Jon Carson Consulting - March 2022

Jon Carson Consulting - March 2022

MARCH 2022

THE GREATEST SALESMAN EVER WAS MY GRANDAD

Benjamin Franklin may have discovered electricity in the 1700s, but it didn’t make its way into my grandparents’ house until 1950. In fact, in the 1940s, less than 33% of farms in Montana had electricity. This is the story of David O. Tester, my grandfather. After marrying my grandmother, Grandpa David operated the family farm and worked on the side as a Kirby vacuum salesman to make extra money. Sales is difficult in any field, but door-to-door sales when the nearest neighbor is 2–3 miles away on the highline Montana homesteads route? David O. had his work cut out for him! In the 1920s, Jim Kirby launched direct sales of the Kirby vacuum with in-home demonstrations. This process goes back to the very basics of sales. Wants and needs, met by demonstration and presentation, creates sales. I’m sure my granddad had his sales kit, demo vacuum, and flip cards ready to roll and show the neighbors who lived near the tiny railroad town of Big Sandy, Montana. Here’s where the Greatest Salesman Ever honed his craft. You see, when my granddad began selling the home vacuum in 1944, a majority of the big Montana farms and ranches on the prairie had no electricity. There’s no way you could sell a product that couldn’t even be used yet, or could you?

How did he do it? A big part of his success was being a visionary; he was selling what could be. “In time, electricity will be in this house and you will be the first to have the Kirby model 505 to clean your carpet.” He was great at developing bonding and rapport with his prospective clients. “If you can make them laugh, you can help them buy.” Yes, he managed to make a living selling a product that wouldn’t be used for another 3–5 years in the Big Sky country. Merwin Works purchased a vacuum from my granddad, and the rest, as they say, was history. From the Myers family to the Christopherson place, Mr. Tester delivered his pitch and made a few extra dollars for those days on the farm when crops were sparse and hailstorms were abundant. Twenty years later, John F. Kennedy sold a vision of putting a man on the moon before we had space travel. Interestingly enough, when Mr. Kennedy visited Montana in September 1963, my granddad was assigned to protect the commander-in-chief as part of the county sheriff posse on horseback. My grandfather traded a ride on his quarter horse on the airport runway for a tour of Air Force One. The Greatest Salesman Ever was my granddad, with his giant smile: David O. Tester. From my granddad’s secrets to sales: 1. Bonding and rapport: Find something in common and discover a conversation piece that fits for both. 2. Share the vision of something great: Farmers plant a seed in hope of harvesting a crop. 3. Work hard mastering your craft: You only have to be 10% better than your competition to win. 4. Live to fight another day: Some will buy, some will not buy. So what, stop whining and remember that someone is waiting for you. 5. Don’t just make a sale, build a great relationship.

-Dave Tester

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SELF-EMPOWERING MOTIVATION IS A ‘SHORTCUT’ 2 Scientific Methods to Stop Forgetting

Why do we supplement our diets with omega-3s and do puzzle games to strengthen the health of our brains? The most important reason is to prevent memory loss. However, in order to enhance our memory and lessen the instances of forgetting both big and little things, these brain-based strategies can help! No. 1: Aim for mastery, not relative performance. When losing weight, some people find it helpful to stop checking Facebook or Instagram to prevent self-comparisons. Similarly, your brain forgets what’s important when you compare your performance to others. Researchers at Nagoya University in Japan have found that mastery-approach goals (i.e., developing your own competence) enhance memory of newly learned material, whereas performance- approach goals (i.e., comparing yourself to others) can create “tenuous connections” in memory. The authors concluded the study by saying, “Motivation factors can influence inhibition and forgetting.”

and interpretation) can affect memory, and their results suggested that “abstract thinking can eliminate retrieval-induced forgetting because of relational processing, demonstrating the roles of the levels of construal on memory inhibition.” In other words, if you know the “how” and “why” behind things you intend to remember, you’ll be more likely to remember them. If you’ve been forgetful lately, maybe it’s time to rethink how you approach new information — according to researchers, a new source of motivation or critical thinking mindset could make all the difference!

So, it might be time to ask yourself: What motivates you to learn new things, and how can you change your approach?

No. 2: Ask why. A 2016 study from the European Journal of Social Psychology found that thinking more abstractly can actually reduce memory issues. The study examined how levels of “construal” (examination

TESTER-

MONIALS Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.

“Your training has good energy and is engaging — good information. You relay it in a way that others don’t. It makes it fun, to be honest. It is not monotonous training. I enjoy it!” Chris Parks Wholesale/Government Sales

Commercial Tire Meridian, Idaho

I love your sessions because you always can get something to use in the sales world that works. Luisa Gonzalez Senior Education Officer Benefit Bank Distributors, Inc Orlando, Florida

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SELL HAPPINESS WITHOUT DRAINING YOURSELF HOW TO MAKE SALES FROM THE HEART In life, you might feel pressured to smile even when you’re unhappy,

you’re happy, it can feel like the world is full of opportunities. That’s something you want to share with your customers, whether through friendly one-on-one interactions or through your marketing campaigns. Give customers happiness, and give yourself purpose. When a business sells happiness, it doesn’t always directly convert into happiness for anyone else. Maybe they’re not in need of your service or product and simply aren’t receiving your messaging the same way they will later. However, when you shift your focus from selling to providing people with a sense of happiness and/or peace, you might surprise yourself with how meaningful and fulfilling your company’s content, marketing, and overall mission will feel for you and your team. Happiness can’t be bought, but it can be sold effectively to make the world a better place. We hope these tips will help make you and your team become more fulfilled marketers!

