Wes Zimmerman

Voting Is A Buying Process - Every Buying Decision Has Five Steps

noreply@blogger.com (Wes Zimmerman) — Wed, 09 Jul 2008 04:41:00 +0000

Voting Is A Buying Process

Every Buying Decision Has Five Steps

This is not about politics; it is about the way we all buy anything.

Every four years the people of America participate in a very important buying decision; the election of the next President. The candidates have been participating in what is called an election campaign. It should properly be called a sales campaign because they have been selling the product they know best; themselves, their ideas for the future of America. They are competing sales people; we are the buying committee, in the corporation called America. This is a big ticket sale, and a big ticket buying decision.

Selling is an educational process and during the primary selling effort, you and I were prospects listening to a variety of sales pitches. Each of us on the buying committee has the power to say no or yes and we gradually did that with our attitude, answers to pollster's questions and election results. We, the members of the buying committee have essentially narrowed the decision to two salespeople and their product.

From now until the election, the sales people are going to be asking for appointments with us for the purpose of further educating us about the benefits their product will give us. Between appointments we will be telling them what our needs and hopes are. We'll do this by writing letters to the editor, attending meetings, answering poll questions and even sending them emails. During the appointments we will be listening to their answers. At the end of each appointment i.e. speech, published interview, etc., they are going to ask us for the order. This is the way all, big ticket, selling efforts have been done since selling and buying came into being.

I have watched the whole election process with this analogy in mind and have enjoyed it. I know that each of us has performed the first four of the five steps in the buying decision, for each of the primary candidates. Every buying decision is a five step process. For some purchases we complete all five in ten seconds, for others we need as long as four years.

I have recognized my own progress in this national buying process. I completed the key step about three months ago, a majority of the other folks in the buying committee have also completed this step; many completed it much earlier. My experience in selling tells me that almost everyone has completed it. The great majority of us are now in the last step.

It is interesting to me that none of the candidates that entered the primary election, indicated they'd had selling experience. Experience selling might have taught them the five steps in the buying process and saved them a ton of money. What a shame. They should have read my book - The Perception of a Difference.

Wes

Wesley W. Zimmerman
wes@perceptionofdifference.com

Technology: A Door Or A Window?

noreply@blogger.com (Wes Zimmerman) — Sat, 28 Jun 2008 15:53:00 +0000

Technology: A Door Or A Window?

In business or personal relationships, two things have been key to success for at least 9,000 years. Stop and write down what you think they are, then continue reading and when you are finished, see if you were correct.

Sears, the retail giant, was known for the helpfulness and service of its salespeople. They were ever present to answer questions, give advice on wearability or to find an item in the storeroom if the shelf or rack was empty. When Sears bought point of sales computer technology, the cost was offset, by replacing salespeople on the floor, with strategically located checkout locations. The customers had to search . . .

Read the June, 2008 Zinger to see if you were correct on the two keys to success and the results of the Technology decision at Sears, once the retail giant of the world.

Zingers is a monthly newsletter subscription that includes the first two issues free. You may purchase this month's newsletter individually for $5.47 without subscribing to the monthly newsletter subscription.

In Transition - What To Say In The Job Interview & Why

noreply@blogger.com (Wes Zimmerman) — Wed, 18 Jun 2008 21:52:00 +0000

In Transition - What To Say In The Job Interview & Why

I have lived through several job interviews as the candidate, and many more as the one looking for the ideal person to fill a vacancy or to make my organization's growth possible. What I tell you in this blog is the result of these experiences and the success or failure of the subsequent decision to join, or hire. Come to think about it, everything I have written in the preceding In Transition blogs, has resulted from this experience.

Looking back I note that I have never been turned down when applying for a position I wanted. That's not a bad record now that I think about it. I've lost other sales efforts, however, and I have been fired three, maybe four times. I say maybe four, because in one case it really was a mutual decision. I had decided to quit before coming to work that day and was fired before I could do it. The man told me he thought from my lack of enthusiasm, that I had quit on the job; he was correct.

The Interview is an educational process and a social experience.

This is true of all sales calls, but particularly so on the first one with a person who you will report to, or is in the management level above that. This person wants to get acquainted with and know something about you, as a person. You also want to leave the interview, with a sense of knowing about the hiring person, as an individual you will be with on a daily or certainly weekly basis. The easiest way to accomplish this mutual desire is for you to ask,

What has made you successful?

If you have been asked a question first, answer by saying,

Before I answer that question, please tell me, what has made you successful?

It is almost impossible for the person not to answer this; because we love to talk about ourselves, if we sense the other person is really interested, (and you obviously should be) and because by asking you are showing interest in and respect for him/her. Look her in the eye, except when you are writing key words on the pad you have brought with you, words like honesty, enthusiasm, persistence, always trying to do the right thing, empathy, helping others to succeed, growing the company; these are words that tell you a lot about the person. Jot down just enough so you can fill in the balance later.

When she stops answering that question you have

Made her/him feel good,
Shown interest in her as a person, and respect for her experience.
By writing notes you have shown that you are going to listen and learn on the job.

To strengthen that message, pause and count ten, before you comment on what he has said, or answer the question that you deferred answering. The pause will add to your credibility and give you time to think. Do you want to know more about the person, if so, don't hesitate to ask about something they have said; and write the answer; never ask a question without writing what they answered, because not doing so, signifies the question was not important to you, and you should not have asked it.

If you possibly can, ask now, or at some point later in the conversation ask,

What three things concern you now?

Be certain to write these down in sequence and do not say a word if there is a pause between the first and second and the second and third concern. If you speak you will never get all three concerns. Then ask

Why is this position open or, why are you looking for a person?

The answer is important for two reasons.

1. If the opening exists because someone was promoted, it tells you this person and the company, believes in holding on to good people.

2. If it's because someone quit, you must wonder why; in this case I always ask: what is the turnover in the department, or company if it is a small organization.

If this number is high, you had better ask why because it should be a red flag in your mind. Remember, most of us get bored and want a promotion or transfer every five years, if we don't get it, we move on. If most people have less than three years with the company, there may be something wrong with the management on a personal level.

If this isn't the case it is time to compare the results you planned to bring to the organization, to the concerns the person has voiced, particularly the third one, (it is the most troubling to the person), and explain how you can help with the concerns.

