Selling 101

Basic Sales 101

By  Scott Hammond
“Nothing happens until something is sold.”—Unknown

Sales as the backbone of the free market enterprise system.  It is the core of commerce.
It can be the quintessential win win-win scenario.  Everybody wins; you, your family, the customer, your company, your community, the nation, and the world at large. … If it is done correctly.

What is a sale?  What is it we do?  What is it we sell?  And what is a sales job?
The definition of sales is the transference of a feeling.  Persuasion requires empathy with others and listening to their needs, wants, and desires. Enthusiasm and empathy are key in selling.
Belief in yourself, your product, your customer and the selling process is vital to being a successful salesperson.
The fundamentals of selling include appearance.
First impressions really do count!
1. Clothing is important. You must wear decent/clean clothing.
2. How you look is also important in sales. Your hair, makeup, scent, and cleanliness all make a difference.
3. Your speech is also vital. Is it pleasant, kind, logical, and gracious?
4. Mannerisms and expressions. Demeanor is crucial. Greeting people correctly is vital.
5. Attitude. Your nature: Are you helpful, listening, empathetic, and truly caring?
6. Ask and listen. You must be able to ask great questions.  Then really listen to the answers.

The selling sequence goes something like this:
it is sequential… it has an opening, body, and close.
The opening has to do with asking questions and general conversation.
Ask a good question: probe for dissatisfactions and for problems for you to present solutions to.
Qualifying, a prospect has to do with looking for buying signals, and probing for buying objections.
The next step in the sequence would be solving the objections.
Can you solve an objection with your product features, advantages, and benefits?
The close of the sale is vital. You must always ask for the order and get approval to go forward.

Old vs. New School

The old school method of selling as much to do with being selfish, money based, steered by the salesperson, and isn’t always effective. It is blatantly one-sided and disingenuous.
It is telling versus selling.  It is usually salesperson driven and doesn’t always have the customer’s best interests in mind. The consultant of sales model is new school, and we will talk about that now.

Relationship driven sales has more to do with the customer needs, wants, and motivation.
A sales consultant is able to customize for specific customer needs.
1. It all starts with the customer needs analysis. These are questions designed to really get into the nuts and bolts of a client’s needs and desires.  Done in an informal style, the CNA is discovery based in discerns needs, trends, wants, desires and offers solutions and opportunities to it both customer and sales person.
It helps you create tailored solutions for customer’s needs.

2. Creating solutions from your customer questionnaire. The survey looks for weaknesses and offers strengths.
It can help you highlight your core competencies. You can propose concrete plans, ideas, and solutions.
You can propose out-of-the-box, customized, tailored solutions, ideas, and compelling offers to your client.

3. Compelling offers. Compelling offers are not always dollar-based.
After you gather your data you can now process, and create a customized proposal.
You’re now ready to propose your ideas to your client and ask for their agreement.
Compelling offers are unique, individualized, and tailored to the client. They’re like having a personal shopper at Nordstrom’s.

4. Closing the sale.
If the above is done correctly, closing the sale becomes natural, no pressure exercise.
It’s easy to ask for the sale because of it flows from an assumed culmination of the aforementioned process.
The sale is assumed.  Therefore the closing is low-key, and a natural end to the exercise.

The benefits of the consultant of sales style.
The style offers everyone a partnership approach.
Customer’s tell you their needs, and you present solutions in a relaxed, nonthreatening style that builds relationship quickly. The style focuses energy and resources and carries with it reasonable expectations of success.

In conclusion, the Old versus New schools of sales have fundamental differences and benefits and the new consultant style should certainly be part of one’s sales lexicon. Remember, “Nothing happens till there is a sale.”

We are all in sales in way….Therefore, be the best salesperson you can be.

3RD ANNUAL FATHER’S DAY WRITING CONTEST

The History of Father’s Day

Father’s Day in United States

The United States is one of the few countries in the world that has an official day on which fathers are honored by their children. On the third Sunday in June, fathers all across the United States are given presents, treated to dinner or otherwise made to feel special. A day to celebrate fatherhood and male parenting, Father’s Day is observed on the third Sunday in the month of June in many countries around the world. The occasion gives an opportunity to express love and affection to all fathers and fatherly figures. The day helps in strengthening the father-child relationship all the more. Just like a mother is regarded as the sole nurturer of a child, the father helps in the development and emotional well-being of the child. A father plays the role of a guide, supporter, motivator and protector in any child’s life.

