Too Emotional

“You’re to emotional for this job” ever hear those dreadful words? We have, and what most managers probably overlook is that it’s not about being emotional it’s about how vested we are with our clients. There is a gap between the sales representatives and the management team, ever wonder why? One thing we noticed it’s a heck of a different view looking down(management position) than when you are looking up(sales rep).
Emotions:
Salesmen and women have to work extremely hard to look for clients, build a pipeline and process paperwork. That in itself can be emotionally draining. Building rapport, earning your clients trust is tough enough. Don’t remind your rep that they are emotional, it’s really a slap in the face when you do that. We are just here to remind the upper management team that if you see your team working really hard, get your boots, gloves and go get dirty with your crew. One, they will appreciate you more and two, they will work harder to accomplish your mutual goal. And you will earn their respect along the way. It’s like the show where the boss goes undercover. Sometimes you have no idea what its like to be in the trenches until you jump in with your team. Keep in mind when you where in the trenches the war was a lot different that in today’s world. Old school veterans and new school veterans have two distinctive points of view on war, but their purpose is driven by the same emotions with in their hearts.
Gap:
There needs to be synergy between those opposing positions. The magnetism needs to come in sync to allow better cohesion. Allow the relationship to be the driving factor not the money. Money comes and goes. But the relationship is forever. We are the conduit line between the two sources relaying the messages in a clear and concise fashion, leaving no room for error.
Executive Team:
Why are you not supporting your team? So much expectation on your sales staff to produce but the question is, “How are you getting involved to lead your team to the finish line”? Take sales as a relay race that will force you to work together. Your sales team wants to see you(Executive team) in action. When commanding a vessel the first thing the captain must do is earn his crews respect and most important prove himself to his crew that he is capable of leadership. In turn the crew will respect and work with the captain to man the ship.
Great Manager:
We shall never forget AM(initials of previous boss) he was in the trenches selling side by side with each salesmen. Earned our respect because he practiced what he preached. “whoo ya captain!”
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Expectation

Creating The Right Expectation:
Observation:
Having the pleasure to meet Miss Neuhauser from Blindkids.org today had given us the insight on what kids have to go through today to be able to cope with the real would. These kids either develop some form of degenerative eye disease or they are born blind. Miss Neuhauser specified that about 85% of our information that we take in is visual. Why do we highlight this?
85%:
If you are on the phone having a conversation with someone ready to close a $30 dollar sale to a multi-million dollar deal, you need to heighten all of your senses to make up for that loss percentage. The lack of visual sense does play a vital role with your selling(for those that deal with phone sales). Not to say that you won’t be standing in front of your client if the transaction is of a large capacity. But (and yes there is a but) if you are not able to meet with your client and you want to secure his/her commitment prior to close, you better believe that you need to be AWARE of all your senses when talking to your client.
Senses:
Take our Forensics approach to cold calling class. It covers cold/warm/hot leads as well as inbound and outbound calls. Increase your senses by knowing what to apply. Yes you have experience in sales we understand that but(yes another one) how does your book of business look like for the last 3 years? Plateau anyone??? Education+Information+Application= Transformation.
Yes or No:
Are you creating the right expectation for your client? Either a “Yes” or “No” well if you are not confident in answering that question then you know you have a lot more to work on.
Scripting:
How does this create the right expectation? Well here is the second point that Miss Neuhauser spoke about today, “Scripting” she had stated that the parents had to learn how to script to their child for then to experience the world.
Example 1: Mom and child are at a railroad crossing, the mom tells her child about how the train is passing and to counts the cars passing by for fun(we get this probably because it’s more common). What would you say or do to the child that was not able to see?
Example 2: Mom tells her visually impaired child, do you hear the train coming? It’s getting louder, now do you hear the clicks of the wheels passing those represent the cars passing by, now do you hear how the train is getting farther away? That is the train leaving and going off into the distance.
Why:
The idea behind this is to guide our prospective client in the path, what is going on(train coming=sale transaction) each car that is passing by(deal transaction flow)where the process of the sale is going and how its going. Counting each item off your list to get to the last cart(equals a closed business). You are creating the right expectation with your client by informing him/her your plan of action. Each time there is a locomotive that passes you are telling your client what is going on, and you are doing it together. You need to pick up that phone when he/she calls they have questions that needs to be answered. Even if you don’t have an update, tell them what’s going on. They will appreciate you more than if they have to keep calling you.
You:
You are the expectation, you are the reason why the deal is on your desk to begin with.
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Salesmen or Closer

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Are you a salesmen or are you a closer?
What does your day look like on average? How do you spend your time in the office? Are you closing accounts? Identify your role, when you walk into the office tomorrow are you dressed for success or is your attire half ironed and semi pressed? If you really want to know ask 3 to 5 of your coworkers(and tell them to be honest)to tell you what their perception of you looks like. -Caution as you asked for their opinion don’t get upset.- This could be the best and most valuable information that you will ever get.
Our Master Trainer gets together every week with a private group to target these very issues that people don’t get the insight to. We need to be critiqued ever so often as to how we show up to our careers. If you choose not to be honest with yourself let someone else do it for you. It’s the only way you will grow.
Reality:
You will be judged by your customer/client…FACT…so what do we do about it?
Well lets take a look at something that we all do. Lets take a dating scenario… as soon as your date arrives both of you are checking out whats on the menu(catch the idea?). You took time(hours) to get ready, you wanted to impress your date. I bet you even got a hair cut… Took out your best pair of jeans, nice fitting dress or skirt(to show off your figure) and you even got your favorite shoes to look and feel like a million bucks. Bought some new cologne, and a nice new hat. And for the ladies you took out your best perfume to make sure that you got your dates attention. We can go on and on about what we do to get ready to impress someone on a first date…… But the big question is “WHY”… “Why don’t you do that for your clients?” Meaning why aren’t you taking the same passion and energy to get ready and prepared for your client in that professional arena. Aren’t they just as important? (And we aren’t saying to date your client)Moving on…
Point:
If you act like a salesmen that’s all you’ll be, act like a closer and that’s what you’ll be. Remember not to be arrogant, self-absorbed, egotistical or about you. It’s about being in the “Closer” role. You established a relationship with you client and he depends on you to do your job. He is waiting on you to do your duties so he can go out and make money with either your product or services. You have a responsibility to your client, don’t be that person sand-bagging the deal just because you don’t know where the next deal is going to come from. Go out and find it, that’s your job. Better yet that is your passion. Do an EXCEPTIONAL job and he is going to refer you right out of the gates, you take your sweet time and he is not going to refer you at all. We have all experienced this at one time or another.
Do:
That’s right, go out and do it. Make things happen right now. (Because when you read this it will be that time) Today will eventually become yesterday and tomorrow will soon be here. Get out there and change someones life, make a difference. Be an inspiration to a coworkers no matter who you are. All of you in that office play a VITAL ROLE and without everyone there the relay race would never be completed.
Tip/Suggestion:
Take acting classes, learn how to step into a role. MT(Master Trainer) has taken years of acting classes to learn and master the art of stepping into a role. He(MT) wants to portray success, confidence, honesty, integrity and professionalism. The only way to do that is to learn how to do it. Acting classes will allow you to learn more about yourself and how to be. Education gives us the tools and resources on how to run a business but there are other avenues that need to be traveled to learn how to act and be a professional. It’s about evolution!!!
Be:
Be that person that you envisioned when you first started that job, or accepted that promotion. Or when you stepped into the role of being an entrepreneur. Life will be difficult and it will be challenging, we are here to walk that path with you.
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