That Small Holiday Thinking of You

The holidays are almost here. There are, of course, restrictions regarding gifts to and from clients in many industries. But that does not mean we in sales cannot express appreciation or that clients can’t also.

What are some ways you have shown clients you are thinking of them over the holidays? What are some ways clients have expressed their appreciation to you?

Thanks,

Linda

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Linda Richardson is founder of Richardson (http://www.richardson.com), a leading global sales training and consulting firm

If You Love It, You Can Sell It.

In Sunday’s New York Times, there was an article about the new cover of Paris Vogue. One of the quotes by Andre J caught my eye and got me thinking.

He said, “If you love it, you can sell it.” While he may not be a business guru, Watts Wacher, the futurist is and he concurs. He thinks - “The single most important thing is if you don’t believe in it, don’t even try to sell it.”

How important do you think it is to be passionate about/believe in/“love” the product you sell?

Let me know what you think!

Linda Richardson, Founder Richardson Sales Training

Women in Sales - Different Rules?

A recent report by Catalyst titled “Damned If You Do, Doomed If You Don’t,” surveyed 1,231 senior executives from U.S. and Europe. It found that women who act in ways that are consistent with gender stereotypes (defined as focusing “on work relationships” and expressing “concern for other people’s perspective”) are considered less competent. The research also found that women who act in ways seen as more “male,” (defined as “act assertively, focusing on work task, displaying ambition,”) are seen as “too tough” and unfeminine.

The conclusion was that women can’t win. Data also shows women don’t advance as much as men and their pay is lower on average. Also, the November 4 New York Times front page headline referring to politics reads “Different Rules When a Rival Is a Woman?”

Based on your experience, what do you think — what impact does being a woman have on a career in sales?

Linda Richardson is founder of Richardson (http://www.richardson.com), a leading global sales training and consulting firm. Linda is a recognized leader in the sales training industry and is credited with the movement to consultative selling. Ms. Richardson has written 9 books on sales including her most recent, The Sales Success Handbook. She has been published extensively in industry and training journals and has been featured in numerous publications.

Mad Men TV Show - Selling in 1959?

Several years ago I met the Founder and CEO of a large, national department store chain. When he learned I was in the sales training business, he said, “What do you know about selling? Do you know how it has changed?” I talked about it being more customer need-focused, more competitive, the availability of information … and asked him for his view.

“I can sum it up like this,” he said. “In the old days, if a customer wanted to return something, you took him by the collar and threw him out. Today, if the customer wore it for three weeks, you thank him for bringing it in and apologize. That’s how it’s changed!”

Watching Mad Men, the AMC TV series on Thursday nights, about a Madison Avenue advertising firm (which has gotten overwhelming critical acclaim for its attention to detail and authenticity of dress, attitudes, prejudices, social structure, etc.), I have been taken aback by the style of selling depicted by the show’s hero, Don Draper.

Because everything else is so authentic, it reminded me of the phrase the Founder/CEO used — “throw them out.”

While Don Draper doesn’t “throw” his clients out, he does the next closest thing by threatening to walk out on them. On the September 13th episode, (early in the call and sales cycle) when a million-dollar client rejected Don Draper’s idea for an ad campaign for a lipstick, without any provocation from the client whatsoever, Don Draper stood up and in a critical and rude tone announced the meeting was over — only after bluntly telling the client, in the presence of the client’s executive team, why the cosmetic company was number four. When the client responded by asking Don to sit down, before agreeing to do so, Don extracted an agreement from him that Don’s time would not be wasted.

Don’s behavior in that episode resulted in him getting an unexpected bonus for $2,500 from his boss, a considerable sum for 1959.

Frankly, in my 30 years in sales, I never saw such arrogance in selling. Granted, in 1959 there were far fewer competitors in all fields and much less knowledge sharing, but factors like this could hardly account for such behavior. Since everything else is so authentic and 1959 was before my selling time, I had to question if the writers just fabricated this kind of selling.

I’ve never witnessed a salesperson acting in such a manner. Have you? And how would your customers respond today if a salesperson pulled a stunt like this?


What movies or TV shows depicting sales and salespeople’s approach and philosophy should we watch out for? One I particularly like is Edward G. Robinson’s depiction of a salesperson in Double Indemnity.

Looking forward to your response.

