"Renewal? Which Policy? On What?"

Zingers - January 2008 Zingers Teaser

I was in stocking feet in the tiny lobby/show room of a custom Boot maker. The owner had built me a pair of boots many months ago, now I was waiting for new heel lifts. A lady entered the store, glanced at me and called out loudly, "Peter King, are you in?" After a moment, she loudly repeated this. Peter, the owner, appeared.

Without offering to shake hands, or any other greeting, she said,

"How"s business? Are you busy? I hate to barge in, but your insurance is up for renewal."

"Renewal? Which policy? On what?"

This Zinger, like all Zinger's carries a powerful message to you, if you are running your own business, a large company, a sales and marketing team or working hard to make a personal sales quota and the income goal that you want.



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.

Labels: attitude, business, communication, Customer Satisfaction, first impressions, zingers

New Blog Post:




She Almost Lost Me By Using Two Words.

Elyse Clayson has developed a program that is effective in breaking addictions.

It accomplishes this by helping you to change your attitude and perceptions about yourself and your addiction. It works! It isn't an overnight thing and it requires your full participation and some coaching support, but the results are worth the effort.

Read more here: How Perceptions Form

Wes Zimmerman

Labels: attitude, blogs, business, first impressions, perception, success, weblogs

OOPs


I forgot to count ten the other day: not good, not good. The execution of this goof was a perfect illustration of the steps described in Zimmerman's Zinger, Success Ladder Or Crash Ladder.

I was driving to an appointment. As I pulled to a stop at a red light, my cell phone vibrated. I made the first wrong decision: I pulled the phone from my vest pocket and noted that the calling number was not familiar. I then made the second wrong decision: I pressed the answer button. The caller's voice was bright and cheery; I instantly assumed it was a telemarketer. That was the third wrong decision. He gave his name while the light turned green. I did not listen closely, did not ask him to repeat (fourth wrong decision) and said,

"And what are you selling?"

"I'm not selling anything; you are selling me on stocking your book in our store."

I was too embarrassed to laugh; I wanted to cry; I hurriedly apologized, explained that I'd fielded several telemarketing calls already that day, and somehow pulled my fat out of the fire. I had avoided a "crash."

It will be a long time before I again answer the phone while driving.

Wes Zimmerman

Labels: communication, first impressions, perception, zingers

Wes Zimmerman Speaks On

The Perception Of A Difference




In the first five seconds of your first contact with a business or person, a perception forms in your mind.

You have absolutely no control over its formation.

You will have very great difficulty changing it after five minutes.

From that point on it will affect every decision you make concerning the business or person, including anything the business or person advocates.


Choose From Three Presentations

1. In twenty minutes Wes will help you to realize the truth of these statements. You will receive useful information on how you can improve the likelihood that perceptions of you and your business are positive.

2. In fifty minutes with Wes you will know how to apply the Perception of a Difference, both in your business, in whatever position or title you hold, and in your personal life as well. You will learn how you can make a positive difference everyday.

3. In one hour and forty-five minutes including breaks, you will appreciate the power of the Perception of a Difference and its effects on your business and life. Before his presentation Wes will ask you to educate him about your business, do additional research on your industry and then customize his presentation to your needs. You will realize positive results for many years.


Here are some comments from prior participants:

"I applied what I learned in your Inc. presentation "The Perception Of A Difference" and experienced a 40% sales increase [in my company] in 11 months."
CEO Maintenance Service Company.

"I flew 6000 miles to go to Club. It was a long, tiring trip. Your presentation by itself was worth the effort." President Software Company

"Since your presentation I'm doing the things I did 25 years ago and had forgotten. Sales are up 30%. I'm having more fun than anytime in 15 years."
Salesman Veterinary Supplies

"Your sincerity is motivating. When you speak to a group, you present ideas in such a way that people understand why they will work. Your "Perception Of A Difference Presentation" worked so well that when our people left the auditorium, they believed they could make a difference and they have."
V.P. Information Systems

"You're a man of integrity and that shows. You also have a wealth of information to give away. I appreciate how direct you are."
Marketing Director

"Wesley Zimmerman, I was in your Inc. Conference
audience, six years ago. I've never forgotten that
presentation. It was loaded with useful information.
One of our customers told me you were here.
I want you to work with my people."
CEO

I must admit it was a learning experience participating in your lectures. Though operations is primarily my responsibility, the information you communicated to all of us about being winners and how to respond to our customers, whether existing or prospective, will certainly be of help to me in the future.
Operations Mgr.


