Perspective is Relative

A three car pile up on the interstate...no major injuries, some damage and frustration. The highway patrol's duty is to take a report and assess what happened. Good thing here, we have ten witnesses. Case closed? How about ten different versions of what happened. Not only is this frustrating, it can completely stifle finding the truth. We are faced with this every day. In our careers, relationships, even with our children. If we fail to recognize that OUR perspective is just that, OUR perspective, we will be locked into ourselves in a world so much bigger than "I". We must challenge ourselves to recognize that other people see things differently. Some people actually want to work construction in LasVegas ( no offense at all meant). Some people want to capture furry spiders for a living. Some people couldn't deal with the unknown and ambiguity of sales (which I love). Understand the differences in perspective when a customer isn't "biting" at your product. Maybe our solution isn't a fit to his problem. Maybe you can help him find that solution and get business another way and have a customer for life. Empathize with his perspective and help him. A good friend once told me that we all have our own "shit"! We all have personal issues; sick kids, job problems, car issues, smelly dogs...remember that whomever you speak with, he is the center of his world, not you! Good luck and good selling!

Easy Doesn't Pay Good

So you want an easy job...no stress...no pressure...no problem! Oh, and you want it to pay REAL well, big bucks! Great, sign me up! The problem is that this doesn't exist. The foundation of our great nation is built upon hard work. Any job worth doing, is worth doing right, the first time. If you have to get up and go to work everyday, you might as well work hard. How much more effort does it take? Find work, or at least tasks/projects at your work that engage you. Find your niche that will make you passionate about your work and hopefully make you indispensable to your employer. Remember that most people are simply skating through the day, if you put in the effort, you'll already be far above your peers. Work hard and success will come! Good luck and good selling!

Be flexible, make it work

I'm walking the walk today. Blogging from my iPhone. Why do this? I'm in a rush, my laptop battery is dead, and I want to ship it! Whatever it is you need to do to meet your own objectives, set up the system. Build in redundancies and make it convenient! Be productive and "ship"!

Just Ship It: By Rocco De Leo

I read a lot of books and listen to a lot of podcasts on Business, Marketing, and simply getting stuff done. A common line among successful entrepenurs and "go getters" is that they figured out how to "ship it". I'm not sure who coined "ship it"- I think it's Seth Godin- hope it's not copy write protected..."Shipping" simply means delivering a finished product. I'm "shipping" this blog. I sat on it for several years. I'll do it later, when I have more time...Big LOL on that one! Just Get R Done! Stop promising, or dreaming, Ship It! So it's not the well researched academic style blog I sought it out to be, but I'm doing and shipping it. Whatever your thing is, get out of your own way, get it done and "ship it". The universe has a funny way of paying back those that ship. A dream or an idea stuck in your head is nothing unless its shipped. Good luck and Good Selling!

DO You Care? By Rocco De Leo

"How was your weekend? Oh nice! Can you?..."How many times have you had this happen to you?Don't ask the question if you don't care or don't have time to hear an answer. Nothing is worse than getting someone to open up, and immediately shutting them down by not listening or moving the topic to your agenda. Trust me, they won't open up again. Take some time to get to know people. Let them know you care. It's interesting how many people simply don't care. If you take the time to actually care, you'll find yourself getting past gatekeepers, getting more done, getting that key information, and going through the day with a smile on your face. Remember that everyone has a story they are dying to tell. Listen...care...and good selling.

Do you Click? By Rocco De Leo

As a salesperson, not much ranks higher in importance than the ability to quickly "click" with a multitude of people. A high level of technical knowledge is useless if no one is listening. Ori and Rom Brafman in their Bestseller "Click", write of several important traits. The three traits that seem to resonate the most to me are vulnerability, proximity, and similarity. With sincerity, these traits, used in context will open many doors that "spin selling" leaves shut.

Becoming vulnerable tells your counterpart that you trust them. Usually, that tells his/her psyche that you are trustworthy. Being vulnerable doesn't mean having a good cry with someone. Be human, show them who you are. Slow down with the sales pitch.

The old adage in real estate "location, location, location", is huge in sales. People click with those around them. If you are out of site, you are out of mind. Make sure you are close to those you need to be close with. When you are ate business dinners, networking events, or conventions, proximity is key to the ROI you will gain. Know your players, and make sure you are close to them.

Finally, similarity is a sure "clicker". People tend to buy from people they trust. People are more apt to trust people with similarities. This can be an alma matter, hometown, interests, etc. Find out who you are selling to, and learn about them. With Facebook, Twitter, Google, Linkdin, etc, there is no excuse to be in the dark. If you take away one, and only one thing from this blog, please make it this: be sincere about your similarities. If you hate folk art, don't fake it. People are multifaceted, you should be able to find something. If you find this to be on ongoing problem, you may be in serious need of some hobbies.

Thanks to the Brafman's for a great read! Read the book and enjoy good selling!