Rainmakers and Expert Salespeople on the Secrets of Sales Excellence

Mothers Day Post

rick@theRAINMAKERmaker.com (Rick Roberge) — Sat, 10 May 2008 07:40:05 GMT

As you may know, my mother reads my blog. She also reads Pete's, Dave's, Trish's, Frank's, John's, Kai's and Zane's and usually follows their links. She also, at 76, works part time at the Price Chopper, lives with her cat, and talks to me almost every day during my evening commute. It's during those commutes that, among other topics, she makes her comments to those posts. During Wednesday's commute, she asked if Mike Eagan had started his blog yet. She was disappointed in my answer and Thursday she asked when Linda (who wants my mother to adopt her) was going to start a blog. I told Linda during my Friday morning commute. We'll see.

Friday evening, I was watching Katie Couric interview John McCain and his 96 year old mother. As I watched the Senator during the interview, I saw various facial reactions that I could relate to. I saw incredible pride and respect. A few times I saw, "Oh, crap! Don't ask her that!" Which usually led to a look of relief. Yup. I could relate.

Then, later that night my mother made this comment to my Recession Strategy post. I know that many of you don't subscribe to the comments on this blog, and I don't believe that this comment should be missed. It is probably the most important piece of information that's ever been written here. A few weeks ago, Rich Myers watched my son, Mark, at the MIT Sales Sloan Sales Conference. He made a couple of comments that indicated that the 20 years that Mark lived with us was a worthwhile investment. Well, as you can see in my mother's comment, I was clearly influenced by the 20 years that I lived with my parents.

So, Happy Mothers Day, Mom.............and THANKS!

What's Your Recession Strategy?

rick@theRAINMAKERmaker.com (Rick Roberge) — Fri, 09 May 2008 05:48:44 GMT

Two stories from earlier this week.

I was at a networking meeting where everyone in attendance was expected to stand up and give a commercial that would describe to everybody else in attendance who they're looking to meet. Someone who works in the real estate industry stood up and said, "What I really need is someone to fix this economy!"

I was at a trade show on Wednesday talking with a CEO and asked, "How's business?" He leaned in and whispered, "We're up 48%." Me: "Holy cow!" He then spent the next few minutes telling me all the things that he and his employees started doing months ago to make sure that the economy was an opportunity, not an obstacle.

What's the difference between these two? The first guy blames everyone and everything else except himself for his failure. He will not accept responsibility. He's a crappy salesperson. He doesn't differentiate himself. He's got what he's got and may lose it this year because his competition IS working to take his clients away and his reaction is to worry that they're going to.

Meanwhile, the second guy is DRIVING his company and up 48%!

So, what do you think would happen if I asked the first guy if he wanted my help? Would he say, "Yup, I know it's me and I need to change. Here's a pile of money." or would he say, "Bad economy. No sales. Might be going out of business." I'd be tempted to say, "Some people think that might be a good thing." and direct him to this post.

Remember this post? Mr. First Guy figures that if he doesn't admit that he's the problem, he's not.

Incidentally, I didn't mean to concentrate totally on the loser, but here's something interesting. The guy that's up 48% and I are gonna be talking shortly. Why? Because he wants more than 48%.

What's your recession strategy. Going out of business sale? or Up 48% isn't enough?

Sales During a Recession ala' Boston Celtics

rick@theRAINMAKERmaker.com (Rick Roberge) — Wed, 07 May 2008 19:46:40 GMT

Frank posted at http://thesalesarchaeologist.blogspot.com/2008/05/are-you-ready-for-playoffs.html. I apologize for not picking an excerpt, but quite honestly, if a post is this good, I'm not gonna show you a piece of it. I think the whole post is worth reading. So, think about it. His first point is bring your "A" game or go home. His second point is think outside the box. Differentiate yourself. The old you isn't good enough this year. And, doesn't his third point say that it's not about you. It's about your customer. Great post, Frank!

