How Being You is What They Need

Greetings:
I can't tell you how many times I have read, listened to, or been "coached" that to be successful in sales a person must be "this way or that way".  Often, the teaching will include phrases like, "get out of your comfort zone", "great is the pain and great is the reward", etc (insert your favorite, "be like me" platitude".  THIS IS JUST NOT THE CASE!

See, the most important thing any sales person can do, is be themselves.  If you are selling something that requires you to be something other than authentic, THEN QUIT....NOW.  The key to success in sales is to know that you are adding value to someone, and you are able to do it, without having to be someone else.  However,  I am not saying that a salesperson shouldn't seek to improve their ability to communicate the value, and/or the solutions that they have for the person/company they are wanting to partner with.  As a matter of fact, if you don't care about what you are doing enough to spend time dedicated to improvement, you might not care enough to be someone who is committed to adding value. 
Here are three keys to consider about a sales position:

1. What is the mission of the company you are representing?  I love what I do!  Part of the reason I can say that, is the mission that our company has.  "Empowering worthwhile organizations to impact more lives through effective fundraising."  That just overflows with "them".  
2. What is the vision of the company you are representing?  Even when a mission is inspiring, the vision could move in a direction that is different than what you think it should be.  This can be easy to adapt to, or a change in this could literally change everything.
3. Is the company really providing solutions? When I say "solutions" I mean, what is sold is solving the problem - period!  

If you examine this criteria and find that you are inspired by each, then you are in a great situation! Of course, there are many other facets of working for a company that can affect your experience, but that is for another post.  As long as these three criteria are met, then you just need to be "authentic".  On a side note here - if you have not read "Go-Givers Sell More" by Bob Burg and John David Mann yet, that really needs to be "step 1". Being authentic is the most important attribute of any truly successful salesperson - not rich sales person.  I define successful sales as "Providing measurable value through real solutions while building great relationships!"  When you do this, every time you make a sale...You are 'Winning For Them."

Tomorrow Will Be Just Like Everyday

When you hear the word "tomorrow" what comes to mind.  Tomorrow can be full of hope, full of anxiety, the needed word of the day, and the list goes on and on and on!  However, tomorrow is...a day, just like everyday. Not to be given too much undeserved credit, or too much fear.  However, if you are not thinking about tomorrow, then today has already caused you trouble to deal with....you guessed it - tomorrow.

I was recently in a conversation with a friend who was trying to offer suggestions to a friend of his who was out of work.  However, my friend's good intentions were not received as such, and this friend of his, did not want assistance with his "tomorrow."  While discussing the frustration that came as a result, my friend said "it is just so hard to help someone who doesn't seem to have a plan for tomorrow (quoted, but somewhat paraphrased)."  The more I thought about that statement, the more I related to his frustration.

I often tell consultants in our company, "tomorrow's success or failure will be determined more by what you do today, then what you do tomorrow," and that is what I want to tell this friend of a friend.  You may have to adjust the plan you make, but I can assure you, if you start a day without one, what you do will not be "planned" or proactive, but instead reactive. 

Proactively planned days help to avoid the tyranny of the urgent, and reactive days tend to be either, all urgent, or very little gets done at all.  Bottom line, if you want to increase the likelihood of having a successful day, don't ever wait until tomorrow to get the next day started!!

Now, go out and win for them.

Why Do You Do What You Do?

It seems I am in a questioning mood tonight, so, I thought I would post a short update, with a few questions.  No answer - just questions.

1. Why do you do what you do?
2. What would you do if you never needed to earn another penny?
3. Are your priorities in order? Do others think your priorities are in order?
4. When was the last time you spent meaningful time with someone?
5. When was the last time you worked a 20 hour day because you love what you do?
6. When was the last time you worked a 4 hour day because you love someone else?
7. What is the most important accomplishment in your life?
8. Success or significance?
9. When is the last time you did something for someone and nobody knows about it?
10. When will be the next time you accomplish an answer you wanted to give to one of these questions?

Hopefully - soon!