Gontagious confidence

HrNGS THAT Ir,rere others feel good sell. So, what makes us feel good?

Gonfidence ls #1

Have you ever seen a homely man with a beautiful woman, or vice-versa? Money is not the answer. That's just a cop-out for people with no money and no confidence. There are lots of lonely, rich and good-looking people.

Confidence is the answer. The Bold First Step is one of the characteristics of master sellers. The feeling of confidence radiates.It transfers to others. Why do you like hanging out with your confident friends?

Confident sellers make their customers feel confident, which is one of the best feelings in the world.

Gonfidence, B.S., and Truth

Animals, of which we are purportedly the most intelligent (as reported by us), can feel the difference between B.S. and the truth, which is where true confidence comes from. Weak sellers let themselves off the hook by saying, "I could be a great salesperson, but I don't want to be like John, he's such a B.S.'er." Who's B.S.'ing whom?

Any businessperson who has survived the last 60 months absolutely can smell B.S. a mileaway. More importantly for us as salespeople, they can smell a lack of confidence from five miles away And just as our customers want to be around confident people, they don't want to be around a lack of confidence-which also radiates.

Many hard-working but struggling, plateaued and underperforming sellers think they can get away with only telling the truth. We must tell and sell the truth in a compelling and confident way.

I know a lumber broker, alias Bob Wreckman, who has one of the best sales voices I have ever heard. I call him Zeus, because that's what he sounds like. How can you not buy from this guy? But Bob is not a B.S.'er. He is as serious as your first date's father. He is a professional. He is in the market, on the market, and making markets daily. He is good for his customers, suppliers and the traders around him. Radiation, it creates profit.

Are others as intelligent as Bob? Yes. Do they know their markets and their customer's needs as well? Some do. Do they care about their customers as much? Some care more and some care too much. Do they make more calls? Some do. Is Bob more likable? Bob is very likeable, but there are those who are more likeable-but most of them confuse agreeability with likeability, to their own detriment.

So what'sthe difference? Confidence. Sure, Bob sounds great, but he has the confidence and nerve to act on his convictions and sell those convictions (which are usually correct) to his customers and suppliers. A great broker is a money-making asset to any company's buying strategy, and Bob is that.

Honesty, hard work, personal beliefs, hobbies/passions, and a myriad of other values are important to people. Sharing these values with ourpotential customers will strengthen our business together, but by itself, is not enough. Sharing values with confidence wins the day in the sales contest.

Why Not Gonfident?

Salespeople are uncomfortable and afraid of being too pushy or being perceived as a liar or a B.S. artist. These are prejudices that are taught at the dinner table across America every day. Many of us are raised by people who are prejudiced against salespeople. It is deep in our psyche. Confidence comes from learning, practice and preparation.

. Our product and market. Learn as much about what we are selling as we can. Seems obvious, but isn't. Many sellers leave product and market knowledge to someone around them. This is a mistake-and does not breed confidence.

Our customers. Make learning about human interaction a lifetime pursuit.

. Ourselves. As salespeople we must ask and answer the difficult question: How do I affect others? A treacherous journey, but more treacherous for us is not working on this important question.

Hard Work ls Confident (and Sexy)

Sixty calls a day breeds a positive, confident momentum that 30 calls a day never will. Hard work breeds confidence. Make the calls.

James Olsen Reality Sales Training (503\ 544-3572

Hardware Express, a 17,ooosq. ft. Ace Hardware in Coos Bay, Or., was opened Dec. 1 by Gary and Beverly Kalsbeek, along with their children and their spouses, Marty & Lisa Kalsbeek and Keri & Terry Grafe.

The Kalsbeeks hope to later add a garden center.

Lomas TrueValue, Atbuquerque, N.M., owner Jim Capin inked a 10-year lease to add a 13,700-sq. ft. store at Albuquerque's Promenade Shopping Center.

Foster True Value Hardware, Mariposa, Ca., continues fine-tuning plans to build an expanded store, one year after receiving county planning commission approval.

Hangtown Hardware, ptacerville, Ca., is closing this month unless retiring owner Art Hardie can find a buyer for the 64-year-old store.

Overland Ace Hardware, Boise, ld., is liquidating and will close by the end of December after 32 years, with the retirement of owner Darvl Watson.

Orchard Supply Hardware, Goleta, Ca., was evacuated Nov. 13 after a fire broke out in a roof-too airconditioning unit.

Sun Mountain, Berthoud, Co., has opened a showroom and design center in San Francisco, Ca., to showcase its custom wood doors, mouldings and wide plank flooring.

Ace Hardware awarded "Coolest Hardware Store" of the year honors to six retailer members, including Carmel Ace Hardware, Carmel, Ca. (famous for its two unique boutique entrances and having real redwood trees inside the store). and Parkrose Ace Hardrdare, Portland, Or. (known for its extensive selection of fasteners, grills and unique rentals).

Anniversaries:

Montana Dealer Adds Second Store

Rock Creek Lumber, Red Lodge, Mt., has opened a second location in Billings, Mt., in the former home of Zig's Building Materials.

Owner R.D. Kirkness purchased the one-acre Zig's property as well as an adjacent acre.

He expects at least 757o of the business to be to pro's and, since BNSF tracks run alongside the site, Kirkness is working with Montana Rail Link to add a short rail spur into his yard.

Roseburg Upgrades Missoula

Roseburg Forest Products will be making capital expenditures at its Missoula, Mt., particleboard facility to upgrade the forming line of the existing press.

The upgrade is designed to enhance product quality and improve the line's overall efficiency.

According to Grady Mulbery, vice president of operations, "The improvements we will be making at our Missoula facility will allow us to better meet the evolving needs of our customers, and solidify the long-term viability of the facility."

BMC Buys No. Ca.'s WBS

BMC, Boise, Id., has acquired Northern California millwork wholesaler Western Building Specialties, Sacramento, Ca., to expand itsmillwork offerings in Northern California. WBS provides residential pre-hung doors, trim, moulding, shelving and closet organizers.Itscommercial department offers hollow metal doors and frames, as well as commercial hardware. Its Western Bath and Shower division provides tub and shower enclosures, mirrors, bath accessories, bathroom partitions, storefronts and specialty glass.

"WBS has built over a 60-year period a reputation for providing quality products and reliable services," said BMC c.eo. Peter Alexander. "We are very excited about serving customers through the combined strength of WBS and BMC at our facilities located in Sacramento, Fresno and Modesto."

BMC operates 29 lumberyards, 15 truss plants, and 24 millwork operations across the West, plus Texas and North Carolina.

New Name for Hawaiian Aces

Maui Varieties Ltd.'s stores throughout Hawaii recently held "brand opening" events to promote their stores' name change to HouseMart Ace Hardware.

Newly renamed are Ace Hardware stores in Hilo, Keaau, Captain Cook, Ocean View, Pahoa and Naalehu; Ace Hardware & Crafts in Waimea and Kailua-Kona, and Ben Franklin Crafts in Hilo.

Staff, management and ownership remain the same.

Taking on the HouseMart name earlier were the chain's four Ace Hardwares in Las Vegas, Nv., and seven in the Pacific Northwest (Milwaukie, Or., Des Moines, Lakewood, Longview, and Olympia, Wa., and two in Renton, Wa.).