To me it is not that easy to take a vacation, the last one I took 15 yrs ago, I lost 2 accounts even when I told them I was going out of state for 4 days plus Sat / Sun. Most car lot accounts can try to wait, but if they sell car before the chips are repair they are happy they did not have to spend extra money on it. Fleets will wait. Ins. customers, you can not put off,,,,,,,,,,,,,,,,,, You will loose them to the next shop on the list...
I will try to not book anything on a Fri or Monday, but some accounts still need to be done..... That is not a vacation at that point....
I call Vacations and Holidays "A non paid day".
I will get burned out when the phone does not ring,,,,, but it will pass.........
There are just to many in this line of work.... When there are more glass shop adds in the phone book than car lots or furniture stores there is something wrong....
When I started 20 yrs ago, there were 3 shops in my area,,,,,,,,,,,,,,,,,,,,,,,,,,, now there is over 20 from as far away as a 3 hr drive..... Give me a break..... Thank G.O.D. I have down sized.... I do not live over my means... Everything I own is paid for Except for the mortgage, but I have that worked down.....
Burnout
-
just chippen away
- Member
- Posts: 450
- Joined: November 15th, 2009, 12:08 pm
- Enter the middle number please (3): 3
Re: Burnout
Just Chippen Away
-
Brent Deines
- Moderator
- Posts: 2452
- Joined: September 24th, 2003, 7:54 am
- Enter the middle number please (3): 5
- Location: Eugene, OR
- Contact:
Re: Burnout
Hey Bill,
I subscribe to a number of sales and marketing newsletters, one of which is published by Dave Kahle, davekahle.com. Today I received the one below and it made me think of your recent post titled burnout.
Although targeted toward sales people, I found that Dave’s advice can be applied to just about any job. When I first read #1 I thought it was a bit cheesy as I don't typically see my life's purpose having much to do with sales calls, let alone my overall business, but actually it does.
I feel my life's purpose is to help others, although I must admit I have not always been very diligent about fulfilling that purpose. Still, increasing sales has helped me to provide for my family, provide a few jobs, help some friends out financially from time to time, and support a number of charities. I never really thought about it that way but I think my sense of obligation to others is my primary motivation for growing Delta Kits, so in that sense my career is helping me fulfill my life's purpose.
Not sure if your life's purpose can be tied to your job performance, but mine can, and realizing that gave me a much needed attitude adjustment. I never dreamed of being a windshield repair technician and if you had told me I would be sitting behind a desk staring at a computer for 12 hours a day at 52 years old, I would have said, “not a chance buddy”, but I have to believe that God put me here for a reason. When God calls me to do something else I hope I’m paying attention and have my bags packed and ready to go. Until then, I pray that I can be patient and joyous about the opportunity He has provided me.
If a career change is needed I hope you find it and it provides a breath of fresh air in your life. If there are no career changes in your near future I hope you get passed the “burnout” stage that we all experience from time to time and find new purpose in what you do now.
Best wishes,
Brent
Question & Answer for Sales People
By Dave Kahle
Q. I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick up the 500 pound phone and call the customer, I feel like I am begging for work... asking the headmaster for another cup of gruel. I know this isn't healthy and I genuinely believe my product is of great quality and valuable to the customer.
I get very anxious and apprehensive to, first, pickup the phone, then, to call the customer and try to wade through my nervousness and then try to act confident to get the sale. I work out of a home office separated from the main office which is about two hours away. I can call down and talk to the owner or my production manager for a pep talk or product updates. My challenge, I guess, is self confidence and conviction.
A. Ah... call reluctance. We've all been there. There is not a sales person alive who hasn't, at some time or another, felt the same things you are feeling.
Congratulations on taking the first step. You've recognized the problem and correctly diagnosed that the issue lies within yourself. I'm not so sure that conviction is an issue. You've indicated that you are convinced that your product is of great quality and valuable to the customer. So, I expect that conviction is not the problem.
The issue is your thoughts and feelings. If you can somehow gain control of those, you'll control your reluctance, you'll make more calls and you'll make them more effectively. Your results will improve; you'll make more money, enjoy life more, and maybe even retire early to a home in the Caribbean!
It does come down to working with yourself, managing your thoughts and emotions. Sooner or later, almost every sales problem comes down to this. You recognize, of course, that it is your responsibility to manage your thoughts and emotions. Accepting that responsibility is the next positive step to take.
