The Sales Sage

Better decisions…now!

May 15, 2009 – 6:00 am

“Life is the sum of all your choices” – Albert Camus

I recently finished the book “10-10-10: A Life Transforming Idea”by Suzy Welch and have to say it really did transform the way I look at decision making.

First, let me say – I gain nothing from this endorsement other than passing along what I consider sound advice that I have incorporated into my life. The only link to the book is to the actual site of the author – not amazon.com or any other book selling site.

Now that disclosure is out of the way…

The basic principle of 10-10-10 is to base all your decisions on the impact they will make on your life in the next 10 minutes, 10 months and 10 years. Of course, it doesn’t need to be those exact time increments, but rather the idea of the immediate future – intermediate future and long term future.

THAT IS IT.

The reason I love this book so much, is Suzy writes in a style that is very conversational – as you read the book – you feel like she is sitting next to you telling you a story…rather than preaching a lofty concept. This makes it very easy to understand and even better – quick to get through…after all, who has time to spend weeks laboring over a new management book?

Each chapter is woven around examples of how real people applied 10-10-10 in their life and came out with different conclusions. Sometimes, very difficult situations were faced, but in the end – the decisions were based on logic and facts, rather than the usual…GUT or emotions.

It doesn’t matter if you are facing small or large issues – 10-10-10 can help guide you to a solid conclusion. I highly recommend everyone go out and read 10-10-10 - it really will transform your life.

By Karen | Posted in Book Reviews | Tagged 10-10-10, Book review, Making good decisions, Suzy Welch, tools to succeed | Comments (2)

Linked In…de ja vu

May 12, 2009 – 6:00 am

“Constant repetition carries conviction” - Robert Collier

For those of you incredibly loyal Sales Sage readers who have been here since the beginning…this will seem familiar - but for all of you new faces - here is one of my favorite posts from my early days…enjoy!

Are you using Linked In to its fullest potential? A better question may be are you even on Linked In (LI)?

If you are not, then please go to www.linkedin.com and sign up now! If you are one of the countless individuals who signed up some time ago and “linked” to one or two people and have forgotten about it…then please reconsider the following benefits.

1. An Online Resume. We live in a world where customers, employers, future employers are searching on-line to find the best and brightest. Take control of your online brand and update your profile – think of it as a digital resume. You can build credibility and trust by having a great Linked In profile.

2. Keep Track Your Contacts. There are so many ways to keep track of your business contacts, however it is probably safe to say most of you use your employers software. Which means… #1 when a contact leaves their job, it is up to you to track them down at their new place of employment. #2 When/if you leave your job – you have to find away to get your contacts out of the system and then add them to your new employers system (this is can be very time intensive). With Linked In, your contacts are managing themselves because they keep up their own profiles. Not to mention, you are the owner of your connections - there is no risk they will be hijacked by anyone.

3. Get to know your contacts. Since your connections are responsible for updating their own contact information, you can learn great things about the people in your network. Many active users are members of “Groups” – which span from University Alumni to Volunteer organizations – and everything in between. You can also find out about previous employers, awards even books that are being read. All of this helps you to know your contacts better, which will help you build a stronger relationship.

4. Who are your contacts connected with? This can be a tricky one because there is always the temptation to misuse this information. However, if used properly, your connections may have someone you want to be introduced to.

5. Using Questions & Answers Section to establish credibility. Again, this is a tricky one because you can appear to be self-serving if you don’t handle this properly. However, if you offer your opinions and expertise to questions you feel comfortable answering, you can build credibility and gain new contacts through virtual networking.

There are several cyber-discussions on whether or not Linked In is worth your time. I concede, if misused or unused…then you will see no benefit from it. So, I’d like to close with some basic dos/don’ts of Linked In usage:

Do: Build a detailed profile.
Don’t: Overstate or lie – it is too easy for someone to check the facts.
Do: Ask your contacts for an introduction to one of their connections – if you feel comfortable doing so.
Don’t: Contact 2nd or 3rd degree connections blindly
REALLY Don’t contact a 2nd or 3rd degree connection and reference a mutual contact without seeking permission from the mutual contact first.
Do: Join groups and participate in the discussions.
Don’t: use the Q&A section to ask questions you already know the answer to. There are a few sales people who do this and they appear very self-serving.
Do: Ask questions you when want a variety of good answers and opinions.
Do: Answer questions where you are adding something to the conversation.
Don’t: Answer questions where you are “piggy backing” what 10 others have already stated.

There is a fine line between using and misusing Linked In. However, it is a very useful, powerful tool that can help you network, build relationships and earn credibility.

I’d love to hear your thoughts on Linked In.

