Posts

Why everybody is in Sales, even you

Have you heard the saying that ‘everybody is in sales’? If not, you might be wondering how this can be and where this is going?

Sales Perception

For many people the very mention of ‘sales’ is a dirty word and sends shudders down them, conjuring up visions of pushy double glazing salesmen, estate agents (real estate) annoying spam phone callers or emails.  Does this sound like a familiar perception?

You might also be thinking that in your job or career you have nothing to sell, especially if you work in the public sector/services. However, the reality is that you don’t need to be in a ‘sales job’ or have a product or service to sell. Regardless of whether you are in HR, IT, Finance, Marketing, private, public or charity sector or running your own business, you will need to ‘sell yourself’ in numerous work situations e.g.

  • To win at an interview and get the job
  • Secure a contract or project
  • Gain promotion
  • Get approval for training or development you are aspiring to

Let’s face it, as professionals, we spend our lives ‘selling’ ideas or decisions you want your boss, staff or team to buy into e.g. a better way of doing things, the need for change, who you should hire, fire etc.

Selling Yourself at Events

When you attend conferences, seminars or networking events, depending on your job or situation, you are likely to be selling what you or your company/organisation has to offer and how this benefits others. I’m sure you do this almost as second nature, without thinking about this as selling? I experienced a wonderful example of this at a networking event which I will mention later.

Selling Yourself to Progress Your Career

You might be an aspiring executive or manager in which case you will need to sell yourself in many ways in order to achieve your desired goal by way of:

  • CV/resume
  • Job applications
  • LinkedIn profile
  • Interview/s
  • Networking meetings

Again, the reality is that people who are good at selling themselves, get on in life. I’m sure you know people like this who always seem to get promoted, move into better jobs or be successful in their careers and life. So what do I really mean by ‘sales’? After all ‘selling’, for many people, means forcing people to buy something they don’t really want doesn’t it?

A different take on ‘Sales’

What if I substituted ‘influencing‘ instead of sales’, how would this feel? Quite possibly this might put a different perspective on your views?

But what do all successful sales people have in common? Think about how they make you feel? They make you feel good, don’t they? Why……because of these:

  • Sincere – Great empathy, engaging and no bs!
  • Attitude – Enthusiastic, positive, encouraging, confident, passionate
  • Likeable – People ‘buy’ people or from people they like
  • Energy – Nothing is too much trouble, always going the extra mile
  • Solutions focused- Looking for a win, win e.g. right fit, right product, right answer to the problem or challenge

These are clearly all highly positive personal attributes. Therefore, use this SALES acronym to help you think differently and reframe how you feel about ‘sales’ and selling yourself, your company or organisation.  

What if you had a simple approach to selling yourself in any situation? 

That would be great, wouldn’t it? 

Well, here it is…….practice the ‘RUB’ approach, as a super simple way to influence people and achieve more of what you want and win, win solutions:

  • Rapport –  Learn how to build a bond naturally so you are quickly on the same wavelength to achieve a mutual ‘meeting of minds’
  • USP/s – Your unique selling proposition/s . Might be considered an old hat term but focus on selling what makes you different or better and stand out
  • Benefits – ‘Sell’ what value you can add/ how you can make a difference/ solve the problem or take away their ‘pain’. Get people or prospective clients to imagine how this would look or feel so they almost have to say YES!    

The RUB

Living Proof!

The wonderful example I mentioned earlier, was in fact a young intern who so clearly had all these ‘SALES’ attributes and was unwittingly using the‘RUB’approach to great effect.

Despite their young age, they absolutely stunned me with their rapport building skills, commitment and determination, travelling hours and miles each week for only travel expenses. They were going the extra mile literally! They had also gone to great lengths to research the opportunity, understand what was required and make sure they secured the internship.

They had a great energy about them and enthusiastically ‘told’ me all about the product they were helping to develop and why it was so useful. I was ready to buy it from them if it had been fully developed! Having learnt what I and my company does in the Career and People Development field, they then went onto share great maturity and wisdom about what they wanted to achieve in their future career. Also, why they felt it was important to follow your passions, doing work you love, rather than focusing on purely financial gainThis was clearly from the heart, without any bs as they gave me a brilliant example of how they were making ‘sacrifices’ to be able to save what little money they did have, to be able to create the working lifestyle they wanted. It was evident they hadn’t read my current book either!