So, by now, you may know that the Celtics won that first game and I want to share a lesson that I got watching the sports part of the 11 o'clock news. Please understand that although I know the difference between a 2-point shot and a 3-point shot, that's about where my knowledge of basketball ends.

OK, so a Celtic player is at the microphone. (He's a black guy if that helps.) And he's talking about the type of game that they played. He said something like, it's like a boxing match where it's all body shots. No jabs. No hooks. No finesse. Just body shot, body shot, body shot. It wasn't pretty and we almost killed each other.

So, I got to thinking. How many salespeople say benefit and get an objection, then feature and another objection, than another feature or benefit to get another objection. Salesperson delivers another body shot and the prospect counters with another body shot until eventually somebody is knocked out and now that the loser is unconscious, the one left standing is declared the winner.

Does it really have to be that way? Aren't you sick of it?

Can you find the compelling reason (jab)?

Can you develop some urgency (hook)?

Do you have SOB quality (cross)? (Buy the book.)

My 2:42 of Fame

rick@theRAINMAKERmaker.com (Rick Roberge) — Sat, 03 May 2008 13:06:16 GMT

If you've never been to a Corridor Nine event, you don't know what you're missing.

A couple of weeks ago, I attended their Speed Networking Breakfast. It was a especially fun for me that morning and thanks to Catie Foertsch (who's always watching), I can show you why!

Thank you Corridor Nine! Thank you Catie!

http://therainmakermaker.com/2008/05/03/my-242-of-fame.aspx

No real lesson here other than to remember Woody Allen's advice that 70% of success in life is showing up!

Cold Call or Network...That is the Question

rick@theRAINMAKERmaker.com (Rick Roberge) — Tue, 29 Apr 2008 20:21:56 GMT

These are in the order that I read them, not necessarily in order of importance.

http://blog.bridgegroupinc.com/blog/tabid/47760/bid/3341/Cold-Calling-How-To-Make-It-Work.aspx

http://blog.bridgegroupinc.com/blog/tabid/47760/bid/4492/4-Tips-for-Cold-Calling.aspx

http://www.turrisiassociates.com/blog/tabid/72214/bid/4863/Cold-Calls-as-A-Strategy.aspx#Comments

http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/5001/Should-Your-Salespeople-Belong-to-Networking-Groups.aspx

I hope that you read the posts behind the links before you read this.

If you can't make a cold call, shame on you. Learn!

If you won't make a cold call, get another job.

If you don't, won't or can't network, don't sweat it. You haven't made enough cold calls.

Think about your process for finding customers. Start - Middle - End. Start - Middle - End. Start - Middle - End.

The more you start...the more middles you have...the more ends you'll have.

The more ways you know how to start...the more likely it is that you will start...the more you will start...and so on.

Set a goal that you want to start 'x' number of times a day and agree that everything counts. If your 'x' is 20 and you attend a breakfast where you meet 20 people and you exchange business cards, maybe you're done for that day. Then see how many different places you can start?

Have you ever started a sales process at a board meeting? at a ball game? at a wedding? at a rotary meeting? in a supermarket? a gas station? coffee shop? on vacation? on a holiday? any other interesting time or place?

Are You Ready?

rick@theRAINMAKERmaker.com (Rick Roberge) — Sun, 27 Apr 2008 08:58:43 GMT

Many of you know that I don't typically schedule early morning meetings. I'm up early and I don't mind working with my laptop or talking with you on the phone (if you're fun) while I drink one of my morning cups of coffee, but it's a 'special order' for me to get up and out before 9 or 10. (BTW - as soon as Katie sends me the clip and/or Ron sends me the pictures, I'll tell you what got me 'up and out' last Thursday.) That being said, when my prospect or client shows up, I am there and ready!

A week or so ago, I arrived early for a 7AM meeting. I noticed a "breakfast" sign a few doors down, so I walked over to see if they had anything interesting. They weren't open. Huh? 7AM Friday morning? I'm not really a breakfast person, but I could swear that 7AM is a pretty important time on a weekday.

