6 reasons why it may be time for a new rep

Do you have a product or service that requires a good rep handling your business? It's no secret good salespeople are hard to come by.  Some have the innate ability to take care of the customer, while others just don't like their job and it shows in the way they correspond with their customers.  Sometimes we need to take a hard look at the people that are handling our accounts and make sure it's the right fit.  Here are some reminders on why it could be time for a change:

They very seldom pick up the phone and call you.  In this day and age many people hide behind their computer's mouse and think a quick email is a sales call.  Wrong.  It is more and more important to be in front of people and continue to cultivate the relationship between buyer and seller.  People that don't exercise this will pay dearly down the road.  The old saying stands, if you don't take care of your customer, someone else will.

They act like you report to them and forget YOU ARE THE CUSTOMER.  If you lay out your expectations in the beginning and your rep doesn't follow them, then it is probably time to find someone who will.  Business is more and more competitive all the time and the salesperson that cares about your business or service will win out.

They don't take accountability for their mistakes, often times blaming someone else.  One of the best things you can do as a salesperson is admit your mistakes and move on.  You become more human in the buyer's eyes.  Not taking accountability for your actions can be deadly.  Accountability is key in the sales cycle. 

They show no flexibility.  To be a good salesperson, you have to be flexible.  It's important to stick to your guns but it is also very important to bend a bit.  If you don't, someone else will.  Showing your customer that you are in their corner is one of the most powerful things you can do as a salesperson.

They don't take ownership in your accounts.  To show you care, you have to care first.  This means taking ownership in your accounts and treating them like it was your own company.  This shows the customer that you are in it together and care deeply about the success of their accounts.

They don't continue to strengthen the relationship.  You've tried and tried to keep the relationship going but they don't play.  There is nothing more important in the buyer and seller relationship than building trust and respect.  People that are passionate about building these relationship have much greater success than the ones that don't.  If you are working with a rep that makes no effort to strengthen your relationship, it's hard to swallow, but it's probably time to move on.  You will be glad you did!

Follow your dreams

As I'm sitting here at our new second home in Lake Chelan I just realized something.  I haven't written a blog in a long time!  So I figured this is a good time to change that.

The last few months have been pretty hectic, the emergence of summer and all the work things that go with it.  I'm still overwhelmed by this place, it was always a dream for me to have a place in Lake Chelan.  It's nothing fancy, but it sure serves its purpose.

All of us have dreams, some of which we think will never come true.  We dream in business, we dream in relationships, we dream in the toys we want, we even dream about stuff we wish we didn't.  But one thing stands true in all of this.  If we follow our dreams with enthusiasm, tenacity, hard work, and dedication, they will come true.

I have been coming to Chelan for 40 years or more and one thing always remains the same.  It's that place that I go to that always brings out the things that are important to me.  History, family vacations, beauty, and the ability to put the stressful things in my life behind me.  That's what I'm talking about.

Do you follow your dreams?  What big thing have you always wanted and never achieved?  It's right in front of you.

Follow your dreams.

This culture still needs the old school way of doing business

I had the distinct pleasure of visiting some markets recently for the first time.  It was very enlightening to visit with station managers and discuss their challenges moving forward, and the opportunities as well.  There's a real concern amongst the business leaders with the culture we are currently engulfed in.  It is called social networking and the Internet.

Social networking is attracting attention at a rapid pace.  Organizations are hiring people that are dedicated to handling the so called social networking side of the business.  Building Facebook and Twitter pages, Tumblr, Blogspot, Word Press,  Foursquare, you name it.  We all know time is money, and putting these programs together can be very time consuming.

Nielsen recently released information that 70% of people make their purchasing decisions based on recommendations from friends and family.  We all have our own board of directors we seek out when making those buying decisions.  It could be a family member, friend, or maybe even a friend on Facebook.

The old school way of doing business will never change.  In fact, it will be more important than ever moving forward.  Establishing relationships will be pivotal for success, specifically the relationship between the company and the customer.  People buy from people they like, and people they are comfortable with.  Someone they know will always be there if a problem arises.

These new media platforms that we are experiencing and enjoying are transforming the consumer.  Don't you hate it when you call a business and you get an automated response?  "Press 2 to reach the sales manager".
Is that what you would call customer service?  Isn't customer service when you meet or speak with a live person?  You can look them in the eyes and really experience what they are feeling?

I've always been a big fan of WOW-ing the customer.  Exceed their expectations.  To WOW a customer means it has to come from your heart.  We must learn to adapt to these new marketing strategies but still keep in mind the old fashioned way of doing business.  One-on-one attention with our clients.  More face to face meetings instead of texting or emailing back and forth.

It's the old school way of doing business.  To be successful, it will be more important than ever moving forward.

 

One of a kind car salesman

I will never forget this salesman.  Years ago I was in need of a car to get me around for a busboy job I had at Red Robin in Seattle.  It happened to be the flagship Red Robin, and I was proud to work there.  The only downside was my commute from Bellevue to Seattle.  Back then during rush hour it probably took me 30 minutes or so.  Who knows how long it would take now.

I walked into University Chevrolet in the U-District looking for that perfect car for my needs.  Little did I know at the time that this would leave a lasting impression on me for the rest of my life.  I met a salesperson that I still think about to this day.

What a difference a personal note will make.

