do, too.  Thanks to a long-time friend of mine, Debbie Ryder, now I can tell.  She cued me during lunch recently.  I was relating something or other I thought was of interest.  When I started heading down the wordy path she smiled and said, “Gary, land the plane.” 

Similar feedback was offered by my friends Pat and Monica.  Two steps involved with preparing to self- publish my book, The Peace and Power of a Positive Perspective, are a “Summary” as well as “About” the author.  After sending them a draft they responded firmly and politely, “wordy”.  

I suppose my readers (all readers really) take a different approach with writers; even apologetic writers: 

I apologize for writing such a long letter. I didn’t have the time to write you a short one. 

Pascal   

Readers simply stop reading, yes?  Here’s a test… how many of your incoming emails and instant messages do you read start to finish?  Makes one want to tell the writer, “Land the plane”.  This is not a new phenomenon, just ask Norman R. Augustine: 

There are those individuals, both outside the federal government and inside, who are endowed with that special talent to take fairly lucid concepts and, through subtle embellishment, make them very nearly incomprehensible. 

Ah yes, embellishment, guilty again.  But in my defense, it’s not because I’m oblivious to my verbosity: 

If I am to speak for ten minutes, I need a week for preparation; if fifteen minutes, three days; if half an hour, two days; if an hour, I am ready now. 

Woodrow Wilson 

I try to heed the advice from Pascal and Norm Augustine.  I’ve read much about Abraham Lincoln.  Sometimes I worry that he was referring to me: 

He can compress the most words into the smallest ideas of any man I ever met. 

Abraham Lincoln 

So if you find one of my little ditties is too wordy for a small idea, please feel free to hit reply and say, “Gary, land the plane”. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.