Attitude, Your Strongest Ally
While out at my pond the other morning, I noticed something interesting that reminded me of last week’s sales activity. Not happy with my performance, I stood daydreaming and debriefing over steaming caffeine and a twenty-cent cigar. My clients had been the same, their questions and concerns the same and the trees stood awaiting remedies and recommendations. What makes one sales week different from another? Numbers, relationships established, recommendations, success or failure? Failure, now isn’t that a powerful word. Powerful in what way? That my sales-friend is completely up to you.

Back to the pond. As my cigar went up in smoke, reminiscent of this week’s sales, I watched one of my bullfrog friends making his way to dry ground for breakfast. With one eye one me and one on his potential menu he prepared for the first leap of the day. He must have covered five-feet through the air only to find himself flat on his back. SPLAT! No cricket, no beetle, no moth. He looked at me as if to say he was practicing, brushed himself off and braced for another attack. The next leap was shorter and the result the same, this time landing on his side. Again, he righted himself and prepared for the next conquest. I laughed and then it hit me. What followed each jump and subsequent landing? Did the frog look at me and say what a poor landing that was? Was he standing there like me, moping about his results? Not a chance. My little spring-loaded buddy was already in search of his next client ready to out distance his last leap. What a lesson. Mr. Frog was looking ahead in search of his next success rather than wasting precious time stewing over what could never be changed. The last jump was over and it was time to jump again. 

I had dinner with Larry Hall the other evening. I like Larry. I think we have a great deal in common. We love our clients and often discuss the importance of arborist/client relationships. Normally, I am bright enough to keep silent around Larry in hopes of grasping some pearl of wisdom from the master. Over a Beefeaters with a twist, he told me a story. A salesman once came to him and asked how he handled rejection during the sales process. Larry answered, as would most of us that it was uncomfortable and usually set him back a step. The salesman said he does just the opposite, never forgetting that every situation in sales is simply an opportunity, or a chance to make another jump. He would peer deep into the client’s eyes and congratulate them for the decision just made. He tells the client, “you have asked me here to help you make a decision and you have.” He turns a negative into a positive by showing the client there is still value in our relationship. He told Larry the client always responds positively and will call back, giving us another opportunity at a later date. Recently, I have used this with remarkable results. Most clients have never experienced this during the sales process. Thanks Larry. 

I’ve already forgotten last week. I’m ready for a week of jumping. I walked by the pond last evening and saw Mr. Bullfrog. He looked at me, licked his lips and burped. I smiled, said thanks, Froggy and he was gone. How simple can it get!

Copyright 2005 by Peter Deahl. All rights reserved.
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