Everything starts from your first appearance. Dress appropriately (shine your shoes and clean your fingernails). You'll find that being a success no matter the profession, starts with your very own mental makeup.
Sales work and athletics are tied together: they both can play on your nerves and they're exhilarating! The key is to be consistent over a long period of time versus great for that one moment. Same in the sales world. What good is it when you've sold a million dollar sponsorship but forgot to deliver key assets in the package during the term of the contract only to have the relationship dissolved one year later over your lack of follow through?
Here's an example that illustrates the point of how your "Reputation" can be defined in just a matter of seconds and how dependable you will be seen as a person that can deliver in the future:
During one of my first sales closings, I had put together a major partnership with a healthcare organization. It was significant for the club. As the deal was getting signed, my client stated: "Jim, you know, now that we're major corporate partners, if and when we need favors for tickets, we trust that this will be no issue. You know, when we call on the (other local sport team in town) for tickets, they seem to deliver within 30 minutes". I quickly blurted out in a second, "that I'd deliver the tickets within 15 minutes!"
Well, come opening day in our team's debut home game, my contact calls me up early afternoon. Asks for several tickets for management. I hung up the phone. Had a staffer print the best available. Ran to my car. Like an idiot, sped through the city streets. Pulled my car in front of the hospital street-side lobby. Ran inside to the corporate office area. When I came jogging down the corridor, my contact was actually standing right outside the door with a stop watch timing me to see if I'm a man of my word (that "15 minutes" speech!) I got their in 13 minutes & some odd seconds. My contact was stunned and yelled out: "Damn, you did it!" I was huffing so bad. Gave her the tickets. Laughed when I realized this was just a test to measure my dependability.
From that moment, I was good as gold with this group. They knew I cared. That I delivered.
E-Mail: loria@sfstampede.com
Sunday, June 28, 2009
Helpful Q&A for the College Student & Young Career Pro!
Q: Where did you attend college and what did you major in?
A: I did not go to college but I graduated from a Vocational Technical High School in New Bedford, Massachusetts. My course studies were focused on ”Industrial Design” which taught me a lot about art work, design, layout, copy writing, drafting, printing, and much more. I use a lot of my high school trade skills even today! We design so many publications, brochures and sales kits that I feel that I’ve got the knowledge to understand and a creative ability to see things from the artist side of things.
Q: How did you start in the sports industry?
A: I was the jack-of-all-trades for a Junior Hockey team in Billings, Montana. I was one of three employees on the team. I was the receptionist, the media relations guy, the game night entertainment director, community relations, and the ticket salesman. Whatever needed to get done, I rolled up my sleeves and did it. I probably worked around 80 hours a week back then. I rode a bike to work and did not drive a car. Snow, rain nor sleet kept me from getting to the office. What helped me most in my young days in this business was getting my feet wet in all departmental areas like promotions, events, sales and even learning people skills, communications, attention to details and follow though.
Q: What is the best advice you would give in pursuit of a career goal?
* Expose yourself to all aspects. Internships are the best way. Don’t limit yourself to just one – do sample a few.
* When pursuing that FIRST JOB, don’t go in attempting to pay off student loans right away (salary needs). Get a job with a company that has a Great Reputation and one that will give you an opportunity to develop and get your feet wet.
* Don’t go in wanting perks such as commissions, mileage, meal expenses, etc. You'll lose the Opportunity. Become a SOLUTIONS person vs. a COMPLAINER with only problems.
* You have to grow up quick – You’re no longer a College Student! You are the Employee! Adjustment from College Graduate to the Business Professional world is the hardest thing to feel accepted – it may be harder than the anxiety you felt from going to school full time back in 1st grade/to middle school/to finally arriving in high school for sure.
Q) What is the key for a successful job interview?
A) CONNECTION! Just like finding a date. It’s the ability to connect. It’s in your look. Your eyes and how you smile. Resumes, sometimes, are not the most important selling tool. YOU ARE! It’s that Moment of contact. How you answer questions – be truthful. Come Prepared – YOU HAVE TO WANNA–WANT THE JOB! I, for one, want charismatic people who can SMILE, a hard-working, professional, mature person with Integrity, I look for Character, a CAN DO individual that’s not afraid of hours. We’ll teach the rest.
Q) While in college, what should I focus on to help me jump start a career in business?
A) Spend time honing your writing and speaking skills without question. Learn how to get in front of larger groups, especially your peers, and speak. Sample some marketing and communications courses. For the sports-minded career individual, definitely look at the many Sports Management programs offered around the country.
Don't shy away from taking a computer graphics course or two if you have a creative talent and love for computers. Every sports franchise, business, ad agency, printer, etc., has a definite need for a computer graphics' expert! As well, I encourage you to get a part-time job in sales and begin to learn the very basics. Sales is something we all do – Dating is a Sales Job! Coaches that recruit players is a Sales Job! Parenting your Kids is a Sales Job YOU ULTIMATELY HAVE TO “SELL YOURSELF” TO GET THAT FIRST CAREER JOB!
E-Mail: loria@sfstampede.com
A: I did not go to college but I graduated from a Vocational Technical High School in New Bedford, Massachusetts. My course studies were focused on ”Industrial Design” which taught me a lot about art work, design, layout, copy writing, drafting, printing, and much more. I use a lot of my high school trade skills even today! We design so many publications, brochures and sales kits that I feel that I’ve got the knowledge to understand and a creative ability to see things from the artist side of things.
