Five Successful Strategies for Selling in Turbulent Times

Several years ago at our International Dale Carnegie Convention John Hines befriended my, at the time, 11 year old son Sam. A retired franchisee, John had had an outstanding career with Dale Carnegie and was well respected. John told Sam that he had written a book and when he got home to Wisconsin he would send Sam a signed copy. He then went on to tell Sam that if he could understand the essence of the book he would never be without a job or money for the rest of his life.

As you can imagine Sam was rather excited and anxious to receive Mr. Hines’ book which he believed would contained the secrets of financial freedom. I forgot about the exchange held in early December and when we returned home I was preoccupied with year end business stuff and of course the holidays. I missed Sam’s expectant look each day when the mail arrived. I am sure after a week even Sam gave up thinking it was a nice thought but really, what are the odds that an elderly gentleman would remember to send his book.

Much to our surprise a week before Christmas a package arrived from Wisconsin. Sure enough it was Mr. Hines’ book. Sam tore the package apart and grinned from ear to ear as he read the title. Then his smile turned to a frown as he opened the book and then back to a grin as he understood the thesis of Mr. Hines’ book. The title was “How to Sell and Make Money without Working” . . . and all 145 pages were blank.

There is no easy street in true selling; it is the discipline of consistently doing the right activities under pressure. I remember writing a commission check to a sales associate for $12,000 for six weeks of work, and then having the person resign, thank me and simply say, “I am not interested in working that hard.” I appreciated the honesty and felt bad that she missed out on all of the seeds that were planted during those six weeks.

Selling in good times is about discipline. Selling in turbulent times is even more about having the right personal discipline to win. So with the right work habits and right personal discipline here are 5 strategies that will work today:

1. Make contact daily with your current customers and ask for two things: (1). What else can we do to help you meet your business objectives and (2) ask for referrals
2. Go see your most valued customers and top 10 prospects. They most likely did not wake up this morning looking for you. Go see how you can help.
3. Dare yourself to break all Sales Records
4. Use Mr. Carnegie’s Golden Rule . . .”Try honestly to see things from the other persons point of view.”
5. Be a relationship builder . . . build trust and drive out fear . . . we are helping, not selling.

Remember during turbulent times we need to draw upon our courage as sales professionals.

Eddie Rickenbacker the famous World War I fighter pilot said, “Courage is doing what you’re afraid to do. There can be no courage unless you’re scared.”

Also remember the words from Peter Drucker, “Whenever you see a successful business, someone once made a courageous decision.”

What strategy is working for you? Let us know with your comment here.

If you are interested in learning a time tested sales process or honing your sales skills check out our upcoming Sales Program.

How to Lead in Turbulent Times

It is easy to lead when things are going well. It is natural to use good human relation principles when everyone around is happy and upbeat. In fact, during good times, leading is pleasurable, fun, exciting, and exhilarating. During good times almost any leadership philosophy can be made to fit any situation. Most of us have lived through the upbeat thinking and have volumes of leadership guru books on our shelves. Today seems hollow and uninspiring as we face the challenges of 2009.

Growing up, I was always reminded by my grandfather and father of a simple truth. Albeit a little league baseball game, high school football game or in business; when things get tough the tough get going!

This is why I am so excited. Not just for myself but for companies and institutions all over North America who are feeling the financial squeeze.

Truly Great Leaders have the opportunity to emerge.

Use these five time-tested hints to improve your leadership during these turbulent times:

1. Be an encourager – Always look to encourage others who are feeling the same pressures as you. How? Pick up the phone, make a call, have lunch, send an inspiring personal email or write a note (hand written). People always feel better when they see the positives.
   
2. Choose to be positive – Have a positive attitude that is contagious and not phony. Be real and believable in what you say and do.
   
3. Be strong in grace – Always give others the benefit of the doubt. See the good in what they say or do and ignore or forget what causes you frustration.
   
4. Be a visionary – Remember what goes up always comes down and what goes down always goes up. Keep in mind the morning after the storm . . . the sun always comes up. Use this time to see a more exciting and prosperous future . . . Keep in mind what could and should be regardless of what is.
   
5. Keep your perspective – Always remembering that it is just money, a car, a house, a job or whatever is causing you the moment’s stress . . . this too shall pass. Last night I visited a neighbor whose wife, age 40, is in the hospital with little hope. Perspective is the ability to keep in mind “what” is really important!

Lead with intention and purpose this day, week and month.
You will watch turbulent times turn into extraordinary times!

