Weekly Quotes from Nick Handy

ATTITUDE: The greatest discovery of any sales manager, is that if a sales person is producing they have a good attitude and if they're not, they have a bad attitude and need to be fired.

LinkedIn

I don't know how many of you are on this site, but it's a great resource for jobs, people you worked with and lost touch with, and to see what's going on in the market place. I've been on here for a few years now and I don't visit this site as often as I do my Facebook page, but then again who does? If you're looking to network online in the business world, or find a job, this is a wonderful site with a few exceptions:

1.)Requests from people you never liked: I still get request to get connected to people who are complete assholes. The type of people that if they could do anything to gain an advantage, even if it's unethical, they will do it. The kind of person whom everyone knows is an asshole but still gets ahead. When I get these requests I cringe and then ignore them. Those people are now someone else's problem not mine.

2.) Connect with a boss you hated: Isn't it funny how horrible bosses have no clue how bad they are and try to reconnect with you later on. I remember after I transferred to a new company, mainly because my general manager was a complete idiot, that same manager tried to connect with me on LinkedIn to come back and work for him. When I said to him, "I think I f#$king quit" wasn't that a clue that I didn't want to work with him anymore? How stupid can a person be? And what's ironic is that same boss sent his resume, after he was fired, to my new company and cited me as a reference. And his resume was filled with spelling errors! Yeah I wanna hitch my wagon to that train.

3.) Get messages from people in countries/cities you've never heard of: I understand the market place has gone international but that's really in relation to the computer industry and the tech market place, not necessarily medical devices. I will get random messages to connect with people in Latvia and Sri Lanka to Kuala Lumpur. People who will assist with my Internet marketing. I have no idea if they can help and I don't want to establish an online connection if I can't actually meet the person. I'm "old school" like that...I wanna see who I'm working with.

4. Receive random solicitations from old colleagues looking for jobs: I always feel bad when I get these messages because there's often not a lot I can do for the person. I don't work as a manager anymore, and chances are if I did, I would have contacted them already. Nowadays, with many people having a difficult time, I feel for the people who are out of work, and even worse because I can't help them. These connections just depress me.

5.) Random messages from people in companies that have obviously taken your online data from some place and are direct marketing you:  I'm not sure you're aware but all of your online cookies transaction, or just about anything you do online is available to THOUSANDS OF COMPANIES! This is no joke. If you think you're information is secure, you're kidding yourself. I received a Viagra message from some rep working at a medical supply company. I don't need Viagra, but I guess they thought for some reason I could use a prescription.  Thanks for the encouragement?
I am serious about the information exchanges...your information is shared every time you visit a site. It's kind of frightening.

So even if you have a job or don't have a job, check out LinkedIn and reconnect with old colleagues, get annoyed with people you don't want to connect with, look for jobs you want, and enjoy the endless trail of messages from people trying to get you to buy Viagra. Have a good day selling.

-M

Weekly Quotes by Nick Handy

Again in keeping with all the crap we have to deal with on a daily basis, here is this weeks quote of the week from our freelance supporter Nick Handy.

SERVICE: Service is very important to every sales person in an organization. And more importantly, it's the people you bitch about when you're customers complain they didn't get their product. Suck up to Service cause if you don't; your screwed.

Weekly Quotes by Nick Handy

Every sales blog,sales magazine, and sales book usually contains famous quotes by some notable speaker on the subject. However this one doesn't. Because let's face it, we don't really utilize that crap out in the field. It's strictly for meetings and for motivation. It's something we tack on the end of our Power Point presentations to impress the boss or the customer. So we've decided to start our own Weekly Quotes. They might not seem as inspirational as some of the other quotes, but you might like them.

"Teamwork: Teamwork is when a group of people stops being a bunch of selfish bastards just long enough to get something done. That can be anything from completing a lunar landing to eating a pizza."

Smile for God's Sake

I don't know if any of you have heard of the theory of "Physical Reciprocity", but it is based on the concept that whatever type of facial expression or mood you convey to a person they have a tendency to reciprocate the same expression(s) or mood.

We experience this everyday. Waiting in line at the grocery store, or even getting a coffee. You see someone who is in a good mood smiling, laughing, and you think:

"I really like him/her! They seem really nice."

Of course this could be feigned behavior and the person might be a total asshole, but your perception of them is reality. And if you perceive them to be good then to you they are good. In addition if someone is not smiling, is just like a robot, and shows no emotion or expression, this can turn people off. You think:

"What a jerk! He didn't even look up when I was talking to him." Even though that person might be wonderful and just having a bad day. Again perception is reality.

In fact this happened to me just last week. I went with a coworker to get a coffee at Starbucks and the girl who waited on us was a very pretty young girl but she didn't smile once. She didn't act like a jerk, or wasn't rude, she just never smiled.

She simply said, "What can I get you?"

