I have posted photos of my pickles and my hot sauce on my Facebooks, and have been asked for my recipe.  PLEASE NOTE, I love my pickles...my wife and sons do not.  They like a more sour pickle.  I haven't perfected the full sour, although, if I can, I will let this last batch sit in the fridge longer to get that full sour taste.

This is my sales blog...and if you are interested in sales techniques, take a gander at my past posts.  I had a lot of fun writing these posts in the past...and while I have a passion for sales, I have other passions as well.  As you can see, I have been busy with many other things....Including making pickles.

​Below, you will find my pickle recipe.

I borrowed certain elements from recipes that I have found on the internet, and if you are a fan of the "New Dill" pickles or "Half Sour" pickles that you find in a Jewish deli, then you may like these.  These have a slight twist, as the way I prepare them, you will find these to have a little more garlic in each bite.

Ingredient List (for 2 quarts of Pickles):

• 2 lbs (roughly 10) Kirby Cucumbers:  Generally found at farmers markets.  You can buy cucumbers at the grocery store, but you will find better ones at your local farmers market.
• Mason Jars.  This recipe is for a 2 Quart Jar.  If you buy a lot of cucumbers, make sure you have enough jars.
• 8 Cups of Water
• 1/3 Cup of Kosher Salt
• 6-8 cloves of Garlic
• 2 tbs Pickling Spice (Store bought, or make your own)
  • 2 parts Mustard Seed
  • 1 Part Red Chili Flakes
  • 2 Parts Coriander Seed
  • 1 Part Ginger Root
  • 2 Parts Whole Allspice
  • Mix up and put in a mason jar for today and future use.
• 6-8 Sprigs of Dill
• Jalapeno or Habanero Pepper optional

Instructions:

1. Wash Cucumbers in cold water.  Slice off the stems and blossom ends.  These tend to have a bitter aftertaste if you leave them on.  You can also add celery or carrots if you are adventurous.
2. Wash your Mason Jars.  Use Soap, water, and rinse thoroughly.  I use 2-Quart jars.  If you are using 1-Quart Jars, cut this recipe in half.  The lids are interchangeable.
3. Place the garlic, dill, and pickling spice at the bottom of the jar.  The garlic must be crushed a little....I use a fork to break it up a bit.  HERES THE TRICK...If you want more of a garlic taste, put more garlic in.  all of these ingredients are at your discretion...test a couple out. I love more garlic.
4. Pack Cucumbers tightly into the jar(s).  You will want to put some whole ones, and some sliced ones.  Get them in as tight as you can.I cut them in spears and coins.  Whatever you can do to fit more in.
   
   Put a little more dill on the top, as you can never go wrong with more dill.
5. In a separate bowl, Mix 1/3 cup of salt in 8 cups of Water.  I use the "instant hot" so that the salt dissolves completely.  Mix it with a spoon to make sure that the salt is dispersed.
6. Pour salt water mixture into the jar(s) so that it comes to the top.
7. Put the lid on, tighten it, and put the jar(s) in a refrigerator.  IT WILL TAKE AT LEAST 2 WEEKS for these to come out perfect, so I suggest that you put it in your basement fridge, or you will be tempted...Label the top with the date you are to open.
   
   In my experience, these get better with time, so you should make multiple jars, as you will likely start noshing within a week.

Enjoy, and be sure to post your comments below on how your turned out!

If you are as old as I am, you remember that commercial below.  

Being patient as a child isn’t easy...as an adult, it didn’t get easier for me. As a salesman, it gets quite impossible EVEN THOUGH IT IS CRUCIAL TO OUR SUCCESS.

• Quotas to meet.
• Bosses to please.
• Commissions to earn
• Bills to pay

Waiting on that deal is exactly why a career in sales is not for everyone. The anticipation of that big deal is the reason why some of us don’t sleep at night, and quite honesty, it is what gives us the dreaded “commission breath”

Commission breath is the affliction that makes us do the things that a normally sane person wouldn't. It  turns us into stalkers at the end of the month.  It makes us send unproductive emails that seem desperate.  It tells our prospects that we really need the deal, and it gives away the very bargaining chip that we may need in order to keep price integrity.

So what are the best strategies for avoiding this, or more likely, minimizing it?

Having an upfront discussion with a prospect about the timeline for the process you are about to engage in is the very best way to start.  It helps you set the expectations where they need to be.

At the beginning of the relationship, and throughout the whole sales process, you should state and get confirmation on the next steps.  You should also reiterate where you hope these conversations are leading.

