PrintGrowPro | SalesGrowPro. Improve your sales team results. Call today at 314.753.2802
Go to Home page
Top navigation bar. Choose: Home or About pages. Go to Home page Go to About page Go to Virtual Training page
Given A Good Book Report Lately?

Posted on June 25, 2018 under Sales Management 101.

Sales Management 101

“Given A Good Book Report Lately?”

See the source imageSee the source image

 Almost 60 years ago, at Egypt Lake Elementary School in Tampa, Florida, Mrs. Margaret Arce assigned me my first oral book report.

THE RED BADGE OF COURAGE by Stephen Crane

I remember it like it was yesterday.

I remember the stress and anxiety I felt leading up to the ‘big’ day and my inability to sleep the night before.

See the source image

I remember my Dad insisting that I write out my report – word for word – and memorize my presentation.  I must have given my report to my Dad a dozen times (which when I think about it today seems a little over the top; oh well, that’s a story for another day).  Maybe that’s where I was first introduced to the 5 P’s:  PERFECT PRACTICE PREVENTS POOR PERFORMANCE.

I remember my best friends Ronnie Ryals and Drew Castillo making faces at me as they tried to make me laugh.

I remember Mrs. Arce standing in the back of the room encouraging me to stand up straight, look at her if I was nervous, and just do my best.

Book reports are obviously important projects for elementary and middle school language classes.  Why?  Because book reports teach kids how to read, write, and most importantly organize their thoughts and share those thoughts with a group of their peers.

Hmmmmmmmmm………………………

 

Do you think sales people would benefit from developing and honing those same skills?  Do you think your sales team could benefit from actually doing a book report?  I do, and here a just a couple of reasons why:

  • just like there is a value to making your kids eat their vegetables, there is a value to encouraging  your sales team to read something – anything!  As Confucius said: “no matter how busy you think you are, you must find time for reading or surrender yourself to self chosen ignorance.”

 

  • Nothing is more difficult than presenting to a group of your peers; regardless of how much experience your sales team has, they can always improve their presentation skills.  They need to remember to smile – people look more trustworthy, confident and friendly when they smile; they should repeat the points they want people to remember and they should talk directly to each person in the room.  PERFECT PRACTICE PREVENTS POOR PERFORMANCE.

 

  • Last but not least, remember, in everyday life we are continually learning from one another. We all draw on the knowledge, skills, and experiences of our friends and colleagues.   We trust their perspectives. 

See the source image

I just finished reading William Manchester’s THE LAST LION about Churchill.  You think those speeches he gave, that some say may have saved the world, were spontaneous – think again.

For the record, a quick update on the last book report I gave (Attention all sales managers:  ‘if you’re going to talk the talk, you have to walk the walk).  Do you happen to know how many times “Sam-I-Am” (Dr. Seuss’ Green Eggs and Ham) asked for the order before he got it?

Peer-to-Peer learning is a great way to make sure you don’t allow your sales team to decline into mediocrity.  Mediocrity avoidance mandates that you deploy and implement new management tools that motivate, excite, and challenge your sales team – ‘rookies’ and ‘veterans’ alike.  Adding reading a book and giving a book report to your team’s next ‘to do’ list will do just that.

See the source image

Have a great rest of the week!

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

 


Comments (0)
Closing The Gate

Posted on April 7, 2017 under Sales Management 101.

 

CLOSING THE GATE

 

 

Sooner or later, tribes begin to exclude interested but unaffiliated newcomers.

It happens to religious sects, to surfers and to online communities as well. Nascent groups with open arms become mature groups too set in their ways to evangelize and grow their membership, too stuck to engage, change and thrive.

So much easier to turn someone away than it is to patiently engage with them, the way you were welcomed when you were in their shoes.

There are two reasons for this:

  1. It’s tiresome and boring to keep breaking in newbies. Eternal September, the never-ending stream of repetitive questions and mistakes can wear out even the most committed host. Your IT person wasn’t born grouchy–it just happens.
  2. It’s threatening to the existing power structure. New voices want new procedures and fresh leadership.

And so, Wikipedia has transformed itself into a club that’s not particularly interested in welcoming new editors.

And the social club down the street has a membership with an average age of 77.

