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Ruth shares how to find MORE than a paycheck through her writing, speaking and training… people, places and transitions.
Ruth wrote MORE than a Paycheck: Inspiration and Tools for Career Change in 2009, while she worked as a recruiter and outplacement consultant and actively volunteered with people in job or career change. Check the articles and buy her book, if you are focusing on career change.
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People proclaim lustily that they can’t do sales. But that isn’t true. We can learn sales techniques. All of us need to persuade others at times. If we hide behind a computer, we will fail to convince someone we are the right person for a position, product or project. Let’s think about this.
Extroverts vs. Introverts
Introverts are often better than the extroverts in sales, as they are good listeners. They don’t monopolize the discussion, but ask great questions. The extrovert may talk way too much.
Researcher Adam Grant of The Wharton School of the University of Pennsylvania studies the psychology of workers and managers. His research shows that the best sales people are able to move toward the middle to become ambiverts, who ask great questions and do not overwhelm the customer with an overabundance of enthusiasm.
Dr Grant has recently published a fascinating business book titled, Give and Take, where he provides worthwhile insight into Givers, Takers and Matchers. You’ll need to read the book to discover which is your natural style. ”That’s just the way I am,” doesn’t work well in many business situations. Learning to adapt your style increases your potential for success. The video clip of him on the Today show is well worth watching.
In a recent conversation with a CEO “in transition,” he shared with me that he never strikes up a conversation with anyone at a club, church function or group meeting, unless someone speaks to him first. What a waste! He’s brilliant, articulate, with a professional demeanor…what’s wrong with this picture? He’s negotiated vast amounts of money in the past. He’s been self-employed most of his life. When I questioned him about this idiosyncrasy, he indicated he goes to meetings for the information, not to get to know others. Now he’s looking for a job in space where 80% of people find work through networking.
Mr. CEO needs to write a script that will gain more than a yes/no answer. He needs to be sincerely interested in other people, not just protecting his “secrets.” And we all have secrets. He needs to realize that with this arrogant attitude, it will take him a long time to find another start-up where he can be appreciated. No one will knock on his door to offer a job!
In a wonderful article . titled “How to Launch a Consulting Business,” by Liz Ryan. she cites five ways to start talking as a consultant: 1) pain spotting, 2) looking at the perspective of the client, 3) telling a relevant story, 4) “framing” or organizing the chaos you see, or 5) probing (asking great questions). Try to remember these five ways to start a conversation that can actually help the other person in the dyad. “What brings you here?” followed by a well rehearsed story can engage the other person better than “I’m a project engineer, looking for a job” or “I’ve got this great product to tell you about.”
Your New Sales Pitch Is Not a Pitch
In presentations I almost always mention that the “phone is your friend” and LinkedIn is the most prevalent tool for finding new clients or jobs. But the number one way to discover a sale opportunity is sitting next to the person, whether in a seminar or interview. You never, ever know who the person knows, who may need your services. You may connect with someone at Starbucks or the Dallas Symphony. At a conference you may find a new friend whose sister works for the competition.
If sitting at your computer is not working, don’t tell me you can’t sell! If, as an extrovert, being overly effusive isn’t working, you may need to slow down and provide more details. Both introverts and extroverts need a smile, a firm handshake and a sincere interest in getting to know others. As you use sales techniques, they become second nature. Hear me well: if it’s not working for you, stop it! Improve your sales. It’s networking on steroids. You CAN do it!
Ruth Glover writes about change, people and places. She speaks to motivate people. She trains people to move forward.
"More than a Paycheck:Inspriation and Tools for Career Change is an appeal to all of you with ideas that could help you find more joy in your life through your career. By analyzing your skills, planning a change process and taking action, you can find MORE than a paycheck.” Ruth Glover MORE … Order Today!