It’s the beginning of August, and I just received a phone call from someone I met at a July 4th Bar-B-Q. Quite honestly I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for 3 weeks and let me know if there was a difference.
John approached me and introduced himself as someone had told him that I help sales people sell more and managers manage better for their sales people to sell more. He was at his wits end because his sales team had gone negative, they were selling less and he could see his ship had sprung a major leak and was going down.
I asked John how he was responding to his sinking ship. He said he didn’t enjoy talking to his team and that all he could do was tell them to get over it.
I really didn’t want to spend my 4th of July “working” so I gave him an exercise to show negativity the door. This is what I told him:
1. Get an index card for each seller.
2. Place their name at the top.
3. List all of the good qualities for each person.
4. Carry the cards around each day.
5. Look at them and any chance you get comment to your sellers about one of the good qualities.
6. Do this every day for 3 weeks and let me know if you see a difference.
John snickered and said that finding good qualities would be difficult for one person in particular. I asked him to find something – even if it was that they had a nice smile, or a good voice or dressed well. It didn’t matter. You can find something good in everyone, even if it’s only one thing.
When John called me after his 3-week experiment, he was amazed at how the negativity had left the building! People were collaborating on strategy, new ideas and new ways to bring in business. The attitude and atmosphere had changed, the energy was different and he could see things were turning around.
It is amazing how focusing on the positive will shift people’s thoughts, attitude and behavior. If negativity is in your building and you’d like to show it the exit I challenge you to take this 3-week challenge and I look forward to reading about your success in the Comments section.
About the Author:
Sharpenz is dedicated to providing sales managers the resources and tools they need to energize, engage and equip their sales team to sell each week. Our 30-minute power sales booster meetings help companies increase sales by providing the right tools and training – fast. Designed with the busy manager in mind, Sharpenz ready-to-go sales training kits will give your sales team the opportunity to grow and earn more – all in a half hour of power. To learn more, visit www.sharpenz.com and sign up for your free ready-to-go sales training kit today!