If you have gotten this far in the conversation, you need no more help from me as to what to say next. Actually, there is more than a 50% chance you have gotten this far, because this line of questions has created great interest in you. Now just be yourself and continue the conversation, taking notes all the time. By the way, a smart interviewer is going to be writing notes also, if they don't at the start, they will take out a pad and do it just because you are, and that is good.

If the person has not already seen and read your five proudest accomplishments, this is the time to give it to him. After he has read it, answer any questions he asks you.

Are you comfortable or uptight at this point?

The aim in all this has been to get you and she/he comfortable with each other. If he isn't you will not get a job offer, if you are not, you should not take the job if offered, until after you have sorted out the cause of your discomfort, i.e. is it this individual, or is it the whole environment. Remember, if your liver quivers, it will not work.

If your problem is this individual, and you are going to report to or work with him/her, forget it. If you will report to and work with someone else, it is safe to look into that person, but only if they are above this interviewers position on the organization chart. If the one that makes you uncomfortable is the owner/CEO in the company, forget it. What ever is making you uncomfortable is probably bugging everyone else down the chain of command below him/her.

Remember the blog titled, Crazy Like A Fox?

Mr. G was one tough character. I respected him, but would never have taken the job in the rubber extrusion plant if it had required working with him, even talking with him on the phone once a week, would have kept me from taking the job. I took the job he offered, because I sensed during the interview, that he would never be involved. I confirmed that during my visit to the plant and talk with the general manager. I just did not tell you those details in that blog. The rule that always works is

Never take a job with someone you do not like, Never!!!

Wes
Wesley W. Zimmerman
wes@perceptionofdifference.com

In Transition: Interviewing With The Hiring Person

noreply@blogger.com (Wes Zimmerman) — Tue, 10 Jun 2008 04:39:00 +0000

In Transition: Interviewing With The Hiring Person

The Hiring Person Is Key

Yes, the hiring person is key to your getting the job you want. This is the person that will actually decide you should be hired and which position/job you will fill. You may interview with several people in succession, they may be part of a hiring committee, which is not unusual in well run companies or there is more than one position open without your knowing it. In that case each of the people you talk with, may be a hiring person. In either of these situations you should treat each person you talk with as though they were a hiring person.

In a large organization with a Human Resources department, you will be told that one or several people will interview you. Ask the Human Resources person what role each person is playing in the selection process. In a small organization, less than 25 or 30 employees, at least two people will interview you, the person you will actually report to and the top person in company. Both will have a budget salary number, the top person will have the power to exceed it, for a person both of them decide can really help the organization.

The Day Before The Interview

The day before the interview, review what you plan to accomplish for them after you are hired. Then practice the interview speaking out loud, in private looking at your self in the mirror, or looking at a doorknob, as I do when preparing to speak to a TV audience via the camera. Better yet, do it live to a friend that will say nothing in response to your questions but will silently note your body language, posture and conviction in your tone of voice. Do this once, if with a friend, discuss her/his observations, then wait till evening and practice it one more time, then quit and get a good nights sleep; this because you do not want to memorize it; which would kill its effectiveness.

In the morning tell yourself that you really are a great person, manager, salesperson, or whatever, dress professionally, and particularly, check your shoes. Clean and shined, if appropriate. Do not overdress; you should have noticed the basic dress code of the place on your test visit, now dress just slightly above that level in a way you are comfortable with. You have to be comfortable on this sales call.

The Interview

Yes, this is a sales call, you are the salesperson: The product you're selling is the results they will receive after you come on board. This is exactly what every successful salesperson knows: that the prospect is buying the results that will be possible with the product being purchased. The salesperson educates the prospect on the results, why they will happen and how the salesperson will make certain they happen; this is the essence of every discussion between a sales person and a potential buyer. In the book, The Perception Of A Difference, there is a story that ends with the buyer saying,

"Six weeks ago I didn't know I had a problem and now I'm buying the solution. You know what inventory is. Most of the salesmen I see don't know what it is when they are standing on it. You are one hell of a salesman, a professional. I'm glad you called on me."

The salesman had done his homework about the company, before the first call. You have done the same in your research of the company, its needs, and how you can help it reach its goals. On the first call he had asked enough questions to confirm that he could produce results the company needed. On this second call he presented the results, which would be obtained with the product he was selling. You are going to do the same in your job interviews. Note I said interviews, not interview.

If you will only be interviewed by one person, plan on two interview discussions with that person. On the first be prepared to ask enough questions to fill the gaps in your research. These questions, which I will give you, will accomplish two very important things.
1. They will make the person want to talk with you again.
2. They will make the person glad they talked with you.

This is key to every sales call and you are selling on this call. The person must think or say, "I'm glad you called on me."

If Human Resources said multiple people would interview you, the answers the first person gives you will prepare you for the meeting with the next person. Each one must be glad they talked with you, after you shake hands and leave. This is key; it means they will be glad if you are hired.

They will be glad, because the questions you asked, created new ways of thinking about their work and created insights in their minds. They liked your attitude, the way you dressed and presented yourself, and they liked the fact that you listened to their answers, took notes and did not dominate the conversation; this told them you would be a good person to work with. Can you think of a better result from your first visit?

If you think this is a crazy way to interview for a job, your wrong, If you think this is totally different from what many other job counselors have told you, you may be correct, at least on the surface, but if you read this blog over again and really think about what it says, you will find that the other job counselors have told you much the same, in a different way. Why different? Because most of them have not been involved in a big ticket sales situation, as the lead salesperson. This sale is Big Ticket; the results will be worth every penny they pay you.

I have already written the next blog, with the questions you ask in the interview/first call. I've done this and given it to Bill Austin, who posts them for me, so you will not be delayed if something happens to mess up my schedule, as was the case the last few weeks.

Thanks for reading this, your comments, agree or disagree, are welcome.

Wes
Wesley W. Zimmerman
wes@perceptionofdifference.com

In Transition Part Five - Getting To The Correct Person

noreply@blogger.com (Wes Zimmerman) — Tue, 20 May 2008 20:08:00 +0000

In Transition Part Five - Getting To The Correct Person

Where we've been, where we're going

In the four preceding In Transition discussions, we have decided on the five accomplishments we are proudest of in our life as a whole, we have discovered what makes us happy on a daily basis, and from these efforts have decided what kind of work we want to do during the next five to seven years. We followed this with research on the companies/employers we would like to work with and researched them carefully to learn their management's goals and ensure we know how we can help them reach those goals. In all of this we have been in buying mode; now we must switch to the selling mode, the professional selling process.

