Your #Career: 6 Steps to be Viewed as more Powerful at Work… Striking a Confident Pose might be enough Significantly Impact how Powerful you’re Perceive at Work, but these Steps Can Get you There

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If there were any logic to our language, power could be a dirty word. Stanford professor Jeffrey Pfeffer posits that the idea of power goes against most people’s idea that the world is a just and fair place. “It violates their basic belief that people can get ahead just on the basis of their hard work and good effort,” he says.  Even if the vast majority of people prefer not to acknowledge the presence of power in the workplace, Pfeffer says it’s as unavoidable as air or water in a recent segment he filmed for Insights by Stanford Business.

Photo: Flickr user Alfonso Jimenez]

Summoning power isn’t as simple as it used to be. The study that suggested striking a confident pose to signal a significant hormonal shift that had a positive effect on negotiation and closing a deal was recently cast in doubt. A study from the University of Zurich that tried to duplicate the previous results on a much bigger scale didn’t boost testosterone and reduce cortisol, which would enhance power.

Fear not. Pfeffer offers five other strategies for pumping up your power quotient at work, even if you’re slouching in your chair.

1. FIND THE MOST SIGNIFICANT PLAYER

This is a person you could easily overlook. According to Pfeffer, “Oftentimes, it’s an assistant or a secretary or people who aren’t necessarily that high up in the organization chart.” In order to make yourself more powerful, you need to know who these people are and what they do.

Gatekeepers and caretakers may be ordering gifts and booking travel for executives, but they’re also privy to high-level intelligence and scheduling meetings, the kind of influence that affects those at the top of the org chart. As one executive assistant atNBC Universal says, “People know I know everything.”

 

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2. MAKE A STRONG CONNECTION

 

 

With a power map in hand, it’s time to cozy up to the right players who can support your career goals. In addition to cultivating relationships with mentors and advocates, the person with their finger on the pulse of the organization is in a position to help you if you help them.

One way to do this is to build a relationship with them. Next to power, there’s nothing like uttering the wordnetworking to make a working stiff’s skin crawl. But Pfeffer maintains that strengthening a social connection with a power player is necessary to ramp up your own potential power.

3. BE A HELPER

Building relationships takes time. In the workplace, as at networking events, success doesn’t come from a one-and-done approach. The best way to negotiate is to make yourself available to help. Pfeffer recommends taking care of tasks that make those individuals’ lives easier.

Or, you could just do what the best networkers do and facilitate an introduction that could help your influencer. It also doesn’t hurt to get beyond the work environment and talk about personal interests.

4. FLATTERY WILL GET YOU EVERYWHERE

Most people have trouble networking because it feels self-promotional and inauthentic, even when they are employing the best tactics. So it’s likely that Pfeffer’s advice to flatter the person you’ve identified will seem counterintuitive, or downright wrong. But it can be quite effective, he says: “People like to think good about themselves, and we all love people who make us think well of ourselves.”

Just don’t confuse compliments with full-on brownnose behavior. “When someone is overly complimentary and positive, people find them to be disingenuous,” MIT professor Neal Hartman says. “It’s not flattering, and in some cases, it’s annoying.” And it could get you passed over for the promotion you are angling for.

5. PUT YOURSELF IN THE MIDDLE

If you simply can’t bring yourself to sprinkle your conversations with compliments, Pfeffer says there is another way to put yourself in the power seat. Figure out if there are any unexploited resources or a budget to put on a speaker series, a dinner, or even a lunch that will allow you to meet more people. The goal, says Pfeffer, is “to put yourself at the center of a series of relationships.”

Pfeffer believes work and life are all about social relationships: “The better they are, the better your career is going to go.” He encourages those seeking power to ask themselves not only who they need to know, but how they might reallocate their time to spend more of it with people who will be useful to their advancement and less with those who make us feel comfortable.

