Jeffrey Dyer

June 2023 - TD Magazine

The first task for this newly created training team was to revamp a program that stakeholders concluded had numerous deficiencies.

If It's Broken, Fix It

The Eiffel Tower: An iconic monument and a critical lesson.We went to visit the Eiffel tower again. Our fourth visit in five years.What do you know about the Eiffel Tower?When it was built it was, to say the least, the most controversial structure of all time. Hundreds protested it, criticized it, campaigned against it, said it was a disgrace to architecture, and predicted it would be the ruination of Paris.The story is fascinating. You can read about its history on Wikipedia, where I learned, “Some of the protestors eventually changed their minds when the tower was built. Others remained unconvinced. Guy de Maupassant supposedly ate lunch in the Tower's restaurant every day. When asked why, he answered that it was the one place in Paris where one could not see the structure.”EPILOG: The tower was built to world acclaim. It’s one of the most impressive structures in the universe. It’s not just stunning to look at, it’s also inspiring to be in its presence. An estimated 10 million visitors a year visit to admire its glory. It is the heart and soul of Paris, France, and it’s the symbol by which the city has been known for more than 100 years.At the base of his tower there’s an amazing statue to honor Gustave Eiffel. Interesting to note that NONE of the people who criticized him have statues at the base.How much more wrong could the protesters and critics have been?Were they trying to build up or tear down? Encourage or discourage? Encourage or disparage? In hindsight, the critics seem contrite, shallow, self-serving, prejudiced, and baseless.Kind of like today’s critics.Call it what you will, a naysayer, by any other name, is just that.Is it an opposing point of view, or criticism?Is it a “pundit,” or a critic?Is it “commentary,” or just criticism?Is it an op-ed column, or criticism?Is it a “panel discussion,” or criticism?And what are these people really saying?Are they debating? Or discussing and deciding?Are they blaming “it” or  “them?” Or are they offering answers and taking responsibility for the remedy?Do they talk about what they WILL do? Or what someone else DIDN’T do?Did they talk about what didn’t happen, who’s wrong, and why it won’t work? Or did they offer their ideas about what could be?Do these critics (pundits) ever offer answers, ideas, or recommendations?Critics try to label the “wrong-doers” into a group for easier identification – unions, teachers, liberals, conservatives, left, right, or in your familiar terms: the competition or the purchasing department.THINK ABOUT IT: It’s never everyone is it?And of course, today’s world paints criticism as some sort of pious, politically correct, and necessary element of society. REALITY: People criticize to suit themselves, further their agenda, or even make the sale.In the late 1800’s, Finnish composer Jean Sibelius said, “Pay no attention to people who criticize. No statue was ever erected to a critic.” And in the late 1960’s, the great Glenn W. Turner added, “But the people they have criticized, many statues have gone up.”Makes me stop and think. I hope it does the same for you.Got statue? Or are you just criticizing?How much of your time is wasted criticizing other people, their ideas, or their thoughts? And how could you be investing that time to build your own monument? Your own Eiffel Tower.YOUR REAL JOB: Convert your criticism to answers, resolve, solutions, and responsibility. You’ll be thought of as a thinker, make more sales, build stronger relationships, earn a better reputation, be seen as a resource, and be a happier person.Dale Carnegie, author of the 70-year bestseller, How to Win Friends and Influence People, nailed it in 1915 when he penned his most dominant principle, “Any fool can criticize, condemn, and complain (and most fools do).”There should be a law that says all criticism must be followed by a solution, an answer, a resolve, or an idea. That would shut a lot of people up – or at least make them think and see the positive side of things.FOOTNOTE: Apple just released the much anticipated iPhone 5. The critics lined up to tell you how it “falls short” or “disappoints” or some baloney about speed or connectivity or maps or keyboard. They gave it three and a half stars. Meanwhile Apple, in spite of the jackass critics, has sold ten million phones in the first 30 days for $400 a device. Do that math. I wonder how much critics earn?