Landing your position of choice and hiring you, are both educational processes

Everything listed in the preceding paragraph has been an educational process. Think about it; you have been educating yourself. Now think about the person(s) in each target company, that you believe will most benefit from what you can do for them as a member of their team. They haven't the foggiest idea of what you can do for them until

They know you exist.

They know how you can help them and

They know enough about you and your experience, to believe you can.

Accomplishing these three things is an education process in which you are the teacher. Every professional salesperson performs this education process in order to gain each new customer.

You are not applying for a job; you are educating them on what you will do for them. You must reach the person, who will appreciate and profit from what you will do for them. Remember, as in every selling situation, there is a "buying committee." In a larger company this will be the Human Resources (HR) department. In a small company organization there may not be an HR department so labeled, but the function will be there in one of two forms.

1. The owner/CEO and people you will work with on a daily basis. In a fifteen to thirty person company the owner/CEO, his/her spouse and the person you will directly report to, are key members of the selection/hiring committee. Any of them can say no, but only the CEO and spouse can say yes to your coming on board and they will negotiate your compensation plan. The rest of the staff, who you meet during the hiring process, are influencers; be wise and assume one of them can say no.

2. An outside contractor, such as Administaff, a nationwide firm, that performs all HR functions, payroll and other employment support services for small companies. If this is the case, they will perform the HR function of screening applicants, doing background checks etc. before sending you to the next step. They must approve of you; they tend to look at details and tend not to make decisions on concepts or gut feelings. The details of your appearance, demeanor, attitude, are important to them; their reputation and the continuation of their contract with the company are stake when they are involved in the hiring process.

They will study your resume and compare it to the written criteria in the job description. They will look for things that don't make sense, the typos, misspellings and bad grammar. They will administer the various tests used to filter out those who will not fit the company's culture and image. The tests are used to learn if your characteristics are similar to those of successful performers in the position they are filling. The tests and interview questions are designed reveal what makes you tick. If you are lucky enough to get hired without going through all I've described, you will have to do it later. That is what happened in the true experience described in my blog, "Crazy Like A Fox."

Chances are the HR people have never seen anything like your Five Proudest Accomplishments. Having never been a part of a Human Resources Department, I cannot know how the five proudest accomplishments will work with them, but my years of experience in professional sales, tell me to suggest you save your Proudest Accomplishments for use when you meet with the actual hiring person. You want to have something extra for the meeting with them.

Your time with the people in the HR function is your opportunity to get educated about the company and the hiring person. To get educated you must ask questions that you have written and practiced. You want to know what you have not been able to learn in your advance research about this company.

Begin as if you had met this person at a networking event; ask about them, start a relationship by asking them how long they have been doing their present job; what did they do before this; why do they like working in the company: Listen between the lines as they answer, their tone of voice, body language. Remember what I learned watching people leave the company in part three of this series on In Transition?

You are still buying at this stage, you must be sure this is the place you want to be a part of. If it doesn't feel right, if your liver quivers, be careful.

Wes (Wesley) Zimmerman
480.628.2450
wes@perceptionofdifference.com

In Transition Part Four You're selling

noreply@blogger.com (Wes Zimmerman) — Thu, 01 May 2008 02:46:00 +0000

In Transition Part Four You're selling

The Product Is What You Will Do For Them

Remember this from the part one of this, In Transition series?

Know what you want to do

Choose the company you want to work for

The income you want from it

Sell the employer

On buying what you will do for them.

If you don't remember this, go back and read that blog again and do what it discusses, because to find the work and place of work that will be fun and satisfying, you must know what you want to do, what you will do it with and what will make you happy. Having done those two important tasks, we asked you in part two of this series, to pick several, at least three, companies/businesses that could, have, or create the position you really want.

In Transition, is both buying and selling

In part three of this series, we had you go through the buying steps in finding the work you really want to do. We stopped you at the point where selling would begin if you really liked what you saw about the company you were looking at. Whether you liked that company or not, you must now go through the same steps for the other companies on your target list. In each case stop at the point where selling will begin and give your self time to read the notes you made on each possible target and think about your gut reactions. You need time right now, no matter how much you need income and a job.

Do not be hesitant about putting these targets in a different order of preference at this time. You are going to spend three to seven years in your new position, you better like them from the beginning, or it will not work.

In The Perception Of A Difference The Power In Buying, Marketing, Selling, Customer Care, There are two quotes that are important to you at this point in your transition process.

"I cannot buy from you until I know you exist."

"I will not buy your product until I know how it will help me reach my goals."

These are the thoughts of a buyer of anything; they apply to any and all products and services are products. At this time in your transition, you are the seller of a product. The product is what you will do that will help them reach their goals.

Read the last two sentences again, and again, and again. Now think about your presentation of how you will make a positive difference to them, the one you created and practiced in step three, and think about how this will help them reach their goals. Put this into words you can say confidently and you have what you need to cause them to think of, or create a position where you can help them reach their goals.

Ah, you say you don't know their goals, than you need to learn what they are. The steps to learn their goals are these.

You've looked at their web site, now read it again, read between the lines of every page and finally at the contact us, or join us, page. Write what you perceive their goals to be.

Next, talk again to anyone who suggested you consider this company as a place to apply. You want to know why they told you this and what ever they know about the management's goals. You also want to know, who they know, in the company, that might give them an insight into their goals, or talk to you about those goals. If this is the person that is actually looking for someone with what you can bring in, wonderful; we'll talk about this a bit later. For now just ask this person, who else should I talk to?

Now repeat this process with as many people as you are directed to and when you are finished, you will know more about this target company than most of the other people applying for work with them. This is called research, it gives you a powerful positive edge when you do finally ask for and go into an interview. The edge will come from the fact that the research process has put the target company's products, terminology, language and culture into your mind in a way that it will be heard and sensed by the interviewer, with out you consciously thinking about it.

I have told you this just in case you did not do all of it when you were building your target company list. Even if you did it then, a review and even repeat conversations with some of these people will help you zero in and be confident as you move forward. You see, this is what professional salespeople do when they prepare to sell a product to someone that is not already a customer of theirs.

You are selling a product, do it professionally.

