If the "Dog Whisperer" Was Your Sales Manager
If the "Dog Whisperer" Was Your Sales Manager
I am drawn in by the calm and poise that Cesar maintains in the face of what seems like insurmountable problems that we have all seen in dogs that have "toxic" energy and that tend to do the wrong thing. His tactics never include force. Instead, his amazing arsenal utilizes principles such as leadership, release of energy, relationships, self-discipline and change. It is truly amazing the difference he makes in the lives of those he touches.
As a manager or a sales person you could learn from watching Cesar and the way he goes about his job. Every week like you, Cesar helps his people (dog owners) overcome their greatest challenges by helping them find their true potential. He does this not by force, but instead by helping our canine friends "discover" the right thing to do to become the dog they were always meant to be.
As he says at the beginning of each show, he "rehabilitates dogs" and "trains people". While his approach is meant exclusively for dogs, I have found a lot of his philosophy applies very well to sales people. You will never succeed by forcing anything but by discovering the right thing to do. Here are some of the principle I have "discovered" in his system that may help you reach your dreams.
Be calm, poised and assert positive energy.
Cesar tells his clients to establish a leadership role with their dogs by projecting states of both calmness and assertiveness. As a salesperson, no matter how your customer is behaving, you must remain dettached, calm and maintain your poise.
After all you have seen this before haven't you? Why be shocked by what they are doing to you. Just stay calm and respond assertively and keep your poise. Maintain these states no matter what the situation and problem customer behaviors "miraculously" evaporate. It's what we all know to be true: Change yourself and those around you will change too. When you give off a aura confidence and capability, people will tend to go with the flow since you seem so consistent and in control.
Live in the state of NOW.
Like dogs, you too can live in the moment. Apparently, dogs don't care about happened yesterday. Every day represents a fresh start. Don't worry things in the past because you cannot control those things any longer. If you keep focusing on bad things that you think are about to happen then you create a self fulfilling prophecy which will indeed make those things come true.
Instead, forget the past, and be like the person who remains focused on getting this job and what it will take to do just that. They key is to listen, and then have a response that makes sense as to why you should do this job.
Practice every day, discipline and passion.
This is Cesar's secret formula for a balanced, healthy dog. He realized along time ago that a dog without a job is an unhappy one that will act out in terrible and unproductive ways. I would say the same applies to sales people.
Remember to never think you are failing. If you lost a job, learn from it and get back home later and practice the technique that will stop the bleeding. Practicing your sales skills, techniques and strategies will release frustration and stress. Have the self-discipline necessary to achieve your greatest potential.
Reflect on your passion for doing this work of providing solutions to your customers that are higher quality than your competitor. If you have the passion to think that you are a better choice for your customer then you will hang in there during the toughest objections and get the job when others with less passion would have quit.
Watch the Dog Whisperer on the National Geographic Channel. Watch how the principle of what this show can do for your sales. The one lesson I know you will be amazed at is that even an old dog can learn new tricks.
If the Dog Whisperer Was Your Sales Manager - To learn more about this author, visit Joe Crisara's Website.
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In this day and age of hundreds of TV channels to watch as well as internet videos, I have found a show that I run across every now and then and I must say that it really fascinates my wife and I. This show is called the "Dog Whisperer" and it features Cesar Millan who takes troubled dogs and turns them around. He basically helps them feel like a productive member of their family.
I am drawn in by the calm and poise that Cesar maintains in the face of what seems like insurmountable problems that we have all seen in dogs that have "toxic" energy and that tend to do the wrong thing. His tactics never include force. Instead, his amazing arsenal utilizes principles such as leadership, release of energy, relationships, self-discipline and change. It is truly amazing the difference he makes in the lives of those he touches.
As a manager or a sales person you could learn from watching Cesar and the way he goes about his job. Every week like you, Cesar helps his people (dog owners) overcome their greatest challenges by helping them find their true potential. He does this not by force, but instead by helping our canine friends "discover" the right thing to do to become the dog they were always meant to be.
As he says at the beginning of each show, he "rehabilitates dogs" and "trains people". While his approach is meant exclusively for dogs, I have found a lot of his philosophy applies very well to sales people. You will never succeed by forcing anything but by discovering the right thing to do. Here are some of the principle I have "discovered" in his system that may help you reach your dreams.
Be calm, poised and assert positive energy.
Cesar tells his clients to establish a leadership role with their dogs by projecting states of both calmness and assertiveness. As a salesperson, no matter how your customer is behaving, you must remain dettached, calm and maintain your poise.
After all you have seen this before haven't you? Why be shocked by what they are doing to you. Just stay calm and respond assertively and keep your poise. Maintain these states no matter what the situation and problem customer behaviors "miraculously" evaporate. It's what we all know to be true: Change yourself and those around you will change too. When you give off a aura confidence and capability, people will tend to go with the flow since you seem so consistent and in control.
Live in the state of NOW.
Like dogs, you too can live in the moment. Apparently, dogs don't care about happened yesterday. Every day represents a fresh start. Don't worry things in the past because you cannot control those things any longer. If you keep focusing on bad things that you think are about to happen then you create a self fulfilling prophecy which will indeed make those things come true.
Instead, forget the past, and be like the person who remains focused on getting this job and what it will take to do just that. They key is to listen, and then have a response that makes sense as to why you should do this job.
Practice every day, discipline and passion.
This is Cesar's secret formula for a balanced, healthy dog. He realized along time ago that a dog without a job is an unhappy one that will act out in terrible and unproductive ways. I would say the same applies to sales people.
Remember to never think you are failing. If you lost a job, learn from it and get back home later and practice the technique that will stop the bleeding. Practicing your sales skills, techniques and strategies will release frustration and stress. Have the self-discipline necessary to achieve your greatest potential.
Reflect on your passion for doing this work of providing solutions to your customers that are higher quality than your competitor. If you have the passion to think that you are a better choice for your customer then you will hang in there during the toughest objections and get the job when others with less passion would have quit.
Watch the Dog Whisperer on the National Geographic Channel. Watch how the principle of what this show can do for your sales. The one lesson I know you will be amazed at is that even an old dog can learn new tricks.
If the Dog Whisperer Was Your Sales Manager - To learn more about this author, visit Joe Crisara's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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