Credit for originating the holiday is generally given to Sonora Smart Dodd of Spokane, Washington, whose father, a Civil War veteran, raised her and her five siblings after their mother died in childbirth. She is said to have had the idea in 1909 while listening to a sermon on Mother’s Day, which at the time was becoming established as a holiday. Local religious leaders supported the idea, and the first Father’s Day was celebrated on June 19, 1910, the month of the birthday of Dodd’s father. Regardless of when the first true Father’s Day occurred, the strongest promoter of the holiday was Mrs. Dodd of Spokane, Washington. Mrs. Dodd felt that she had an outstanding father.

What do people do?

Father’s Day is an occasion to mark and celebrate the contribution that your own father has made to your life. Many people send or give cards or gifts to their fathers. Common Father’s Day gifts include sports items or clothing, electronic gadgets, outdoor cooking supplies and tools for household maintenance.

Father’s Day is a relatively modern holiday so different families have a range of traditions. These can range from a simple phone call or greetings card to large parties honoring all of the ‘father’ figures in a particular extended family. Father figures can include fathers, step-fathers, fathers-in-law, grandfathers and great-grandfathers and even other male relatives.

Although it was originally largely a religious holiday, Father’s Day has been commercialized with the sending of greeting cards and the giving of gifts. Some observe the custom of wearing a red rose to indicate that one’s father is living or a white rose to indicate that he is deceased. Other males—for example, grandfathers or uncles who have assumed parenting roles—are often also honored on the day.

Listening #1.

Tools for Successful Dads: Listening

Communication has two parts-listening and expressing yourself.

Both must occur for communication to be successful. When you listen well to family members, you encourage them to talk about what’s most important to them. It’s easy to get careless about really listening.

Listening is at least as important as talking. Everyone needs someone to listen to them-someone who supports them and allows them to openly express feelings. Sometimes a person can find a solution or discover the sources of stress just by talking. Some of us process our feelings or find ways to clarify and express our thoughts by simply talking to others. Find out which of your family members process in this way and you will have a key to unlocking their “code”.

Parents sometimes feel obligated to lecture, present solutions, and give an analysis when listening. This is not good listening. A good listener should not feel obligated to advise, analyze, or have all the answers. Listening and responding with concern and understanding may be all the help needed.
The Art of Listening

The #1 human need is psychological survival, to be understood, affirmed, validated, and appreciated. In other words, we need to be heard and understood. It isn’t always easy because we live in a busy world, and many of us spend our days in a time crunch.

But the experts agree, when we take time to listen we improve relationships, promote an atmosphere of cooperation, and encourage creative thinking. We even save money and relational problems by avoiding costly errors caused by miscommunication.

Active listening does not come naturally.

Stephen Covey notes that when someone speaks, our initial reaction is to evaluate and scrutinize them which is the opposite of what we should do. We should focus on empathetic listening with the intent to understand and we must do this with the goal of helping.
There are 4 phases of empathetic listening, according to Covey…
1. First, is to mimic content, repeating exactly what the speaker has said
2. The Second stage is to rephrase the content to what was said in your own words
3. Third, you may reflect feelings or make a non-judgmental statement about the speaker’s emotions, empathizing with what or how he feels
4. The Fourth stage is a combination of the second and third stages, to rephrase content and reflect feelings
Sometimes we don’t want to hear what’s being said, choosing to be annoyed instead of understanding the other person’s view; this only damages a relationship. We’d make a better choice by moving forward, forgiving the offense and the offender, and resolving the problem.

Listening must come from the heart. If it is not sincere it will show regardless of what we say… nonverbal gestures will expose true feelings. When this happens, make it a point to remain focused on what the speaker is saying, actively participating in and practicing the stages of empathetic listening. The art of listening lies in understanding that to be an effective parent, leader, spouse, or any other role we must not only care about what others have to say, but also how they feel. Just remember your kids need your full attention, your patience, and a listening ear. Listen well when they speak. It will make you an even better parent than you already are

What is Good Communication?

What’s communication? It’s talking; it’s also writing, using images, lots of non-verbal communication, too. For our purposes, it’s mostly talking. Communication is talking with the intent of instructing, supporting, sharing, and understanding, imparting values, entertaining, influencing, and helping people make decisions that are good for them and good for you. Communication has to do with connecting to other people on a relational basis. Good communication is the foundation of active listening, focused attention, and being present in the moment to really have a quality exchange with another person.

It is good expression and good listening in concert together. Good talking and expression have much to do with thoughtful and considerate efficiency of words. I must think before I speak. Good talking sometimes requires organization, order, outlined material, and even rehearsal.