This creates a powerful perception of your difference.

In a few days, we will talk about the next step in your transition.

Wes (Wesley) Zimmerman
480.628.2450
wes@perceptionofdifference.com

In Transition, Step Three; Pick Your Target

noreply@blogger.com (Wes Zimmerman) — Wed, 23 Apr 2008 01:11:00 +0000

In Transition, Step Three; Pick Your Target

The Job Or Work You Want!

When picking your target, remember that you are selecting a place, a team. you will enjoy and take pride in being a member of. If you can't be proud of the company and the team you work with, you will fail to make a positive difference there. You will be unhappy when you leave for work in the morning, unhappy when you come home, and your family, friends, will feel the unhappiness.

What you should target is places where you will make a positive difference, do something different, and grow your list of proud accomplishments. Now answer this question.

How will I make a positive difference to this company?
In which department or function?

Write down your answer: Tomorrow key it into your computer and print it. Do you like what you see? Change it so you do, then give to five people, who know you and make the changes they suggest, or that you think of while answering their questions and listening to their comments. Give this changed version to a person, who employees people, not one of your target companies, and get her/his comments.

Now write a final version.

Tomorrow speak it out loud, with conviction. The words do not have to be exactly the same when you speak it, but you must say it with the tone and force that tells someone else you really believe it. If you do not really believe what you have written, start over.

The next step.

This is the fun part: Call the company that is lowest on your target company list. Listen to the person that answers the phone; ask a question that will allow you to hang up gracefully, e.g. I'm sorry, I dialed the wrong number. Listen to what follows, say Thank You, and hang up.

Write down your feelings, your perception of the company, and the person answering the phone.

Was it a live person, or recorded?
If live, did the person sound happy?
Interested in you?
Would you like to be a customer of this company? Why? Why not?

Next, visit this company; look at the building, the lobby, note the way you are greeted, when, by whom; are the people happy?
Do you want to work with them? Why? Why not?
Remember; at this point in your transition to a new season in your life, you are the buyer. When you go to work in a company, you are making a commitment to become a part of the company's success or failure; you are buying the company.

= = = = =

My appointment with the Vice President, who was hiring, was at five in the afternoon. I arrived in the dimly lit, underground visitor parking lot at 4:30. I dodged water dripping from the ceiling as I found my way to the lobby. There I signed in with the security guard, took a seat with the executive recruiter, who had arranged the appointment, and waited. At two minutes after five, people came streaming down the stairs and out of the elevator. They were employees leaving work. Three things I noted were,

The first people reached the lobby two minutes after five.

The building, all six floors, was empty within 20 minutes.

No one smiled, laughed, said see you tomorrow, or some other pleasantry. They all left in silence, not a word was spoken; no comments to the security guard or by him; just silence, sober faced silence.

Then we were told the VP was ready to see us. We walked past rows of empty desks and cubicles on the way to his office. We shook hands, sat down; his first question was

"Why do you want this position with us?"

"I've decided I don't want it."

"What?"

I stood up, thanked him for his time, shook hands, left the recruiter with him and went home.

It was a very good decision. No one in the organization was happy. My perception was that he wasn't happy either. Why would I want to be unhappy with them? The six-digit salary would not have been worth it. I was buying; the sale was lost in the parking garage and the lobby.

= = = = =

Next time we'll talk about the next steps, when you are selling, and I'll tell you the strange twist to the end of this story. It will convince you that when things don't feel right, it is time to get out, as I did.

Wes (Wesley) Zimmerman
480.628.2450
wes@perceptionofdifference.com

Pricing - Are Your Prices High Enough?

noreply@blogger.com (Wes Zimmerman) — Tue, 15 Apr 2008 21:19:00 +0000

Pricing - Are Your Prices High Enough?

Pricing

Are Your Prices High Enough?

One of the most difficult decisions for anyone, in business, is pricing the product being sold. Remember, you are in business when you perform a service for a fee, sell products in a store, a catalog, on the Internet, or from a stand on a street corner. This subject has come to mind from two happenings in the last week.

This the opening paragraph in the latest Zinger.

In Transition Step Two

noreply@blogger.com (Wes Zimmerman) — Sat, 05 Apr 2008 16:17:00 +0000

In Transition Step Two

Deciding What You Want To Do

Last week I gave you the assignment of writing one or two paragraphs describing the five achievements you are proudest of in your life as a whole, business and personal.

If you have not finished them just take your time. Most people need at least two weeks to do this correctly. I needed three weeks when I did it the first time. Now I want to help you use your finished Five Proudest Achievements in getting out of transition and into the work that really makes you happy.

When you have finished the five achievements, you will have looked pretty deeply into yourself. You will have discovered the traits and skills that enabled you to complete those achievements, and I expect you will realize that you were a happy person during the course of completing each of them. Give careful thought to this because you are in transition into a new season of your life, one in which you can experience new things, new challenges, and accomplishments you can be truly proud of. This new season of your life should be truly new; new as in not doing the same thing you did during the last season.

You are probably saying,

"Wes, I need income, the check book is running dry and so are my credit cards."

I understand, I've been in your shoes a lot of times, not so much between "jobs" as between sales while selling on straight commission, as in if I don't get a sale, we will have to choose between gas in the car and food on the table; with four children, no less. I have always talked with God, which has been a big help: this has taught me to be patient, think before I act, and constantly remember that I am a good man. It has also taught me humility, enough humility to take a job at night, stocking shelves, cleaning a restaurant and other things, just to provide some income, while I worked my day job with energy. By the way, being in transition and doing the things I am suggesting, is a full time day job. Give your self and God, time, with Him there is no need to panic.

While you are finishing the proudest achievements and thinking about what they tell you, do three other things, if you haven't already.

Make a list of all the skills you have developed.

Make a list of all the different kinds of experience you have had; the source of this is probably in front of your mind now that you have been looking at achievements you are proud of.

Get a small notebook, the size that you can carry in your shirt pocket or a side pocket of your purse. When you get up tomorrow morning write the day and time on top of the first page and thereafter, all day long till you go to bed, whenever something makes you happy, write it in that notebook. It can be the smell of roses, the smile on someone's face, just being with a person special, whatever it is, put it in the notebook. Do this for two weeks, then put the notebook away for two weeks, then read it.

Then read again, your five proudest achievements. At that point, you will know what you really want to do in this new season of your life.