Imagine if you showed up for lunch at noon and there was a sign on the restaurant door reading, "Back at 3."?

Remember how you felt the last time that you walked up to an ATM and it read, "Doing maintenance. Please check back in a few minutes." (and that's actually understandable!)

A few mornings ago, it was dark and I heard the sprinklers start on the golf course behind my house. Why? Probably because the golf course management didn't want to inconvenience their customers by making them wait mid-round during daylight.

Remember this post about our cruise last year? Did you read all the comments?

How about the post about Woody Allen's advice two years ago?

And btw, if you're looking to impress, ask yourself whether it's wise to show up with a bedhead.

So, this is a private message, but if there's something you can use, feel free.

If you're prime hours are 9-3, the coffee has to be ready at 9. So do the muffins. You probably have to be there an hour early to do the brewing and the baking. Even though you're an excellent conversationalist, customers want to walk in, fill their cup, bite a muffin, then talk. They don't want to hear you say, "I just put the muffins in. They'll be ready in a few minutes. Incidentally, look at your early birds (the contractors). Do they have Dunkin Donuts cups in their hands as they walk around or on the dash in their truck? Is that acceptable? Give them a reason not to stop. If they're showing up at 8, brew and bake to be ready for them. Make it special. If they buy Monday through Thursday, Friday's on you.

OK. Enough seriosity. How about a little Yogi Berra?

Pizza guy asks, "Yogi, you want your pizza cut in 4 slices or 8?"

Yogi replied, "Better make it four. I don't think I can eat eight."

.....Give your customers what they want!

Brandy at the Wayfarer

rick@theRAINMAKERmaker.com (Rick Roberge) — Sat, 26 Apr 2008 19:39:55 GMT

This is Rick pretending to be the Phantom Gourmet.

The Wayfarer Restaurant is just off Route 9 in Cape Porpoise, Maine. It's about 3 miles from our house and we've been a few times for breakfast, once or twice for dinner. Tonight was special! It's BYOB, so we brought a nice Spanish Red. Lauren greeted us as we entered and showed us to a booth in the back of the restaurant near the door to the kitchen. I had decided that if I ordered off the menu, I'd get the filet, but I asked Lauren if she tell us about the specials. Prime rib...no thanks. Sea Bass done special. Elaine said she'd have that. Haddock Oscar. Baked haddock, with lobster claws smothered in a bearnaise sauce. Comes with asparagus and choice of pilaf, mashed or baked. I'm up for that. Elaine says, "I didn't know about the lobster." and switched.

Both Elaine and I looked at the sauce and agreed that it didn't look like any bearnaise that we had ever seen, but

IT WAS AWESOME!

So, Elaine's eating and I'm done except for a little bit of Bearnaise sauce left on my plate.

Here it comes!

Kitchen door opens and out comes Brandy. We're the first table, so she asks how it was. We raved, but we also mentioned that it didn't look like Bearnaise sauce. So, Brandy tells us her secret. Spends a couple of minutes. She's a very fun lady and a great chef. We ask her how often she offers that special. We ask her what other special specials she has and she mentioned sweet potato encrusted haddock and lobster stew. So, we kind of agreed that we're gonna call and find out what the specials are before we make reservations anywhere. Then, Brandy does two things that floor me. First, she says that if we want a particular special, call her a few days ahead and she'll make sure it's on the special board. Then, as she's about to leave, she asks, "Need anything?" I point to the sauce on my dish and say, "A roll." She smiled. Went to get one, then came back and said that she had to put more in. Next thing I know, Lauren brings to fresh, too hot to handle, rolls with a little dish full of hot Bearnaise sauce. I wiped up every drop in that bowl and my plate.

So, although this post may seem a little different from the norm, I think that it's a great example of what happens when the product is awesome AND the salesperson understands how to keep a customer for life.