What do you focus on when, "things get tough and the tough get going"? Post an idea!

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Be As If You Are

In life and in business there are always first times.

I remember my first wrestling match in 9th grade on the Junior Varsity team. My coach told me I looked nervous. He was right! I was so nervous I wanted to go hide. He gave me a small key to success when he said, “act as if you are a state champ.” Well, I could do that. I wasn’t sure what would happen when the whistle blew but I could look good. It must have worked, I won 7-4.

When I was 28, I had to run my first Dale Carnegie workshop. If the workshop went well up to 6 individuals might enroll in my upcoming public class. I tried to get someone else to run the workshop. I had never conducted one and sure didn’t want to blow it. No one was available. I had to do it.

I arrived an hour early and sat in my car in a panic because this would be my first time. I then remembered Mr. Carnegie’s words, “if you act enthusiastic you will be enthusiastic.” I could do that. Then, I remembered the words of my junior high wrestling coach “act as if you are a state champ.” Well, I got out of my car with enthusiasm and renewed confidence. This company was so lucky because the best Dale Carnegie workshop presented on planet earth was just about to happen in Chambersburg, PA this very morning. Yes, great things were about to happen.

After 20 years, I really don't remember too much about what went on in that workshop. I do remember two clear results.

1. All six potential class members enrolled.

2. I never again asked someone else to run a workshop for me when I was available.

When you train and commit yourself to being the best that you can be at what you do on planet earth you will exceed expectations, yours and others!

Put another way. . . .

Be it!
Act like it
Think like it
Feel like it
Look like it
Speak like it

What are you going to differently to today to “Be it?”

Turkey Bowl Update - A Lesson in Selection

Since the 3rd grade we’ve known that if you pick the best players you win. My new son-in-law, Jeremiah, was selected by the other team in the Turkey Bowl. (to read more about the Turkey Bowl, click here) Not only did the other team win but Jeremiah, my new son-in-law, was awarded the Outstanding Player trophy. To think that my daughter Alexandra, in her first year of marriage (the wedding was 12/29/08), will be displaying the Outstanding Player of the Turkey Bowl trophy proudly on her mantel. . . WOW what a life! After all, my wife, Colleen, had to wait 10 years for that honor. It was the year that I dazzled the family team by throwing several touch down passes. As a result, I received that prestigious award. Interesting, now that I think back, shortly after I got it home somehow it was misplaced for 11 months. . . .

The facts above are true. The lesson for us as business professionals, who are growing and developing work teams, is that it’s all about selection and finding the right people. I know there are assessments and profiles to take that can help us determine who might be the right fit. I do believe they have a place in our thinking. We must also remember the skills we used in 3rd grade when picking our team, our intuition, our guts. It just makes me smile, thinking back over the last 20 years of sales management experience. Sometimes I wish I had trusted my guts more, like I did in the 3rd grade when picking a kick ball team at recess.

Selection of talent is critical this year as we all work through these challenging economic times. Those who survive and win, without question, made the best talent selections.

What is one of the best tool you’ve found to help select exceptional talent?

We have a wide range of assessments available, contact us for more information.

The Turkey Bowl - Life Lessons, Hiring the Right Talent

A life lesson about success from a family tradition is included in this 2 minute read.

Family traditions are all about creating oneness and connections with family and memories that last a life time. One tradition in our family is the annual Turkey Bowl Thanksgiving morning. Ten am is kick-off at Plum Bottom (the name given to our family farm by our Native American neighbors 200 years ago). Everyone is welcome, family, visiting friends, men and women. My brother Dave lines the field 60 yards by 30 yards.

The rules are simple:
- 7 players on a team (quarterback, three linemen, three eligible receivers)
- 3 one thousand rush count
- 30 minute rolling time per half
- 6 points for a touchdown
- one point for the extra point
- no kicks

As you can imagine it eventually boils down to a guy thing; your team winning and the team captain displaying the turkey trophy on their living room mantel (the year I won my wife put it in a box in the basement). It’s a great conversation starter with guests.

The team captains have two important tasks:
1. Picking the teams
2. Selecting the most outstanding player at the end of the game.

By dinner time, all over the hill, the participants older than 28 are really hurting and can barely walk. Of course, at dinner in the various homes mental highlights are replayed with the ball thrown farther, guys running faster, and jumping higher than anyone could believe. Like many holiday traditions this is all in fun and forgotten until the next year.

