Victory (Go Bruins!)

This week the Boston Bruins won the Stanley Cup.  This week I completed my first order.  From initial phone call, to face to face meeting, qualifying product needs, submitting quote, receiving order, and final delivery of order.  I can’t say how Tim Thomas of the Bruins felt when he took that MVP trophy, but I can tell you that I felt nothing short of victorious when I knew that order was delivered to the customer. 

This order was not an earth shattering dollar amount nor will this be a regular need for the customer.  What gave me this feeling of satisfaction was that I knew we had helped them solve their problem while providing the best possible customer service.  It was also proof to me that the process is working.  It started as a marketing lead, generated through Parker, and passed along to The Hope Group.  The Hope Group’s internal marketing department then screened the lead and passed it along to me.

I then made a phone call, evaluated what resources I needed to gather to support him and set up a meeting.  I went to visit the account alongside the Parker territory manager where we put together a bill of materials.  Working with one of the Parker Store managers through The Hope Group we put together a quote that afternoon.  From there I worked with the customer answering some follow-up questions and making sure that they felt the support necessary to keep moving forward.  Then it happened, I received the email containing a PO, submitted it, and the order was put together.  Then working with The Hope Group’s outside sales representative we personally delivered the order to them.  This was as text book an example as you can get on how a timely lead follow-up can lead to business.

For two months now I have watched the Bruins play in each series, fighting their way into the Stanley Cup finals.  With every steal, goal, game-win there was a celebration.  As I started my journey with The Hope Group, spending time with every department and now working in the field, I realized I too was celebrating the small victories.  Without every small victory you won’t find your way to play in the big game.  I will take the time to celebrate this success, learn from it, enjoy it, and then start back at the beginning to make it happen all over again.

Lori Wessels

Parker Hannifin
Product Support Specialist


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REJECTED (Now I know I'm a salesperson)

Let me set the scene for you:

I walk into a potential customer for a meeting and am greeted by another employee.  I tell them who I am to meet with and….he’s not there; which is then immediately followed with a question/statement: “Did you have an appointment…Oh…I see only kind-of.”

REJECTED! This was the first time since beginning this process that walking into a situation I felt judged as a salesperson, not just a person.

I knew it would happen, in fact I expected it to happen earlier.  I am also sure this will be far from the last time it happens.  Rejection is part of what you sign up for when you start a career in sales (I know that) but it doesn’t take away the sting of the first time.  It wasn’t that the person I was supposed to meet wasn’t there; I understand that things come up.  It was the way that I could see their co-worker looking at me with a half smile (which may be an exaggeration, I am not sure) their body language saying, “You are just another sales person who thinks they can come in here and pull one over on us.”  It made me feel like a fool, like he didn’t believe that I had actually spoken to this person and we had agreed upon a time to get together.  I sat and waited for 10 minutes, then I left my card with the receptionist and said I would call back to reschedule.  It took those 10 minutes to pull myself together and realize that my time is just as valuable as their time. 

As I reflected on how this situation affected me I thought of other times in my life outside of work I have felt rejected.  Recently I had a very frustrating flight experience including cancellations, delays, you name it and it happened on this trip.  I called the airline to tell them my story and in return I was hoping to gain some additional frequent flier miles. (Who doesn’t like a free flight?)  The first person I spoke with said flat-out that it wasn’t possible and the request was asking for too much. He said he would transfer me to another department; hold please.  During my hold time I thought about my request and determined that it was not outrageous and I adapted my style and tone with the next representative who almost immediately agreed with me. By the end of the conversation the miles were mine.

Back to the meeting that never was - I had two options.  I could not call back and let this opportunity fall to the side, or I could make the call to reschedule and prove that this meeting was worth the time.  Having chosen to make the call I rescheduled the meeting for next week and I can’t wait to go back in there with my head held high and turn this opportunity into business for The Hope Group. 

My first taste of rejection was a reality check. When you hear “no” it is easy to walk away.  What will set you apart and make you great is when you find out WHY they said no.  It could be pricing, the wrong product, lead times, or as hard as it is to swallow, it could be you and your approach.  It is when you understand the “why” that you are able to adjust and turn the next call into a YES!

Lori Wessels

Parker Hannifin
Product Support Specialist


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Trust: How to Earn it...and Keep it

“There are no moral shortcuts in the game of business—or life.  There are, basically, three kinds of people: the unsuccessful, the temporarily successful, and those who become and remain successful.  The difference is character.” –Jon Huntsman, Chairman, Huntsman Chemical

This week I have been continuing my journey into the world of outside sales.  I felt as if it was a good time to go back to a book that has helped me in the past, The Speed of Trust by Stephen Covey.  Since the majority of the meetings I am going on are not only about introducing myself to these perspective customers, but potentially re-introducing them to The Hope Group and Parker, I wanted to think about how I could uphold and convey the integrity of both companies. 

Covey’s opening chapter is titled “Nothing is as Fast as the Speed of Trust”.  For every sales call I make there is a moment of truth - a split second - when whomever I am speaking with decides if I am a person worth trusting, worth having confidence in.  That moment will define how our relationship will work moving forward.  The hard part is figuring out how as a salesperson to help control that moment. 

As I prepare myself to move forward here are the things I can add to my personal agenda in order to help take some control of that moment of truth.  Am I making sure that I understand what a “winning” partnership between our two companies looks like, not just a win for one? In business the same as life relationships foster when both parties feel like they are benefiting.  If I meet with a potential customer and discover that only one side is going to walk away feeling like they have won then the best solution hasn’t been found yet, there is more work to be done.   If I say I am going to do it, I need to do it.  That is a sales 101 lesson I have learned. 

These two seemingly simple goals go hand in hand as I work to increase “The Speed of Trust” in my ever increasing number of business relationships. 

Lori Wessels

Parker Hannifin
Product Support Specialist


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