Posted: June 13, 2023 | Categories: Sales, Self-Improvement

We’ve all heard expressions like, “it is what it is” and “what goes around comes around”.  Old sayings can help us in our thinking and actions.  They can also hurt us and others.  Here are a couple of my least favorite sayings:  “It never hurts to ask” or “Ask and you shall receive”.  These sound reasonable.  If I am a sales professional, it is important that I ask for the order when the time is right instead of continuing to talk about the features of my product or service.  Many salespeople struggle with closing.

Now let’s look at the other side of the coin:  Has anyone asked you for something and your first thought was, “What nerve!”  We get offended when we feel we are getting played or manipulated.  So when do we ask or not ask?  If what we are about to ask is appropriate, built on trust, and leads to a win-win situation, asking can be a good thing.  If our motive is not noble, we may want to hold back.  Whatever saying or maxim we tend to live by, let’s make sure we apply them unselfishly and with noble motives.  That works!

Posted: April 10, 2023 | Categories: Customer service, Leadership, Sales

“Good manners are made up of petty sacrifices”

–Ralph Waldo Emerson

I remembering once hearing of a conversation between a worldwide traveler and person who was just starting to travel.  The neophyte was going for a tour of Europe, and he asked the season traveler for his best advice.  The reply was not complex.  The travel pro said, “Just learn how to say “thank you” in every language you will encounter, and make sure to always say thank you.”  Weeks later, the rookie traveler returned and said to the pro, “That was the best travel advice I have every received!”  It reminds me of  what we all learned in kindergarten:   Say the magic words of “please” and “thank you”.

Last Thursday my wife and I decided to treat ourselves to dinner.  We went to a local fast-casual restaurant that belonged to a chain with a reputation of friendly service.  The person took our order.  His face was expressionless.  We paid up and shortly after he gave us our sandwiches with a “Here you go”.  I was waiting for a “thank-you”, and there was silence.  We quietly walked away with our food. It then began to occur to me that “please” and “thank you” are going out of fashion.  That is sad.  As customers, we choose to spend our money at certain places, and when we do, we help provide the capability of a business to issue paychecks.  Thank you, anyone?

I also realized that recently I find myself saying “thank you” to someone who should be thanking me.  It gets worse.  When I do say thank you, I often hear, “No problem”.  Really?  I never thought of myself as a problem.  I thought of myself as a customer.

Before the phrase thank you becomes extinct, I encourage you all to use this phrase wherever you go.  Did someone do something nice for you today?  Thank them.  And thank you for ready this blog!

Posted: March 23, 2023 | Categories: Customer service, Sales, Team Building

If you own a business, and you overheard someone talking about your company, what words would you want to hear?  I am guessing you would want people to say, “Nice play to work” or “Great customer service”, etc.  What if someone said, “The working environment feels very corporate”.  Such a comment probably would not excite you.  The “corporate feel” doesn’t sell like it used to.

For nearly 50 years I have been a loyal follower of a local restaurant chain in Chicago.  These restaurants were special places with a lively staff that knew how to have fun and make the dining experience special for you.

In the past few years, I have noticed these restaurants lose their luster.  Orders get messed up, people stopped smiling, and things just weren’t the same.  Three weeks ago my family and I had such a bad experience that we decided to end our 49-year old tradition.  Before I made my final decision, I called customer service and told them of my experience.  They promised to get back to me.  They did not.  It was time to move on.  I wish I could say the incident three weeks ago was an isolated incident.  It wasn’t.  We’ve had several sub-par visits in the past two years.  Last week I was relating this story to a stock broker, and he commented, “Oh yeah, that company was sold in 2014 and is now publicly traded.”  The lively team spirit this chain of restaurants had built had died a slow death.  They now had the “corporate feel”.  Do you work for a large corporatation?  What can you do to make sure your team has a “caring feel” versus a “corporate” one?

Posted: October 21, 2022 | Categories: Customer service, Presentation skills, Sales

When I was a senior in high school, my sociology class conducted a group discussion.  The question was:  “Do clothes make the man?”  I had no idea what the teacher meant.  How ridiculous!  Clothes don’t make the man…Character does!  What that doesn’t take into account is first impressions.  How long do first impressions last?  Sometimes forever.  How quick do we form first impressions?  Answer:  About 30 seconds.

With all these points rattling in my mind, I decided to do an experiment:  It was about 30 years ago, and I was on a business trip in Springfield, Illinois.  I was calling on some key clients and I was looking my best.  I wore my favorite suit, my hair was well groomed, and I stopped at a fast food restaurant for a sandwich.  I received a smile and a warm greeting from the person who took my order.

The next day as I was preparing to leave town, I intentionally put on grubby clothes -very grubby!  I wore a threadbare flannel shirt and old torn blue jeans.  I also hadn’t bothered to come my hair.  I approached the same fast food restaurant I had the day before and ended up with the same person.  When I walked up she did not smile and asked in a monotone, “Can I help you?”  When she brought back my order she just handed me the tray and said nothing.  Didn’t she recognize me?  Apparently not.

This experience taught me the power of making a good 1st impression.  Comb your hair, shine your shoes, and look your best.  You will help establish instant credibility and make a better first impression.

Posted: June 20, 2022 | Categories: Leadership, Sales

Country music legend Barbara Mandrell once gave some advice to her younger sister, Louise, who is also a performer.  She said, “Remember to always appreciate your audience.  They are giving you the most valuable thing they have…their time. This same rule applies in sales.  We demonstrate that we respect a client’s time.

Early in my career I learned a lesson about respecting our prospect’s time.  I was meeting with a decision maker and we had agreed to a 30-minute meeting.  The meeting progressed nicely, and when the 30 minutes had expired, the prospect kept going and the conversation continued to evolve.  I decided to let him roll, and the meeting ended up lasting close to an hour. I thought it went great.  Later on I found out the prospect was upset that I agreed to a 30-minute meeting and went beyond that.   Huh?  But, but, but…  He was the one who kept talking!

The next day I shared this frustration with my coach/mentor Ed.  Ed said, “You were leading the conversation.  You let that happen”

Then Ed tauaght me something that has worked for me ever since.  Ed said, “If you have agreed to a 30-minute meeting, keep track of the time.  If you reach the 30 minute mark and you are really in to it, you say, “Mr/Ms _______, I noticed that we have reached our 30 minutes we agreed on.  I have allowed some extra time.  Would you like to continue or should we set a follow up call?”  This puts the decision on their shoulders, and shows us that we respect our time as well as theirs.  We are also taking charge of the meeting.