So, you've diagnosed the problem, and it is you. You've accepted the responsibility to change you, and you've bought into the idea that you can, and should, do so.
Now, the question is how. There are a variety of specific techniques you can try to gain control. Keep experimenting with these different ideas until you find a combination that provides you the control that you want.
The first set of techniques is based on this premise: The reason you are so reluctant is because you are allowing negative thoughts to occupy your mind. The negative thoughts paralyze your actions. So, the key is to eliminate the negative thoughts. You do this, not by focusing on the negative, but rather by substituting positive thoughts. Here are several proven techniques.
1. Commit to a life's purpose. Create a specific, detailed statement of your purpose in life. Clarify that. Then post that in front of your work station. See each day's work, and each set of phone calls, as a means to a much more important end. Focus on achieving your purpose, and the small things will fall into line.
2. Focus on a specific and powerful goal. This is similar to the technique discussed above, only with a smaller focus. It's not your life's purpose that provides you emotional power and strength; it's some annual or short term goal. Create a written statement of exactly what you want to achieve or acquire. Maybe a new car. Set a deadline.
3. Visualize that goal. Picture it and put it in front of you in your work station. Now, consider your day's activities to be minor steps in the process of achieving that goal. It's not about this phone call; it's about doing what you need to do to achieve your goal. Focus on the goal, and allow it to overpower any negative thoughts that may enter your mind.
4. Put in positive thoughts. Somewhere along the line you have picked up a number of negative thoughts that occupy your mind. One way to get rid of them is to push them out of your mind by substituting positive thoughts. Search out a number of positive thoughts and write them down. I have used quotes from famous teachers – like Shakespeare, and positive quotes from the Bible. Here's an example, "If God can be for you, who can be against you?" Now, read that group of thoughts to yourself before you start every day, at every break, at the end of the day, and every time you feel yourself getting negative. In a few weeks, you'll find yourself thinking positive, not negative thoughts.
5. Picture success and what it brings. This is a variation of number two, above. Picture yourself having a great day. Lots of sales, wonderful calls, positive things happening. Now, enjoy the feeling. Relish it. Explore it. Really, thoroughly, experience how it feels to have a successful day. Now, every day, in the morning before you begin, and several times throughout the course of the day, bring up those feelings. Work toward creating them every day. Focus on how it feels to be successful, not the negative thoughts that have occupied you.
The second set of practices is based on a more behavioral approach. This approach skips over the "thoughts and feelings" part of you, and focuses on your action. Here are a few specific techniques to implement these kinds of techniques:
6. Give yourself specific activity numbers and specific rewards. Set a daily goal. Let's say something like 20 successful conversations with customers. Then attach a short term, specific reward to the attainment of that goal. When you attain it, for example, you could give yourself one hole of golf to be played that weekend. So, you're working to reward yourself with a round of golf. You do it by focusing on your behavior.
7. Line up your calls, and discipline yourself to make another call immediately after you hang up from the first one. So, for example, you set up a list of 20 calls. As soon as you hang up from one, you dial the next with absolutely no time between. The time between is time to think, and that has not been positive for you. So you manage your behavior to focus on the things you need to do, and not allow the thoughts to intervene.
8. Make a warm call first. Call your production manager, boss, or customer service person first, before you make any cold calls. That gives you a warm and fuzzy feeling, makes you feel like someone really does want to talk to you. Then, immediately jump into the cold call list. Focus on the behavior.
Finally, there are a couple of techniques that fall somewhere between these two approaches.
9. Use positive affirmations. Write a group of statements about yourself that are positive and specific, and relate to the task at hand. Things like "I have a warm and confident presence on the phone." "I look forward to every contact I make." These statements reflect who you would like to become, and are not necessarily reflections of reality. Then, read those affirmations to yourself repeatedly, every day, several times a day. Eventually, you come to believe them. And, eventually, you live up to your beliefs about yourself.
10. Learned optimism. This is a specific set of techniques that arise out of the research of Martin Seligman, PhD. I'd refer you to his landmark book, "Learned Optimism", to read the very powerful techniques for self-management.