And companies that used to grow by absorbing talent via acquisitions, cease to do so.

This cycle isn’t inevitable, but it takes ever more effort to overcome our inertia.

Even if it happens gradually, the choice to not fight this inertia is still a choice. And while closing the gate can ensure stability and the status quo (for now), it rarely leads to growth, and ultimately leads to decline.

[Some questions to ponder...]

Do outsiders get the benefit of the doubt?

Do we make it easy for outsiders to become insiders?

Is there a clear and well-lit path to do so?

When we tell someone new, “that not how we do things around here,” do we also encourage them to learn the other way and to try again?

Are we even capable of explaining the status quo, or is the way we do things set merely because we forgot that we could do it better?

Is a day without emotional or organizational growth a good day?

 

 

Craig McConnell, President,

PrintGrowPro/SalesGrowPro

RETIREMENT REIMAGINED  -  ENTERING ADULTHOOD 2.0

www.printgrowpro.com

“Great selling is a process artfully done.” 

Follow me on Twitter – http://twitter.com/printgrowpro 

0
inShare

 


Comments (0)
Career Coach: Here’s how to ace the job interview

Posted on December 6, 2016 under Sales 101.

Whether you are interviewing for the first time or fifth time, here’s things to remember.

https://www.washingtonpost.com/news/capital-business/wp/2016/12/02/career-coach-heres-how-to-ace-the-job-interview/

Remember, being considerate is good for your mental and physical health, your career, and everyone around you. Be KIND

Image result for words with pictures about kindness

Craig J. McConnell

“Entering Adulthood II”
Continuing to) Make Sales People Memorable

(striving to) Re-imagine Retirement
 

314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

53 Chula
10902 Big Canoe
Jasper, GA 30143

 


Comments (0)
Sales 101: A Clear Rejection Is Always Better Than A Fake Promise

Posted on May 9, 2016 under Sales 101.

Thought For The Day

For 30 days, say hello to everyone you see  -  and I mean everyone. Don’t walk by anyone without acknowledging them. Smile!  Make Eye Contact!  Say ‘Good Morning’. or ‘Good afternoon’ or just ‘HI”.  This is a simple but effective  self talk exercise that generates  positive energy and builds confidence for you, and will do the same for the recipient of your initiative.

David Sandler may have actually coined the expression ‘go for the no’ (or at least his intellectual property seems to imply that), but regardless, it is GREAT advice. I think his quote was something like “you don’t learn how to sell by getting a ‘yes’; you learn how to sell when you get a ‘no’.

Remember, “I’ll think about it” and ‘maybe’ do you no good at all.  Falling into the ‘think it over’ trap is only a time waster.  Timing is important, empathy is critical, but over time you will learn when it is time to give your prospects permission to say ‘no’.

LEARNING FROM REJECTION

When someone doesn’t say yes, they’ll often give you a reason.

A common trap: Believe the reason.

If you start rebuilding your product, your pitch and your PR based on the stated reason, you’re driving by looking in the rear view mirror.

The people who turn you down have a reason, but they’re almost certainly not telling you why.

Fake reasons: I don’t like the color, it’s too expensive, you don’t have enough references, there was a typo in your resume.

Real reasons: My boss won’t let me, I don’t trust you, I’m afraid of change.

By all means, make your stuff better. More important, focus on the unstated reasons that drive most rejections.

And most important: Shun the non-believers and sell to people who want to go on a journey with you.

 

 

Craig J. McConnell

“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 

 


314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

 


Comments (0)
Sales 101: Green Eggs and Ham ‘aka’ The Value Of Persistence

Posted on April 25, 2016 under Sales 101.

 

Here’s A Thought For The Day

Failure is the path of least persistence.

All great sales people are professionally pleasantly positively persistent (4Ps).  How about you?  Give up easily?  Did you ever stop to count how many times ‘Sam I Am’ asks for the order (before he gets it)?   That is a real study in persistence – especially when you are selling green eggs and ham. 

 

From Seth Godin:

The tidal wave is overrated

Yes, it can lead to wholesale destruction, but it’s the incessant (but much smaller) daily tidal force that moves all boats, worldwide.

And far more powerful than either is the incredible impact of seepage, of moisture, of the liquid that makes things grow.

