Please Stop Acting Like You Care About Their Day

If you make sales (phone) calls as part of you job, we need to talk about an annoying phone habit you've probably developed.  It's this...

"How are you doing today?"

Seriously.  Stop asking this question.  I'll tell you how their day is - BUSY. I assure you as soon as you say it, the person on the other end of the line is already thinking about how they're going to get off the phone.   It's what every other average, pesky sales person says after their name and company.

I know, I know...it's an instinctual, knee-jerk question we ask.  And it will feel weird not to say it.  You're right - the first few times will be rough.  But break the habit.  Don't sound like EVERYONE else.  Stop it.  Now.

Ok?  Ok...so let's talk alternatives:                                                                                                              

1. Make them laugh - if you can elicit a laugh in the first 20 seconds of a phone call, you buy yourself at least a minute to get your message across.  My go to - "Happy ____day!"  Whatever - Mon/Tues/Wed/Thurs.  If it's any day but Friday, nine out of ten times I get a chuckle or can feel a smile on the other end of the line.  That laugh alleviates the awkwardness of the cold call, puts a smile on their face, and allows you to take a quick temperature of the type of person you're dealing with (If you don't feel an air of levity on the other end of the line, you better talk fast)
2. Good morning/afternoon! - this salutation is a much more logical thing to say when calling a stranger. 
3. Acknowledge you'll be quick - you're calling to open the door to a conversation.  Say to them, "Hey, I'm sure I'm catching you in the middle of something; do you have a quick moment?"  If they say YES, begin your next statement with, "Excellent - I'll be brief."  Say your benefit statement and engage.  
4. LinkedIn Precall plan - find something of interest or a common thread on their profile - hobbies, college, associations, charities, whatever.  Say, "Hey before I get to the main reason for my call, I saw on LinkedIn that ________.  How involved are you? (or I support that cause too.)"  

Got something that has worked for you?  Would love to hear the idea - drop me a note and happy selling! 

January 2014 - Selling to the Top, Expandable Art, and Antarc-Ditka!

Good Afternoon, Happy Monday!

Happy New Year!  The picture above is from a show I played a few years ago at a local venue, the Subterranean (in Bucktown).  Though you can't see all of it, that is my dad's beautiful, marine-pearl Slingerland drumkit, circa 1963 made locally here in Niles, IL.  This blog, Sales Drummer, is not only a nod to my old man, but also defines me and the two things I'm most passionate about (besides my family) - Sales and Music.  My goal is to share something that will help help you close an extra deal soon, as well as add some new music to your personal soundtrack.  

I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it piques my curiosity. 

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland points of interest, and a brief update about the work I've been up to.  I hope these snippets are of interest to you or someone you know, and offer a quick reprise 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 Charity

Team in Training: so many ways to get involved in the fight against cancer.  Back in 2001, along with her Team in Training crew, my mom biked 100 miles (in one day!) around Lake Tahoe, celebrating her remission from Hodgkin's Lymphoma just two years prior.  For those that have driven around that lake, you may recall how crazy steep some of the hills can be.  If you've been personally affected by the disease, this organization is a great way to get involved.   
 

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Sales Ideas & Practices

A question every sales rep has asked themselves - do you try to get in with the CEO or start lower with an influencer and work your way up?  Great question and each method has its merits.  I enjoyed this article looking at both arguments.  

Lots of buzz out there about Content Marketing.  This article is on-point as it breaks down key components to help you do it right - headlines, list order, using scarcity, testimonials, and word choice.  A Must Read!   

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What I'm Up To

Sales Empowerment Group – we are out speaking regularly on a myriad of sales-related topics - first call effectiveness, cold-call techniques, Sales Process, LinkedIn, etc.  Please reach out to me if you'd be interested in a breakfast/lunch-n-learn session for your company.   

Precision Payroll – the month of January is the busiest time of year in the payroll world.  It is the easiest and best time for companies to change their payroll system and we're happy to be bringing on a lot of great clients this month.  

