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Secret Number Four: Preparation.

4/12/2012

 

Have you ever gone into a situation under-prepared and been caught?  That’s a bad feeling.

Being prepared puts you at ease.  When prepared, you can relax and pay attention to both the verbal and non-verbal cues that are in play.  It’s actually a terrific stress reducer.

Since no one can argue that being prepared is a bad idea, the discussion lies in the margin as to how to optimally prepare.  This relates back to reviewing the objective of the interaction.  If you are a key presenter and you’re at a critical impasse, then more preparation is called for.  Obviously slides have to be readied in advance.  But also prepare your questions in advance, or FOR SURE, you will forget some. Have the things with you that you need.

Murphy’s Law lurks around every corner, meaning, “what can go wrong, will go wrong”.

Showing up prepared is both smart and respectful. Since time is our scarcest resource, we need to spend it wisely.

Next week:  Secret Number Five.

Mary Ellen’s “Top 10 Secrets to Success”; Number One

3/21/2012

 
As I’ve previously stated, we’ve developed insights about what it takes to be successful after
interviewing thousands of top sales performers over the last two decades. Plus the dozens of sales
training professionals we’ve worked with have conveyed their intelligence to us as well.

In the spirit of sharing some of this wisdom, over the next ten weeks I will post 10 Secrets I’ve learned.

Secret Number One: Develop a “Can Do” attitude. We hear of the importance of having a positive
attitude, right? Well, positive + competence = “Can Do”.

We are often presented by new challenges or new ideas. The two extreme reactions range from
overblown enthusiasm to extreme crankiness. Think before you respond. First words should
be “interesting idea” or something along those lines. Automatic gushing is not required or appreciated.
And neither is cranky contrarian behavior. Many times in an average day you may find yourself starting
a sentence, after hearing a new idea, with the phrase “The problem is…”. WRONG. Stop this bad habit.

So, when you are asked to take on an assignment, it makes a much stronger impression to ask clarifying
questions right on the spot. Great questions showcase your intelligence. Get the expectations clear
right upfront. Clarify scope of work, quality standards, timelines, etc. If your experience tells you that a
task takes a week to complete properly and your boss asks you for something in 36 hours, you’ve got to
raise issues constructively on the front end so you’re not getting caught on the back end with a shoddy
outcome.

Remember: If you reek of competence, along with being chipper, people will dig your scent!

Next week: Secret Number Two.

    Mary Ellen Forszt

    Founder and President of Solutions Unlimited USA.
    20 years of hearing "what good sounds like" by interviewing thousands of top-performing sales representatives provides a deep understanding of what it takes to make it to the top.
    And stay there!

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