You can reach Brandy at the Wayfarer Restaurant on Pier Rd in Cape Porpoise, Maine, but call (207) 967-8961 to make reservations because her front porch is usually full of people waiting for their table.

BNI and Tom's Question for the Experts

rick@theRAINMAKERmaker.com (Rick Roberge) — Fri, 25 Apr 2008 22:11:21 GMT

When I first read Benefacto Nominus Idiocritus, I was very conflicted. I didn't know whether to pretend I hadn't read it or to link to it and potentially cause an uproar. Then, I remembered Tom's Question for the Experts and all the great answers that he received.

I do, in fact, have very strong opinions about these leads groups, but seldom share them except with a few very close trusted associates because frankly, my opinions are closer to the aforementioned blogger's than the typical lead group member. The reason that I'm choosing to comment is that many of the answers to Tom's questions suggested that the strong should help the weaker if the weaker really want help and are willing to do what it takes and the strong shouldn't worry about those that don't want or need help. I consider myself an above average salesperson and an above average networker, so here I go.

Organized leads groups do serve a purpose. Some businesspeople don't have a clue when they get into business. So, they learn how to develop business relationships. They also learn how the other group members solve problems, so honestly, it's more of a learning experience than a 'networking for profit' experience. Respectfully, new business owners need all the help that they can get.

However, at some point, the member has to do a cost benefit analysis, but I don't agree with the analysis that the blogger did. Here's mine. If you're objective is to sell $1,000,000 a year and work 2,000 hours in the year to do it, every hour that you work should result in $500 in sales. If you put 2 hours a week into your group, that's 100 hours a year. At $500 an hour, you should be able to look back at the past year and be able to count at least $50,000 in sales that are a direct result of the group. The inaccuracy in my numbers is that the sale isn't actually made at the meeting, so there's follow up time that needs to be accounted for.

Now, here's the rub. Most of the people that we're talking about don't sell $1,000,000/year. As a matter of fact, most would be happy to sell $100,000. If you use that number, their hourly rate become $50/hour and a mere $5,000 justifies the investment of time every year so they do it. Now, look at this page. Top right corner says that "members have passed $15,537,881 in closed business in the past year. Middle of the page says "100 chapters with an average of 27 members each". Do the math. $15M divided by 2700 is $5,754.77 per member.

Maybe I was just lucky?

So, in closing, most of those people are happy selling at the level they're selling at. They'll never invest in making themselves better because they don't see themselves being better. 'Most' is the key word. Some will aspire to $1,000,000 or more. Those people will eventually realize that they need to invest in themselves. They need to put their time into more productive activities and they need to associate with bigger thinkers.

Until they do, they are what they are. They're probably as happy with their life as we are and we have no right to try to change them unless they ask.

Why??????

rick@theRAINMAKERmaker.com (Rick Roberge) — Wed, 23 Apr 2008 06:38:45 GMT

OH MY GOD!

If you haven't been reading Frank's blog, this will get you started.

This may be the most important post that I've read this year.

He hit's the nail right on the head.

I'm not only suggesting that you read this post, but I'm suggesting that you forward the link to

EVERYBODY THAT YOU KNOW!

http://thesalesarchaeologist.blogspot.com/2008/04/just-donr-sit-there-invent-something.html

Belated Sales Lesson

rick@theRAINMAKERmaker.com (Rick Roberge) — Sun, 20 Apr 2008 20:19:21 GMT

Remember this post? Ask me a question!

I did it to teach a lesson. But first, a story.

We returned from Mexico late on the 5th. I posted Success at Trade Shows on the 6th and Time Share Sales on the 8th. Then, Dave and Pete posted, so I could point you to them and it's a good thing because I HAD NOTHING!

The resulting questions, teasing and banter made the 'Ask me a question' post the most commented on post since the RainMakerMaker started blogging!!!! Thank you very much!

Think about that.

From I GOT NOTHING to MOST COMMENTED in four words!

Here's the lesson. Here's how to apply it.

