Fabricut remains rooted in Tulsa

By LAURIE WINSLOW World Staff Writer

Published: 5/19/2012

Michael Guterman (left), chief operating officer of Fabricut, and CEO David Finer
stand in an aisle at a company fabric warehouse. They are second-generation officers
following in the footsteps of their fathers, Harry Guterman and Joe Finer, who
founded the business. CORY YOUNG/Tulsa World

To understand Fabricut's beginnings, you have to go back many years to when Joe Finer and Harry Guterman - two survivors of Nazi Germany - became friends during World War II.

In the early 1950s, they operated a drapery and slipcover store in Huntington, N.Y., and both had dreams of opening their own wholesale fabric operation somewhere in the Southwest. So Harry set out to explore locations and landed in Tulsa in 1954. Joe joined him five years later, and Fabricut was born. Today, the founders' sons, David Finer, the company's CEO, and Michael Guterman, its chief operating officer, continue what their fathers started, overseeing the Tulsa-based international wholesale distributor of fabrics, trimmings, decorative drapery hardware and wall coverings for the home-furnishing and hospitality industries. Here, David Finer answers some questions about the business.

How has the business changed or grown since it started? How many locations or warehouses does it have?
Obviously, the company has changed and grown significantly since its founding in the 1950s. Aside from the changes driven by technology, transportation, information processing and textile production offshore, Fabricut and its family of brands are much more a house of style and design today, rather than a commodity fabric house, which was its historical foundation. We have a Tulsa-based campus (administrative offices, customer service, operations) with three warehouses, a warehouse in Pryor, and showrooms - 11 corporate and over 60 agency partners - across the United States.

Why do you stay in Tulsa? Have you ever considered moving Fabricut to another city?
I've never seriously considered moving Fabricut to another city. In 1954, Mr. Guterman literally drove into Tulsa, immediately liked it very much and planted Fabricut's roots. We have a strong employee group here, comprised of both locals and those recruited here from outside Oklahoma, who make up the backbone of our company. Each employee is a part owner of the company, and our culture is our strength. Visitors from around the world constantly remark how nice Tulsa is and how friendly the people are. Who would want to change that? We are here to stay.

What are your future hopes for the business?
They relate back to my father and Mr. Guterman's initial dreams, just on a grander scale. Fabricut has grown to be one of the world's largest international wholesalers of fabric, trimming, decorative hardware and wall covering. I would like to see that course continued by adding additional products, brands and selling opportunities here and abroad, as we see fit. And, of course, I hope that all of our employee-owners see Fabricut as an interesting and fulfilling place to work, a place to secure their families' future.

What is it like for you personally, knowing that you’re helping carry on a business that your father helped start?
I feel a great sense of personal satisfaction in carrying on the work of our fathers. They started with nothing but strong work ethic, a belief in themselves and - both being refugees from Nazi-occupied Europe - a belief in America.

Where are Fabricut’s products sold?
We’re a wholesale to-the-trade company. Interior designers, decorators and specifiers can purchase our products through our national network of corporate showrooms and partners, sample-book programs and through each brand’s website.

How many fabrics does the company have in stock? How many orders are filled daily? We have 110,000 stock keeping units (SKUs) across six brands and between our fabrics, trimmings, decorative drapery hardware and wallcoverings. On average, we fill 1,000 orders a day.

In today’s increasingly environmentally conscious society, what does Fabricut do to be eco-friendly?
Working with our sources, Fabricut has designated products that embrace eco-friendly properties and are manufactured using environmentally stringent procedures as part of our Environment Plus initiative. We recycle our cardboard shipping boxes and office paper, and also ship fabric orders using unprinted, recyclable shipping bags.

