80,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000,000-ish

That's roughly the number of unique ways to order a deck of playing cards.  As this video goes on to say, any time you pick up a well shuffled deck, you are almost certainly holding an arrangement of cards that has never existed...  Cool.

This got me thinking in terms of human relationships and the people we interact with daily.  With that rationale, the person you're talking to/meeting with has never before existed as they are in that moment.  Every minute we're alive we are changing little by little - never to be the same again.  Completely shuffled... by our interactions, thoughts, and experiences.

Another parallel I draw here is with my daughter.  It's easy to see the daily changes that occur with my (now) 8 month-old.  It's astounding watching her progress intellectually and seeing the light-bulb go off.  I also know I've gone into her room in the morning and convinced she's grown an inch overnight!  These progressive changes are obviously less dramatic with age, but they're still happening.

So yea...you get it, people change.  What's the point?

These two... Never make assumptions, and by default - practice empathy.  You don't know the path that person has walked (that very day) before they walked into that meeting with you.  Be attentive, positive, ask good questions, and listen fully.  In sales (and life), it's your job to leave them in a better place than they were before you met.

Only then can you help them...well, stack the deck in their favor. :)

Have you had to adjust your style when seeing a person has recently been "shuffled"?  Share in the comments or drop me a line at salesdrummer@gmail.com.  Happy Selling!

April 2014 Update - Outdoor Fun, Sales Talk, and Mavis

Good Afternoon, Happy Tuesday!

I'll start with a drum story...  Like many of you, I  get caught in mind-numbing, soul-crushing traffic.  Last week while humming along at 3 mph on I-90E, I encountered the gentleman pictured happily drumming away on his steering wheel - with actual drumsticks!  We've all seen people jamming, but this was kicking it up a notch.  I snapped a pic, threw him the rock'n'roll sign \m/, and happily turned on Led Zepplin's "Fool in the Rain" for a drumming session of my own.  It was nice reminder...suffering is inevitable, but misery is optional! 

I am fortunate to be out every day with an eclectic group of people and business cultures.  I’m always curious to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  With that in mind, this monthly digest reflects the things I've tripped across lately - new music, business & sales ideas, Chicagoland happenings, a brief update on yours truly, and more.

I hope these snippets are of interest to you or someone you know, and offer a quick breather from the driving force of everyday life.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charities

Two events, two causes...

First one is short notice, but tomorrow night there is an event benefiting a community center in the Austin neighborhood; their story in the Daily Herald here.  In attendance will be local church leaders, business owners and athletes David Tyree, Anthony Bonner, and Bears chaplain Ray McElroy.  Event and Donation Info here.

Next week - Kentucky Derby time!  On Saturday, May 3rd the Holiday Heros Foundation is throwing a fun fundraiser (raffles, open bar, Derby outfit contest) in the Lincoln Park neighborhood - details here! 

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Sales Best Practices

"How are you doing today?" is  one of the most over-used, cliche kick-off phrases to a phone conversation.  When I hear a sales rep say it to me I'm already figuring out how to get off the phone.  Stop saying it and try some of these other ideas.  (Also from my blog, "Get Stuck in your Prospects Head like Hall & Oates")

What do people think very successful people do vs. what they actually do? Great question and better article.  

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What I'm Up To

Our outsourced inside sales team, Sales University Group, continues to grow.  In the last two weeks we helped one new client set 10 appointments!  When we combine the right sales playbook, talent, target list, and focus - good things are happening.

Precision Payroll continues to build-out their technology platform, offering clients mobile technology to maximize communication between management and employees.  And, we're growing the sales team!  If you know recent college grad looking to start a career in sales this is an amazing opportunity.  

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Random Joy

David Letterman's retirement was big news this past month - he's been at it 32 years.  His very first episode, first guest...Chicago's own Bill Murray.  As you can imagine...comedy gold.  Enjoy the interview. 

Continuing with the theme of making the best out of a bad situation... Cows (doing their business) produce 25% of the total global Methane emissions.  Well, some wise men in Argentina have invented a solution - cow fartpacks.  Not a joke, but it is funny! 

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Chicagoland

Ohhhh Chicago...it's finally time...FESTIVAL SEASON!  Get out your calendars and mark'em down!

And, just as good - bike season!  Divvy set a record a couple weeks ago with the most rides in a single day - over 10,000.  This means more bikes on the road and avoidable accidents occurring.  Whether you bike, drive, or walk - please read this.   

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Music 

Lindsay and I were lucky to see Mavis Staples (also Chicago's own) this past weekend at Symphony Center.  She is a national treasure - here is my favorite performance by her in The Last Waltz, a perfectly done documentary by Martin Scorsese about The Band.  

Or next concert will be at City Winery (first time!) to see one of our favorite performers, singer & amazing songwriter Josh Ritter.  With seven studio albums, it's hard to pick a favorite, but here is one of my favorite tunes - the appropriately timed, Snow is Gone.   

