The First Rule of Selling

October 3rd, 2009

The First Rule of Selling

Tron Jordheim c 2003

You Can’t Sell Anybody Anything

So that is like saying the first rule of football is …you can’t hang on to the ball; or the first rule of baseball is …you can’t score by swinging the bat. Maybe those are true, too. But I do know that you cannot sell anybody anything. You can, however, help people talk themselves into buying just about anything. Your job as a sales person is to help people talk themselves into good reasons to buy your offering. Your job as a sales manager is to help your sales people develop good qualifying questions that will help your prospects think through the purchase. Your job as the product developer is to create something people can see value in.

Then you can set about not-selling. Not-selling is a way to sell according to the first rule of selling. You do not tell people why they should buy; you ask people how they would use your offering. You don’t show people why the offering is good for them; you ask people to show you how it might be good for them. You don’t talk about the features and benefits; you ask about the benefits people find in the features. When the person has finished talking himself or herself into buying you ask for the order and finish the purchase.

The Cows who spoke German

October 3rd, 2009

There are many things that we don’t pay attention to as adults. You may think this tale is just a tall tale. But stand by a pasture fence one day and listen carefully for a long time. You may just hear the cows speaking to each other, too. In this case, the cows spoke German.

The cows who spoke German.

By Tron Jordheim  c 2004

One day Neena and Lynda were walking the farm path at the back of their grandfather’s farm. They had been staying a few days with him and their step grandma and were enjoying riding horses, fishing in the pond and playing with the barn cats. This afternoon, however, they wanted to walk to the back of the farm where a small creek ran through, so they could look for frogs and turtles and so they could skip rocks in the water. Since Lynda was seven and Neena was nine, it would take them a little while to walk the mile and a half to the spot in the creek where they had the best chance of finding good flat skipping rocks.

It was a bright and warm day with big fluffy white clouds rolling slowly across the sky. The sun was strong. As they walked the path grasshoppers jumped out of their way and a dragonfly or two buzzed by.  On the way to the creek they passed the neighbor’s cow pasture. This day the cows were closer to the fence than usual and Lynda and Neena could hear them making cow sounds to each other. The two girls stopped and listened. Lynda said, “Listen to that”. “Gruen” said one white faced cow that was off by itself grazing in a new patch of clover. “Braun” called a black cow that was looking for something to munch in a dry spot. “Gruen” called the white face. The black cow picked up its head and paid attention. “Gruen” called the white face again. The black cow started walking over to the white face. When the black cow got to the new clover she put her head down and started munching. After a few mouthfuls, she started calling “Gruen”, too. Soon the two of them were calling out between munches, “gruen, gruen, gruen”.  Soon the whole herd was moving over to check out the green clover and get their share.

Neena and Lynda could not believe it. They thought their ears were playing tricks on them. It was starting to get very hot with the sun beating down on them, but they were too curious to leave. So they kept listening and they heard one cow bellow “shatten” and it started moving off to a shady spot under some trees. It stood there under the tree and yelled, “Shatten”. Some of the other cows that were munching the clover picked up their heads and seemed to be paying attention. “Shatten” called the cow in the shade. Soon one by one the cows started moving into the shade to take a break from the sun. “Shatten” one called. “Shatten” called the next. Soon many of them were talking to each other as if they were sharing in the satisfaction of the shade. “Shatten, Shatten, shatten” Lynda and Neena heard it, but they could not believe it. They looked at each other in awe without saying a single thing. They were so surprised to hear the cows talking to each other, it was unreal. And never mind that the cows were speaking German.

How was it that the neighbor’s cows knew German? This was incredible. They stood by the fence and watched for what seemed like a very long time. They would hear one cow call out “Braun”, then another call out “Gruen”. Then another called out “shatten”.

It seemed like a long time had passed and Lynda and Neena noticed the clouds were getting puffier and darker and were starting to look threatening. Lynda said to Neena, “should we start back to the house?” Before Neena could answer they heard a cow cry out “Regen!” Another cow picked up her head and called out “Regen”. Then another called “Regen”. Neena said, “They are saying it is going to rain, aren’t they?” “Yes” said Lynda, “Yes, they are”. They stood and looked at each other for what seemed like a very long time. They didn’t know what to say. Then a low rumble of distant thunder brought them back to the moment.