Think about it, do not put restrictions on your thinking, get out of the box and mental walls you may have installed, and look out, way out.

Next week we will talk about finding the company, the way, to make this happen.

Wesley (Wes) Zimmerman

In Transition aka Looking - What are you looking for?

noreply@blogger.com (Wes Zimmerman) — Thu, 27 Mar 2008 15:53:00 +0000

In Transition

aka Looking…

What Are You Looking for?

I meet and talk with five to eight new people every week. I do it by attending networking events. I usually start the conversation with “What has made you successful?” and eventually the person says, “I’m in transition.”

“I’m in transition” replaced “I’m looking for a new challenge,” which replaced, “I’m looking for a job with a future”, which replaced, “I’m looking for a job”, which replaced “I’m looking for work.”

If you figure 15 years for each evolution in term, you know about how long I have been around. I even remember when our city’s Sanitary Engineers, were known as Garbage Truck Drivers. We give out new, less informative, titles in lieu of raises, hoping to add dignity to a task, forgetting that all work is worthy and good when performed properly and in a timely manner

The fact that we have been laid off because the employing company is not as successful as it once was, or because we got tired of working with someone we didn’t like and finally popped off, is not a thing to be ashamed of. We forget that it means we were at that job too long and got bored, or should have asked for transfer to a different work team so we were not close to the person we did not like. I have been advising people for years, that five years is the longest anyone should work at the same task. One of the most successful companies, in the country, helps everyone in it to change jobs, learn new skills and experience new challenges at least once every two years. As a result, turnover is very low, customers and staff are happy and profits, which are shared by everyone, are outstanding.

Being “In Transition,” for whatever reason, is a time of opportunity, but only when you know what you want to do in your next five years at work, choose the company you want to work for, the income you want from it, and sell the employer on buying you for that work. Notice the key steps,

Know what you want to do
Choose the company you want to work for
The income you want from it
Sell the employer
On buying you.

To know what you want, do this.

Make a list of the accomplishments you are proud of, in your life as a whole to this point. Consider your whole life’s activities, personal, career, or business, from high school to the present.

Next, choose from the list, the five accomplishments you are proudest of. Take your time in this process.

Next, write one or two paragraphs about each of the five you are proudest of, describing what it involved, the satisfaction you felt from it, and why.

Type these, check carefully for grammar and spelling, and appearance on the paper. Use good quality paper. Put a bold face title at the top, My Proudest Achievements and your name and date on the bottom.

Next week I will tell you the next step in the “In Transition” adventure, including how and when, to use, My Proudest Achievements.

Wesley (Wes) Zimmerman

Being Successful In Business

noreply@blogger.com (Wes Zimmerman) — Wed, 19 Mar 2008 16:55:00 +0000

A Different Way To Learn How To Run Your Business/Company

We have been counseling corporate managers, company owners, and CEOs since 1978. We invariably are called in when things are going down hill, or when there has been no growth in profits or sales for months, or years. We've successfully helped 97 companies to regain health and profits and failed with six.

In the course of this effort we have witnessed just about every mistake that can be made in a business; mistakes resulting primarily from a lack of knowledge about what a company consists of, and the functions that must be performed within it, every day.

Those 97 clients invested an average of $27,907 each for our services. We enjoyed working with them and they have been happy that they asked for our assistance. Now we have developed an easier and lower investment way, for you to learn what they did.

Tentatively we are calling it

The Perception Of A Difference
And
Being Successful In Business

We will change the title to what you and the first attendees tell us is a better title, so please read on.

Depending on the statistical spin, 36% to over 65% of all new business ventures fail between the 10th and 24th month after beginning operation and 56% to 80% do so in the fourth year. Where are you, your business, the business you are a part of, in this statistical picture?

If the business is to continue to be satisfying to be a part of, you need part, if not all, of the information contained in this program. Ideally you will want to participate in all of the seminars, however, you may elect to participate in individual seminars on a schedule that fits your needs and time availability, after participating in Seminar One, which is prerequisite to all others.

All Seminars are two hours in length.

Participation is limited to ten (10) so you can learn from each other as well as from the seminar leader. In the first hour you will learn primarily from the leader, the second hour you will learn from discussion with your fellow participants, with the leader participating and asking questions. This approach assures you will remember and productively use what you've learned.

Currently we plan on twenty different seminar subjects, including

Buying; It Isn't Simple; It's A Process. Do sales and discounts make sense?
Marketing
Your Product Marketing Plan
Executing Your Product Marketing Plan
Selling Your Product. Do you need sales people?
Hiring and keeping the correct person for each position in your business
And many more.

We are beginning in the Phoenix valley on Friday March 28th at 3:00 pm ending at 5:pm, followed with refreshments, wine, etc. for those, who wish to relax and talk further.

Following Seminar One you will be able to attend the seminars that you feel the immediate need for, and at the pace you choose. Assuming you attended all twenty seminars, your total investment would be under $8,000.00. That is less than one third of the average our 97 clients invested after they realized their company was in trouble, and this program will keep you and your company from getting to that point.

Does this seminar program interest you?

What do you like about the approach, flexibility, subject matter?

I really want your comments for guidance. Post them please or contact me directly.

Thank you,

Wesley (Wes) Zimmerman
480.628.2450

Seminar One
The Perception Of A Difference (POD)
&
The Business Arch

This seminar begins with discussion of The Perception Of A Difference.

In the first five seconds of the first contact with a person or business, a positive or negative perception forms in our mind. We have absolutely no control over the formation of the perception, yet it will control and affect every decision we make about the person or business for as long as twenty-one years. As you participate in this discussion and exercises you come to accept the reality of this and learn what you can do to tilt it to positive more frequently, realize its power in your life, business, your role as a manager and leader, even your personal relationships.

After a break you and your fellow attendees work together in applying the power of the perception of a difference, to

The Business Arch

Your business/company has all of these functional blocks some where within its organizational chart. You may not have thought of some of them because they are not labeled this way on your organization chart, or in your mind, but the functions do exist. They are being performed by someone in your organization... maybe you.

You will discover where they are hidden in your organization and will help your fellow attendees in finding them in their organizations. Together you will realize how the perception of a difference works in and affects the strength of each block. Since a weak block will bring down the Arch that supports your business/ company, you will be learning where problems that vex you come from, and you will gain insight into why. You will then be able to make the corrections needed to eliminate the problems and move forward to greater success.