And then took our orders and didn't make the slightest effort to smile back when I smiled at her. She probably thought I was some disgusting older man. Who knows? But as soon as we got our coffee the person I was with said,

"Some one either hates their job or is a total bitch."

"Or they need their morning coffee.", I answered which got a chuckle.

" That person is depressing me, and she's bringing down the place.", was my partner's response. "I'd like to throw some hot coffee in her face. Maybe that would get a reaction."

It almost made you want to leave the coffee shop because the counter person was terribly blase with every customer. The two of us kept watching to see if her demeanor would change, and it didn't. We decided to stay a while to watch her interact with the other customers and check out their reactions.

As the customers approached she would say the same thing over and over:

"How can I help you?"

But the way she said it made it sound almost painful to her, as if she really meant:
"I'm way too cool for this job but I need it and I have take your stupid order, so what'll it be loser?"

Most of the people who ordered either had a negative reaction or they just ignored her sour puss. But the point was that this one person, the LEAD person in the shop, was bringing down the mood in the place. Killing the "Starbucks Vibe", which is why most people go to Starbucks and not to Coffee Bean. I had to leave and get my partner out of there before she strangled this person.

Armed with this information, I decided to try a few cold calls where I didn't smile when I greeted the person at the front desk,or the nurse at her station. It was just an experiment to monitor people's reaction to a different approach. Boy was that a bad idea! I didn't get excited, I didn't smile, but I wasn't rude. I was just there, as if I had to be there and didn't want to be there. However the reactions I got were not good from the gatekeepers:

"We don't want anything you're selling", or "Give me your information and I'll have them call you." Which means "As soon as you leave I'm throwing this crap in the garbage".

At times I recovered by smiling quickly thereafter, but it was a real struggle to get them back to looking favorably upon my visit.

I know it's silly and a very simple thing to do, but even if you're having a bad week, when you're in the field, always SMILE. It starts every call out in the right way -POSITIVE. Who knows, you'll probably get a smile in return, and maybe even a sale. Instead of an angry customer wanting to throw coffee in your face.

-Good Luck and Good Selling

M

The "Milker"

There are clients/customers/potential customers who just "milk" sales reps for freebies and attention. They want a number of things but to buy from you they don't want to do. Yet they won't ever tell you! Certain training seminars identify these people as the "Amiable Type". Really? By amiable they don't want to upset you by saying "no". They'd rather string you along and keep you thinking they're gonna buy something from you because they don't want to hurt your feelings.

That's Amiable? More like asinine. I hate this type of customer.

They contact you for a number of reasons:

1.)They're hungry - "You know I've been considering your proposal and I figure let's have lunch and discuss it some more."

2.)Their staff is hungry - "I think my staff needs a demonstration of your products. When can you come by and do an in service with lunch? They loved the salad you brought last time."

3.)They're lonely - "I was wondering if you could come by today, do you have anything planned because my schedule is free."

4.)Their staff is lonely - "One of my staff just broke up with their girlfriend/boyfriend, why don't you come by I'd like you to meet him/her."

5.)They're confused or just stupid - "I understand that your product's better and it's cheaper, but I just don't know if I wanna make that change. It's a big commitment."

6.)They just want to ogle you (that pertains more to female reps than male ones)- "Is that a new outfit? It looks great on you. Did you get your hair cut?"

7.)They want to use you to get their current supplier to lower price, provide better service, etc. - "Is that really the best you can do on the price. Because _________ company is offering their product for a much cheaper price. What can you do for me?"

I can't even count how many presentations I've done for people who literally have no intention of buying anything from me and don't want to tell me. To me it's unethical for them to do this, but they're taught it makes them good business people to "work over" reps. This is a common business practice especially amongst Purchasing Agents, Supply Chain Managers, and Small Business Owners. The person who came up with this concept of "using" representatives should be forced to experienced the same frustration which reps suffer. This practice is disrespectful and just plain wrong. I once had a purchasing manager tell me that my price was still too high when I could read the proposal from my competitor that the idiot had left sitting on his desk. I could see we were beating their price by 15%. He said, "Are we gonna continue to play this little game? Just come down on the price and the business is yours."

My response, "No we're not going to continue to play this game. That's my price, it's a fair price and thank you for your time. We'll be in touch. I appreciated your time today." He called a week later and said the other company's offer was too good. I'm sure he worked them over by showing our proposal.

If you have a "milker" just walk away and find another customer or prospect. It's not worth your effort, your time, and more importantly the frustration. Because you're worth it and they're not.