What kind of impact did the recession have on the demand for decorative fabrics and home furnishing fabrics? How is business today?
The 2008 recession had a severe effect on the home furnishing and hospitality industries, and especially on companies like Fabricut that provide products and services for both. We primarily depend on discretionary spending; people don’t have to have what we provide. In this recession, more than any other since World War II, Americans felt timid, unsure and extremely cautious about their spending. Our industry is highly dependent on the health of the housing market and, as we know, housing has yet to really recover. Fabricut’s hospitality division is just beginning to see a pickup in business as hotels, restaurants, casinos and health care facilities are starting to put money back into their properties.

Small, but significant
Despite having a number of large employers, Tulsa actually is a small-business town. About 94 percent of employment in the metro area is at businesses with 100 or fewer employees, according to the Tulsa Metro Chamber. And many of those firms are very small: Approximately 80 percent of total employment is at businesses with 10 or fewer employees.

Fabricut Owners:
CEO David Finer, COO Michael Guterman and Fabricut employees through an Employee Stock Ownership Plan

Date established/location:
July 1954, Tulsa Address: 9303 E. 46th St. Workforce size: 300 Tulsa-based and 100 across nation Description of business: International wholesale distributor of fabrics, trimmings, decorative drapery hardware and wall coverings for the home-furnishing and hospitality industries.

An Irish Kitchen is Just What We Need!

By: Vicki Martin

A wall mounted cabinet, similar to a china cabinet.
This needs to be hung on a specially reinforced wall.
This piece is approx. 6' tall.

You may have heard that Camille and I were in Ireland last week, courtesy of HunterDouglas. What a wonderful place. So pretty, and the nicest people you could ever meet. While in Adare, we ran across an incredible kitchen cabinet store. Most Irish kitchens are small and basic, but this stuff was anything but! A young Italian/Spanish man and his family own and operate it. They had some of the coolest things we'd seen in a while so we thought we would share some photos with you. Loved the stainless steel door fronts, and the pewter counter tops. Very high end line called Marchi Cucine. See it at www.floriosfurnitureshop.com

You can drool along with us!

Diego Florio explains the cabinetry to Camille.

We loved this piece because it was such a cool combination of traditional and contemporary styles.

The counter top in the picture above is pewter.
The cabinets are made of oak, we thought it was interesting that oak may be making a big return - at least in Europe. 

We love the detail on this stove, which is actually a piece that is available stateside.

A page from their catalog showing the wall mount refrigerator.

12 Tips On How To Think Clearly And Not Let Fear Control You In The Creative Design Industry In 2012

By: Andrea Schuch
Have you ever stressed out over a client meeting or had anxiety over an install? How did you handle it? Please share your stories below!

We have an interesting relationship with fear.  Many people enjoy scary movies and books, such as Psycho and The Shining.  The occasional (or not so occasional) visit to the amusement parks for thrilling rollercoaster rides also seems to keep the adrenaline flowing.  We look forward to Halloween where we can dress up as rather frightening characters.  That's when our relationship with fear is exciting, even fun. This isn't too surprising, since these types of situations give us a fair amount of control over fear.  Yet, what do we do with situations where our relationship with fear isn't fun or a thrill?  In fact, there are probably times where everyone has felt that fear is out of control, and that is downright terrifying in the Creative Design Industry.

Watch Out for Those Monsters!

Most can remember times when as a child, we were greatly concerned over going to bed due to 'The Monsters' under the bed.  Or as one of my friends insist… those monsters were on the ceiling!  Pretty scary stuff back then, but what about now?  How does fear show up in our lives and do we handle it as well as we would like to?  Dealing with fear isn't really fun, and many people would like to avoid or deny it.  Harry Emerson Fosdick once said, "Whatever else you can run away from, you can't run away from yourself."  Fear is much like our shadow - no matter how hard we run, it's going to dog us. 

