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    Whisper Sales Management: Lead, Calm, And Focus The 'Wild Mind" Of Your Pack.
    Whisper Sales Management: Lead, Calm, And Focus The 'Wild Mind" Of Your Pack.
    Whisper Sales Management: Lead, Calm, And Focus The 'Wild Mind" Of Your Pack.
    Ebook148 pages1 hour

    Whisper Sales Management: Lead, Calm, And Focus The 'Wild Mind" Of Your Pack.

    By Joe Crisara

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    About this ebook

    Learn how to "whisper" your sales team to greatness. Most sales managers put far too much pressure on themselves and try to manipulate change from their team. A "Sales Whisperer" uses values and principles mixed with expert skills that make being a manager who gets results look too easy. The goal of this book is to help you work less and make more. This book shows how to earn a legacy of respect, honor and trust as a leader.
    LanguageEnglish
    PublisherBookBaby
    Release dateFeb 1, 2012
    ISBN9780988420410
    Whisper Sales Management: Lead, Calm, And Focus The 'Wild Mind" Of Your Pack.

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      Book preview

      Whisper Sales Management - Joe Crisara

      Sales

      An Introduction by the Author

      My Sales Addiction

      I am like most professionals in the sales industry. Even when I’m spending time with my family and friends, my thoughts drift away toward the work I do. I love teaching salespeople how to sell and coaching sales managers to get results. In fact, I would say my obsession with learning the best practices of the selling industry is a borderline addiction.

      Selling Is Magic

      There is just something about the magic that happens when a buyer is resistant at first to making a purchase, and then 20 seconds later, they have changed their mind. Based on the ongoing bond between buyer and seller that you are establishing or maybe even a question that a masterful sales professional has just asked them, the sale is closed.

      You can literally see the transformation of the buyer. They go from trying to distance themselves from the salesperson to complete compliance and then to purchasing. I will confess that I live for those situations and have a passion for making the dreams of salespeople and their managers come true.

      I am proud and honored that others have chosen me to help salespeople around the world become more effective and productive in their careers and in their lives.

      For that reason, I am always thinking about new and better ways to help my clients discover the finest quality assistance they can get when selling their services and products to their customers. I am indeed passionate about my clients succeeding in sales and I DO take it personally when my clients fail or fall short of their goals.

      The Price of Failure Is Too High

      The price that the ineffective sales managers and salespeople pay for ineffective methods and assumptions is just too great to allow myself to not try to step in to help. Wasted time, loss of confidence and loss of income are just a few consequences of our failure to show value in our services. As if the financial woes weren’t bad enough, the ripple effect it has on their spouses, children and families is even more devastating. The good news is that many times the difference between failure and success is paper thin. I am glad to help them.

      Now that you know what drives me, let me begin your journey on the thoughts and circumstances that inspired me to write this book. I want you to realize that this idea, which struck me like a bolt of lightning, came from outside my own industry and profession. Use this information to enlighten yourself as you look around for other great ideas to help you in whatever career or life journey you may take.

      Chapter 1

      A Whisperer Is Discovered

      A Saturday on the Couch

      Keeping an open mind means never assuming you already know the best answer. Always be on the lookout for new and better ways to improve.

      The story begins with a time in my life when I was clearly working way too many hours. Although I was getting some great sales results for my clients, my family was beginning to wonder aloud if the price I was paying was worth the reward. This was one of those times in my life, as it is for all sales professionals, when I was definitely wearing thin.

      I had been on the road doing sales calls with my clients and finally returned home after three weeks of flat-out pedal-to-the- metal selling. Upon my arrival home and the initial decompression phase, which included a reintroduction to my wife and dog, I realized I needed a break before restarting the grind Monday. Julie, my wife, insisted that I do nothing for the weekend and spend some quality time with the family. I agreed that the break over the weekend would do all of us some good.

      It was the usual Saturday afternoon routine. You know, family day. We went to breakfast at the local greasy spoon and then shopping at the market for food and supplies.

      After returning home and lugging in the last of the groceries with Julie, we put everything away and then made lunch. We made sandwiches and soup and then turned on the television while we relaxed.

      While Julie finished making the soup, I grabbed my sandwich and plopped in my usual, well-worn spot on the couch. I took charge of the television remote, as most men are prone to do, and started flipping through the channels.

      You know how Saturday television is, right? Old movies, the Pro Bowlers Tour and many of my favorites like ESPN and the History Channel. I usually follow this by falling asleep on the couch and waking up right around dinner. This Saturday, however, was different. I was surfing the satellite while eating lunch for about 10 minutes, and that’s when I first saw him …

      It was on the National Geographic Channel. I flipped to the show, and from that moment on, the Dog Whisperer will forever be embedded into my consciousness.

