Great Sales are unfortunately fallible adventures.
You see, great people create great sales and great people are vulnerable, erratic, emotional creatures.

Recently, I heard a salesman say “I hate that client”.

I gently prodded with this response;

“that has nothing to do with it.”

He looked perplexed.

My point?
It’s business, hate or love are unnecessary, irrelevant and – wait for it – emotional reactions.

You are not there to hate.
Not there to love.
Not there to judge.
You are there to sell.

Problems come when emotions intervene.

Beware how you tread forward.

The monotone voice read the script.
The dull disinterested tone followed the text.

“Good evening Mr. Kenny, how are you today?”
(it was 8:00pm)

“Is this a good time to call?”
(yes, if invading precious evening hours is your policy)

“May I ask you a few questions Sir?”

Swallowing my slightly irate tone I gave in.

“Sure, fire away.”

“I just want to know if you were happy with the service we provided yesterday.”

“I’m afraid not” I replied.

“Oh that’s good, just another question;
How would you rate your experience with us?”

“Unsatisfactory” came my one word answer.

“Excellent” she replied as her gum chewing picked up speed.

“Is that it?” I enquired

“Oh, do you not want to participate in our survey Mr. Kenny?”

“I just did” came my sharp reply.

“Did you?” she enquired.

We parted company.
Her voice ringing in my ear.

Her last words said it all;

“Have a nice day Mr. Kenny”

(it was now 8:05pm)

Leadership includes leading by example.
Leadership, for our damaged nation, means being seen to do the right thing.
Leadership is about sacrifice, example and an unselfish approach for the greater good.
The opposites of all of the above do nothing but destroy the fabric of society.
More importantly, as we try to rebuild a delicate reputation, what message does our new European Commissioner give when she refuses to even discuss her overflowing pension cup?
I thought we lived in a democracy.
I thought we appointed leaders.
I assumed our leaders would do the right thing.
Clearly there are parallel values at work.
I think that’s called “one rule for you, another for me”.
How little we have learnt.
How sad.

I was listening to a radio debate.
Let’s call voice No.1 ‘Forward’.
Voice No.2 ‘Backward’.

Forward was imploring change, a better way, a new way.
Backward was saying why change couldn’t occur.

Forward was kind, thoughtful and encouraging – patient too.
Backward was trenchant, stubborn and not very creative.

Forward tried to move forward helpfully.
Backward was having none of it.

Forward was losing patience.
Backward kept his mantra close.

“It’s the system, it’s the system, it’s how we work”.

Backward snapped, patience gone.

“If you must stick with your system, get a new system. A system that works”.

Beware of old systems for new horizons.
Beware of going backwards.
Progress can only come when forward gears are used.

I love Heather Small and M People.
I especially like “Walk Away”.

A friend was stressed. She went to the Doctor.
He prescribed no pills.
A wise man, he gave wise advice.
This is what he said;

“The next time you are in that stressful situation, walk away from it. That’s all you have to do”.

Next time the temperature is rising.
Walk Away.
Tomorrow is another day.

Technology can be wonderful.
It can create new problems too.

Recently, I wanted to stop a Bank offering me a credit card.
I also wanted to close an account.
Different companies, different times, different problems.
One answer.
A technological newbie;

“I’m sorry Sir, they go out automatically.”

Patiently I said;

“Please stop the automatic paper that’s ruining forests, costing stamps and wasting time.”

Can you guess the answer after my desperate plea?

Hint: It contains the word ‘automatically’.

Next time technology promises to do away with the human touch, insist there is one.

In fact, why don’t you say that ‘automatically’.

People are shocked.
Some froze, others fell, some rose.

In good times its easy to manage by money alone.
Not so easy when panic is in the air.

Today, full of post traumatic stress, it’s worth thinking about managing two things;

The Wallet and The Heart

The old saying is;

“50% of my advertising works. Problem is, I don’t know which half.”

When money is tight that’s not good enough.
Worse still are wordsmiths who play the “I provide the 50% that doesn’t work” bit.

When it doesn’t work they cry jargon;

“It’s awareness.”
“It’s brand recognition.”
“It’s positioning.”

Hmmmmm, not much good looking for next year’s budget.

Create a new role in your company.
Go on, try it.

Their new title?

‘Director Of Results.’

Next time the salesman comes knocking try this;

“Welcome Johnny, please can I introduce our Director of Results before we start?”

A friend of mine was very angry.
He had been turned over by a once trusted ally.
Beneath the anger there was hurt.
beneath the hurt, confusion.

A wise friend listened to his tale of woe.
He said that a tough economy brings out the worst in some people.
After calming the unhappy chappy, he finished with the immortal lines

“What goes around comes around.”

A recession tests values as well as integrity.
In many ways, it filters the truth.
A boom hides a multitude.
What goes around is – in many cases – already coming around.
Wheels turn, sometimes slowly but always full circle.

An even wiser friend chipped in.
“Don’t get angry, don’t get mad, do nothing.”

We waited for more.
It didn’t come.
We probed; “Why so?”

He relaxed and said something like this;

“It’s never personal against you. They behave that way all the time. It’s their way. Sometimes you don’t need to make your point or even acknowledge the wrong doing. Circumstances take care of that. Haven’t you noticed?”

Next time you feel injured or insulted, be like a King. Stay calm, keep your dignity and, above all, ‘your’ standards.
Then, sit back and see if you can spot the common denominator between those who survive and those who fail.

It is no wonder that the enduring successful people we meet in life have very high standards.
Stay high, avoid low, that’s where the end comes quick.

The target was perfectly lined up in the crosshairs of the telescope.
In one second it would all be over, the kill would be made.

Some sales people think selling and sales are all about pulling the trigger.
The immediate moment, the shot, the recoil, the kill.
They are wrong.

Great sales take patience, planning and practice.
Great sales have many steps before and after the shot.

Next time your sales people go hunting, make sure they are not one shot ponies, one bullet wonders or one trick hunters.
There is a lot to do before and after, not just during.