sales savy

If you didn't know I am a salesman. I have chosen to make a career out of building relationships. I have also chosen to ply my trade with integrity above reproach. I am fortunate to work for a company who will stand for nothing less. That being said I often try to sharpen my sales skills by reading. I find value in learning to how to ask better questions, how to listen after I ask those questions and how to communicate how my service might meet a previously unmet need. So, I try to read a minimum of two "sales" books a year. Two years ago I picked up Jeffery Gitomers Little Red Book of Sales Answers. (Thanks Ryan Sanders for the idea of including a picture in every post. I have to give you credit if I am going to rip you off) I decided to pick up again to re-learn some of his ideas. However, I was blown away by what I didn't notice the first time I read it.

His advice for trying to get to the decision maker through the dreaded gate keeper (or person keeping you from getting to who makes the sales decisions) included this pearl of wisdom: "If at all possible tell the truth." pg 40. Really, if at all possible? So tell me Mr. Gitomer please tell me a situation where it would be impossible to tell the truth? I must not be doing something right because I haven't found myself in this situation. How can you build a meaningful business relationship if you don't tell the truth? In my opinion you can't. Maybe that makes me less a salesman than some other guys. Maybe I won't retire with multiple homes and a collection of over priced cars. However, if they make a movie about my sales career (which they won't) it won't look anything like "Glen Gary Glen Ross" or "Boiler Room." I don't know what it would look like. I guess I don't care. I just hate that so many of my peers make my job harder by listening to people like Mr. Gitomer telling them to cut corners.

For the record I don't think Mr. Gitomer endorses lying, he seems far too inelligent for that. His message is not one of get the sale at all cost. I just questions his blurring of an already thin line.

Am I wrong?

Today is Easter. The most holy day of my calendar. I found myself anxiously waiting for this year's service, much more so than in year's past. I think for no other reason than my heart is in a better place. My walk is closer to where I want it to be.
When I woke this morning I was anxious to get to church. Natalie and I were on schedule and picked the kids up from there grandparent's and left for church. One thing we hadn't done was eat breakfast. So we bribe the kids who are in the middle of a battle royal in the backseat. Complete with shoes being used as weapons and teeth marks on fingers that weren't theirs. I am screaming, Natalie is busy playing Switzerland, the kids have worked themselves into a mild tornado. In short, I am pissed.
We arrive with full bellies just in time for the service to start. I am doing my best to put on a happy face and act like I didn't just scream my head off in the car. I sit down and pray that the Lord will forgive my recent sin. I am blown away how much I have been thrown off sides by little things that I feel the enemy has used to kick me in the teeth. I was in no place to meet my father on such a special day.
As the service starts I attempt to focus my mind on what is important. However, I can't get over all the individual conversations I am hearing around me. I am annoyed and I can't bring myself to ignore it. A baby starts to cry and a toddler is screaming because he (or she) is just being a toddler. By this point I have given up on trying to worship; I am simply singing and praying that I will be able to focus on Pastor Andy's message.
Andy takes the pulpit and begins his message. Two rows in front of me a man gets up to go to the bathroom. A couple has to take their newborn to the cry room. An entire family, at least seven of them, leave in the middle of his message. I almost forget I am in church because it felt like the Apollo. I am paying attention more to how completely disgusted I am than Andy's words. I write a note to Natalie asking her if she is noticing what is happening or if I am just a freak. No more than three seconds later, an elderly couple sitting next to Natalie gets up and leaves. We aren't even at the final song where many people head out to beat traffic. We are still in the middle of the sermon. I almost scream out loud.
By the time the sermon ends and we are in our final worship time the section I am sitting in is almost a quarter the size it was when I first sat down. Unbelievable.
As I have had time to digest the days events I have been struggling with my reaction. Am I justified for being so angry by the lack of respect of those around me? Or was I allowed to be drawn out by the enemy and played like a fiddle?
Has our society gotten so self-centered that we can't even honor Easter Sunday inside a church?

MOST IGNORANT LAWSUIT EVER

I could not believe this story when I heard it. I don't know why anything surprises me anymore.

The story began like this:
A New York attorney, Arelia Margarita Taveras, pictured left, is suing several Atlantic City Casinos was the tease. At this point I wasn't overly interested. I assumed, as many would, that there was a legitimate wrong that she was fighting for. When they came back on and I heard the actual story I wanted to drive to New York and slap this woman upside her head. You see, she likes to gamble. She like to gamble so much she lost her job, was disbarred for stealing from clients, mortgaged her parent's house (which they are now being foreclosed on) and she had ruined her life. Let me say that last part again; SHE RUINED HER LIFE. By her account she lost about a million dollars while playing the tables.

So why the lawsuit? Well, apparently it was all the casinos fault. No freaking lie. She is suing for 23 freaking million dollars. McDonald's hot coffee was one thing but suing a casino because you can't walk away. How did she think the casino's pay for all those blinking lights, and the free rooms they often provided her? I don't ever want to go to New York. I don't want to risk being infected with her stupid. I am guessing it is contagious.


Sorry, I had to get that out.

The realization that I am uncomfortably safe

I am by all accounts a generic white guy. To bolster my genericness (yes, I just invented a word) I have chosen to pursue a career in sales. I live in a suburban house with a wife, two kids and my dog. I drive a four door sedan. I am the poster child for the life insurance industry because I am safe.

According to Maslow, safety serves as the foundation for the self-actualized person. I am fortunate to have my basic physical needs met. I can take comfort in a great marriage and steady employment. Any fear or stress is self imposed. Don't get me wrong, I am certainly not complaining; I appreciate all I have. However, I don't enjoy the nasty side effect of my suburban life. Primarily contentment.

I have become content to come home from work and turn on the television. Content to not talk to my wife, instead of hanging on her every word as I used to. Content to let my faith take a back seat to self reliance and complacency. All things I was determined to never let happen.

I have decided to study Judo. I realize that is a complete left turn but stay with me. You see my original desire to study martial arts is based on the obvious benefits. Increased fitness, discipline and confidence. Yet, I know that wasn't my primary motivation. My motivation on a very primal level was to hit and be hit. Not in a violent way but in a very radical step outside my safe suburban life kind of way.

So while my life will still be safe. It will be safe in a "I am going to get punched in the face every once in a while" kind of way. Which, I suppose isn't so bad. Perhaps it will give me a burning desire to start living life again. Maybe it will light a fire in my gut and I will find some passion for living again.

disclaimer: If anyone decides to help find some passion by hitting me in the face. I promise after I stop crying and pick myself up off the floor; I will hit you back.