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Quotes

Everything that irritates us about others can lead us to an understanding of ourselves. - Carl Jung (1875 -1961)

He can compress the most words into the smallest ideas of any man i ever met. - Abraham Lincoln (1809 - 1865) 

Consistency is the last refuge of the unimaginative. - Oscar Wilde (1854 - 1900)

If you live to be one hundred, you've got it made.  Very few people die past that age. - George Burns (1896 - 1996)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  And remember the next time you're stuck in traffic, get the Led out! 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

The Masters - are you among them?

In 1986 I watched wide-eyed as Jack Nicklaus roared on the back nine at Augusta and won his 6th green jacket and 18th major.  Everyone was SO excited and therefore, I was too.  My 8th birthday was the following month and I wanted golf clubs. Bad.

Lesson above: Larry throwing his club in joy, not anger. 

I got those clubs and played as much as I could that summer.  The following year, I watched Larry Mize chip in a 140 runner to beat the Shark, Greg Norman.  Augusta was won yet again in dramatic fashion and I was now double-down, hook-line'n'sinker, sold on golf.  As the PGA commercials say now...These guys are Good.  Well, they were back then too.  Warriors...Masters of their trade...Inspirational.  

So, my question to you (and me)...Are you a warrior?  A Master of your trade?  Do you inspire people with your work?!  ...me personally?  I'd tell you...sometimes.  I fall down on occasion... I sleep in.  I procrastinate.  I don't always put in 100%.  I don't pick up the phone.  I don't read enough books.  

But just about every day I do carve out time for self-improvement and learning - I read, listen to podcasts, talk to my peers, etc.  After that, I put it into practice immediately those lessons to hopefully inspire others and to further master my trade.  The hard part?  You can never do enough.  There is always more to learn.  And the older I get, the more I realize, the less I know!

I challenge you to do a little exercise while you watch the tournament this weekend (plus for those that care less, this will keep you awake!).  Write down one of these questions at the top of a blank sheet of paper:

• How can I become a warrior at work?
• What do I need to do or know to master my trade?
• How can inspire those around me with my work? 

Write down ten answers (yes, 10).  Pick one.  Try it.  Absorb, Rinse, Repeat.    

Enjoy the Masters this weekend.  Let it remind you to strive for excellence, to overcome adversity, and to keep a strong mental attitude.

Have your own Masters memory or an example of something you do to be a Master?  Leave a comment or write me at salesdrummer@gmail.com.  Happy selling!  

Get Stuck in your Prospects Head like Hall & Oates

The last three days I can't get this song out of my head.  Specifically?  Private Eyes by Hall & Oates.  Just three lines.  Over and over and over again.  Humming it, tapping it, singing harmonies in the shower.  

Don't you hate when that happens?!  Or...do you love it?  Maybe your stuck tune is pretty catchy.  Perhaps it puts a smile on your face or a pep in your step.  

As salespeople, we'd give anything to be that catchy tune in our prospect's head.  We dream about our prospects dreaming about us.  Going to bed at night and waking up thinking about us solving their problem.  

So...how can we?  Ya know, get stuck in their head.  Here are four suggestions: 

1. Be Consistent.  Make sure they're hearing your tune on a regular basis.  Do you have a newsletter?  Are you posting on social media?  How about PICKING UP YOUR PHONE?  You have to be doing something to drive awareness (TOMA!).  Just like a song, if they never hear ya, they'll never be singing about you. 
2. Understand your Audience.  Not just what their pain points are, but what makes them tick.  What's important to them?  What are they thinking about?  If you can get to the root of why you're there and why you can help them, you'll uncover something powerful enough to make them think about you (and your solution) for days.  So - ASK (GOOD) QUESTIONS! 
3. Power Phrases.  Lyricists and songwriters know tricks with repetition, patterns, and phrasing to make a tune catchy.  You too have the power to phrase the benefits of your offering in a certain memorable way; things should have a certain cadence to help your message resonate.  I'm not talking cheesy jingles here; a classic example is Martin Luther King's speech (he said it 11 times).  If you like this idea, here is an excellent recent article on the topic of repetition in music. 
4. Tell a Story.  Painting a beautiful picture worth a 1,000 words can tattoo a memory onto anyone's brain.  What story can you tell (well) about your product/service?  Do you have several stories?  Write them down and include some specific details.  Practice telling the story to friends/family so you can tell it with passion and enthusiasm when you're "in the moment".    

Next Steps?  Take action!  

1. Pick a media outlet, Pick up the Phone.  Execute! 
2. Write down 10 open-ended questions you should ask on every meeting.
3. Work on some power phrases or something with repetition of letters/words.  Email me your phrase(s) and I'm happy to help brainstorm. 
4. Be able to tell a before/after success story about one of your clients. 

Have a question or thought?  Write me at salesdrummer@gmail.com.  Good Luck & Happy Selling!