I was so impressed I have asked to interview them for my next book project on Portfolio Careers, as they are a great example of a young person with great entrepreneurial skills who is likely to earn a living from multiple talents and multiple income strands. I am sure they will be a great success because they clearly know how to sell themselves and what they believe in, which is great!         

Reframing the sales process

Many sales organisations, courses and business gurus spend much time focusing on ‘closing the sale’. What if you turn this around so your focus becomes that people choose to buy from you instead? How much pressure would this take off you when you are selling yourself at interviews, business meetings etc? There are clearly some key techniques and skills involved such as NLP (Neuro Linguistic Programming) which can all be learnt and like most things in life practice and persistence pays!

So, you might not have thought about it before but do you now see that you are ‘in sales’? Why is this so important? Because ….The more you develop and hone your influencing skills the better results you will achieve in your career and life!

 

Career over 40 – feeling washed up or thriving?

Do you feel washed up in your career over 40? Many people will have us believe that once you reach the ripe old age of forty that the best of your career is over. You might get passed over for promotion by younger blood, so your career either goes sideways or it is all downhill from now on. Of course much depends on the type of  job you do, industry and sector. Is this really fact or fiction? Isn’t it both interesting and heartwarming that such a myth of your career over 40 was blown away by none other than a mother of two young children, British athlete Jo Pavey. After a long and checkered athletic career, often plagued by injury and near misses and having had her second child at the start of the year, in the space of a few short weeks,  Jo won a bronze medal in the 5,000 meters at the Glasgow Commonwealth Games, with a gutsy performance, stopping the Kenyans achieving a clean sweep of the medals. Only a couple of weeks later, Jo won the first gold medal of her international career, winning the 10,000 meters at the European championships in Zurich.

You are what you think and feel

Mindset, is a wonderful thing, isn’t it? If you believe that your career over 40 will be in a downward spiral, then that is probably the way things will turn out. So, what can we learn from Jo Pavey? Aside of being an inspiration to us all, this has been the most successful year of her entire career and she now has her sights on the next big challenge: her fifth Olympics, in Rio in 2016 and competing for a couple more years after that. Jo, by her own admission is feeling good about herself, relaxed and happy in her ‘work’ and her life. She also knows herself and her body better than ever, which means that she is better prepared for the big events, she can set her goals more clearly and is feeling excited and ready, rather than fearful, which may well have been the case at many previous major championships.

Jo Pavey Photograph: Adam Davy/PA

The Importance of doing what you love

Why push her body through all the daily hours of many miles of training for the next two years and beyond? Quite simply because she loves what she does. She also takes great pride in representing her country at major championships and certainly doesn’t consider all her hard graft as a chore or that she should be slowing down because of perceptions of her career over 40. Research consistently shows that around 1 in 2 people are unhappy and unfulfilled in their jobs. This may apply to you but if not, almost certainly someone you know. Another lesson for us all, in that life is too short, so why be unhappy? You do have choice.

Taking positive action

So, why does your career over 40 need to be washed up and negative? Jo Pavey has proven emphatically, in a grueling sport that it doesn’t have to be.  But what are your options, when you reach this stage of your career at life? Whether you still have ambitions to move up the career ladder, change career, develop a portfolio career or become your own boss and set up that business you have been thinking about, nothing will happen unless you take positive action. Too many people moan and groan about their lot and how they hate their job or how they would like to do this or that. Well the reality is that only you can make it happen. You must take responsibility for your career, as nobody else is likely to are they? Taking positive action is Step 6 of the highly acclaimed SMP Career Navigation Cycle process. SMP-Career-Navigation-Cycle

If you follow these 6 steps then you will ensure your career over 40 will not just survive but thrive, like Jo Pavey!

life begins at the end of your comfort zone

Discomfort is a Positive Thing

Today we’d like to introduce our guest blogger, Gail Gibson: Coach, Trainer, Speaker and Author, who enables people and businesses to define themselves to become remarkable.  One of Gail’s passions is to challenge people to move into their ‘magic’ zone, so read on to discover how she makes this happen!

Do you realise that the only way to achieve anything great in life is to get uncomfortable?

Consider what you had to do to ‘win’ the best things in your life. Occasionally, some of your victories may have been easier than others, but for the most part, there’s no doubt you had to ‘stick your neck out’ and move away from being comfortable.

