So we have to move on, but it is hard. When everything you worked for is gone, well that's a hard thing. My daughter was deeply effected by this tragedy. We knew it, but really no one has ever been through that, at least that we knew. So we keep on pushing, doing what we do, going to work, spending way too much time there and probably not realizing what a little girl just went through. Of course I was like, well we get an inventory together and we get everything replaced, and then it will be all better. Well that's not what happened. my daughter was becoming increasingly agitated and guess why? You got it she was having terrible nightmares about people breaking in and taking everything including mom and dad. So we found a child psychologist by now, and all she did was twist the psych doctor around and manipulate her. Now, this isn't uncommon for kids but this particular therapist was a joke! We ended up having to answer some absolutely bizarre questions and off we went. Knowing that our daughter was probably never going to be the same. Life's bs coming at you 110 miles an hour.
So back to work on Monday, and again the complaints start right away, but you have to know who you are dealing with, a failing sales guy will make up any excuse he can find, why he didn't or couldn't make the sale. Here is the key!! A real sales guy will make the sale and then try to justify his thinking to management after he signed someone up! Give me that guy 99.9% of the time, at least he or she is focused on the task at hand. You see too many people get caught up in the procrastination. That is where you fail. As long as there is always a plan B, especially in sales you will succeed. Unfortunately, most of the people we had were selling only on price! Bad plan to begin with! You have to sell on trust, I will be there whenever you need me, you have to sell on customer service, we will be there no matter what the problem and we will fix it! And you have to sell on value, not price value!!! Nobody got it. You aren't just buying a commodity unless you are Dunkin Donuts and you have infrastructure to handle all the things that come up. No you have to give the owner operator or two or three site operator a complete solution and prove it. NoW i know that is hard but we aren't selling software or storage solutions, we are guaranteeing, our customers will have no down time and deliver a product that their customers have come to expect. It was almost impossible to get this across to them, but it finally started to slowly. While my family was falling apart, in a lot of ways, I really never thought about it during the day. Call that focused, but now I call it a mistake! There is no substitute for experience!! Trust me. None.
So back to work on Monday, and again the complaints start right away, but you have to know who you are dealing with, a failing sales guy will make up any excuse he can find, why he didn't or couldn't make the sale. Here is the key!! A real sales guy will make the sale and then try to justify his thinking to management after he signed someone up! Give me that guy 99.9% of the time, at least he or she is focused on the task at hand. You see too many people get caught up in the procrastination. That is where you fail. As long as there is always a plan B, especially in sales you will succeed. Unfortunately, most of the people we had were selling only on price! Bad plan to begin with! You have to sell on trust, I will be there whenever you need me, you have to sell on customer service, we will be there no matter what the problem and we will fix it! And you have to sell on value, not price value!!! Nobody got it. You aren't just buying a commodity unless you are Dunkin Donuts and you have infrastructure to handle all the things that come up. No you have to give the owner operator or two or three site operator a complete solution and prove it. NoW i know that is hard but we aren't selling software or storage solutions, we are guaranteeing, our customers will have no down time and deliver a product that their customers have come to expect. It was almost impossible to get this across to them, but it finally started to slowly. While my family was falling apart, in a lot of ways, I really never thought about it during the day. Call that focused, but now I call it a mistake! There is no substitute for experience!! Trust me. None.
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