Be be sure to be specific about timeframes and outcomes. Also be sure to get agreement on these items, as well as providing an “escape hatch” where he client can email you saying they wish to get off the ride. Below is an example of a typical conversation.

”David, I think his meeting was productive. The next step is a meeting with your executive council next week. You mentioned that you would be able to make a decision by the 25th of the month. Is this still accurate?”

”Yes it is, Mike”

”David, just so you know, I will be calling you in the 26th for final approval. If at any time, you think this isn’t going to happen, please let me know. Ultimately, I am a salesman, and I am not good at hints. All I ask is that you be honest and let me know if this isn’t working. Again, I’m a salesman, and I don’t get hurt feelings. Deal?”

I always like to fall back on the “I’m a salesman, and I don’t take this personal” line. That’s what I’m here. If the prospect doesn’t say no to me, then I will still keep calling. Let them know this.

Even after coming to an agreement on the timeline and the process, you may get derailed by your prospect.  Ultimately, you are going to get "Ghosted" by someone.  

          Ghosting:  When a prospect disappears on you...stops returning you calls or emails.  

Ghosting is the most infuriating thing that happens to a salesperson, and it often comes after you think you are in the best position to make a sale. 

After being ghosted, some salespeople resort to obviously odd emails or phone messages (that seem logical coming from you).  An extreme example of this type of voicemail is played out in this VERY UNCOMFORTABLE famous scene from the movie Swingers.

Don't be this guy!

My best tool to fight this is an email called my "stuck under a desk" email.  It works 98% of the time, but it can only be used once per prospect....  here is a copy of the typical email...

James,

I called you a couple of times to get an update on the agreement that I sent you.  While I haven't heard back from you, I understand that these things happen.  Typically when someone doesn't return my call, it's because of one of three things.

1. You haven't made a decision yet - If this is the case, please let me know.  I can give you more time, and maybe even clear up some confusion you may have.
2. You made a decision, and you decided on one of my competitors.  - If this is the case, just shoot me an email.  I will be ok...I am a salesman.  I will survive...I ave been turned down before.  :)
3. After our last call, a large desk fell on you, and you have been stuck ever since.  -  If this is the case, please let me know, and I will alert the authorities and get you freed from the Steelcase contraption.

All kidding aside, please just let me know where we stand, and we can plot a course of action.  Again, if we don't end up doing business, we will both survive...but as I stated before, I would like to earn your business.

Mike

This email works because it injects humor into the situation.  It asks for a return message, but allows the prospect to save face.

In the end, the anticipation of a large deal is a killer.  Sometimes it occupies way too much of your time and effort.  

The best advice is to make sure you have a deep pipeline so you don't have to rely on one deal so much that it makes you a crazy loon like Mike, leaving an answering machine message for Nikki.

Many times, while I am in between meeting, I am faced with a 45 minute stretch where I have nothing to do.  I used to just sit in the car, get a cup of coffee, or make a couple of calls.

These days, due to some company initiatives, I have been stopping by client's offices, and I have found some great ways to stay in front of my clients.  Here are a couple of ideas.

1.  The Starbucks Card:

Next time you go to Starbucks, buy yourself $100 in Starbucks cards in $5 denominations.  Get a sharpie, and write your email address on them, and leave them in your glove compartment.

Next time you do a drop by, bring your business card, a Starbucks car and a smile.  Let your client know that you care enough to get them hopped up on caffiene.

2.  Promo Items from your company:  

My company is pretty good about getting promo items.  From bluetooth speakers, to coffee mugs, to pens, we give out all sorts of items.  I always keep a stash of the really good ones in my car for just such an occasion.

BONUS:  If you have company pens, you should be replacing pens at restaurants with ones with your company logo.  This is a no brainer, especially if you are selling insurance or any other B2C service.

If your company doesn't have promo items, you can always reach out to my friend Carrie Krauthamer at carrie@captiv8promos.com.  She can hook you up.

3.  Big Honking Costco Cake:

Many years ago, I was trying to get the attention of a company that wasn't too fond of CoStar (the company I work for).

So I went to Costco, and I ordered a large birthday cake, with their famous buttercream frosting.  I had the prospects logo and CoStar's logo printed on the cake....and I delivered it to their office on a Monday morning.

By the end of the week, I had secured a meeting with management.  

I'M NOT SAYING THAT IT WAS BECAUSE OF THE CAKE...but I am not saying it WASN'T because of it.

