Well – summer is unofficially over.
Or so it seems where I live – after Labor Day in the US my town gets slower;
the tourists have gone home and will not return until late September when the “leaf peepers” arrive to gaze at the brightly colored fall foliage… no kidding, it’s a thing!
Today I’d like to share 7 lessons I have on what to incorporate into your ‘everyday’ that I find to be true when ‘traveling’.
1. believe you’ll be back
One of my vacation mantras is to always believe I’ll have the opportunity to return… if I want to.
That way I don’t get caught up worrying about missing something, hey I can always catch it on the next visit.
Sales calls – especially telephone sales calls – need the same attitude.
- Believe you’ll get them on the phone again.
- A typical sales conversation takes MULTIPLE phone conversations to gather all the details/information.
- Debrief after the call so you know what you missed and want to talk about next time.
2. don’t try to cram everything in
I guess this is an extension of #1, but it is a shade different.
I call it the “If It’s Tuesday, This Must Be Belgium” Syndrome (after the 1969 movie where a busload of travelers rushes through nine countries in 18 days).
Where in the rush to get IT ALL OUT you only scratch the surface and therefore… miss what is important.
Once in Edinburgh we spent an entire day at the National Museum of Scotland AND didn’t even see everything.
If we had worried about seeing everything in the museum… let alone in the city of Edinburgh I wouldn’t have seen the Midsummer Chronophage that was on display and it was really COOL.
Think back to the last sales call you made where you tried to cram everything you could maybe possibly do for someone in (… you got bored even reading that didn’t you – so did your prospect).
- Prospects only hear what is relevant to them RIGHT NOW – don’t waste your time OR theirs with anything else.
- If you ask more questions about what is going on with them, digging deeper, you will move forward more quickly than if you skim the surface.
3. don’t weep over little things that don’t work out
There was a particular tour that we were interested in taking on one vacation that unfortunately I couldn’t pull it together before we left.
Then when we arrived – they were all full up.
At that moment we had a lot of options: be sad, be mad… at each other… be disappointed… you get the idea.
On vacation – in life – in sales, we control our emotional responses. My three favorite quotes on the topic are:
“I am convinced that life is 10% what happens to me and 90% how I react to it.”
~ Charles Swindoll
“The difference between an adventure and an ordeal is attitude.”
~ Bob Bitchin
“No one can make you feel inferior without your consent.”
~ Eleanor Roosevelt
4. look for the extraordinary
On vacation people tend to be looking for the extraordinary. What wonderful things can you see and do – 100% present in the moment.
When you’re at work, I think we’re expecting; dull… routine… commonplace.
I truly believe, if you aren’t actively looking for the extraordinary, you will not see it.
Think of something you took notice of on your last vacation, it struck you enough to take a picture and share it with friends.
Now think about the people who live there – do you think they stop and look on their way to the grocery store? Work? To pick their kids up from school?
5. enjoyment is not predicated on weather
Lots of people in Ireland and Scotland apologized for the weather.
In fact my favorite quote from our taxi driver in Linlithgow Scotland was “If you see a tan Scotsman it’s because he’s started to rust.”
My reply was always… we didn’t come for the weather.
What conditions are YOU putting on your sales day that predicates enjoyment?
Stop looking to ONE thing to determine that something is a success. Instead I’d suggest you choose 3 – you have a much better chance of leaving feeling you’ve accomplished something that made your day worthwhile.
6. tired = cranky
This isn’t a shock is it?
I’ve known this for a long time: my ability to separate my emotions from a situation DRAMATICALLY decreases the more tired I am.
Getting off the transatlantic flight, then getting lost in Dublin on the way to the hotel (in the rain… while walking) was merely a great representation of that knowledge.
How about in your sales life, does tired = cranky?
- If you don’t get enough sleep does it affect your effectiveness? (say that 10 times fast)
- After particularly challenging sales calls do you feel drained?
- Have you figured out how to keep your emotions from running away with a call?
7. to make memories, it has to be memorable
It might sound a bit strange to make that statement.
The 3 guys dressed as monkeys in a Dublin bar were memorable enough to get my picture taken with – but I didn’t do that with 3 guys without monkey suits.
Our quotable taxi driver made me laugh; he wasn’t our only taxi driver but is a big part of my vacation memories.
There are two very different sales lessons here:
1st – are YOU memorable?
- Are there things you do that are unique, that people remember you for?
- What do your current customers tell you they think about you (have you even asked)?
- Is your phone demeanor one that sparks recognition when you tell someone who you are?
2nd – are you making memories?
- Do you pay attention and look for things that are extraordinary?
- Are you in the moment with your prospects (or are you thinking about what you’ll say next)?
- Are your call notes like vacation pictures that will spark your interest and memory when you read them?
There you have it –my 7 lessons from vacation that you can implement in your sales life.
Wish you were here,
Lynn
ps: know what you want out of every day not only on your vacation!
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