You're on a sales call. There's a lull. Silence. You're looking at the prospect. The prospect's looking at you. There's really been no movement. The call's essentially over. Try this.

Look at the prospect and say, "I feel as though there's something....It's like....Let's try this. Ask me a question."

When they do, it'll be a whole new call! It works every time.

Incidentally, those four words not only led to all those comments, but one of those comments became a post,

Tom's Question for the Experts, and I sent that post out to sales experts around the world asking for comments

and posted it on LinkedIn where more than 20 million professionals will have the opportunity to comment.

Let's see what happens.

Tom's Question for the Experts

rick@theRAINMAKERmaker.com (Rick Roberge) — Wed, 16 Apr 2008 21:37:07 GMT

Thank you for your participation on the last post. More on that later.

Tom Maloney asked a great question:

"Rick, should a sales superstar feel empathy for terrible salespeople? Or joy that this is their competition? Or annoyance that they have to deal with the negative effect that bad salespeople have on prospects? Or nothing?"

I answered:

"Tom, this is a much deeper question than I anticipated being asked, but it's such a great question and with your permission, I'd like to answer it straight up! They are what they are. They believe what they believe. They want to be better or they do not. I, as most of you, meet salespeople every day that are successful or aren't. That are skilled or aren't. That are effective or not. Big picture? Who cares what I think? I'm one guy with a biased opinion. Tom, I'm gonna interrupt myself here and save this for another day. I want to call in the experts the way Dave did on his blog. Give me a little lee way here and I'll get you some good answers."

I'm sending this link out to experts around the globe to get their feedback. Let's see what they say.

Ask me a question!

rick@theRAINMAKERmaker.com (Rick Roberge) — Mon, 14 Apr 2008 21:32:08 GMT

Just do it!

Click on the 'Add Comment' link below.

Fill in the blanks and instead of making a comment,

Ask me a question!

This should be fun!

It's a Small World after All

rick@theRAINMAKERmaker.com (Rick Roberge) — Fri, 11 Apr 2008 05:34:05 GMT

This title may not make total sense until after you read Pete's post and my comment here.

http://blog.hubspot.com/blog/tabid/6307/bid/4061/default.aspx

Best Sales Advice in a Single Sentence

rick@theRAINMAKERmaker.com (Rick Roberge) — Wed, 09 Apr 2008 08:59:16 GMT

Something's happening here!

Don't comment here, put it there.

Time Share Sales

rick@theRAINMAKERmaker.com (Rick Roberge) — Tue, 08 Apr 2008 20:19:04 GMT

Elaine and I have owned a time share unit at the Village of Loon Mountain for 20-ish years. We've stayed there several times, but as we've grown older, we've grown to prefer a tropical beach to a ski slope. Elaine's done very well. We've been to Disney several times. We've used our RCI membership to hunt for colleges in Pennsylvania, visit Williamsburg, San Diego. We've also been to the Bahamas, Dominican Republic, and the Mayan Riviera in Mexico, twice.

For those of you who have never been, every time we visit one of these places, we're always asked if we'd like to attend a 90 minute presentation to learn about this resort's vacation ownership program. WE ALWAYS SAY, "YES". Elaine says, "Yes." because she wants the free stuff that they give you to listen. Passes to Disney, Excaret, dinner, etc. etc.

Last week we were at Aventura Spa Palace in Mexico. If you follow the link, you'll see that this was a great place. Accommodations were cool. Ocean view. Sunrise from our bed. Double jacuzzi in the room. 24 hour room service included. Restaurants were great. Staff in the restaurant, on the grounds, and in housekeeping were excellent. Service oriented. Genuinely happy. Fun to be with, around and served by.

Surprisingly, guest services, public relations and the sales department s-t-u-n-k. Crappy attitude. It's as if they were taught to disagree and deny first. When tested, stand firm. If the customer persists, stop understanding English. Before I go on, I want to point out one exception. Michelle in guest services was always smiling, always helpful, and if everyone at the resort was modeled after her, not only would they all be beautiful, but I wouldn't have any complaints. I won't get into specific complaints, but generally, we didn't get everything that we expected.