Sales Moves with Jeffrey Gitomer 11-19

Global sales needs are also local sales needs.I’m traveling to Warsaw, Poland, next month to deliver two public seminars. After a couple Skype interviews, I discovered that although the United States and Poland are five thousand miles and many, many cultures apart, our sales needs are the same.To prove my point, here’s a portion of the question and answer interview I did:Jeffrey, everyone needs to increase sales, especially during this economic crisis. Everyone is looking for some magical formula or shortcut. You write there is no formula, but there are rules to follow thatwill lead you to the promised land of more sales. What’s the best way to keep up sales during the current recession?Recession means “less” not “none.” Salespeople have to fight harder during tough economic times. I recommend having a morning breakfast (or coffee) with a client or a prospective client. This gets your day started early and on a positive note. But this is only ONE way to keep yoursales up. It takes a concerted effort that includes social media, solid relationships, referrals, and attraction. It’s not impossible – and it’s NOT easy. The good news is most salespeople are not willing to do the preliminary hard work it takes to make sales easy. How about sales channels? You talk a lot about different media (email, video, social networks, etc.) as ways of selling. How is the role of the salesperson changing, and what’s changing in terms of which sales channels are being used right now? The Internet and all forms of social media are the new channels and the NOW channels. But it’s not ONE channel – it’s ALL of them – each with their own formula for attraction, engagement, and connection. Is there one key element that’s a constant across all channels? Yes, the element is perceived VALUE to the recipient. In your newest book Social Boom you say that social media is the new cold call. How does that work best? Here’s the short version of using social media to connect for the first time: I can find anyone on LinkedIn, and then by using simple Google search and research, I find out everything I need to make a personal connection. Once I connect, I ask for an informal meeting (usuallycoffee) to see if we have anything in common, or if there’s a need for my product or service. The secret is the first call is NOT a sales call, and the first meeting is NOT a sales pitch. You state, “People don’t like to be sold, but they love to buy.” One of the things people can take away from that is to be themselves and be authentic as a leader or as a salesperson. How is authenticity important in sales? For maximum clarity, let’s separate this question into two answers...1. BUYING. The key to selling is uncovering WHY the prospect wants to buy. Also called a “buying motive,” it reveals the real reason for purchase. This strategy is much more powerful that trying to convince the buyer that your product is great by trying to “sell” it.2. AUTHENTICITY. Authenticity is a characteristic that the prospective customer PERCEIVES as the presentation and the relationship move forward. Authenticity is not a specific characteristic – it is derived from the ethical, honest, and consistent actions of your total words and deeds. Leaders must prove their own authenticity and the authenticity of their company. Tasteless, forgettable mission statements don't have the force of attracting strong customers. What defines glorious organization in the 21st Century? Most companies, especially large ones, fail to understand the difference between a mission statement, a value statement, avision statement, and a hot air marketing message that no one understands or believes in. A company needs TWO mission statements: One for the company and one for its salespeople. If you give salespeople a real mission, they will accomplish it. It is also important to understand that “core values” must precede “mission” – it has nothing to do with being “number one,” it has everything to do with being “best.” Apple has proven that, and the world needs to learn that lesson. Is it true that many leaders are not keeping up with changes in the market, changes in technology, and changes in human capital needs? Should they be blamed for sales losses and errors? Leaders are only partly to blame. When they are not on top of market changes and technology updates, they are giving their people permission to do the same. But the real issue is the talent pool that the leader creates. Human capital, if chosen correctly, can create their own examples by taking responsibility (the opposite of blame) for the generation of new ideas and products to stay ahead of their market. What are the key indicators in the candidates you’re shortlisting when you’re recruiting for a sales position?Here’s the SHORT list for hiring the best people: Smart, self-starting, positive people with a past history of success. The rest (including selling skills) can be taught. What mistakes have salespeople frequently made, and what’s the best way to correct them? The biggest mistake salespeople make is thinking it's all about “product” and “price.” They fail to understand that believing in every aspect of self, product, company, and customer will lead them to the success they (you) are hoping for. ASK YOURSELF THIS: Is my world different from their world? I guarantee you have the same issues, questions, and concerns in your company – and in your sales – as they have in Warsaw. The world is small. Your world is smaller. Answers are becoming universal.Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! Follow him @gitomer on Twitter. His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars - or email him personally at salesman@gitomer.com. © 2012 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

Jeffrey Dyer

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