The reason is simple, he says: “People who you don’t know very well can link you in to different ideas and different social relationships, jobs, and networks.” It’s difficult, he admits, but the initial pain is usually overcome quickly, and most people find they like it, says Pfeffer.

STAY CONFIDENT

Above all, power and leadership go hand in hand, so stay confident. Pfeffer says, “Your job as a leader is not to be genuine or authentic; it is to be true to what the situation requires of you. The last thing you want to do is to signal to others that you don’t have confidence in your own success.”

 

Fastcompany.com |  April 30, 2015 | 

Your Career: Temp-To-Perm: How To Convert A Project Or Internship Into A Full-Time Job…As a recruiter, I have seen Temp Hires so Focused on Lobbying for Full-Time Jobs that they Neglect the Temp Role they were Initially Hired For

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A newly graduated business student secured a six-month internship at a global bank. Historically, this bank has converted about half of their interns from this area to full-time. How can she maximize her chances of being part of the successful 50%? Should she also continue her full-time job search in the meantime? How can she continue to search while focusing on her internship?

20 yr old hired

Knowing how to convert from temp-to-perm is not limited to recent graduates. It is not uncommon for companies to start a position as temporary but then convert the employee to a more permanent role. Here are three strategies to pursue if you land a temporary position, project, or internship and want to convert it to a full-time job:

Focus on where you are

As a recruiter, I have seen temp hires so focused on lobbying for full-time jobs that they neglect the temp role they were initially hired for. First and foremost, you need to do an amazing job where you are. Even if you don’t get converted, you need the strong performance to get you a strong reference. Check in with your manager regularly to ensure that s/he is happy with your work. Some temp positions, particularly internships, have more formal feedback structures in place. Make sure you know what these are. Ask for a sample performance evaluation form – this way, you know the criteria against which you’ll be judged, and you can focus your energy here.

In addition to individual performance, you also want to stay on top of the company’s process for converting to a full-time job. Ask if it’s even a possibility. Some companies hire temps via an outsourcing company so these hires could stay under temp status forever. Conversion to full-time isn’t unheard of in these cases, but your chances aren’t as promising. On the other hand, if you know that temps are routinely converted to full-time, find out more about that process. Is there a performance review given midway into the project so you have a sense of your prospects? If not, I would schedule one on your own initiative. Is there a specific time, say 30 days before your temp status ends, that you should check in with HR? You don’t want to miss any key deadlines.

 

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Broaden your network within the company

While you’re doing a great job in the specific role you were hired for, keep an eye out for opportunities to network in other divisions of the company. If your role naturally interfaces with other departments, take time to find out what these departments do and to get to know personally the people outside your immediate group. Even if you do a great job in your role, if your group isn’t hiring, they may not be able to offer you anything full-time. By broadening your network outside your group you broaden your opportunities. More people know you. You know more about other possibilities.

If you’re having trouble meeting people outside your immediate area, ask your manager for introductions. Mention that you’re interested in learning more about functions A, B, and C, and ask if you might speak with people there – who would your manager suggest? Many large companies have different affinity groups – women, young employees, Asian/ Black/ Hispanic/ LGBT. Seek out these events which are open to all employees – it’s a great way to meet a cross-section of the company. Finally, the company might have extra-curricular activities, such as company sports or volunteer efforts. This is another way to meet people across the company

 

Continue your job search with targeted networking

As you start a new job with a new company, you will likely be overwhelmed. You won’t be working 9-5 because you’ll still be an inefficient newbie and you’ll be spending extra time getting to know the people and the processes. So you won’t have a lot of “free time” to send out resumes and research other job opportunities. However, your new role is great cover for increased networking. Circle back to your existing network – to let them know that you’ve landed in something new, to share with them what you’re learning, to thank the people who helped in your search. Reach out to new contacts in your field and expand your network—you are an industry peer now. Networking is much easier when you have a job, even a temporary one, so take advantage of this while you have your temp role. Don’t get so absorbed in your current placement that you lose sight of the longer-term goal of permanent placement.

