The life of Riley to be sure.

                                                      

Edition144 Monday 25^th June 2012

Hi,there is no excuse for not taking regular leave especially these days with four weeks annual entitlement. I am someone for whom this gem of wisdom took far too long to sink in,but never again.

We had an awesome break recently where we relaxed and fully recharged the batteries in preparation for the final countdown to the birth of our precious son. I read a couple of books and took advantage of the opportunity to take some real time out from the normal day to day.It would be fair to say we made sure we had the life of Riley….I havent met this guy but he must have some life that’s for sure. One of my regrets from the past is that I did not take more leave especially in school holidays so there was more work/life balance. This is however something I am already planning to do going forward. What have I learned?....there is only one person responsible for planning your leave and that is ….you. If you procrastinate sure you will have more leave but it wont be any good to you or your family if you end up injuried or in hospital or worse case scenario you have the misfortune to die from over working/stressing! So if you have not planned your next break then you need to do something about it now! It doesent have to be weeks away,it could be an extra long weekend…..just do it. School holidays start next week, if you have school age children then you need to make sure you are taking some leave to spend quality time with them….you havent got long to organise that so make the effort now. Don’t be regretful like me, make some positive changes. If I am preaching to some converted leave takers out there then congratulations, well done you are on to it and obviously better organised than I was. Speaking of leave,I hope you all had a cool weekend with family and friends,what about those All Blacks! I hope you all have have a happy and safe week…Cheers Jonesey

Harry and the Hendersons love it when Uncle John house sits. All the rules go out the window and they have the life of Riley. Takes us forever to reclaim the bed and the remote!

“Simply stated, many buyers don’t trust salespeople…for as long as I can remember, salespeople and customers have been pitted against each other in an adversarial relationship, one where someone wins and someone loses! Traditionally salespeople have been taught that selling is something that you do to someone , not for or with someone. No wonder some people don’t trust salespeople!” From the introduction to ‘Integrity Selling’

One of the books I read on my recent holiday Integrity Selling by Ron Willingham.

Some of you will have heard of ‘Integrity Selling’ and some like me will have spent time studying and practising the principles of this selling process.

Integrity Selling is a simple process and there is a detailed program available if you want to embark on the necessary training required to live and breathe the steps daily.

The program is expensive and whilst the information is excellent like most training programs it is dependent on who delivers the program and how regular the follow up is or how committed the trainee’s are to implementing the program in their day to day selling activity.

I am one who went through the program but didnt follow through and implement part or all of the simple six step process and therefore wasted the investment made in the training. You definitely get out of any training what you commit to putting in to it and I have always felt disappointed for not making the effort to put more in to enable myself to benefit more from it.

So , hence my reading the book to revisit the principles of this selling process. One of the things that stands out for me is the insistence by the author throughout the book to reread chapters and make  lists and key notes to ensure each step is filed in the readers subconscious memory banks for use.

I hope to recount some of the key points and steps of the process complete with real life examples over the coming weeks , but in the meantime you need to get a copy of this book and start reading!!

“Integrity and high ethics are accepted as the basics for long term selling success.”

Dont serve me....dazzle me

Hi,hail Selleys ‘no more gaps’ the part time home decorators best friend. Long gone it seems are the days of putty and plaster paris and thank goodness I say! I never realised there were so many cracks and holes in the ceiling and walls until the Jonesey DIY machine rolled into the old study/new babies room. Stopping gaps has come a long way since those memorable stints helping Dad in his painting business in the school holidays. The cruel irony being that he contracted to the then Education Board painting schools inside and out pretty much all the time ! So I never got to actually leave school in the holidays I found myself back there painting one!! My dad had two good pieces of advice;

1)    Think of the money son!!!

2)    If you don’t do well at school you will be back with me painting them forever !!

Both motivational pearls of wisdom in their own right !!!