-M

Why People Don't Like the Gym

For years I've been going to the gym, to relieve stress, and stay in shape. My family has a history of high blood pressure and to avoid the same physical issues, I try to work out at least every other day. However, I really don't like the whole gym experience. And after speaking to a bunch of friends and fellow sales reps, I now understand why P90X and other home workout DVDs are so popular. People don't really enjoy going to the gym. And here's a few reasons why:

1. The Smells - No matter what you do, the smell in a crowded gym can be utterly disgusting. Personally, I like the smell of stale sweat because it reminds me I am going to put in a good work out. However quite often it doesn't smell like stale sweat, it smells like stale vegetables, or in some gyms, I picture wheels of cheese sweating on treadmills. In addition, some of the worst aromas are those of the other patrons. Guys and girls wearing cologne or perfume to the gym? Really? This isn't a night club and it isn't the 1980's. I don't see Jamie Lee Curtis around trying to be "Perfect". Lose the cologne "Romeo".

And there's nothing like getting on a machine after a guy who hasn't bathed in a year uses it. It literally smells like an unchanged kitty litter box. (Why would I know what this smells like?) I literally have to disinfect the every part of it before I start my workout. Or sometimes I just don't use that machine at all.

One time, I started to get on a machine and it smelled like the person must've had an "accident", or farted after getting off the machine. "Thanks for the gift, fellow gym member" =)

2. The Muscle Heads - You see these guys at every gym, especially like a Golds Gym or private gym. And now they're even more popular because of shows like "The Jersey Shore". They're the meatheads who work out daily, drink protein shakes, and generally make a lot of noise while they're working out. They check themselves out in the mirror a lot, and always, always, always, drop the weight so every one can see how much they're lifting. They have loads of "bacne", their hair is blown out or their head is shaved, they have lots of bad tatoos (DC Logo on their arm), and sometimes they even have a little groupie girl with them who's just as "swoll", but she has more facial hair then any member of their clan.

One time at my gym I went to use a weight machine after one of these guys and he was grunting loudly because he was pushing a lot of weight. I didn't change the weight and did my reps quickly. After I got off he said, "Wow you press that much? We should work out sometime?"

I responded and loudly, "Sorry dude, I can't hear anything with these headphones on. Have a good workout."

I never want to be a contributing member of that club.

3. The Pick Up Guy - There are usually a few of these at every gym. And these dudes are the reason a lot of women hate going to the gym. For some reason no one ever gave these guys the memo that it's a gym not a bar. And since the women are sober there is no chance they even want to talk to you, let alone drop their digits in a your hand. But these men are persistent. I have two of these guys in my gym and one day I forgot my headphones so I was overheard one of these dudes making his "play" for a pretty girl while I was on the elliptical. The two of them were stretching in front of me in this open area near the machines.

Pick Up Guy - "Do you mind if I use that mat next to you?"
Pretty Girl - "No not at all"
Pick Up Guy - "I'm come here all the time. I never seen you here before?"
Pretty Girl - "Oh I just moved here from Texas."
Pick Up Guy - "Really? That's quite a move. Are you a model or an actress."
Pretty Girl - "Oh I just moved here to go to school."
Pick Up Guy - "Nice. It's just you're so beautiful I thought you had to be a model."
Pretty Girl - "Well thank you I'm not. But that's very nice of you to say."
Pick Up Guy - "Well I hope you like it here. I have once question to ask you, did it hurt. "
Pretty Girl - "Did what hurt? My workout?"
Pick Up Guy - "No. Did it hurt when you fell from heaven. Cause you look like an angel." (At this point I am laughing out loud)
Pretty Girl - "Hahaha. Uh yeah that's awkward...Uh I'm gonna go work out now."
Pick Up Guy - "Okay. See you around."

Now I know why women don't like the gym. All that testosterone floating around someone is bound to hit on you even if you're wearing headphones, an overcoat, and a ski mask. The Pick Up Guy will always find you and make his pass.

4. The Fit Cougar - These are usually recently divorced older ladies who probably met there ex-husband in a gym and are looking for fresh "meat". They are always wearing make up, not a lot, but enough to attract a Muscle Head, or the Pick Up Guy, to their watering hole. They are in really great shape, and generally are just there to meet their next date/victim. Sometimes this species even has a little playmate with them, a younger dude who is in good shape but probably social inept. He hooks up with Cougars because he can't get anyone else,and for a Cougar he's easy prey.

These ladies are single and ready to wrestle not mingle. And they are very protective of their territory. They hiss at the younger girls who get near their machines. And if you pass by them, they might just purr at you to attract your attention. I try to avoid them but the Pick Up Guy and Muscle Head love these ladies.

5. The Overly Enthusiastic Trainer - These people are in such good shape and so "pumped" it makes you ill. They push everyone really hard to be in the best shape of their lives and everybody in the gym has to hear it. The other day I was wearing my headphones and cranking a Nine Inch Nails song and I could still hear the trainer barking out the reps for a Fit Cougar. If I can hear someone over headphones that's just too loud. I wish these people would tone it down just a bit. They're training one person, or a class, not the whole gym.

This is all I have time for today. More in the next post. Have a good day selling!

-M