Q: How did you start in the sports industry?
A: I was the jack-of-all-trades for a Junior Hockey team in Billings, Montana. I was one of three employees on the team. I was the receptionist, the media relations guy, the game night entertainment director, community relations, and the ticket salesman. Whatever needed to get done, I rolled up my sleeves and did it. I probably worked around 80 hours a week back then. I rode a bike to work and did not drive a car. Snow, rain nor sleet kept me from getting to the office. What helped me most in my young days in this business was getting my feet wet in all departmental areas like promotions, events, sales and even learning people skills, communications, attention to details and follow though.
Q: What is the best advice you would give in pursuit of a career goal?
* Expose yourself to all aspects. Internships are the best way. Don’t limit yourself to just one – do sample a few.
* When pursuing that FIRST JOB, don’t go in attempting to pay off student loans right away (salary needs). Get a job with a company that has a Great Reputation and one that will give you an opportunity to develop and get your feet wet.
* Don’t go in wanting perks such as commissions, mileage, meal expenses, etc. You'll lose the Opportunity. Become a SOLUTIONS person vs. a COMPLAINER with only problems.
* You have to grow up quick – You’re no longer a College Student! You are the Employee! Adjustment from College Graduate to the Business Professional world is the hardest thing to feel accepted – it may be harder than the anxiety you felt from going to school full time back in 1st grade/to middle school/to finally arriving in high school for sure.
Q) What is the key for a successful job interview?
A) CONNECTION! Just like finding a date. It’s the ability to connect. It’s in your look. Your eyes and how you smile. Resumes, sometimes, are not the most important selling tool. YOU ARE! It’s that Moment of contact. How you answer questions – be truthful. Come Prepared – YOU HAVE TO WANNA–WANT THE JOB! I, for one, want charismatic people who can SMILE, a hard-working, professional, mature person with Integrity, I look for Character, a CAN DO individual that’s not afraid of hours. We’ll teach the rest.
Q) While in college, what should I focus on to help me jump start a career in business?
A) Spend time honing your writing and speaking skills without question. Learn how to get in front of larger groups, especially your peers, and speak. Sample some marketing and communications courses. For the sports-minded career individual, definitely look at the many Sports Management programs offered around the country.
Don't shy away from taking a computer graphics course or two if you have a creative talent and love for computers. Every sports franchise, business, ad agency, printer, etc., has a definite need for a computer graphics' expert! As well, I encourage you to get a part-time job in sales and begin to learn the very basics. Sales is something we all do – Dating is a Sales Job! Coaches that recruit players is a Sales Job! Parenting your Kids is a Sales Job YOU ULTIMATELY HAVE TO “SELL YOURSELF” TO GET THAT FIRST CAREER JOB!
E-Mail: loria@sfstampede.com
Personal Insights to Become a Success in Your Job!
To understand your role and how you might fit into the business world, it all starts with these words of wisdom I choose to live by every day:
> Find the Power To Believe!
> Attitude – It’s Yours!
> Find a Cheerleader! People that Encourage You.
(DO NOT ALLOW SOMEONE TO SUCK THE ENERGY OUT OF YOU!)
> Never take a job for money. Rather, take a job for the “fun” it can be; You "produce", You will get"rewarded!" Please believe that till the day you retire!
> Surround yourself with credible people. It’s all about your REPUTATION that you develop each day of your adult life!
> LISTEN at all times! Work your tail off. Roll up your sleeves and bring an A-plus ATTITUDE and SMILE to the job everyday! Work Effort and Can-Do Attitude is what will get you a job and a career! Businesses do not want attitudes and negative employees. You are on display just by the value of your SMILE!
> Learn to bring Ideas but more importantly, come back with a solution when facing a problem! That's what separates a real good employee from an everyday fellow co-worker. Become unique and someone who stands out to the boss!
> Love what you do! Work hard! Take no shortcuts! Pay attention to the little things!
> Seize opportunities! Look for experiences that are new and different. Develop relationships with people who are different from the one's you ordinarily have relationships with, especially those that come from different backgrounds and age groups. Broaden your outlook and develop a deeper well from which to draw from.
MY FAVORITE SAYINGS:
* Brick Walls are put in place for a reason. They let us prove how badly we want it!
* Never lose your "childlike wonders!" Help others and care for people!
* When you get Feedback, Cherish it! When you get Criticisms, it's because someone cares about you!
E-Mail: loria@sfstampede.com
> Find the Power To Believe!
> Attitude – It’s Yours!
> Find a Cheerleader! People that Encourage You.
(DO NOT ALLOW SOMEONE TO SUCK THE ENERGY OUT OF YOU!)
> Never take a job for money. Rather, take a job for the “fun” it can be; You "produce", You will get"rewarded!" Please believe that till the day you retire!
> Surround yourself with credible people. It’s all about your REPUTATION that you develop each day of your adult life!
> LISTEN at all times! Work your tail off. Roll up your sleeves and bring an A-plus ATTITUDE and SMILE to the job everyday! Work Effort and Can-Do Attitude is what will get you a job and a career! Businesses do not want attitudes and negative employees. You are on display just by the value of your SMILE!
> Learn to bring Ideas but more importantly, come back with a solution when facing a problem! That's what separates a real good employee from an everyday fellow co-worker. Become unique and someone who stands out to the boss!
> Love what you do! Work hard! Take no shortcuts! Pay attention to the little things!
