You may know that my house neighbors a golf course. Last Saturday, I noticed a foursome on the first green. I usually don’t pay very close attention, but for some reason, I watched this group putt. I don’t know how many strokes it took these golfers to make the green, but they were all there when I arrived. Each one of them missed their first putt. I walked away wondering why anyone would voluntarily play the game. As I thought about it, I remembered that they were probably going to play 17 more holes. What a way to waste a beautiful Saturday!

So, why is a non-golfer writing about golf? I don’t know whether any of those guys parred that hole or not. I don’t know how any of them wound up for the day, but they probably did play the full round. Whatever number of strokes it took to put the little ball in the hole on the first, they went to the second tee and started the process again. Whether above, below or at par on the second, they tee-d off on the third. And so on. So that by the end of the day, they’d played 18 holes, some at par, some just below, some way above, eagles, birdies, hole in ones. The lesson…..they finish the course.

How many of us don’t? If you make your first sales call of the day and your drive ends up out of bounds, do you go home? Does it make a difference if your first sales call of the day is a hole in one? Might you make the second one? Golfers go out trying to break 100, 90, 80, par FOR THE ROUND! They’re gonna play all the holes!

So, the message today, is:

Play the whole round……Make all your calls.
Par each hole……Give each call your best effort.
Play the 19th……Huddle to debrief and strategize the next work day.

Yesterday, while I was walking, I noticed a lady stretching to look at some rocks. She explained that the day before, she saw two snakes sunning themselves on top of the rocks and the mere fact that they were in the area “gave her the creeps”. I’ve seen people jump up on tables when they see a mouse, hide under the covers when they see a bat and break out into a sweat when they go to the dentist. Why? Did something happen to them once and it was traumatic enough that they’ll remember it forever?

My skin used to crawl when my grandmother used to put her parakeet on my finger. I’m told that it’s because when I was little a parakeet tried to land on my nose with its wings flapping in my face. I don’t remember the incident, but apparently it still affects me because I still prefer not to be around birds. Now, as you read this, you may be saying to yourself, “Rick’s crazy. Birds are beautiful, gentle, friendly and fun to be around. Wouldn’t hurt you.” You might also say the same thing about fear of mice, bats, snakes, dogs, heights, the dark, yada, yada, yada……. Get over it.

Here’s the interesting thing. We may not remember the event that gave us the fear. We may not even know that we have the fear. We just know that we’d prefer to not deal with it. So, when I’m working with a salesperson that has call reluctance, they may not know the event that gave them the fear, they may not even know that they have the fear, but before I can teach them to overcome the fear, they first have to recognize it and face it and just like with me and the birds, saying, “Get over it!” doesn’t work.

What fears are keeping you from being all that you could be by keeping you from doing what you should do?

Is there something keeping you from making cold calls?

Is there something keeping you from asking tough questions?

Is there something keeping you from getting the business?

Are you worried about being called pushy, abrasive or arrogant?

What unrecognized, undiagnosed, unacknowledged fear is holding you back?

Click here.

I think that Frank Belzer is going to prove to be one of Dave Kurlan’s greatest hires, if not THE greatest hire.

I had the pleasure of working the 128 Business Expo today with him today. He was engaging, professional, focused and relaxed. He is a dynamo at events without being rushed or pushy. He works harder and smarter than almost anybody I know. I’ve watched him show disappointment in his results while at the same time I see his resolve to get where he’s going. I’ve heard the struggle in his voice while he’s debriefing a recent contact with a prospect that didn’t close. Interestingly, though, the struggle isn’t that he wants the sale, it’s that he knows what the customer should do, but can’t find the way to help them do it. But he doesn’t give up.

So, I thought that his post tonight was especially apropos. Frank came to Kurlan with huge experience. He’s sold a ton. He’s managed top sales forces, and has many awards in his office. He’ll tell you, though, that it’s different here and that he isn’t succeeding here because of his experience. He’s succeeding because of his strengths, his character, his ability and his lack of weaknesses.

OK. Enough commentary. Here’s the post.

Thanks, Frank!

Yesterday, the priest starts off his sermon with two questions.

“Show of hands everybody….How many of you enjoy having other people tell you that you’re wrong?”

I was near the back of the church, so I could see that very few hands went up.

“Second question….How many of you enjoy telling other people that they are wrong?”

Considerably more hands went up.

Interesting! Huh? So, as I pondered this opening, my thoughts were interrupted by the actual sermon.


“…..when you have to tell someone they’re wrong, do it gently….
if they don’t change, bring some friends to help you tell them they’re wrong….
if they still don’t change, tell The Church….”
OOOOHHHHH!

Any comments relative to the sermon, my comment to Pete’s post, I’m Back, Out of Business, or Kinder & Gentler?