My brother-in-law and I sat in his office and we discussed what we were looking for.  After meeting with this guy for a few minutes I noticed numerous trophies and sales awards littered throughout his office.  I didn't count but there had to be close to 50 of these awards.  I was a little dumbfounded because this guy wasn't impressive by any means.  He was an older gentleman, and I would say definitely on the shy side.  He asked us what we were looking for and we ventured out on the lot.  I stumbled across this little Ford Courier and I knew then this was the one.  The interior floor boards were brand new, they did a nice job of dressing up this little truck.  It had a four speed manual transmission, perfect for a 20 year old.  Little did I know in time it would become a hassle in the stop and go traffic from Bellevue to Seattle.

He made an impression on me I will never forget.

I don't know how long I kept that truck, but I would say it was four or five years.  It burned oil, got decent gas mileage, but I slowly became tired of the manual transmission and lack of room.  It served it's purpose and fulfilled my needs at the time.

I received a birthday card for the next 10 years.

What's amazing about this is I probably moved 7 times in the next 10 years and he still found me.  The card was always on time and it was always handwritten.  At the time I couldn't understand all the trophies in his office, because he didn't really do anything that stood out.

Now I do. 

Thank you notes and birthday cards go a long way.  They are unforgettable, at least for me they are.  I try to make a point of sending cards because of my experience with this salesman.

My guess is this one of a kind salesman retired or passed away because the cards all of a sudden stopped coming.  He was older at the time and I could tell he was nearing the end of his career.  He didn't look healthy to me, but he had a heart of gold.  To WOW a customer it has to come from the heart.  He had a lot of heart.

I think of him every time I send a note or card to someone.  Sometimes it's the little things that can go a long way.  It sure did in this situation.

He was a one of a kind salesman.

Has the Internet changed the way we sell?

The salesperson has changed in a lot of respects.  The old school way of taking someone out for drinks and then closing the deal just doesn't happen much anymore.  In this day and age it almost seems easier to shoot off an email to someone and then tell your boss you called on them.  That's hardly a sales call.

Has the Internet changed the way we sell?

For a lot of people it has.  One of the most important aspects of selling is being intuitive and recognizing a person's body language.  The intuitive side of selling is huge, and many people under estimate it, often times ignoring how important it is in the selling cycle.  Without noticing the buying signals we wouldn't have a sale, or would we? 

The dictionary describes an order taker as someone who doesn't put in a diligent effort to increase existing business.  With business getting tougher and more competitive for everyone, it is important to continue to cultivate new business, increase the revenue from the customers you already have, and maintain relationships.  Shooting off an email is not the answer.

All of us are guilty of sending a quick email and getting it off our desks so to speak.  We can blame the growth and magnitude of the Internet for this new age of selling we are in.  One of the best TV commercials I have ever seen is when the president of United Airlines handed out plane tickets to his salespeople and told them they will go see their customers in person.

The Internet definitely has changed the way we sell. 

This is jury duty

I always get nervous for jury duty.  Today was no exception.  And much to my dismay, things haven't really changed that much in the way they herd you through at the Justice Center in Benton County.  Power is still the rule of thumb in this environment. 

Like always, I arrived early because you never know the unknown and you are much better off being there on time to get a feel for the landscape.  We were seated in the jury orientation room,  this is after you  take a tunnel and an elevator to get there.  Everyone checks in with a gal on the computer as they scan your jury number.  If you don't get in line, she will find you.  I chatted with a couple interesting gentlemen, one was a box maker for Boise (formerly Boise Cascade), the other the meat manager at Yoke's.  It was the highlight of my morning.

Then it's time to sit.  An hour and twenty minutes to be exact.  We received our jury numbers to put on our chest so it could be visibly seen by everyone.  One of the bailiffs handed them out and then went back for another cup of coffee.

Judge Matheson sat in for Judge Swisher and gave us our orientation because of a hearing that ran long.  He told us to focus on the importance of deciding "what happened" rather than getting caught up in what the attorneys from both sides will say.  "The witness testimony is the most important aspect", he said.

Ten minutes after Judge Matheson gave his orientation, Judge Swisher came up and informed us we could go home.  It was 9:30am, an hour and a half after we sat down.  The defendant did not show up for her trial and the judge informed us they issued a warrant for her arrest.

It sounds like this happens all the time.

So I'm off for the rest of the week.  We were instructed to call-in Friday after 5:00 pm to see if our number comes up.

This is jury duty.

Big Choices For Many Today

National letter of intent day is so exciting for so many people.  It is the culmination of a long recruiting year for coaches and schools, and it provides closure for those who have to make the difficult choice of where to spend the most important 4-5 years of their lives.

Years that will never be forgotten.

It seems the hype gets bigger every year as schools wrangle kids away from other schools, and it sometimes becomes a huge marketing blitz for their respective schools.  Players and parents are torn because the options can be so varied, depending on their focus and goals for the upcoming years.  Still, it is a very exciting time.

What a lot of these young kids don't know is how much the next four years will really impact their lives.  Will they achieve what they set out to achieve scholastically?  Will they meet that special friend or teammate that will be a friend for life?  How will they want to be remembered in their college days, a time that can be so stressful at times?

I remember when I was in college I stressed about my grades constantly.  We used to joke about "figuring out our grades" as we were studying in the library only halfway through the semester.  It was in college where I really learned to study and earn good grades.

To my surprise, in my professional life nobody has ever asked me about my grades in college.

So as players, athletes, and students make their big choice today they will keep a lot of things in mind as they look ahead to the next few years.  Will they win a championship at their respective schools?  Will they get drafted?  Will they make the Dean's list?  Will they look back and know they made the right choice?

These are all huge questions and thoughts that probably accounted for many sleepless nights the past few weeks, months, and in some cases, years.  And it all comes down to this one day.  National letter of intent day.

Don't let the sports hype fool you.  It's just a side show of what is really important.