Active listening comes with the understanding of total focus on the other person which allows true connection and compelling communication. Communication requires intentionality, the safety of relationship, and time just to do it.

The attentiveness that comes with being in the moment and being present requires us to stop, slow down, and focus on the communication exchange at hand. Active listening requires checks for accuracy. It is okay to stop and ask the person to repeat what was said. This is to get a reality check for what you think you heard.

This allows the other person to know that you are focused in the moment and interested, and also gives yourself the ability to process the communication at hand.

Understanding is the whole point of communication. Can you truly reflect back both to yourself and the other person what is being said and really get where the other person’s coming from? Do you see their point of view?

The power of your words is immeasurable and compelling. We must be careful, considerate, and wise in the use of our words when dealing with all people. The power of our words to speak blessing, to help others, or encourage is amazing. Equally, the negative speech that we’ve all suffered from throughout our lives can cripple, hurt, and scar for life.

Knowing the power of your words and being able to be an encourager who speaks blessings is a huge key to life and parenting. The power of your non-verbals are equally compelling. Your tone, your volume, your rhythm, your cadence, your face, your hands, and so much more speak volumes— perhaps more than the words themselves. Encouragement in words can be healing and life giving to those who genuinely receive it.

Be aware of the following as you speak—
• Facial expression
• Your hands
• Your eyes
• Your body
• Your tone
• Your volume
• Body positioning
• Rate and speed of speech
• Vocal variety
• Cadence and rhythm and more…
Other tools for positive communication include: being able to persuade others and help them see your point of view through useful tools such as storytelling, organized and ordered speech, and efficiency of words without undue emotion.

Marriage and Your Communication Skills

Improving your Marriage Communication Skills

Even in the best situations, conflicts in relationships, family life, or work are inevitable. Unfortunately, the unskilled and negative ways we typically respond to conflict often causes even more stress, thus eroding relationships. This creates resentment within families and lessens personal and relational effectiveness. Here are some ways to improve your communication skills:
• Set an example—If you want your partner to open up more, set the example by sharing more of your own thoughts and feelings. Try sharing interesting things you’ve heard or read. Relate an experience that it happened during the day.
• Keep it light–Try talking about something else besides the problems. Make a decision not to bring up the hassles with work, kids, or finances, at least until later.
• Make “I” statements—Avoid starting a sentence with “you.” It sounds like an accusation or invitation to fight.
• Use the feeling words—Use good descriptors when describing what you’re feeling. It’s not fair to expect your partner to guess or figure out what you’re trying to say or feeling about an issue.
• Do something together—Experience has shown that people, particularly men, are more likely to share their feelings when they’re doing something together that both can enjoy.
• Listen… don’t talk— give the other person a chance to get his or her ideas and opinions across.
• Ask questions—guard against assuming you know what the other person meant by asking questions.
• Keep an open mind—don’t just listen for statements that back up your own opinions and support your beliefs. Be willing to listen to someone else’s point of view and ideas.
• Don’t jump to conclusions— don’t assume you have the gist of the conversation or think you know what the speaker’s going to say next. If you do not listen, you may miss the real point the speaker is trying to get across.
• Listen between the lines—remember a lot of clues to meaning come from the speaker’s tone of voice, facial expressions, non-verbals and gestures. Body language is usually an accurate indication of the speaker’s attitude or emotional state. Concentrate on what is not being set as well as what is being said.
• Provide feedback– Make eye contact with the speaker; nod your head when you understand the specific point or provide other feedback that shows you’re really listening.
• Summarize—when the person finishes speaking, repeat what the speaker has said in your own words to confirm that you understand. Summarize points of agreement or disagreement.

Hey, Meet Gabe!

True Story….Gabriel Hammond’s Birth

This is our true and heartfelt story of turning pain into passion. This is a true story of our beloved son, Gabriel Hammond.

It all started with the ultrasound at the local Mad River Community Hospital. The ultrasound revealed the possibility of Down syndrome. Gabe (our unborn son) had a one in three chance of having the condition. Did he or didn’t he? That question haunted us until Gabe’s birth.

My wife Joni was assigned a month’s bed rest and then gave birth to a mostly-healthy baby boy. Joni and Gabe were flown overnight to UC Davis Medical Center in Sacramento, where Gabriel was to have surgery to correct an intestinal blockage. After the surgery, both mother and son were fine.

The two-dollar question was did Gabriel have Down syndrome?

