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All posts by Hanju Lee

27Dec

The “F” Word

I don’t know what it was, but there was something very special about her. Maybe it’s the way she smells (like fresh summer flowers), or it was the warmth of her hug that made me feel so safe, or the way she caressed my hair. Maybe it was the way she would put both of her warm hands on my cheek, maybe it was the way she leaned in and kissed my nose. Maybe it was the sound of her voice or the way the smile never left her face. Maybe it was the way she would bring me goodies, and we would walk hand in hand everywhere we went. Maybe it was just ALL of it. I loved my grandma so much. She was everything to me growing up.

When I got older and moved to the US, I got to spend several weeks with her when she visited us from Korea. Those feelings of warmth I felt as a child about my grandma all came back to me. My dad drove all of us around to show her the vastness of the desert beauty of where we lived. She sat in the back seat of our mustang with me, holding hands, of course, and hummed a beautiful tune of something I wasn’t familiar with… all I remember was that she was at peace, she was happy, and she loved me so much. What I didn’t know was that she was suffering pain from the cancer which had spread throughout her body, and that this would be the last time I would see her.

We lived in a small apartment with thin walls, and I would be awakened in the middle of the night by a soft sobbing sound from my mom and dad’s bedroom. It was my mom. I could hear her cry, and she would often call out “umma” in her shaky voice, which means “mama” in Korean. She longed for her. I would lay there with my eyes open, staring at the ceiling, not knowing how to comfort my mom but just wishing that her sadness would subside and she would go to sleep soon. I missed her too, but something tells me that the way my mom loved her was beyond the depth of my comprehension.

We all have a different definition of what the “f” word “family” means to us. Some of us were fortunate enough to equate the word “family” to words like unconditional love, support, guidance, warmth, security… but for some of us, it can be a trigger word that can bring memories of deep pain and wounds… maybe even the other “f” word.

One of the artists I follow, Jackie Liu, stated this about her own childhood: “I always felt a void where family was supposed to be. For years I had no shoulders to cry on, no arms to carry me. Holidays, birthdays, and milestones ached with the absence of celebration. There were no Thanksgiving gatherings, no birthday dinners, no movie marathons, or board game nights. I needed care, nurturing, and safety. I couldn’t find it in my household, so I had to find it elsewhere. I had to forge the genealogy of my own.”

So, this begs the question. What’s the definition of family for you? Some say family is unconditional love (is this even humanly possible?). Some say family is that 3 am phone call. Some say family is foundationally their strongest relationships, family is comfort, family is trust, family is security. It doesn’t have to be biological, and it doesn’t have to be perfect; family is simply the people that you love and those that love you back.

I love my grandma. It’s been 40 years since I last saw her, but I remember her like it was yesterday. She defined what family is for me. Family is holding hands, driving through the vastness of the desert, humming a beautiful tune, at peace, happy, and in love.

Wishing you the best of the holidays surrounded by family. At peace, happy, and in love.

20Dec

It’s None of My Business

Have you heard of that thought-provoking question people often ask in a “get-to-know” group setting? “What would you do with your life if money wasn’t an issue?” It’s a fair question. It will definitely help you look deep within and even examine your current life status and purpose. This can often lead to asking yourself another question… “Why am I doing what I am doing?”

But, I have a better thought-provoking question for you. But first, a story.

I immigrated to the US when I was 10 years old with my mom, my dad, and my older sister. We were a happy family of 4. My dad is a dreamer and wanted something better for himself and for us. I remember vividly the excitement of this new life. I am also a dreamer, and I’ve always dreamt of experiencing America to the fullest—the richness, the endless opportunities, the gigantic malls, the beautifully developed communities… oh, and Disneyland. I couldn’t wait to go there.

Turns out, the transition to the whole new, unknown world isn’t as easy as it seems. And the dreams that were so visible weren’t as reachable as shown in the movies. In fact, looking back, that very transition became one of the toughest and most painful journeys I’ve experienced in my life. Not only as a kid experiencing rejection and being bullied for the first time at school, but lots were happening at home. There’s an unbearable amount of pressure and burden from my parents. Whether spoken or unspoken… or even sometimes screamed in my face, I soon realized that I carried the hope and the fulfillment of their “dreams” which rested on my tiny little shoulders. Was that even fair?