The 12 Tips

Fear or stress can feel overwhelming at times.  So, how can we manage it better?  The following are some ideas to getting a handle on fear, so you can think clearly:

w        Get a reality check on fear.  Fear can become bigger and bigger in our minds until it takes on unrealistic proportions.  Discuss your anxiety or concerns with others to discover what is real and what isn't.  An example would be the individual who fears failure in everything he or she wants to do, where in reality that individual has always been successful.  That person needs to change his/her perspective.

w        Break the mesmerism of fear.  It is very easy to obsess over fear.  Breaking the pattern, taking a break, finding a distraction, getting support, etc. can help.  This isn't to say that we should ignore our anxieties, but obsessing over them won't help us to resolve them any faster or to enjoy life more. 

w        Anxiety can help us to grow.  George Herbert once said, "Storms make oaks take deeper root."  It can be very uncomfortable and even terrifying to face our fears, but at the same time, we can develop a more stable foundation in ourselves.  Usually, as we develop a pattern of facing and overcoming scary situations, we become stronger and surer in ourselves.

w        Find a balance between working on your own issues and helping others.  As Lewis Carroll stated, "One of the deep secrets of life is that all that is really worth doing is what we do for others."  Finding ways to help others, by volunteering and such, can help put our own fears into perspective.  Additionally, use your own experiences with fear to help others to deal with their anxiety.  It is an interesting phenomenon in life that when we assist others, we in turn grow and help ourselves at the same time.

w        Develop a support network.  It is much easier to face fear and difficulties with the help of others.  Find someone who can gently, but firmly help you to handle the anxiety and not to enable your fears.

w        Pick your battles carefully.  Don't try to resolve everything at once.  If possible, work on one fear at a time and use small steps to making change.  For example, when I have worked on my shyness, I have chosen where to push myself and where to back off.  When I attend parties, I develop guidelines for what small step to work on and what is ok, like allowing myself a period of time to adjust to the situation. 

w        There is a time and a place for everything.  In a world where many people believe problems must be fixed ASAP, I have a different theory about fear and change.  I believe that when pain or distress around a problem increases to a level that is higher and more intense than our fear, then we make the change.  Everyone has a certain pacing and to push too hard and fast can end in failure and frustration.

w        Don't give up and let it take over.  The old saying to get back on the horse, after it has bucked you off, is so true.  Plus, the longer we wait to get back on that old horsy, the harder it will be.

w        Find your anchor.  What is your true purpose in life?  What is your top priority?  Find something solid to trust in, something to lean upon.  I once read, "Not until tomorrow do we sometimes see clearly enough to appreciate the gifts of today."  I try not to live for tomorrow, so each day I strive to appreciate that I can get up and enjoy the sun shining, listen to the birds chirping and see the trees waving in the wind.  When the waves of fear or stress start to rise, it is important to have something to anchor your ship to.

w        Watch out for addictive behavior.  Many people use substances (like alcohol, drugs or food), events (like sex or shopping) and even people to numb out fear. If you find this to be true for you, seek out help.

w        Use resources to manage the anxiety.  There are many good avenues to controlling fear - mediation, yoga, exercise, support groups, counseling, writing, art, self-help books, etc.  The Internet is also quite helpful in gathering new ideas and information.  For those suffering from chronic anxiety or panic attacks, the Anxiety Panic Internet Resource (www.algy.com/anxiety) has some helpful tips.

w        Seek out help.  When anxiety is out of control or you constantly get stuck when trying to resolve an issue, get help from mentors, a business coach, counselors, friends, clergy, etc.  If fear is an obstacle that prevents you from doing things you want or need to do, then you probably need assistance.

Making the Growth Choice

As Stewart Emory once said, “The absence of fear is not an option that is available to most people.  People are looking for that, but that is just not an option.  The difference between people who are really making it in the world and the people who are not is simple: The people who are making it in the world are making it and they have fear.”  He then continues, "To go forward we need to make the growth choice.  The fear choice is to retreat to comfort and avoid the fear.  The growth choice is to take fear as a companion and move ahead.  To have a life that is a joyful adventure, we need to be willing to take the risk.  Courage is the willingness to be afraid and act anyway."  We can’t eliminate fear, but we can find ways to manage it so we can move forward on to achieve our goals and dreams.