​(Extra points for putting Lightning McQueen on the cake)

The Biggest Takeaway:

Don't walk in empty handed.  Even if it is with a report, whitepaper, a copy of a news article...

NOW GO GET THOSE CLIENT VISITS IN!

At the end of every month, salespeople around the globe complain that their prospects led them on and didn't deliver. Doug F., one of my former bosses used to say this to me all the time.  "Buyers are liars".

While I believe that he didn't mean to accuse all of our clients of being malicious liars, he did mean to say that our prospects may not be giving us all the information that would help us sell the product.

Another former boss, Mike H. believes that salespeople just don't ask the right questions, which is why on the last day of the month, we feel mislead by our prospects...he has a point.

There are many reasons why a prospect would mislead a salesperson.

1.  Some people don't like to say no to you:  Throughout the sales process, the
prospect likes you.  They respect you.  They feel bad saying no.  

For example, I have had prospects who say maybe all the time.  They really don't mean it.  What they are trying to say is "Mike, I really like you, but I am not going to buy your product.  I will, however, say maybe, so you don't feel so bad.  One day, you will give up thinking that I tried my hardest"

I do this all the time too.  I don't want to break it to the furniture salesman who spent a ton of time with me showing me all the couches in his store.  Instead of telling him that I will go elsewhere because the price is cheaper, I tell him that I will call him next week.

How to avoid?

• Always offer a way out:  Tell the prospect that he shouldn't be shy about saying no.  I typically tell people that "unless I get a no, I will
  continue calling.  I can't take a hint."
• If the prospect tells you to call in a week, ask "What is going to change in a week?".  This usually gets the prospect to explain what their process is....or it gets them to re-evaluate the push off.

2.  The buyer has no authority to purchase:  This happens often.  The person that you have been presenting to has no authority to pull the trigger...but they have never told you this.  Sometimes, all it takes is the right questions in the beginning. Questions like

• Are there any other people who need to be involved in this
  process?
• Are you an officer in the company authorized to sign an agreement? The reason I ask is that we just had an instance where the person signing our agreement wasn't authorized, and it caused some headaches. 

3.  The prospect has no money in the budget for your product:  The prospect was very excited to see your product and really believes that it can make a difference.  The reason they cannot pull the trigger is that they don't have money to purchase.

Since you probably don't have a say in how much money the prospect has in their budget, you can help by being clear from the beginning of the costs associated with the purchase.  I have heard many salespeople give general costs of the service at the beginning of the process, only to give a firm price at the end that surprises the buyer.  The buyer doesn't want to seem cheap, and therefore plays as if they are moving forward, when they are in fact not interested. They will find some excuse to not buy, and it won't be the price.

Be clear on the price, show the value of the product and ask for the business.

In Conclusion:  All of this can be solved with an upfront contract.  

An upfront contract allows you to set the ground rules and expectations...see the video below

Everyone has a different upfront contract discussions...but the best ones have an easy out.  My easy out goes like this.

"Billy, if at any time, you feel like we aren't going to do a deal, will you do me a favor and let me know?  The last thing I want to do is bother you and have you avoid picking up the phone.  You can call me or even email me if you like...Does that sound fair?"

I remind them often that they have the right to say no to me.  That way, nobody feels like they don't have to avoid phone calls, and otherwise be nervous.

I also add that if we don't end up doing business "we will all carry on with our lives...we will all survive". That gets a few chuckles and lightens the mood.

Have a great day, a great weekend, and a great August! 

If you found this helpful, please copy the url link above and share it on your favorite social network.

Thanks

​Mike

I found something earlier in the week.

While preparing for a large presentation, I found something that had seemed lost, elusive, and out of reach.

Passion.  

Passion is the thing that wakes you up in the morning.  Its the straw that stirs your coffee...and it is the thing that sells your product/service.   How do you lose that passion, and more importantly, how do you retrieve it.

