Selling.2.YES

April 2020

Ewwww ...Now I Have Time to Actually Think

I’m attempting to write this post without using clichés like “new normal” and “unprecedented times” - they're wearing thin. However, I must quote Heraclitus, the heralded Greek philosopher, who said “change is the only constant in life”. If I could zoom the dude today, I’d look him in his eyes made of stone (aren’t all Greek philosophers made of stone?) and reply: “don’t worry, mate….GOT IT. Message VERY received.”

Even our buddy Heraclitus could not have predicted these changin’ times, yet one thing that has certainly changed IS time. It's amazing how fast time has not moved the last few weeks. Time has pulled up a chair in our heads and doesn't appear to be moving any time soon. A long, long time ago, during ONA (Old-Normal Age), we lamented we didn’t have more time to think. Now with time in abundance, we look like we’re seeing ghosts walking around our bedroom at 3am. (OH NO....can't I hide in my in-box rather than THINK?)

I've been watching the "thinking" that's going on with those around me (clients, business peers, friends), and I hereby volunteer to provide helpful words and general perspectives about a hot topic by all: selling amidst the 19 era!

Will I ever sell something again?
Yep! Soon. Just keep doing the things that got you here. Keep doing the things you KNOW equate to sales success. The good news is you know what those things are, so just stay dedicated in your behaviors and actions. Nobody knows when you'll sell something again (it'd be boring if you did)...but it'll be soon. Everything in life is cyclical.
Dominant new thought: pre-19 you could have asked the same question and also not known the answer...don't let 19 head-fake you into thinking this is now a valid question. Bottom line: worry about what you can control.

Will growth ever return?
Yep…same as above. My favorite sales mantra – repeated by many, and reinforced by my best friend/sister Lori, keeps me focused during these times: manage your performance, not your results! In other words, be disciplined caring only about that which you can control.
Dominant new thought: watch Jim Cramer on CNBC…he’ll remind you there will be growth. And/or, watch Chauncey Gardiner in Being There. (OMG, whadya mean you haven't seen it???)

Am I going to lose my job? ……will my company last?
Great question for those of us who don’t work at Google, Twitter, Tremor Video and others. Personally as a sole-proprietor, the question for me is “will anyone hire me again?” Of course, they will. But my chances are higher if I can show how my services and value have adapted new and stronger ways of thinking as a “value-adder”. And by the way, SO WHAT if you lose your job....really....so what? Are you going to be out on the streets? Will your family and friends love you less? Stiffen up and repeat after me: "I will only care about and focus on the things I can control".
Dominant new thought: don’t want to get laid off? ADD MORE VALUE. Push yourself to figure out what that means for your particular job, for your set of clients...who knows, you might end up adding more value. (You still might get laid off, but guess what, you’ll get another job...probably a better job for you.)

Next and last question...a healthy, germane question:
As a highly driven B2B sales manager / seller, how does this pandemic change your definition of being a "value-adding solution provider"?

Ahhh, this is the beefy part of the meal: what are you going to do and learn about bettering your skills, attitude, and methods as a result of 19? THAT'S the only question that should be taking residency inside our brain at 3am. This is where we get to take back control of our head and generate good and positive thinking. Your assignment (yes, you have homework) is to create a list of three ways you are changing, evolving, growing, learning, maturing.... as a "VASP" - it's a new term I just coined: Value Adding Solution Provider!

In a few weeks you can compare your answers against what appears in the May Selling.2.YES column when we focus on how 19 should change and push us to higher competency and evolution levels.

So here’s what you should tomorrow: set the alarm for 6am and upon rising, recite, “I got this….me and my family are healthy and safe, we’re virus free, we’ve got a roof over our heads and there’s plenty of almond milk in the fridge to make protein shakes…but now I gotta get to work on enhancing my VASP toolkit."

See ya in May...

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Selling.2.YES

April 2020

Ewwww ...Now I Have Time to Actually Think

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