Linda

Linda Richardson is founder of Richardson, a leading global sales training and consulting firm. Please visit our web site at http://www.richardson.com to learn more about our customized sales, sales management, and service training that incorporates diagnostics, eLearning and instructor-led programs.

Best Success Sales Story — What is yours

The best success story I heard, I heard over dinner a few nights ago. A neighbor, a person who could be very difficult, was selling a home he owned which was located directly across from the home he lives in. When a very successful executive who runs a sales organization in the area made an offer 25% below the asking price, our neighbor was deeply offended and instructed the agent that he would NEVER entertain any offer whatsoever from this executive.

The executive was not deterred (persistence). He researched the seller and learned he had an 8 year old son (preparation). On a bright Saturday morning he knocked on the door with his son by his side (personal connection). He apologized (rapport) and explained how he had not intended to insult the owner and that the price he offered was all he could afford (rationale). He said, what’s important to you. The seller said the price. The executive asked, “Anything else?” and learned that the person/family was important too. The executive said, “I am a family guy. I have a nice family with an 8 year old boy. You have an 8 year old son … Do you want me for a neighbor or some grouch you might get?” The dialogue continued.

Result: The executive bought the property for the price he originally offered.

Bottom line: Emotional or personal needs are often stronger than financial needs.

Lesson Learned: Building relationships is one of the keys to and joys of selling. And persistence, preparation, and positioning to needs of the buyer pay off.

Any reactions? What is the best success sales story you know?

To learn more about Richradson's end-to-end sales training solutions, please visit us at http://www.richardson.com

Salespeople, What Books Are You Reading — Business or Pleasure?

I read in the New York Times, August 17, that the Most Bookish Borough in New York City is — Queens. A top prize was given to Queens for having the busiest library system. The library collection is diverse like the demographics of Queens itself.

This got me thinking about books and you. Sales people are diverse. What are you reading professionally or personally? Let us know.

Visit us at http://www.richardson.com

Mixing Business and Social

Hi,

Research shows we are all working more, not fewer, hours — and spending a lot more time at work. For the first time in 28 years Richardson just celebrated its first in-company marriage. Many of us attended the wedding of Pat and John, two of our very special senior consultants. In addition to celebrating the marriage, it was truly great to spend time with colleagues, and get to know more about their personal sides.

What are creative ways you’ve found to mix business and social. Or should we?

Regards,

Linda

Dr. Ellis - Thank you and Goodbye

On Tuesday, July 24, Dr. Albert Ellis, passed away. He was one of the most influential figures in modern psychology. Most people don’t know this but he also was a major influence on the strategies and skills in Consultative Selling. Whenever I am asked about Consultative Selling Models and approach I have developed, I talk about Dr. Ellis, my mentor and dear friend.

I had the good luck and blessing to work for him for several years in the 70s at his Institute as a teacher and then the director of his Living School, a free, private elementary school that he founded and housed in his Institute on 65th Street, New York City. After graduate school when I got the job there, I could hardly believe it.

Yes, Dr. Ellis was controversial but to me he was a guiding light. He taught all of us on his staff to accept and believe in ourselves. Everything we teach at Richardson about questioning and listening has its roots with Dr. Ellis. He was the master — his probing was insightful, caring, poignant, and the key to problem solving, commitment, and action.

This is an affectionate salute to Dr. Ellis and a thank you and goodbye.

Linda

To read about Dr. Ellis in the New York Times, please click here

Cell Phone — Shhhh!

Cell phones: How did we live without them? Watching pre 1990s movies, who hasn’t thought “Oh, that’s right. They had no cell phones then.”

As great as cell phones are, there aren’t too many of us whose work concentration and/or tranquility have not been disturbed by LOUD fellow passengers on planes, trains, waiting areas … who are on their cell phones. Many of us have suffered through the details of deals, travel delays, family problems, sales pitches, or office traumas. They could almost be entertaining, except for how annoying they are.

Amtrak’s solution is to designate one car the “Quiet Car.” But shouldn’t all cars be “Quiet Cars?” Why not name each car “Consideration Car?” In fact, because some travelers don’t know better, are totally oblivious, or don’t care, the Quiet Car is actually a “Silent Car” with extreme rules such as no cell calls even if you whisper.

Tell us what you think the etiquette should be for travelers with cell phones?


Linda Richardson


Learn more about Richardson by visiting our website at http://www.richardson.com