Why? is a 3-Part Question.

a quote by Robert Heinzinger

Bob is the president of Trimac Industrial Systems, LLC

Bob was one of my customers in a previous life.  He was the president of General Heating and Cooling in N. Kansas City. That company was a distributor of Carrier Air Conditioning products.   Our distribution software company served his main store along with several branch locations.   Their Inventory was in the multiple 1000’s of items.  At any one time they had to keep up with ½ elbows and a $1,500.00 condensing unit, on the same order.

This was at a time when there was no, 4^th Generation Relational Data Base products.  Each new report or program had to be chiseled out by a COBOL Systems designer and then passed off to a COBOL programmer.   By the time the report was completed, few could remember why it was created in the first place.   Today there are many technological tools that can be used to help a distributor.  Back then the best technology was still a strong management team.  (I am not sure that that has changed that much.)

I always liked to go to a meeting at General Heating.  Everyone there had been involved with the installation from the first day that the software arrived.  They never lost track of how much easier it was to run the company with software that was designed for an HVAC distributor.  Over the 10 years that I worked with Bob, I was able to see him in action when it came to running a very complex network of customers, vendors, and branches.  

One of the first lessons that I received from him, was how he maintained control of his inventory.  While our software kept track of the Min’s and Max’s it took a strong hand and mind to keep everyone in the warehouse focused on good inventory management.   Our software created a receiving document for incoming products and a pick ticket for the warehouse to pick the orders for shipping.  Bob had a rule, “If you have a product in your hand, you need either a receiving document to put it away or a picking document to pick it for shipping.”  Without either, the chances of you maintaining your warehouse job was at best, low.

Bob knew that to keep his warehouse focused on his inventory that he needed more than a fear factor, so he stressed to his managers this rule of management:

“Employees Respect What Management Inspects.”

Because of this rule he seldom had to fall back on rule #1.  Both Bob and his management team were an integral part of the everyday operation.  They maintained a constant vigil in the warehouse.  They took the time to inspect the receiver and pick ticket process.  As a result of this vigilance, his employees knew that they had to use the tools the system gave them, to do their job.  

Today Bob and I no longer have a vendor and customer relationship. Today we are old friends.  We occasionally find time to meet for breakfast and I send him my new marketing material to get his reaction.  He is very quick to give me a pass or a no pass on my material.  Our sporadic phone calls give us some time to listen to each other’s sales stories and grab any small sales nuggets that we can use in our presentations.  Yesterday’ conversation gave me this new sales tip. 

So often, in sales, we are faced with an owner or strong manager who has to have that ONE THING from your product or service.  I believe it is “Murphy’s Law” that says that no matter what your product or service will never do that ONE THING.  The reality is that if you do not resolve this issue then no one will listen to all of the great things that your product or service can do.  

Bob recommends using the 3 part Why Question, as the best offense:

1.      Why do you do that process the way that you do?

a.      On alternating Tuesdays we do this that and such and so…

2.      Why do you do that process the way that you do on those Tuesdays

a.      An old customer had to have the …..

3.      Why do you do that process for the rest of your customers, the rest of the week

a.      You know I really am not sure why it is all that necessary…

Each of us can put in our own process question and an “a” based on our products and customer.  The point:  Use as many WHY QUESTIONS as necessary to resolve or clarify the issue.

Mel Carney 

8 Qualities of Remarkable Employees

Great employees are reliable, dependable, proactive, diligent, great leaders and great followers... they possess a wide range of easily-defined—but hard to find—qualities. A few hit the next level. Some employees are remarkable, possessing qualities that may not appear on performance appraisals but nonetheless make a major impact on performance.

Here are eight qualities of remarkable employees:

1. They ignore job descriptions. The smaller the company, the more important it is that employees can think on their feet, adapt quickly to shifting priorities, and do whatever it takes, regardless of role or position, to get things done. When a key customer's project is in jeopardy, remarkable employees know without being told there's a problem and jump in without being asked—even if it's not their job.