Discussion Points & Final Thoughts

According to Dana Borowka, CEO of Lighthouse Consulting Services, LLC (www.lighthouseconsulting.com) and co-author of Cracking the Personality Code (www.crackingthepersonalitycode.com) hiring the right people is key to future growth.  If you would like additional information on hiring, please click here to get a link to an article on this subject: http://lighthouseconsulting.org/Articles/KOTHireRightFirstTime/signupform.php

As we move into 2012, hiring the right team member can reduce the fear of missing goals, help to improve interpersonal communication, create opportunities and bring fun back into the work place.  It is helpful to remember that we all need assistance when it comes to dealing with fear.  So please feel free to share this article with team members, staff and friends.  It also makes for a great discussion for your next meeting.  Please click here for some discussion points:

http://lighthouseconsulting.org/Articles/KOTDiscussionPoints/signupform.php

Permission is needed from Lighthouse Consulting Services, LLC to reproduce any portion provided in this article.  © 2012   

If you would like additional information on this topic or others, please contact your Human Resources department or Lighthouse Consulting Services LLC, 3130 Wilshire Blvd., Suite 550, Santa Monica, CA  90403, (310) 453-6556, dana@lighthouseconsulting.com & our website: www.lighthouseconsulting.com  
Lighthouse Consulting Services, LLC provides a variety of services, including in-depth work style assessments for new hires & staff development, team building, interpersonal & communication training, career guidance & transition, conflict management, workshops, and executive & employee coaching.  To order the book, “Cracking the Personality Code” please go to www.crackingthepersonalitycode.com.

By Ellen Borowka, MA, Lighthouse Consulting Services

New Items in the Showroom in January

By: Andrea Schuch

Can you even believe that it is already February? It seems like just yesterday it was Christmas, maybe because it doesn't really seem like winter with these warmer temps and lack of snow. Whatever the case, this year is flying by already. January seems like it was a great time for fresh starts for people as we had several new designers in the showroom as well as many new accessories.

This tea light holder to the left is decorative but also practical.

To the right is a faux leopard box that just showed up at our back door last week. Great piece because it has the feel of an animal print without the actual print.

Thumprints is a new lamp line that we picked up that has some very cool transitional lamps and hanging fixtures. The quality is very nice and if there are ever any problems, the lamp designer is on site - I talked to her about this lamp last week!

Lastly, is this great piece of artwork. We have two that coordinate and are quite large. Would definitely make a statement where ever it was needed!

Sales 2012: What Will You Choose?

Hello all! 

Here we are in January again, only this year it feels a little like.... March maybe? So our first blog of the year is - you guessed it - new years resolutions and goals! I always seem to make these. One year, I felt like I was saying no too much (Hey can you do this? No...) So my goal was to say "Yes!" and figure it out later. The next year, my goal was to say "no" more because I was so overwhelmed with everything that I had agreed to do! Ugh! This year, I'm thinking my goal is to just go with the flow. I am a planner and if I want something done, I have to make sure I schedule it in. I know this year will bring many changes for me and my family and I want to just let them happen and be open to the end result - even though there is no way to plan these things! Hopefully you all are thinking about ways to improve your business in 2012; if you haven't started yet - here is a great business article from Colleen Stanley about things to think about as you do start the process.

By: Colleen Stanley

It’s that time of the year when people set New Year’s resolutions and goals.  Setting goals really boils down to making new and better choices.  It’s as much about what you are going to start doing as it is about what you are going to stop doing. 

This tradition has been going on for years and most of the time it is just rhetoric and hope which eventually leads back to old comfortable behaviors and attitudes.  Here’s three things to consider choosing if you are serious about making 2012 your best year in sales.    

#1:      Choose your “why.”  Many people get caught up in setting goals that are based on other people’s expectations, not their own.  The conversation around the new goal is one of excitement and motivation, however, often lacks the real reason for changing or improving.  Business owners say they want to grow their businesses.   Why?  Salespeople claim they want to make more money.  Why?  

