You’ll have a chance to network. This can not only give you valuable contacts, it can also teach you what you have in common with others in your field. And it may suggest unusual approaches to common problems, things that you and your organization hadn’t thought of.
Prepare for the workshop.
Think about how you learn. People have different preferred learning styles, such as
looking at examples and visual displays
listening to understand theory and abstraction
participating in activities and role play
Does the workshop you’re interested in fit with your preferred learning style? If not, could you reinforce your learning with homework that will fit your own style (and are you ready to do the extra work involved)?
Research the instructor. What can you find out about his credentials? his teaching style? This will help you be ready for situations you might otherwise stumble in.
Know what you want. Have questions ready. Be proactive. Everyone will appreciate it — you, your instructor, and your classmates.
There is a great deal you can do to improve the learning experience while you’re in the classroom.
Stay focused on your objectives. Highlight material as it is presented. Ask questions to keep the instructor focused on what matters to you.
Approach the instructor during breaks if you feel that your questions are going in a direction that others have little interest in. He will probably be happy to talk to you, impressed with your keen interest, and relieved to have a quiet moment to discuss such matters away from the class.
Keep quality notes. Summarize as you go and at the end of the day. This will force you to put things in your own words — which forces you to understand.
Don’t hang back. Participation enables you to put new knowledge into practice.
Sit close to the front.
Don’t be afraid of feedback — ask for it! And don’t be too sensitive if you don’t get things right the first time. Think about it. What if you had gone back to work and made that mistake there? You’re just getting the bugs out of the system.
Don’t be afraid to try new things. Push yourself to the limits. This is the place to do it, since there is no penalty for failure.
Look for someone you can trust and keep in touch with. You will be able to turn to each other for support and practical advice later. Arrange your first meeting before you part ways.
Find some way to present your new knowledge to your boss when you get back. Just as summarizing the material for yourself forced you to fully internalize it, presenting it under a little bit of pressure will help you nail the salient points even more.
Attitude
What the caterpillar calls the end of the world, the master calls a butterfly.
RICHARD BACH, AMERICAN NOVELIST
Success comes from having a great attitude first. These key components are part of the attitude of any successful salesperson, and they should become part of your mantra.
Work hard. Be dedicated to your task. Start preparing each day early and work till the job is done.
Love to sell. Love what you do. Be enthusiastic and passionate about the value you bring.
Seldom quit. Quitting on the first rebuff or at the first hurdle is an indication you should switch careers.
Be eternally optimistic. Look at setbacks as temporary, with better things surely ahead. The glass is always half full and never half empty.
Be knowledgeable. Know your product capabilities and specifications inside out. Also, know the industry and competitive products and services intimately.
Never stop learning. Learn from
your mistakes
courses
customers
reading
trade shows
sales and industry magazines (get subscriptions!)
Be enthusiastic. Show excitement about your profession, your organization, and what you offer to your clients.
Be empathetic. Understand the point of view of the customer. Put yourself in your customers’ shoes and devise solutions that will benefit them.
Be a believer. See good in yourself, your family, your products, your company, and your customers.
Be self-confident. Wake up each day, look in the mirror and say, “You’re wonderful!”
Have high energy. Get things done with gusto. Don’t procrastinate even if the task at hand is difficult. Never say someday. In fact, tomorrow is today!
Arrange your time ruthlessly. Understand the Pareto principle: 80 percent of your success comes from 20 percent of your activities. So allow those activities to take 80 percent of your time. Delegate activities that don’t contribute directly or indirectly to sales.
Have a sense of humor. Salespeople are likeable because they see the lighter side of life. Always wear a smile, laugh easily, and enjoy listening to or telling a good story. Make sure your jokes are always tasteful.
Project a sense of pride when representing the organization.
Yesterday is history. Tomorrow is a mystery. Today is a gift.
ELEANOR ROOSEVELT (1884–1962), AMERICAN HUMANITARIAN
Job Interviews
You never get a second chance to make a first impression.
UNKNOWN
I don’t advocate changing jobs often, particularly if the reasons causing you to leave are tolerable. Each employer will have things you don’t appreciate. But, if an opportunity arises for a significant promotion, more responsibility, and significantly higher remuneration, it would be in your interests to investigate.
If you have a job interview scheduled, you have probably already done a great deal of work. You were researching and networking and strategizing before you even applied for the new position. Your interview is your chance to put all of this to good use — and to put it all on the line! Don’t let it go to waste. You won’t get the job by smiling and offering a few clichéd phrases. You will probably be talking to a human resources specialist. So you need to be prepared.
Before the big day
You should have already looked into the company before applying. But keep in mind that an in-depth knowledge of the company will impress your interviewer with your ability to plan ahead and your enthusiasm for the company. Have this knowledge at your disposal:
What kind of business is the company in?
Is the company doing well?
Are there important issues in the industry for you to keep abreast of?
How big is the company?
Are you familiar with the range of their products?
Interviewers will expect you to ask questions, so have some ready. Naturally, you will want to talk about your salary, but avoid bringing this up too early. You don’t want to seem too money-oriented. Ask questions about how you can contribute to the organization. Ask
what the company’s plans are for the next five years
what the corporate culture is like
how performance is rewarded, apart from salary bonuses
whether teamwork is an important element in day-to-day operations
how employees are alerted to changes in the company
why people have left in the past few years
what employees of the organization have in common
Polish your resumé. Tailor it to the needs of the organization to which you are applying. Know what you have to offer.
Schedule your appointment so that you won’t have to rush to or from the interview. You don’t want to be late and you don’t want to be in a hurry to leave.
Assemble all of your credentials and references. Saying “references available upon request” is only making the interviewer’s job more difficult.
Make sure you know exactly where you are going. You don’t want to show up late and have to explain that you couldn’t find the building or that there were no parking spots available.
Practice your interviewing skills with someone you trust. She will be the interviewer and throw questions at you. She can then give you feedback on your verbal and non-verbal performance. Your practice questions should be something like these:
What would your boss say is your greatest weakness?
What was the high point of your last job?
How would you describe yourself?
What kind of training could you undertake to improve your performance?
What is it about this job that made you want to apply?
What qualification can you tell me about that is not on your resumé?
Can you give me an example of a situation in your last job that showed leadership and commitment? What is it?
On the big day
Dress the part.
Have pressed clothes ready for the day. Make sure your shoes are shined. Get a nice haircut. It’s a sound investment.
Know beforehand what the dress code is. You want to look like you belong. When in doubt, dress up rather than down.
Don’t go for excessive fashion statements or obviously “sexy” outfits. You’re trying to fit in, not stand out.
Give yourself lots of time to get to the interview. Be early. Take the time to visualize yourself being successful.
Make sure you have all your papers with you, including your certification, your resumé, a portfolio perhaps, and anything else you may need.
Carry a pen and notepad with you. You will be discussing important things. Don’t assume you’ll remember everything.