Every sales person has to come to grips with his greatest enemy and most powerful asset – his/her mind. That often means we need to create disciplines to help us manage ourselves – mentally and emotionally. As you acquire these disciplines, you mature as a sales person, and learn to manage yourself to exceptional performance.
I subscribe to a number of sales and marketing newsletters, one of which is published by Dave Kahle, davekahle.com. Today I received the one below and it made me think of your recent post titled burnout.
Although targeted toward sales people, I found that Dave’s advice can be applied to just about any job. When I first read #1 I thought it was a bit cheesy as I don't typically see my life's purpose having much to do with sales calls, let alone my overall business, but actually it does.
I feel my life's purpose is to help others, although I must admit I have not always been very diligent about fulfilling that purpose. Still, increasing sales has helped me to provide for my family, provide a few jobs, help some friends out financially from time to time, and support a number of charities. I never really thought about it that way but I think my sense of obligation to others is my primary motivation for growing Delta Kits, so in that sense my career is helping me fulfill my life's purpose.
Not sure if your life's purpose can be tied to your job performance, but mine can, and realizing that gave me a much needed attitude adjustment. I never dreamed of being a windshield repair technician and if you had told me I would be sitting behind a desk staring at a computer for 12 hours a day at 52 years old, I would have said, “not a chance buddy”, but I have to believe that God put me here for a reason. When God calls me to do something else I hope I’m paying attention and have my bags packed and ready to go. Until then, I pray that I can be patient and joyous about the opportunity He has provided me.
If a career change is needed I hope you find it and it provides a breath of fresh air in your life. If there are no career changes in your near future I hope you get passed the “burnout” stage that we all experience from time to time and find new purpose in what you do now.
Best wishes,
Brent
Question & Answer for Sales People
By Dave Kahle
Q. I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick up the 500 pound phone and call the customer, I feel like I am begging for work... asking the headmaster for another cup of gruel. I know this isn't healthy and I genuinely believe my product is of great quality and valuable to the customer.
I get very anxious and apprehensive to, first, pickup the phone, then, to call the customer and try to wade through my nervousness and then try to act confident to get the sale. I work out of a home office separated from the main office which is about two hours away. I can call down and talk to the owner or my production manager for a pep talk or product updates. My challenge, I guess, is self confidence and conviction.
A. Ah... call reluctance. We've all been there. There is not a sales person alive who hasn't, at some time or another, felt the same things you are feeling.
Congratulations on taking the first step. You've recognized the problem and correctly diagnosed that the issue lies within yourself. I'm not so sure that conviction is an issue. You've indicated that you are convinced that your product is of great quality and valuable to the customer. So, I expect that conviction is not the problem.
The issue is your thoughts and feelings. If you can somehow gain control of those, you'll control your reluctance, you'll make more calls and you'll make them more effectively. Your results will improve; you'll make more money, enjoy life more, and maybe even retire early to a home in the Caribbean!
It does come down to working with yourself, managing your thoughts and emotions. Sooner or later, almost every sales problem comes down to this. You recognize, of course, that it is your responsibility to manage your thoughts and emotions. Accepting that responsibility is the next positive step to take.
So, you've diagnosed the problem, and it is you. You've accepted the responsibility to change you, and you've bought into the idea that you can, and should, do so.
Now, the question is how. There are a variety of specific techniques you can try to gain control. Keep experimenting with these different ideas until you find a combination that provides you the control that you want.
The first set of techniques is based on this premise: The reason you are so reluctant is because you are allowing negative thoughts to occupy your mind. The negative thoughts paralyze your actions. So, the key is to eliminate the negative thoughts. You do this, not by focusing on the negative, but rather by substituting positive thoughts. Here are several proven techniques.
1. Commit to a life's purpose. Create a specific, detailed statement of your purpose in life. Clarify that. Then post that in front of your work station. See each day's work, and each set of phone calls, as a means to a much more important end. Focus on achieving your purpose, and the small things will fall into line.
2. Focus on a specific and powerful goal. This is similar to the technique discussed above, only with a smaller focus. It's not your life's purpose that provides you emotional power and strength; it's some annual or short term goal. Create a written statement of exactly what you want to achieve or acquire. Maybe a new car. Set a deadline.