2. They’re eccentric... The best employees are often a little different: quirky, sometimes irreverent, even delighted to be unusual. They seem slightly odd, but in a really good way. Unusual personalities shake things up, make work more fun, and transform a plain-vanilla group into a team with flair and flavor. People who aren't afraid to be different naturally stretch boundaries and challenge the status quo, and they often come up with the best ideas.

3. But they know when to dial it back. An unusual personality is a lot of fun... until it isn't. When a major challenge pops up or a situation gets stressful, the best employees stop expressing their individuality and fit seamlessly into the team. Remarkable employees know when to play and when to be serious; when to be irreverent and when to conform; and when to challenge and when to back off. It’s a tough balance to strike, but a rare few can walk that fine line with ease.

4. They publicly praise... Praise from a boss feels good. Praise from a peer feels awesome, especially when you look up to that person. Remarkable employees recognize the contributions of others, especially in group settings where the impact of their words is even greater.

5. And they privately complain. We all want employees to bring issues forward, but some problems are better handled in private. Great employees often get more latitude to bring up controversial subjects in a group setting because their performance allows greater freedom. Remarkable employees come to you before or after a meeting to discuss a sensitive issue, knowing that bringing it up in a group setting could set off a firestorm.

6. They speak when others won’t. Some employees are hesitant to speak up in meetings. Some are even hesitant to speak up privately. An employee once asked me a question about potential layoffs. After the meeting I said to him, “Why did you ask about that? You already know what's going on.” He said, “I do, but a lot of other people don't, and they're afraid to ask. I thought it would help if they heard the answer from you.” Remarkable employees have an innate feel for the issues and concerns of those around them, and step up to ask questions or raise important issues when others hesitate.

7. They like to prove doubters wrong. Self-motivation often springs from a desire to show that doubters are wrong. The kid without a college degree or the woman who was told she didn't have leadership potential often possess a burning desire to prove other people wrong. Education, intelligence, talent, and skill are important, but drive is critical. Remarkable employees are driven by something deeper and more personal than just the desire to do a good job.

7.1 One of the traits that I have seen in outstanding employees and people is that they want to lift you up and help you to be a better person, sales rep, parent, whatever. I believe that the Sales Professional Organization is filled with remarkable people who are there for each of us. - Mel

8. They’re always fiddling. Some people are rarely satisfied (I mean that in a good way) and are constantly tinkering with something: Reworking a timeline, adjusting a process, tweaking a workflow.

Great employees follow processes. Remarkable employees find ways to make those processes even better, not only because they are expected to… but because they just can't help it.

Author: Jeff Haden learned much of what he knows about business and technology as he worked his way up in the manufacturing industry. Everything else he picks up from ghostwriting books for some of the smartest leaders he knows in business.

March Breakfast Speaker: Paula Switzer

When you're on the road, start thinking about content for the 3rd Friday March Breakfast that Paula Switzer will be leading titled,

"Words of Wisdom from Road Warriors"

Paula asks that we come prepared to discuss and share our:

• Top three lessons you have learned in your sales career
• Best advice received from a mentor in sales
• What you wish you had known your first few years in sales
• How sales has changed over your career and what you are doing to adapt
• Best tool(s) you use to stay organized & do follow-up
• Your overarching philosophy in sales

We probably won’t get through all of this, but it would be a good starting point. Paula is open to thoughts, suggestions, additions, etc.

Take care and travel safely,

Pat Moore
Sales Professionals Kansas City

Thank you for visiting!

Today's meeting was very enlightening and exciting thanks to our members and the following guests...

Speaker:
Barbara Bartocci

First time guests:
Kevin Brown
Sally Rogers
Marjorie Josselet
James Sheerin
Brian Morris

Returning Guests:
Annie Bass
Sharon Cox

Returning Member:
Suzette Burton

Thank You To Our Guest Speaker Today: Barbara Bartocci

Motivational speaker, author and spiritual life coach  Author of nine inspirational books.  Frequently published in such popular national magazines as Good Housekeeping, Readers  Digest, Family Circle, Woman’s Day, Self, Glamour, and many others.  Anthologized in four Chicken Soup for the Soul books.  Former managing editor, Hallmark Cards.  President of an award-winning advertising/public relations firmfor ten years.  Business trainer throughout North America for National Seminars &Padgett Thompson  and American Management Association.