      For those of you who don’t know, the Dog Whisperer is a regular television program that features Cesar Millan, a man who claims to rehabilitate dogs and train their owners. As far as cable programming is concerned, his show is red hot. Each week, millions of viewers tune in to watch him change the lives of dogs and their owners across the country.

      After a few minutes of observing his techniques changing the behavior of people and animals alike, the magic of this amazing man started to draw me in.

      I took another bite of my sandwich as Julie brought over the soup. We both nestled into our customary spots on the couch to take a peek at this very, very interesting show.

      Watching Change Happen In Real Time

      Julie and I were both mesmerized as we continued to watch our first episode. The show was about troubled dogs that, at first glance, appeared out of control and beyond hope. Cesar visited with a family who had a troubled dog that was doing what most dogs in the United States do. You have no doubt witnessed these destructive behaviors. They act out by nipping at your heels, barking too much, fighting with other dogs and a plethora of other things. The canine species has discovered these and many other ways to capture the attention of their owners that are both destructive and annoying.

      We observed Cesar interviewing the owners of the dog he was about to help. He just kept asking questions and gave no advice during the initial phase of contact with the dog and the owners.

      After that, he moved to the dog, which was displaying out-of- control behavior. In the case of the first show we were watching, a married couple’s dog attacked other dogs anytime they would take it for a walk. In fact, the dog was so angry, he literally foamed at the mouth. He had bitten other dogs and people many times. That’s when we first witnessed the magic of the Dog Whisperer.

      After using a few quick techniques, literally seconds later, the dog changed its behavior and was paying attention only to Cesar and not to the other dogs. After a few more minutes, the dog walked right next to the other dogs! The unbelievable part was the miraculous ease with which the Dog Whisperer changed this toxic behavior.

      Discipline Creates Harmony

      We were both agog at how easily this man could train the dog to co-exist with their owners in harmony and how happy they were with the results. As we watched a three-segment episode with three dogs that were changed, we noticed the impact that this transformation had on the owners of these wild pets.

      Many of the owners (including us) had tears in their eyes after seeing their beloved canine friend so comfortable being a newly functional member of the family. Many were openly crying with joy that they could now enjoy this relationship with their pet. Indeed, Cesar Millan, the Dog Whisperer, created a deeply emotional experience for all the families he was helping as well as the viewers.

      After eating our lunch and wiping our eyes, my wife and I turned to each other and almost simultaneously said, WOW!

      Maybe We Could Whisper Our Dog

      We were particularly interested in Cesar’s techniques because we have a dog named Brownie. Brownie is a brown, black and white Beagle that has a mind of her own. For the most part, she’s a good dog. At least, that’s what we thought. After watching three segments in this episode of the Dog Whisperer, we realized that many of the behaviors Brownie displayed were due to the toxic energy she had built up from sitting around the house all day. Someone needed to exercise her physically and mentally.

      Before this, we didn’t enjoy taking her out with us. Brownie would never listen to us during our infrequent attempts to walk her. She would pull the leash in all directions. Many times, it would end up getting tangled in our feet and trip us to the ground. We fought many times about taking her with us for a walk because it was just too big of a hassle. So we thought, Who knows? Maybe this could help us.

      We watched this initial episode and then gave Cesar’s techniques a try. Amazingly, after applying a few of the principles that Cesar taught us, Brownie was like a brand- new dog. After implementing just one of Cesar’s Dog Whispering principles, she walked right alongside us in a calm, submissive state. Actually, she followed us attentively as we were leading her on this initial walk. My wife literally had tears in her eyes as she couldn’t believe how enjoyable this was. Julie noted that we were all in balance as a family on this sunny Saturday afternoon.

      A Family in Balance

      Later that same evening, Julie and I had dinner and a great conversation as we basked in the afterglow of our newfound secret that had turned our beloved dog from an out-of-control freak into a calm, collected member of our family. We both commented on how this change has affected our outlook on the ways we could enjoy our relationship with Brownie.

      Once again, we both took Brownie for a walk and were astounded at her calm demeanor. I could actually feel the overall harmonious effect that having our dog in balance was having on our relationship and the dynamics of our small but loving family.

      Then Julie, in a flash, experiencing a pure Ah-Hah moment, gasped and shared with me how what we were now witnessing could relate to my job as a sales educator and sales manager. That’s one of the things I love about my wife. She actually engages me in conversation about my work.

      How My Wife Shifted My Paradigm

      Julie made a statement that both flattered me and changed my thinking completely.

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