Keep It Simple Stupid

Given all the information available to buyers on the web, many customers think they know what they need, but in many cases they don’t! A salesperson’s job is to take control, seek to understand what factors have been considered, teach them what may have been overlooked, and tailor a message unique of their buyers.

Better stated…SHOW THEM THE UNKNOWN from 2 separate angles, the Consumer POV and the Competitive POV.

Customers are changing. New products and services were constantly being introduced. Companies entered new markets. Salespeople take new jobs. The economy has ebbs and flows. New technologies have to be mastered.

Salespeople even have to learn new ways to capture and keep the attention of today’s savvy prospects – at the same time they have to make their numbers.

How do they adapt to customer needs?

They are agile learners, quickly able to get up to speed when things change. They become competent in new positions in record time. They instantly adjust to changing market dynamics.

As a result, they get quick wins, which give them confidence, which led to more business. In essence, their short-term success is the key to their long-term success.

Keep in mind though, you are a BRAND and represent something.

When you meet with customers and review with them their products and/or services, the pricing, and value, you are determining what it is that you will sell. It’s more than the ‘idea.’ It’s about what you promise to deliver. In order to gain a prospect’s attention and business you have to be able to differentiate yourself.

Your clients don’t owe you anything. You keep them by following through on your promises. You gain their loyalty when you maintain or over deliver on your service; when you mean what you say. So, as you continue to navigate the minefield of sales, pay attention to what you say. Make sure you aren’t promising something you can’t deliver. Or something you have no intention of delivering. Understand why people buy, and why they buy from you.

Then make sure you do those things. Sell your brand!

How Influential Are You?

“When the facts change, I change my mind. What do you do, sir?”

This frequently cited quote is often misattributed to John Maynard Keynes or Winston Churchill. But since no one knows the originator, I’ll claim it as my own. Sometimes when the facts change, I change my mind.

How influential are you? If I asked most people that question, the answer would probably be, “Not very.” If I asked you who is influential, you’d likely point out famous leaders, great artists, perhaps celebrities, maybe even scientists, or select members that have been inside your organization. But this is not the whole story. When we only recognize the influence of those we look up to, we are leaving out an important consideration: The powers that each and every one of us naturally possess.

To see what I mean, take a moment to write down all the people who influence you throughout your day. First, think of the courteous people, the friendly people, and the other people whose actions affect you in a positive way. It might be a bus driver that waited for you instead of driving off. Or someone more significant, like a mentor that helped you make a decision that paid off tremendously.  Think about how you feel and think after you interact with them: You likely feel better about your day and your world. They may even encourage you to behave more generously yourself.

Once you’ve done that, think about all the negative people you met. Note the effect they have on you, from annoyance to major disturbance. Maybe your boss presented your work as his or her own, and it really got under your skin. Or perhaps a friend you were supposed to meet for dinner cancelled on you at the last minute and you got upset.

Finally, contemplate these instances from the opposite perspective. Take all those times of influence and imagine how, when the tables are turned, YOU have had the same positive (and sometimes) negative influence on others.  This is where your career takes a different direction and you accelerate.

The point of this exercise isn’t therapeutic. Rather, it’s to demonstrate how great a capacity every single one of us has to influence those around us. It’s not that we don’t have influence: all of us do, and plenty of it. The problem is that many of us fail to recognize our power to influence. As a result, we don’t harness it for the good of ourselves and others.

Influence is not all-powerful, of course. But if we want to be effective advocates for our ideas, it pays to be aware of our ability to influence the outcome of different situations.

Think about times when you want someone to make a big decision in your favor. If the choice isn’t obvious, then what makes that person decide will be based on the influence that you exercised. If it’s a job interview and you were punctual, enthusiastic and knowledgeable about the position, how do you think that will influence the person doing the hiring? If you were none of those things, how do you think that will influence their decision?

If you treat the people who work for you poorly, how do you think that will affect the way they do their work? Likewise, if you make an effort to be open, honest, fair, direct, generous with praise for work well done and constructively criticize when it is not, how do you think that will affect them?

The more aware you become of the influence you have, the quicker you will realize that you influence everyone you come into contact with in some way. And, with the rise of social media, the number of people you come into contact with has grown exponentially, further increasing your chance to influence those who surround you.

Don’t sell yourself – or your creative endeavors – short. Start today by recognizing the potential you have to influence others, and exercising it mindfully.

Letter to my Sales Team

With 2 days to go in Q1 2014 I want you to think about something, but,

most importantly I have something I want to say to you.

There are two sides to the story, two sides of a coin, and
two ways to face the day.

There are always the prophets of doom and the cynics who
will be happy to lead their followers through long periods of drought and famine.

When an unfortunate individual starts blaming his own
failures on others, and on conditions over which he has no
control, he can usually forget about achieving his goals.

There are good times and bad times, but at all times there
are sales that are made and sales that are lost.

You have proven that you are not only capable, but excel
as a sales leaders. I am proud of the accomplishments of our sales
force and know that nothing can hold back the motivated
individual who has an excellent product to sell, but most importantly,                                                           

an individual who leads from the front.

