Let’s Face It; It’s All About Sales

It’s career day at your (or your child’s) high school  or college. Who is likely to be giving the talks? I’ll bet it’ll be professions like medicine, law and business management.

How often do those career days include someone from sales? I’d venture to say almost never. But truthfully, most of us spend a lot of our time selling, regardless of our title. Even in today’s tight job market; there are always open positions for sales people. Sales is an honorable profession and one where people with integrity and intelligence are truly needed.

Whether we’re looking for a job, trying to convince someone of our point of view or persuading a family member to do what we want; it’s all about sales. Sales is “the art of persuading.” I’m not talking about the sales ambush; where we are being forced to think about buying something we don’t want and getting pressured.

The most effective sales people understand their customer and match their product or service with the needs of that customer. In addition, they are often the best listeners, make an excellent living and have a lot of autonomy over their work day.

I mentor and coach small businesses as part of my volunteer commitment to SCORE ( an entity of the Federal government’s Small Business Administration). When I talk to entrepreneurs, I ask them if they think they are sales people. Inevitably they say no, but the  truth is that every entrepreneur needs to be a great sales person. They need to sell customers, investors, business partners and on and on.

Here are some sales tips that are also terrific ideas for everyday living. Here are my personal favorites:

• Want to improve the quality of your communication? Ask a better question!
• Guess what, it NOT about you.  It’s about them!
• Stephen Covey once said “Most people do not listen with the ‘intent’ to understand. Most people listen with an intent to reply.”

What are your favorite sales tips? I need all the help I can get.

Never Judge a Book By It’s Cover… The #1 Networking Rule

Here’s a cool little video that describes why there’s no place for snobbery in networking.

In case you don’t have a chance to watch it, the person tells the story of a pink pantsuited, bracelet-jangling big haired blond who comes into a networking room where the marketing executive looks down on her… only to find out that she is personal friends with the one contact he cares about. Hmmm…

In some measure though, we’re all guilty of judging others. Some of that is human nature and we need to fight that every day of our lives. In our career, we need to make sure we have an open mind about how we can help others and how others can help us.

I have heard it over and over again from unemployed people when I suggest they talk to their neighbors. I hear, “they don’t know anyone” or “I’m embarrassed for them to know I’m still out of work” and other lame excuses. Get over it.

Maybe you can help your neighbor. Did you ever consider that? If you tackle networking like it’s a job, where the best scenario is a win/win and the worst scenario is that VERY LITTLE effort is put forth AND the results are lousy. No one said finding a new job is easy whether you currently have a job or not.

If you’re a bit stuck in your search;  find someone else to help. If you’re currently employed; find someone else to help. Choose wisely but help them; with a contact, a few hours of volunteer time, an idea or the best gift ever, listening.

Unemployed Are Not Being Considered for Some Open Positions – #Fail

A disturbing trend in recruiting involves employers not even considering the resume of someone who is unemployed. Here’s the text from a recent job ad:

“Will not consider/review anyone’s resume who is NOT currently employed — regardless of the  reason.”

The company who posted the ad believes that it’s better for them to get a new employee from the ranks of those who are currently working and happy. Hmmm…

Now we can debate the pros and cons of that logic but in a world where there are multiple candidates for any job, employers need to find some way to separate qualified from unqualified candidates. Apparently, under the law, using current employment status as a filter for screening candidates is not illegal unless it has a ‘disparate impact’ on minority groups.”

Whining about how this isn’t fair won’t get us anywhere. We need to ignore these companies and find a job. For the employed who are looking for a new opportunity I suggest that you stay away from any company that uses a person’s ‘current employment status’ as a criteria for employment. When they have cuts, what will the criteria be? People whose parents need care? People whose children have a chronic illness?

If it looks like discrimination and sounds like discrimination… it probably is.

For those of you who are unemployed, my suggestion is– DO NOT spend 2 seconds thinking about these short-sighted employers. If you are consistently building your skills (in this you have the advantage over your employed brethren) and have a positive attitude; it will all work out. Don’t let the turkeys get you down.

Are you a 21st Century Leader?