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Random Joy

"Art" takes on infinite forms, large and small.  This video shows an expandable one, and I have a feeling you'll be just as captivated as I was starting at the 24 second mark.

As far as daytime talk-shows go, Ellen seems to be doing it right.  This 7-year-old guest prodigy was especially entertaining not only for the piano-playing chops, but for his over-the-top sweetness & positivity.  

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Chicagoland

Polar Vortex, Polar Shmortex.  I guess we used to have them all the time back in the day.  Round #2 is on its way - I say slap on the long-johns, no calling "dibs", and bring it on!  The first pic in this series from the first Antarc-Ditka is amazing.  

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Music

Jake Bugg - this 19 year-old garage rocker is the next big thing to come out of the UK.  Well-known producer Rick Rubin worked on his most recent album that came out at the end of 2013.  His song Two Fingers has been stuck in my head for over a month now. 

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Quotes
 
One of the deep secrets of life is that all that is really worth doing is what we do for others - Lewis Caroll

A wise man will make more opportunities than he finds. - Sir Frances Baron (1561-1626)

If men could only know each other, they would neither idolize nor hate. - Elbert Hubbard (1856-1915)

Before I met my husband, I'd never fallen in love, though I'd stepped in it a few times - Rita Rudner

All human beings should try to learn before they die what they are running from, and to, and why. - James Thurber (1894-1961)

A sense of humor is part of the art of leadership, of getting along with people, of getting things done. - Dwight D. Eisenhower (1890-1969)

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.  Bundle up, get your Vitamin C, and I'll see you next month! 

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

Music Shot - Nick Waterhouse

Happy Monday everyone!

According to Siri, it's -42 with the windchill.  Ouch.  I think I'll stay inside a bit longer.  While we're sitting around, take a listen to this great artist, who brings to life the Madmen era with his retro-soul groves. He'll be in Chicago on Feb 21st at Lincoln Hall.  Enjoy!

Favorites of 2013

Good Afternoon, Happy Christmas Eve Eve!

 

This month I share my favorites from the last twelve months.  This year was an especially memorable one filled with plenty of change - ups and downs, strikes and gutters - and Daddyhood!  I'm thankful for all of it and hope this year brought you what you envisioned, along with a few surprises.  Marleigh wishes you all a Merry (Instagrammed) Christmas & Happy New Year!     

I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it piques my curiosity. 

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland points of interest, and a brief update about the work I've been up to.  I hope these snippets are of interest to you or someone you know, and offer a quick reprise 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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Favorite Featured Charities

I have been happy to spread the word about all these great causes!
Cal’s All-Star Angels
Live to Support
The Holiday Heroes Foundation
A Giving Heart Foundation
Ducky Derby
Chicago Children’s Advocacy Center
A Just Harvest
WINGS (Women in Need Growing Stronger) 

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Favorite Sales Ideas & Practices

"Emotional Intelligence" continues to be a hot topic in the sales field and overall human interaction.  Lots of articles out there; I like this one on Job Success.   

Stop the sales pitch, start a conversation. (This article is by Geoff James - follow him on LinkedIn this year for more great sales tips)

Follow these tips for networking success. 

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What are the Favorite things I'm Up To?

Sales Empowerment Group – This year was highlighted by our move into the Willis Tower for our new division, Sales University Group.  There is aHUGE trend in the move to inside sales - we have the infrastructure built to launch new sales initiatives quickly and keep costs fixed.

Precision Payroll – 2013 marked 30 YEARS in business - we still have our first employee and first client working together.  A true testament to the loyalty earned every payroll done by a hard-working team in Oakbrook Terrace.  Also a new site this year!     

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Favorite Random Joy

A 186-mph wind can contort your face into some memorable, laughable images.  

Spring will be here soon (right?) and here is a wonderful suggestion...  Have a meeting - take a walk!

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Favorite Chicagoland

Watch Harry Caray interview Bill Murray back in 1988.  This year was the 25th anniversary of the lights coming on at Wrigley.

This meticulously-edited, Lego-ized version of one of my favorite scenes, from one of my favorite Chicago-based movies made me go home and watch the movie that night.  