3. Visualize that goal. Picture it and put it in front of you in your work station. Now, consider your day's activities to be minor steps in the process of achieving that goal. It's not about this phone call; it's about doing what you need to do to achieve your goal. Focus on the goal, and allow it to overpower any negative thoughts that may enter your mind.
4. Put in positive thoughts. Somewhere along the line you have picked up a number of negative thoughts that occupy your mind. One way to get rid of them is to push them out of your mind by substituting positive thoughts. Search out a number of positive thoughts and write them down. I have used quotes from famous teachers – like Shakespeare, and positive quotes from the Bible. Here's an example, "If God can be for you, who can be against you?" Now, read that group of thoughts to yourself before you start every day, at every break, at the end of the day, and every time you feel yourself getting negative. In a few weeks, you'll find yourself thinking positive, not negative thoughts.
5. Picture success and what it brings. This is a variation of number two, above. Picture yourself having a great day. Lots of sales, wonderful calls, positive things happening. Now, enjoy the feeling. Relish it. Explore it. Really, thoroughly, experience how it feels to have a successful day. Now, every day, in the morning before you begin, and several times throughout the course of the day, bring up those feelings. Work toward creating them every day. Focus on how it feels to be successful, not the negative thoughts that have occupied you.
The second set of practices is based on a more behavioral approach. This approach skips over the "thoughts and feelings" part of you, and focuses on your action. Here are a few specific techniques to implement these kinds of techniques:
6. Give yourself specific activity numbers and specific rewards. Set a daily goal. Let's say something like 20 successful conversations with customers. Then attach a short term, specific reward to the attainment of that goal. When you attain it, for example, you could give yourself one hole of golf to be played that weekend. So, you're working to reward yourself with a round of golf. You do it by focusing on your behavior.
7. Line up your calls, and discipline yourself to make another call immediately after you hang up from the first one. So, for example, you set up a list of 20 calls. As soon as you hang up from one, you dial the next with absolutely no time between. The time between is time to think, and that has not been positive for you. So you manage your behavior to focus on the things you need to do, and not allow the thoughts to intervene.
8. Make a warm call first. Call your production manager, boss, or customer service person first, before you make any cold calls. That gives you a warm and fuzzy feeling, makes you feel like someone really does want to talk to you. Then, immediately jump into the cold call list. Focus on the behavior.
Finally, there are a couple of techniques that fall somewhere between these two approaches.
9. Use positive affirmations. Write a group of statements about yourself that are positive and specific, and relate to the task at hand. Things like "I have a warm and confident presence on the phone." "I look forward to every contact I make." These statements reflect who you would like to become, and are not necessarily reflections of reality. Then, read those affirmations to yourself repeatedly, every day, several times a day. Eventually, you come to believe them. And, eventually, you live up to your beliefs about yourself.
10. Learned optimism. This is a specific set of techniques that arise out of the research of Martin Seligman, PhD. I'd refer you to his landmark book, "Learned Optimism", to read the very powerful techniques for self-management.
Every sales person has to come to grips with his greatest enemy and most powerful asset – his/her mind. That often means we need to create disciplines to help us manage ourselves – mentally and emotionally. As you acquire these disciplines, you mature as a sales person, and learn to manage yourself to exceptional performance.
Brent Deines
Delta Kits, Inc.
Delta Kits, Inc.
-
bill lambeth
- Senior Member
- Posts: 565
- Joined: September 17th, 2007, 4:29 pm
Re: Burnout
Brent,thank you so much for your support! Yes I have a decision to make and by george it is not a easy one.I worry to much about my future when it comes to how long I can realistically hold up to the pace that I keep.My sititution is so different from the majority of the people on this forum.When you brake 30 bones at one time there are a lot of consequences for you future of twisting injectors all day.This is a great business and I dont have regrets .Coister is such a motivation for me to keep going.Brent you and your Christianity is also very motivational for me!
-
Brent Deines
- Moderator
- Posts: 2452
- Joined: September 24th, 2003, 7:54 am
- Enter the middle number please (3): 5
- Location: Eugene, OR
- Contact:
Re: Burnout
I know your situation is much more difficult than most of us can relate to, which is why I did not respond sooner to your post. In fact I almost didn't respond at all as I have never walked in your shoes so I cannot pretend for a minute to know how I would handle it. As I've said before, I really admire you for pushing through physical obstacles that most of us thankfully don't have to endure.