Here’s a quick reality check.  If your why isn’t big enough, you will not do the work necessary to change and improve.  You will talk a good game and talk will be the only concrete action taken.  Take some time to reflect and figure out your why.  Once you figure out your why, ask the second most important question:  What are you willing to do to achieve it?

The most successful people in the world aren’t the smartest or most talented.  They are people who are clear on their why and willing to do the work necessary to achieve their goals.  “I want to grow my business” sounds like the right battle cry for a business owner.  Are you willing to take the risk, put in the hours, hire the team, grow the team and invest in new resources?  Making more money is the politically correct answer for any salesperson.  Are you willing do the work, invest in yourself to get smarter and experience the discomfort that happens anytime you change in order to take your skills to a new level?   (Or would you rather watch another episode of reality TV.)  Get clear on your why.  It is the first step in executing what needs to happen. 

#2:      Choose to slow down.  Most salespeople are card carrying members of the busy club.  They are busy networking, busy prospecting, busy selling …they are busy.  Sounds good except too many busy salespeople are not hitting quota.  The problem is most salespeople are so busy that they don’t take the time to analyze their business – current and future. 

At the end of each year, take time to track and figure out the source of your best leads.  Is social media working for your industry?  Or are you spending hours on Facebook to avoid picking up the phone?  Have you updated your LinkedIn profile 20 times without making contact with a human being?  How about that association lunch you attend each month?  Has that event yielded any sales results?  Evaluate your referral partners.  Are they referring quality prospects or are they just nice people that should be reallocated to the friendship category?  Look at your clients.  Which clients are your raving fans and refer you to their colleagues.  Are you giving them “frequent flyer” treatment or are they being serviced just like your “C” accounts?  If you lost business to a competitor, what is the reason?  If it’s price, work on the selling skill of quantifying the pain or problem.  If it’s talking to a non-decision maker, work on assertiveness skills, pre-call planning and managing expectations.    

Steven Prentice, president of Bristall Morgan, Inc., has a great presentation titled, “Cool Down:  Getting Further by Going Slower.”  His research shows that organizations are more productive when they slow down.  It allows creative thinking which can only happen when the brain is given a chance to catch its breath.  Creative thinking leads to innovation which keeps you ahead of the competition. 

#3:      Choose generosity.   If you want to earn more in 2012, establish a give goal.  It’s the old saying, “if you want to get more, you need to give more.”   Dr. Robert Cialdini, author of,   Influence: The Psychology of Persuasion, shows research supporting this concept.  One of the principles discussed in his book is the principle of reciprocity.  When you help others, they want to return the favor, they want to reciprocate. 

This principle is the foundation of strong strategic alliance partnerships.  Good partners are consistently looking for ways to help grow their partners business.   Generosity starts at home base.  Be generous with your fellow team members.  Take time to help the newbie salesperson with advice or mentoring.  Give a hand up to a veteran salesperson that is in a slump by taking him to lunch. Give to charities.  Dover Management runs a mutual fund that invests in companies known for charitable giving.  Dover’s research shows that companies with a good relationship between philanthropy and operating earnings have outperformed the broader index by 3.5 percentage point a year over a five-year period.   That’s reason enough to write a check. 

It’s a new year for you to grow as a sales professional.   What will you choose?  Examine your why, slow down and be generous. 

About the Author

Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training.  The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection.  She is also the author of “Growing Great Sales Teams: Lessons from the Cornfield.”   Reach Colleen at 303.708.1128 or visit www.salesleadershipdevelopment.com. 

New Items in the Showroom

By: Andrea Schuch
I've missed a few months of this posting, partially on purpose. As the year comes to a close, the deliveries of exciting things also slow down. I thought I would do one final year end posting of the new and exciting things we have received in the past three months. Among the "things" are also a new offering from Brimar - they are able to bend so many of their rod collections! This is great news for anyone working with a bay or curved application. Be sure they are on the top of your list when you have this issue in your designs.