Are you someone who is filled with dread when asked to present to a room full of strangers? Public speaking is proven to be in the top 5 on the ‘list of terror’ for many people. Why? Because presenting to a group is a long way from their comfort zone. This zone of comfort is a place where you feel secure and safe, isn’t it? Somewhat like being snug inside a soft, warm duvet?
 
Staying within your ‘cocoon’ of comfort means less chance for you to overcome the things that you fear or desire to change.
So, step away from your comfort zone!

Do you enjoy the feeling of discomfort? Discomfort conjures up images of being hurt or in pain. Awful really. However, as a powerful tool to enable you to face your fears or improve yourself, you must choose to step into the zone of discomfort.

When you do so, you’ll soon realise that the sensation isn’t quite as ‘painful’ as you thought. In fact, you’ll recognise a positive change in yourself, because you have taken a leap of faith.

Begin to stretch your mind and stretch your thinking.

Think about what you need to do to stretch yourself to speak in public. Do you need to learn or relearn presentation skills? Do you need to eliminate self limiting beliefs about your own image and how you think others perceive you? Do you require training on how to design an impact speech? All of these opportunities will stretch you and your thinking; moving you away from your comfort zone.

Now stretch your outcome.

Let go of your ‘duvet’ and look forward to achieving more from ‘becoming you’ in the discomfort zone. Challenge yourself to move closer to achieving great things in your life!

Why Retire from Work? Simply Re-Tire your Life & Work Instead!

‘Does retirement make you ill?’ was the topic of conversation on a recent Jeremy Vine show on BBC Radio 2. During the lunchtime discussion, listeners were asked to share their thoughts about the impact retirement can have on your life.

Mark Littlewood from the Institute of Economic Affairs (IEA) commented on one of their latest studies, which suggests that ‘almost 1 million people in Britain are now working beyond the retirement age of 65’. There are several factors relating to the reasons why this is the case, one in particular being the changing world of work.

Will you choose to retire at 65 or before? If so, how harmful is retirement for your health?

From the study carried out by the IEA, Mr Littlewood explained that even though the act of retiring can deliver a short-term boost, in the long-term it may trigger a decline in health, with cases of clinical depression and a need for medication becoming more apparent. Expressing his thoughts Mark suggested that ‘people can overlook the benefits of work, such as travelling to and from, the routine of working, and the social network of friends, together with the fact that being in work will allow you to be more affluent, which can impact on your level of happiness. If working longer keeps you happier, can a shift in thinking about retirement, become the tool to defuse the pension time bomb?’

Here’s a thought: what if you decide to re-tire your working lifestyle instead of retiring from work?

As mentioned by Mr Littlewood, when you work you maintain a level of physical and mental activity. Your work creates a routine for your mind to think, to move, to communicate, to interact and to solve problems etc. To help you reframe the way you think about retirement, you can develop a plan including your choice of structure, to replicate your working environment. Or you can simply reframe your mindset completely and re-tire the thinking around what work means to you.

‘My life is magic. To me it’s all about having a positive mindset’, remarked one 82 year old listener.

This dear gentleman, who continues to work with his grandson, said he does not wish to retire as his work gives him such great happiness and it keeps him healthy. What incredible sentiments. His mindset and knowing why his work is one of the greatest benefits for him personally are proof of how you can successfully reframe your thinking

Ignoring the US spelling of the word ‘tire’, how can you re-tire rather than retire?

Consider how often you need to replace tyres on your car. After 20,000 miles or so. Now think about why you change the tyres. To overcome wear and tear, for safety reasons, or for improved driving control.

Imagine you are facing the prospect of retiring from your work. Change your mindset to see your new ‘re-tired’ working lifestyle. Hold that picture in your mind as you discover why you’ve decided to work for longer, doing what you enjoy doing, together with the added benefits of happiness, fulfilment and good health.

When you re-tire your life you can:

  • Achieve Better Grip on the Road – you control what you do.
  • Drive Efficiently – economise your lifestyle, be flexible, stay healthy & happy.
  • Enable Smoother Cornering – enjoy the curves of your new road ahead, it’s your new journey.
  • Explore your New Tread –  this is your New Life Path, where you can ‘drive’ (work) for longer on your new road of choice, the one less travelled, your open road…

‘Re-tire’ your ‘wheels’ and inject your life with a new sense of purpose, perspective and well-being!

Discover more about how you can ‘re-tire’ your career, work or lifestyle by visiting our Career and People Development website