It will be easy to get swept up in the excitement of landing your temp role and in the busyness of starting a new job. You may not remember to apply all these strategies, and then look up and you’re halfway or more through your assignment with nothing done. On your first day, set reminders on your calendar fpr the big deadlines (e.g., performance review, check in with HR) and block out time on your day-to-day schedule (e.g., networking lunches). Be proactive about tackling the action items specific to converting your temp role into a full-time job.

For more career advice (for temporary or full-time professionals), check out SixFigureStart® free toolkits on Negotiation, Networking, and Personal Branding, including a free download for entrepreneurs.

Forbes.com | April 29, 2015 | Caroline Ceniza-Levine

 

Your Career: 10 Ways to Make the Most of Your First Month at a New Job…Starting a New Job can be Daunting. Keep these 10 Tips in Mind to Make the Most of those Important First Few Weeks.

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You recently accepted a new job offer, and you can’t wait to start. After a necessary between-jobs vacation, you’re ready for your first day.  Setting yourself up for success at your new company doesn’t stop with your offer letter: Accepting an offer is just the beginning. Whether you are starting a new job at a new company or switching job functions internally, your first months will be pivotal to your success. You’ll need a plan to help you knock it out of the park.

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So how do you set yourself up for success in your new gig from day one? Here’s my advice:

1. PRIORITIZE WHAT ARE THE MOST IMPORTANT THINGS TO LEARN

From understanding benefits and commuter options, to parsing through cultural norms like where people sit at lunch, and whether they sit together or work right through it, to what systems and software you’ll need to access and how to download it—you probably have a lot of questions and little idea where to start. Even if your company provides new-hire FAQ documents or training, getting started can still be daunting. You’ll likely find there’s a wealth of material you could be learning at any given time.

My advice? Be prepared to prioritize ruthlessly, or you’ll drown in information.

To help you define and prioritize your one-month learning objectives, start by weighing what it is you need to learn, and consider whether any are time-sensitive. Is it more important to learn about the company’s product offering? Its market objectives? The company culture? Internal politics? Should you skip the lingo learning and start talking to teammates and uncover best practices and your team’s internal processes instead?

If you can’t tell what’s important, ask! You may think it makes sense to get to know your immediate team first and stakeholders second, but your boss may disagree. You may think downloading essential software can be put off until later, but your peers can tell you if any are notoriously difficult to access, or whether there are licensing limitations you’ll need to start working around now. Check with your peers and your new manager about your priorities to see if your hypotheses about learning priorities make sense.

 

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2. FIND SOMEONE WHOM YOU CAN ASK ALL THE EMBARRASSING QUESTIONS

(Someone who isn’t your new manager.)

Some companies have a formal “buddy” process, whereby new hires are assigned to answer all questions—procedural, logistical, cultural. But if you don’t have an assigned buddy, find the friendliest person in the room and start there. Even if they’re not the right resource, they can likely point you in the right direction.

If you’re not sure how things are run, or why they are run that way, ask. Even though you’re the new kid, you’ll find that some of the vets on your team may have been wondering about that same question, too. Your newbie questions can also help existing teams review and reconsider current processes, and be a good heads-up that something that should be clear isn’t. Never be embarrassed to ask a question.

3. IDENTIFY OPPORTUNITIES FOR QUICK WINS

As the new kid, your job is to learn as much as you can and then quickly provide value back to the company and your team.

How do you identify quick wins? Ask yourself: What are areas of opportunity in which you can quickly make an impact? How can you make that impact visible? Are these areas in line with the company’s priorities? Are you equipped to succeed in taking on these tasks?

Talk with your teammates to uncover gaps that you may have an advantage in filling. Consider what an appropriate timeline might look like for taking on those projects. Resist the urge to launch longer-term projects where your work and output is likely to be less immediately visible (and valuable), and opt for those that will be quick enough to execute and show immediate impact (think less than three months out). Make sure you align with your manager and are in a position to deliver on the quick wins you’re setting out to complete.