We shouldn't have waited - Communicate For The Sake Of Your Marriage

noreply@blogger.com (Wes Zimmerman) — Tue, 11 Mar 2008 22:44:00 +0000

We shouldn't have waited - Communicate For The Sake Of Your Marriage

This has been one of those two-week periods when so much happens it sort of piles up like snowdrifts. The SubZero refrigerator in the kitchen developed a simple problem that escalated: The spring on the garage door broke and it added to other annoyances since the car is outside and Betsy III, the Harley, is inside with great riding weather upon us, but the door can't be easily opened, and Amy's pain suddenly became unbearable. These happenings in combination caused me to miss posting my weekly Blog, but they also provided true stories for four blogs and two Zingers. Reminds me of the old saying; The Lord giveth and the Lord taketh away.

Amy's left hip became painful about seven years ago, four years ago the pain began to change our life, together. My sweetheart is as independent as I, so she gritted her teeth and hid the pain from everyone except me. The reasons were several; she had endured five serious surgeries previously, and didn't want to do it again; she did not want to spend the usual eight weeks to fully regain mobility and, I think, she did not want to admit she could not ignore the pain. The result was less happiness for both of us.

On this Friday she will under go a complete hip joint replacement, followed by two, possibly more, weeks of physical therapy to build up and rebalance her muscles. This is needed because the body makes adjustments to reduce the pain; in the way we walk, sit down, and even lay in bed. We are not aware of these adjustments, until they lead to pain in areas that normally would have nothing to do with the hip joint or leg. I know; I went through it before my hip joint was replaced, twenty years ago.

I failed to sell, cajole, and push her into getting her hip replaced four years ago. I failed to communicate with her and she failed to tell me just how much it was hurting. I share this with you in the hope that you will communicate clearly with your significant other; do it with out shame for both your sakes. Remember that when we stop communicating about one thing we gradually stop communicating other things, or we blow up about something that isn't important, just because of the pain. Then everything starts going to hell in a hand basket.

The same thing happens in business. That is what has made the other happenings I spoke of above, so very aggravating and why I will share the lack of communication and its business results, with you, in the weeks to come.

Thanks for letting me share with you.

Wesley (Wes) Zimmerman
The Perception of a Difference

My Client Is Going To Fail

noreply@blogger.com (Wes Zimmerman) — Mon, 25 Feb 2008 05:36:00 +0000

"My Client Is Going To Fail"

Monday and Tuesday evenings are networking nights for me. I meet some wonderful people doing this, and occasionally find myself in the right place at the right time to help someone. Last week I spent sometime getting acquainted with a man. It was early in the evening and sorta felt like hard work, cause he seemed reluctant to build a relationship with me.

I did learn that he is an independent consultant specializing in helping clients to envision a "brand" that will make their business easy to remember. He said he was excited to be working with a client that is just starting a business and he could help them do it right, from the beginning. I told him we were in the same business, helping others to succeed. We did not exchange business cards, but I gave him the bookmark describing The Perception Of A Difference, The Power In Buying, Marketing, Selling, Customer Care.

Last evening, he appeared beside me as I approached the same meeting place. We stopped to chat; he was carrying the book;

"I ordered it on the Web and brought it hoping you’d be here and sign it for me. "

I reached for my pen.

"Your 27 questions in Chapter Three are amazingly useful. I now know that my client will fail and why. I know enough about my clients planned products to answer those questions and when I did, I discovered his planned product and business will fail. The answers come out wrong too early in the list of questions. My task is to help the client come to the same conclusion before going forward to failure."

He commented that he thought he should just ask the client the questions and let them answer them. I hope he does this because it will be even more powerful if the client provides the answers to the questions, rather than he, the consultant.

Later that evening, another reader commented about the value of the five questions in the story, Opening The Door, on page 207. I wrote the book at the urging of consulting clients I had the joy of helping to greater success. I am slowly becoming aware that the book has more power to help others than I could have dreamed. It is a humbling and wonderful thing, to me.

I write these blogs to share with you, experiences that move and bring satisfaction to me, so please excuse me if I occasionally sound like I’m just trying to sell. My hope is that you are learning a different way to network, or sell your ideas/products, while reading my blogs. Thanks for taking the time to read this.

Wes Zimmerman

Zingers

noreply@blogger.com (Wes Zimmerman) — Mon, 25 Feb 2008 05:31:00 +0000

The latest copy of the Zingers Newsletter will be out next week.

Read about the latest Zinger here:

A Tree Grows From The Bottom Up

The Perception of a Difference

The Power in Buying, Marketing, Selling, Customer Care

Wes Zimmerman

Subscribe to Zingers Newsletter:

Only $5.47 per issue

Sunday, February 24, 2008

What Has Made You Successful?

noreply@blogger.com (Wes Zimmerman) — Fri, 15 Feb 2008 21:11:00 +0000

As you know from reading my blog articles, I do a lot of networking. I do it for several reasons.

To sell my book, The Perception Of A Difference, The Power In Buying, Marketing, Selling, Customer Care.

To interest people in purchasing a subscription to my monthly Zimmerman's Zingers Newsletter as a way to help them reach their goals,

To learn about life, get new ideas to pass on to you, and savor interesting people.

One of my favorite questions when I meet a person is, what has made you successful? It provides me with interesting insights into the person and tells me more than she/he realizes. On a recent evening, the answer was "Honesty." This was the first time I'd heard that, in at least a year. It was said in a confident, firm tone, manner that conveyed conviction. I was immediately drawn to this man, because typically those, who do include honesty in their answer to my question, put it at the end of their list, almost as an after thought. This thirty to thirty five year old, put it at the front: That alone created a powerful perception of a difference in my mind, a positive difference.

The very next evening another stranger's answer to, what has made you successful, was "Honesty and integrity, without these you can not be a success in any thing." My immediate thought was, wow, two nights in a row. Again, the perception in my mind was positive; both had created the basis for the development of a relationship, personal or business by giving me an avenue for trust.

In my book I list The Four Eternal Laws Of Sales Success. The first is:

People buy from people they like and trust.

What will your answer be when we meet for the first time and I ask you what has made you successful?

