Reflections on a decent day in sales

Yamaha Clavinova

As lessons in sales go, Saturday was an interesting day at the store where I work, the Piano Gallery/Music Superstore, on 17th Street.

It was pretty much me and Mike Brown holding the fort. Mike's job is to sell pianos, and his special expertise is in the Yamaha Clavinova. I sell guitars, and my passion is for acoustic guitars from C.F. Martin & Co., of Nazareth, Pa. It turned out to be a good day for both of us.

In the late morning, a family came looking for an electric keyboard. Something basic would have cost them around $1,000, but Mike showed them a Clavinova. Why? Because he gets excited about them and likes to talk about them. His demonstration had them laughing, singing along and practically dancing. Watching from the cash register, I was sure the sale was his for the closing, and it was.

A few hours later, a couple walked in looking for a Martin guitar. They gravitated toward the little mahogany 00-15, a fine instrument that normally sells for $1,149. They liked the warm tone (rosewood is bolder and more direct). I agreed they'd get a lot of enjoyment from the 00-15. But since they liked the sound of mahogany, why not try out the 00-18V?

Right away I could tell they loved it, but at $2,499 it was more than they had in mind. But you know what they say: Love will get you through times of no money better than money will get you through times of no love. We kept talking.

I've been a Martin player for more than 23 years. When I first got my D-19 (after 20 years on the Epiphone I got for Christmas when I was 13), the first thing that went through my head was, "I have never sounded this good in my life." It was like getting out of a Buick Regal and into a Porsche 911.

This is a lifetime purchase, so why not spend more on something special? My new friends went home with the 00-18V (they got it for less than they would have paid if they'd bought it new on the Internet, by the way.)

On reflection, it occurred to me was that when you're in sales you can be one of two types. Some people sell because they're naturals at it. It doesn't matter whether it's insurance, advertising, automobiles or club memberships. They go at it because it's who they are.

Martin 00-18V

"She takes advantage of people and they thank her for it," a woman I know told me about her sister, who is one of these types.

Then there are those of us who really need to focus on a particular product, who need something they can hold or touch and get fired up about. I gravitated toward guitars because I love playing them, and there's nothing that turns me on more than playing a really good one. If I could sell one every day, I guess I'd be doing great.

Whichever category you fall into, you have to sell as though your life depends on it. Everybody's in sales, whether or not they believe it. You sell yourself at a job interview. You sell yourself on Facebook. Unless you're dependent on charity, something that's not exactly abundant these days, you don't eat if you don't make money.

Do you believe in yourself and what you do? It's nice to have a day when you can answer that question with a "yes."

Capital Press names sales rep for southeastern Idaho, Utah

Kathy Lisle

Kathy Lisle is the new advertising sales representative for Capital Press, one of the largest subscriber-based agricultural publications in the Pacific Northwest. She will be responsible for a sales territory encompassing all of southeast Idaho and the Salt Lake City area.

Originally from Southern California, Lisle worked for the Idaho Falls Post Register for 15 years, 12 with Eastern Idaho Farm & Ranch.

Based in Salem, Ore., Capital Press has a circulation of about 38,000, with subscribers in Oregon, Washington, Idaho and into Central California. It was founded in 1928 by A.M. Church.

Areva sees near-term lull in uranium demand

While Idaho Falls is waits for news about Areva and its plans to build a $3 billion enrichment plant west of town, this link from Bloomberg Business Week offers a sobering assessment of uranium demand in the wake of Fukishima.

Areva's shares have dropped 58 percent since the worst nuclear accident in 25 years. Japan has idled all but one of its 54 reactors, and Germany has reversed a decision to extend the lifespan of its atomic facilities.

Nevertheless, the company's chief commerical officer, Ruben Lazo, is optimistic in the long term. “In two years, there will be very strong demand on the market, as new reactors start operating, and as new contracts with the existing fleet kick in,” he said in a March 26 interview at the company’s headquarters in Paris. “I’m sure that Japan will restart a few reactors this year, and complete all necessary measures to restart many others in 2013 and 2014.”

The French company is betting that an 80 percent jump in global energy demand by 2030, combined with rising fuel prices and the need to cut greenhouse gas emissions, will lead to a 2.2 percent annual increase in the installed base of nuclear plants in the next two decades.

For the full story, follow this link: http://www.bloomberg.com/news/2012-04-04/areva-predicts-uranium-demand-freeze-until-2014-after-fukushima.html

Digital media expert to speak to Ad Federation April 19

With the social media workshop at the Shilo Inn and the guest speaker at the Idaho Falls Advertising Federation Luncheon, April 19 is shaping up to be a very digital day.

Here's the IFAF's flyer for Wendy Barnes of Pioneer Newspapers and OnPurpose Media. Rather than me rewriting the copy, open it up and look at it for yourself.

Young Professionals mixer set for April 12

Artist's rendering of one of the homes at Legacy Creek at Snake River Landing.

The Greater Idaho Falls Chamber of Commerce's Young Professionals Network will be holding its next social mixer at 5:30 p.m. Thursday April 12 at the model home at Legacy Creek in Snake River Landing.

The event is free, with food, drink, and drawings for prizes, including Jazz tickets and an overnight stay at the Marriot in Salt Lake City. For every guest you bring, your chances at winning will increase.

The group was started in 2008 as a way for future business leaders to network with each other, socially and professionally. YPN is an official committee of the chamber and has a board of directors made up of eight people. Its mixers are free and open to anyone in the 21-to-40 age range. They often feature guest speakers. For more information, visit the YPN Web site, http://www.idahofallsypn.com/

Legacy Creek is a maintenance-free master-planned community. The model home is located at the corner of Snake River Parkway and Whitewater Drive, near Stockman's Restaurant (which is catering the event).