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Name of author Rick Baker, P.Eng.

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Sales Tweet #35

by Rick Baker
On Sep 3, 2010
Sales Tweet #35 Today Ernest Seller is wondering if it's OK to wear his favourite white sales shoes after Labour Day.
 
The Thinking Behind the Sales Tweet
Ernest Seller. I believe I mentioned Ernest fancies himself to be a fancy dresser. [Yes, that was at Sales Tweet #26] Because he is so fashion conscious, the week before Labour Day is always a distraction for Ernest. He loves shoes. And, he particularly loves his array of white WOW-am-I-dressed-for-sales shoes. But, today he wonders - is it OK to wear them after Labour Day? [Every year he debates this…but he cannot help himself so you can expect to see his lucky white shoes for quite some time.]

Tags:

Thought Tweets | Ernest Seller

The Art of Questioning - #1

by Rick Baker
On Sep 2, 2010
…based on Chapter 8 of Bruno Gideon's book Don't Take No for an Answer!
 
Bruno praises the art of questioning:
 
"If you consider the putting of questions you will realize that no other mode of communication lets you express your interest so clearly. You want to know something, you want to test reactions, elicit opinions, criticize, praise, or provoke - communication in its purest form."
 
You can concentrate your persuasive powers through well-thought-out questions. Take, for example, the recruiting process - hiring employees. Most people spend time creating top-quality questions for the interview process. But, few create top-quality questions for the job posting process. I find that puzzling. 
 
Questions can be used to 'influence'. Gideon tells the story of 2 monks, each hoping the Pope would allow them to smoke during prayer time. They both wrote letters to the Pope. The Pope allowed one to smoke but not both.
 
Why only one?
 
Here is how the 2 monks posed their questions:
  • "May I smoke during prayers?"
  • "May I pray while I am smoking?"
Whether the story is true or not, it provides a good example of how the wording of a question can influence the response.
 
Questions can be used to determine the motives of others and determine their sincerity. While I may be understating Gideon's thinking, it appears people who do a good job of listening to your questions (both listening to your words and registering your body language) are illustrating an interest in you, rather than a preoccupation with themselves.  
 
Gideon divides questions into two main groups:
  • Self-contained or closed-ended questions
  • Open-ended questions
Here's a summary of how he describes these two types of questions.
 
Self-contained questions:
  • Purpose: to get simple information - 'Yes' or 'No'
  • Advantage: speed
  • Disadvantage: they constrict the flow of conversation
  • Danger: they can lead to a loss of control
Open-ended questions: these are framed so they can not be answered with 'Yes', 'No', or 'Maybe'.
  • Purpose: to help keep the conversation flowing, show interest in the opposing position, and make use of the information at your disposal
  • Advantage: you don't give up control
  • Disadvantage: you are dependant on the other person's cooperation. If he or she is in a bad mood and gives monosyllabic answers you have nothing to go on. This approach is more time-consuming than asking self-contained questions.
  • Beware: don't embark on a cross-examination. Don't bombard your discussion partner with questions. That would be counterproductive.
Gideon also writes about goal-specific questions, which can be asked in either the open or closed style:
  • Investigative questions: to acquire information and ideas, to help you decided how to proceed
  • Deflecting questions: to redirect the conversation
  • Association questions: to form mental connections
  • Leading questions: to directly influence someone
  • Conversational questions: to fill gaps in the conversation, to encourage the other person, and to set the mood
  • Supplementary questions: to delve deeper or to get around evasive answer

Tags:

Questions?: The Art of Asking Good Questions

Sales Tweet #34

by Rick Baker
On Sep 2, 2010
Sales Tweet #34 When you're late hand the Client $100, to be spent on staff. "A donation to remove your bad habit."
 
The Thinking Behind the Sales Tweet
First: since tweets have to be so darn concise I didn’t insert the words “$100 of your own money”. But, that’s what I meant. Why would I suggest you give your Client $100 of your own money and tell your Client to spend it on co-workers/staff? 2 reasons: (1) hopefully, that personal $100 consequence would make sure you are rarely, if ever, late for meetings and (2) at least your Client will understand you place a value on his/her time. [You can always say something like: I know you are worth more than this $100 but I am not rich…however, I may be rich some day if I can lick this late-for-meetings problem.]

