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Making Momma Proud

Guest post by: Brian Sullivan

Article Overview: Three Tips to Becoming Your Customer's Favorite Rep

Making Momma Proud

As I strolled outside today, pulling a garbage can in one hand and the dog in the other, I sucked in chest full of fresh Kansas City air. However, it smelled different today...it looked different. As I bent over to grab the morning's paper, I noticed the first hint of spring was staring me right in the face. Had one of the neighborhood kids dropped a used peanut M&M wrapper or was that my first look at a budding daffodil? Wow...that ain't no wrapper! Maybe that stinkin' Poxatonie Phil (aka the Know-It-All Groundhog) had gotten it wrong. Spring really is here...and here on time. Holy Cow, what was happening to me? I felt like the Grinch after he finally figured out the meaning of the Holiday Season. My shriveled up heart had just grown three sizes. I felt like George Bailey from the movie It's a Wonderful Life, running down the streets of Bedford Falls screaming with a thunderous "Meeeeeeeeeerrrry Christmas Bedford Falls!"Wippeeeeeeee! Okay, maybe I'm getting a little carried away...but I do suddenly feel different. Why does early spring feel so good? Well, I'm no Dr. Phil, but perhaps I'm far enough passed the guilt that came with breaking another New Years' resolution. Or perhaps it's the thought of sitting on my back deck, sipping my favorite adult beverage while flipping burgers that has me a little giddy. Who knows...but who cares! Whatever it is, I'm buying. The flowers are about to bloom, the grass is greening up, the birds are singing louder than ever and the sun is looking bright. So, guess what...its time for us salespeople to do the same. It's time for us to start blossoming...time for our wallets to get greener...time for our managers to start singing our praises louder...and time to do the things that will make our sales quarter even brighter. You see, it's a great idea to follow Mother Nature's lead. Why? Because Momma is never wrong. As Mother Nature is slowly getting out of her irritable mood and lightening up a bit, so should we.

Therefore, I have an idea. Take these next few weeks of early spring to impress the heck out of her. While she starts perking up, show her how you too can come out of your winter slumber exhilarated. And here are some tips that will make her so very proud of you..

Tip #1 to Becoming Momma's Favorite is ...Lighten Up!

Have fun with your job, your peers, and your customers. Momma doesn't like a boring sales rep. In fact, she has over 34 million salespeople here in the United States alone that she looks after. She cannot remember all of them. She only remembers the ones that do everything they can to "stand out"... that use some creativity to "make people's day." So here is what I want you to do.

Think of your top 5 customers right now. Now ask yourself these questions, "When was the last time I did something "special" for these VIP customers with the sole objective of putting a big, fat smile on their face? When was the last time I thanked them in a unique way that no other salesperson has? When was the last time I surprised them in a way they won't soon forget?" The benefits of putting that fun and creative mind of yours to work will pay huge dividends. So try something new. Maybe it's a funny thank you note. Perhaps it's a singing telegram. Or maybe it's a sincere, but fun voicemail reminder telling your customer how much you love them. Whatever...just try something new! Why, you ask? I'll tell you why. Because Momma won't let you stay on this earth forever. And because most of us can expect to put in over 2000 hours (50 weeks x 40 hours) of "selling time" this year, we have two choices:

• 1. Make a difference, make an impact, make a customer's day or...
• 2. Roll over and go back to bed.

Tip # 2 to Becoming Momma's Favorite is to ...Show Enthusiasm!

Richard Weaver, a professor at Bowling Green University once said, "Knowledge is power, but enthusiasm pulls the switch." So don't be afraid to get excited about your product or service. There is a timeless rule in sales that says, "Customers buy on emotion, and defend their decision with logic." Think of the some of the great salespeople in history.

One of my favorites is Martin Luther King. Think about the "objections" that he had to overcome. But people began buying because they could sense HE believed in what he was selling. This man spoke with conviction and enthusiasm. Would he have been as effective if, while standing on the steps of the Lincoln Memorial, he said in a shaky and unsure voice, "Um...thanks for coming everybody. The weirdest thing happened (clears throat) last night... I had...this ...um...dream... about...um...oh dear..."

Not this salesperson! He knew his "product," inside and out and used enthusiasm to turn on his customer's lightbulb. So when delivering YOUR message, don't forget that it takes more than a little spark to light up that customer bulb...it takes a whole lot of electricity.

Tip # 3 to Becoming Momma's Favorite is to ...Take a Risk!

This spring Momma wants you to go where other reps won't go. If you call on large hospitals or large corporations, where many of the decisions are made "where you ain't been"... GO THERE! Quit being a wimp. The basements of your finest prospects are full of "risk averse" salespeople swarming around like a bunch of red ants, afraid of "making waves" or doing something that might get them in trouble. Don't sweat it! Find that "C" Suite, figure out a way to accidentally "bump" into a CEO. Whatever! I have two words for you, "WHO CARES?" So much freedom comes with those words. Let yourself go a bit. That sick little pit you get in your stomach that comes from getting out of your comfort zone is called an adrenaline rush. Momma is not asking you to jump out of an airplane, she just wants you to "stray outside the lines" a bit. So, do it!

Peter Drucker, a famous management consultant once said,

"People who take risks generally make two big mistakes a year. People who don't take risks, generally make two big mistakes a year."

So why not take a risk? At least a risk brings with it a chance for a big return. If you keep doing what you are doing, you will only end up where you are. How fun is that? Not very!

So let's wrap it up. Make a special effort over the next four weeks to lighten up, show extra enthusiasm, and take risks. Oh, and Mom will never forget your effort. Sure, she may say on an occasion, "Can you believe my favorite sales rep did THAT?" as she blushes with pride. Nevertheless, take comfort in knowing that you always WERE her favorite.

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Article Tags: communication skills, customer service, enthusiasm, insurance sales training, medical sales training, motivation, precise selling, sales tactics, sales training, spring, taking risks



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