Wes Zimmerman

Famous Quotes - Perception Quotes

noreply@blogger.com (Wes Zimmerman) — Wed, 13 Feb 2008 16:54:00 +0000

Famous Quotes - Perception Quotes

The comic is the perception of the opposite; humor is the feeling of it.
- Umberto Eco

Perception and Sales

Integrity Quotes

noreply@blogger.com (Wes Zimmerman) — Wed, 13 Feb 2008 16:46:00 +0000

Leadership Quotes

The supreme quality for leadership is unquestionably integrity. Without it, no real success is possible, no matter whether it is on a section gang, a football field, in an army, or in an office.

- Dwight D. Eisenhower (1890-1969), 34th U.S. President

"He has unusual integrity for a politician."

noreply@blogger.com (Wes Zimmerman) — Mon, 11 Feb 2008 03:03:00 +0000

I was in a small city for the first time recently, listening to but not watching the local TV news and commentary. I had tuned my mind to alert me if something important was said while I did something else. Then I heard, "he has unusual integrity for a politician" and instantly went to view the screen. This being an election year, I wanted to know which candidate, for President, they were talking about. Turned out they were talking about a local person, who's name I did not learn. They noted that this person was consistent in action and demonstrated belief, which had earned him strong support in the community; the inference being that integrity made him desirably different.

Traffic was very light on the long drive home, so I was able to think about that comment with safety. I wondered if politicians as a whole realize what that comment means? Do they realize that many of us assume they are either dishonest all the time, or will become dishonest and unethical after they are in office?

The comment again came strongly to mind a week later, when one of the presidential candidates said in a campaign speech "I will put a three month moratorium on mortgage payments". (I am not certain if the words were three month or ninety day, but my mind interpreted it as three months.) Amy instantly said what I was thinking, "It is twelve months before a new person can take office and by then it won't matter. Are people really going to base their vote on such an irrelevant statement?"

My answer was, "Yes, many people do not question what a popular person says, they do not ask themselves if it is possible, and relevancy is very often not considered. They believe what sounds good and desirable to them in their immediate situation. This is why scammers successfully rip off people: It is also the reason manipulative selling techniques produce sales and buyers remorse."

Amy thanked me for "Sermon No. Three."

It has been my experience that people possessing high integrity are honest in little things and big ones. They are honest with themselves. They tend to think about what they are going to say before they say it. Above all, they do these things consistently. Their consistency earns my trust.

My experience also shows that people, who shave the truth, parse words, quote research results and conversations out of context, louse themselves up because they cannot tell the same story twice with the same ending. Their answer to a question varies with the situation and what they think the questioner wants to hear. That is dishonesty in my view. When I form the perception that they are consistently inconsistent, I tune them out, stop doing business with them and tell my friends to do the same. I cannot trust them: They have no integrity.

Do you have integrity?

Does the way you run your business create sales and friends or sales and buyer's remorse?

I ask you again: Do you have integrity?

Wes Zimmerman

Adolph Hitler believed that if you told a big enough lie, often enough, it would be accepted as truth. That is how he gained power and how he eventually created, at least tacit, support for the Holocaust, among the German population.

Wes Zimmerman is the author of the book "The Perception of a Difference" and of a monthly paid subscription newsletter called "Zingers."

We Get The Respect We Earn

noreply@blogger.com (Wes Zimmerman) — Sat, 02 Feb 2008 02:31:00 +0000

"He Dissed Me"

We Get The Respect We Earn

"He dissed me." This was the young man's answer to the question, "Why did you shoot a stranger?"

When the TV newscast was over I called a young relative and asked what "He dissed Me" meant. The answer; he disrespected me. In today's culture it seems, you must be careful to show respect or run the risk of gunshot wounds, even death, as in this case.

We earn respect, I've learned, by the way we dress, our posture when talking, with or listening to someone, and with the language we use. Our dress tells others how much we respect ourselves. Our posture is part of our body language, which includes facial expressions. A smile is recognized in every culture, human and animal, so is a grimace, hard clenched muscles and a "certain" look. Four letter words scattered through our speech tells others we are lazy or unintelligent or both.

Please and thank you can create wonderful results in life when spoken sincerely, but the opposite when not, the difference is instantly perceived by the other person. Our tone of voice transmits our true feelings, easily over riding our words.

We earn respect.

When we feel "dissed", we've earned it in thought, word and deed.

Wes Zimmerman

Famous Quotes - Attitude Quotes

noreply@blogger.com (Wes Zimmerman) — Thu, 31 Jan 2008 16:35:00 +0000

Famous Quotes - Attitude Quotes

If you are distressed by anything external, the pain is not due to the thing itself but to your own estimate of it; and this you have the power to revoke at any moment.

- Marcus Aurelius

Attitude Quotes

Famous Quotes - Perception Quotes

noreply@blogger.com (Wes Zimmerman) — Thu, 31 Jan 2008 16:08:00 +0000

Famous Quotes - Perception Quotes

Beauty is about perception, not about make-up. I think the beginning of all beauty is knowing and liking oneself. You can't put on make-up, or dress yourself, or do you hair with any sort of fun or joy if you're doing it from a position of correction.
- Kevyn Aucoin

Perception Quotes

Zingers

noreply@blogger.com (Wes Zimmerman) — Wed, 30 Jan 2008 23:16:00 +0000

Zingers - January 2008 Zinger - "Renewal? Which Policy? On What?"

There is a new Zinger teaser posted for January.

If you subscribe to the Zimmerman's Zingers Newsletter, you will get this issue.

If you are not currently a paid subscriber, you can order just this edition or you can subscribe and get the next two Zingers free.

Subscribe today and see what you have been missing.

Zingers - "Renewal? Which Policy? On What?"

Selling Where Ever You Are - A Book Sale In My Girl Friend's Kitchen

noreply@blogger.com (Wes Zimmerman) — Mon, 28 Jan 2008 22:04:00 +0000

Selling Where Ever You Are

A Book Sale In My Girl Friend's Kitchen

Saturday afternoon Amy and I decided to cash in a gift certificate we had received from a friend and associate. It was for a meal at a place where you choose an entrée, assemble the ingredients in Ziploc bags, take them home and cook them following the directions furnished. Luckily, Amy called the place to make certain they would be open on a Saturday afternoon; they were just about to close but said I should come on over and they would have everything we wanted, prepared and waiting. It was an interesting experience.