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Favorite Music

This is my favorite time of year to digest new music; streaming albums (free) on SPOTIFY has become my listening mode.  This may be the first year since I was 14 years old that I didn't buy a single CD.  I came pretty close to not even downloading anything.  Technology enables music to be made easier, more accessible, and in turn harder to keep up with than ever before.

Here are a couple year-end best-of lists from my favorite critics: Bob Boilen from NPR and locally, the Boys from Sound Opinions.  I'll vouch forTyphoon (13-piece west coast rhythmic rock), Langhorne Slim (Rollicking Storyteller), Jake Bugg (Up-and-Coming Brit Rocker), and Nick Waterhouse(Think...Madmen).

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Favorite Quotes

Listening, not imitation, may be the sincerest form of flattery. – Dr. Joyce Brothers (1928 - )

Perhaps the most valuable result of all education is the ability to make yourself do the thing you have to do, when it ought to be done, whether you like it or not. – Thomas Henry Huxley

A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. – Herm Albright (1876-1944)

The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins

I'm a great believer in luck, and I find the harder I work the more I have of it. - Thomas Jefferson (1743-1826), (attributed)

Love that last one - so true!  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.  Enjoy the rest of your holiday celebrations and I wish you mostly Ups and Strikes for 2014!  

When You're Offbeat, Take 3 Minutes and Do This

My old man was in sales for 30 years and he hustled.  He would come home at the end of the day absolutely exhausted.  He would have to be "On" all day while in front of prospects and clients.  I can finally appreciate where he was coming from! 

In July 2000 he passed away, and when I finally had the will to clean out his desk, I found this piece of paper (pictured above).  Though I found many things, this particular suggestion has stayed with me - pinned to every cork-board, at every cubicle, where I've ever made a cold-call.  

THREE TIMES A DAY

Take Five Deep Breaths

On the Fifth Breath Hold and Count Down 5 4 3 2 1

Close Your Eyes, and Then Count Down From 50 to 1

Then Count 1 2 3 and I am Wide Awake

With a beautiful new daughter at home, and a never-ending to-do list, my life continues to propel faster and faster.  I'm guessing I'm not alone here, right?  Everybody is running at break-neck speeds these days (not to mention with their heads down, transfixed in technology). 

Next time you feel off your rhythm; you feel rushed, anxious, or just got hung up on by another prospect - take 3 minutes and try it.  During that 50 to 1 countdown allow yourself to stop, listen, be grateful, and refresh.  I encourage you to start working it into your daily routine (Disclaimer: I've tried this when I first wake up, but it just puts me back to sleep).

Enjoy the holidays, keep working hard, and remember to breathe! 

November 2013 Update

Good Morning, Happy Friday!

I'm getting very excited about indulging in my favorite meal of the year - Thanksgiving Leftovers!  In my family, that Friday after T-giving means that mom busts out her big cast-iron skillet, scoops in heaps of turkey, stuffing, green beans, mashed potatoes, and more...and then simmers it all in a bed of gravy.  The flavors meld together to perfection.  And...my mouth is watering.  I hope you're looking forward to your upcoming traditions too.  

I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it peaks my curiosity (nice way of saying I have ADD!). 

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland musings, and a brief update about the work I've been up to.  Hopefully these snippets are of interest to you or someone you know, and perhaps offer some across-the-board perspective.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

WINGS (Women in Need Growing Stronger) provides safe and secure refuge and support services for women and children who are fleeing the devastating effects of domestic violence or homelessness.  WINGS began changing lives forever when it opened its 45-bed emergency domestic violence shelter in January 2005.  WINGS is now expanding to the city of Chicago to increase the beds available in the city to victims of domestic violence by 36%.  This will be the first emergency shelter built for women and children who are victims of domestic violence in the Chicago area in ten years.
     

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Sales Ideas & Practices

In today’s hyper-connected over-worked world, people are working later into the evenings more than ever.  Email on your phone is modern technology’s preeminent double-edged sword.  Here is a simple best practice I've done for years to help me drive productivity, while also spending more time with those I love.  