Here's the point of the post. As always, we said, "Yes." to being pitched. Salesperson #1 (SP1/no names) spent an hour with us. Bond, develop rapport, qualify, show us the program, yada, yada, yada. She dropped the price three times. Didn't she get it? We didn't want it. She said that she could see that we didn't see a package that we liked, so she called her manager over to see if she could find a package that we liked. Huh? We gave no buying signals. We said that we didn't see ourselves owning any part of the resort. Regardless, here comes the manager. She asked a couple of questions, but didn't listen to the answers. Didn't maintain eye contact. Was constantly scanning the room as if she were looking for her next prey. She presented her solution and when I said, "No.", she asked, "Why?" I replied that I have no intention of buying anything and won't change my mind and am ready to leave. She asked why, again. I replied that I was done with her and was ready to leave. Did I have to stand up for her to get the message? She started talking again. I stood up and crossed my arms. She asked if I would please sit down and she would get me out of here. I did.

Interestingly, there were about fifteen closing tables, all occupied in the room and three times, a sales rep stood up, started clapping and said something like, "I want to introduce _____ and _____. They've just become owner #83. The reason that they've decided to invest is (and they gave a very personal, legitimate, compelling reason that the new owner was buying.) Elaine and I never gave any reason, let alone a compelling reason, so why were we being pressured? Why did they even bother closing? Find a compelling reason, earn the right to close, or don't waste your time.

The rest of the story. The manager turned us over to Mr. Good-Looking Super Manager. He sat down. Asked us how we liked the resort. How we were being treated. I replied liked the place, but now we weren't being allowed to get back to our vacation. He said that he understood that I had a problem with one of his people, was it ____? I replied with, "Right now I have a problem with you. All I want is my free stuff and to get back to having fun."

He arranged it.

Whoever is training these people.........I believe that everybody should buy, at least once, but if you can't uncover the prospect's compelling reason to buy and recognize the one opportunity to close, YOU DON'T DESERVE THE SALE!

And if you want to talk to me about fixing the problem and you speak English, use the link at the top of the page to send me an email.

Success at Trade Shows

rick@theRAINMAKERmaker.com (Rick Roberge) — Sun, 06 Apr 2008 16:22:48 GMT

I received the following email the day after the Corridor Nine Business Expo.

Hi Rick,

Blog idea for you.

We were at the C9 expo yesterday. It was a fantastic expo. It reminded me of all the people who just walk the show carrying on and on about their stuff they're trying to sell. Can you please help them? For their sake, and mine as well?

Thanks,

The short answer is, "Probably not." Not because I don't want to, but because they don't want it.

If you'd like a longer answer, read on.

You may remember this post on how I choose whom to refer, but I realize that your question comes from a different point of view. I think that you're talking about the person who doesn't care that you are a real business, that's spent hundreds or thousands of dollars to have the space that you have, so that your prospects can meet you. He comes because it's free. Because there are a thousand people in the room and he believes that every one of them should know how great he is at what he does. So, he stands at your booth stealing time that you've paid for trying to convince you that he can help you when in fact, he doesn't stand a chance in hell because he's a crappy salesperson.

Can I help him? Maybe. Does he want my help? Not until all of you start telling him to get away from you.

Do you like that answer better?

How about this one?

They need their head fixed regarding referrals and networking. Remember this post about selfishness? Almost everybody knows that referrals make for better selling. However, probe a little and you'll find that most people go to a trade show looking to be a solution, not to find a solution.

Wrong.....Wrong.....Wrong. But, that's only my opinion.

Bottom line is that I'm always willing to work with people that have the desire and are committed to change. Problem is that although many show walkers say they want better results, it's easier to stay the way they are.

