A newsletter designed to support our training participants with continuous development ideas and opportunities. 

What’s New with us:   

Wow! It’s Thanksgiving time already!  Somehow time does seem to fly by, hopefully we have been able to enjoy the seasons and look forward to the new seasons, despite its cold and snow. We have to remember that every dark cloud has that silver lining, we just have to look for it.  

Ever wished you could cause a positive change in someone else? Kelvin Daniels, our sales associate, and myself want to announce the Public Psychology of Persuasion Program to be held in Fargo on December 7-8, 8:30 to 5 at the Marriott in Moorhead . This two (2) day program will deal with communication and persuasion skills that apply to business, sales, politics, family and friends. Anyone in Business, Management, Sales, Parents or Friends can benefit from this skills development program. It is based on Dr. Kevin Hogan’s 20 years of research in communications and persuasion. You’ll understand Outcome Based Thinking, the 10 laws of persuasion, determining values, Meta programs and even some simple yet powerful tools. Space is limited on this program, investment is $495.00 

Contact Kelvin at kdaniels@itstartswithyou.net  cell phone 701-793-2003 or Harlan at Harlan@itstartswithyou.net cell phone 701-799-1972.   

A public Sales Program will be starting in Fargo , ND with January dates of the 23^rd-24th, Monday/Tuesday. This program is two (2) intense days with 24 hours of follow-up programs, or a total of 40 hours of training, coaching and application. Check out the Reverse Engineering Sales program for a detail look at this challenging and productive selling approach. We already have good group of companies signed on for this session! Click on “Reverse Engineered Sales” on the left column of this newsletter.  

Don’t forget to check out our web site! Some colors and layouts have changed and hopefully some video will be up by Thanksgiving. www.hgoergerassoc.com  or www.itstartswithyou.org  

We have several Corporate Programs scheduled for this Winter and Spring. If your company would like to see more performance we may very well be able to make it happen for you. Contact me at Harlan@itstartswithyou.net  

Selling Skills for the Month:  

In talking with several sales people, the concept of selling the “box” came up and it was indicated that it was still a challenge to not get the “box” in the way. This comes back to the basic idea that customers buy the results of a “box” not the “box” itself.  

Yet companies keep pushing the product knowledge at the sales team and call it “sales training” when it’s really “box” training.  

Some time ago I was with two small business owners on some R & R. We got talking about selling and the sales people that call on them. Now both companies had about 20 employees and 4-5 million in sales, which meant they had lots of services and supplies to buy.  

I asked them the following questions:  

“How many sales people ask you about your company goals?”            “None.” 

“How many sales people ask you how you got started?”                       “None.” 

“How many sales people determine your needs and wants before 

bringing out their product?”                                                                      “None.” 

“How many sales people bring you a solution before you thought  

of it?”                                                                                                           “Never.” 

“So what are your criteria for buying your supplies?”                             “Price.” 

“What if a sales person did ask you or did these things?”         “I’d buy from them!” 

“why?”   “Because they would understand my business better.” 

I wonder how your customers would answer the above questions about you and your competitors. The sales people calling on these two businesses were all “box” pushers. They had this “box” and it had to be sold, never mind if it was needed or how it would or could be used.  

Always get a good understanding of your customer, their situation, their goals and objectives and what problems or opportunities are important to them. That way you will provide solutions with your “box”, not just a “box”.  

Take a good review of the Discovery Step and Mastering Questions so you can keep the “box” out of your sales! 

Management Skills for the Month:  

In the past couple of letters we have discussed accountability and conflict as ways to build stronger working relationships. We recently had to take our own advice to deal with some internal issues.  

If you are familiar with the DISC personality profiles you’ll know that each letter represents type of personality and how they function, communicate and operate in most cases. Personally I am a DC type of personality, which means I look for results, tend to push and the C demands details and some order. Another associate is a very dominate I which means they are very outgoing, need positive interaction and no detail. Do you see this coming?  

We were going along great and then little things started to happen on both sides until one day we both butted heads. A couple of days went by and another associate called us together. We used the DISC as a talking tool and went though what caused the conflicts on each side. Once we both understood the other party and how we had unintentionally stepped on them, it was ok. We understood each other better and how to work with each other more effectively and on a different level. Then, we focused on the organizational goals and how each of us could supplement and support each other better.  

I share this story because every organization has its challenges. People will conflict no matter what you do. The key is how the conflict is handled. Can you turn those conflicts into building blocks or do they turn into block walls? Even the best of organizations will have and may need to have some level of conflict from time to time, it’s how we grow and improve!  

The first step in making conflict useful is to understand that it is a normal outgrowth of any relationship. Accepting the naturalness of conflict is the first step and then understanding how to grow from it is the next. We have to overcome our fear of conflict and understand what Admiral William Halsey meant when he said; “All problems become smaller if you don’t dodge them but confront them. Touch a thistle timidly, and it pricks you; grasp it boldly and its spines crumble.” 

Next time you or your coworkers are in conflict, grasp it boldly and you may be surprised how easily it crumbles.  

Food for the Attitude:  

Over the past several months this concept of “Fear” has come up so many times in conversations with business and professional people. I am not sure if it is just more awareness or an epidemic? For certain all of us have various levels of fear with us every day. So what do we do with it? 

Last month I mentioned questioning your fear until you could quantify it, be able to describe it in specific terms, and then plan how to overcome it. So how does one overcome it?  

Sometimes we need to take the words of Jesus Christ and “become as children again.” Recently on a family camping trip we took the grandkids to a 100 foot lookout tower. The kids were from 4 to 14 years of age and of course there was a bit of concern on walking up the steps to the top observatory. We had the one who seemed the most scared go second with grandma, the boldest first and I followed up with some others who just were not to sure.  

There was lots of positive reinforcement all the way up. A great deal of “we’re almost there”, “you’re doing just great” type of language. Everyone made it to the top and proceeded to go “WOW” at how high they were. How can a 4 year old react to being higher than the trees for the first time, other than in awe!  

Once more, on the way down the steep narrow steps, there was lots of reinforcement. The interesting thing is, once we were down, I asked who wanted to race back to the top and all of them wanted to go! What happened to the fear they had the first time?  

How do you suppose these children will respond to fear in the future? Do you suppose they will remember their lesson in a Minnesota State Park and face it, remembering how awesome the reward was?  

Could we do the same, by looking at the reward instead of the fear?  

Interesting Info for You:  

Ben Franklin’s 13virtues  

temperance 

Eat not to dullness; drink not to elevation. 

silence 

Speak not but what may benefit others or yourself; avoid trifling conversation. 

order 

Let all your things have their places; let each part of your business have its time. 

resolution 

Resolve to perform what you ought; perform without fail what you resolve. 

frugality 

Make no expense but to do good to others or yourself; i.e., waste nothing. 

industry 

Lose no time; be always employed in something useful; cut off all unnecessary actions. 

sincerity 

Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly. 

justice 

Wrong none by doing injuries, or omitting the benefits that are your duty. 

moderation 

Avoid extremes; forbear resenting injuries so much as you think they deserve. 

cleanliness 

Tolerate no uncleanliness in body, clothes, or habitation. 

tranquility 

Be not disturbed at trifles, or at accidents common or unavoidable. 

chastity 

Rarely use venery but for health or offspring, never to dullness, weakness, or the 

injury of your own or another’s peace or reputation. 

humility 

Imitate Jesus and Socrates. 

Till next month: You make it a great day as only you can!!! 

Harlan Goerger