Looking back, these traumatic years re-shaped my core as a person. I learned to live my life on other people’s terms. They determined my identity. They determined my purpose. They determined my happiness. They determined how I should live my life. I didn’t want that to happen… it just did. What “they” thought of me mattered. It mattered so much.

I heard this quote about 10 years ago that made me think, and it goes like this…

“At 20, you care what everyone is thinking about you. At 40, you don’t give a damn what people are thinking about you. At 60, you realize no one is thinking about you.”

It’s kinda funny, isn’t it? I think there’s some truth to it. In fact, I think I am in the 2nd stage of life where I am learning to care less about what others think about me, and let me tell you, it’s been very freeing. Along the same thought, I heard this quote which I think is so profound and even more freeing in a way.

“What others think about you is none of your business.”

Whoa!!

Don’t get me wrong. This is not a license to be a complete jerk because you don’t care what others think about you anymore, but it’s a way to look deep within and be true to yourself and to rediscover yourself and to be confident in who you are.

So, here’s my second thought-provoking question that you’ve been waiting for. “What would you do with your life if you didn’t care what others thought about you?” If that’s hard to answer, let’s phrase it like this. “What would you do with your life if no matter what you did, others will think the best of you.”

We have work to do. We have our dreams to dream, goals to reach, people to love, purpose to fulfill, lives to live. We don’t have time to waste any of our precious energy being bullied by the naysayers or those critics of you. Because, you know what? What they think of me is none of my business. Carry on.

13Dec

Don’t Give Up, Find the Way!

As I approach an age where I inquire about a separate senior citizen menu at restaurants, I’m searching for heroes in my own age group. What’s the point of having audacious goals if they’re simply physically impossible? For instance, most PGA professionals on tour and the young whipper-snapper high school/college golfers are hitting the ball past 300 yards with swing speeds of 120+ mph. Meanwhile, mine is in the 90s, and I can only manage to drive 230 yards at most. My dream of hitting the ball past 300 yards is long gone. Poof! Gone. It’s never going to happen. It’s physically impossible.

Or is it?

If you’ve been following my series on “Inspiration,” do I have a story for you! In fact, I’ve shared this story many times, and I revisit this video every year. Also, the documentary just came out, and I’ve finished watching it. Something about it pumps me up and makes me say out loud, “I am going to find a way!”

Diana Nyad is an American long-distance swimmer. She gained international fame for her extraordinary achievements in open-water swimming. One of her most notable accomplishments came in 2013 when, at the age of 64 (yes, you heard that right), she became the first human to swim from Cuba to Florida without the aid of a shark cage. To this day, no one else has accomplished this feat.

Her journey to achieve this extraordinary feat was marked by determination and perseverance—no kidding. She attempted the swim multiple times throughout her career, facing challenges such as dangerous sea conditions, jellyfish stings, and extreme exhaustion.

Despite setbacks, she remained committed to her goal and finally succeeded by swimming approximately a 110-mile stretch in about 53 hours. Yes, you heard that right—53 straight hours of swimming in the open sea. Pure determination, pure will, and pure courage!

Her achievement at an age when many consider retiring and ordering from a discounted menu has made her an inspirational figure, showcasing the power of resilience and the human spirit. Diana Nyad’s life story is not only one of athletic triumph but also a testament to the idea that age should not be a barrier to pursuing one’s dreams.

She’s also an incredible communicator and speaker. She has now written a book and continues to inspire many through her words of wisdom. Here are some of my favorite quotes that she lives her life by:

“When you achieve your dreams, it’s not so much about what you get; it’s about who you’ve become in achieving them.” Diana emphasizes the value of the journey, independent of the ultimate outcome. The pursuit of a dream is meaningful in its own right, regardless of whether the final destination is reached. For her, it was extra sweet for reaching the ultimate outcome.

This quote particularly speaks to me: “You can chase your dreams at any age – you are never too old!” Amen to that.

And how about this last quote: “Never, ever give up. Find a way.” This resonates beyond the realm of sports and swimming. It’s a reminder that in the pursuit of anything, there will be hurdles. But the key is to remain resilient, resourceful, and persistent. We have to focus, be creative, and be determined until we find a way.