Tags:

Habits: Good Habits, Bad Habits, & New Things | Sales | Thought Tweets

Thank You: Celebrating my 100th Waterloo MIN Blog

by Rick Baker
On Sep 1, 2010
Thank You - Waterloo MIN for providing me the opportunity to share my thoughts with people interested in fostering a vibrant local manufacturing community.
 
And Thank You - everyone who has taken the time to read my blogs, rate them, and comment on them.
 
For my 100th MIN blog I am summarizing the highlights of the MIN blogging experiences I have enjoyed over the last year.
 
The Top 3 posts
 
If #visits, ratings & comments are good measurement sticks then here are my Top 3 Blogs:
  1. Changing For The Better: Good Habits, Bad Habits, & New Things #1
  2. 7 Powerful Answers #1
  3. P=2S+O #1
If provoking behind-the-scenes communication and obtaining polarized feedback is a good measurement stick then these would be my Top 3 Blogs:
  1. People Networking…Succeeding in the 21st Century #1
  2. To succeed in Sales I need…
  3. A Contrarian Thought About Creativity
If having fun writing stuff is a good measurement stick then here are the ones I would choose as my Top 3 Blogs:
  1. Don’t put the cart before the horse… - Part 1
  2. Did You Ever Wonder
  3. STOP THE PRESSES!
Some FAQs about my blogs:
 
Q: How do you find the time to write all that stuff?
A: I cut back on watching CSI.
 
Q: Why do you write all that stuff?
A: To share and inspire thinking.
 
Q: What was the funniest thing?
A: Some of the things that didn't make the 'Did You Ever Wonder' short list.
 
Q: What was the biggest surprise?
A: My little Good Habits, Bad Habits, & New Things video didn't go viral and get me spots on Oprah and Letterman.
 
Q: What's the #1 thing you've learned?
A: The more I write the more I read and the more I read the more I am impressed by skilled authors.

Tags:

Community | Habits: Good Habits, Bad Habits, & New Things

Sales Tweet #33

by Rick Baker
On Sep 1, 2010
Sales Tweet #33 Ernest Seller is playing the Sales Genie role: asking Probable Clients to lay 3 wishes on him today.
 
The Thinking Behind the Sales Tweet
Now – this could be controversial. Ernest Seller thinks asking Probable Clients to tell him what they want takes him closer to getting the sale done. Some of us think he is dead wrong. We agree - asking questions is a tremendous way to obtain information. On the other hand, the questions need to be well-thought-out. When Ernest gets in his Sales Genie mode and offers to grant 3 wishes he regularly gets himself into trouble…the 3 wishes he receives are: lower price, lower price, and lower price. So, with that confirmed, Ernest gets a little carried away and he goes to his boss and asks for 3 price discounts for each Client.

Tags:

Thought Tweets | Ernest Seller

A Family Business Success Story – Stemmler’s

by Rick Baker
On Aug 31, 2010
Children should be able to enjoy the fun of a hotdog at the ball game.
 
Adults with Celiac disease and other similar problems should not have to miss life’s food pleasures.
 
Here’s a story told to me by Kevin Stemmler…
 
When he was a boy, family and friends in Kevin’s community gathered at the local baseball diamond to enjoy one another’s company and to play and watch baseball. When the summer weather was hot the ball park was the place to be for fun with friends.
 
While a few decades have passed, Kevin still vividly recalls one experience he had at the ball park when he was a teenager. Kevin and his buddies were watching younger boys, about 10 years old, playing a game. When the game was done the younger boys came to the concession booth. All the boys were ordering hotdogs and drinks. Then Kevin heard one mother tell her young son he could not have a hotdog because it would make him sick.
 
Kevin imagined how bad it must have felt to not be able to have a hotdog with your friends.
 
Kevin felt bad for the young boy because he knew the young boy was missing an experience that was a big part of childhood and growing up: bonding with buddies, having fun and gatherings, and sharing fun food like hotdogs. Kevin knew the boy would stand out from his buddies. Kevin felt it was important for children to fit in and since the boy was not able to eat the hotdog he was not fitting in with his baseball mates.
 
For Kevin, the experience was poignant and filled with emotion.
 