4. UNDERSTAND WHAT IS EXPECTED OF YOU

What will it take to succeed in your new role day-to-day, and in the long term? Besides the tactical quick wins you’ve outlined with your manager, what else is expected of you? What kind of bar are you expected to rise to? To fully grasp your manager’s expectations of your work, you’ll need to understand everything from how to make the best use of your 1:1s and how frequently to have them, to whether your manager is more interested in seeing process or results, to what their preferred email communication style is.

In your first month on the job, take time to talk to your manager about working styles and to understand their current priorities as a manager. When you know how to help your manager, your job becomes much easier. Clear expectations are far easier to meet than fuzzy ones.

5. QUICKLY IDENTIFY AND DITCH WHAT ISN’T WORKING

Flex your strengths, but let your strategy in this new job be informed by what you have learned about the company culture, your manager’s needs, and your team’s interests and priorities—not just what you are already good at. Your strengths should continue to be an asset, but never a crutch. Be flexible, adapt to your environment, learn new skills, and adjust as necessary.

6. GET TO KNOW THE COMPANY CULTURE AND YOUR COWORKERS

Whether you realized it at your last job or not, understanding people dynamics likely played a crucial part in your success on the job. No matter what size the company, people dynamics are a major factor in how people get hired, fired, and promoted, and they also have a great deal of impact on your day-to-day experience at work. For some people, understanding working styles and company culture comes easily. If it doesn’t, start small.

Note the differences between how things were done at your old job and how they seem to be operating at your new company. Inspect those differences carefully. Are these differences companywide or specific to one person or team? How will you adapt?

Focus on understanding the values behind common micro-interactions. Understand preferences and assumptions, such as:

  • In-person requests or email requests?
  • Formal scheduled meetings, or informal discussions?
  • Calendars sacred or merely a formality?
  • Meetings: assume they are optional or required?
  • Lunch at your desk or in good company?

What do the decisions made around how people communicate say about the company’s values and assumptions? Understanding your new company culture’s baseline will help you to know the system you are operating with, and help you gain traction internally.

7. DON’T FORGET TO CHECK IN WITH YOUR FORMER COWORKERS

The first month at a new job can be hard—really hard! You may feel like you’ll never learn it all. You may cringe at not having all the answers. You may make mistakes. You may have less confidence. This is perfectly normal!

Remember to check in and talk to trusted friends and former coworkers who know you and your many talents well. They can remind you of your talents and strengths when you’re feeling down, and be a support group for you when “imposter syndrome” inevitably strikes. Because they know you well, they can help cut through your perceived struggles and identify the real challenges you’re facing, or throw down some much-needed real talk about why you do deserve to be at your job, no matter how far off that feels to you in the beginning months. They are the support group that can give you the credit you may be robbing yourself of.

8. BRING YOUR FULL SELF TO WORK

You were hired for your very unique assets—skills and experiences that may not even have been in the job description! Don’t let being the new kid dampen your personality or passion for the job. Bring your full self to work. You’ll be happier and healthier for it.

9. REST

If you’re doing all of the above, you’re likely running at full speed. Remember to take a breather, to relax, to step away from it all, and to get some sleep! Resting and regrouping is as important as taking action.

10. REMEMBER THAT EVERYONE WAS ONCE NEW AT THEIR JOB

Ask questions, smile big, breathe deep, and shake off any initial missteps. You’re learning, just like everybody else—even those with several years of tenure under their belts. Your plan in place, you too will get there.

FastCompany.com | April 2015 | 

Strategy: What it Takes to Change your Brain’s Pattern After Age 25….Most of Our Brain Patterns are Solidified by Our Mid-20S, but it’s Possible to Change your Brain’s Pathway & Patterns with These Methods

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“In most of us, by the age of thirty, the character has set like plaster, and will never soften again.”