Let’s find a way.

Here’s a TED Talk she did after her incredible feat that I watch every year. I hope you take the time to watch, listen and be inspired.

06Dec

What I Learned From a Quote From an Avalanche Survivor

I grew up in Reno. When you want to travel to Lake Tahoe to witness the breathtaking views of the lake surrounded by snowcapped mountains during the summer or just simply want to take on the black diamond ski slopes during the winter, you fly into Reno. Tahoe is just hop-skip away to the wonders of Lake Tahoe and Reno is the closest city to have an international airport. In fact, as a kid growing up, we consider the ski slopes of Tahoe our own backyard. There’s a Junior Ski program that takes a bus full of kids every Saturday 30 minutes to the closest ski resort to get them started mastering the slopes early in their childhood. Our high school had a downhill ski team that competed against other schools in the county and some went on to become a professional skiers. All that to say, ski culture in Reno is second to none.

So, when I saw the trailer for this Feature Length Documentary called BURIED, based on the 1982 avalanche in Alpine Meadows (ski resort at Tahoe know for incredible summit-to-base groomed grails and panoramic views of Lake Tahoe and the peaks of the Sierra Nevada), I was intrigued and just had to watch it. Here it is…

In 1982, a massive avalanche had crashed into the base area of the ski resort after a four-day storm which had dumped close to eight feet of snow along with 100 mile per hour winds. The resort was closed but a few employees remained at the headquarters. And at 3:45 pm a tidal wave of snow came down and destroyed the building and buried the parking lot killing seven innocent lives. Here’s a crazy part of this story (warning: spoiler alert), one woman named Anna Conrad was found alive after being buried in the snow for a total of five days. She was located by a trained search dog, a German Shepard named Bridget. It took total of 117 hours for her to be found. It was a miracle beyond miracle that she was alive. She had been trapped in the second floor of a three-story ski lift building. She crawled into a space between all debris and a bench, surviving on melted snow.

When asked later while she was waiting to be rescued for 5 days if she ever gave up hope. “No.” She said. “I knew they would come” She never lost hope.

After this traumatic experience, the recovery back to the norm obviously wasn’t easy for her. She was dealing with the loss of her friends and the loss of the love of her life. At the same time, she was also trying to overcome survivor’s guilt of asking why. On top of that, the tough news she was told was that she would have to have her right leg amputated.

As devastating as that new way, this is how she responded. “What happened to me was a fantastic miracle, I can’t believe that I made it. It’s like so many miracles occurred all at once to save me, it’s just…it’s overwhelming. Learning about my leg amputation was very hard at first, but I decided there was no use being depressed, I was going to have to live with it so I might as well accept it.”

In the spirit of our new series “Inspiration”, I wanted to share this incredible survival story of Anna with you. I walked away from this documentary being reminded once again the fragility of life. And beyond that, I was inspired by her never giving up hope through one of the most hopeless circumstances. But most of all, I am inspired by her attitude of gratefulness and putting it all into perspective in the midst of her own painful journey. Her courage to accept, her courage to hope and her courage to live is inspiring. Are you inspired? My question now is how will this change and impact me? How will I learn to accept the things that doesn’t show up in my favor and how will I continue to see the hope and be grateful no matter what the circumstance I am facing? I would love to hear your thoughts.