> Seize opportunities! Look for experiences that are new and different. Develop relationships with people who are different from the one's you ordinarily have relationships with, especially those that come from different backgrounds and age groups. Broaden your outlook and develop a deeper well from which to draw from.
MY FAVORITE SAYINGS:
* Brick Walls are put in place for a reason. They let us prove how badly we want it!
* Never lose your "childlike wonders!" Help others and care for people!
* When you get Feedback, Cherish it! When you get Criticisms, it's because someone cares about you!
E-Mail: loria@sfstampede.com
Saturday, June 27, 2009
The 10 Commandments of Sales!
* Know thy Self (team/business).
* Know thy Guest (customer's business).
* Know thy Market.
* Know thy Neighbor (competition).
* Know thy Budget (hidden costs that add to bottom line).
* Thou shall be Creative and Imaginative.
* Thou shall have Fun.
* Thou shall not Procrastinate.
* Thou shall Communicate.
* Thou shall not Bear Witness against thy Neighbor (avoid negative
remarks against competition).
E-MAIL: loria@sfstampede.com
* Know thy Guest (customer's business).
* Know thy Market.
* Know thy Neighbor (competition).
* Know thy Budget (hidden costs that add to bottom line).
* Thou shall be Creative and Imaginative.
* Thou shall have Fun.
* Thou shall not Procrastinate.
* Thou shall Communicate.
* Thou shall not Bear Witness against thy Neighbor (avoid negative
remarks against competition).
E-MAIL: loria@sfstampede.com
The First Handshake!
Your first meeting with a potential client/customer is the memory-maker! The one that leaves the imprint. In those first seconds of impact upon meeting and reaching out to shake your client/customer's hand, 50% of the sales process will have taken place! In the mindset of your client/customer, he/she is already thinking "do I invest in this person, the team, or not?"
Wipe off those sweaty hands and look your contact in the eye. How do you handshake this person? Dress appropriately. Smile. Be sincere. Be prepared. If you want him or her to turn the key to their "Vault", you’ve got to make that client/customer think you have all the answers!
I once had a sales rep of mine in another city. He did not have the greatest ability to put things down on paper but that weakness was definitely overcome by his ability to schmooze! At that time in my career, I had never paid attention to that "first glimpse" you get from the client/customer and what impact/role it plays in forging the relationship? It caught my attention quickly after attending some sales meetings with this person. Seriously, he could handshake a person better than anyone I've ever seen and the look his client gave him upon impact was equally priceless!
As a parent, they say your child's brain development for their entire life will come together in the first five years after birth. Well, your relationship to the client/customer comes together with the impact of that first handshake!!!! Do not discount that moment!
I jokingly used to tell my sales rep before that if the business world was like the sports industry and they held a draft for sales prospects, he'd go in the first round without question! Yes, he had some weaknesses - we all do - but when the draft experts broke down skills, they'd say "this person is such a master of the handshake, a great conversationalist, relates to everyone well, dresses for the occasion, a true sales professional". I said that to my staffer because, at that time, I was envious at the way he could "handshake" people! Seriously, he woke me up to a skill I never thought mattered?
E-Mail: loria@sfstampede.com
Wipe off those sweaty hands and look your contact in the eye. How do you handshake this person? Dress appropriately. Smile. Be sincere. Be prepared. If you want him or her to turn the key to their "Vault", you’ve got to make that client/customer think you have all the answers!
I once had a sales rep of mine in another city. He did not have the greatest ability to put things down on paper but that weakness was definitely overcome by his ability to schmooze! At that time in my career, I had never paid attention to that "first glimpse" you get from the client/customer and what impact/role it plays in forging the relationship? It caught my attention quickly after attending some sales meetings with this person. Seriously, he could handshake a person better than anyone I've ever seen and the look his client gave him upon impact was equally priceless!
As a parent, they say your child's brain development for their entire life will come together in the first five years after birth. Well, your relationship to the client/customer comes together with the impact of that first handshake!!!! Do not discount that moment!
I jokingly used to tell my sales rep before that if the business world was like the sports industry and they held a draft for sales prospects, he'd go in the first round without question! Yes, he had some weaknesses - we all do - but when the draft experts broke down skills, they'd say "this person is such a master of the handshake, a great conversationalist, relates to everyone well, dresses for the occasion, a true sales professional". I said that to my staffer because, at that time, I was envious at the way he could "handshake" people! Seriously, he woke me up to a skill I never thought mattered?
E-Mail: loria@sfstampede.com
Competing for Sponsorship Prospects
Before making that first sales call, consider this strategy or thought process:
Pretend that every client you converse with is a "Student Athlete" and your team/organization is the "University". If businesses were "Student Athletes", and could only accept one "Scholarship" (therefore only sponsor one local team in each city), how would that make us all feel?
So then, invest more time into your relationships. Date first before trying to walk to the alter during the first conversation. Don't lose track of your client even if you do not get the account activated. Work on your reputation.
Even though you are employed with a sports team or organization, you are like an independent contractor and running your own business. With that stated, put yourself in the life of that "Student Athlete" (i.e. your business customer) and realize just how many phone calls & e-mails they get every single day from the numerous local radio, television, newsprint, publications and outdoor billboard sales reps plus the charitable organizations, people seeking donations for various personal reasons, multiples of pro sports team executives, college marketing and local high school athletic personnel, etc. pitching your "Student Athlete"... all wanting the same thing - $$.
