Harvey Mackay, author of The Mackay MBA of Selling in the Real World (Portfolio Penguin, Penguin Group (USA) Inc., 2011) and the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive, offers thirteen simple rules for becoming your own sales superstar.
Mackay’s rules apply to both business owners and professionals who are managing their own careers. Every professional must know how to sell— whether you are selling your ideas to your boss, providing support for an internal customer or pitching your policy position to a colleague. Outstanding sales skills are essential for being an successful professional.
Here is an overview of Mackay’s rules.
Executive presence refers to one’s ability to look and act like an executive or a leader. Think of an actor auditioning for the leading role in a movie– he has to look like and act like the character in order to be credible and convince the director. Even if you are not an executive today, this is an important skill to master.
“Executive presence” is a broad term that includes your body language, personal appearance and dress, your mannerisms and gestures, the way you speak and the way you shake hands when greeting someone. If you are not convinced that having an executive presence is important, you should consider that companies such as Intel and Morgan Stanley have launched training programs focused on these skills for their employees. And these days, large companies don’t invest money in teaching their employees skills unless it is important.
Executive coaches can be helpful by providing a non-biased assessment of your executive presence and methods to improve these skills. Start by observing your co-workers, managers and other business leaders in your organization. Can you identify a few people with an executive presence that you admire and want to imitate?
Read “How to Look and Act Like a Leader” by Joann S. Lublin on the WSJ.com for additional resources.
Today, Career-ology published two free resource available.
The first tool, Overview-LinkedIn, provides an overview of the key features and functions of LinkedIn, tips on getting started and a list of additional resources for training. LinkedIn is most popular professional social media site with more than 100 million members. Are you on LinkedIn? If not, you should be.
The second tool, Interview & Meeting Prep, can be used to prepare for an interview, a business meeting or networking situation with colleagues, customers or clients using popular social media tools and websites. The information you collect will help you to establish a meaningful connection with the people you meet. By learning more about the person with whom you are meeting, you can increase the likelihood of finding points of common interest.
To download these free tools (.pdf) from Career-ology, click on the Resources page.
The Bloomberg Institute, the educational division of Bloomberg LP, launched the Bloomberg Assessment Test (BAT), a standardized test for undergraduates and recent graduates who are interested in a financial services job or internship. This online exam was developed in conjunction with industry professionals. Read more
Seth Godin’s advice on this issue is to “run your own race.” Godin continues, “the rear view mirror is one of the most effective motivational tools ever created.”
I would say that it is also one of the most seductive sources of motivation. If you listen to interviews with elite athletes– especially those who participate in individual rather than team sports– you’ll hear phrases such as: “playing my own game,” “staying focused,” or “performing at my level.” It is common for people (or athletes) to perform better with competition, however, you will be subject to your competition showing up in their best form.
Self motivation is and always will be the most important form of motivation. Driving with your eyes on the rear view mirror is exhausting. It’s easier than ever to measure your performance against others, but if it’s not helping you with your mission, stop. Read Seth’s post here.
Run your own race.
In his Harvard Business Review Blog Network post, Jerry Weissman makes the point that for many people asking “does that make sense?” during a presentation has become a filler. Other well know examples of fillers include: “like,” “you know,” “to be honest,” and the all too frequent and dreaded “um.” Jerry is an expert at coaching business people to be successful presenters. He has published several books on the subject including the most recent book Presentations in Action: 80 Memorable Presentation Lessons from the Masters (FT Press: 2011).
I agree with Jerry’s point which is essentially that asking your audience “does that make sense?” can convey. . . Read more
Seth Godin’s wisdom of the day. . . here is the conclusion of the post:
“Reading every single trade journal, for example, or understanding the marketing, engineering and sales of your field–there are countless ways to go deep instead of merely paying lip service to the current flavor of the moment.” Read Seth’s entire (short) blog post here.
- Attach yourself to the work.
- Let the manager see you as an employee.
- Inspire employees to talk about you.
- Inspire employers to talk about you.
- Be there now.
So, who is Nick and why should you read this article? Good question. . . Read more
About Jeff Chapski
Jeff Chapski has coached and mentored hundreds of college students and recent graduates as they started their first jobs and launched their careers. Recalling the important skills and lessons he learned early in his own career, Jeff started writing a blog at Career-ology.com to help new professionals succeed at work. Read more...
Subscribe to the mailing list and receive 2 free chapters of the book!