Contact Wes at wes@perceptionofdifference.com or call him on 480.628.2450
to discuss the presentation content of your choice and associated fees.


Throughout his life, Wes has been moved to help others. He's done this while successfully performing as industrial engineer, plant manager, salesman, sales branch manager, market planner, sales and business counselor. He mentors professionals, corporate executives and individuals in all walks of life. Wes is an accomplished speaker and author of numerous articles. He has written and published the "Perception Of A Difference Quarterly", "Zimmerman's Zingers" and the book: "The Perception Of A Difference - The Power In Buying, Marketing, Selling, Customer Care," the first in a series.


Wes will make a difference in your life and your business.


Wesley W. Zimmerman
WZA Inc. The Business Enhancement Team
11060 N. 77th Street
Scottsdale, AZ 85260-5564
http://www.perceptionofdifference.com/

Labels: first impressions, perception, sales, success

Labels: first impressions, perception, sales, success, testimonials

To Tie or Not to Tie - Real Life Trust Example

Editor Introduction: During the learning session mentioned in the article, the topics of Trust and Authority came up as they relate to ranking of pages in Search Engine Results. What follows is a real-life example of a mark of trust and it's value in selling.


Last week I learned the difference between blogs, articles, Zingers and books. It was a fascinating three hours with people that know the difference and love all three. For now I will allow you to see the difference as you read my books, Zingers and blogs. I easily saw the difference when I proceeded to write a blog about motorcycle and business crashes; then realized it was either a candidate for a Zinger, an article or a story for another book, so herewith, I try again.

During that wonderful learning session I was asked if I always tie my bow ties, as opposed to wearing clip-on bow ties. This got my attention because it was the second time in two days that someone asked me that question. The answer is YES! I tie them myself because I do not like something that is false! I tie all 114 of the bow ties in my closet. Amy counted them when we were forced to empty the closets so new carpet could be laid in the house two weeks ago. She also found one long tie, which I had forgotten I owned.

Amy gave me my first bow tie. We worked in the same big room when first married. She was the engineering VP's secretary and I was a beginning Industrial Engineer. I worked at a stand up three by five foot drafting table drawing the changes that would be needed with new equipment coming into one of the factory floors. In those days before computers, a tee square, triangles, compass and protractors were your tools. One evening she handed me a bow tie.

"I am tired of seeing your various attempts to keep your tie out of the way of your drafting instruments. Clip this on tomorrow and see if it is practical."

I did, it was, so I went to the small men's clothing store where she'd gotten it. The proprietor had a great selection of bow ties without straps or clips. I had quickly come to dislike the clip on kind. They seemed dishonest to me. The proprietor stood behind me in front of a mirror and taught me to tie a bow tie. I can do it in the dark now. I have been wearing bow ties ever since. They don't drag in your soup or get full gravy when you are reaching for something during dinner, they don't hang below your belt which I think is obscene and you don't accidentally grab a bow tie instead of your napkin to wipe your lips. They don't flap in your face, when driving a Harley at highway speeds, either. They last a long time.

In the book "Dress For Success," that I read years ago, the author's research showed that men wearing bow ties are usually distrusted out of hand. Reading this statement gave me pause for deep thought, should I stop wearing bow ties? An awful lot of customers, friends, and Amy, trusted me ... I decided to keep wearing them. They became my easy identification mark. They say I am different, which I am and I like that.

Nuff said!

Wes Zimmerman

Labels: first impressions, judging, perception, success

(Zinger Sample)





For years my business uniform was a three piece suit built out of the finest English worsted, tailored to measure and properly conservative in color and pattern. The company car, which I normally used on business, was a Lincoln Town Car late model, but my car for pleasure was a 1970 Mercury Marquis convertible. The paint on the convertible was a tad faded and the engine used a bit of oil after 149,000 miles, when this enlightening experience unfolded.

The yellow convertible was rear-ended and suffered a bent rear bumper. When my schedule opened up a week or so later I decided it was time to get out of uniform, get a repair estimate and enjoy the ride with the top down. I donned a golf outfit that my wife informed me was purchased eight years previously and run through the automatic washer 150 times. It was a forty-minute drive to the first body shop and I thoroughly enjoyed the wind blowing my hair in six directions.