I was greeted by a lady with a wonderful smile and personality; a positive POD (Perception Of A Difference). She greeted me by name because she had talked with Amy on the phone; nice touch. I handed her the gift certificate and she began to make up an invoice at her computer; she was also getting information from me for future follow up.

"Have you purchased from us before?"

"No, this is our first time."

She looked at the Gift Certificate.

"Oh, Steve gave you this, we like him, how did you come to know him?"

"He is a friend and sells our book and seminars for small business owners.

I handed her my card and when she had read the back of it, told me,

"Since we started this franchise, I have been reading a lot of books, trying to learn how to market what we do. I need to learn what it is that causes a person to want come in and buy or keeps them from doing it. Will your book help me with this."

"To market successfully, you need, first, to know how we buy. We all perform the same five steps in every buying decision, we may do this in ten seconds, or over three years, but the crucial step will be completed early in the process. The key is what happens in the first five seconds. We look at your store, we enter, and glance around, then either turn and leave or stay to talk with you or your associate. In those five seconds a perception has formed in our mind with out any conscious effort or control. For the person, who turned around and walked out, it was negative, for the one that stays to talk, it was positive. What you and or your associate do next strengthens that positive perception or destroys it. This is a fact.

"The book is written in true stories from which you learn what you can do to make that perception positive far more often."

"How do I buy your book?"

"From the Web, from a coffee shop or the Duck & Decanter on Sixteenth St. and Camelback where Steve first introduced himself to me, or let me get one from the car."

Another customer came in; I got a book and some bookmarks from the car and waited while she took care of the customer. Then I gave her the bookmark, our major marketing tool. It is very effective, because it says just enough, but not too much, about the book, with reader comments extolling the results they have experienced after reading it. She read both sides, I handed her the book; she spent 4-5 minutes looking through it while I waited in silence.

"I'll take the book, now let's finish with getting your dinner paid for, I'll pay for the Book with cash."

"Wonderful, I'll sign it for you."

I usually carry a bookmark in my pocket, but this worked out well.

You can sell anywhere and everywhere you are. I once landed a Perception Of A Difference Workshop sale in a hotel restroom, but that is another story.

Wes Zimmerman

wes at perceptionofdifference.com

Kiwanis

noreply@blogger.com (Wes Zimmerman) — Tue, 22 Jan 2008 05:15:00 +0000

Kiwanis - Changing Communities One Child At A Time

I and over 220 other people, of both genders and many colors, attended a Kiwanis convention this past weekend. We came from Arizona, California, New Mexico, and Arizona, to Sierra Vista, on the Arizona border with Mexico. For most of us it was a long drive and took three days of our time. We did it so we could share our experiences helping poor and less fortunate children in our respective communities. We also built new relationships and strengthened existing ones. Even though I have been a member of Kiwanis a total of sixteen years in three states and have attended classes like this many times, I learned new things and enjoyed it.

I live in a "high rent" community in the Phoenix valley where kids in need are not readily visible. Our clubs members have had to look carefully before finding children that really need our help. Kids with hard working parents, that do not do drugs and alcohol and still cannot put much food on the table. Their children depend on school lunch programs for one good meal a day, and not much during a weekend. The wonderful thing about these children is that they enjoy life, work hard on their schooling and are fully supported in that by their parents.

Our club provides, backpacks, warm jackets, pencils, paper, and other school supplies that parents provide to their kids if money is available. We do it from our own pockets and through various fund raising activities. We have fun doing it. We laugh together, sweat together and sometimes wipe tears together. We are one club of hundreds in the world. Each of us has found or taken the time to stoop down and help others.

I write this to ask you to take up the challenge of helping others, even though you are busy. Join a Kiwanis club in your area and share the fun experience of helping kids all the way up through their teen years. Clothes and pencils when they are kids and leadership mentoring as they go into high school.

Thank you,

Wes Zimmerman

President
Scottsdale Airpark Professionals Kiwanis Club
480.628.2450

Don't Believe Everything You Read

noreply@blogger.com (Wes Zimmerman) — Tue, 15 Jan 2008 00:51:00 +0000

Don't Believe Everything You Read

Of late I have been reading a collection of Blogs that come to my email address every morning.

They are basically political in the sense that the person putting the collection together is picking them for political reasons. He/she is "grinding a personal axe" of course, but interestingly is including both sides of some parts of it. There frequently are copies or excerpts of newspaper articles with opposing viewpoints or Perceptions of what happened in a public situation; often supported with a different set of "facts."

There is nothing new about this; after all, people have been gathering actual "facts" to support different positions, since the dawn of communication. What bothers me is the perception I have formed, that a larger segment of our population is accepting these "facts" than I thought was the case years ago. The perception has formed in the process of perusing reader comments posted with this blog collection. Is it possible that we have been given so many incorrect or unchecked "facts" by the media over the years, that we now believe anything we read, or hear?

Our children do not accept everything they read or hear. The do not because Amy and I taught them not to; we did it by telling them that anyone can write anything they wish, true or not, and by their seeing us question things in publications, and school textbooks. They saw us check the purported facts by looking things up in encyclopedias, our five-inch thick family dictionary, and in competing publications. Why did Amy and I do this? Because we had been taught to do it, in our homes and schools.

Mother and Dad repeatedly admonished my sister and I, not to believe everything we read.

"Just because it is in the paper or a book, does not mean it is true."

That was repeated at home and, believe it or not, in school, over and over again. My teachers all taught us that, beginning as I remember it, in about the first year of high school. My history teacher would quote from different history texts to show us that History is subject to being rewritten, because "professors of history must write books in order keep their jobs." She had her own set of books, old and worn, that had what she believed were the facts, the true ones. In almost every one of my high school classes, you would earn the wrath of the teacher if you quoted something from the paper and had not checked it out in other sources. The library was where you would be sent to check out the facts and write a report of what you found there.

In my selling career I have found it very helpful, to check out the "Facts" in my own and my competitor's sales brochures, even their company annual reports. Knowing which "facts" were valid and being able to show how I had determined that, was instrumental in my success in selling. It made me a Professional, in my customers and competitors minds.

"Don't believe everything you read" may be the deep down reason I use true stories in my Zingers and in The Perception Of A Difference, books. None of them "tell you anything." You decide what makes sense as you read and apply them to your own daily situations.

Thanks for letting me share thoughts with you.

Wes Zimmerman