29Nov

Quotes that Changed Everything

Have you ever heard someone say, “…and what he/she said totally changed my life!” I wish I could gather up these life-changing phrases and the context they were spoken in and write a book. I would call it “Quotes that Changed Everything.” I don’t know about you, but I am always looking for inspiration. My daughter said the other day that we should all stop waiting and seeking inspiration to do something and just start doing it. Whoa!! That really inspired me. It’s kind of funny that her saying not to look for inspiration inspired me. Ha!
There were many moments throughout my life when I became moved or inspired by something. So, I thought, why not share some of these stories and ideas since we are heading into the holidays and the end of the year? Let’s call this series “Inspiration.”
But first, why do we need to be inspired? I truly believe, for me, it serves as a powerful force that drives my creativity and motivation, which eventually helps me grow. I guess you can say motivation is essential for my own personal development.
Let’s rewind 20+ years to when my own entrepreneurial journey started. I watched a movie called “About Schmidt.” Have you seen it? It’s about a fictitious character named Warren Schmidt, played by Jack Nicholson. He’s minutes away from retirement from an actuary with a life insurance company, and his life’s work is piled beside him in boxes in his office labeled “Schmidt archives.” He’s staring at the clock waiting for it to hit 5:00 pm so he can officially retire and go home. You can sense that he has been bound by conformity and a lifeless day-to-day routine that brings him no joy or satisfaction. He missed out on forming deep relationships with his family, and his hope of a blissful retirement plan goes awry when his wife of 42 years passes away suddenly. Warning: this is not a hopeful film; it’s heartbreaking and a serious look at a person who can’t escape the fact his life is meaningless. Are you inspired yet? Hahaha!
There are two quotes that hit home for me in this movie that inspired me to make a personal change.
Quote 1:
Warren Schmidt: “Relatively soon, I will die. Maybe in 20 years, maybe tomorrow, it doesn’t matter. Once I am dead and everyone who knew me dies too, it will be as though I never existed. What difference has my life made to anyone? None that I can think of. None at all.”
Quote 2:
Warren Schmidt: “I know we’re all pretty small in the big scheme of things, and I suppose the most you can hope for is to make some kind of difference, but what kind of difference have I made? What in the world is better because of me?”
In some way, I identified with Warren Schmidt at that time. And these quotes forced me to look at my future differently. I wanted something more. I want my life to matter, and I want to make a difference in someone because I existed.
I know these inspirational quotes alone are not always enough…for me, it needed to be coupled with action and perseverance. But it definitely helped me to take the next steps toward my growth. I think taking consistent steps toward the inspired vision can gradually reshape the direction of one’s life. Additionally, the journey of change may involve challenges and setbacks, but the inspiration that initiated the process can serve as a source of resilience and motivation to stay the course.
So, to all those dreamers out there, what’s your dream? What motivates you? What inspires you? How will you get there? Let’s journey together and share our stories along the way.
22Nov

These are Great Sales Hacks, but Know This First

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Have you ever searched for “sales tips and hacks” on Google or TikTok? If not, you should—it’s a treasure trove of valuable insights into what’s working, what’s trending, and what’s not working in the world of sales. For example:

  • A powerful tip to guide people in choosing the right product is using these four magical words: “Most people chose this…” People naturally desire what others want.
  • Another effective strategy is to focus on helping rather than selling. Stop pushing products and start building trust; sales will follow.
  • Another sales hack is before revealing the price, prepare your potential customer by saying, “It’s really expensive.” This approach either aligns their expectations with the cost or makes the actual price seem more reasonable.
  • Or how about this one? Bake cookies resembling feet, leave them with your business card, and say, “I don’t want to bug you; I just want to get my foot in the door.” It’s a memorable touch that ensures they won’t forget you.
While these examples offer creative and sometimes corny approaches to sales, they may only be effective during specific phases of the selling process.

Knowing which product is popular won’t matter if customers haven’t heard of your company, and discussing pricing is irrelevant if they don’t understand how your product solves their problem.

So, let’s define the 3 different phases of the customer’s purchasing process.

Phase 1 – Awareness: This is the initial stage where the customer becomes aware of your product or service. At this stage, your goal is to attract attention and generate interest.

Phase 2 – Consideration: In this phase, the potential customer has shown interest and is considering your product or service. Your goal is to nurture leads and provide more detailed information to help them make an informed decision.

Phase 3 – Decision: This is the stage where the potential customer is ready to make a decision and convert into a customer. Your focus here is to provide the final push.

These three phases represent a general framework, and the specifics may vary depending on the nature of the business and the industry. This is a helpful concept for businesses to understand the customer journey and tailor their sales efforts accordingly.

