As I write this, I am sitting on the balcony overlooking Red Wharf Bay looking forward to a “week off”. I guess, like many of you, I never really take time off work, choosing instead to combine holidaying, recharging and various condensed business activities. One of the activities I am in the middle of completing is tidying up my email inboxes and I thought I would share with you just a few of the motivational, inspirational and thought-provoking emails and messages that I have been sent recently…
First up, I loved what this reader had to say about choice…
I totally agree about the theory on famine (Previous email where I quoted a source which said, “When famine strikes, some die, some make their existing supplies last longer, then die, some find new sources of food, and some find new ways to feed themselves. Which option are we taking?”). You either choose to lay down and die, stretch what you have then lay down and die OR, as you point out, you get off your “duff” and choose to live. Which takes a greater strength and determination but it sure beats the alternative!!!!!!!!!!!!!!!
God gives us a free will for ANY situation in our lives but, he also gives us common sense and tools to do what we need to do to survive. As for me and my agents, we chose to be in sales so it is up to each individual to get out and sell to provide for their families. I have given them the knowledge of our products and the tools to use this knowledge, such as training tips, brochures, leads, etc. but they have to do the leg work. We are so fortunate to live in a country where famine isn’t the issue, only economy and poverty!
And a note from one of my readers on how not to succeed…
I know you are interested in stories of salespeople shooting themselves in the foot…
I just answered a call from a guy representing a company called (name given), asking to speak to one of my colleagues in a very peremptory (GI: Great word!) tone, “John Smith please!!”. Now I know for sure this colleague NEVER takes sales calls, but I thought I’d give it a go. I called my colleague, who flatly refused to take the call, as expected. I went back to the caller, and said I’m sorry, John is not available right now, can anyone else help you? (I still wasn’t entirely sure this was a sales call).
The caller said, “No, I’ll call John back”. I thought it was my human duty to warn him that the call was unlikely to be any more successful next time, so I asked him what it was about. He said, “I think that’s up to me to discuss with John, thank you very much” and hung up in my ear. Needless to say, John has agreed never to speak to this guy if he happens to ring again, simply because he was so rude. Why do people think this is the way to get business? Maybe he thought I was the receptionist and could safely be insulted…
Agreed! Being rude is never a good plan of attack for salespeople! This next take is rather more useful, this time coming from a reader responding to my question, “What would you achieve if you knew you couldn’t fail?” It’s a little while ago but I loved the sentiment and kept it to share with you when the time seemed right…
Hi Gavin
I must admit to normally ‘skimming’ over your mails, I will try to absorb the content a little more in the future as there is some good stuff in there. I have just stuck the attached poster on our office wall…
I firmly believe what will initiate the recovery from recession in the UK is the attitude and the determination of small businesses. They can respond quicker, be more focused, specialised and flexible. They can grow rapidly - if every member of the FSB took on 4 employees, nearly a million jobs would be created.
Thre is no point moaning about our predicament or blaming the banks and wallowing in the mire of self pity. We do not have the option to hide under the duvet until the recession passes. The answer for us is to put more effort in. More hours, more miles, more calls. There is still business out there – we just have to work harder to win it. It can get demoralising, but we have nowhere else to go. Your mail was very timely – hence the poster.
As with Travis Pastrana on his motorbike, failure for us is not an option. I am determined to succeed.
Some great tips there so I thought I’d finish off with some of my favourite motivational quotes from the movies…
“Where does the power come from to see the race to its end? From within.”
~ ”Chariots of Fire (1981), Eric Liddell (Ian Charleson).“You get what you settle for.”
~ Susan Sarandon as Louise Sawyer in Thelma and Louise.“I can’t tell you any sure way to happiness. I only know that you’ve got to go out and find it for yourselves.”
~ Gene Lockhart as Dr. Seldon in Carousel.
As Woody Allen famously said, “80% of success is showing up.” An easy quote to remember but a simple quote to forget. What do you need to show up for to make this week a great week for you, your sales and your business?
Related posts:
About Gavin Ingham
A salesman once pretended to be a lawyer just so I would take his call. For a minute I was worried because I never had a call from a law office before. I thought that something was wrong. I was so furious that I think the neighbor heard me curse at him. After that call, I filed a complaint against him.
I got a call from a health insurance telling me I they are giving me a FREE full physical exam. I asked all possible things to know the “what’s the catch” factor… Well, I didn’t over the phone, only to find out that I need to pay a premium so I CAN GET THE RESULTS! After I called them and just vented my frustration out.