I only passed on the article because I think that attitude plays such a huge role in our health and well being, and I know you feel the same. Somethings we cannot control, but somethings we can.
I only passed on the article because I think that attitude plays such a huge role in our health and well being, and I know you feel the same. Somethings we cannot control, but somethings we can.
Brent Deines
Delta Kits, Inc.
Delta Kits, Inc.
-
dnkies
- Junior Member
- Posts: 54
- Joined: September 18th, 2010, 3:55 pm
- Enter the middle number please (3): 3
Re: Burnout
" 5. Picture success and what it brings. This is a variation of number two, above. Picture yourself having a great day. Lots of sales, wonderful calls, positive things happening. Now, enjoy the feeling. Relish it. Explore it. Really, thoroughly, experience how it feels to have a successful day. Now, every day, in the morning before you begin, and several times throughout the course of the day, bring up those feelings. Work toward creating them every day. Focus on how it feels to be successful, not the negative thoughts that have occupied you."
WOW....that is some good advice and motivation all in one...Thanks Brent!
WOW....that is some good advice and motivation all in one...Thanks Brent!
-
Windshield911
- Member
- Posts: 168
- Joined: March 16th, 2011, 8:07 pm
- Enter the middle number please (3): 3
- Location: Ruston,La
- Contact:
Re: Burnout
Wow, keep up the spirit and make the auto glass industry proud. Good luck to youbill lambeth wrote:When you brake 30 bones at one time there are a lot of consequences for you future of twisting injectors all day.
-
candyman
- Senior Member
- Posts: 742
- Joined: June 16th, 2009, 11:28 pm
- Enter the middle number please (3): 3
- Location: NC
- Contact:
Re: Burnout
Good information Brent. This is the same type of information you get at those $200 motivational and Phone technique classes.
-
Brent Deines
- Moderator
- Posts: 2452
- Joined: September 24th, 2003, 7:54 am
- Enter the middle number please (3): 5
- Location: Eugene, OR
- Contact:
Re: Burnout
To give credit where credit is due, Dave Kahle provided the info and I'm sure he charges plenty if you go to one of his live seminars. Luckily he and many others provide a great deal of free info via email and websites.
Brent Deines
Delta Kits, Inc.
Delta Kits, Inc.
-
Chips_Away_Windshield_Repair
- Member
- Posts: 189
- Joined: February 10th, 2004, 1:08 pm
- Enter the middle number please (3): 5
- Location: Tomball Texas and surrounding areas
- Contact:
Re: Burnout
Just a thought...............Bill in my case I had the mistaken idea after selling specialty chemicals (straight commission) with one company for 32 years I was burned out after 31 years doing what I really enjojed for the 30. . Actually, looking back it was just a lack of a good nights sleep having sleep apnea, restless leg syndrom and periodic limb movement syndrom.
As far as vacations and travelling I have a friend who has been in the repair business over 15 years who I refer my new calls from referrals, the web and customers too. He tells the people I am out of town, he is filling in for me, call Bill next time.
He gets his regular fee for his repairs but I have a backup who when the need has arisen I can call and he will take care of any problems my customers might have.
As far as vacations and travelling I have a friend who has been in the repair business over 15 years who I refer my new calls from referrals, the web and customers too. He tells the people I am out of town, he is filling in for me, call Bill next time.
He gets his regular fee for his repairs but I have a backup who when the need has arisen I can call and he will take care of any problems my customers might have.
-
bill lambeth
- Senior Member
- Posts: 565
- Joined: September 17th, 2007, 4:29 pm
Re: Burnout
Like! Thanks!Chips_Away_Windshield_Repair wrote:Just a thought...............Bill in my case I had the mistaken idea after selling specialty chemicals (straight commission) with one company for 32 years I was burned out after 31 years doing what I really enjojed for the 30. . Actually, looking back it was just a lack of a good nights sleep having sleep apnea, restless leg syndrom and periodic limb movement syndrom.
As far as vacations and travelling I have a friend who has been in the repair business over 15 years who I refer my new calls from referrals, the web and customers too. He tells the people I am out of town, he is filling in for me, call Bill next time.
He gets his regular fee for his repairs but I have a backup who when the need has arisen I can call and he will take care of any problems my customers might have.
Who is online
Users browsing this forum: No registered users and 4 guests