In the months to come, I feel confident that you will
persevere in a manner that will result in an increase in
sales and commissions to each and every one of you that will
far exceed our projections.

The outlook for the rest of the year is brighter than it has been
for some time. With a positive, assertive attitude, nothing
can stop us!

Charge on!

Interview guide into this century

Faced with one pointed question after the next regarding your career, a job interview can quickly take on the feel of an interrogation.

But employers aren't the only ones who get to poke and pry during the sit-down. At some point, job candidates can make inquiries that flesh out everything from expectations to why their prospective boss enjoys working for the company. By asking thought-provoking questions, you can not only collect valuable information but also distinguish yourself from the pack.

Here are some questions you can ask and tips for interpreting the responses from your interviewer.

1. How has this position evolved since it was created?

Getting a brief history on the role should clear up whether the position has expanded over the years or has been a dead end for employees.

Interpreting the response: If the interviewer says the position has expanded beyond its original scope (and is continuing to do so), that signifies an opportunity for growth within the company. If the position has stayed static for years, don't expect to blossom there.

2. What have past employees done to succeed in this position?

Knowing how the organization measures achievements will help you understand what the expectations will be and whether you have the skill set to meet them. But don't undermine your past accomplishments just because your route to success doesn't match up with the one embraced by the company. "You also don't want to be too narrowly defined by what other people have done. Because you're a different person, you may approach things a little differently,"

Interpreting the response: You may hear a description that highlights the positive and negative attributes of your predecessor. That could be a good indicator of the company's culture. "Typically, what one person has done to be successful is what the organization tends to do to be successful,"

3. What have you enjoyed most about working here?

Your prospective boss can relay what he or she values most and what led to his or her personal success with the organization. You can internally ruminate about whether you share the same values and can envision yourself working there.

Interpreting the response: Your interviewer may commend the company for everything from benefits to year-end bonuses. On the other hand, "if they're struggling to come up with something positive about why they like working there, chances are good that you're not going to be able to come up with anything positive after having worked there either,"

4. What is the top priority for the person in this position over the next three months?

This question is helpful so you know what to focus on if you do get the position. Without a clear expectation, you won't know what to accomplish or how to make the right impression during your first days on the job.

Interpreting the response: You may be told that you need to complete 15 tasks rather than two or three. "If these are all big initiatives that they want you to handle, probably not that doable,"

5. What are the qualities of successful managers in this company?

If you're interviewing for a managerial position, you'll want knowledge of the skills and core competencies the company treasures in a leader, says David Lewis, founder and president of OperationsInc, a Connecticut-based human resources outsourcing and consulting firm. If excellent people skills and multitasking top the list, emphasize how you've demonstrated those traits throughout your career.

Interpreting the response: According to Lewis, you may get a response along these lines: "The best managers in our organization are independent thinkers, are good teachers and completely aligned with the direction the company is going in." If he or she can't name a single star in the managerial stable, that's problematic and speaks to an organization short on progress and promotions, Lewis notes.

6. If offered the position, can you give me examples of ways I would collaborate with my manager?

As an entry-level staffer, you may want to work with management as a means to showcase your skills and move up. But there's a distinction between simply taking orders and actively working with a superior who is grooming you for something better. "[Finding] out how an organization utilizes people at the staff level is key," Lewis says. "Is it a dictatorial environment or a collaborative one?"

Interpreting the response: The employer may be short on examples or dismiss the notion of working with management altogether. Prod further, Lewis says, and find out why that it is. There may be a legitimate reason behind why the company doesn't promote collaboration.

7. What are some challenges that will face the person filling this position?

You owe it to yourself to know what you're up against. "It just gives you a reality check,". The drawbacks may differ depending on whether the position is managerial or entry-level. As a manager, you may oversee a department that runs on a shoestring budget. As a lower-level staffer, you may work odd hours or get stuck with assignments that lack substance.

Interpreting the response: The interviewer may point out the least offensive parts of the job. But if he or she denies any downside whatsoever, that should raise doubts about his or her credibility. "Any boss that tells you there are not challenges, they're lying. It's just that simple,".

8. Do you have any hesitations about my qualifications?

Asking a question like this lets the interviewer know that you're secure enough to openly discuss your vulnerabilities. It also signals confidence and the ability to be coached, says John Kador, author of "301 Best Questions to Ask on Your Interview." "Coachability is a hugely attractive attribute as far as interviewers are concerned," he explains.

Interpreting the response: At your urging, the interviewer may voice concerns about a lack of training in certain areas or gaps in employment. Rather than gloss over your shortcomings, address them and put up a respectful and reasonable defense. "You may be able to come up with a satisfactory response, you may not," Kador says. "But at least you have the chance."

2014...the "CHANGE" is coming

The world in which we live is evolving faster and faster. With the advances of the Internet, social networking sites like YouTube, Twitter and Facebook have become part of our natural way to communicate every day. It’s now common to see television shows, beverages, cultural events and even pet food inviting us to join their pack, with callings such as "Follow us on Twitter", or on Facebook, or on any of the other 12,000 social networks. How about me? That’s the question that many of us ask ourselves…now, what’s in store for us in 2014?  Let me get to the point!

