Industry Craves Human Solutions

I absolutely agree with the rising opinion that marketing done by the “Scientific Approach” alone could be construed as back door cold calling; and to most, considered insulting.

Recently, I came across an email shared by the President of a Local Corporation. The email was sent to reach a decision maker and in it’s delivery had reached its mark. It was poised to give the recipient, (or the decision maker), the impression that the sender knew them personally and had something to tell them. Sealed with nothing more than strategy closing remarks; it attempted to pinpoint probable pain points with a desire resulting in an in-person meeting. The remarks led to positioning the recipient in a fear factor and the sender in their perceived saving grace. Ultimately it did nothing more than leave the recipient feeling violated and insulted. If all we are hoping for is a human, in-person moment, shouldn’t our approaches be more personable?

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The tried and true Scientific Approach is to do your research so as not to approach uneducated and then, with sincerity, present a true relative problem in the community, or industry, (or pain point), and ask them to take a moment to review some possible solutions. This is when we have taken the scientific approach and applied it perfectly. The balance in the life of a salesman is to include the Human Approach. It is to never forget the person you are talking to is a HUMAN. They have human feelings, emotions, and are just like you in many ways. And that is the Human Approach that EVERY Industry Official is craving and why we are seeing more blogs and posts about how offended people become after they are the recipient of the “Scientific Approach” email. Most Decision Makers spend most of their time reviewing “logical” information. If you throw them into a deep emotional anxiety state, they will hate you, if you throw them into a deep emotional happy state, they might love you.

“you need me more
than I need you”

Figure this, the scientific approach, when applied correctly, should meet a present need or present a community need or a “relative need” in their industry; not assume they have a need. The approach should also state the direction of your solution clearly instead of convoluted statements of solution impressions. The problem is that the senders are getting lazy and insensitive in thinking that if they simply employ the Scientific Approach, it will replace the Human Approach instead of complimenting the process. For many years, sales tactics taught us that introducing ourselves as an asset to the community with over inflated cause and effect fear factors would educate the recipient of their need for us and our knowledge. They taught us that portraying the “You need me more than I need you” attitude puts our targets in the mindset of needing us to survive. They also believed that nonsensical, lyrical statements to fetch a probable pain point out of air was the only way to immediately gain respect and rapport. When in fact, the sender of this maddening approach only accomplishes two things in the recipient; they instill fear and shut down. In order to employ one’s problem-solving skills, you must be anxiety free. Fear and shut down is in actuality the true state of anxiety. Now, who can make a decision while having an anxiety attack?

What happens when you start advice with, “ya know what you need…”. Most people will shut down or assume you are being boisterous or gloating. In my opinion, that is no way to win someone’s sympathy. My personal approach has always been a bit more methodical.

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I enjoy becoming a consumer of the product or service, inserting myself into the industry and then gaining rapport as a regular customer. I enjoy making the recipient proud of their product or service and asking them be open to ways of improving it to overcome industry competitors. This way, I have become more human and have “earned my right” to scientifically approach a decision maker. I start with the Human Approach and end with the Scientific Approach. The problem with this process is that you can’t always buy what they are selling. For instance; approaching a commercial concrete company’s president might present to be more difficult than approaching a local restaurant owner.

Let’s be real though, the real goal is to gain rapport to sell our solution product or service. Right? If the ultimate long-term goal is rapport, we should fully understand what rapport is. It is defined as a harmonious and sympathetic relationship. Meaning that the sender and recipient can find themselves at one with a state of being or mindset. We cannot have rapport without being “one” with our recipient. Sharing same goals or morals makes us human. Placing someone in a state of anxiety while we stay cool, calm and collected seems a bit more like bullying, doesn’t it? So what is the alternative?

First we need to really understand what our intention is. I have to believe that if one is in

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a fearful state, they cannot be harmonious decision makers. The fact is that 90% of decisions are done with emotion! As marketers and sales reps, we have to ask ourselves, “what is the first decision I am asking them to make?” What state of mind do I want them in while they are making that first decision? Do I want them to feel good about themselves or unsure about themselves? If the first decision is to decide whether or not to schedule 15 minutes with us, we’d better hope at the end of our approach we’ve made them feel good about themselves. I certainly wouldn’t invite someone over who gives me anxiety or makes me feel insecure about my decision making skills! Would you? The Human Factor holds up in the Scientific Factor as long as the approach brings the warmth and fuzzies we all crave.

Remember, The “science” part of the Scientific Approach is only this, do research and educate yourself about the person you are talking to before you approach them so you have the ability to balance the tables in conversation. The “human” factor in the Human Approach is to become “one” with them. Combining the two methodically and yet, gracefully is the “Art” of doing sales properly.

“studies show 90% of
decisions are based on emotion”

Know your Market and target with honesty, education and class. Human targeting brings human solutions. We are all in it for something. If we make sure our goal is real happiness instead of statistical happiness, we will all provide solid recipients of our solutions.

