Advice from a Seasoned Sales Guy

In the April issue of Inc. Magazine, there is a story profiling a "super salesman."

Good story all around, but the one quote that meant the most in reading this story was:

"Never worry about how you're doing in a meeting. Focus on the other guy. Otherwise, it's like watching your feet while you're running. And be emotionally prepared to be slaughtered--it makes you bulletproof."

The first part is really important and what we've talked about in this space for some time--it is not about you.

The second part goes without saying--the offense is a better defense.

Relentless

Have a Strategy

At an evening event yesterday for students and professionals at a local university, I was asked to interact with students. The object for several of us professionals was to indirectly coach the soon-to-graduate students.

The one thing that kept coming up was: have a strategy.

A short list of things to include in your networking event strategy toolbox:

• Know when to arrive--early, on time, a little late.
• Know who you want to meet.
• Know how long you will talk with people--not too little or too long.
• Listen actively.
• Share information, don't dominate or give in, either.
• Know how to engage and disengage.
• Follow up.

Basic stuff but it is what a successful networking event is all about.

Relentless

Etiquette is Eternal

We talk about manners in this space quite often. We've come to the conclusion that they are not obsolete. I found someone who agrees with me.

Peggy Post is the director of the Emily Post Institute. Yes, that Emily Post. In the May/June issue of AARP Magazine (www.aarpmagazine.org/peggypost), she wrote that manners in today's fast-paced, complex and crowded world are still relevant.

"The potnetial for awkward moments--and yes, even rude ones--is amplified," Post wrote, because of societal shifts. Technology, fashion trends and more open talk are driving and changing how we interact with one another.

However, the basic principles of Emily Post endure and apply and never change:

• Honesty
• Respect
• Consideration

No matter the situation, these three ideals are the basics of being polite, in showing manners. Respect for our fellow humans should be under all of our interactions. These should be easy for us to apply to networking situations. Or at least they should be.

Relentless

Upcoming Dallas Networking Events

Meeting people is what this is all about for me. I love relating stories and sharing ideas in this forum, but I like even more to meet real people in real situations. I'll be getting to meet people up close and personal at the following events:

On Tuesday, April 13, Alice Dykeman (Dykeman and Associates) and I will be presenting at the North Dallas Chamber of Commerce's monthly installment of the Networking Skills Workshop. This month Alice and are are talking about and demonstrating body language. The program starts at 11:45. For more information and to RSVP, go to www.ndcc.org.

Panel discussions are great things to share ideas and hear new ones. I am on a panel for the Greater Dallas Chamber on Tuesday, April 20, at 6:00 pm, discussing social media. The panel includes Shama Kabani, Casey McConnell and Glenna Hecht. Great topic and even better networking www.dallaschamber.org.

I'll also be the University of Texas Dallas on Thursday, April 22. It's an open networking event starting at 5:00 pm. www.utdallas.edu.

Get out, get moving and, most of all, get connected.

Relentless

Admitting what you don't know

Somebody asks you a question--and you don't know the answer. What do you do?

Make something up?

Take an educated guest?

Use a lifeline?

Admit you don't know--but will get back to them?

Actually, the last option is the best in my view. It is the truth (always easiest to remember) and it sets you up to provide a clear, more correct answer when you can.

Admitting y don't know something shows lots more than a lack of knowledge. It shows character, it shows interest and it shows a belief in both yourself and your customer.

Don't be afraid. Admit it when you have to.

Relentless

Are You Really a Self Starter?

We've all been asked if we are or described ourselves as self starters. You know, the person who can find the wherewithall to start from scratch or with nothing to get a project or task going and then see it through to completion.

But are we really?

There are some real real-life tests of this. If you are someone who offices by themselves or out of a home office, you have part of this ethic going already. You have to start your day, not a boss coming by your desk or a bell going off (that really does happen).

If you don't have a family or significant other to motivate you, then you are a self starter. You have to start the day/task/project because you want to and not because someone else is driving you.

Same goes for job seekers--the balance in the bank account is ticking and will be gone if you aren't motivated.

Freelancers live by the notion that they are only as good as their last assignment. the client won't ask you back or pay you if you don't perform. YOU don't perform.

There are countless other ways to measure this, but you get the picture. You ahve to find "it" inside of you to push forward in this life. As a good friend of mine told me when I needed motivation at a low time:

"Now, go out and conquer something!"

Relentless

The ROI of an event

In choosing an event to attend, don't always go by the price. Consider the audience, the location, time of day and who invited you (so you can gauge other attendees). I'll give you two examples:

A local chapter of a professional organization holds monthly happy hours. The locations are fun, the parking is free, I get the first drink for free and I can't spend more than $10 at the door.

The publisher of the metro business journal holds periodic by-invitation receptions at some nice places. The guest list includes C-level execs and the attendance is limited. The fee is higher ($35) than most, but drinks and food are free (at least the first two).

What are the differences?

Let's start with price. While the $10-and-under fee is attractive, because it is monthly and not limited, I may see some of the same folks. Are they decisionmakers? Is it too cheap? Perhaps the higher price makes the other event attractive?

The guest list--limited or not, they are different driven by two things: invitation and the host. And also by price. Hey, it's cool to pay more--must be exclusive!

Who attends? In both cases, business leaders and followers from the community. While similar, they are different and are both worth attending. Whether you are a job seeker or someone seeking a business alliance, missing one or the otehr keeps you out of circulation.

But be strategic and think your reasons for attending (or not) through.

Relentless