Track your boldness meter!
Early this morning, I had a wonderful interview on Hot Talk Radio 1510 with Brian Sullivan. He made the comment while it’s necessary to be bold on sales calls and on interviews, learning about the other person comes first. We obviously were in complete agreement.
Where most people go wrong on resumes is too boldly announcing they will double their expected quota within 18 months. A better approach is to list previous awards earned. On the interview, many job applicants make two vital errors: They simply answer questions vs. the two-way conversation, and, they strictly answer in terms of themselves. The better approach in this case is to answer in terms of how you will help solve problems the company is facing.
In short, leave your ego out of all conversations if you are trying to win favor in terms of hearing HIRED! or as a nice person who does get the sale. It’s the relationship building that gets results. These are reflected in my two books (links provided).
The next time you have an important meeting, take the time to understand the other party and their situation first. Only then will you know how to communicate what you have to offer to their interests. Balance the fine line of boldness, keeping your ego in check, with a mindset on professionalism and active interest in the other person.
You now have business development, branding, marketing-communications and sales techniques all wrapped into a simple process of making friends and ultimately the sale. Using this demeanor, you will attract more prospects, clients, larger sales and better career opportunities ~ what I refer to as the Smooth Sale!