By Karen | Posted in Tools for success | Tagged build better relationships, create positive impression, LinkedIn, professionalism, tools to succeed | Comments (2)

Thank Her…

May 8, 2009 – 6:00 am

“Biology is the least of what makes someone a mother” Oprah Winfrey

Every year we celebrate the woman who brought us into the world. Yes, of course our Mother – she is a very special lady.

However, today we are not going to gush over what a wonderful woman mother is…we will do this plenty on Sunday. This post is remind us that there are so many other “mothers” that are often over looked but have just as much reason to celebrate and thank.

1. The career woman who successfully climbed the corporate ladder and then realized it was too late to have children of her own, but has mentored hundreds of “children” in the corporate world.

2. The favorite aunt who never married but is the god-send to her sisters (and sister- in-laws) when they need a break, not to mention are a best friend to her nieces and nephews.

3. The sweet lady next door who always has a candy stash ready and doesn’t mind sharing the treasures in her yard.

4. The friend who adopt all her friend’s children as they were her own.

The list could go on and on of women who for one reason or another by conscious choice or not have not given birth to a child. In so many ways they are still “mothers” and very much deserve to be celebrated this Mother’s Day. To me, Mother’s Day is more about celebrating the practice and art of Motherhood, than the act of giving birth.

I challenge you to think back over your life and consider all the women that fit this description – the ones who have mentored you, listened to you, helped you along and then reach out to them and wish them a Happy Mother’s Day.

To the many “Mother’s” who have touched my life over the years and continue to do so…Patty, Vicki, Nidia, Julie, Elizabeth, Erin, Diana, Carolee, Jane, Bev, Catherine, Brenda, Tammy… Happy Mother’s Day!

By Karen | Posted in On the lighter side, Rules to Live By | Tagged Add new tag, Gratitude, loyalty, take a break | Comments (3)

How to Stop Whining

May 5, 2009 – 6:00 am

“Be the change you want to see in the world” – Gandhi

The whining post generated some off-line discussions…many of you have yet to feel comfortable posting your thoughts in the comments section. This is OK – feel free to let me know your thoughts however you see fit – the important part is that I am striking a cord. Which is great – so thank you for your feedback!

Most really liked the post because you know a few whiners yourself…

A couple felt I was a little too harsh. Perhaps I was – but the purpose of The Sales Sage is not to write about hearts and flowers and make everybody feel good.

The purpose of The Sales Sage is to give real, honest, wisdom and advice to individuals in a selling situation. Sometimes advice comes in the form of tough love.

Today as a balance to my “tough” love – here is a breakdown of how you fix your “whining complex”.

1. The first step to any problem is to admit you have one. <Insert LOL>. Yes, we have first admit we are whining. It is often difficult to diagnose a whining situation – but when you can take a step back from a situation and ask yourself “self, do I sound like I am whining?” that is a very good start. This can take years and years of practice to “catch” yourself whining – but I promise you if you work at it you will get better with time.

2. Decide if the reason you are whining is a valid one. If it is petty – losing free sodas at work, annoying habits of co-workers – please – get over yourself and get back to your J.O.B. If it is something that has some merit – then move to step 3.

3. Is this a problem you can fix? Pay cuts at work? Nope you can’t fix that – if personal finances are tight – look around…they are tight for everyone. Whining doesn’t fix that problem, careful spending does.

4. Perhaps you do have an issue that can be solved, but not by you alone – this is where you can make an impact. Nobody likes a whiner, but everyone loves innovation and solutions. If you see something that you think can be done better – instead of whining about it - take some initiative! Write up a proposal and submit it to your boss – it will never hurt and it shows that you care about the organization and its future. Even if your proposal never goes anywhere – what it will do is open up dialogue.

The moral of the story is if you aren’t a part of the solution, you are a part of the problem. Instead of whining about what is bothering you – take action and do something about it.

By Karen | Posted in Rules to Live By | Tagged build better relationships, communication, create positive impression, professionalism, tools to succeed | Comments (2)

The Whining Stops Here

May 1, 2009 – 6:00 am

“Self-pity is our worst enemy and if we yield to it, we can never do anything wise in this world.” – Helen Keller

Boy, it is tough out there isn’t it? The economy is crappy, people are losing their jobs left and right, sales are down, businesses are closing. And the hits keep on coming.

It is very tempting to get caught up in our own self pity. To start whining… “Poor me… wah, wah, wah”.

Some classics I’ve heard recently:

· They’ve stopped giving us access to free sodas at work – a vending machine was installed…wah, wah, wah

· We just got a 5% pay cut…wah, wah, wah

· My boss doesn’t listen to me…wah, wah, wah

· My co-worker chomps their gum too loud…wah, wah, wah

Reality Check: There is someone out there who has it worse off than you – I promise you this.