Who's really the beneficiary of a good referral?

rick@theRAINMAKERmaker.com (Rick Roberge) — Sun, 23 Mar 2008 22:29:27 GMT

I had the opportunity to talk at the HYPE9 Lunchbox last Wednesday. Professional Development and Networking with a group of high powered young professionals looking to make their mark on the world. My topic was "Focused Follow Up to Nail the Sale!" They were easy to talk to. Engaged from the first word. At one point, I needed a guinea pig to show how I go from the handshake to giving and getting a referral in less than five minutes. I volunteered Mike Sachleben of BlitzTime to role play with me.

So, we shook hands, I asked him what he did. He told me all about how awesome Blitztime was. We went down two paths and found a 'class' of customer that we both liked working with and found two specific introductions that we could make to each other. It went the way it should have.

The next day I got a basket of chocolates with a note that started with, "Rick, Thanks again for the great free publicity you gave us at yesterday's HYPE 9 event."

Let's restate the question. Who's really the beneficiary here? Who's gonna benefit the most?

Sure, Mike's got a few new members. That's a benefit. And he got some exposure. That's a benefit.

But, more importantly, the new members have filled a need that they have. That's a benefit to EACH new member! And, I'm willing to bet that a lot of people in that room have that same need and that they will eventually become members. That's a benefit to A LOT OF PEOPLE.

The salesperson or provider usually benefits from a referral that becomes a customer because they make a little money. BUT THE PERSON BEING REFERRED BECOMES A CUSTOMER BECAUSE THEY'RE FILLING A NEED! They're benefiting way more than the salesperson. So, Mike, thanks for the chocolates, but it wasn't really about you, it was about all those people's needs.

One more thing! All you HYPE9-ers that become members of BlitzTime can send an email to thank me for the introduction, but please....No More Chocolates!

March 18th

rick@theRAINMAKERmaker.com (Rick Roberge) — Tue, 18 Mar 2008 05:46:00 GMT

I was trying to decide how to mention that I've been blogging for two years. Since March 18, 2006 at 5:46 AM. This was my first post. http://therainmakermaker.com/2006/03/18/firstwhat-is-a-rainmaker.aspx

I think that my focus changed. I'm not so sure that we've been talking about 'making rain', but I think that we have shared experiences, challenges, failures and successes. I find it interesting how many examples, both good and bad, that we can see every day if we just watch. The 'Big Clients' post came from a conversation with a client during my first month of blogging. As did the post about buying my car and the post about the lesson learned at the Red Sox game..................All in the first month.

Prize Corn and ABL happened a few months later.

More recently, you may remember intimidating women? American Idol? or the school bus lesson?

These posts, comments and blogversations have led to some pretty interesting off-line conversations and I want to thank everyone that encouraged me, answered my questions, read, commented and otherwise got involved.

At various times, I've gotten distracted by trying to link to other bloggers, growing readership, plugging events, or products. That's not where I want to be.

I read other blogs. Occasionally, I bring a post to your attention, but mostly, I read to enjoy and grow. Occasionally you'll bring something to my attention and I've posted it. Sometimes not.

So many other things that I could mention. Guest bloggers. Personal events. It's interesting to me, how many people have started a blog since March, 2006 and stopped after one or two posts. I plan on continuing on and if you are so moved, I hope that you'll keep reading.

In closing, I was talking with one of my favorite readers last Thursday and he told me that he really enjoys reading, but he gets really turned around when I put a lot of links in the post and sometimes winds up with twenty windows open thinking, "Huh?"

Dan, this ones for you!

Baseline Selling Boot Camp

rick@theRAINMAKERmaker.com (Rick Roberge) — Sun, 16 Mar 2008 07:33:19 GMT

You are one of the first to know about this. Please feel free to forward this post and/or info to anyone that you think should know about it.

"It’s official – according to the latest poll of Economists, the US Economy is in a recession. Consumers and businesses will be watching their spending much more closely and salespeople will find it more difficult to close sales than at any time in the past 15 years. While great salespeople will struggle, salespeople who live off of repeat business and existing accounts will suffer tremendously. This issue makes the timing of Dave Kurlan’s upcoming Baseline Selling Boot Camp just perfect.

