The Salesby5 Blog

I never thought I could write this post! But my dreams, my memories and most of all, my desire to inspire others encouraged it.  Some of the people mentioned in this post have no idea that this happened!

It’s June 2009.  I took my family to Lake LBJ, 85 miles north of San Antonio, to a great RV park that has incredible views and is surrounded by the lake. As fast as we can, we are in the water, dogs included. The next day, the Salesby5 Creative Director and awesome friend, Kyle Derr and his family arrive for a day on a boat, tubing behind the boat and fun. During the 3rd hour, we found the “party” sandbar right off of Horseshoe Bay.  It was less than 3’ deep in the area where we parked and all eight of us got out and had fun. A few minutes later, Kyle realized that the boat was drifting far away and moving at a rapid pace. The anchor had not held. I dropped my life vest and started swimming towards the boat.  I swim in our pool and play hard with my kids all the time. I figured I was up for the swim, it was just a little further, right?

The boat was continuing to drift. I did not know how fast I was swimming but soon realized that it was not fast enough to catch the boat. I looked back to ask for help from Kyle and saw I was over 40 yards away.  No one could hear me and they were not looking in my direction. I kept swimming, seeing the white rope attached to the anchor and it was a good 7’ closer to me than the boat. I started hyperventilating and then I started to panic. I’d swam further many times, most recently with the kids on my back up the Frio river and down the Llano. This was different. I had no life vest, no one could hear me, I could not stand up, I had nothing but faith as I look back. For the first time in my life, I prayed for my life and my ability to get to the white rope. I was shocked that I could not hold my breath for more than about 4 seconds, I was not floating and was vertical in the water. The harder I would breath, the less oxygen I felt like I was getting. At this point, I felt I could not possibly get to the boat. Something was very wrong!

I did one thing right! I realized there was one thing, one thing that could save me. The white rope.  I began praying and selling myself on making it to the white rope that held the anchor. The rope was closer to me than the boat and I knew that after what seemed like 20 minutes or more of swimming, the rope was closer. Not close, but closer. Well, I sold myself by focusing 100% of my brain on the white rope and I made it. The memories continue to freak me out and I thank God I am here. I never planned on telling anyone this story, but I realized that it will not go away in my mind.  I think of it too often and there is a reason. The reason, in my words, is that you can sell yourself and others on whatever you choose in life. You choose to sell or un-sell. I sold myself and I am still in shock that I was able to do what I did in my state of mind and being at the time.

You are what you say you are. You sell you or un-sell you. I am at greater peace by sharing this in writing, as it has completely freaked me out for weeks. My 9 year old daughter and 6 year old son almost lost their dad to stupidity. It happens.  I got some extra time. Thank you to anyone who uses this to help sell yourself or others!

With the warmest of regards,
ERIK

Being involved in about twenty political campaigns, the biggest being the mayoral campaign of San Antonio, something has come to my attention—the candidate matters! Their brand, their words regarding the benefit they offer, how they will offer that benefit, and of course, their dramatic difference. What is most amazing to me is how their team can help sell or un-sell them! Poor communication, lack of understanding regarding technology, communication etiquette and lack of personable skills all matter to an extreme. One person that does not fit the brand of the candidate can make all the difference in having people want to support with cash or time. One person has the ability to de-motivate a team of people that would do almost anything for someone. This is not just in politics of course! It is life.  If you or the people that work for you are leading other people, you are selling! When they are de-motivating, giving orders, throwing assumptions out and not living the values you preach, they are un-selling, therefore making it easy to compete against you.  Are you setting your team up for success, secondary leaders and a the ability to lead tribes of their own?

Every time you interact with your customer, whether you realize it or not, you are telling a story.  Oftentimes, it’s the details that tell customers about you and potentially sell or unsell.  The other day, I visited a national franchise sandwich shop.  The local owners had decided that they would only accept $20 bills or smaller, the restrooms were only for customers and they specifically spelled out the cost for guacamole and other toppings.  What did all this tell me?  The owners were interested in penny pinching over providing me a great experience.

On the other hand, this past weekend, I visited a local movie theater.  After washing my hands, I used the automatic paper towel dispenser and received a long sheet to dry my hands.  Next time you use an automatic paper towel dispenser, notice the length of the paper towel.  It’s adjustable.

What story are you telling your customers with the little things you do?  Beware; the devil is in the details.

photo by nickgraywfu

Yesterday we wrote about writing a good email.  Unfortunately, we have all been guilty of writing a less than perfect email.  Emails can have tone or no tone and it isn’t hard to tell if it is rude, whether intentional or not. What we know for sure is these e-bombs (rude messages) can un-sell people working for you, with you or those who were willing to help you. We have chosen not to accept the unacceptable, because when you do, you have made it acceptable!

photo by Thomas Hawk

Have you ever received an email that looked something like this:

Here’s the proof you requested. Please review and let me know your choice.