and the same is true when trying to please customers in your business. As the best marketers know, happiness can’t be bought, but it can be sold. Selling happiness and fulfillment is something companies do every day — and for genuine, great reasons, too. But how do marketers display those positive feelings all the time? How do you remain an effective leader, fulfilled business owner, and ambitious individual when imposter syndrome strikes? Don’t ‘trade’ your happiness every time. It’s hard to approach sales or marketing with a generous attitude if you’re already giving away a lot in your personal life. Do you ever exchange your money for temporary happiness, like a car that you can barely afford? What about spending too much time on certain tasks you dislike or with a group of friends you don’t really care for? Make conscious decisions to trade your money, time, and effort for happiness — and nothing less. That means cutting out unhealthy decisions that might’ve been useful coping mechanisms at one point of your life but are no longer necessary to help you thrive. Selling happiness starts with possibility. Even when you and your employees don’t feel 100%, remember that happiness starts with a common truth: Anything is possible. When

FISH CHOWDER

GG Gretchen’s Kitchen (My Mom’s Secret Recipes)

INGREDIENTS

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• 6 oz unflavored slab bacon, diced into 1/4-inch cubes • 2 cups finely chopped yellow onions (about 2 medium onions) • 1 tbs unsalted butter • 1 lb russet potatoes, peeled and diced into 1/4-inch cubes • Kosher or sea salt

• Freshly ground pepper • 4 cups fish broth • 4–5 sprigs fresh thyme

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• 2 bay leaves, broken in half • 1–1/2 cups heavy cream • 1 cup whole milk • 2 lbs fresh haddock, cut into 1-inch pieces • Chopped fresh parsley (garnish)

208-707-9807 Learn More: GoDaveTester.com Office Locations: Boise, Idaho, and Las Vegas, Nevada

DIRECTIONS

1. In a large, heavy-bottomed stockpot, place bacon and cook over medium heat, stirring often until lightly browned and the fat is rendered. Line a plate with paper towels. Using a slotted spoon, remove bacon and place on the towel-lined plate to drain. 2. Reduce heat to medium-low and add the onions and butter. Cook gently until the onions are softened and translucent, about 10 minutes, taking care not to brown them. 3. Add diced potatoes and season with salt and black pepper; stir to coat. Cook about 3-4 minutes and do not brown. 4. Add fish broth, thyme, and bay leaves and raise the heat to simmer gently. Cover and let cook until potatoes are fork-tender, about 8 minutes. 5. In a separate pan over low heat, combine cream and milk and cook until warm. Add the warm cream mixture and haddock to the stockpot, gently stirring to combine. Gently simmer for about 10 minutes until haddock is cooked through (firm and opaque). Remove from the heat. Remove and discard the thyme and bay leaves. Gently stir in the reserved bacon. Garnish with chopped fresh parsley and serve!

Corner Post MINISTRY

If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.

“Ask the Lord for rain in the springtime; it is the Lord who sends the thunderstorms. He gives showers of rain to all people, and plants of the field to everyone.” Zechariah 10:1

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6700 N. Linder Rd., Ste. 156 #297 Meridian, ID 83646 208-707-9807 GoDaveTester.com

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The Story of David O. Tester

Are You Forgetful Lately?

Make Sales From the Heart Without Draining Yourself

Fish Chowder

Packing Tips to Save Your Back, Wallet, and Sanity

LEAVING ON A JET PLANE? 3 Essential Packing Tips

Many people are considering traveling this spring for the first time since the pandemic started. A lot has changed since 2020, but packing for vacation remains a hassle, and baggage fees haven’t gone anywhere. Here are some essential tips to keep your load as light as possible — physically and mentally. Make a list . It’s just as easy to forget things as it is to overpack. Solve both problems at once by creating a packing list in advance. Consider in detail what you’ll need, and put it in writing. As each item gets added to the suitcase, check it off. Writing everything down creates a system to prevent leaving anything behind. And when it’s all on paper, you’re more likely to notice that you probably don’t need that many pairs of sandals. Use your personal item for extra storage. Airlines generally allow travelers one carry-on bag and one personal item. The dimensions allowed vary by airline, but the general rule of thumb is that the personal item needs to fit under the seat in front of you. Don’t bring a small purse or a laptop bag when you can take a large tote or backpack. With the extra room, you can avoid checking another bag.

probably won’t get it back that same day. So, you need to pack all essential items, like prescription medications or glasses, in your carry-on bag. Some experts even recommend tossing an extra shirt or pair of underwear in your carry-on in case your bag gets lost. You’ll be glad to have them if something goes awry. Packing smart will make for a less stressful journey. You can kick back, relax, and enjoy the trip knowing that everything you need is right there in your suitcase, and everything you don’t need is safe at home.

Never check essential items. Lost luggage is the worst way to start a vacation, but it happens. If your luggage is misplaced, you

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