Maybe it’s just me, but being paid a significant salary, given the tools, support and brand to enable you to add value to customers I see as an absolute privilege.
That’s right – an absolute freckin privilege.
Think about it – You’ve been given the opportunity to gain a deep understanding of your customers business and their industry. Sure, to do that takes time and effort but you’re learning all the way. If you’re learning you’re growing.
I had a situation recently where I was due to meet two ‘gentlemen’ (I use that description graciously); for a meeting arranged by their CEO – their boss. The meeting was scheduled for 10am. I arrived at 9.50am and signed in. The two ‘gentlemen ‘ I was due to meet knew I had arrived as the receptionist had called them. So I waited. At 10.10am the receptionist called them both again to remind them that I was waiting. And so I waited… At 10.
I know, I know; you’ve just got to wait a while before you do it. The timing’s just not right.
You’ve just got to wait until you’ve got enough money in the bank.
You’ve just got to wait until you’ve done two years.
You’ve just got to wait until the wife has the baby.
You’ve just got to wait until the kids finish primary school.
You’ve got to wait until you reach 40.
How you feel right now if completely in your control.
Stop for a second.
WHAT DO YOU SEE? WHAT DO YOU FEEL?
Do you see a freezing cold morning, and think of long winter ahead?
Do you see hideous traffic that you hate; silent strangers and another boring day in the office where they don’t appreciate what you do?
You feel exhausted, annoyed, frustrated.
Now stop. Close your eyes. Take a deep breath – listen to your breath.
Now open your eyes.
This week I experienced something that made me smile and feel really great. I mean really great.
All it took was a random act of kindness.
You see, this week whilst my good wife Mary was out and about, her car broke down. It wouldn’t start, wouldn’t turnover. She was stuffed. Stranded along with our littlest kid, Ava – Ava’s nine.
You could tell Mary was stressed.
Do you care that you’re not hitting your number, that you’re deluding yourself with a pipeline of lies and deceit? Do you care you’re not achieving what you’re capable of?
Do you care that you’ve got used to waking up in the dead of night, panicking, thinking of work, checking your phone and dreading the moment the sun rises?
Do you care that it’s normal for you to get home and to take it out on your kids? That you were too busy to play ball with our son and that you
Ted sits in the traffic which moves at a crawl.
He thinks of the boss man sitting just down the hall.
Then lip starts to quiver – Oh not this again!
Why do I do this when I know how it ends?
Ted’s phone starts to ring; it’s the boss man, its Ned.
The stress starts to flow and Ted starts to see red.
“Why do I do this?” you hear Ted think.
“When my life is so boring and my job is so stink.
Focus on the now!
Focus on how you feel!
Focus on making people happy!
Focus on the end result!
Focus on giving without the expectation of reward!
Focus on exceeding expectations!
Focus on breathing!
So I get a knock on the door and a guy’s standing there who I’ve met before.
He hands me his business card, calls me by the wrong surname and leaves.
Here’s the thing – I haven’t heard from him since.
What a waste of time. His time and mine.
The importance of follow up should never be underestimated.
Follow up because the prospect deserves to know why he just received your business card.
Follow up because you need to discover more about the prospect.
For me one of the biggest challenges in sales is pushing through the glory of success. You know; that beautiful feeling when you’ve closed the sale. All parties are happy; ecstatic. You can feel the waves of energy flow through your body and you can’t get that smile off your face. You’re “in the zone”.
Awesome – enjoy it!
But here’s the thing… the trick is to ride that wave. To lock in that feeling and use it to push through the glory of success.