1. Take this job and shove it!:  Sometimes, it is just a matter of finding a new job.  While new jobs aren't always so easy to get immediately, this could be the hardest.  Websites like www.linkedin.com are good for this.  A good strategy is to write a short note and send it to 20-40 of your contacts in a private message.  Explain that you are thinking of leaving your current company, and if this person knows of a position that would fit your skillset, you would appreciate it.  This works very well, as your contacts generally want you to succeed.
2. Find Meaning:  Wake up, Shower, eat Breakfast, drive to work, work, go home, wash, rinse, repeat... Sometimes it feels like you are doing the same thing over and over again...If your sales job has little meaning, you shouldn't have to look far.  My best advice is to take out one of your clients to lunch.  Chose one who gets value from your company.  Ask them to explain what your product does for them.  In many cases, their company couldn't do as well if not for you.  Take that information, and put it in your pocket.  Soon enough, your job has meaning.  You help people in ways that others cannot.   If you can't find someone who needs your service, maybe go back to #1
3. Be a mentor:  If you find that you just don't enjoy your day to day, maybe you should mentor someone.  I find that when I am helping a junior rep in my organization, and we find success, I get invigorated.  First, It makes me feel valued within my organization...and who doesn't want to feel valued, right?  Second, when I do this, I feel empowered by the fact that someone is looking up to me.  This stokes my ego...and what salesman doesn't have an ego?
4. Volunteer:  There are two ways to volunteer.  First, volunteering to senior management to take on a new task can help move the company forward.  After successfully working on a new company initiative, you may find a sense of ownership.  You can also volunteer outside of the organization.  Organizing a coat drive in the winter, or organizing a volunteer day on MLK Day can help your quality of life at the office, thus giving you a better attitude.
5. Work from other locations:  Since you are in sales, you don't have to be chained to the desk.  I find that when I want to get work done, I go to the neighborhood Starbucks.  You can likely work anywhere...so change it up a little.  If you are a salesperson who works from home, see if your company can get you a WeWork WeMembership.  They start at $45 per month, and these places are pretty cool.

Ultimately, passion is everything.  In sales, you can't be completely effective if you aren't passionate for what you do.  This week, I got my passion back.  Did you?

​Mike

Today is the crappiest day of the year for the people closest to me.  With that in mind, here are 11 things to be thankful for.

1. Health:  While things aren't perfect on the health front, they could always be worse...much worse.  At 47, i have not worn down my body with a lot physical activity...no maybe i should start soon, right?  3 more years for me to get that marathon in.
2. My bed:  While I am not always excited to get there (to sleep), I rarely want to leave it.  After 8 hours in the car yesterday, and 3 hours in the pouring rain, that bed was awesome last night
3. Great Friends:  We are fortunate to have many friends.  Some we see all the time, and some are just on my face books.  Some are from college, and as I found out yesterday, some just appear back in your life after a 26 year absence, and it seems like yesterday.  
4. Sonic Kirkland:  Truth be told, Sonic loves his mother more than he loves me.  I post more pictures of him, and rumor has it that I am the dope who keeps posting for him on his Facebooks page...
5. Lazy Sundays:  I cannot wait to do nothing today.  That is until Allison finds something for me to do. Lions are on at 4:25 today...so I will be watching that.   Probably won't be thankful after that.
6. The Ohio State Buckeyes:  My buckeyes make me proud.  Yesterday, while introducing the campus to my boys, I explained to them that this is where I became an independent human being.  My first steps to independence were not made without errors in judgement...but they were my first steps.
7. Bacon:  No description necessary
8. Humor:  While my sense of it may not be to everyone's liking, I fortunately have the very best one.  Live with it.
9. Our Family:  From my Sisters, to my parents, to my in-laws, and all my nieces and nephews.  I am pretty lucky.  Add that to my aunts and uncles and my cousins...Who has it better than us?  Apologies to Jim Harbaugh...
10. My Children:  They may not be perfect, but they will always be mine.  A reflection of Allison and I, and in most cases a better version of us.
11. My Wife:  The woman who unpacks my luggage after a long trip, and who is always there to support me.  One day, I hope to be worthy of her.

Today is a day to remember the many who were taken from us 15 years ago.  While Allison and I lost people dear to us, my sister and her family lost a Husband, Brother, Father, Grandfather and Uncle.  Rest in peace, Arthur Simon and Kenny Simon (please click on their names to learn more about these amazing people).  The memory of them shall live on with the many great stories we share.

Brilliant.  Just Brilliant.

Every once in a while, I have a conversation with coworkers about the new acronyms that invade our workplace in order to help us sell better.

BANT and GPTC are the hottest ones out there.

While I always appreciate new ideas, I often wonder why we make sales so difficult.  

It really isn't about silly acronyms, but it should be more about

1. Finding a need (or three of them)
2. Fulfilling that need with a solution
3. Asking for the business.

I have simplified it, right?  Thats really it though.  