The first stop was the Lincoln-Mercury dealer from whom I had purchased automobiles for fifteen years. The body shop manager greeted me with a friendly smile, looked at the bumper, made out his estimate and said, “To save you time, you can get a second estimate by just going down the street a block and pulling in at the Cadillac dealership. They do outstanding work and will be happy to take care of you, but we’d like to do the work for you, after you get things settled with the insurance company.” I thanked him and he thanked me. I headed down the road.

The Cadillac dealership was the oldest and most prestigious in our fair city. The entire operation covered two-thirds of a city block. I drove to the front of the imposing show room and parked in full view of everyone within. I had decided that since I needed directions on how to reach the body shop, in this large establishment, I might just as well ask directions in the show room and stop and look at those shiny new Cadillacs.

I walked in and saw, at the far end of the show room, four salespeople looking at me. They were not your typical stereotype automobile salesmen: i.e., they wore long-sleeve white shirts, ties, and jackets with pants that matched. They made absolutely no effort to come toward me or greet me. One of them, after obviously looking me over from head to toe, turned and walked into a back area where he wouldn’t have to deal with me. I had that instant sense that I wasn’t dressed right for this occasion.

I had to walk the full length of that show room to get close enough to the three remaining salespeople to ask them how to get to the body shop. No one greeted me or asked me what I wanted before I asked the question. I got a very courteous and detailed answer about how to wend my way through the establishment. No one offered to show me a Cadillac; no one said, “Thanks for coming in.” I turned and decided not to stop and look at the shiny new Cadillacs.

When I got to the body shop office, the first thing I did was look in a mirror and comb my hair. The lady behind the counter took care of the data gathering in a very business-like manner. The man I’d been told to ask for admired the car and gave me a bumper repair estimate in a friendly and competent manner. He wanted to know the details about that old yellow convertible and what my future plans for it might be. When I told him that I intended to restore it sometime in the next twelve months, I received a complete sales pitch for a $2,000 seven-coat hand-rubbed paint job. He thanked me for coming.

I left feeling that when the time came I might come back for quotation on replacing the paint on the old convertible, but I never again darkened the door of that Cadillac store and I even considered specifying, in my burial instructions, that a Cadillac hearse not be used to carry my body to the graveyard.

What I really wanted to do was go to my barber, then shower and shave, put on my finest fresh-pressed, navy-blue three-piece suit, drive up to the Cadillac show room in the freshly washed and polished Lincoln Town Car, walk in and as all of those salesmen gathered around me, kick them each hard, in the shins.

But I never went back.

To this day, I am absolutely convinced that had I arrived in the Lincoln Town Car, wearing my business uniform, with gray hair neatly combed, I would have had to fight my way out of that show room instead of being humiliated by being looked upon as a cheap skid-row derelict with an old car.

* * * * *

Would the people in your store treat me the way the Cadillac salespeople did?

What have you done to prevent it?

In today’s language the salespeople were “profiling”. The prospect also does profiling, but it is all accomplished in those first few seconds without conscious effort. Do you think a prospect has the right to judge a salesperson in this manner?

Do you think a salesperson has the right to judge a prospect in this manner?

Does the kind of business the salesperson is involved in or the product he/she is selling make a difference?

A good salesperson learns early on that the first five minutes in the presence of a prospect are critical. The prospect judges a salesperson in that period of time based on appearance, manner, courtesy, language used, and sixth sense communication. A perception forms in the prospect’s mind in the first few seconds and hardens into reality in the following five minutes. No one likes to deal with someone who is not successful. I wore those fine suits and still do, because I want the perception in my prospect’s mind to be that I’m successful.

When ever I’ve learned I lost a sale because of premature judging, I tried real hard not to do it again, not always successfully, but I keep trying.

.
Nuff said!!!

Copyright 2005-2007 - All Rights Reserved
WZA, Inc. - The Business Enhancement Team
Wesley W. Zimmerman

Zinger sample, "Judge Ye Not Prematurely" is provided as a courtesy to prospective Zinger Newsletter subscribers only.

Contact the author directly for reprint rights: WesZimmerman AT PerceptionofDifference.com

Labels: first impressions, judging, perception, sales, zingers