So now, with all the incredible pitches in a day from so many schools, your "Student Athlete" can only sign with one "University!" Should you be the fortunate one to secure that scholarship to your Sport Team University, you (as the Dean of the "U") have to maintain a relationship year-round with your "Student Athlete" and discuss goals, expectations and agree on the Tuition fees! But then, think of your "Student Athlete"... what is he/she feeling about your "University?" Did your sales pitch live up to his/her expectations? Did they prosper under your tutelage? Did you mature this athlete (meaning increase the sales revenues). Did your "Student Athlete" have FUN away from studies? Will they feel good about enrolling for the next semester at your "University?"
You want your "Student Athlete" to graduate from your "University" and stay on as a prominent & contributing "Alumni Member!" As usual with Alumni, you want this "Student Athlete" to begin the process of recruiting other students to your "University" (providing business referrals) versus transferring out and enrolling at another "University" (competing sports team) due to poor performance on your part, lack of follow through and basically just not delivering on the promises of your sales pitch.
E-Mail: loria@sfstampede.com
Pretend that every client you converse with is a "Student Athlete" and your team/organization is the "University". If businesses were "Student Athletes", and could only accept one "Scholarship" (therefore only sponsor one local team in each city), how would that make us all feel?
So then, invest more time into your relationships. Date first before trying to walk to the alter during the first conversation. Don't lose track of your client even if you do not get the account activated. Work on your reputation.
Even though you are employed with a sports team or organization, you are like an independent contractor and running your own business. With that stated, put yourself in the life of that "Student Athlete" (i.e. your business customer) and realize just how many phone calls & e-mails they get every single day from the numerous local radio, television, newsprint, publications and outdoor billboard sales reps plus the charitable organizations, people seeking donations for various personal reasons, multiples of pro sports team executives, college marketing and local high school athletic personnel, etc. pitching your "Student Athlete"... all wanting the same thing - $$.
So now, with all the incredible pitches in a day from so many schools, your "Student Athlete" can only sign with one "University!" Should you be the fortunate one to secure that scholarship to your Sport Team University, you (as the Dean of the "U") have to maintain a relationship year-round with your "Student Athlete" and discuss goals, expectations and agree on the Tuition fees! But then, think of your "Student Athlete"... what is he/she feeling about your "University?" Did your sales pitch live up to his/her expectations? Did they prosper under your tutelage? Did you mature this athlete (meaning increase the sales revenues). Did your "Student Athlete" have FUN away from studies? Will they feel good about enrolling for the next semester at your "University?"
You want your "Student Athlete" to graduate from your "University" and stay on as a prominent & contributing "Alumni Member!" As usual with Alumni, you want this "Student Athlete" to begin the process of recruiting other students to your "University" (providing business referrals) versus transferring out and enrolling at another "University" (competing sports team) due to poor performance on your part, lack of follow through and basically just not delivering on the promises of your sales pitch.
E-Mail: loria@sfstampede.com
Find a Cheerleader and Avoid the Sales Rut!
Always know that the best of the sales pros get rejected, more times than you'd imagine! That's where finding a cheerleader helps! When the days that your sales efforts seems like a struggle, it's nice to pick up the phone and call on a real life people person cheerleader! Someone that can make you laugh, say a certain something that gets you smiling again and pumps you back up!
I’ve been lucky throughout my career to have found a few special people that would help restart my sales engine when I couldn’t get the keys to turn. You can't just designate a person to be that cheerleader. You'll know it when you find that person!
For our inbound sales reps, telemarketing members or those making introductory calls to a prospect and are getting rejected quite a few times in a row… sometimes it’s worth getting up to collect some air. If your office setting is a walk away to a C-store or something comparable, take a break. Go stretch your legs and pick up an energy bar or even a candy mint. Reboot yourself just like you would your personal computer when problems arise! (Ed Note: Do get clearance from the boss first before walking away!)
When you feel the dark clouds hovering around you, never continue to call on your prospects when coming off multiple rejections! Your voice will show it to the receiver of your call! You never want a customer or client to say things like: "Are you OK?" or "Boy, you seem down today… is something the matter?" Your voice must always sound positive! A person of confidence. You are delivering that customer (in the moment) a piece of real estate that they can’t acquire anywhere else!
If you leave a voice mail, always press #1 on your phone. Many times, you can erase a poorly voiced call and redo the message. I’ll admit that #1 button has spared me from sounding like an unprofessional idiot at least a hundred times during my career! It’s better to re-record your message five times (been there, done that!) than to lose a sales prospect because they viewed your voice mail as unintelligent or one that failed to keep the client’s attention!
E-Mail: loria@sfstampede.com
I’ve been lucky throughout my career to have found a few special people that would help restart my sales engine when I couldn’t get the keys to turn. You can't just designate a person to be that cheerleader. You'll know it when you find that person!
For our inbound sales reps, telemarketing members or those making introductory calls to a prospect and are getting rejected quite a few times in a row… sometimes it’s worth getting up to collect some air. If your office setting is a walk away to a C-store or something comparable, take a break. Go stretch your legs and pick up an energy bar or even a candy mint. Reboot yourself just like you would your personal computer when problems arise! (Ed Note: Do get clearance from the boss first before walking away!)
When you feel the dark clouds hovering around you, never continue to call on your prospects when coming off multiple rejections! Your voice will show it to the receiver of your call! You never want a customer or client to say things like: "Are you OK?" or "Boy, you seem down today… is something the matter?" Your voice must always sound positive! A person of confidence. You are delivering that customer (in the moment) a piece of real estate that they can’t acquire anywhere else!