Meeting with the doctor, she told us that yes, Gabe did have Down syndrome and that we had less than one year left in our marriage. Her point was that parents of special-needs kids have huge marital challenges. The doctor was not very delicate in the way she told us. What a great nugget to drop on a couple in such a vulnerable time!

No one prepares you for the disappointment, loss, fear, and many of life’s potentials forfeited when you learn that you have a baby who has Down syndrome. The feelings of new parents of kids with Down run from anger to depression to frustration to resignation. It is like the six phases of grieving. It feels a bit like a death within the context of birth in that it is a death of a vision. A parental hope and dream of what could have been most likely will not be now with this new twist of having a “special need”. It is a feeling, ultimately, of being lost in a world of unpredictability and not having a map of where you are going. This is truly “uncharted water”. That feeling of fear and sense of loss will be forever ingrained in my heart and mind. We knew nothing of Down syndrome or special-needs kids. To this point, we’d had six healthy children and had never met anyone with Down syndrome or any similar disability.

As we learned that our Gabriel had Down, we really had to dig deep and see if we could find the upside of Down syndrome. But, fear ruled the day.

Who is our boy? What will he be when he grows up? Can he play football? Will he go to college? Will he be “normal”? Will he get married? Will he have children? Will he have to undergo heart surgery?

These and other questions raced through our minds as we try set about discovering who it was we were dealing with and what his needs would be going forward. The initial sense of being lost without a compass or any bearings is truly an emotion to which words cannot do justice. When advised of our Gabriel’s condition, the well-meaning but blunt doctor told us that most special-needs parents divorce within the first few years. Well, she just added to our devastation.

On a subsequent trip back to UC Davis Medical Center in Sacramento, California, years later, that sense of being lost is what I remembered the most. That sense of not knowing what to do, where to go, or who to turn to, other than God. We made the decision to learn to love and raise Gabriel and come to terms with what, or rather who, we were given.

How did we move forward? What were the metrics of measuring progress with Down Syndrome? What will Gabe’s needs be? How different will he be? How can we get help and resources? What about school?

The darkness, disbelief, and doubt that swirl around new parents, who discover their child has Down syndrome or any other life-altering disease, birth defect, or condition, are real and profoundly devastating. Not having a map or a compass to consult, not knowing which steps are needed is truly a frightening, debilitating process. Faith in God becomes paramount at the moment and going forward.

It’s a hard thing to realize and come to grips with the disappointment of a loss of a child diagnosed with something as long term and life-changing as Down syndrome. Down syndrome is not “cute” as some blithely observe. Kids with Down syndrome, while they are special, are still a challenge, especially for the parents upon first discovering their own child’s special needs.

The unknown twists and turns, trials, stress, surprises, fears, and heartbreak are all part of what it means to be a special needs parent.

The ensuing questions, heartbreak, prayer, and walks around the UC Davis campus, crying out to God, will always be etched in my memory. After days of genuine soul searching, I decided to dedicate Gabriel (and our raising him) to the Lord. Although he would never be a professional football hero or a brain surgeon, his life would be both personally fulfilling and enriching to those around him. We were ready to move on and raise our son no matter what!

The shame, embarrassment, and guilt that parents of children with special needs share is one of life’s dirty-little-secrets. Although not rational, logical, or reasonable, these feelings are very tangible.

The feelings of sadness and gloom often come at unexpected, strange times. Perception is reality. The pain is real. In addition to this we discovered Gabe had autism as well. This was a family shock to say the least. Now our son had a double challenge…so did we.

The times of reality hitting home when the Costco gawkers stared at us and our son Gabe only served to remind us of our frustration, pain, and anguish. Every so often, the reality check of Gabriel’s special needs of Down syndrome (and now, autism, as well) come crashing in on us. Gabe’s episodes of dysfunction or meltdowns pull us out of our times of denial, where we have to admit, acknowledge, and again decide to go forward as parents.

We have learned to be honest with our feelings and with each other. We’ve chosen to redeem benefits from all the pain as a couple and as a family to achieve love regardless of the “return on investment”. The lessons learned have to do with my deciding to have the right perspective, attitude, actions, and behaviors. The decision to love unconditionally is ours alone. This unconditional love, stemming from the decision to love Gabriel, has transferred some of my pain into a long-term perspective which is surprising, refreshing, and very interesting.

Staying Together

Relationships: Staying Together—What Makes A Marriage Work?