That quote was made famous by Harvard psychologist William James in his 1890 book The Principles of Psychology, and is believed to be the first time modern psychology introduced the idea that one’s personality becomes fixed after a certain age.

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More than a century since James’s influential text, we know that, unfortunately, our brains start to solidify by the age of 25, but that, fortunately, change is still possible after. The key is continuously creating new pathways and connections to break apart stuck neural patterns in the brain.

Simply put, when the brain is young and not yet fully formed, there’s a lot of flexibility and plasticity, which explains why kids learn so quickly, says Deborah Ancona, a professor of management and organizational studies at MIT.

“It turns out that we, as human beings, develop neural pathways, and the more we use those neural pathways over years and years and years, they become very stuck and deeply embedded, moving into deeper portions of the brain,” she tells Fast Company. By the time we get to the age of 25, we just have so many existing pathways that our brain relies on, it’s hard to break free of them.

One reason why is because our brain is “inherently lazy” and will always “choose the most energy efficient path” if we let it, writes Tara Swart, a senior lecturer at MIT, in her book Neuroscience for Leadership.

While you’ll never learn and change as quickly and easily as you once could, you’re also not stuck with your thought patterns from your childhood. In a recent classtaught to senior management and executives, Ancona and Swart discussed ways in which people can keep their brain agile—and become a better leader. Below are the steps required to create new connections between neurons.

FOCUSED ATTENTION

If you want to keep your brain agile, you’re going to have to home in on parts of the brain that you use less frequently, says Swart. And this new task has to be so challenging that you’ll feel mentally and physically exhausted after practicing the task because you’re forcing your brain to work in ways it’s unaccustomed to. This is the only way you’ll actually grow new neurons strong enough to connect with existing neurons, forming new pathways.

For those who want to stimulate their brain, Swart recommends learning a new language or musical instrument. Or any “energy intensive” challenge that requires “conscious processing of inputs, conscious decision making, complex problem solving, memorizing complex concepts, planning, strategizing, self-reflection, regulating our emotions and channeling energy from them, exercising self-control and willpower,” Swart says.

 

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DELIBERATE REPETITION AND PRACTICE

You can’t just learn a new language or musical instrument and never think about it again; you’ll forget what you learned. New connections and pathways are fragile, says Swart, and only through repetition and practice can those connections be established enough to become habitual or default behaviors.

She writes in Neuroscience: “Depending on the complexity of the activity, [fusion_builder_container hundred_percent=”yes” overflow=”visible”][fusion_builder_row][fusion_builder_column type=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none”][experiments have required] four and a half months, 144 days or even three months for a new brain map, equal in complexity to an old one, to be created in the motor cortex.”

During this time, motivation, willpower, and self-control are necessary to achieve your goal.

THE RIGHT ENVIRONMENT

Without the right environment to enable change, your brain won’t be able to focus on what’s needed to create new neurons. Instead, your brain will be stuck in survival mode, meaning it will choose to travel along pathways it’s already familiar with to mitigate risk.

“[The brain’s] need [to survive] focuses attention on the sources of danger and on trying to predict where the next threat will appear, on escape or full frontal battle rather than on an innovative or creative solution, on avoiding risk rather than managing it towards a new suite of products, market or way of doing business,” Swart writes. “And of course, the most important part of our environment is other people and our relationship with them.”

To have the energy to keep your brain flexible and “plastic,” Ancona and Swart say your physical health needs to be in good shape, especially since your brain sucks up such a massive amount of your body’s nutrients. The hydration, nutrients, and rest you need are even more important as your brain learns, unlearns, and relearns behavioral patterns.

“Your brain will send its resources through the blood supply to areas that it can tell that you’re focusing attention and concentration on,” Swart tells Fast Company, “or areas that you have a desire to put more energy into.”