Considerately,

Corrie Vallance
Your Happy Solutions Advisor

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Tomorrow Will Be a Good Day | Mothering the Depressed

It’s not everyday that you can say it has been a good day. There is no relative ground when it comes to the mood swings of someone who suffers with Depression or Bi-polar Disorder. Waking up on any given day could mean catastrophe and a simple statement like, “hello, how was your day” could open a whole can of worms that takes hours to recooperate from. That is why I have learned it is easier to take it moment by moment.

Recently I found myself in an utter panic when I came home to realize that my daughter wasn’t home. My brain turned chaotic as I ran around the tiny little apartment calling her name and re-checking all the rooms for a sign of her lifeless body. Then it dawned on me, she had called earlier that evening to tell me she was going for a walk. I sighed with relief. Then in a split second, utter frenzy entered my mind. I asked myself, “Why isn’t she home yet?” I immediately started pacing thinking the most awful things of her in the park all alone, and what could have happened to her. Within moments of our search we were reunited with a cheerful young lady who did not caution to impose her distain upon us for worrying so frantically. She said, “I always take hour long walks mom! Why didn’t you just look at the time I called you? You would’ve realized I was just still out walking! Geze!” And with a roll of her eyes she dismissed herself to her room. I was left in disbelief, shaking nervously and trying to regain the calm sense I had recently arrived home with. It was all my fault, this time.

Now, you may be wondering why in the world would you have first thought to look for a lifeless body? That seems a bit presumptious don’t you think? Being the mother of a person who suffers from Bi-Polar Disorder can put a lot of strain on the mind. It leaves room for the imagination to wander and the soul to feel despairity even when there is nothing to despair. The constant review of how your child is feeling can become a disheartening cycle. You learn so much about how you might be failing them, how incredibly lost they feel, how they have no desire to live and sometimes, how much they despise you. But what you need to learn about is, the “WHY”.

My daughter and I started life out on two opposite sides of the universe. Now, when I say we didn’t get along, I mean, we REALLY did not get along. There was very little bond between us due to her upbringing in a confused home with two parents who had two different ideas of discipline and child rearing. It unfortunately put me, the disciplanarian on the wrong side of her fence. After my divorce I made it a personal goal to find a way for her and I to bond. I wanted to create that special relationship between mother and daughter that I never had with my own mother. And most of all, I wanted her to know that I loved her more than anything in the whole world. I was willing to fight for her like no one had ever fought for her before.

When my daughter was young we experienced some very odd behaviors. Behaviors that eventually not only got the attention of loved ones and family, but even teachers, principals and finally the “system”. She was evaluated around five years old for mental behavioral issues. The news was not good. I was devasted and had no idea where to turn, so I turned to my husband and family. When their reaction was completely the opposite, we collectively decided that the diagnosis was irratic and unsubstantiated. And in that, we did nothing.

Continuing a life of family issues, social anxieties, bad grades and heartless speeches about “Life, and what’s normal”; my beautiful daughter’s struggle grew. It started to consume her personality, her diet, her activities and even started affecting family relationships because of the disagreements we would have on how to handle her wrong behavior. After the divorce she started using danger terms like, “I wish I was dead” and “What’s the point, none of it matters anyway.” I knew it was time for a change and I decided maybe again it was time to have my daughter evaluated.

Since then and for the past three years, my daughter and I have been on a road of healing. We have taken the steps to understand the “WHY” and what the ramifications are when it comes to mental health disorders. We have opened avenues of communication and delved deep into our psyche to figure out exactly what it is we can do to develop a better communication. We have found pains that we didn’t even know were there and learned ways to resolve conflicts in our personal lives as well as in our relationship with one another. The journey has been long, but it has been wonderful.

The reason why my mind goes to thinking she may have commited suicide so easily is due to the fact that I have finally admitted to myself that will always be a possibility. It is something that the doctors told me to take very seriously for so long. I dreaded it and it became a fear that I ended up ignoring due to my inability to understand the “WHY”. I now understand why she would want to do something so drastic as to take her life. Even when I heard her light cheerful voice just an hour before. Why she would give up on everything that is good around her. Why she has no motivation. I understand now that the “WHY” is not ME. It is not because I was a bad mom, or that I disciplined her too hard, or that she is trying to get back at me for something I did…. It is just because, She FEELS bad and she can’t make it go away. Her brain is telling her one thing and the world is telling her another. Have you ever had a song in your head that you couldn’t seem to stop hearing? Try replacing it with thoughts of death, mutilation, singulation, dread, anxiety, fear, sadness and remorse. You wouldn’t be the same person in just a small amount of time. The mind can play awful tricks on us. It is our job to understand WHEN and WHY it is doing it. Studying the mind can become a very long and timeless activity. But, when it brings you to a place of rest, it is well worth the time.

I now know what it is like to feel Depressed. I have lived it not only through my father, my mother, my husband and many friends, but now, through the eyes of my daughter. Someone who I wanted to feel excited about life had all but given up on it. Someone I wanted to smile all the time walked around with gloom in her eyes. I know what she felt, and I wanted her to know that it was ok. It was ok for her to feel hopeless, saddened, gloomy, and tired. I would take her any way I could as long as she was alive.