If you need to bring in more business, find new accounts, close opportunities that are languishing in the pipeline, win against price-cutting competition, retain accounts, close deals, reposition your company, differentiate more effectively, sell more consultatively, sign up new clients or simply uphold slipping margins, or you have people who need to do that for you, the Baseline Selling Boot Camp is sure to help. Under the expert guidance of Dave Kurlan and his dynamic team of top sales experts, you and/or your people will be assessed and trained hard over two days to develop the strengths and skills needed to close more business despite an uncertain economic environment."

Dave Kurlan

You can get details on the Boot Camp here.

You can register for the Boot Camp here. (Be sure to change the drop down at the bottom of the page from "Invited by Baseline Selling Tips" to "Invited by Rick Roberge".

If you have any questions, call me or email me directly.

Emotional Involvement

rick@theRAINMAKERmaker.com (Rick Roberge) — Fri, 14 Mar 2008 23:15:00 GMT

You may remember this post. Tom picked up the fact that neither I nor my reader exhibited any need for approval and that is correct. But, today, Rob gave up on behalf of all of you, so I'll give you the answer.

Neither of us was emotionally involved in the conversation. I didn't get upset that my reader wanted to pitch their stuff on my blog. If I were emotionally involved, I might have replied, "What are you crazy? A blog's not for selling stuff. Especially, ...." Instead, I teased her by asking, "Is it ever not about you?" Now, were she emotionally involved, she might have come back with, "I was just trying to help your client. You didn't have to make it about me." Instead, she replied, "What are you my husband?"

Two professionals. In the moment. Having fun with each other.

Now, here's another real live story about how emotional involvement can hold you back.

About a two weeks ago, a client agreed to provide a display for their customer. The customer was going to use the display to sell my clients stuff at a profit. The average sale was going to be about $1,500 and the display was going to cost my client's customer $1,100. Everybody was ready to go, but then my client's customer asked for a break on the cost of the display. My client immediately started thinking...Why couldn't this just go smooth? I wonder how many sales their gonna make for me? If it's only one, I need to be paid for the display. If it's 20, they can have the display for free. What should I do? I need to call Rick. So, she told her customer that she'd get back to him.

As soon as my client was faced with a situation that they didn't expect and didn't know how to handle, they lost control. They started talking to themself. They stopped listening to the prospect.

My client got to a phone and called me. Told me the story and asked me what to do. My client was totally willing to give the display for free if she was going to get enough business, but wanted to be paid for the display if there was no or little future business. I asked why doesn't she just tell the client that she'll charge $1,100 for the display, but give $100 credit on the first eleven sales? "Brilliant!" my client said.

Now, my guess is, that most of you figured out that solution before you read it. Either we are all brilliant, or none of us are emotionally involved in my client's sale. We don't care.

Fast forward to today. I asked my client how it went, and they said, "My customer loved it. Why couldn't I do that?" So, I explained about emotional involvement and told her how I might have handled it.

First, don't stop listening to the prospect. Not only that, listen actively. When they say, that they want a break on the cost of the display, look up and go, "HMMM." Then ask, "How would I do that? They might say, "Just do it." I might ask, "Why would I do it? The display costs me regular price." They might say, "We're gonna sell a lot of your stuff." "Really? How much do you think you'll sell?" Them: "Probably a minimum of 10. Maybe 20!" Me: "20? That would be worth it. Let me think for a second...." "Hey, how about this? If you sell 1 or 2, I need to be paid for the display, but if you sell 20, I'd give it to you. How about if you pay me for the display, but I'll give a $50-$100 credit on the first orders you place until the credits total $1,100?"

Emotional involvement kept my client from asking that first question, from listening to the prospect, from having the customer give them the solution. Stay in the moment. Listen. Ask.