A few years later, just after his teenage years had passed, Kevin joined his family’s business. His memory of the young boy’s hotdog allergy remained vivid. Children with special food needs had become a motivation for change. Kevin was thinking, “Children should not have to deal with these food challenges. Children should be able to enjoy their childhood years”.
 
Children should be able to enjoy the fun of a hotdog at the ball game, with their buddies!
 
That is one of Kevin Stemmler’s inspiring stories.  [For another inspiring story please check the comments linked to this family business blog-story.]
 
When Kevin decided to join his mother and father and work at the family business, Stemmler Meats & Cheese, he was inspired by this thought, “We can develop specialty foods and we can make children’s lives easier and more fun”.

 The Stemmlers - from left to right - Kevin, Shawn, Mom [Maryann], Terry, & Dad [Gerry]
Proudly holding their Junior Achievement Retailer of the Year Award
 
Kevin’s vivid teenage memory is one of the seeds behind the passion that thrives at Stemmler’s today: a passion for creating healthy things that taste good….healthy things with in-your-face flavours.
 
I wondered how Kevin came to have such empathy for others. As Kevin talked, it became clear his father Gerard (Gerry) Stemmler provided Kevin and his brothers Shawn and Terry a role model with solid character: “My father enjoys people and personal relationships.” “We are workaholics, passionate, with devotion and drive to succeed…and doing it with humour.” “My father set the base.”
 
And Mom was a solid role model too, injecting strong work ethic into the family business. Maryann Stemmler, the boys’ Mom, especially enjoys the produce and baking areas of the business. As Dad works at cutting the meat Mom visits the produce auction to make sure Stemmler’s has a great supply of quality locally-produced foods.
 
As an aside: when we first talked Kevin explained his Dad [Gerry] is now retired. That means Gerry now works 3 hours in the morning, has a break for 3 hours or so, then returns to work for another 3 hours. And Mom [Maryann] is working right along with her sons and Gerry. Clearly, Mom and Dad still enjoy the work and the relationships with all the good people at the store and all the people who do other jobs that make the store possible. And of course they enjoy the long-term relationships with their clients’ families.
 
Stemmler’s is proud to be serving generations of clients.
 
This local family business has been recognized by peers and by community. The following is just a sampling of the recognition received by these proud people at this Heidelberg-based company:
  • 2nd recipient of the Small Meat Manufacturing Award from the Ontario Independent Meat Processors Association
  • Small Business of the Year award from the Greater Kitchener-Waterloo Chamber of Commerce
  • Junior Achievement retailer of the Year [see picture above]
And, how do the Stemmlers react when they receive these awards? They are honestly surprised, they feel honoured, and they display them with pride in their lobby.
 
Over the last 25 years, the Stemmler’s store has grown and taken on a fresh new appearance.
 
Here’s a picture of the original Stemmler Meats & Cheese store at Heidelberg:
 
 
Here’s a picture of the new Stemmler Meats & Cheese store at Heidelberg:
 
 
And here’s the inside of the new Stemmler’s store:
 
  
 
The Stemmler family has built on the strong base set by the father and mother 25 years ago.
 
Stemmler’s is the place to go for specialty meats and cheeses and other foods.
 
When major health organizations such as McMaster University Hospital started to recommend Stemmler’s products to people with special dietary needs, the Stemmlers received the good news as confirmation they were helping people and they were doing things right.
 
The Stemmlers are excited about serving a specialty niche…they like the challenge of building a reputation for doing the tough things, creating specialty products. They want to always be able to provide the personal touch. They see an advantage in remaining small enough to focus on what they do best. And, they can tackle new product challenges quickly. Their approach is: “Let’s hash it out and let’s go!”
 
Kevin and the Stemmler family are also passionate about supporting our local farmers. Kevin cites two very good reasons: the local food is more tasty and the value we create when we build community through supporting one another is of benefit to all.
 
If all of that hasn’t tempted you to visit the Stemmler family in Heidelberg…here’s a picture of some of Stemmler’s specialty products:
 
 
To the Stemmler Family:
 
Congratulations for setting such a fine example for people who work in or are considering working in a family business.
 
Here’s a link to Stemmler’s website www.stemmlermeats.ca

Tags:

Family Business and CFFB

Copyright © 2012. W.F.C (Rick) Baker. All Rights Reserved.