If you leave a voice mail, always press #1 on your phone. Many times, you can erase a poorly voiced call and redo the message. I’ll admit that #1 button has spared me from sounding like an unprofessional idiot at least a hundred times during my career! It’s better to re-record your message five times (been there, done that!) than to lose a sales prospect because they viewed your voice mail as unintelligent or one that failed to keep the client’s attention!
E-Mail: loria@sfstampede.com
In the Game of Sales, Learn to Fail First!
Before approaching the major sponsors or corporations in the business world, you have to be prepared, plain and simple. It’s no different than a coach on a sports team. They develop a plan and scheme prior to each game. They watch film and look for tendencies. In the business world, there are some sales people that go on hit & run missions. Hoping for the person behind the desk to say “YES” until you get told by a client “that you’re sitting behind the 8-ball” (yes, this bold statement was said to me years ago!)
During my career as a manager, I have assigned my more inexperienced team members to phones sales first (the air attack in the armed forces of selling) to learn how to converse, introduce our product, its benefits and even to start hearing the many different forms of objections that will be heard.
Then, supplement the ground force attack with visits to some small shops around town, which is essentially like stepping up to the plate during the pre-season of a sports team schedule or like a hairdresser taking their first cuts on a family member to gain their real life experience. If the rep fails to connect on sales during this training period, the club does not suffer any financial harm. This is how I learned the business of sales myself. I went to the very small businesses. Not only did I develop a routine but I quickly found that you had to adjust too many different personalities. No presentation would be the same.
I asked questions: Why do you buy and why not? I found that I had to become more comfortable in my approach as I walked into the client’s office. Watched my body language & eye contact. I had to learn how to even begin a conversation and when to stop and listen. To use my voice so that it was not always the same monotone level. Along the way, I saw how some of the experienced CEO’s used sales tricks to their advantage… some actually had little wooden blocks placed under their desk so that they could look down on me. Some had their secretary answer my call and place me on hold, long enough in a way, to tell me that this person was in charge of the conversation because I was waiting for him.
Sales are like a game and it’s how well you play it that will determine your success and longevity. In the game of sales, it is OK to fail first, but just not for a long period of time, mind you. Take the sport of baseball: most players can get to the ‘Hall of Fame’ by making an out “seven times out of every ten at bats” during their career and still bat .300. Keep that in mind!
E-Mail: loria@sfstampede.com
During my career as a manager, I have assigned my more inexperienced team members to phones sales first (the air attack in the armed forces of selling) to learn how to converse, introduce our product, its benefits and even to start hearing the many different forms of objections that will be heard.
Then, supplement the ground force attack with visits to some small shops around town, which is essentially like stepping up to the plate during the pre-season of a sports team schedule or like a hairdresser taking their first cuts on a family member to gain their real life experience. If the rep fails to connect on sales during this training period, the club does not suffer any financial harm. This is how I learned the business of sales myself. I went to the very small businesses. Not only did I develop a routine but I quickly found that you had to adjust too many different personalities. No presentation would be the same.
I asked questions: Why do you buy and why not? I found that I had to become more comfortable in my approach as I walked into the client’s office. Watched my body language & eye contact. I had to learn how to even begin a conversation and when to stop and listen. To use my voice so that it was not always the same monotone level. Along the way, I saw how some of the experienced CEO’s used sales tricks to their advantage… some actually had little wooden blocks placed under their desk so that they could look down on me. Some had their secretary answer my call and place me on hold, long enough in a way, to tell me that this person was in charge of the conversation because I was waiting for him.
Sales are like a game and it’s how well you play it that will determine your success and longevity. In the game of sales, it is OK to fail first, but just not for a long period of time, mind you. Take the sport of baseball: most players can get to the ‘Hall of Fame’ by making an out “seven times out of every ten at bats” during their career and still bat .300. Keep that in mind!
E-Mail: loria@sfstampede.com
In Sales: Are You a 'Fisherman' or 'Hunter'?
I love the band KILLERS and as I was working out today, my IPOD came up to the group’s recent hit “Human”. The lyrics got me thinking about sales. Yes, I am addicted to my trade, I admit. But there were a lot of words to the popular song that got me thinking of the types of sales people that are out there. Which is: Are you a Fisherman or are you a Hunter?
Read on to some of the band’s lyrics to “Human”…
Did my best to notice.
When the call came down the line
Up to the platform of surrender
I was brought but I was kind
And sometimes I get nervous
When I see an open door
Close your eyes
Clear your heart...
Cut the cord
Are we human?
Or are we dancer?
My sign is vital
My hands are cold
And I'm on my knees
Looking for the answer
Are we human?
Or are we dancer?
Back to my point. There are sales people out there that truly do think low. Will ask for below market value and go fishing for sales, hoping to get any type of bite. Not understanding that they could have captured a King Crab type of sale versus settling for a Fish with a little bit more polish and belief. Unfortunately, there are sales people that surrender before the process even begins. They get nervous picking up the phone. When they get that meeting and see the door opening up, their hands get cold. The fear of rejection takes over. The process of surrender wins.