So, here are some more specific tips and hacks depending on which phase your potential customer is in. In fact, let’s even get more specific. Let’s set an example of what you can do if you are running a dental practice:

Phase 1 – Awareness:

  • Content Creation: The dental practice creates blog posts, social media content, and videos on general oral health, common dental issues, and tips for maintaining a healthy smile. This content is designed to reach a broad audience and attract people who may not be actively seeking dental services but are interested in oral health.
  • Social Media Presence: The dental practice maintains an active presence on platforms like Instagram and Facebook, sharing engaging content such as infographics on oral hygiene, fun facts about dental care, and encouraging followers to ask questions about their oral health.
Phase 2 – Consideration:

  • Email Campaigns: The dental practice collects email addresses through a newsletter signup on their website. They send out newsletters with more in-depth content, such as articles on the benefits of preventive dental care, the importance of regular check-ups, and information about different dental treatments.
  • Webinars: The practice hosts webinars on specific dental topics, like “Understanding the Importance of Dental Cleanings” or “Options for Teeth Whitening.” These webinars provide valuable information to those considering various dental procedures.
  • Lead Scoring: The practice uses online forms or surveys to gauge the level of interest of potential patients. For example, someone who downloads an in-depth guide on dental implants might score higher as they are likely in the consideration stage for a specific procedure.
Phase 3 – Decision:

  • Personalized Consultations: Once a potential patient has expressed interest, the dental practice offers free consultations. During these consultations, the dentist addresses the individual’s specific dental concerns, discusses treatment options, and provides personalized recommendations.
  • Patient Testimonials: The practice showcases video testimonials or written reviews from satisfied patients who have undergone successful treatments. This helps build trust and confidence in the decision-making process for potential patients.
  • Limited-Time Offers: To encourage decision-making, the dental practice might offer limited-time promotions, such as discounts on certain procedures or special packages for comprehensive dental care.
By strategically addressing each stage of the sales funnel, the dental practice can attract new patients, nurture their interest, and ultimately guide them toward making informed decisions about their oral health.

I’m curious about your strategies—what’s working for you, and what have you tried that isn’t working? Let’s learn together in our “Sales” series. I hope you find this information valuable in your entrepreneurial journey.
15Nov

Why You Should Care About the Difference Between Sales and Marketing…

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If you are like me, you lived most of your life NOT thinking about correcting someone who lumps marketing and sales into the same sentence. Mostly because you are not 100% sure what the differences are. I mean…ultimately, they seem to serve the same purpose, right? Sales and marketing both aim to increase revenue and customer acquisition for your business. Sure. So then, it would make total sense for a small business to combine it all together into one job, right? I understand that big corporations can afford to have it separated, with one manager overseeing sales and another managing marketing. But for us little guys, we can just combine it all. Right?

Nope! Well, why not? Great question, I think the best way to answer is to first clearly define each role and purpose. So, here we go.

Marketing:
  • Role: Marketing is responsible for creating awareness and demand for a company’s products or services. It involves generating interest and inquiries from potential customers.
  • Purpose: The primary purpose of marketing is to build and maintain the brand, attract and nurture leads, and provide the sales team with a pool of potential customers. Marketing focuses on creating a positive image of the company and its offerings in the marketplace.
Sales: 
  • Role: Sales is responsible for directly engaging with potential customers to convert them into paying customers. Salespeople work on closing deals and managing the transactional aspects of the sale.
  • Purpose: The primary purpose of sales is to turn interested prospects into actual customers. Sales focuses on understanding the specific needs and preferences of individual customers and guiding them through the purchase process. It involves building relationships, addressing objections, and finalizing the sale.
In summary, marketing is about creating awareness, generating interest, and attracting potential customers to the business, while sales are about direct interaction with customers to close deals and facilitate the purchase process. Marketing lays the groundwork by creating opportunities and leads, and sales capitalizes on those opportunities to convert prospects into customers. Both functions are essential and, when properly aligned and coordinated, contribute to the overall success of a business.

So, to summarize the summary, Marketing is about creating awareness and interest in a product or service, while sales are about turning that interest into actual purchases through direct customer interactions.
 
So, to summarize the summary of the summary. Marketing creates leads, and Sales turns leads into customers.

So, why can’t we still just combine the two departments together? Usually, it’s because it takes two completely different skill sets.