FastCompany.com | April 2015 | Vivian Giang

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Your Career: How to Nail a Job Interview using Instagram..Instagram is One of the few Resources that Provide an Actual Inside Look into a Day in the Life at a Particular Company

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If you don’t have an Instagram account, you might want to consider setting one up — especially if you’re in the market for a new job.

google

Cameron Laker, CEO of the recruitment solutions company Mindfield, tells Business Insider that organizations are starting to use Instagram as a platform to display company culture.

He encourages job seekers to follow organizations they are interested in, as it can give them “an amazing insight” into what it might be like to work there.

“You’re seeing the employment experience through the eyes of the employees,” Laker explains. “Job seekers love it because they know exactly what they’re getting themselves into when they come in for an interview.”

With the increasing emphasis that hiring managers are placing on personality profile and fit, understanding company culture can give you a leg up in a job interview.

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Instagram is one of the few resources that provide an actual inside look into a day in the life at a particular company.

Starting your interview prep on the social media platform will help you figure out whether you’d be a good fit and can better prepare you for questions the hiring manager might ask. It will also help you decide what questions to ask the employer in the interview — and the hiring manager will be impressed by your deep understanding of their culture and your well-researched questions and responses.

Job seekers are not the only ones benefiting from using Instagram. Employers are using it as a key marketing tool and as a platform to announce job openings.

“Everyone that’s really progressive in the recruiting space is starting to use this as a tool to showcase their culture,” says Laker, including his company. “They’re also starting to find creative ways to turn job postings and job announcements into photos or short videos.”

NOW WATCH: 7 clichés you should never use in a job interview

Businessinsider.com | April 28, 2015 | 

http://www.businessinsider.com/how-to-nail-a-job-interview-using-instagram-2015-4#ixzz3Ydr2bH5l

Strategy: 7 Proven Tactics that will Help you Close any Deal…To Win the Bid & Seal the Proposal/Contract, just Follow this Roadmap. This 7-Step Plan is Failproof

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Whether you are presenting a project to your company,  an eBay re-seller, launching a new investment fund, or hawking fighter jets to the government, you need the same basic skills to be a sales leader.

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To win the bid and seal the contract, just follow this roadmap. This 7-step plan is failproof.

1. Know your product.

Whether you are selling a refrigerator at Best Buy, a vehicle at CarMax, or a website design for a dog kennel, you must know precisely what it is you are selling.

Become familiar with the technical specifications, history, and customer satisfaction with the product. Be aware of its proper and popular uses. Know how it operates. Understand the results. Be more informed than your competitors.

If you don’t have training or you are not provided with any background on the products you are selling, conduct your own product research — independent of your employer.

Whether you are selling on the phone, online, or in person, the customer is always impressed when the sales person is knowledgeable about the product.

If possible, test the product or service yourself, so you can talk firsthand about its application and utility. If you have to sell something in which you do not have a lot of confidence, just find something good to say about it and then wait patiently and quietly for questions. In that case, be a well of information and not a fount.

Like this Article ??  Share it !   First Sun Consulting, LLC- Outplacement/Executive Coaching Services, is Proud to sponsor/provide our ‘FSC Career Blog’  Article Below.  Over 600 current articles like these are on our website in our FSC Career Blog (https://www.firstsun.com/fsc-career-blog/)  with the most updated/current articles on the web for new management trends, employment updates along with career branding techniques  .

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2. Understand what you are selling.

This is different than knowing your product. This means really perceiving the underlying product. The head of sales at General Motors had to realize that he was not selling transportation. He was selling entertainment.

If you are selling a cell phone you are selling connectivity with friends and family — maybe even personal safety. A refrigerator may represent keeping your food safe and free of things that could cause a virus for your children. A new furnace might not just be about heating a home, but may be a part of a social impact investment where you are selling an environmental decision with a smaller carbon footprint and greater energy efficiency.