What separates a “Fisherman” from a “Hunter” is the belief factor. I, for one, believe and never waver from the fact that if a prospect allows me that opportunity to meet or a chance to gather at a coffee shop, a transaction of some form will develop. I remember once watching the Animal Planet series on “Sharks”. Predators no doubt. A hunter in the purest form. What separates a shark from most fish is that his sonar button lights up when there’s blood in the water, even if its miles away. They follow through with a very high success rate!
Years back, I met up with an advertising executive during one of my sales presentations. He was kind enough to educate me on what makes a successful sales person. I was in my rookie stages at that time. He said, “Jim, every business has an imaginary vault behind their desk. You have to believe it, but more importantly, know how to ask for the key to get it open!”
In closing, singer Josh Groban, another favorite artist of mine, sang these words in one of his greatest hits “Believe”…
Believe in what you feel inside
And give your dreams the wings to fly.
You have everything you need, if you just Believe.
E-Mail: loria@sfstampede.com
Read on to some of the band’s lyrics to “Human”…
Did my best to notice.
When the call came down the line
Up to the platform of surrender
I was brought but I was kind
And sometimes I get nervous
When I see an open door
Close your eyes
Clear your heart...
Cut the cord
Are we human?
Or are we dancer?
My sign is vital
My hands are cold
And I'm on my knees
Looking for the answer
Are we human?
Or are we dancer?
Back to my point. There are sales people out there that truly do think low. Will ask for below market value and go fishing for sales, hoping to get any type of bite. Not understanding that they could have captured a King Crab type of sale versus settling for a Fish with a little bit more polish and belief. Unfortunately, there are sales people that surrender before the process even begins. They get nervous picking up the phone. When they get that meeting and see the door opening up, their hands get cold. The fear of rejection takes over. The process of surrender wins.
What separates a “Fisherman” from a “Hunter” is the belief factor. I, for one, believe and never waver from the fact that if a prospect allows me that opportunity to meet or a chance to gather at a coffee shop, a transaction of some form will develop. I remember once watching the Animal Planet series on “Sharks”. Predators no doubt. A hunter in the purest form. What separates a shark from most fish is that his sonar button lights up when there’s blood in the water, even if its miles away. They follow through with a very high success rate!
Years back, I met up with an advertising executive during one of my sales presentations. He was kind enough to educate me on what makes a successful sales person. I was in my rookie stages at that time. He said, “Jim, every business has an imaginary vault behind their desk. You have to believe it, but more importantly, know how to ask for the key to get it open!”
In closing, singer Josh Groban, another favorite artist of mine, sang these words in one of his greatest hits “Believe”…
Believe in what you feel inside
And give your dreams the wings to fly.
You have everything you need, if you just Believe.
E-Mail: loria@sfstampede.com
Becoming 'Someone' in the Sports Industry!
When I first made my way into the big leagues of hockey back in 1980 for the Washington Capitals, my boss was Roger Crozier. He was one of the game’s all-time great netminders for Detroit and Buffalo and the Caps’ Assistant General Manager at the time. I was 25-years old and the luckiest guy on earth to be Roger’s personal assistant.
I was fortunate to be able to witness his creative mind in action every single day for a couple of years. My boss was the type of person that was so mechanically gifted. He was much more than your usual sports team jock. I loved my boss very much. He was my mentor. He knew that when he called me “Jimmy Boy” every morning, that he filled up my work tank for that entire day! But he also wasn’t bashful to provide moments of “tough love” when I needed it.
For every day he was in his office, came with a 9 AM meeting. Just he & I. The purpose: How were we going to better the Washington Capitals today? My job: Present him with such an idea regardless if it was good or bad. At the time, I didn’t understand how valuable that exercise was and what role it would play in my future. Roger taught me how to think. He conditioned my mind to be a creative thinker.
Roger knew me better than anyone. He had made dozens of visits to my junior hockey team in Regina, Saskatchewan just the year before my arrival in the Nation’s Capital (where he was scouting one of our players at the time). He was the type of guy that would call me at 2 AM in the morning to hear my comments on a certain player or when we lost five in a row to then see how I reacted? He never stopped thinking whether it was in sports or for business.
Towards the end of my first year in Washington with Roger, a meeting took place. One that probably changed my life and over time, inspired me to see the whole picture and become who I am today! This meeting was more about the making of a new me. It was the lecture of all time. Once I walked into his office, the door quickly shut behind me, something that never happened before in the hundreds of meetings that took place between the two of us. I sensed something was wrong. No small talk or personal stories did he tell. Roger just threw it at me in an instant with a tone in the voice I had never witnessed before. He blurted out: “Jim, what do you want to be in your life: SOMEONE or SOMEBODY? And know that my door will not open until you give me the right answer!”
I sat there. Nervous as all get up. His facial expression never changed. Actually, he started to look at some paperwork on his desk while I sat there with this ‘deer in the headlights’ look on my face and stunned by the moment at hand. Minutes passed. Roger blurted out again “the door’s not opening until I hear the right answer!!!” I looked at him, knowing the moment of truth arrived. I said, “Roger, I don’t know what you consider to be the right answer, but I am going to tell you what my gut says is the right answer”. Roger said… “go ahead”. I looked him in directly in the eye and said “I want to be SOMEONE!” He, without hesitation, went into this tirade and said “Jim, you’ll never be ‘Someone!’
He then paused. Thought of something. Picked up the phone. Called the operations department. Asked them to bring up the Mascot character’s head. Told me to put it on and tell him what I see? Looking like an idiot, I had this big character’s costume head on over my face. He told me to use my hands and show him what I was seeing? Out of my muffled voice, I stated “I can only see straight ahead” (Note: if you’ve never put on a Mascot’s head before, you do only see what is straight ahead. You can’t see left, right or below unless you turn your head completely to see).