2014, in my opinion, is to become the year of “being connected”.  With the large migration of Generation Y moving to the “need” to be synced at all times will become the big shift to be wary of…or is it Generation Z?  Generation Z will be coming to work one day having used smart devices as early as kindergarten.  This group will be using better and faster technology at home than we will be able to provide at an enterprise level.  How many companies out there will be ready to host these new workers one day in the near future? 

I/ we/ my company/ the world need to become aware of this migration revolution.  We all are aware the content is king and context is queen, however, 2014 mobile technology will shape the evolution of the way consumers find, read, and buy. Don’t think too hard about this, but, what is the first thing you touch in the morning?...Yep...you just said it indirectly or even looked at your mobile phone…and that technology is getting better by the day!  2014 = “Ultra Mobile” where we wear smart watches, smart clothing, and live in smart houses.  SMART = STANDARD in 2014. 

So now LOCATION plays a pivotal roll in the paradigm shift.  I’m not talking where you are simply located; I’m talking about where you are, when it suits you, when you are ready, A.I. (artificial intelligence)!  Today consumers have to check in to get specials, unlockable, and promotions.  2014 will be the year of the beacon.  Simply allow your device to connect with brands matching your personal preference and voila!

So…the social challenge is next…I mean, really.  Did you think social media still runs on gut feelings?  You can’t even begin to count the numerous dashboards existing online and standalone.  2014 will be the year of strategy.  Companies will need to find a way to interpret big data intelligently keeping it simple and to the point (the exact thing that corporate policy stops J).  Social updates, going viral, telling a story, being compelling and creative through innovation all requires the same thing…stunning Social Media!

       The need for employee advocacy is the new “NOW”.  Marketing isn’t your sale window to the world anymore.  Neither are sales.  Every single employee is an ambassador of your brand which means companies have to lead by example.  Forget social media in this instance.  Rethink “SOCIAL BUSINESS”.  

Finishing is tough but so rewarding...

Sometimes, when know that the end of a sprint or top of a hill is just 15 seconds away—so close that you can "see" it—I notice we do one of two things: “We” either slow down right away, coasting to the finish without much effort – OR – “We” buckle down and push on through the end with strength and heart. Which person are you?

When you lose a sale, do you give up for the rest of the week, or get back on track so that one slipup doesn't get in your way?

When life gets busy, do you skip your sales preparation entirely, or do you squeeze in whatever you can, even if it's only 10 or 15 minutes?

Finishing strong isn't that much different than any other challenge or goal in life. You have to decide that you want to do it, work hard even though resistance is working against you, and then follow through until you reach the top.

Two common phrases I reflect on during these times, "Give yourself a finish that you'll be proud of," and, "Finish just as strong as you started." And that's what I want to encourage you to do as you're facing the most difficult time today.

You will never regret choosing to work hard and climb to the top of that hill, no matter how challenging it may be or how much resistance is trying to hold you back. But you will regret giving up early, putting it off, and simply coasting to the finish line (which is a lot like backpedaling). In a race, a runner doesn't start to walk once the finish line is in sight ("Whew, I'm almost there, so I'll just relax now!"). That runner kicks it in and gives everything he or she has left until they cross that line.

So why should you treat your own goals any differently? Your personal finish line is no less important, and you owe it to yourself to get there without giving up. Use whatever effort you have left so that you, too, can finish out this quarter—that final hill—with a sprint to the finish. A finish you can be proud of.  A finish of victory!

Hail To Victory…here-here!

What Graciousness Means To Me

Graciousness reflects a state of being; it emanates from your inventory of self.

When wandering the world, forget your business cards. Don't look for more contacts. Instead, observe. Say hello to the people you see every day, but don't make a fetish out of it. Stay interested in others. Be generous in your attentions but not showy. Don't wink, snap your fingers, high-five, or shout, though laugh with those who do. It bears repeating: Look around. Remember names. Remember where people were born.

On the street, in the lobby, square your shoulders to people you meet. Make a handshake matter — eye contact, good grip, elbow erring toward a right angle. Do not pump the hand, unless the other person is insistent on just that. Then pump the hell out of their hand. Smile. If you can't smile, you can't be gracious. You aren't some dopey English butler. You are you.

Remember that the only representation of you, no matter what your station, is you — your presentation, your demeanor. You simply must attend. Stand when someone enters the room, especially if you are lowly and he is the boss, and even if the reverse is true. Look them in the eye. Ask yourself: Does anybody need an introduction? If so, before you say one word about business, introduce them to others with pleasure in your voice. If you can't muster enthusiasm for the people you happen upon in life, then you cannot be gracious. Remember, true graciousness demands that you have time for others.

So listen. Be attentive to what people say. Respond, without interruption. You always have time. You own the time in which you live. You grant it to others without obligation. That is the gift of being gracious. The return — the payback, if you will — is the reputation you will quickly earn, the curiosity of others, the sense that people want to be in the room with you. The gracious man does not dwell on himself, but you can be confident that your reputation precedes you in everything you do and lingers long after you are finished. People will mark you for it. You will see it in their eyes. People trust the gracious man to care. The return comes in kind.