Marketing Skill Sets:
  • Creativity: Marketers often need to come up with creative and engaging campaigns, designs, and content to capture the audience’s attention.
  • Content Creation: Writing, design, and multimedia skills are essential for creating compelling content, such as blog posts, videos, social media posts, and advertisements.
  • Data Analysis: Analytical skills are crucial for understanding customer behavior, tracking the performance of marketing campaigns, and making data-driven decisions.
  • Market Research: Conducting research to understand the target audience, market trends, and competitors is essential for effective marketing.
  • Digital Marketing: Proficiency in various digital marketing channels, including SEO, social media, email marketing, and pay-per-click advertising, is often required.
  • Branding: Developing and maintaining a consistent and appealing brand image is a fundamental marketing skill.
  • Communication: Effective communication, both written and verbal, is necessary for conveying marketing messages and collaborating with the team.
Sales Skill Sets:
  • Interpersonal Skills: Salespeople need to build rapport, establish trust, and effectively communicate with potential customers.
  • Negotiation: Negotiation skills are vital for reaching mutually beneficial agreements and closing deals.
  • Product Knowledge: A deep understanding of the product or service being sold is necessary to answer questions and address customer concerns.
  • Objection Handling: The ability to handle customer objections and concerns in a persuasive and reassuring manner is critical.
  • Closing Skills: Sales professionals must know how to ask for the sale and guide customers through the purchasing process.
  • Time Management: Effective time management is crucial to prioritize leads and focus on high-value opportunities.
  • Resilience: Sales can be challenging, so resilience and the ability to handle rejection are important qualities.
  • Relationship Building: Building and maintaining long-term relationships with customers is key to repeat business and referrals.
While there is some overlap in skills, these skill sets reflect the distinct demands of marketing and sales roles. 

Marketing relies more on creativity, content creation, and data analysis, while sales emphasizes interpersonal skills, negotiation, and the ability to guide customers through the buying process. Successful marketing and sales teams often complement each other, working together to achieve a common goal.

So…what do we do now? I think knowledge is key. Once you know the important aspects of each role, the skillsets required for success for each role, and the main purpose of each role, you are way ahead of the rest. Just knowing will help you make the right decisions on how your department is run and who gets to run it.

Also, if you are a solopreneur and you are doing it all yourself, I believe it can still help guide you to compartmentalize your efforts and processes into 2 separate entities that operate independently but also can work together to grow your business.

I hope you can find this distinction helpful and next time someone tries to lump the two together, you can tell them…”nope, not today”, and share these thoughts with them. If they seemed shocked and confused and ask where you found out all this information, tell them you got it from Hanju at BOS Media Group. Hahaha!! Have a great week everyone!
08Nov

How to Sell Outside of the Box

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My car-buying experience has never been a good one. Maybe it’s because I’ve experienced it with my dad most of my life. He loves to bargain and he’s a tough cookie. I mean, to an extreme… almost illegally tough. By the time we sign the contract to purchase, the salesperson is usually exhausted and borderline ready to quit his job altogether. My dad puts them through the wringer and spits them out. His secret of getting the best deals? Be okay to walk away. Never get emotionally attached to anything. He doesn’t care what color interior it has, or that it’s the last one in stock, or the new leather smells just so so good. It doesn’t phase him one bit.

Me? I am all heart when I purchase anything. If I find something I love, I am like…”here, please…take my money” Want more? Sure! How much more? That’s it? Here, take more!” I am my dad’s worst nightmare.

Do you know who else is a tough cookie negotiator? Yup, you guessed it. I am married to one. How do you think she got me to marry her? Hahahah! That’s why, when I need to go car shopping, I take my her along with me. And I mentally prepare myself for a long battle. I try not to emotionally fall in love with the perfectly and seamlessly designed and engineered 20″ wheels…or the smell of the new leather. I just try to disconnect myself emotionally and just watch my negotiator do all the work to get the best deal for the best value. So exhausting for me.

But why is car buying so stressful? Why are car salespeople not trustworthy? Why and who created this system the way it is and why can’t we do something better? The answer? Yes, we can do something better, and Yes we have something better.

The new normal of car purchase is becoming the way many dealers are embracing the shift to online and in-house showroom type of seamless buying experience. No more haggling, no more confusion, no more untrustworthy sales team but something that puts high value on customer service and unique one-on-one experience. Here’s a real-life example.