This year. . . . could be different. A ringer is coming to dinner from California, Jeremiah my son-in-law to be. Somehow we need to get him on our team. He is fast, unknown and will give his team a real advantage. The key, my team captain has to pick him. The strategy has already begun. . . . . smile

The point, the team captain who picks the best players wins every year. This is something we have known since kindergarten and it is as true today as back then, whether you are winning the family Turkey Bowl or hiring your management or sales team.

Do you want to win? Then determine to pick or to recruit the right talent. Yes, I know, we can coach people and see improvement. To win our Superbowl in life and in business we need to pick the right players who have the talent and skills to help us win today.

What will you do today pick and recruit the right people?

Motivation

What can a High School student teach us about motivation? Find out in this short, 2 minute, story.

Spring of 9th grade my junior high coach, Jon Walk and my father threw down a challenge that motivated me to give up my summer of leisure. They dared me to become the starting quarterback of my High School football team. As a result, I got up early every morning for 68 days and threw over 400 passes daily to increase my arm strength and prefect my quick release and drop back footwork.

Before starting my summer workouts I needed to learn three things to be successful. They were the proper:

• technique for gripping the football
• throwing motion
• footwork

To do this I spent two weeks at camp with Coach Bob Phillips. In the summer of 1975, Coach Phillips was the Penn State University quarterback coach. Coach Phillips first taught us the fundamentals. Then we practiced throwing under his watchful eye for 6 hours a day. Without this experience with Coach Phillips my self-imposed summer throwing schedule would have been useless.

Yes, in the fall of 1975 I won the starting varsity quarterback role for my High School. I was truly motivated by being challenged, and without the learning and training in football camp the challenge would have gone un-met.

Today in business I see and hear the same challenge from managers at all levels in organizations. They want to learn the art of motivation. The challenge most managers face is that motivating someone to do something they do not want to do is more involved than just a fiery speech or presenting an award that creates excitement and awe. More often than not, motivation of human potential starts much further up stream.

• It starts with vision (becoming the starting quarterback).
• Then we can move on to education (camp with Coach Phillips).
• Training with appropriate coaching and encouragement (6 hours a day with Coach Phillips, 400 passes a day on my own).
• And finally celebrating the success (playing as starting quarterback).

Remember, as the motivator you also need to be motivated. Who motivates you?

I dare you this year to educate and train yourself to be the best at what you do on planet Earth!

Globalization and Business

I recently did an interview with Ben Lawrence for his eZine. The interview focused on the current business environment and what could be done to move forward.

Interviewer: How is globalization affecting your business?
John: Recently I was asked to train a local executive from a fortune 500 company who was becoming a VP of a Global position. Specifically he almost was not given the promotion because he lacked global people skills. Meaning he had little patience and or tolerance for different work schedules and attitudes towards work in various European markets where he now will be a leader. Fortunately, for this new Global VP Dale Carnegie human relations principals are global in perspective , for example, “try honestly to see things from another persons point of view” once understood and implemented builds relationships cross cultures.

Interviewer: What are the biggest changes you've seen in your business in the last 10 years?
John: Companies that “get it” invest in developing their people. Twenty years ago I would have high level executives tell me we hire quality people if they need training they can not work here. Today, what is good can always be made better. So what if you are currently good with people what if you got a little bit better? Can you imagine if Tiger Woods thought he was as good now as he will ever be? Tiger knows better than anyone else he needs to continue to work on the habits that do not come natural to him. That’s training at its best! No, that’s results!

Interviewer: What are the biggest challenges facing your clients' businesses today and the biggest challenges facing senior executives?
John: People Strategy. To build a global culture that allows execution of business strategy to make their visions of a profitable organization realized.

Interviewer: How can business overcome these challenges? How can senior executives overcome them?
John: Establish a clear global vision, mission, and core values that can be understood and implemented across various cultures. Then building in clear leadership competencies at all levels in the organization, so that real business results can not just be realized, but exceeded.

Interviewer: What's the single most important question that business leaders are forgetting to ask themselves? Their team?
John: "What is the wise thing to do?"

Interviewer: The best advice you ever received was:
John: From my First Dale Carnegie Class in 1985, the ten two-letter words that changed my life: “If it is to be it is up to me!"


Now it's your turn, readers. . . .
What do you see as the challenges facing companies, teams and employees in this global economy?

John R. Rodgers is the franchise owner for JR Rodgers & Associates, Inc., one of the world's largest and most highly ranked Dale Carnegie Training® franchises.