Anyway back to things baby,I can report the room is slowly taking shape and after many attempts a cot, push chair, changing table and various other pieces of new born paraphenalia were assembled.To all you blokes who think you know better out there please be advised of the following;

     1)Refer to the instructions and read them first!!

     2)If all else fails refer back to the instructions!!

Enough said,crikey there has to be a business opportunity there somewhere!?

It was great to settle down in front of the fire and the telly on Saturday night with the chilly Sou wester howling outside and watch the mighty All Blacks take Ireland apart at the garden of Eden ! 

The World Champions have started the season in fine style, long may it continue.

We are taking our own advice and having an extra long weekend for some time out so ‘Upbeat’ will also take a break and be back to you Monday 25^th June,until then, be ‘upbeat’and take plenty of care.

I hope you all had a great weekend with family and friends,…….have a happy week…Cheers Jonesey

Harry and the Hendersons thought better of offering DIY and assembly advice to the grumpy man.They danced a couple of Irish jigs during the footy in front of the fire! Scooby!

‘Customer service, oxymoron, expectation or entitlement?” good  question

Last week I called in to ‘Just Water’ to pick up a 15 litre Vitablast bottle I buy regularly from them. I am always greeted by office staff with a smile and prompt friendly service, last week was no exception.Once I had paid for the product I was directed to the warehouse to pick up the bottle.At the warehouse I was greeted by a staff member who proceeded to ‘run’ over to serve me!. I didn’t expect that to happen but was impressed with the effort all the same. He smiled and organised things promptly,loaded them in my car and said thank you with a huge smile…..WOW, I was dazzled by the entire experience.I tell as many people about Just Water as I can because their service like their product is refreshingly different.Not many companies or customer experiences make me feel like that. I know I talk about it a lot in this section but to me this is what selling the SIZZLE is all about. Think about the bbq sausage sizzle outside your local supermarket or hardware store every weekend,what gets you interested?,its not the greasy sausage, it’s the smell and sizzling sound of it cooking that gets us excited and motivates us to buy one!

It’s the same no matter what we are selling,its about providing an easy environment, a set of circumstances leading up to the sale that make it easy for our customers to buy. The term ‘customer service ‘ is an oxymoron in many businesses because there is no commitment or focus on delivering quality service. This can be turned around simply through strong effective ‘leadership by example’ and an individual and collective desire by staff to create and sell the Sizzle. When I was in a national  role the best branches in the network were those where the branch manager led by example from the front spending time at the coal face with ‘sweat on his or her brow’!! ..my advice, Just do it!!!

“Customer Service isnt about satisfaction. Its about dazzlement.”

Happy 3rd Birthday Upbeat

Edition142 Tuesday 5^th June  2012

Hi,welcome to the three year anniversary edition of the ‘Upbeat’, 36 months and 142 editions on I am proud to bring you yet another rendition of my ramblings. It was something I decided I needed to do for me as much as for those of you who I am grateful to for taking the time to read or follow my ‘Upbeat’ blog each week. From something that started as the ‘inhouse’ Hirequip Triple M (Monday Morning Motivator) five years ago the ‘Upbeat’ has religiously been compiled each week and sent to coincide with the beginning of each new week ever since. No I am not always ‘upbeat’ and yes it is hard to discipline yourself to producing something different and in time on a regular basis. The truth is none of us are ‘upbeat’ all the time, however, wanting to be is the important factor that motivates me to produce this note week in and week out. I hope you are still enjoying the read and the ride and thank you for your ongoing support and your regular feedback that provides me with the inspiration to continue. ‘Upbeat’ is a combination of everyday things that happen to me that provide insight and direction in my life. It is my hope that you relate to these in your personal and/or work lives and are then able to improve/reflect or benefit as a result.Please feel free to continue contributing anytime.