We walked into a beautifully designed showroom where they had 2 models being displayed. A young, cool, hip, and friendly team member came over with a smile and asked if we had an appointment. I said no. “No worries she said, I have a slot open for you in 5 minutes with one of our best sales staff, grab a seat and he’ll be with you in a minute”. Quickly, their dedicated sales staff came over and asks us a few questions and see if we wanted to test drive. We said yes and the car pulled up to the front, he sat with us to go over all the controls and features of the car. He gave us the key and asked us to bring the car back in about 20 minutes or so and he went back inside.

After a nice 20-minute, private test drive with just me and my negotiator, we got back to the dealership where he welcomed us back. We sat in front of the computer with him, clicked over different options, and printed out the specs and the cost. He told us how many they had in stock and when we could have it if we wanted it. We said we’ll think about it and he said thanks for coming in and to reach out if we have any questions. Wait, what? He didn’t beg us to stay or make us wait so he could talk to his manager or ask us “Would you make this purchase today if we can lower our price down to (fill in the blank)?

They have single-handedly revolutionized the new way of purchasing a car.

I wanted to share this experience with you as we are in our “Sales” series to prove that thinking out of the box can not only solve a problem but propel your business into a whole new atmosphere of greatness. How are you selling your products? How is the customer’s experience? What are some of the ways that can help you revolutionize your own industry in selling?

Whatever it is, big or small, I would love to hear from you what your current challenges are and what your ideas are to change it. This is how we can stand out. This is how we can refocus our energy back on our customers, this is how we can usher our customers into their amazing buying experience. Sales can be everything for your business, so let’s start thinking out of the box.
01Nov

You are Just Not Interesting…

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If you are in sales, or if you ever tried to sell anything, have you ever had the prospect say…”I am not interested.”? So, how do you overcome this objection? Well, you don’t. Because “I am not interested” is not an objection. It’s the truth. You are just not interesting. Sorry.

Someone came up to me the other day and wanted me to sign a petition. I said, no thank you and he seemed very confused. He had this look like why wouldn’t you take 5 seconds to sign my obvious “this will change the world for good” petition? Well, I don’t know anything about this petition. I haven’t done the research yet. I haven’t studied the opposing side and even had any time to ponder and think about it. I don’t even know you. Maybe you have another agenda…how do I know? And therefore, why would I sign? So…no….I am NOT interested. And yes, you definitely are NOT interesting and you gave me no reason to sign.

So, how do you make yourself interesting to someone who could potentially buy from you?

You need to shine a light on a meaningfully different idea related to a problem your prospect might not know about. What does that mean? It means, first identifying their problem, then solving it in a way that they’ve never heard of. Surprise them. Educate them. They will become interested. Here’s a perfect, real-life example…

Okay, pretend that you own a small coffee shop chain. You have 5 stores in the area and you want every cup of coffee from each store to taste exactly the same since that’s your signature roast and brew. You also understand that 98% of coffee is water so you must have an amazing water filtration system. So, you’ve been shopping for one and you finally run into an expert filtration salesperson…me.

Let’s pretend that I am a Reverse Osmosis Water Filtration Salesperson. I would start the pitch by saying something like, “Did you know that the reverse osmosis water filtering system takes all the impurities out of the water?  Sounds great, right? Well, not really because when all the impurities are taken out of the water, the water is simply too pure to brew coffee with, all the flavors are in the minerals, and the RO system purified it, so…your coffee is going to taste terrible. This expensive RO system I am trying to sell you is basically useless.”

Are you sold yet? Hahaha.

Then I would say, “But guess what? Our system analyses your raw water impurities at each store location and we are able to mix the ratio of the raw water vs the purified water to make a perfect cup of coffee. And because we are able to control the ratio, each store will have the exact same tasting water regardless of what city or what type of water the store is getting.”

Now, are you sold yet?

I just solved your problem by shining a light on a meaningfully different idea related to a problem you didn’t know about. Before you met me, RO filtration was out of the question, but I came up with a different idea to solve the inconsistent-tasting coffee you were having at each of your store locations. Did I identify your problem? Yes! Did I solve it in a way you’ve never heard of before? Yes! Did I surprise you? Yes! Did I educate you? Yes!

So, am I interesting? Oh my yes!