It is so easy to get caught up in our own story. We all have “issues” – I don’t want to down play any of them – they are all important and sometimes very serious. But, many times in work situations, there is a tendency to get caught up in the drama that we lose sight of the important stuff.

Now – especially now – when times are tough – NO one wants to listen to a complainer. If you are unhappy with how things are going at work. My advice is to suck it up. When and if companies look to cut head counts, often times the easiest targets are the individuals who are the most negative.

If your company has cut back on some amenities – big deal – maybe they are tightening the financial belt, so they don’t have to take more drastic measures. If you just received a pay cut – be thankful you still have a job. If your boss doesn’t listen to you – cut them some slack, they are most likely really stressed out. And all those little annoyances that you deal with on a daily basis from your co-workers…now is not the time to take these to your boss or HR (trust me on this one).

It is time to show you are a team player, that you are valuable to the organization and that you can remain positive in difficult times. Be strong, keep your head down and your eye on the ball.

Related posts:

The Power of Positive Thinking

Succeed - in spite of a down economy

By Karen | Posted in Rules to Live By | Tagged create positive impression, professionalism, succeed in down economy, tools to succeed | Comments (3)

Making Your Net Work…The Finale

April 28, 2009 – 6:00 am

“It’s all about people. It’s about networking and being nice to people and not burning any bridges.” – Mike Davidson

What better way to wrap up the Networking Series than with an easy list of Do’s and Don’ts?

DO: Be friendly and approachable
DON’T: Get drunk
DO: Listen attentively to the other guys pitch
DON’T: Shut down a conversation by being argumentative
DO: Tailor your “elevator speech” appropriately to the other person’s potential needs
DON’T: Write off another contact if they don’t appear at first to be useful for you (think referrals)
DO: Be friendly to your competition
DON’T: Monopolize one person’s time
DO: Work the room

Remember to bring breath mints, hand sanitizer, lots of business cards and your best attitude. Networking can be fun and rewarding you just need to practice, get out there and never forget your next best customer may only be a hand shake away.

By Karen | Posted in Networking | Tagged build better relationships, create positive impression, Networking | Comments (2)

Making Your Net Work…Part 5

April 24, 2009 – 6:00 am

“The successful networkers I know, the ones receiving tons of referrals and feeling truly happy about themselves, continually put the other person’s needs ahead of their own.” – Bob Burg

How to network is arguably the most difficult part of the “networking” series. It is fairly easy to identify why, where, who and even when…but HOW, this is what seems to mystify most people.

After all, how exactly do you enter a room of total strangers and walk out with connections?

You have to GO FOR IT.

Some tips:

1. You have to show up. And, not just physically – I mean mentally too. If you walk into a room of strangers and your mind is somewhere else, it will be a waste of time. Before you walk in, clear your mind of the “garbage” floating inside your brain and…

2. Be positive! This doesn’t mean be crazy cheerleader girl/boy. However, projecting a positive energy will benefit you far greater than entering a room with a Mr. /Mrs. Grumpy pants attitude (see #1).

3. Often it is easiest to look for other individuals who are also in the room by themselves. Make eye contact with them and approach with a friendly opening. “Hi, how are you?” is a great start.

4. If there are no “singles” (this doesn’t refer to marital status – remember we are business networking not looking for love.J) Then look for smaller groups of 3-4 that are not engaged in “intense” conversation. Groups of 3-4 are usually better than groups of 2. Why? Because groups of 2 are usually involved in 1-1 conversation that you could potentially be interrupting. Small groups are typically involved in discussions that are easier to jump in on.

Last thoughts:

· Keep breath mints on you – NOT GUM. Everyone likes fresh breath – no one likes chomping.

· Remember – there are many others in the room who as uncomfortable as you – this is normal…you are not alone!

· And like everything else in life…practice makes perfect…

Next post….the Do’s and Don’ts of Networking…

By Karen | Posted in Networking | Tagged build better relationships, create positive impression, Networking, professionalism | Comments (0)

Making Your Net Work…Part 4

April 21, 2009 – 6:00 am

“There is a time and place for everything” – Mom

When is it appropriate to network? What a loaded question….

The proper answer is always, and with caution. Ah – always with caution!

It is important to always be meeting new people, in last week’s posts – we discussed some ideas on where you could meet people and who you could meet. But, is it prudent to be shoving your business card in every person’s face you meet at every moment of the day?

I would argue – no.

Some people don’t agree…they think any opportunity is a networking opportunity and on a level they are right. You should have business cards on you at all times – in case you meet someone you want to pass one along to. However, there is an appropriate time for everything.

