Ask Me Anything
Monday, August 19, 2013

Any attorney might tell you that the worst thing that can happen in court is getting asked a question to which you don’t know the correct answer. What color was the man’s sweatshirt? requires an answer, and if you’re the one being cross-examined, an “I’m not sure” can cast just the right amount of doubt in the jury’s minds. But maybe you can’t remember. You aren’t prepared for this question. Was it blue, or was it yellow? Your mind races. It may have been black. All you can remember now is that he stole your purse and ran toward the bus…or was it a taxi? Now you’re breathing hard, all eyes are on you, your heart races, your hands are clammy with sweat and now you feel like the criminal for not knowing the answer. You weren’t ready for this.

“Being unprepared is the worst offense. You have to do your research, and have your answers ready.” Susan Grehan

It’s a scenario that makes Rodan + Fields Consultant Susan Grehan cringe. Although she no longer practices law, she has years of courtroom experience behind her, and emphasizes the importance of preparing yourself for any question that comes your way. “Being unprepared is the worst offense. You have to do your research, and have your answers ready.” Having a ready answer can demonstrate confidence, and credibility. It is true in court, and often true in life.  It is hard to be the doctor who has to tell his patient, “I don’t know what’s wrong with you.” And it is hard to be that patient.  A sense of certainty for many people is a safe harbor. Uncertainty is a threat, like a tall unsteady tree, swaying in the wind after a storm. When will it finally topple over?

How can we practically prepare ourselves for times of uncertainty? When Susan decided to become a Rodan + Fields Consultant and launch her own business, she approached her new job with reservations. She didn’t feel like she knew enough about the products she was selling or the business itself to be truly successful. She told herself she wasn’t ready, and feared being asked those questions she may not have answers for. She thinks back to the court room, and explains, “Sometimes you can over-analyze something until it no longer makes sense.” She says that’s what she did in the early days of her business, imagining scene after scene where a potential partner asks her a crucial question, and all she can do is shrug. In these scenarios, she finally realized, she was just getting in her own way. Instead of analyzing everything mercilessly, what she needed to do was keep calm, and learn what she didn’t know. Once she did that, she felt prepared to hear, “Why should I listen to you?” Because she knew what she was talking about.

“Sometimes you can over analyze something until it no longer makes sense.” - Susan Grehan

Knowing the answers lets us exude confidence. It was important in school and it’s the key to standing out and being the best at any job, particularly sales. Tammi Fugitt has a long history of sales experience, and her advice to anyone in the business is to do your due diligence. “To succeed in this, or at anything, you have to prepare yourself. That means you have to be open, be coachable, and willing to learn. If there is a training session, go to it. If there is a meeting, be there. Do whatever it takes.”

Doing whatever it takes to prepare for what you want means you have to know what you want, and have a reason why. For Tammi, her reason was her daughter. She wanted to send her to college, and she needed the extra income to help pay for it. So when she was embarking on her Rodan + Fields business, she took every opportunity to learn. When a speaker she respected gave a talk, she would drive the hours across state to hear her. If there was a Sunday night training call, she canceled her dinner reservations and picked up the phone. She did all this to become great at what she does, and to really know what she is selling. Now that she is confident about her business, she can speak about it with ease, and asserts, “Go ahead. Ask me anything.”

“To succeed in this, or at anything, you have to prepare yourself. That means you have to be open, be coachable, and willing to learn. If there is a training session, go to it. If there is a meeting, be there. Do whatever it takes.” - Tammi Fugitt

In the business world,  while we may not be putting criminals behind bars or saving lives, we do have the potential to change lives –  especially our own. You will know, because you’re willing to drive across Texas to hear one speaker, to stay up all night studying a product. You’ll do whatever it takes. You won’t feel intimidated by questioning, because you’re prepared. They can ask you anything.

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7 responses to “Ask Me Anything”

  1. Iris Rodgers says:

    Hi Miss Tammi. I feel the same way about being prepared. Maybe it’s my training as a teacher. Planning my lessons was key to a successful day in the classroom, both for my students and myself.
    I am learning what our products are all about. I read about them every day until I can paraphrase their descriptions correctly and with ease. I want to be prepared so that when a prospect asks me what’s in particular product, I can state with confidence the main ingredient and how it works within the regimen or how it compliments the regimen s/he is considering. It give me great pleasure to speak with knowledge about our products and be able to back up such statements as, ‘clinically proven’ or ‘dermatology grade’. This is my business and I have to do what it takes to make it work for me.

  2. I can relate to “overanalyzing” to the point where it can be paralyzing. Hmmm..almost rhymes. Is that a coincidence? I think not.

  3. Marsha Stein says:

    I definitely can over think a situation. As I went down my list today I gave each prospect every reason that I should delay calling…”maybe they are still at work” or “its dinner time” or “7pm is the witching hour I don’t want to interrupt their bedtime” I finally bit the bullet and made calls. Everyone was willing to help. I really want clear strategies for each situation until I learn. It is one thing to do the training and be on calls but it is better if you have a mentor walking you through at least for the first 30 days or so.

  4. Suzanne Flynn says:

    I can identify with over thinking an anticipated situation, but it usually pays off for me. At least I’m ready for anything ….

  5. So glad I read this and saw myself regarding over thinking an anticipated situation. I couldn’t agree more with learning about your products in order to show confidence; it definitely pays off.

  6. Connie Graff says:

    I feel the same way and I get worried about what I say to people. I am reading iinformation,like this blog I know I’m not alone and I’ll keep climbing.

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