Inspiration Corner: Woman Is First Person With Down Syndrome To Graduate From Rowan University

By Allison Norlian for ForbesWomen

AnnaRose Rubright has always worked to be a positive role model for her younger sisters. As the oldest of six girls, it was important to the 24- year- old from Medford, New Jersey, to show them the importance of hard work and how even with a disability, she could accomplish her dreams. 

In early May, one of those dreams turned into a reality when she achieved her lifelong goal of graduating from a four-year university. In the process, she became the first person with down syndrome to receive a diploma from Rowan University in Glassboro, New Jersey. 

Rubright graduated with a bachelor’s degree in radio, television and film on May 8. The ceremony was held over Zoom due to COVID-19. It included words from Rowan's president, Dr. Ali Houshmand, and N.J. State Sen. Steve Sweeney. While graduation ceremonies are usually exciting affairs, it was especially impactful for Rubright. 

"It was very emotional for me and a bit overwhelming," Rubright said. "Most of my family members cried." 

Rubright's family witnessed firsthand her long and often arduous higher education journey that began after she graduated from Shawnee high school in 2014. She earned an associate’s degree from Rowan College at Burlington County, a community college that partners with Rowan University, in 2017. Shortly thereafter, she officially transferred to Rowan University. 

"During the school term, there is not a lot of time for free activity," said Lin Rubright, AnnaRose's mother. "She is sitting at that kitchen table, working and plugging away. Because what takes you or me 20 minutes to read, could take AnnaRose anywhere from an hour to three hours depending on the context and the vocabulary." 

Rubright was one of 2400 students with disabilities at Rowan University during the last academic year, according to John Woodruff, the director for the academic success center and disability resources at Rowan. He says students like AnnaRose are held to the same standard as every other student on Rowan University’s campus.

"None of the courses for AnnaRose or other students with disabilities are 'watered down.' The standards are not lower," Woodruff said. "They have the same expectations to complete and pass the course."

Rowan does offer students with disabilities accommodations to help them through college. Some of those include tutoring and even pairing those students with graduate students. They help with organizational skills and time management, something Woodruff says Rubright took advantage of while at Rowan. 

"This is rare, her achievement is amazing," Woodruff said. "I think it's a testament to her perseverance not to give up." 

College students with disabilities are more likely to drop out of school, and only 34 percent complete a four-year program – far less than their able-bodied peers, according to the National Center for Special Education Research.

"There were times when I watched her frustration, I watched her struggle, and I said to her 'you have an associates degree, you can be done if you want, you've already done so much," Lin Rubright said. "But she just wouldn't quit."

On the contrary, Rubright sought out even more opportunities. During her tenure at Rowan, she was inducted into Delta Alpha Pi, a national honor society for students with disabilities; she addressed a panel at the United Nations; she lobbied legislators in Washington D.C. and Trenton for disability rights; and she created multiple videos for the National Down Syndrome Society.

She was even part of a PSA with actress Olivia Wilde, that was part of a campaign for World Down Syndrome day in 2016. 

Through her experiences, Rubright has realized her love for online media, documentary, podcasts, and storytelling. She hopes to one day work in radio; she is also working with her family to create a production company. With the company, Rubright hopes to tell stories impacting people with disabilities. One topic she hopes to cover is "Law Syndrome," which Rubright describes as laws that unfairly allow companies to profit off the disabled. 

As she embarks on the next leg of her journey, Rubright has advice for other students with disabilities, especially those hoping to earn a bachelor’s degree of their own.

"Advocate for yourself,” she said.

“And be heard in the real world."

How to Talk to Prospects in These Uncertain Times

By Mike Goldenberg for Sales Hacker

Sales must go on. I get it. But in the face of COVID-19, everything has changed.

So how do you approach sales during a global crisis?

That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times.

Getting Your Mindset Right

Just stop. Stop for a moment and recognize that the person you’re about to call, email, or LinkedIn message just got their MF cage rattled in a major way.

Don’t let the professional sounding voice on the other end of the line fool you. Just like you, they are shook. In varying degrees and for different reasons, we are all cautiously feeling our way through this unprecedented time.

This is a time for empathy, not hard selling.

If you can start there, the rest will not be easy, but it will at least be easier.

Please do not engage with the world as it existed a couple of weeks ago. You will only frustrate the hell out of people and also likely get yourself stuffed in the proverbial locker by those with no patience in these anxious times.

That said, do not underestimate the pressure salespeople are under at this very moment. We’re already out there with 50% of our compensation on the line in commission. Now we’re sailing into choppy seas with nothing but fog in sight.

Already in a matter of weeks, the shift has been seismic and getting people to engage just got infinitely harder. Every opportunity needs to be requalified. Companies will be tightening belts and empathy doesn’t count towards quota.

We are all in uncharted waters together. However, some things never change.

Here are six ways to talk with people even in the bleakest of times.

1. Call Out the Elephant in the Room

I got a call yesterday, which I thought could be a coworker or another important call. It turned out to be this guy who launches right into his pitch like he’s been living under a rock (which ironically would be a good place to be now in these times of social distancing).

I was so flabbergasted I just said, “ I can’t,” and hung up.

Now the reality is, even if he had made a sincere effort to show some empathy, I definitely wouldn’t be buying now. I would, however, show some empathy back, trying to at least be nice and give him some guidance or advice.