Wow I love long weekends, don’t you ?, this weekend I fulfilled a basic primal cave man dude urge to provide heat and warmth by securing a load of native timber framing from an old house demo which I promptly hauled home in a trailer and proceeded to cut up into firewood! Such a good feeling to be the ‘provider’ even if the time and energy cost more than letting my fingers do the walking instead!! Nothing beats the DIY kiwi spirit, you cant put a price on the satisfaction that produces bro…..totally recommended, especially on a holiday weekend……long live the Queen!!! and the Blues !!!!

I hope you all had an enjoyable long weekend with family and friends,…….Cheers Jonesey

Harry and the Hendersons continue to thrive in the winter sunshine and fire warmth such is a dogs life,happy with a brief glimpse of Blues form and a special treat lamb roast bone!!

“Communication is to (sales) relationships what breathing is to life.”Virginia Satir

I cant help myself, everytime the topic of communication comes up in conversation no matter where I am I will start talking about Toastmasters.

I personally dont think the name of the organisation does what it can achieve for individuals justice.

Started in 1924 by Ralph Smedley a good mate of Dale Carnegie(“How to win friends and influence people”) the objectives were the same as they are today, to develop and enhance peoples ability to communicate more effectively. I have always believed that our success in life is directly attributed to how effectively we communicate with our fellow beings both in a work and personal environment.

So for this reason I have always been a keen advocate of the organisation and what I know it can achieve for those who fully commit to membership. Toastmasters is like any other training or personal improvement organisation… what you get out is directly related to what you put in. As we all know you will wait for a long time for self improvement to drop in your lap with little or no personal effort. If self improvement was instant then everyone would be lining up. Nothing comes to those who wait, you must relentlessly pursue advancement or you will continue to mark time with the masses. Toastmasters provides a launch pad, a vehicle for you to achieve communication goals and continual development in this important life skill area.

I consider myself to be a fulltime salesperson for the benefits of Toastmasters membership and I find myself regularly selling and recommending the organisation to whoever I am with at the time. To me this is a good example of selling something you believe in and something you passionately and fervently believe will benefit all others. Good lesson on selling, life, and believing in general really !!

So go to it team, www.toastmasters.org.nz for your nearest club, see you at a meeting soon !!!!

“My father gave me these hints on public speaking, “Be sincere, be brief, be seated.”

James Roosevelt

There's JOY in JUNK

Edition141 Monday 28th May 2012

Hi,it is exciting going to the local refuse transfer station. I cant wait to get together a stack of junk at home so I have the perfect excuse for a return visit !! We have had a bit of stuff accumulated but not enough to justify the trip…..but this weekend with a major push on getting  ‘things baby’ ready I finally had enough rubbish. Crikey it was busy and there was pre-loved treasure everywhere. I backed in next to a guy who was ditching a perfectly good surfboard and mountain bike! I politely identified my targets and asked nicely if they were fair game (scavengers etiquette). Getting the go ahead I was in like a kid in a lollie shop and grabbed both. But then I noticed a kid looking longingly at the bike and I weakened and gave it to him and his dad, they were wrapped. Anyway I still ended up with my scooby doo surfboard so I was happy. Just as I was about to resume my search unbelievably I got asked to leave because I had barefeet!Not even some quick talking and thinking by pointing out a pair of discarded shoes that would fit could save me, I was gone, red carded, gutted!

Never mind it was great while it lasted,it is cool fun being a steptoe but you need room for treasure!

So we spent the weekend paying to advertise for ‘Hirequip’ with trailer in tow hauling the Retro bike to town for a puncture repair (no spares on two wheels!).This left us with a perfect excuse to buy something to haul home which we did from our favorite estate sale(pre loved junk) store. Some expert bartering saw us secure a nice little oak table and chair ensemble! Then last but not least the highlight,the Sunday junk run to the transfer shopping station (tip!)…What an adventure we had.

The weekend wound down nicely as we sat down exhausted on a grey old Sunday afternoon in front of a cosy log fire and fell asleep with Harry and the Hendersons curled up at our feet!!ZZZzzzzzzzz

I hope you had an awesome weekend doing exactly what you wanted to with family and friends as we look forward to the coming week and QB weekend,have a great week, cheers Jonesey.