Facebook and other legendary companies didn’t get that way all at once, and neither will you.

We can definitely spend time worrying about/building the tsunami, but it’s the drip, drip, drip that will change everything in the long run.

A final thought:

If you are persistent you will get it = if you are consistent you will keep it.

Craig J. McConnell

“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 

 


314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

53 Chula
10902 Big Canoe
Jasper, GA 30143
 

 


Comments (0)
Sales 101: The Art of The Apology

Posted on April 14, 2016 under Sales 101.

Here Are The 6 Steps To The Perfect Apology, According To Science*

*WordPress and I are struggling tonight; this is a little tough to read and I apologize; worth the effort – promise!

April 13, 2016 | by Robin Andrews
A team of researchers has decided to delve into the human psyche in order to solve an age-old, mystifying problem: what’s the best way to make an apology?
According to their study, published in the journal Negotiation and Conflict Management Research, the perfect apology contains six elements, but acknowledging and accepting responsibility for at least part of the perceived wrongdoing is by far the most important.
The second most important factor was an offer of reparations. “One concern about apologies is that talk is cheap,” Roy Lewicki from The Ohio State University’s Fisher College of Business, and lead author of the study, said in a statement.
“But by saying, ‘I’ll fix what is wrong,’ you’re committing to take action to undo the damage.”
Lewicki and his team recruited 333 adults from a range of backgrounds, each of whom was asked to read through a scenario in which they were the manager of an accounting department that was looking to hire a new employee.
At the previous job for one particular hypothetical candidate, they filed an incorrect tax return, but apologized when they were confronted with it.
Each apology varied, and contained one, three, or all six components of what the researchers thought commonly exist in apologies: 1. Expression of regret 2. Explanation of what went wrong 3. Acknowledgment of responsibility 4. Declaration of repentance 5. Offer of repair 6. Request for forgiveness
After being informed which components each apology contained, the participants were then asked to rate, on a numerical scale, how effective, credible, and suitable each apology was.
This study revealed that, in general, the more components that were included, the more effective the apology was.
In a second study, the researchers asked 422 undergraduate students to read through the same scenario included in the first. This time, however, instead of being told which components each apology contained, they were left in the dark. In addition, each apology could contain anywhere from one to six of the components.
Once again, the apologies with the most components were seen to be more effective. Significantly, however, both studies agreed that asking for forgiveness was seen as the least important aspect, whereas accepting responsibility was seen as the most important.
Intriguingly, in both studies, half of the participants were told the tax return error was made accidentally, whereas the other half were told it was knowingly filed incorrectly. Regardless of which they were told, the value of each apologetic component remained the same.
Ultimately, though, the participant who had acted deceivingly was less likely to be hired than the one that was merely incompetent.
It’s important to note that this study only involved reading apologetic statements, so the body language and emotion inherent in verbal apologies – which is at least as important as the content of the apology itself – was unable to be taken into account.
For this, we’re sure the authors can only apologize.
Have a great rest of the week and make sure you stay MEMORABLE!!!
Craig J. McConnell
“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 
314-753-2802
1170 Tropical Drive
Jupiter, FL 33458
53 Chula
10902 Big Canoe
Jasper, GA 30143
 

Comments (0)
Sales 101: What Skills Did You Learn In College?

Posted on April 3, 2016 under Sales 101, Thoughts for the Week.

 Image result for words with pictures about educationImage result for words with pictures about educationImage result for words with pictures about education

“There are now millions of college seniors going about their job search in earnest.

And many of them are using the skills they’ve been rewarded for in the past:

Writing applications

Being judged on visible metrics

Showing up at the official (placement) office

Doing well on the assignments

Paying attention to deadlines, but waiting until the last minute, why not

Getting picked

Fitting in

The thing is, whether you’re a newly graduating senior (in hundreds of thousands of dollars of debt) or a middle-aged, experienced knowledge worker looking for a new job, what the best gigs want to know is:

Can you show me a history of generous, talented, extraordinary side projects?

Have you ever been so passionate about your work that you’ve gone in through the side door?

Are you an expert at something that actually generates value?

Have you connected with leaders in the field in moments when you weren’t actually looking for a job?

Does your reputation speak for itself?

Where online can I see the trail of magic you regularly create?

