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!

But I Want It Now!

With all the "immediate gratification" in today's world, getting what we want now is often just what is expected. The impact of this type of impatience is often just accepted as risk or a worthwhile consequence.  From buying too big a house or too fast a car to conclusions without all the information....and the list goes on and on.  However, at the root of this has nothing to do with the actions, but instead everything to do with an internal issue - selfishness.  That's right, I said it, no apology for it, but that is what causes so many of us to be impatient and want what we want, NOW.

This selfishness has caused us to act irresponsibly with regard to our jobs, finances, relationships, etc and we are raising a generation of kids who have watched us do it, and now will stretch their expectations for the NOW to even higher levels.  I am amazed at how often I hear teenagers say they "would never work there" (insert where you worked for your first job) and how does anyone live on only "that much money"?  However the result of this, doesn't just effect others who might not fit into the solution of the immediate, but it will in most cases hurt the one who is impatient.

As we get older, the concept of winning for others shows itself as a positive in many ways, but mostly, it helps us in whatever we do.  I believe we have been created to serve - not receive.  Now, don't get me wrong, most of us (certainly include me) like to be pampered and relax, but the two things are not mutually exclusive. I love a nice vacation, and look forward to my next one about the time the last one ends, as many of us do - but how relaxed could you be in a beautiful tropical setting a day after a tsunami hit, even if it didn't cause any problems for your resort, but the rest of town was wiped out and people are struggling to survive...oh waiter..could you bring me a menu? I think not.  Most of us, would be far more comfortable putting aside our long awaited itinerary of frozen drinks and amazing food to help our brothers and sisters who have experienced the harshness of the storm.

Finally, putting others first will help a person achieve the long-term satisfying success that has lasting value.  There are many stories of the narcissistic person who knocks down people so he can use them to climb his way to the top - but usually, that person either gets to the top and finds out he is there by himself, or he doesn't stay there long enough to realize he is all alone.  If getting to the top is so important you are willing to climb over others to achieve it - than I would suggest that you are actually "climbing toward the bottom", and you won't realize how directionally challenged you are until it is to late.

If you want to be valued, value others and become a "valueizer".

Becoming a "Valueizer"

Greetings:

I have recently finished the best sales book I have ever read to date: "Go Givers Sell More" by Bob Burg and John David Mann, and highly recommend it to all!  The principles put forth in the book are stated clearly, and not only serve as a great solution for us to increase our results in sales, but to add value to all relationships!

I have been working as a consultant for many years, and have always believed that to be successful, all of your efforts must be focused on others.  In the book, the authors point to the key element in this process - creating value for others!  What a great concept!

That led me to the concept of being a "valueizer". This is something we can incorporate into ALL that we do, which will deepen all relationships we have, and increase our effectiveness when discussing our services and/or products with people as well. 

My perspective for calling potential clients now has changed from "wanting to establish a relationship that will eventually yield the ability to share benefits with them" (not a selfish purpose at all) to a deeper value "starting a relationship that will yield the opportunity to create value in their life regardless of the result" and it has helped me enjoy what I do at a much deeper way.

I hope this will encourage you to be a valueizer in others - and to go read "Go Givers Sell More" at your first opportunity!

What does it mean to "Win for Them"

Greetings:

There are many ways you can use the phrase "Win for Them." Here are a couple of the most common.

1. You could win a game for a group of people, or dedicate an entire season to a cause.
2. You could say, "that was a great 'win for them'." Meaning that the win was significant.

However, the way I like to use this phrase the most, is with regards to winning clients! Too often in the world of business, people are so focused on success and or survival - that significance is considered "something we will do once we attain success." As a result, most set goals and pursue the goals with an self-serving end in mind - even those who believe they have good motives.

The "Win For Them" model is about service and significance - but also about survival and success. I firmly believe that those who seek to serve will find significance which will lead to the success they yearn for.

Almost all great success stories have a beginning that is very similar. Of course, I am not talking about whether or not the business was fully funded or if their business plan was perfect - I am talking about their purpose. A key to financial success is to start a business that recognizes a "need" (I use that term loosely here) and sets a course to meet the "need". However, even in the most successful businesses, the principle of meeting needs is lost more and more, the further down the line you go.

One very important principle that has to be included, meeting the needs of others in business, must be a part of reaching the company goals. I have known many salespeople or consultants who were so focused on meeting the needs of others, that they never asked for a sale. That is obviously not a good plan.

The absolute standard needs to be: What you are doing, selling, or offering - must be a product or service that is good for the person / business you are presenting to! Once you have that underlying component - you can set out to "Win For Them".

Sincerely,

Steve Boyett