After I made my statement of only seeing straight ahead, my boss went into another rant and quickly stated: “That’s right Jim, that’s why you will not be SOMEONE in your life. You can’t see anything to the left or right or even below. All you worry about is what’s in front of you. My boss knew that I was a comfort zone type of person. The type that did not venture outside. I was involved in the public relations department, mostly compiling statistics and writing press notes and publications, and I was happy to only worry about my job let alone my department or whatever else my colleagues were doing in their respective departments.
My boss’ lecture inspired me to see the whole picture. To be that “Someone” in my industry, I needed to learn how marketing could make PR… how PR could make a marketing idea sizzle… how community relations can be your best promotion, etc.… My boss then asked me to attend all of our department head meetings for a period of time. To just listen and take notes. It was the start of my actually getting a college degree, one that I am so grateful there was a person in my life that realized the potential I had and cared enough to coach it out of me!
E-Mail: loria@sfstampede.com
I was fortunate to be able to witness his creative mind in action every single day for a couple of years. My boss was the type of person that was so mechanically gifted. He was much more than your usual sports team jock. I loved my boss very much. He was my mentor. He knew that when he called me “Jimmy Boy” every morning, that he filled up my work tank for that entire day! But he also wasn’t bashful to provide moments of “tough love” when I needed it.
For every day he was in his office, came with a 9 AM meeting. Just he & I. The purpose: How were we going to better the Washington Capitals today? My job: Present him with such an idea regardless if it was good or bad. At the time, I didn’t understand how valuable that exercise was and what role it would play in my future. Roger taught me how to think. He conditioned my mind to be a creative thinker.
Roger knew me better than anyone. He had made dozens of visits to my junior hockey team in Regina, Saskatchewan just the year before my arrival in the Nation’s Capital (where he was scouting one of our players at the time). He was the type of guy that would call me at 2 AM in the morning to hear my comments on a certain player or when we lost five in a row to then see how I reacted? He never stopped thinking whether it was in sports or for business.
Towards the end of my first year in Washington with Roger, a meeting took place. One that probably changed my life and over time, inspired me to see the whole picture and become who I am today! This meeting was more about the making of a new me. It was the lecture of all time. Once I walked into his office, the door quickly shut behind me, something that never happened before in the hundreds of meetings that took place between the two of us. I sensed something was wrong. No small talk or personal stories did he tell. Roger just threw it at me in an instant with a tone in the voice I had never witnessed before. He blurted out: “Jim, what do you want to be in your life: SOMEONE or SOMEBODY? And know that my door will not open until you give me the right answer!”
I sat there. Nervous as all get up. His facial expression never changed. Actually, he started to look at some paperwork on his desk while I sat there with this ‘deer in the headlights’ look on my face and stunned by the moment at hand. Minutes passed. Roger blurted out again “the door’s not opening until I hear the right answer!!!” I looked at him, knowing the moment of truth arrived. I said, “Roger, I don’t know what you consider to be the right answer, but I am going to tell you what my gut says is the right answer”. Roger said… “go ahead”. I looked him in directly in the eye and said “I want to be SOMEONE!” He, without hesitation, went into this tirade and said “Jim, you’ll never be ‘Someone!’
He then paused. Thought of something. Picked up the phone. Called the operations department. Asked them to bring up the Mascot character’s head. Told me to put it on and tell him what I see? Looking like an idiot, I had this big character’s costume head on over my face. He told me to use my hands and show him what I was seeing? Out of my muffled voice, I stated “I can only see straight ahead” (Note: if you’ve never put on a Mascot’s head before, you do only see what is straight ahead. You can’t see left, right or below unless you turn your head completely to see).
After I made my statement of only seeing straight ahead, my boss went into another rant and quickly stated: “That’s right Jim, that’s why you will not be SOMEONE in your life. You can’t see anything to the left or right or even below. All you worry about is what’s in front of you. My boss knew that I was a comfort zone type of person. The type that did not venture outside. I was involved in the public relations department, mostly compiling statistics and writing press notes and publications, and I was happy to only worry about my job let alone my department or whatever else my colleagues were doing in their respective departments.
My boss’ lecture inspired me to see the whole picture. To be that “Someone” in my industry, I needed to learn how marketing could make PR… how PR could make a marketing idea sizzle… how community relations can be your best promotion, etc.… My boss then asked me to attend all of our department head meetings for a period of time. To just listen and take notes. It was the start of my actually getting a college degree, one that I am so grateful there was a person in my life that realized the potential I had and cared enough to coach it out of me!
E-Mail: loria@sfstampede.com
How I First Learned to Sell in Sports!
My breakthrough in first learning the sales business came at about the lowest point in my life. It was in Minneapolis, MN. The year 1985. I had made a career move to leave my public relations job with the NHL's Washington Capitals and seek a more normal 9-5 existence. But after seven months in the Twin Cities, I had no nibbles and was jobless. Not a fun time when you are married and a father of two infant daughters with no income.
After what seemed like hundreds of employment rejections and my savings account now dwindling, I had to make something happened. It didn’t help in that one of my last job interviews, an advertising agency for some of the local pro sports teams, boldly told me that my resume showed “I Couldn’t Sell a French Fry!” Yet, I had a resume filled with many accomplishments, including working at the White House in 1984 with President Reagan, the 1982 NHL All-Star Game, the 1979 Memorial Cup of Hockey and even had references from people like CNN’S Larry King promoting my abilities.