So, I was talking with a hotshot salesperson, Andy. Andy was already 20% over quota when a prospect calls him and says, “A friend of mine bought from you yesterday. I’ll have the same thing he did. Here’s my credit card. Charge it for the same amount that you charged my friend. I already know the whole deal.” Andy said, “Yes sir.” and did as he was told. (He was secretly thinking that he was gonna need a new quota.)

So, three days later, the customer sends Andy an email.


“Andy, please cancel my order and credit my credit card. I changed my mind.”
Now, for some odd reason, Andy can’t get this customer on the phone to find out what happened.

I asked Andy, “In hindsight, would you rather write the sale and get the cancellation or would you rather find out that it’s not a fit on the first call and not write the sale in the first place?” I won’t tell you Andy’s answer, but what would your answer be?

What do you think my next question was?

In case you forgot, here’s the reminder. https://therainmakermaker.com/2008/07/28/kinder-and-gentlerlike-the-irs.aspx

So, I’ve been meeting people, moving them through my pipeline, doing business.

Have you noticed the difference between old abrasive in your face Rick and kinder and gentler Rick?

How about anyone that you’ve referred to me? Have they noticed the difference?

How about anyone that’s talked to you about me? Have they noticed the difference?

It’s interesting to see how the internet has changed us. I use Google Analytics to track traffic to my blog. I can’t see who has visited. I just see what country they’re in. (I can actually see what city they’re in, but there’s a limit to my curiosity.) So, visitors from 27 countries have visited in the past 30 days. This is the list of countries.

United States    Canada    United Kingdom    India    Australia    Netherlands    Spain    United Arab Emirates
France    South Africa    Philippines    Germany    Venezuela    Mexico    Malaysia    Finland    Japan    Greece
Georgia    Singapore    Argentina    Austria    Senegal    Uganda    Hungary    Belgium    Colombia

Makes you wonder. How? Why? Whether they got what they were looking for? Was it a mistake?

If you visited in the past month and would like an inbound link, comment on this post with the answers to these questions and a link to your website. I’ll update this post with all of those links.

UPDATES

Trish Bertuzzi was the first to respond. Hey! Reader in Greece. She’s gonna be visiting your country in person. If you want to meet her, comment with a link to your website or email your contact info to me!

Although Sandra Condon claims to be fitness expert, much of her advice works on salespeople. For instance, if you’re having trouble with commitment, whether it’s exercise or cold calls, find a buddy and do it together.

Jeff Temple is a surprise visitor. I hope to have a conversation with him next week and I’ll tell you how it goes.

Rob Jewett talks about core values and personal growth. I agree. This blog has helped me grow. I find myself thinking, “That’s blog-able.” several times a week as I go through the day to day. I’m pleased that people read, but I’m excited when people comment. I try to make my posts relevant, but there’s a lot to learn from the comments.

So, John Vaillancourt makes a pretty interesting comment and it makes me wonder whether anyone else expected or was pre-disposed and whether or not they got what they expected.

I went to the gym yesterday morning. As I was leaving, I noticed that a svelte blonde was now running on the same treadmill that I had used. As I was sitting in the parking lot listening to my voicemail, in walks another svelte blonde. (It’s just a coincidence that they’re both svelte and both blonde.)

So, what?

Why do svelte people work out at the gym? Are they just trying to make me self-conscious? Are they afraid of becoming me? They are what I want to be. Seriously, are they trying to become svelter?

Now, that I’ve got your brain warmed up….

What’s the sales lesson?

***WARNING***
I’m about to say nice things about David Kurlan & Associates!
If you don’t like reading positive stuff, turn back, now!

Client A called me last Wednesday morning (when I was on vacation) while they drove to an appointment during which they hoped to save a $150,000 sale. They called me to coach them on how to save it. They called me immediately after the meeting to tell me how pissed off they were that they wasted their time. The customer’s mind was already made up and he never should have gone. Tuesday they were in class with Chris Mott learning how to make appointments. Wednesday, they had lunch with Mike Eagan to learn how to think and act like a CEO. After lunch, they listened to me make live prospect calls so they could see that if you know your lines, the prospect always knows theirs. This morning, they met with Bruce Bower to develop the steps in their sales process so that prospects can proceed logically from not knowing to buying. Tonight, they accompanied me to a chamber business after hours and walked out with the business cards of ten people that will take their call next week.

Client B called on August 6th and told me that they needed to hire a salesperson. We met for four hours on August 7th. The ads got placed and I left an vacation and Client B left on vacation on August 8th. We were on vacation from August 8th and returned on August 18th. We accumulated resumes and screened the candidates during that time. Tomorrow, Mike Eagan and I will have telephone interviews with 7 “A” players between 10 and noon.

Pretend you’re me. How would you wrap this up?