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Secret Number Seven: Be a Great Listener.

5/3/2012

“Be a Great Listener”. This one sounds kind of easy doesn’t it? Here’s one of those areas that people often give themselves a higher grade than they deserve when they do self-assessment.

Great listening is not just being silent when the other person is talking. It’s being engaged with what they are saying. It’s giving them 100% of your energy at that moment. It’s making them the center of your universe. Now, given those standards: Do you still rate yourself currently as a “Great” Listener?

We have a lot of noise in our heads, don’t we? Our “to do” lists, “Oops I forgot to pay that bill”, or “I’m hungry”, or even our anxiety that this person is taking too long to get to the point, etc. A million things.

Becoming a better listener starts with intent. It will not be achieved accidentally. And it does take discipline.

The payoff is there, though. This skill definitely improves dialogues and enhances relationships. Ponder the rewards and then consider working to improve this skill. It’s actually rather calming and fun.

Next week: Secret Number Eight.

Secret Number Five: Practice Ongoing “Impression Management”.

4/19/2012

Most people pay some attention to creating a good first impression.

But what about adjusting the paradigm, taking into account that we continually need to impress.

We always need to show up on time, look presentable, offer a firm handshake, exhibit a “Can Do” attitude, smile and be prepared. Incidentally, “on time” is 10-15 minutes early, often referred to as “(Vince) Lombardi Time”.

And what about handshakes? Unless you’re a million years old and frail, handshakes should be firm.

Notice I did not say “bone crushing”! Limpy handshakes are gross. If a man offers me a handshake that is, shall we say “adjusted”, I will seize the opportunity to remind him that I ain’t dead yet.

Final tip on this subject, always look the other person in the eye when shaking hands. If it’s not 100% clear that they know your name and company name, It helps to simply say “Mary Ellen Forszt, Solutions Unlimited. Nice to meet you.” This is a good opportunity to ascertain how they want to be addressed, too.

Next week: Secret Number Six.

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.

2012: The Year to "Do More with Less"

1/17/2012

Introducing “Plus one”:

We are consistently under the gun to produce more. And often with no additional resources added to the mix. Consider the “plus one” concept.

On any given workday, let’s assume we’re disciplined and we complete our daily “to do” list. Leaving us tired but satisfied. Time to call it a day, right? Wrong. Do ONE more meaningful task. Draft an important memo, stop at one more account, leave a voice message for a business colleague that you’ve fallen out of touch with. This adds up to way over 200 additional pieces of activity annually. The equivalent of adding multiple work weeks to your year.

Try “plus one” and see if it works for you!

Secret Number Seven: Be a Great Listener.

Secret Number Five: Practice Ongoing “Impression Management”.

Secret Number Four: Preparation.

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

2012: The Year to "Do More with Less"

Mary Ellen Forszt

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