Needing instant cash flow for the family reserves, I was desperate and took a job with the Minneapolis Star & Tribune, delivering newspapers. Yes, I was now 30-years old and a Paperboy! Remaining positive, I told my wife that I was going to set a goal to somehow break the all-time Tribune "Tips Record” for the coming holidays (didn’t even know if one existed, but it was what drove me through this job!)
Suddenly, a light bulb turned on in my head and I remembered what my Capitals’ boss (Roger Crozier) always preached to me years back… “Jim, if you have fun in your job. You produce. You’ll get rewarded!” So, the Sunday before I was to start up my 190 home deliveries M-F, I purposely drove my carrier route. Did it on a Vikings’ football Sunday when I thought everyone would be home. Knocked on all doors. Those that answered, I introduced myself. Asked one question: “What was the previous service like?” Most everyone bitched at me and said the same common theme: “The previous person just tossed the paper from his car window driving down the street”. Wherever the paper landed, the customer had to fetch it regardless of the outdoor weather conditions.
So, I developed a plan. Every morning I would drive two blocks at a time. Park my car. Count the number of houses. Get out and deliver each customer their paper on the doorstep and continue on. (FYI: I also carried quite a few rocks with me everyday just in case trouble sprung up!)
As I neared the Thanksgiving holiday, I reiterated to my wife that I was going to set the all-time Tribune paperboy “tips record”. How? My plan was to buy 190 Greetings Cards and tell each customer how much I appreciated their business and that I hoped they now enjoyed their service! I delivered the cards to each home the Friday morning after T-Day, the biggest shopping day in the country. I purposely made sure the customer could read my writing, so I printed my name & home address. Guess what happened: Well over $4,000 in tip money came to my home by mail that holiday season!!! The customers showed their appreciation and almost every one of the 190 households rewarded my efforts!
The motto of the story: We all have to suck it up sometimes in our lives and shove away the ego. Without that newspaper job, I hesitate to think where I'd be today? So, how did I learn the business of sales? I KNOCKED ON DOORS. I ASKED QUESTIONS. I FORMULATED A GAME PLAN. I EXECUTED THE PLAN AND I GOT REWARDED, a method I still employ 24 years later... just like my boss always preached to me!
PS: What also motivated me was the French Fry that I would have taped on my car dashboard everyday when delivering those papers!
E-Mail: loria@sfstampede.com
After what seemed like hundreds of employment rejections and my savings account now dwindling, I had to make something happened. It didn’t help in that one of my last job interviews, an advertising agency for some of the local pro sports teams, boldly told me that my resume showed “I Couldn’t Sell a French Fry!” Yet, I had a resume filled with many accomplishments, including working at the White House in 1984 with President Reagan, the 1982 NHL All-Star Game, the 1979 Memorial Cup of Hockey and even had references from people like CNN’S Larry King promoting my abilities.
Needing instant cash flow for the family reserves, I was desperate and took a job with the Minneapolis Star & Tribune, delivering newspapers. Yes, I was now 30-years old and a Paperboy! Remaining positive, I told my wife that I was going to set a goal to somehow break the all-time Tribune "Tips Record” for the coming holidays (didn’t even know if one existed, but it was what drove me through this job!)
Suddenly, a light bulb turned on in my head and I remembered what my Capitals’ boss (Roger Crozier) always preached to me years back… “Jim, if you have fun in your job. You produce. You’ll get rewarded!” So, the Sunday before I was to start up my 190 home deliveries M-F, I purposely drove my carrier route. Did it on a Vikings’ football Sunday when I thought everyone would be home. Knocked on all doors. Those that answered, I introduced myself. Asked one question: “What was the previous service like?” Most everyone bitched at me and said the same common theme: “The previous person just tossed the paper from his car window driving down the street”. Wherever the paper landed, the customer had to fetch it regardless of the outdoor weather conditions.
So, I developed a plan. Every morning I would drive two blocks at a time. Park my car. Count the number of houses. Get out and deliver each customer their paper on the doorstep and continue on. (FYI: I also carried quite a few rocks with me everyday just in case trouble sprung up!)
As I neared the Thanksgiving holiday, I reiterated to my wife that I was going to set the all-time Tribune paperboy “tips record”. How? My plan was to buy 190 Greetings Cards and tell each customer how much I appreciated their business and that I hoped they now enjoyed their service! I delivered the cards to each home the Friday morning after T-Day, the biggest shopping day in the country. I purposely made sure the customer could read my writing, so I printed my name & home address. Guess what happened: Well over $4,000 in tip money came to my home by mail that holiday season!!! The customers showed their appreciation and almost every one of the 190 households rewarded my efforts!
The motto of the story: We all have to suck it up sometimes in our lives and shove away the ego. Without that newspaper job, I hesitate to think where I'd be today? So, how did I learn the business of sales? I KNOCKED ON DOORS. I ASKED QUESTIONS. I FORMULATED A GAME PLAN. I EXECUTED THE PLAN AND I GOT REWARDED, a method I still employ 24 years later... just like my boss always preached to me!
PS: What also motivated me was the French Fry that I would have taped on my car dashboard everyday when delivering those papers!
E-Mail: loria@sfstampede.com
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