So many times when I discuss the issue of Caring About People with individuals or groups, many people think ‘what a basic fundamental’ and ‘how hard can it be.’ If you are feeling the same way, you couldn’t be more right. It is absolutely a simple process; however, very few people know how to accomplish it with sincerity, integrity and grace in their daily life. Caring About People is not just a business issue it is a life issue. You have to make a serious decision to modify your daily behavior.

The Three Components

Understand that all people are made up of three main components, mind, body, and soul. Whenever a person is lacking in anyone of these areas they inevitably will lack in every area of their life. You have to become a highly sophisticated question asker in your life. People who think they know how to ask questions can always get better and people who think they are good listeners can always improve. The art of questioning is completely reliant on the art of listening.

Observation

The first lesson of Caring About People is based simply on observation.

• Get a notebook to jot down observatory notes. You can utilize a personal computer to keep notes however, you need to be in a position to jot down notes throughout the day when you observe human behavior I am about to describe. (more…)

I have the ability to write this letter to you today because I live in a free country. Free to choose the path I lead. Free to love my country, my family, my freedom and my God. Free to speak on a platform of my choosing. Though destruction abounds my free world, I still stand free because of the thousands of brave patriots that have fought and will fight to keep this sovereign nation safe. Last week a horrible tragedy ripped through the United States causing carnage and worst of all loss of life. Today I call out to you requesting that you not bow down to the cowardly deed performed but yet you stand tall in defiance to this heinous act.
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Influential Personalities

The Influence seems to have fun and be popular. You may recognize him as their manners very friendly and it will be kinder to other personalities. Want to be friends with others. Rarely rebuke anyone. When you say something in anger that the other does not want to be remembered, because it happened in the past and really was not serious when he said it.

Influence does not like to go into details because that bores you. He enjoys working with others in a changing environment.
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4. Commit Time Each Day To New Prospecting Calls

The last eight years, but prior to these recent economic swings, has caused many sales professionals to be order takers and not salespeople. I’ve spoken to many organizations over the past few months and have learned the plague of order taking is rampant in many industries. If you are an order-taker and not a sales professional then you are ill equipped for these difficult economic times. How do you separate yourself from the competition? I don’t know too many salespeople who just love prospecting. As a matter of fact, it ranks near the bottom in a recent informal survey we performed. Sales professionals prefer talking to a qualified buyer than having to find one. If you feel this way, you must shift your outlook.
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When people hear or see the words Reverse Selling they immediately smile out of curiosity and say “That’s intriguing, what is it?” I usually respond with “Well, if you had to take a guess what would you think it is?” Then, they usually say with a smile “Maybe I’d suggest to a prospective client that they may not be interested in my product.”

That answer, as counter-intuitive as it may sound is only but a brief glimpse into the world of Reverse Selling. The Reverse Selling philosophy espouses the idea of not “chasing” prospective clients, because pursuance and enthusiasm creates pressure. which causes prospective clients to retreat. Instead, it advocates relief of sales pressure by awareness of activities that cause it.
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1.Revisit Current Customers’ Needs And Strengthen Relationships

When economies tighten. so do corporations fiscal spending. Tough economies cause organizations to tighten their buying and reevaluate what is truly important to their success. Companies look at necessary overhead and unnecessary expenditures. Revisiting current customers is vital if you are in a market with fierce competition. Your competitors, if they are also recession-proofing are certain to be at your customer’s front door attempting to offer something better than you. The first thing you must do is contact each of your customers and set a meeting either via the phone or in-person. Your goal is to review which of your products/services they are using. Assess how they are using the products/services to improve their business. If you have current methods that can help them get more out of your product/service share those ideas.
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One hundred years ago, invented the formula mnemonic AIDA (Attention – Interest – Desire – Action) to remember these steps and the fact that human nature has not changed, remains valid and useful.

To buy something we go through the same four states of mind or mental attitudes with respect to the offer. It is elementary logic know that to get to Action Want to buy something, they need the product or service. You do not want something which we have observed with interest nor cares about anything is possible if you have not captured our attention.
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I have been working with a variety of clients in recent months that are concerned about the current state of economic affairs. Sales professionals have complained to me for months how the difficult economy has adversely affected their sales. The majority of salespeople today have not encountered times of recession, since over half of the American sales force is under the age of 35. Even senior representatives that have lived through the recession of the late 1970s and early 1980s often fail to remember the important lessons gained during turbulent times.
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If you hate being rejected in sales, you’re not alone. Nine out of 10 sales professionals get
discouraged in the face of rejection. Rejection and the emotions that come with it are instilled within you from early childhood. You learn about rejection through your parents, family, friends, and outsiders. The negative emotions derived from rejection are many, all of which are predominately negative. So how do you minimize the effects of rejection in your sales career?

Fear of The Cold Call

Recently, I was working with Stazy, a sales professional, who was relatively successful in her career. However, she often was paralyzed when attempting to make cold calls because she hated being turned down. Unfortunately, in sales there is no easy way to make a good living if you don’t learn how to properly prospect. I asked Stazy what her biggest fear was when it comes to rejection. She explained she didn’t know if it was fear as much as it was anxiety about who was going to be on the other end of the phone, their
personality, job title, communication style, and ultimately if they were going to be rude. If you feel some of these same things, remember you’re in the majority.
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The DISC personality profile is a system designed by an American psychologist, Dr. William Moulton Marsden. Basically divides people into four “types” of different personalities that are dominant, Influence, Steadiness and Conscientiousness. Below is a fairly detailed description of the DISC profile.

General Theory

The DISC Profile is a personality analysis must be used to predict the behavior of individuals. When working alone or with others. It can help you put the right person in your company to work in an environment fit. However, the DISC is not infallible. It has its limitations. When it fails, it is because people never have a single personality. It is a combination of all four but in different proportions.
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