Conflict, anger, and frustration are an inevitable part of every marriage simply because they all are in the fabric of all human relationships. Why are some couples able to work through their disagreements or frustrations and survive and thrive, while others fall into a vicious cycle of negative feelings, emotional distancing and deterioration that leads to divorce?
Staying Together

It’s not how much you love each other that will best determine the future of your relationship, but how you handle and disagreements. Couples that stay together disagree about just as many things and the same things—money, time, housework, sex, priorities, the kids, etc.—as couples that divorce. The difference is that those in successful marriages know how to manage conflict in a constructive and positive way.

Researchers from two major research labs in the United States have found that the likelihood of the divorce can be predicted by studying how couples handle conflict. Disagreement isn’t predictive of divorce. The fighting isn’t predictive of divorce. Criticizing, stubbornness, withdrawal, and arguing that includes putdowns, accusations, and rejections are predictive of divorce.

Over time, these negative patterns dealing with conflict steadily erode all the good things in the relationship and ultimately lead to a relationship overwhelmed by negative feelings.
The Magic 5:1 ratio—

Researchers study relationships report that stable couples don’t allow the relationship to be overrun by negative feelings. In fact, they say, successful couples maintain a healthy balance between their positive and negative encounters with each other. They don’t avoid disagreements. They don’t avoid arguing. But they do balance out any negative interactions with positive feelings and actions but showing interest, being affectionate, showing they care, being appreciative, smiling, paying compliments, laughing, showing concern, etc. In other words, stable couples have at least five times as many positive interactions in their relationship as negative ones.

“All you need is love”…the Beatles wrote it because it’s true! We all need love, and it must be demonstrated by us and to us. The key question for me and you is, can we be intentional about giving the appropriate type of love to those we do love?

What are your languages of love? What are you best at giving? Which do you love to receive the most? Moreover, what is your spouse’s favorite Language of Love? Now go and be intentional about your giving and receiving of love.
The 5 Languages of Love
1. Words of affirmation– this includes encouragement, positive reinforcement, kindness, and general verbal affection.
2. Quality time– this includes focused attention, quality as well as quantity of time, and spending time with people we love.
3. Receiving of gifts– showing others we care and that we are thinking of them through practical gift giving.
4. Acts of service– To show support and care through practical actions. To show in actuality what we feel internally, to serve someone.
5. Physical touch– To show, demonstrate, and receive appropriate physical touch- hugs, touching, appropriate physical contact.
Men tend to really like number five and number one. A word of encouragement and appropriate hug or more! can fill our emotional tanks and keep us going for long periods of time

THE 10 COMMANDMENTS OF COSTCO ETIQUETTE

Please consider these as the Unwritten Socially

Accepted protocols for all Costco Shoppers:

1. No Parking Lot Racing to Get the Best Spot–It takes longer to find the perfect spot that is does to simply park far away and walk.
2. The Costco “Attitude”–Don’t expect to get in and out in 5 minutes…This is an outing and a process not  an In & Out Burger run…Breathe and relax.
3. Greet the Greeter–-They are folks just like you who appreciate a smile and a Hello. Remember the Golden Rule.
4. Costco Cart Traffic Violation #1. –Keep moving.  If you MUST stop: park your cart on the right side.  Not everyone wants to stop and peruse the deals as thoroughly as you. Keep it moving Chief.
5. Food Sample Violation#1. –Under NO circumstances are you to stop in the middle of the aisle and wait 5 minutes for the burrito sample to heat. Is this really your last meal?
6. Food Sample Violation#2. –Keep your sampling to one ONLY.  It’s a sample not an entrée. Take your sample and move on Chief.
7. Costco Cart Traffic Visiting Violation #2.--Don’t stop mid-aisle and visit with that friend you haven’t seen for so long. If you must stop (See Rule #4.) or go off to the Paper Goods section and chat. You can catch up uninterrupted  there.
8. Don’t Over-think the Best Check-out Line to go Through– Pick one Captain!  If Costco is busy they will all be about the same time in getting you through and out.
9. Don’t Ask for the Runner to get the 5 Items you Forgot–Get them while in the warehouse. Utilizing a runner delays all behind you.  BTW: they do not actually run!
10. Have your Payment Ready for the Checker Early–You have the time, money, and the conclusion of the Costco run is the exchange of currency…Be prepared to Pay up.
11. (Bonus) Greet the Greeter on the Way Out--Load your stuff out of traffic and drive safely out of the Costco lot…people are really clueless when in parking lots–both drivers and walkers. Thanks for shopping at Costco!

Stress and You

Stress and How You Can Deal With it