The Kitchen Sales Coach Issue #13 - How Do You Handle a Challenge?
The Kitchen Sales Coach Issue #13 - How Do You Handle a Challenge?
By Robert Foltz, CKD
I took a trip to Smugglers' Notch Vermont for a bit of skiing. There were 16 of us in two large condos. What I found amazing is how differently the skiers took to the task of skiing. It's similar to how business owners and sales designers look at their businesses and prospects.
Some wanted to stay in their comfort zone, skiing the way they always have, some talked about going out and try new things on the slopes, and some of us believed that if we took a lesson to relearn the basics of skiing, then we would move forward faster and have more fun. Skiing technology has changed dramatically since the last time I skied more than 12 years ago. Prospects and our industry keep changing, as well. Savvy kitchen and bath professionals never rest on their past knowledge; they're always out to learn something new or even relearn what they might have forgotten in the day-to-day business climate.
We skied under ideal conditions. Snow at night, sunshine, yet cold temperatures during the day for the first two days. The third day was gray, yet snowy. The fourth day was a 'perfect powder' day, especially for the Northeast. One of the instructors told me that they haven't seen these conditions this time of year with all natural snow in 20 years. Whether the snow was crunchy or powdery, it was great! Business climates are similar. You're not going to get the ideal climate every time in every market. It's how you approach the climate that matters, not the climate itself.
Like the skiers who stuck to what they already knew and didn't challenge themselves, kitchen and bath sales designers or business owners who keep on doing what they've always done will never break out and take it to the next level. Now this is fine if you're comfortable where you are, but I submit that most want to have a breakout but are a bit afraid of the terrain. That is why I talk about getting out of your comfort zone and learning new techniques or relearning old techniques with new the technology that's available. The next thing you know, you'll be breaking out and going on terrain that's new, exciting, and profitable!
Then there were my nephews who talked a big game. I kept hearing "C'mon, uncle Rob, I'll go to the top and ski with you. I'm going to blow you away with my snowboarding," but they were all talk and no action!
Let's take the kitchen and bath professionals who seem to talk a good game, but are similarly stuck in their comfort zones. It's actually better to do nothing than to be all talk. These people know that they need to break out of their old habits, but are too afraid to admit that they might not know something to their peers and colleagues. We've all seen them-really talented designers who can't close a car door!
If your sales or profits are down or you can't tell what your gross profit is on every job or sale, then you'd better believe it's your systems or lack thereof that's the major cause of any business' financial state. Folks, this is denial, and an intervention needs to occur!
Historically I've been a comfortable level 8/9 (black diamond) skier. Since I haven't skied in 12 years and I was skiing on much shorter skies because of the technology (they practically turn themselves-awesome), I took a level 4/5 lesson. Of course I was advanced, but I relearned the basics and the new ski technology.
We all know successful kitchen and bath professionals and business owners. They come to every meeting or K/BIS upbeat and positive. The one item these professionals have in common is that they're never satisfied with their current knowledge or status. They constantly want to learn, perfect their business, customer service techniques, and strategies. They understand that change is a constant in the business world. They attend most of the industry networking meetings, they'll attend a seminar or get some additional training once or twice a year.
Most importantly, these people are open to new ideas and other peers giving them tips and advice from time to time. They know they can take what they hear, apply what's relevant, and store what's not immediately relevant for future use. Even if they hear things they already know, they're happy to have it reinforced by another professional. They don't know what being comfortable with the status quo is. That's why these kitchen and bath professionals and business owners are typically at the top of their game and keep moving up the chain of business success and profits!
Which type of skier are you? Are you entirely too comfortable in your current state? Do you want to challenge your status quo but don't know how? I started making money in my business when I hired a consultant and started attending all of the business conferences I could. It took a couple of years and a couple of thousand dollars that I didn't have, but it paid off huge at the end of the day.
You and you alone are responsible for your current status and income level! Take control and activate your heart by getting out of your comfort zone and learn to earn!
About Robert Foltz, CKD
Robert Foltz, CKD is experienced in all areas of the retail kitchen and bath business. As a manufacturers' representative, his experience and expertise can help improve your business. He also works as a sales trainer, consultant, and personal coach.
With 23 years of experience in every area of the kitchen business, he has personally experienced the most common mistakes all business owners and sales people make. He has used that experience to develop a formula that will help you avoid those common mistakes and to dramatically accelerate your success.
Robert can be reached at and his work can be seen on www.KitchenSalesCoach.com.