Down the road, I would likely answer his call or email again.

2. Personal Before Value

Most buyers are feeling like Rocky after his first bout against Apollo — wobbled and probably needing a few weeks (or longer) to recover. They’re like lobsters, growing a new shell, completely vulnerable to the world around them but with no choice but to change.

Too many metaphors? OK, let’s try plain English.

People are vulnerable, so they aren’t even thinking about value at the moment. However, if you take interest in them as a human first, they may at least listen to you for when they are ready again to get moving.

If you go in with value first, they’ll snap your finger off with a claw, and scurry away as fast as they can.

3. Shut Up and Listen

I’m a big believer that active listening is the single most underrated aspect of selling to begin with — but now, more than ever, people are going to need to feel like they are being heard.

Don’t just quickly ask, “How things are going?” then breeze past it because the answer is, “Not so good,” and now you feel uncomfortable.

Ask a few more questions to show you actually care. Embrace the awkwardness, then just take a moment to show sincere concern, before you shift gears to the product.

4. Build for the Long Term

Don’t just focus on this moment. This is probably not a good moment. Try to understand the difference between never going to buy because it’s not a good fit in general and those who are not going to buy NOW.

If you invest in people in the tough times, without just expecting an immediate return, you will most certainly earn that trust and the opportunity when the time is right.

5. Don’t Make Unreasonable Asks

If someone just snapped their leg in half you wouldn’t ask them to go get up and grab you a Coke. Same thing with prospects right now.

If they’re in a panicked, duck-and-cover mode, don’t ask them if it makes sense to catch up in a couple of weeks. That isn’t going to be enough time.

You can still be prescriptive to find a better time, but don’t try to push artificial deadlines while being oblivious to their current state of affairs.

6. Stay Positive

To be clear, being oblivious and being positive are two very different things.

As any salesperson can attest to, our emotions typically ride up and down with our quotas and commission checks. However, no one wants to hear, “Yeah, who knows if we will survive this thing.”

Whether you realize it or not, subconsciously everyone you talk to is taking queues from your conversations to get a sense of how freaked out they should be. Yes, things are down, but it’s only the dark that makes us appreciate the light.

Don’t be afraid to acknowledge the dark, but remind them of the light.

Wrapping Up

In the wise words of the Dalai Lama, “I hope that in some small way my words today will help you find some form of happiness. And if not, f*** it!”

I kid you not, that is how he ended the speech I saw him give. Take care out there, everyone. Wishing everyone health, happiness, and a little solace in knowing you’re not alone.

5 Ways To Stay Connected With Customers During A Crisis

By Blake Morgan for Forbes

The coronavirus pandemic has cast a cloud of uncertainty over the globe, cost millions of people their jobs and pushed the economy into a recession.

But for most of the world, life goes on—albeit in a new and uncertain way. And although many consumers might not be making as many purchases, those relationships with brands are still important. Customers are still looking for a sense of certainty and connection, and that often comes from the brands they love.

Here are five ways to stay connected with customers during uncertain times.

1. Be Transparent. Everyone is in the same boat these days. It doesn’t help to pretend your company is above the crisis. Be transparent about the choices your company is making, especially if you are faced with difficult challenges like having to lay off employees or close stores. Customers will likely understand your decisions, but be open and transparent and don’t make excuses.

2. Be Available. Your goal should always be to make customers lives easier, and that’s especially true during a crisis. Work harder so that your customers don’t have to. Go to customers where they are. If people are on social media, bolster your social media presence. If the crisis has people watching the news more or using certain apps, use those channels to connect with customers. Have channels open for feedback and responses. It’s not a one-sided conversation, and stressful and uncertain times can bring out the need in people to connect and share, even if it’s with a customer service employee. Have resources in place to be that steady support system for your customers.

3. Be Respectful. These are difficult times for many people, so be respectful of the uncertainty, stress and worry your customers are likely experiencing. If the majority of your customers are out of work or facing reduced hours, it probably isn’t the best time to push a big sale and expect them to make large purchases. Be sympathetic to their needs, acknowledge the pain and use the right tone to be respectful.

4. Be Generous. Do what you can to spread positivity and make an impact for good. Be generous with your time and resources, especially when your customers are struggling and possibly out of work. Make a donation to a charity, give back to customers by lowering prices or providing rebates or turn your facilities into something that benefits the community. Throughout the COVID-19 crisis, businesses of all sizes have shown their generosity, from large companies shifting manufacturing to produce in-demand items to small local restaurants donating food to healthcare professionals. Do what you can to help, no matter how big or small. Your kind actions won’t go unnoticed.

5. Be Positive But Real. There’s enough negativity and bad news in the world, and your company doesn’t need to add to it. Be positive when communicating with customers and try to bring some brightness to their day. However, don’t sugarcoat things or come across as being falsely sweet. Customers appreciate authenticity, so try to strike the balance between being positive while still being genuine. 

Customer experience doesn’t go away during a crisis, but it should evolve. Even during these stressful and uncertain times, take time to connect with customers. Building honest and authentic relationships during times of trouble can lead to loyal, long-term customer relationships.

Blake Morgan is a keynote speaker and the author of the bestselling book The Customer Of The Future. Listen to her podcast The Be Your Own Boss Podcast, here.