When people say “I am NOT a salesperson”, I think what they are really saying is “I am NOT comfortable selling.” The ability to sell is not something you’re born with. In fact, what selling really is: exposing a problem to a prospect and swapping it out with a new possibility. Selling is easy. Selling is fun. Selling is life. It’s helping bring a change to someone else’s life, and getting paid doing it. What’s not fun about that? What’s not interesting about that?
25Oct

Omg, You are so Good at Sales!

Posted bySalesNo Comments
My friend looked down at my feet. I guess something caught her eye. My shoelace was loose. With a concerned look on her face and with her soft, caring voice she said, “Hey, your shoelace is untied.” To which I replied, “Yeah, I know, I understand your worry and I appreciate it but did you know that the whole tripping over your shoelace thing is a myth?” She looked confused, so I continued. “The chances of your loose shoelace getting caught underneath your moving feet and causing it to break your walking/running rhythm to force a fall is minuscule. Less than .000001%. It’s not even worth worrying about. Let me show you.” I began to run around crazy with my shoelace untied.

I finally came to a stop, and trying to catch my breath, I looked over at her and said, “see, I didn’t trip”. She laughed. And jokingly said to me, “Hmm, you should be in sales.” And I thought to myself…”Yeah, maybe I should”.

Isn’t it interesting that the most misunderstood idea of selling is that it’s primarily about convincing people to buy something they don’t want or need? The more convincing you are, and more pushy you are, the better you are at sales. Right? WRONG!

What, then, makes a good salesperson? In reality, an effective salesperson is someone who takes the time to understand the customer’s needs, exercises patience in building a trustworthy relationship, and possesses the intuition to provide solutions that genuinely benefit them. It’s more about helping than convincing.

But most of all, the most significant characteristic of a great salesperson is empathy. Empathy enables us to comprehend, relate to, and genuinely care about the customers’ needs and concerns.

So, is empathy something you can develop and learn? Yes, empathy can be learned and developed. Empathy is the ability to understand and share the feelings of another person. It involves recognizing and being sensitive to the emotions, thoughts, and perspectives of others. How? One way is to actively listen, and pay close attention to what people are saying. Ask open-ended questions to encourage them to express their thoughts and feelings. Avoid interrupting or immediately offering solutions.

In order to help guide the development phase of empathy, I came up with some questions you can ask your potential client that can help you better understand their needs and guide them toward a purchase.

  • What challenges or goals are you currently facing in your [industry/area]?
  • How do you envision our product/service helping you with these challenges/goals?
  • Have you used similar products/services before? What did you like or dislike about them?
  • Who will be involved in the decision-making process for this purchase?
  • What is your budget or price range for this solution?
  • Are there any specific features or benefits that are most important to you?
  • What is your timeline for implementing a solution like this?
  • Can you share any concerns or objections you might have about moving forward with this purchase?
  • How do you measure success in your [industry/area]?
  • Are there any other stakeholders or departments we should involve in this discussion?
  • What would be the ideal outcome or result for you after implementing our product/service?
And while they are answering some of these questions, keep these points in mind.

  • Active Listening: Pay close attention to what people are saying. Ask open-ended questions to encourage them to express their thoughts and feelings. Avoid interrupting or immediately offering solutions.
  • Put Yourself in Their Shoes: Try to imagine how the other person might be feeling and what they might be thinking in a given situation. This can help you better understand their perspective.
  • Practice Perspective-Taking: Actively work on understanding different viewpoints, even if you don’t agree with them. This can help you become more open-minded and empathetic.
  • Observe and Learn from Others: Pay attention to people who are naturally empathetic. What do they do differently? You can learn from their behaviors and attitudes.
  • Practice Compassion: Engage in acts of kindness and support for others. Volunteer or help friends and family when they are in need. This can enhance your ability to empathize.
  • Self-Reflection: Take time to reflect on your own emotions and experiences. The more you understand yourself, the better you can relate to the experiences of others.

It’s important to note that empathy is a skill that can be improved over time, but it may not come naturally to everyone. The key is to be open to learning and practicing empathy in your interactions with others.

I truly believe customizing your questions and approach to each client is key to successful sales…and I also believe that being a good salesperson means being a good human. We can all use more empathy…in business and in life.

Looking forward to digging deeper into our “Sales” series. Stay tuned for more next week.

Oh, one more thing, I started running around again without tying my shoe. And I tripped. True story.

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