Harry and the Hendersons are happy more junk went than came back,more dog shed room!

Goodwill is the one and only asset the competition cannot undersell or destroy”

Marshall Field

What makes people buy from the people they do? What makes people regular users or visitors to a particular business time after time? Goodwill? How do we find the answer to these questions?

In my humble opinion we should ask ourselves why we shop where we do, we should ask our friends and family and finally we should ask our own customers why they use us.

I am continually doing my own customer service survey of the people I deal with. What I find is if people make me feel comfortable about dealing with them then I will return again and again. How do you make me feel comfortable?,give me prompt friendly service, remember my name, treat me like a person and not like a number.I have favorite businesses I use who all make me feel like I am important to them. They create a warm atmosphere that envelopes you when you are there and makes you feel like you are in a non threatening ‘part of the family’ type environment. The owners and staff of these buisnesses make it easy and pleasurable to spend time and money with them.

Secondly, I always ask and listen to my friends and family when they tell me about good and bad experiences they have had with busnesses. Often I will visit a business that is recommended and I will always steer clear of one that gets a bad rap….what does that tell you !!

Finally, I ask our customers why they deal with us, what they like and what they don’t like, if anything. It is important to also ask any customers you lose or who stop using you over time why?  Interesting stuff and essential to know and understand what makes a good business better and how to make sure you create the atmosphere and environment in your business/workplace that you find enjoyable yourself. Its not rocket science its often the simple stuff that makes the biggest difference, things like common courtesy, family values, names, smiles J…Go to it, good luck.

“When we take care of our customers, we take care of ourselves.” Zig Ziglar

LOL

Edition140 Monday 21st May 2012

Hi,L.O.L is something Ive decided I need to do a lot more of after a hilarious session this weekend.It started quite innocently as a bit of a laugh with family then gathered momentum until we were all laughing so hard it hurt and we couldn’t stop. We laughed so much we were exhausted but it felt good to laugh out loud.The funniest thing was no one could remember what we were laughing about or why it was so funny!!....just one of those spontaneous combustion things that comes with good times and after all isnt that what weekends and relaxing is all about?……you bet it is, hence my undertaking to do more of it !

I recently sold some assorted BBQ hardware on trademe. The $1 reserve auction started with a hiss and a roar but died spectacularly and was won for $3!!!! Crikey not the get rich quick outcome I was looking for but better than throwing the stuff away I guess.I was sort of happy when I met the buyer to transfer the stuff that it went to someone who was obviously going to get good use out of it. I decided not to worry about the 3 bucks and you would have thought I had given the woman $300 which made me feel even better, amazing how such a small gesture could have such a big impact!!

We had guests for the weekend who got up early on Sunday to watch the Bayern Munich v Chelsea European Football Cup final in Munich. I don’t follow or watch much football but this game was a cracker going down to the wire and requiring the high drama of a penalty shootout to separate the two teams. We ended up screaming and yahooing as Chelsea eventually snatched victory silencing a zillion screaming German fans, it was a great spectacle pity about the Sunday sleep in,yawn,yawn never mind we had a nice Sunday afternoon nana nap instead!! ZZZZZzzzzzzzzzzzzzzzzzzzzzzzzz

I hope you had one of those relaxing weekends with family and friends where you also got to LOL or do something nice for someone else and rest up for another big week ahead….cheers Jonesey.

Harry and the Hendersons loved the LOL session a perfect excuse to go hypo in the lounge!

“Fortune favours the brave”  Walt Disney

Following my recent business speed dating exploits we have been offered an opportunity to tender for a major Government contract!! Talk about fortune favouring the brave, our insistance on being involved has certainly paid off. The tender is outside our normal scope of work but has forced us to think positively and act a bit differently in order to come up with a solution.To this end I spent a bit of time on this in the last week involving business partners who can help us deliver the outcome this large Government Department is looking for.