I came across this excellent article called 20 Questions Determine a Brain’s Leadership Fate. The questions made me stop and think about my own leadership and whether I am adapting. Check these out:

1. What solution did you rock lately?

2. When did you last thank a bloke? (Yes, written by someone who’s English is not American!)

3. Do you cultivate curiosity? (Good job, you’re reading blogs!)

4. Are you outsourcing brainpower? (List key facts that allow others to build on what you and they know)

5. Do you collaborate to find stellar solutions?

6. What innovations mix up your day?

7. Do others deem you quaint?

8. Can you celebrate gender proclivities?

While this post talks about how these ‘exercises’ actually change and improve brain function (cool), it’s also a reminder that regardless of whether we’re employed or not, we have the opportunity to hone our skills. Reaching out and participating in group activities, appreciating others, teaching, learning and collaborating improve our mood and challenge our ideas. Pick one of the above and work on it, even a little. Your brain and your mood will thank you.

One of my favorite sayings is “Would you rather be right or happy?” Many of us get stuck in being right because our brains have ruts, literal ruts. Expand your mind, be wrong, laugh and while your at it, thank a bloke.

Walking on a Tightrope

I recently started reading a new blog by Joshua Blankenship. The post that turned me on Whose You Do You Want To Be?

If you have talent, there will always be someone telling you how to use it. Talent is in short supply, and smart people always have a vision for how you should use yours.

It’s a struggle to balance the need for earning a living and finding a satisfying way to use your talents. There are no courses in school for understanding your gifts and then figuring out how to best use them. Mostly, we tell kids to follow a career path and it’s hard to argue with that. But that doesn’t necessarily help them figure out how to be happy.

The tightrope is the journey to create the life you want. Please don’t be afraid of what other people will say. If they have time to talk about you, they’re not focusing on their own tightrope/happiness. They are likely too afraid to get up on the wire! How about thinking about your fulfillment goals instead your career goals.

When I was young, someone said to me, “be bold and great forces will come to your aid.” I never forgot that.

You don’t have to do something outrageous or outlandish to be true to yourself. But you probably have to bear the weight of people telling you that you’re wrong. Be strong, look for allies and be yourself. There’s no one like you in the whole world.

Inspiring and very entertaining video (also found in Joshua’s blog). Thanks Josh!

Take a Look at Yourself… Is It Time For A Change?

“If you wanna make the world a better place, take a look at yourself and make that change…” Man in the Mirror, M. Jackson

When we’re employed, we get up, drive to our jobs, interact with our colleagues and go home. We enjoy our work (or not) and put in long hours. We meet our commitments and take pride in providing for our families. We know we “should” network, join that professional society or help on that committee but somehow, we just can’t find the time.

Then “BLAM” –we find ourselves out of work. We ride the emotional wave and try to find a new groove. If you find yourself out of work, pay attention! You have been given the gift of time. You have every day, all day to do the things you didn’t have time for professionally when you had to go to work everyday.

Take Action: Find what you love and then chip away at the obstacles that are stopping you from being successful.

• Make a list of the things you are doing to grow your skills. Are you satisfied?
• Write down 3 things that you always wanted to do professionally.
• Talk with someone you like and respect about how to begin to do any of them.
• Commit to doing something everyday that challenges you.

I love to make presentations. I get energized when I’m sharing in front of a crowd. I used to hate to network but then I figured out, the only way to do what I really love is to talk to lots of people and work to get opportunities to do what I want.

What are you doing today to change yourself? Are you getting what you want? Is it time for a change? Confide your dreams to someone. Reflect on what’s good. Take action.

The Only Question (Almost) You Need to Ask in a Job Interview

You’ve got the interview. Great. Your suit is pressed and you’ve done your research. You’ve practiced answering tough questions like:

• What is your greatest weakness?
• Explain how you handled a difficult person at work
• Discuss a failure you had and how you managed to turn it around

Phew. Ok, you’re ready. Here’s one more idea. When the interviewer asks you if you have any questions, try this:

“What are you looking for in a candidate?”