Here is one of the best articles on the true nature of networking that I've ever read. 

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What I'm Up To

Sales Empowerment Group – what does your revenue generation model look like currently?  Do you have the proper people, process, & technology in place to succeed in 2014 and beyond?  SEG can help evaluate these areas across the board to drive action, positive change, and increased sales.  

Precision Payroll – this is the busiest time of year in payroll - January is the best & easiest time to make a move.  If your company or someone you know is looking into changes, I appreciate introductions to those that may need help.   

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Random Joy

GE ran a contest asking a simple question - "How much science can you fit into 6 seconds?"  The submissions are great and you might learn something!

Some beautiful bucket-list destinations for you.  I've made it to two of these places (so far)...how about you?  

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Chicagoland

A beautiful time-lapse of our expansive city.  

Just what this town needs - coming January 26th, 2014...DONUTFEST!

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Music

Lindsay & I had the pleasure last month of seeing Janelle Monae at The Vic Theater.  Hands down - the best live show we saw all year.  She is a female version of James Brown & Prince rolled up into one - absolutely mesmerizing.  Here she is doing her thing on a recent episode of SNL.      

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Quotes

Democracy is a process by which the people are free to choose the man who will get the blame. - Laurence J. Peter (1919-1988)

You can't have a light without a dark to stick it in. - Arlo Guthrie

Education's purpose is replace and empty mind with an open one. - Malcolm Forbes (1919-1990) 

I am extraordinarily patient, provided I get my own way in the end. - Margaret Thatcher

Progress isn't made by early risers.  It's made by lazy men trying to find an easier way to do something. - Robert Heinlein (1907-1988)

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.  Have a great Thanksgiving and enjoy your traditions! 

One Simple Habit for More Money & Family Time

In today’s hyper-connected over-worked world, people are working later into the evenings more than ever.  Email on your phone is modern technology’s preeminent double-edged sword…  Always know what’s happening, but interrupt any moment in your life with the Pavlovion BUZZZZZ of your smart phone.

Here’s a way to fight that urge & help you control your productivity.  Practice Five After 5.  Simply do FIVE impactful things at/right after 5pm.  These activities should help you focus on...

• Wrapping up your day
• Growing your business
• Teeing you up for a solid tomorrow

Here are prime examples:

1.      Call/Email prospects you’ve had a difficult time getting a hold of.  Chances are their “gatekeeper” is gone and they’re done with their daily meetings.  If you email, chances are good they’re checking their inbox at the end of a busy day and you’re now at the top of it.

2.      Reach out to a networking partner(s) that you haven’t talked to in a while.  Don’t call with any particular agenda, just see what’s been going on in their world and let them know what you’ve been doing.  If it makes sense, schedule an early coffee or happy hour drink in the near future.  Beforehand review each other’s LinkedIn and pick out some people you could introduce to one another.  

3.      Make your next day’s to-do list.  Who do you need to contact/call/email, what personal things do you need to address.  I find it best to make it on an actual piece of paper as opposed to on your phone.  That way you can draw a line through it & CROSS IT OFF!  

4.      Read or Write for 15 minutes.  This is a habit of life-long learners.  Pick up a sales/business book, newspaper, or read your favorite business blog.  Write down some ideas that will spark creativity.  There is nothing like getting your ideas out on paper to help spark that next big idea – INVEST IN YOURSELF. 

5.      Follow-up activities from today’s meetings.  You’re not sending those follow-up/proposal emails in the middle of the day are you?!  In professional sales, your 9-5 needs to be spent in front of or trying to get in front of prospects, not sending emails.  Send that meeting recap, write the thank you note, or finish that proposal after 5pm.   

Get into the healthy habit of Five after 5.  Let’s say you always decide to reach out to five prospects – 25 more touches per week, 1,300 more touches per year.  I promise you that will lead to more deals.  After you complete your five tasks, close your laptop, put your phone on the charger, and go spend time with your family uninterrupted.