This opportunity has effectively provided us with a chance to get our foot in the supply door . By opening the dialogue with the key decision makers at the ‘meet the buyer’ event we now have ongoing communication with actual contacts capable of spending significant dollars with the Green Gorilla!! Furthermore we have been invited to partner with others submitting bids to Government which augers well for us as we look forward to the half year and beyond.

Being the little guy is often easier than trying to protect your position as a market leader but no matter where you sit on the ladder you need to have a positive attitude toward the future. Yes it is tough in every industry as the worldwide financial crisis rolls on and we feel the daily effects but each of us has to stay positively focused on our lot or we just wouldn’t get out of bed in the morning.

The whole idea of being ‘Upbeat’ is to keep ourselves and our business colleagues/ partners positive and not to let the negativity we are surrounded by engulf us. By being brave and pushing ourselves forward when faced with challenge and adversity that is when you will make your own luck and often find things break your way. It is important to focus on the opportunity in everything no matter how difficult it may seem, that is the difference between success and failure…..good luck upbeaters!

“Its your attitude not your aptitude which determines your altitude in life.” Vince Lombardi

MUMS the word

Hi,I have become particularly attached to a fifty dollar note that turned up in my wallet courtesy of a trademe deal and against all prediction and temptation has survived there for nearly two months!! It is now referred to as my ‘lucky fifty’ and for compassion and superstition reasons I am reluctant to part with it ! I have got to know it so well that it has even won me a bet about what well known New Zealander appears on our fifty dollar note? My ill informed colleague was convinced it was Ernest Rutherford,but I knew after having my fifty so close for months that it is in fact Sir Apirana Ngata. Given the irregularity with which I am ever in contact with hundred dollar bills I had no idea who was on that anyway but I knew my stuff when it came to my ‘lucky fifty’. Crikey the things that amuse small minds !! The ‘lucky fitty’ survives, watch this space.

We celebrated Harry’s ninth birthday with the Hendersons and in combo with the Jones clan who dropped in for Mothers Day brunch. We are fortunate that Mum is in good nic and still going strong and that we are able to make a special fuss of her in person. I know a lot of people who sadly no longer have that opportunity but who still make it a special day to remember their Mums every year. I finished Lance Armstrongs book during the week in which coincidentally he talks fondly of his Mother who made heaps of sacrifices as she worked hard to raise him on her own.A timely reminder to us all of how important a role our Mothers have played in all our lives. I hope you all took the opportunity to remember your Mums this weekend…..Love you Mum xxxx…………Cheers Jonesey!

Harry and the Hendersons had a cool time partying and sleeping it off,getting old is a bitch.

“Be like a postage stamp,stick to one thing until you get there” Josh Billings

Business speed dating, what an interesting headline…..so I read on. Turns out it was not a way for crusty businessmen or women to meet the partner of their dreams. It was however a new  concept introduced by the Ministry of Economic Development for the benefit of small businesses like us !

Imagine being in a room full of procurement managers of the biggest government departments. These are the people that are usually protected by vicious PA’s or are invisible and impossible for small business sales people to identify and/or contact.

The business speed dating article was in a weekend paper and it detailed an upcoming event in Wellington where you got the opportunity to book ‘dates’ with 25 National Procurement Managers from big hitting government Departments. There were also presentations from representatives of the government tender website and plenty of other helpful stuff to assist your company to do business with the government…..WOW……where do we sign up !!! what an opportunity.

Unbelieveably the deadline to apply was only days later and we missed out!!, but undeterred by this I called the organiser and insisted we be included. First he ignored my calls and emails but then I managed to get past his vicious PA and talk directly to him. I insisted on being involved but he resisted and said NO, still I pursued him relentlessly until finally he gave in and allowed me to attend. He said I could ‘observe ‘ only and that there may be a chance to meet some of the buyers . No way mate I am going to be in boots and all if I go I decided I am going all guns blazing.