Wow, powerful question. Think about it. This gets the interviewer talking specifically about the criteria (hopefully beyond the job description) they are using to judge candidates. I suggest you take notes while they are talking. This will help you talk point by point about how you fit their criteria.

Ask questions for clarification but do not interrupt. Let the person talk as long as they want. This is the specific information that you need to sell them on your credentials. I repeat, let them finish and be sure you understand (using active listening) what s/he is saying.

Once you understand, you can start telling the interviewer about how your skills and experience match what they are looking for. While they are talking you can be jotting down ideas or stories that will convince them you’re the one. This is your chance to be self-confident and helps you to focus on the skills that are most important to this hiring manager.

I previously wrote about my favorite interview question, “Why is this a great place to work?” Try both of these and let me know how it goes.

Change is Good

One of my favorite sayings is “Change is good, timing is everything and patience is the key.” While I like it, I also hate it. Change is hard.

Growing up, my family moved around a lot so I got very good at making new friends and adapting to new situations. I had more success being a good listener than a big talker. I learned to ask questions so people would talk about themselves. I learned to smile and be patient. All these skills have contributed to my professional success.

We can learn a lot from our animal friends. Think about the chameleon. Change doesn’t faze this little creature; s/he expects it and is ready anytime to adapt to their environment. It’s part of their DNA. What part of your professional style needs adapting? Talking less and listening more? Saying positive things about your accomplishments? Building a new skill? Or is it just finding joy in the small things of everyday life?

Change is Good is a short, inspirational video that will remind you why change is so important. Watch, enjoy and then decide what you are going to do to prepare for the changes that are coming, ‘cause they’re coming!

Mobs of Jobs – Job Hunting on Twitter

I teach social media for job hunters several times a month and meet lots of great people. When I talk about twitter, I often hear, “Twitter’s stupid.” If you don’t need a job and think twitter is stupid you can stop reading right now.

If you have an open mind, you might be very surprised at the number and types of jobs available on twitter. I was talking to a recruiter recently and she said that when she gets a new professional position, the FIRST place she posts it is twitter. Why? Because it’s easy, it’s free and she knows that only people who ‘get’ social media will be looking there. Only people with updated skills know to look on twitter.

Remember, you don’t have to have twitter followers or follow anyone to search the powerful real time network. Go to twitter, find the search box and input any of the following:

• #jobs
• #jobsearch

If you are looking for a job by field input:

• #jobs #marketing
• #jobs #engineering

Or by type of position

• @juicyjobs – Green jobs
• @findinternships – Internships and entry level jobs for college students
• @freelance_jobs – Freelance jobs
• @heatherhuhman – Entry level jobs and internships
• @Project4Hire – Freelance and temporary jobs

To find a job almost anywhere in the world, check out  this link – 400+ twitter feeds of job openings around the world.

Here’s a resource for getting started on twitter, Twitter for Beginners – An EBook

Let me know how it’s going. I’m cheering for you.

Work As Collaboration – Freelancers Please Apply

I’ve already had three careers. I was a foreign language teacher, then I was an information consultant and now I work  in marketing. These changes were my choice and a natural progression of my interests.

For many of us, the way we have worked in the past has changed. Most of us will no longer work for one employer for a lifetime; we’ll need to act as freelancers who ‘market’ their skills to organizations who pay to get work done.

For employers, the economics of this might make sense but how can they be sure that their ad hoc work team has the right skills? How do they compensate them?

For workers, how will we keep our skills up to date? How will we get benefits? How will employers find us? What skills will we need to negotiate our new contracts? These are just a few of the questions that we and the next generation of workers will need to face.

Technology is enabling new ways of working together. Google Wave, cloud computing, Google docs and Basecamp are just a few examples of current tools that are changing the way we work.

Sure there still will be plenty of ‘regular’ jobs, but it’s worthwhile for all of us to think about what we will need to do to rise to this challenge. Entrepreneurs have a golden opportunity to create the tools for the coming freelance boom.

For more thoughts about the changing nature of work check out, Predictions for 2010: Five Changes in the Way We Work. I’m looking forward to hearing what you think.