None of these things are particularly difficult to learn, if you are willing to be not very good at them before you’re good at them.

Alas, famous colleges and the industrial-education process rarely bother to encourage this.

Image result for words with pictures about educationImage result for words with pictures about educationImage result for words with pictures about education

 

Craig J. McConnell

“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 

 


314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

53 Chula
10902 Big Canoe
Jasper, GA 30143
 

 


Comments (0)
Thoughts For The Week & Sales 101: What Are You Competing On?

Posted on March 22, 2016 under Sales 101.

Image result for words with pictures about being memorableImage result for words with pictures about being memorableImage result for words with pictures about being memorableImage result for words with pictures about being memorableImage result for words with pictures about being memorableImage result for words with pictures about being memorable

What are you competing on?

 

It’s pretty easy to figure out what you’re competing for—attention, a new gig, a promotion, a sale…

But what is your edge? In a hypercompetitive world, whatever you’re competing on is going to become your focus.

If you’re competing on price, you’ll spend most of your time counting pennies.

If you’re competing on noise, you’ll spend most of your time yelling, posting, updating, publishing and announcing.

If you’re competing on trust, you’ll spend most of your time keeping the promises that make you trustworthy.

If you’re competing on smarts, you’ll spend most of your time getting smarter.

If you’re competing on who you know, you’ll spend most of the time networking.

If you’re competing by having true fans, you’ll spend most of your time earning the trust and attention of those that care about your work.

If you’re competing on credentials, you’ll spend most of your time getting more accredited and certified.

If you’re competing on perfect, you’ll need to spend your time on picking nits.

If you’re competing by hustling, you’ll spend most of your time looking for shortcuts and cutting corners.

If you’re competing on getting picked, you’ll spend most of your day auditioning.

If you’re competing on being innovative, you’ll spend your time being curious and shipping things that might not work.

And if you’re competing on always-on responsiveness, you’ll spend your time glued to your work, responding just a second faster than the other guy.

In any competitive market, be prepared to invest your heart and soul and focus on the thing you compete on. Might as well choose something you can live with, a practice that allows you to thrive.

 Make it a memorable week! Be Kind!

Craig J. McConnell


(striving to) Re-imagine Retirement

“Entering Adulthood II”
Continuing to) Make Sales People Memorable

Visit me @ www.printgrowpro.com


314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

53 Chula
10902 Big Canoe
Jasper, GA 30143
 


Comments (0)
INTUITION: You Heart Knows Things Your Mind Can’t Explain

Posted on March 5, 2016 under Sales 101.

The Powers and Perils of Intuition

Instinct has the power to hush reason. But when is it safe to go with your gut? Researchers may remain uncertain about the reliability of intuition, but it is a difficult force to deny

Intuition

That’s what people call successful decision making that happens without a narrative.

Intuition isn’t guessing. It’s sophisticated pattern matching, honed over time.

Don’t dismiss intuition merely because it’s difficult to understand. You can get better at it by practicing.

Craig J. McConnell

“Entering Adulthood II”
Continuing to) Make Sales People Memorable

(striving to) Re-imagine Retirement
 

 


314-753-2802
1443 Hagen Avenue
Dunedin, FL 34698

53 Chula
10902 Big Canoe
Jasper, GA 30143
 


Comments (0)
Sales 101: Want to get more responses for your emails? Write like a third-grader……

Posted on February 19, 2016 under Sales 101.

Having trouble getting replies to your emails? ??

Apparently, one of the best ways to get a reply is to write as if you’re 9 years old.

That’s according to the makers of the Boomerang mail plug-in, who found that writing at a third-grade reading level seems to be the right level of complexity for the average message, after mining their user data for information on what kind of writing actually gets replies.

Click on the link below to learn more.

https://lnkd.in/eEGhCcs

Want to get more responses for your emails? Write like a third-grader.
Have a spectacular weekend  -  Enjoy!
Craig J. McConnell

“Entering Adulthood II”
Continuing to) Make Sales People Memorable

(striving to) Re-imagine Retirement
 

 


314-753-2802
1443 Hagen Avenue
Dunedin, FL 34698

53 Chula
10902 Big Canoe
Jasper, GA 30143
 


Comments (0)
Post Subscriptions