This evening I was sent into nostalgia most from a conversation I was having this afternoon. Like many people in business I made my way through University working in the restaurant industry. It was often not only a source of revenue but it was also a staple of my diet for many years. Today got me thinking however and pondering one of the lessons I am always telling people and that is to do what you have done in the past when success was prevalent.
As I was re-living my days in the restaurant I was thinking about how successful some of our add on sales campaigns were and how simple the steps we took to implement them were. I wanted to share some of the lessons I learned and how useful they are.
One of the first things is to always speak to a customer on their level. All to often we find ourselves standing over the customer in an intimidating fashion. The best thing to do is kneel down so you are looking at them eye to eye and they will liken you to a friend rather than someone of authority.
Secondly when aproaching add on items such as deserts, talk about how great it tastes. Create an experience when you are talking about it rather than just talking about what it is. Using words like delicious, scrumptious or delectable will create a mouth watering experience. Always use open ended questions such as which desert can I get you? As apposed to closed questions like “would you like desert”. This technique called assuming the sale is one of the most powerful approaches you can use. The power of suggestion is very strong and will have a profound effect on your business.
Finally never under estimate the power of a smile and a kind word. We all know that life is stressful, but telling everyone around you about your bad day will do you no justice. Let your smile be infectious and who knows, maybe you will win that jersey.
Bitron: Excellence- It is your choice
A number of years ago I was attending a business conference in St. Louis where I heard a speak by the name of Mark Gorman. I was so inspired by his speach that I bought his tape for my car (yes it was a tape at the time, I did not yet have a CD player). He really emphasised the importants of personal choice and not allowing ourselves to be anything but the best we can be.
“Don’t ever let it be said that someone else expected more of you than you expected of yourself. If anyone finds fault in a job which you have done that is less than excellent, don’t make excuses. Admit that it was not your best. Don’t stand up and try to defend yourself. Why settle for average, when excellence is an option? I’m weary of people saying that it’s not in their nature to demand more of themselves.”
It is something that has stuck with me to this day and I just love the way he puts it. If you do not demand excellence of yourself how can you possibly expect to achieve your goals in life. Ask yourself, is what I am doing right now getting me closer or farther from where I want to be?
If the answer is farther perhaps it is time to take another look at your actions or priorities…..
In the late 1800s following the Spanish American war, one of the greatest articles in history was written by a fellow by the name of Elbert Hubbard. Even though it was written over 100 years ago the points made are still as poignant today. I particularly like one section where he states,
“when all the world has gone a-slumming I wish to speak a word of sympathy for the man who succeeds- the man who, against great odds has directed the efforts of others, and having succeeded, finds there’s nothing in it: nothing but bare board and clothes
My heart goes out to the man who does his work when the “boss” is away, as well as when he is at home. And the man who, when given a letter for Garcia, quietly take the missive, without asking any idiotic questions, and with no lurking intention of chucking it into the nearest sewer, or of doing aught else but deliver it, never gets “laid off,” nor has to go on a strike for higher wages.
Civilization is one long anxious search for just such individuals. Anything such a man asks shall be granted; his kind is so rare that no employer can afford to let him go. He is wanted in every city, town and village- in every office, shop, store and factory. The world cries out for such: he is needed, & needed badly- the man who can carry a message to Garcia.”
In the world today, I think we are far to quick to pass successful people off as lucky. Instead of doing the wise thing and learning from their success and finding ways to make it our own.
These are my two cents on the day,
With the holiday season upon us many people use this as an excuse to pack in the productivity and relax. I see it as just the opposite. Think of it as all of your competition has packed it in so you have the whole market to yourself.
The second thing I really like about the holidays is that it is a great time to re-connect with old aquaintances. If you have old clients you have not spoken to in a while why not give them a jingle and spread some christmas cheer. Everyone right now is in a talkative mood, so use it to build on your existing relationships and strengthen them to move forward.
A final piece of food for thought is that many companies have left over money in their budget that they can spend. If you are out there trying to sell you maybe able to get someone who has money to blow and you can shorten your sales cycle dramatically. You dont need to use the hard sell, just be your effervescent self and good things will happen.
You know when we are trying to sell ourselves or our products, I always say look back to the times you have had the most success. I think what you will find is that success always comes in waves, for the simple reason that your Emotions Are Contagious.