They could see rain falling in the distance as the clouds darkened up. They turned to each other and said to each other, “Let’s go” and they ran down the path, through the open gate, past the horse pens and up to the porch of the house. As Lynda grabbed the door knob she said to Neena, “Grandpa is never going to believe this”. They stepped inside the house and Neena called out, “Grandpa, Grandma, come here!”

Bird, Bunny and Butterfly

October 3rd, 2009

Here is a bedtime story my kids enjoyed over and over again. Try it on any little one you are trying to get to sleep.

Bird, Bunny and Butterfly

A goodnight story by Tron Jordheim c 2001

One day Bird, Bunny and Butterfly

were out playing in their meadow.

Bunny was nibbling on some grasses and sniffing around

for some baby wild carrots.

Bird was pecking the ground, looking for some seeds

and little worms.

Butterfly was drinking nectar from the pretty purple flowers

After they had eaten, Bird Bunny and Butterfly had full bellies and wanted to rest a few minutes.

They sat and watched the pretty white clouds roll slowly across the sky above them.

They gazed up above as the clouds slowly moved over head. Bunny thought she saw a sheep outlined in the clouds. Bird said that he saw a big elephant standing on its head. Butterfly thought the clouds looked like water flowing down a stream.

It was very peaceful watching the clouds move across the sky. They relaxed and watched the clouds for what seemed like a very long time.

The sky got darker and darker. They noticed the pretty glow of pink and orange and purple off to the west where the sun was starting to set. They watched it slowly sink, making a few oohs and aahs as the colors changed.

Soon Bunny noticed it was getting late.

The sun was down and the first stars were starting to shine in the darkening sky.

The stars delighted the three friends.

Bird, Bunny and Butterfly decided since it was getting late and they’d better go home and go to bed.

Bunny went home to her bunny hole and snuggled in her nest. Her mommy came and kissed her goodnight. Then Bunny pulled her blanket up close, took a couple of big breaths and relaxed and fell asleep. She slept so well all night long.

Bird flew up to his nest and got snuggly. His mom and dad each gave him a big hug goodnight. Then bird snuggled a little deeper into his nest, took a couple of big breaths and relaxed and fell asleep. He slept well all night long.

Butterfly fluttered over to her favorite tree and snuggled up on a good leaf. Her daddy gave her a kiss good night. Butterfly snuggled up with her favorite pillow, took a couple of big breaths and relaxed and fell asleep. She slept so well all night long.

And now it’s time for you my dear to take a few big breaths and relax and go to sleep and sleep well all night long.

Why aren’t we in the windmill business?

October 2nd, 2009

Where is the next boom of wealth coming from. I think it is blowing in the wind. I know a lot of people are very excited about solar power. I am one of them. But the idea of a personal windmill on the roof of your home, creating more than enough energy,  is intriguing. I have heard people scoff at the idea and say that only mega-monster wind projects are feasible. I am not so sure about that. I would not be surprised if you see a whole new generation of wind mills popping up that can create big wattage from even a tiny breeze. Once those are a reality, you could put them on your car and produce all the electricity your car needs while rolling down the road. You can call me a dreamer. Fine. Let’s get to living the dream. Go to the energy fair in your home town and check out the possibilities.

A Tired Dog is a Good Dog

October 1st, 2009

I am often asked what the secret is to having a well behaved and well adjusted dog. I usually respond by saying, “A tired dog is a good dog”. I used to tell people that you have to pick the right dog, do the right training, make sure everyone in your house can handle it well…and so on.  But really, you just need the dog to be tired. Even if your dog is not the smartest pup in the world or even if it does not have the soundest character, it will be well behaved and easy to deal with if it is tired. So walk your dog a lot. Play with your dog a lot. You will feel better from the activity and your dog will be tired. When it is tired, it lays around the house and relaxes. You can’t aske for much better than that. So you might view your dog as a work-out tool…a fitness dog.