Happy Birthday Kevin! To send Kevin your Birthday wishes, you can e-mail him at firstname.lastname@example.org
To our valued Friends,
It is with sadness that we inform you that our Lab Manager, Michele Breault passed away on Saturday, January 7, after a 2 year battle with cancer. We wanted to let you know, as many of you have had a direct relationship with her and continued to ask about her throughout the two past years.
Michele started at Commonwealth Oil in 2003, and since then has become a dear friend to myself and the rest of the staff, distributors and suppliers. Michele will always be remembered as a brilliant chemist and the ultimate friend who maintained real integrity in everything she did.
Having traveled and lived throughout the US, China, Czech Republic, France, Germany, the Middle East and Puerto Rico, Michele was truly a remarkable woman. Among her accomplishments was raising her son Braedan as a single-mother and making a home for them in Windsor, Ontario surrounded by her tight knit family.
Michele will always be remembered as a person of contradictions. She was bull headed. She would fight with anyone (even me!) when she thought she was right, yet completely dedicated, always doing what was best for the company, even coming to work after her many chemo appointments. She was blunt, calling a spade a spade, yet incredibly sweet, shedding a tear if you told her a sad story. Even at the end Michele cried when she learned a young child had died in the same hospital room as her. She faced her illness with the same courage and determination as she lived her life. She would not ask for help and had a hard time accepting it when it was given.
We had asked, this past summer, that you help us send Michele & Braedan to Disneyland, and we were completely over-whelmed with the response we received. Braedan will always be able to cherish the memory of his first trip to Disneyland with his mother and none of us will ever be able to forget her face the day before she left. She was glowing! Thank you again for your generosity.
It has not be easy saying goodbye to Michele, she has been a big part of my life for the past eight and a half years; I can truly call her family. To view Michele’s obituary, please click here.
We appreciate your prayers and thoughts during this difficult time and welcome any memories you’d like to share about Michele. Neither you or I will meet many in your lifetime quite like her. I will always remember Michele with a smile or a funny story about her versus sadness. We are so blessed that she was such a big part of our lives.
Everyone at Commonwealth Oil would like to thank our distributors and friends for a successful 2011- we are so excited for 2012 and want to thank you for your continued support.
We hope you had a very blessed Christmas, and a wonderful and safe New Year.
Here is a few photos from our Christmas Party:
by Richard Piehler, Technical Sales Representative
Here is a great article I came across entitled ‘Don’t Limit Your Sales Potential: Create a Differentiated Customer Experience‘ by Dave Holt. I wanted to share, great knowledge for all.
“Organizations are continually looking for ways to differentiate themselves in a very competitive marketplace. With fierce competition, it is getting harder and harder for organizations to differentiate themselves on product alone.
Customers demand more from the buying experience. The buying decision is no longer being made only on price; it is also being made on the value they receive from the knowledge, advice, and guidance of sales professionals.
The question then becomes: Is your organization’s sales talent better than that of your competition?
Sales professionals need to continually invest in their skills to become the best that they can be for their customers, themselves, and their organization.
What have I observed from the best?
A differentiated customer-buying experience is built on:
- What the sales professional does before the customer interaction
- What they do during
- And what they do afterward
What do the BEST do before?
They get ready for their customer by:
- Investing time in the customer relationship prior to the interaction whether in person or on the phone
- Leveraging tools and resources that create organizational memory and create a snapshot of the customer’s current relationship with the organization
- Leveraging what is known about the customer, such as their interests, their business, and their career
What do the BEST do during?
The best provide value to their customers during the interaction through their knowledge, guidance, and advice – High performers continually work at getting on the same wavelength with their customers by:
- Projecting honesty
- Demonstrating competence
- Establishing commonality
Helping the customer make the right buying decision is built on the foundation of a trusted relationship and the ability of the sales professional to create value.
Some of the fundamental skills that can be observed by a high-performing sales person during effective customer discovery are:
1. Getting the client ready and eager to participate in the conversation
2. The ability to ask great discovery questions. Asking great discovery questions has many positive impacts on the client experience; customers respect salespeople when genuine interest is shown in their situation, problems, opportunities, and interests.
3. The interchange of ideas promotes a sense of commonality as well as reciprocity. Asking great discovery questions gives the client an opportunity to provide the sales person with the necessary information to make a well-informed buying decision.
High performing sales professionals are not afraid to ask tough questions; however, they ask them in a customer-focused manner. They also know that sometimes what the customer says and what the customer means are often different. They use effective discovery questions to check the levels of urgency and importance in order to establish the reality of the issues the customer faces.
High-Performing Sales Professionals are great active listeners. They have the ability to:
- Capture the customer’s energy words through effective note-taking
- Re-present the customer’s needs by including not only the facts, but the feelings behind the facts
- Recognizing the non-verbal cues from the customer which determine if their point of view is truly understood
High-performing sale professionals do not sell products – they provide solutions. Customers have the right to feel that their circumstances are unique and that their needs require solutions that are specific to them. Ultimately, it is the goal of a professional sales person to demonstrate to their customers that the products and services that they represent will satisfy their needs and provide a solution that will meet or exceed the customer’s expectations.
High performing sales professionals know that product knowledge includes not just the facts about their products and services, but how they are applied and what they will do for their customers.