-Jack

Did that type of email leave you feeling sold on the person that wrote the email or the company where that person worked?  Maybe you have been guilty of sending an email like this, I know I have.  Consider writing your emails with an extra touch of kindness and courtesy.  Here’s one way of rewriting the above email that is a bit more agreeable.

——

Good morning XYZ,

I hope you are having a great day.  I have attached the proof for your review.  Would you kindly have a look at your convenience and let me know your preference, please?   Thank you for your time and have a wonderful afternoon.

Best,

Jack

Notice the greeting, small and warm pleasantry in the intro, kind tone and a nice ending.  If you write your emails too short and to the point, they can come across cold and at worst, angry.  If you are ever unsure about the tone of your email, read it with an angry tone and see how it sounds, then revise if necessary.  Remember, each time you touch your prospect, vendor or client, you have the opportunity to sell or un-sell.

photo by Somewhat Frank

Today at 5pm, there will be a rehearsal dinner for the wedding of our CIO (Chief inspiration officer) and Co-Author of the SalesBy5 blog, Nan Palmero. He earned his title long ago, long before I met him. His friends will also attest to his incredible ability to help, lead, and inspire. When I met him, he was looking for a new career with 2 requirements; he did not want to be in sales and he did not want to be in accounting. Today, he writes for Blackberrycool.com, Salesby5, his own blog, and is a contributory writer for some of north Americas top growth gurus. Nan sells everyday! He sells our customers on the best technology to help communicate better with customers and employees and he sells our team on working smarter and not harder. There are actually too many things that he sells to mention in this blog. This man is special to us and many others. My point: Sometimes you may think you do not want to do something that is actually a real strength of yours. Pay close attention to what activity you feel strongest doing, and to those that make you feel drained. Nan uses his strengths to help our team and our customers win better and faster than their competition!

Nan, Thank you for being in our lives and congratulations on your new life with Ashley!

I (Erik) am in West Texas with a client about to do a giant re-brand launch. Yesterday, my attitude, courtesy of some stress, was unselling.  I had no idea until late in the day!

A selling attitude is not easy! Having a consistently great attitude is a habit and they take time to start, and to stop. Like you, I have great intentions, but sometimes I make mistakes.  Today is a new day, so I pick myself up and try again.  Are you willing to do the same?

photo by nettsu

Recently, under duress from my friends, I decided to set up a personal blog for my ramblings and thoughts.  I purchased the domain and set up a tumblr.com site.  After a bit of research, I found that tumblr.com had some shortcomings.  I tweeted my frustration in having to find a new platform (I am no web development guy).  Shortly, I received a direct message from @coffeedaze telling me that he’d like to set up a WordPress blog for me with various plugins and SEO for FREE.  He told me that he had read my blog post on BlackBerry Cool and that he liked to help good bloggers with a platform to write.  I took him up on his offer and I am sold on him.  He took a genuine interest in my blog and me, without wanting anything in return.  The experience in dealing with him on set up questions or changes has been nothing but amazing – as good as if I were paying him!  Rob sold me due to his attitude of kindness and has since shown me what he can do and how he works.  Now, I have another person that I am able to recommend.  Thanks Rob, the experience in dealing with you was remarkable!

Today, MSNBC told how the world is worried due to the US Stock Market downturn. Stocks have been “on sale” for months now and the “sales” are getting better for buyers each day.  Companies should be offering a meaningful benefit in cost reduction, time reduction or labor reduction, so that it makes sense to buy their product or service. I got a call from a local insurance agent today that actually impressed me. He asked if we had a company health policy. He proceeded to quickly “ASK” me if I would be interested in hearing about a policy that would reduce our expenditures by 40%.  So, what he did was quickly (10 seconds) give me a benefit with numerical precision so that I could understand what it may have meant to me.

Now, some will attempt to take you to lunch, take you hunting, fishing or to a game before qualifying you as a prospect. The point: When times are more conservative or when people are losing mental money in the stock market, they are more conservative, and selling them is harder unless you work smarter. Now is the time to get your overt benefit clear and across in 10 seconds.

This downturn will separate the good from the great! Where are you?

Jenny McCarthy is teaching (selling) the need for support of autism and the need for “greening our vaccines.”  She feels her son had toxins in his vaccine that caused his autism.  Her bold fight to remove the toxins from his body has resulted in him being fine today.  She and boyfriend Jim Carrey now fight to teach (sell) others to avoid these toxins.  The point: There are people selling something every day, some worthy and others worthless.  What are you selling?  And are you selling it or un-selling it?

image from jimcarreyonline.com