Some tips:

Be respectful of others – if it doesn’t appear they are interested in your advances, much less listening to your “story” or taking your business card – then don’t approach them. Example: the person next to you on a plane reading a book.
Do always have business cards on you – you never know when you are going to run into someone with whom you’ll want to exchange information. This can happen at any place at anytime – don’t be unprepared.
Networking could take place at any time, but if common sense tells you that it is potentially a time that could be looked upon as inappropriate – then, use caution, be discrete and take queues from the other person. If it clear they are not going to welcome the advance – then don’t proceed.

As with all things in life – timing is everything – remember this when practicing the art of networking.

Next post…How to network.

By Karen | Posted in Networking | Tagged communication, create positive impression, Networking | Comments (0)

Making Your Net Work…Part 3

April 17, 2009 – 6:00 am

“It is not what you know, but who you know that makes the difference” - Anonymous

Why, Where and now WHO…like the previous installment, the answer to who do you network with is an easy one. It is everyone.

If you are truly committed to networking, you first need to be open to meeting and interacting with people from all walks of life. Don’t just network with those who “look like you” – if you do this – you will be missing out on a huge opportunity.

If C-level executives only networked within their circle of influence - they would miss the opportunity to get fresh innovative ideas from up and comers within their organization.

If young, up and comers only networked with others in their age group – they would miss the opportunity to gain knowledge from those who have “been there and done that”.

If you keep your circle to those who share your same ethnicity, religion, political views, etc. then you are only getting one view of the world. This can be not only narrow-minded, but dangerous. Why dangerous? Because you will not see the unknown changes and trends coming in the future.

By opening up and networking with all different types of people you are allowing yourself to gain different viewpoints, ideas, and the best part is you will ultimately grow your own circle of influence.

Some things to remember:

· Learn how to “agree to disagree” – when you are networking with individuals who are from diverse groups, there will invariably be conflicting points of view. This is OK. If you find yourself in this situation and it is at a stalemate…raise the white flag and say – “I respect your opinion, but retain the right to agree to disagree” – and then move on. This will allow you to maintain the relationship without creating harm that will be difficult to repair.

· Be respectful, up and down stream to those of higher authority and lower authority of you.

· Always be open and KIND to new people, always be kind!

· Lastly, have fun, networking is supposed to be fun.

Next post…WHEN to network.

By Karen | Posted in Networking | Tagged Add new tag, build better relationships, create positive impression, Networking | Comments (0)

Making Your Net Work… Part 2

April 14, 2009 – 6:00 am

“The way of the world is meeting people through other people.” Robert Kerrigan

The second installment of the networking series will focus on WHERE we network. The short answer to this question is – everywhere. However, I caution those of you who offer your business services or drop your company name at every encounter you have with a new person…more on this later.

Let’s consider some places that are great for networking.

1. Local Chamber of Commerce or Civic related groups. Level one networking – best for generating awareness for you and your company. Everyone at this type of event is there for the same purpose – to meet others who may be interested in their business service or product. Upside: people in are generally open and welcoming to new individuals which makes it easy to make new contacts. Downside: many of these new contacts will not have a product or service you are interested in and it may be difficult to find real customers for you.

2. Charitable Organizations (can include alumni or any non-business, group or club). Level two networking – best for spreading awareness of you and getting referrals. I am an advocate of giving back/being active in your community, so this can accomplish two goals. One you can gain great personal satisfaction in getting involved in an organization that means a lot to you personally and two you can become exposed to incredible people in your community. However, I must warn you to proceed with caution. I have mentioned in several previous posts that it must be about you giving first, before you receive. If your sole purpose for getting involved in xyz group is to make business connections – people will very quickly sniff out your insincere intentions and this will most certainly backfire on you. The best way to proceed is to get involved and as people get to know you, opportunities will present themselves naturally. Upside: Giving back to the community is never a bad thing, great exposure to a diverse group of interesting people. Downside: No guarantees any business will ever result, if you force your business objectives in this setting it will turn people off and will definitely back fire on you.

3. Industry Associations. Level three networking – best for spreading awareness of you, your business, gaining referrals, leads and customers. Joining an industry association is the best way to network with potential contacts that can possibly do business with you. Where many individuals go wrong with industry associations is they join, go to a couple lunches a year and never do anything else. The thing about most industry associations, is unlike the Chamber events, most tend to be more closed in terms of the “cool kids” tend to stick together at lunches and events, this makes it a little intimidating for the new kids on the block. How do you overcome this? Get involved…join a committee. Upside: The contacts you meet have the highest probability of actually becoming a customer. Downside: Clique can be hard to break into.

We have identified the three levels of networking and three basic types of places/events you can go to for networking. All are important pieces to the networking puzzle, so make sure to work each type of event into your networking plan.

Next post…WHO should you be networking with?

By Karen | Posted in Networking | Tagged communication, create positive impression, Networking, tools to succeed | Comments (1)

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