The Day Life Changed Forever In my twenties, I was happily married to a Navy fighter pilot; a stay-at-home mom of three small children.  When John’s plane went down over Vietnam, my life--and my children’s lives–changed forever. Widowed at 29, I went back to college, earned a Master’s Degree in Creative Writing, and moved my little family from San Diego to Kansas City to work for Hallmark.

Unexpected Answers Frankly, those were difficult years. But even in dark moments, I discovered that God provides grace. I began writing and speaking about how to stay positive and faith-filled in the face of life-altering change. I have experienced the death of a spouse, mid-life divorce, children’s  needs, losing a job, providing care to older parents, parents’ deaths, and a serious personal illness (which, thankfully, healed). I feel a deep empathy for others’ life transitions.  It has influenced my writing and speaking and has enabled me to offer individual life coaching.  Life's Joys I have surely had as many joys as tribulations. One is long-distance bicycling. Another is grandchildren. What a thrill when my grandson Jake wrote an essay for his sixth grade class and titled it,  “My seminar-giving, spiritual-writing, bicycle-riding, super-Grammy."  Now Who could ask for a better endorsement than that?

FREE Sales Seminar: Break The Rule, Close More Sales

LEARN MORE TO EARN MORE WORKSHOP

The purpose of the briefing is to discuss challenges and develop solutions for the obstacles that you face when trying to sell, manage your sales team, and grow your business. The audience is a small group of sales professionals and business owners. The topics covered will be the greatest barriers to growing sales, why these things occur and some insights into how to overcome them.

Do You Find That You....

• Need technical help in moving the sale forward?
• Have self-limiting patterns that you just can't break out of?
• Struggle to hold margins in negotiations with prospects?
• Become too willing to consider lowering prices instead of selling value?
• Spend too much time with non-decision makers?
• Do a lot of "free consulting" with drawings, plans and proposals?
• Leave valuable information with prospects only to find they won't make any decisions?
• Follow inconsistent methodologies to get new clients - and get inconsistent sales results?

Sandler Training Presents: "Break The Rules, Close More Sales!"

When is it time to break the rules? John Nash’s Game Theory simply states: “If you are consistently getting beat at a game, then change the rules.” Set a course to meet goals and propel toward them. This workshop led by sales expert, Steve Montague, is an outline for improving sales productivity and guiding the sales team to outperform goals.

This 2 hour training event is a great way to catch a glimpse of the Sandler Training program in action, meet current class members, and discuss with the group what sales issues they are faced with in their company.

Put this event on your calendar and come away with insight as to how NOT having a systematic approach to grow sales puts you at a huge disadvantage to your prospect whom has a very powerful system designed to turn your salespeople into unpaid consultants.

Bring a guest with you that can also benefit from improving their sales process and receive a complimentary DISC profile and 2 more hours of training!

Register Online for FREE here!

Come Be Our Guest!

New to sales or business? You need us. Experienced in sales or business? We need you!

Sales Professionals Kansas City meets on the third and fourth Fridays of each month from 7 - 8:30 AM at First Watch Restaurant Meeting Room, in Shawnee.

Each third Friday meeting features a Guest Speaker with a pertinent sales topic. Each attendee gives a brief personal introduction, ideas are shared and networking happens before and after the meeting. You will hear topics relating to sales, motivation, business, self-improvement and the free enterprise system from experts in their fields.

The fourth Friday meeting is a round table discussion led by a member of the group, with breakfast off the menu and a more casual interchange without a business meeting.

First Watch Restaurant,
11112 Shawnee Mission Parkway,
Shawnee, KS 66216