It had been a long time since I had acted on the fear of losing her like I did when I panicked the other night. But it made me realize that her illlness has completely changed me too. But was was even more eye opening and revealing was her reaction to my panic. Her somewhat normal teenage response  made me realize how very far we have come since the first time she told me that she wanted to die. Last month my daughter came to me describing how excited she was to be growing up and that she looked forward to graduating and getting her very own house where she could have me and her step-dad come over for dinner. She said she would not allow me to see it until she had decorated it just right… then she would make a big dinner for everyone and we would all come to her house and be a family. I cried with delight hearing her talk about a future. Listening to her go on and on about something so normal gave me insurmountable joy. It surprised every fiber in me that she had finally come to a place where tomorrow didn’t look so bad. Tomorrow could maybe be fun and full of great things. And, that maybe, just maybe, tomorrow will be a good day.

Wishes are for Wells | Faith vs. Hope

It’s been said that Hope is what keeps man alive. It is the very bottom of our beings that allows us to take that next step when striving to make our dreams come true. Hope can make or break your inner being. It can solidify the very reason you got out of bed this morning, or dash the very thought of ever stepping outside again. Everyone needs hope, but the one thing they need more is faith.

I have found myself in the past few years trying to determine whether I was living by Faith or by Hope. Sometimes it is very hard to tell the difference. Especially if you do not have a true understanding of where your faith lies. The most extreme days of depression can easily be categorized as those times you lost hope by those who do not live by faith. And they will tell you! “Don’t lose Hope!” What does that really mean?

The term “Hope” is defined as an emotion or a feeling of expectation and desire for a certain thing to happen. If you break that down, you find the word “expectation”. Having an expectation simply means you have already defined to yourself what would be good, or what would cause good things to happen. We all have daily expectations in our lives. We expect that our alarm will wake us up on time, we expect our loved ones will kiss us goodbye on our way to work, we expect the car’s engine will start when we turn the key… But do we base our daily mood on these expectations? I certainly should hope not, otherwise we would all be basket cases! Depending on our expectations of what we have defined as our realities. Although, this statement brings great definitive when we see that the state of our minds quickly change when the car doesn’t start!

You also see the word “desire”; a strong feeling of wanting to have something or wishing for something to happen. Wishes are for wells. Huge holes that fall in the ground. A space of darkness and emptiness. When a child asks for a candy bar and the parent says no, usually the first wine is “But I WANT it!” My answer to that was always done by singing the line… “You can’t always get what you want” But, Yes, through Faith… you find sometimes, you get what you need.

In the scriptures of the bible, you will see time and time again where we are told as believers to live by Faith and Faith alone. Does this mean there is no Hope? Or does it redefine the standard of living we have? Does it separate the State of Emotion from the State of LIVING. Do we not as believers drink of the Living Waters? Do they not quench our thirst when we are in dire need of spiritual hydration? So who are we to pick and choose when we drink? So, do we pray each time we turn the key? (Well, in some cases I find myself doing this) But no, typically we don’t. So what does it mean to live by Faith and Faith alone?

The definition of Faith is; to demonstrate complete trust or confidence in someone or something. Notice there is no expectation. No desire. Just TRUST and CONFIDENCE. There is no pre-defined situation or something that could disappoint once the solution has arrived. The closure is up to the “Someone or Something” and no one has a tendency to demonstrate negative trust or confidence. So, simply stated it would be impossible to be negative about a situation, a decision, or a matter when you are simply TRUSTING and CONFIDENT that it will work out.

God said in ALL things he will make Good. He didn’t say that he would work things out to meet your expectations. If I had a dime for every time things worked out the way I wanted them to I would be extremely poor! As a matter of fact, I can’t think of one thing that worked out in a positive way that I had complete control over. Like most people in this world I have a tendency to over analyze, over think, over do and blow out of proportion most of my decisions. It is Human Nature that we find ourselves being self destructive.

So, with all of that being said. Today has been a tough day. I woke up with bills over my head I cannot pay. Situations that won’t lend a break are weighing heavily on my mind. And I just can’t seem to find joy in my every day tasks because I am trying to find a way to find Hope in my situation. As I am talking with a friend, I hear him say… “Keep the Faith, things will work out” It dawned on me! I have been trying to find Hope in a Hopeless Situation! I have been trying to build an expectation for my reality! I have been trying to define “HOW” it’s going to work out! God says, “Be still and Know Me” A true believer who walks with God cannot see past his own nose because he is too busy looking at the Father. The Beginning, The End. We have no need for Hope because there is nothing to hope for! He is the way, the truth and the light. And only through Him do we see the path to righteousness. Amen? He will work out the things in my life the way they are to be worked out. He knows of my striving, he knows of my heartache. He would never let me fall or be broken for the sake of my enemies or for anything of this world because I am His and He is Mine.

So the next time, you find yourself encouraging a friend. Be sure to encourage their FAITH and not their HOPE. Faith will last and make them strong. Hope will simply blind them, depress them and detour their thoughts of our Heavenly Father and all the wonderful things that He has in store for them! Thank you to my very good friend and brother in Christ, Curtis Hildebrand, for helping me understand why I was struggling. You are treasured in the Kingdom of Heaven and offer great encouragement to the saints around you. May you be blessed.