High-performing sales professionals understand that it’s their responsibility to help the customer make the right buying decision. That commitment demonstrates that they understand their customer’s needs, that the solution they have outlined will meet the customer’s needs, and that they believe in their product and services, their organization, and themselves.
Resistance to Commitment
Not all customers are ready to buy. High-performing sales professionals also understand the concept of resistance and the resistance barrier. They know that objections indicate a resistance point for the customer and need to be understood. They also know that the majority of objections are not what they appear on the surface, and if they have stuck to the fundamentals of selling, objections become more of a request for further information or are simply misunderstandings. High-performing sales professionals also believe that objections are caused by the sales person, not the customer.
High-performing sales people stay in touch with their customers; they measure the ongoing relationship with their customers and implement high value, keep-in-touch strategies.
High Value touch points might include: – Measuring the impact of the solution provided to the customer based on their needs
- Providing valuable insight on topics of interest to their customers
- Introducing their customers to other team members in their organization
- Capturing information about their customers to ensure organizational memory
High-performing sales people succeed long-term with their customers because they proactively initiate contact on a regular basis and consistently create a differentiated customer experience.
Blender, Pat Menogue celebrated his birthday on November 30th & Purchaser Jodi Duff-Burns celebrated hers December 1!
To wish Pat a happy birthday, you can e-mail him at email@example.com.
To send Jodi your birthday wishes, you can e-mail her at firstname.lastname@example.org.
Business Manager, Maxine Watters and her sister Janet are continuing their 9 year tradition and holding the Secret Santa Program to help children in Kingsville, Harrow and Amherstburg have their Christmas Wishes come true.
Children in need are found by asking local food banks, schools and churches. On Christmas, Maxine and her husband John dress up as Mr. & Mrs. Claus to bring necessities, such as clothes, coats, boots and grocery gift cards to the children’s houses, along with a special gift, something personal that only Santa would know they asked for.
Last year, Maxine and her sister were able to raise enough money to help 31 families with 76 children! What they do is truly remarkable, and they couldn’t do it without your help.
To find out how you can help us help others, contact Maxine Watters by e-mail, email@example.com or by phone 519-738-3503, or toll free 800-265-3689.
Here is a thank you from the Secret Santa team as posted in the Amherstburg Echo earlier this week: http://www.amherstburgecho.com/ArticleDisplay.aspx?e=3388312
Fred, his wife Cathy and Technical Sales Representative Brian Lowe attended FabTech this week in Chicago, Illinois.
Here is a picture of the crew enjoying dinner outside at Hugo’s Frog in the middle of November!
Please note Commonwealth Oil will be closed for incoming/outgoing shipments on November 30, 2011 for inventory purposes. For any inquiries, please contact Commonwealth Oil headquarters (firstname.lastname@example.org; 519.738.3503; 800.265.3689).
Sales is sales. When it comes to selling Metalworking fluids and Lubricants, you need to be knowledgeable, you need to get back to people when you say you will and you need to be honest. Jeffrey Gitomer is a sales machine. Here is excerpts from an interview done with him in which he addresses how to sell more and get your customers to love you. For the complete article, click here.
You’ve often said, “People don’t like to buy, but they like to be sold.” What do you mean by that?
Gitomer: If you go into a car dealership, you do not want to be sold. You want to buy whatever the brand of the car is, but the car sales people don’t quite get that. They try to push you into something they’ve already got in stock or that their boss told them to sell.
So what you’re suggesting is kind of the anti-selling. You want to create any opportunity for someone to make a decision to buy, but one that will be a positive outcome.
Gitomer: That’s correct. I want to make the experience so memorable that the customer will come back to buy again and refer others to you. That’s the whole key. If I have a lousy experience in the store not only am I not going to come back, I’m going to post it on Facebook. In the old days, they would tell 50 people if you did something wrong; now they tell 50 million people.”
of political correctness when you’re standing at somebody’s door? You cold call in New York City and “up yours” is a greeting.
Gitomer: The antidote is to be the best sales guy. No one’s going to get rid of you then. There is a challenge among sales people right now that they’re not really willing to do the hard work that it takes to make selling easy. You need to tweet, have a FaceBook business page, have a LinkedIn account, a Youtube channel, a blog and a website where they’ve registered their own name.com and built a personal brand. You have to have 500 people following you on Twitter, you have to have 500 LinkedIn connections, you have to have about a thousand people on your FaceBook fan page and you have to have a least a dozen YouTube videos up where people give testimonies for you or where you are giving valuable information to the market place.That requires work and that time and you can’t do it during your work day.
Your most recent book is The Little Book of Leadership. Why is it so hard to find great leaders in sales especially?
Gitomer: One of the reasons is that a company will normally take their best sales guy out of the field and make him a leader and not give him any training. Here he is, thrust into a leadership position, with zero training; and all the other people on his team hate him because they think that they should have got the job. So number one: Prepare the leader for the job. Number two: The sales leader needs to lead with his people, not from behind [the] desk. Go out on sales calls where the sales guy thinks it’s impossible to get this deal done and close that sale and everyone will talk about you as a supreme sales leader. You can only do it by doing stuff in front of your people that they can’t do themselves.