Category Archives: Selling

How to find the biggest trick for success where you work

Are you trying to be successful doing the work that successful people throw out? What successful people refuse to do? Then hard work won’t help you.

Man pushing huge straw bale by hand.

How can you succeed doing all the wrong stuff?

This true story is about more than salespeople. It is about accountants, programmers and managers too.

Paul, beginning his job in sales, told me, “My manager seems to be able to make a sale every time we go on a call together. All the people we visit want to buy. He sells as much as everyone else in the office put together. When I take the leads he gives me, I can’t get them interested at all. What am I doing wrong?”

Paul was doing nothing wrong. His manager was visiting only high quality leads. Paul was visiting everyone that his manager didn’t pick for himself. His manager got the golden leads and Paul got the brass. Worse, Paul refused to look for the best quality leads in what he was given. He just went out and visited everyone.

Successful salespeople, accountants, programmers, managers, secretaries and septic tank cleaners all know what sales leads, jobs, duties and knowledge are most important.

Pick out the most successful person you know who is doing the job you want. Invite him out to lunch. Ask him, “What do you do that is different from less successful people?” Take notes. Don’t let him stop with one quick answer. Ask about what he reads, what he does, and the jobs he refuses to do.

If you really pry, you will find out that he no longer does a lot of things he used to do. Ask him, “What have you stopped doing because you no longer have the time to do it?” You’ll find that successful people really do work differently. They are picky. They find ways to get drudge work assigned to others. They study particularly difficult problems so that they are assigned the most interesting projects. They also invite themselves into meetings where thorny issues are discussed. They go prepared with fresh information. That’s how they get reputations as problem solvers.

If you want to become a guru, act like one. Do what the gurus do. Just as important, find a way to get out of the work that successful people throw away.

Something To Do Today

Make that call to a successful person doing the job you want next. Find out what they attribute their success to. Also find out what they no longer are doing.

6 things about being persistent in pursuing a single job

Moving a huge log

If you want a job or promotion enough to persist, you may get it.

Nothing in the world can take the place of Persistence.  Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determination alone are omnipotent.  The slogan ‘Press On’ has solved and always will solve the problems of the human race.  (Coolidge)

Presentable, not pestilent persistence

True story: Frank’s interview was postponed, no date set.  I wasn’t able to set up the interview.  I couldn’t get him a “yes.”  I couldn’t get him a “no.”  His resume was in limbo.  So Frank said to himself, “What have I got to lose?”  Frank called the VP of HR (Human Resources) at the company every day or two.  For weeks he called.  Usually he left no message.  Frank just called, got voice mail and hung up. Finally the VP picked up his phone.  Frank was enthusiastic about the company and the opportunity on the phone.  No whining.  No complaining.  An interview was set up.  Frank performed a miracle using the power of persistence.

The facts that made it work:

  1. He was excited about this opportunity. This particular one.
  2. Abject failure was given a cost. No new job.
  3. A price was paid. Regular calls.
  4. Presentable persistence, not pestilent persistence, was employed.
  5. Enthusiasm was generated for every call. He knew he’d get through one day.
  6. He sold himself from the VP’s point of view. No whining, just positives.

If you really want a new job or promotion, you often just have to keep trying.  You have to make a positive impact through your persistence. When your opportunity finally comes you have to be ready to pursue it like it is the first time you tried.  You have to be all positive.

One last thing to consider.  While you are being persistent, continue preparing.  Learn something new every day that applies to the job or promotion you want. Win by superior preparation AND persistence.  That’s the sweet spot where home runs are hit.

Something To Do Today

Today is  Opportunity Assessment Day.

What job or promotion are you aiming for?  Do you really want it?  Really?  Do you want to do the work or do you just want the prestige?

If you really want the JOB, the WORK and the opportunity, make a list of things to do every day to prepare. Now do it.

Is there an opportunity you know of?  Now figure out how to be presentably persistent in chasing that opportunity.  Do it.

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Coming up:                                                            Premature withdrawal

Job security – what permanent means

$250,000 too proud

How fast

Daydream

Audible

Down by 20 at halftime

Get a job by being like the guy who invented running

Experts are hired quickly.  They rarely look for a job very long. An expert knows all the answers – if you ask the right questions.  You can become an expert, just like Jim Fixx.

The guy who invented running died

Jim Fixx transformed himself into more than just another old runner like this guy.

Runners were either late to an interview or just weird before Jim Fixx.

Jim Fixx passed away in 1984.  Some obituaries said, “The man who invented running died.” Before his book, The Complete Book of Running, jogging and running were not sports.  They were just weird.  Jim Fixx didn’t revolutionize running, he just brought it acceptance.  In 1977 his book was the best selling non-fiction hardcover book ever. He is a legend in the running world.

Every month I run across at least one or two people whose names are synonymous with excellence in their field.  Hailed as legends and gurus, they aren’t necessarily the brightest people, but they are smart.  What they have done is study extensively, had a few successful projects and published a few articles or a book.  If the field is broader, they get involved writing the certification tests in their discipline. They all command a 30% to 100% earnings premium compared to people who are merely better than they are.

Hiring managers feel embarrassed to admit they don’t know who these people are.  It is obvious from their resumes that they are the “go to” guys in their narrow field.  I have to emphasize, these guys are smart, but not geniuses.  They have figured out how to be impressive.  They have psyched out managers, consultants and experts.  They have become the gurus in their field.

Can you become the legend or guru in your field?  How about in your company?  In your team?  Your name can become synonymous with a particular subject.  You may have to teach a few classes, write an article or a training course.  What can you do to become a legend?

Something To Do Today

Who are the gurus in your field?  Ask them how they built their reputation.  Scared to call them because they wrote a book?  Truth to tell, authors are human too.  They will succumb to the rapt attention of an informed audience.  Call them, email them or write to them.

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Tomorrow:     I make the milk

Guerilla gardening

Great ideas are…

Forgetting

Torpedo sales: How engineers and CPA’s do it

Every day, businesses in every industry all around the world fail to make sales to qualified, hungry clients who desperately need what they are selling.  And the real problem isn’t what they think it is.  They aren’t paying attention to the most critical factor in sales — the critical ingredient that determines what their customers will actually do, and when they will do it.

They don’t know what it is, but I tell them in this viewable and downloadable podcast.

For the past 30 years our proprietary evaluations and courses have helped salespeople, entrepreneurs, managers, engineers, CPA’s, and programmers harvest sales they previously left languishing until their competitors stole the business.