Among the "new" is a new line - Oriental Danny. While we laugh a little at the name (really - how does the name Danny go with oriental?) it is a line you will probably recognize. A while ago, we had a line called Oriental Accents. At some point, Oriental Accents closed their doors and we were super bummed. Oriental Danny is basically the best of Oriental Accents with some new things as well. Some great new items on our floor from them including this cute little ceramic box with the acorn style lid knob.

Another line that is newer to us, Paragon, has also sent us a few things to get excited about... a lovely silver tray came in, in addition to these lovely leave pieces. This set features 3d leaves that are in a shadow box-like frame, really showcasing them.

Guildmaster, a really unique line with some funky finishes and distinctive items like these urn silhouettes that came in last week. They are made with stands but could also be hung on a wall.

The largest new item is the new creamy sofa from Taylor King. It has a really nice curved back and nail detail. Check it out near the memo room on your next visit.

My favorite new item is this tassel collection from Fabricut and Charlotte Moss. The tassels are really gorgeous in person and have beautiful colors; Sevilla-CM shown to the left is the 8.25" key tassel and retails at $72.00.

Wooden You Like To Be Successful?

Hello all and welcome to winter! The holidays are literally days away and while this is not the easiest time to focus on honing your skills, why not spend some time thinking about some practices that you might want to implement after the new year? Here is an article from Colleen Stanly of SalesLeadership, Inc that might just give you a jump start! Make sure you catch the advice from our showroom staff as well!

By: Colleen Stanley

John Wooden is known as one of the finest basketball coaches in America.  He took his UCLA team to the NCAA playoffs 10 of 12 years and was named coach of the Century by ESPN.  John Wooden was a great teacher and coach. 

The brilliance of his teaching is that he focused on the mental aspect of the game as well as the technical skills of basketball.  John Wooden repeatedly told his team that controlling emotions was at the core of winning the game.  He never referred to this control as emotional intelligence, however, when you further study him and his philosophy that is exactly what it was teaching and demonstrating. 

John Wooden made it a goal to never lose his cool.  He knew what the experts in emotional intelligence know.  When you lose control, your clarity of thought and execution become clouded. 

Many people think that a coach with this type of record must have focused solely on winning.   John Wooden won games by living by a different definition of success.  “Success is peace of mind which is a direct result of self-satisfaction in knowing you made the effort to become the best you are capable of becoming.  Then perhaps when circumstances come together, we may find ourselves number 1.”  He knew that self improvement is in every salesperson’s control.  He knew that improvement and mastery were based on wise choices.       

John Wooden’ posted this note on his team’s bulletin board: 

There is a choice you have to make,

In everything you do.

So keep in mind that in the end,

The choice you make, makes you.

Here are five choices to consider:   

#1:  Choose to be a life-long learner.  In the emotional intelligence world, life-long learning is defined as self actualization.   Research shows that top salespeople score high in this emotional intelligence competency.  They are on a continuous journey of self improvement and professional improvement.  Lifelong learners make the choice between watching reality TV or reading a book that will help them become masterful.   They make a choice of being the lone ranger or seeking out mentors.  They make the choice to take risk and fail in order to learn the lessons that come only from leaving the status quo.    

Jody in the office says: I believe that continuing education is a necessity to be a better business person. You always need to keep up with the latest trends, the improvements and newest offerings. Keeping yourself updated through continuing education gives you an advantage in selling.

#2:  Choose to become masterful.  The world is full of average so that seat on the bus is taken with a waiting line.   Many salespeople learn sales techniques, however, few master influence and persuasion.   It’s fairly simple.  Choose where to focus and what to focus on.   Pundits are predicting that the profession of sales will be dramatically reduced due to e-commerce and the free information found on the Internet.  It is our prediction that only the masterful will survive and thrive.   