Sure, you must navigate to the correct person, and you must navigate the timing...but do we really need these acronyms?  Here are some of my made up acronyms with some things that you should consider on a sales call, coordinated with some acronyms that have other meanings.

LOL - 

• Listening - Listen to your prospect.  Show your prospect solutions to their problems, and be sure to probe enough to get the pain.  You have two ears and one mouth....that ratio is there for a reason.
• Official Capacity - Make sure that your prospect is in an official capacity to actually buy your product.  You should only be working with these people....If you aren't, you will find a hard time selling.
• Luck - While luck isn't a major force in sales, I have vend that some things happen because the stars aligned for an unknown reason.  i have had good luck and bad luck.  Put yourself in a position to act on any good luck that may come your way.  Follow up with a prospect that you haven't spoken with in a while.  You may get lucky.

ROFLMAO:

• Riches - Does the prospect have the money to pay for our product?  This is a pretty important thing to know
• Opportunity - Is this a real opportunity, or am i just wasting my time?  I hear about salespeople wasting their times on tiny opportunities.  
• Flake - Is this prospect going to flake out on me at the end of the month?  It happens to the best of us.  Avoid this with upfront contracts.
• Longing - Is there a genuine need for our product?  If your product does not fulfill their needs,then why waste everyone's time?
• Moron - Is the prospect a moron?  Are they really going to get it?  Plenty of morons out there.
• Audacity - Is the prospect brave enough to pull the trigger on this?  Fear of a bad decision is paralyzing.  see Analysis Paralysis
• Organizational Buy-In - Does the prospect have organizational buy in?  Sometimes, many people within an organization need to agree on this.  Have you spoken with all the decision makers and decision influencers?

BAM!:

• Bravery - Does the prospect have the cohones to sign on the dotted line?
• Authority - Does the prospect have the authority to sign on the dotted line?
• Moment of Truth - Is there an urgency for the prospect to sign on the dotted line?

WTF?:

• Wounds - Does the prospect have enough wounds so that purchasing your product is the only legitimate possibility
• Timely - Is this the right time for them to address these issues
• Fortitude - Intestinal fortitude is what your prospect will need to make the tough decision of purchasing

After further review, this is all just sales mumbo jumbo BS.  If you need an acronym to sell, then you probably need to rethink your schtick.

Just go out and understand what your prospects need to succeed...and provide it them.  It really is that simple....Which reminds me of my favorite acronym.  KISS

• Keep
• It
• Simple
• Stupid.

Mike

PS:  If you happen to enjoy acronyms, here are a few other ones (real ones)

I just came across this video.  It explains a lot about Apple and Steve Jobs' success.  It also explains the "Think Different" campaign.  It is an internal meeting that he had, just weeks after his return to the company.

The passion.  It is what impressed me the most.

Enjoy

​

Hopes Disease is a real affliction.  It can be caused by

• Not asking the tough questions:
  • "If you don't solve the problem that you currently have, what happens next?"  This question happens during needs analysis.  The hope is that during the initial steps of the sales process, you have found some problems that your prospect is dealing with, that your product can help them with.  Asking this question, allows you to delve into how bad their problem is, and what happens if it goes untreated.  If the answer to this question is not a big deal, then there is little urgency on your prospects part.
  • "Are you looking at any other products or services similar to mine?"  Some salesmen don't like to find out that they are in a bake off.  Asking this question lets you know if there is something that you should be aware of and allows you to act accordingly.
  • "If you and I don't end up doing business, we will both survive, right?   Is there anything that I have shown you (or haven't shown you), that would make you not want to buy our product?".  Give them an out.  Let the prospect know that it is OK not to buy the product.
  • "What is the date that you will be making the decision, and when should I expect an agreement to be signed?"  There is nothing wrong with being forward...You are a salesman, not a visitor.
• Not Listening for the answers:
  • Like my children, salespeople have selective hearing.  We hear what we want to hear, and sometimes we see hope, where there isn't any at all.  Like that famous meme with Lloyd from Dumb and Dumber ("so you say there's a chance")...Sometimes we are just that dense.
• We are eternal optimists:
  • We are salespeople, and if we think that everyone who reacts positive to us is lying, maybe we will lose our mojo.
• We just don't want to give up on that cherry prospect:
  • Like drugs, that feeling from a big sale is extremely addicting, and is something that we crave....enough to look past some pretty strong evidence.

Do the right thing.  Re-evaluate your deals, and find the ones that you are stricken with Hopes Disease, and move on. 

Mike