The fact is that emotions are contagious. The more passion you have for your life and your activities, the more charisma you will possess, and the more cooperation you will gain from others. If you are truely excited about something and doing it with zest that will grab attention of others and make them want to be a part of it.
People always want to feel good and will be drawn to things that make them feel good. I want to use the example of personal training. I don’t think there is anyone who could not make good use of a personal trainer but so few of us do. If you are in this business and want to be more successful, just raise the level of excitment in your gym. If the atmosphere is warm and welcoming it becomes a destination people want to go to.
We all have our favorite restaurants or bars, it is usually more the atmosphere in them than the food that draws us in. Use the possitive emotion to your advantage and people will be drawn to you.
You know one thing that always makes me laugh is people who say they could never do sales, or those who say they don’t like sales people because they do not like the feeling of being sold. We can all think of the sterotypical salesman in the cheap suit talking out of his @#$. If you ask me, these are not sales people.
I think the first lesson a true salesperson learns is that you are not trying to sell. Our job is to listen, uncover problems and then find a solution to those problems. The most common misconception about selling, is that sales means talking. A good sales person is first and foremost a good listener and a caring friend. If you can make this switch in your head you will immediately notice better results.
I do beleive the reason no one talks about “good salespeople” is because whenever a good sales person is found, they don’t fit the mold of what a salesperson should look like so we mistake them for our friends.
Well there you have it, the four types have been defined in the simplest terms. However knowing the basic characteristics of the four is just the beggining of being able to understand them.
The thing that complicates understanding the most is the fact that no person is only one personality type. We all change from style to style depending on the situation we are confronted with. We will often reacte completely differently to a situation at work than we would if the same situation involved our friends or family.
The best advice I can give is to understand that everyone is going to be a little bit different and the best thing to do is get to know them and LISTEN. Listen to the things they say and how they are said and people will become much easier to understand.
These are my two cents on the evening,
The final of the 4 personality styles is that which I like to refer to as the Perfect Melancholy. This is the person who is the analytical, the deep thinker or the planner. These are the people who seem to slow down the rest but take the time needed to create a masterpiece.
We see perfect melancholy people in all sorts of prominant roles such as artist, singers and accountants. They are often the back bone of the work place, making sure that the details are taken care of to keep things running smoothly. They take the time to ensure things are done right the first time and dont give up until the job is done.
The down side of the perfect melancholy is that they are very slow and deliberate in their actions and do not adapt well to sudden change. They are skeptical by nature and like to learn things for themselves as they don’t trust the judgment of anyone very easily.
When we need it done right, or a long term plan put in place we always look to the perfect melancholy and we know the job will be in good hands.
The peaceful phlegmatic are often the least noticeable of the personality types. They are quite content to fly under the radar and not draw attention to themselves. Peaceful phlegmatic people are very calm cool and collected and quite happy to work their 9-5 shift and not bother anyone. Although they are pecimistic by nature they are not bothered by it.
Peaceful phlegmatic people make great long term employees, as they really have no desire for change and can work consistantly at mundane jobs that would drive the other personalities nuts. They are also very agreeable in that they have no desire to cause trouble.
The downside of peaceful phlegmatic is that they lack motivation and drive. They will rarely take any new initiative themselves and are not self motivated. They also are not likely to take a leadership role.
As a whole the peaceful phlegmatic types are a great addition to the work force as they are dependable long term and you always know what to expect.
The popular sanguine is the life of the party. If you know someone who is popular and dynamic odds are that person is a Popular Sanguine. These people are always willing to help and want to make sure everyone is happy. The end result is not nearly as important as the fact that everyone has a good time.
The downside to the popular sanguine is that they can sometimes inhibit productivity. They can sometimes get wrapped up in office gosip rather than getting important work done. Their currious nature can be both a possitive or a negative depending on how it is taken.
To me the single biggest strength a popular sanguine has is their ability to lighten the mood and help out someone who is feeling blue. The most important thing to remember when dealing with a popular sanguine is that relationships count for a lot, and they always find time for the fluff. Their bubbly outgoing nature is always welcome on a drab day.
Look to the popular sanguine, to keep up the spirits of people. These people make great additions to office life and are a welcome addition to any customer service or phone team.