calehawley

The Long Road Wisdom

In Sales, Personal Development, relationships on July 27, 2016 at 5:09 pm

The relationship sell. Sales is one of the most simple things on the planet when it is stripped down to the basic principles. You have a product. You find buyers. The buyer makes a purchase. Done.

Of course, it is never this simple in real life. When it is, you are typically selling commodities. If you are selling something other than commodities, you should be in the business of relationships.

Relationships take time. It is a long road. You have to continue to drive that road until you reach your destination. The trick to the destination is that you are rarely there to stay. You have to continue to drive that road and take your relationship to new destinations if you want it to survive because there are others out there driving that road as well. Some get there faster than you. They are just more skilled, not necessarily better than you.

Be warned though, if you try to rush the relationship just to make a sale; you could end up taking a turn for the worst and crash and burn. Once this happens, you rarely get to travel that particular road again.

The Lumineers’ song “Flowers In Your Hair provided the inspiration for this post. The lyrics are: “Cause it’s a long road to wisdom, but it’s a short one to being ignored.” I find these lyrics very profound.

So please be wise and take the long road to relationship building.

Excel at Your Strengths

In Personal Development on July 26, 2016 at 5:04 pm

There is irony in that statement. One of my software weaknesses is indeed Excel. I can use it as a simple spreadsheet with text, but have difficulty using it for much else. I know that Excel is a weakness, so I tend to stay away from it. Instead, I find it more beneficial to myself and my business to focus on what I am good at and excel there. I am great at presenting. I am great at marketing. I am great at sales. I am great at networking. I choose to focus my attention in continuing to develop myself in those areas where I am strong and outsource the rest.

Now if you will excuse me, I’ve got some personal development to continue.

I Can Hear You Smile

In Marketing, Sales, Communication on July 25, 2016 at 5:03 pm

And so can others. I used to work in durable medical equipment sales as a marketing director. My office was located with the billing department. They have the difficult job of fighting with insurance companies to a) make sure that the customer’s insurance will cover the equipment at a minimal cost to the patient and b) ensure that the company is reimbursed according to the reimbursement schedule provided by the insurance companies.

I’ve always believed that you attract more flies with sugar than you do with vinegar. To this point, I would walk by and hear the billing clerks speaking with whomever they had on the other line and thought to myself, “I would make it as difficult as I could on this person because of the tone they are using with me on the phone”. When the clerk would hang up the phone, I would tell them to smile while they are speaking, even if it is a fake smile, because it would change the tone in their voice. A few of the clerks would take my advice and guess what, those clerks ended up having better reimbursement numbers and shorter reimbursement times. On bad days (let’s face it, we all have them), I would write the word “SMILE” on a sticky note and place it on their keyboard. They would usually hang up the phone and tell me how evil I was. Regardless, it worked.

We all conjure up what we think a total stranger looks like when we speak to them on the phone. Wouldn’t you feel better knowing (or at least thinking) the person on the other end of the line was smiling while they were speaking with you. Give it a try. Smile while you are talking on the phone. I can hear it on the other end of the line.

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