So the day came and I headed off to the Capital armed with cards and order books !!! I was so focused on achieving what I set out to do that I managed to get ‘dates ‘ with all the key decision makers in the government departments we targeted plus I attended all the presentations and met a number of other contacts on the day!!! WOW, what a buzz, it was exciting and fun.

So NO doesn’t mean NO it jusy means you have to try harder to get what you want and not be deterred or give in along the way….this was a great example of how persisting can break down barriers and end in huge success if you hang in there long enough…we can all do it, good luck !!

“ Persistence breaks resistance” Zig Ziglar

Changing times !

                                                      

Edition138 Monday 7th May 2012

Hi,I love it when the seasons change as we roll from the beauty of the autumn into the frosty bite of  winter. Yes it’s a bit chilly but a clear crisp sunny day in winter easily competes with anything summer (what summer?) can offer. Finding a spot in the sun and following it as it moves is the key. Also love chillaxing in front of the trusty log fire of an evening although you have to be quick in the Jones household to beat Harry and the Hendersons to the good spots up front !The family had another beautiful motorbike ride on Saturday in the winter sun. Whilst it is great getting away for weekend breaks, we love where we live and it is great to be home too. There is never any shortage of stuff to do around the whare especially as we prepare for the arrival of another family member. All of a sudden the chore list has a rapidly approaching deadline and the normal excuses for not ticking the boxes don’t cut it ! Time to step up Mr handyman Jones (not), life as you know it is about to change again…..bring it on.

Going forward we are looking forward to Harry Joneses 9^th birthday next week, don’t worry mate 63 is the new 43. We also look forward to seeing Mum on Mothers Day (Sun 13^th don’t forget) and acknowledging the upcoming 3 year anniversary of your very own ‘Upbeat’ blog ! Yes as always heaps of positive stuff to look forward to, I hope the same applies to each of you as well.

I also trust you also had a cool weekend in the sun with family and friends… Cheers Jonesey!

Harry and the Hendersons are looking forward to Harrys 9^th birthday next week..dog party!

“Don’t judge a book by its cover, the world is full of surprises.” Henry Ford

I have a confession to make….I was once a car salesman !!!! Just like Henry Ford ,quoted above, I represented his fine company with its name proudly displayed on their automobiles in the blue oval. Sure their reputation at Bathurst could be better but hey , even the best cant win them all.

There are some who have a poor impression of us automotive consultants due to the odd bad experience or some unfortunate word of mouth bad press. But as I say to all sales people I meet, train or manage, selling is the most exciting thing you can do with your clothes on! Selling is a profession and something that not everyone is cut out for as sales people are skilled highly trained business people there to assist not deceive. If you are in sales no matter what your product or industry then you need to be proud of your profession and not daunted in the slightest by the reputation or performance of a few who have attempted to spoil it for the rest of us…..right!!!

Now that said, one of the most important things we must never do as professionals is judge customers on their appearance , first impressions, or perception of their importance,wealth or IQ.

Working at a car dealership taught me a lot about selling and about life. In particular it demonstrated to me the extreme importance of working as a team and never judging anyone in advance of meeting them or having invested quality time in establishing and understanding their requirements.

 In a classic example a man visited our yard once dressed in shorts,singlet sandals, bad sunglasses and a ridiculous looking hat. Not one of the sales team was interested in meeting, greeting or investing time with him. In fact they all disappeared so fast I was the only one left for him to talk to……little did I realise at the time but it was my lucky day!

Cutting to the chase it turns out the man was in fact a millionaire businessman who owned a number of hospitality businesses in Auckland and he was looking for a top of the range vehicle which he renewed each year! So I sold him a motorcar at full retail for $100k and built a relationship with him that included becoming a personal friend of his family whom he also referred to me when they were looking to upgrade their vehicles! Wow did that teach my team a lesson about how important treating people like we would like to be treated no matter what their nationality or appearance  was. That one experience was better than days of sales training and a lesson I have never forgotten!

“We don’t see things as they are, we see things as we are.” Anais Nin