When I do motivational speaking at events with younger audiences, I mention that they should never let someone’s perception of them become their reality. I reinforce the fact that it is up to them to control their future and make it what they want it to be. Regardless of what others may say they can or can’t do, I convince them that they are in control of their success and happiness. In the business world, things are quite different. Someone’s perception of you and your value can be extremely important. Since human resources are the most valuable assets in most companies, and payroll [...]
You not only have to prove that you have talent and abilities, but you also have to demonstrate you have the desire and fortitude to do what it takes to deliver your value. This becomes evident during the interview process. I speak to job candidates all the time that are interviewing for jobs where they sincerely feel overqualified, but because they have been unexpectedly laid off, they are willing to take a lower level position for the time being. They feel they will get the job and work until they find a better one. The candidate will go on the interview and clearly articulate [...]
Sales leaders involved with complex sales quickly figure out that being able to obtain and conduct quality meetings has a huge impact on their success. Sales is about building quality relationships, and you have to meet with prospects to build those relationships. Depending on your industry, and your company’s brand recognition, quality meetings can be costly to obtain. For companies without good brand recognition, the process can be very daunting. Figuring out who the “right” people are is one process, and then convincing them to meet with you in person is another process. [...]
I have been told that most good pet stores will not sell you fish at the same time you buy a new fish tank. However, an impatient customer has options and will often purchase the tank at one place and then go somewhere else to buy the fish. Then they take both the fish and the tank home, fill the tank, put the fish in the water immediately, and realize that the fish will be floating at the top of water the next day. Were the fish defective or was it the water to blame for the death of the fish? The sales environment is much like this scenario. The reason fish were floating the next day was [...]
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