Vicki, one of our fearless leaders, says: Often only a small difference separates the average salesperson from the masters. Just like a horse can win a race by a nose... and the profit difference between "win, place or show" is vast.  You want to be the winner.

Master one or two techniques at a time, and you will see your sales increase.

It is very helpful to create the expectation of a sale before you even go out to the customers home. For example,  the first appointment is often just getting acquainted and getting an idea of colors, etc.  Before you leave, say something like "Lets set up our next appointment for one week from today.  Will that work for you? At that appointment I will have lots of things to show you that will accomplish the things we have discussed today.  If you are happy with the selections I bring, I will need a check for 50% down to get things ordered.  Then we will be ready to install your things in about 8 weeks.  How does that sound to you?"

If she has objections, you can deal with them up front, or be warned of possible red flags.  If she is comfortable with the idea, reinforce it when you call her back to confirm the next appointment.  "I have some beautiful things for you--I think they will be just what we need.  Are you still comfortable with getting things started?  OK,  that's great!  Your room will be done before you know it."

You have set the expectation of the sale, and you will close in fewer appointments.

#3:  Choose to plan your work and work your plan.    We have smart phones,   Franklin Covey and yellow sticky notes.  Salespeople should be the most organized people on the planet.  Unfortunately, salespeople waste 1-2 hours every day because they did not make a choice to do the basics of time management.

• Make a to-do list everyday. One minute of planning saves 10 minutes of wasted time. 
• Calendar block prospecting and client retention activities.   If you don’t block it, you will lose it. 
• Manage email and phone calls.  Yes, you can go for one hour without technology and focus on strategic work. 

Camille, the other half of the dynamic duo, says: Being organized it the best tip I can give. If you can sit down and do all of your new appointment calls before moving on to the next task, it will save you from getting up and down - time spent looking for things in the middle. Put all like-tasks together and you will find that you spend less time doing them and maybe enjoy them a little more. Especially activities you do not enjoy, having a block of time set aside to work on only this task will be much more efficient and completed at a higher concentration level. 

#4:  Choose to sell a product or service that you love.  John Wooden was a great coach because he loved being a teacher, coach and mentor.  He made a choice to be in the profession of coaching. 

If you are not passionate about sales, the company you work for or the products you sell, add another item on your to-do list: Find another job.  You will never reach your full potential as a person, salesperson or sales manager because two important ingredients are lacking in your success plan called passion and conviction.   

Wendy, on the sales floor, says: It's much easier to sell something that you love. When you love something, you know more about it than any other product. I have sold a few things I've loved and hated. The things I love, I hate to see go because I love to be around them everyday. There are certain things I won't sell or promote because they are not good quality or don't have a good product line. When you're an interior designer, quality is important. Good thing we don't have any of those lines here!

#5:  Choose to manage your emotions.  Get some downtime and figure out what is triggering you to act or respond in a manner that is less than beneficial.  Ask yourself, what would have been a better reaction?  What’s the reason I allowed a comment or behavior to “get to me?”  The power of the question is the power of the answer. 
Make the right choices and a funny little thing called winning is usually the result. 

Andrea, your usual blogstress and go-to gal, says: I definitely feel that I have to think about this a lot lately. Usually at home, I have two 18 month old boys running around - and yes, sometimes screaming. As an outsider, it seems like no big deal to make decisions and go about normal decision making. When the kids are screaming at YOU, it's no walk in the park. Suddenly brain function goes from 100% to 15% and the decisions you make would not be the typical decisions. I might say things that I wouldn't normally say or do things I wouldn't normally do. Managing your emotions is definitely key in these situations as it is in sales so you are consistent with your replies and actions. A level head can go a long way when you are caught off guard by a client or potential client (or a screaming child for that matter). The trick is perfecting this - I'll let you know about that when I get there!

 

About the Author

Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training.  The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection.  She is also the author of “Growing Great Sales Teams: Lessons from the Cornfield.”   Reach Colleen at 303.708.1128 or visit www.salesleadershipdevelopment.com.