Buyers look for good reasons to make a purchase. Linking the product to a broader industry or cause might be the catalyst for a sale.

3. Be aware of the competition.

Buyers typically have choices. You need to know what they are and the value proposition. Do you have flexibility in pricing? Many consumers today will test the limits of negotiation on pricing. If there is flexibility in the, understand your limits in negotiating the sale.

Seek out the competition. Test their products. It will strengthen your pitch and make you more convincing in selling. Don’t ever raise the subject of the competition or denigrate it. Honor the competition if asked about it but do not supply any information or indicate a bias about it. That will only stir up curiosity and your goal is to make the sale on the first pitch.

4. Know the marketplace.

My dad taught me to figure out what the marketplace is calling for … what it is seeking. He urged me to listen to people express what they needed or wanted and then to be visual enough to also observe what solutions were already available to them.

He would say that if you understand what the market is calling for and you supply it — you will never go hungry or be without a job. You will have a template to develop a products or services created to meet demand. The result is that you will earn a living.

And this is just what the entrepreneurs were doing at the Social Capital Summit I attended last week in Chicago. We heard impressive pitches from startups answering the call from the marketplace for more efficient and socially responsible solutions, for everything from solar energy applications to desalinization technologies for water starved western states.

Is it just luck to stumble on these new concepts? No, it takes nerve and research and a lot of talking and circulating in the marketplace. Reach out to people who have opinions about the next new thing in business.

5. Relate to the customer.

Making a connection with the customer can be the most important factor of all in a sale. I am not talking about establishing a friendly relationship with them — although that is sometimes appropriate.

I am referring to the impersonal knowledge that guides the sale because you know that people in the market for a new website are usually driven by wanting in to increase their business and that people who are buying aircraft for the US government might be interested in heightening their stature with government contractors.

This is behavioral science and while you don’t need an advanced degree in it to become a sales leader you do need to be attentive to the disposition of the buyer. This takes intuition and commitment to honestly inquiring about the customer’s needs rather than just talking up a sale.

You need to understand more of why the customer needs your product. Then you can effectively bridge the gap between the sale and the purchase.

6. Be articulate.

This is basic. In order to sell you have to be able to talk. Many people in sales are deficient in this skill. There are a few things you can do to remedy this.

First, write out a script for yourself. Second, practice with family and friends, and let them genuinely critique you. They will be your harshest critics.

A third step you can take is to make a video of yourself pitching a product. Watch it. Take notes. Ask yourself “Would I buy a service from this person?” If not, rework it and watch again!

Part of being articulate is, of course, your body language and your physical appearance. The better groomed you are, the better posture you have, and the neater your clothing is, the greater confidence you will engender in the sales process.

7. Be likeable.

People generally want to buy things from people they like — even if they are meeting them for only a few minutes. When you are selling, you don’t intrude on the buyer’s space, but you are pleasant, kind, and helpful. You smile and exchange pleasantries about the weather or something noninvasive like that.

Recently I walked away from a sale because of the rudeness of the sales person. It was a discretionary item I could do without, but that person lost a sale because of their caustic and curt attitude. There are plenty of reasons for being out of sorts, but never a good reason for inflicting too much of your own misery on a customer.

The best companies train their sales force to accompany the customer to the shelf where the new item is stocked. They have found that it is increases sales 25%. Stick with your customer throughout the sales process without cramping their space and you will get results!

James Rosebush was a Reagan White House official and is now the CEO and founder of GrowthStrategy.us. His leadership column appears on Business Insider every Tuesday.

Read more: http://www.businessinsider.com/7-tactics-to-help-you-sell-your-ideas-2015-4#ixzz3YcYtGEFv

To win the bid and seal the contract, just follow this roadmap. This 7-step plan is failproof.

1. Know your product.

Whether you are selling a refrigerator at Best Buy, a vehicle at CarMax, or a website design for a dog kennel, you must know precisely what it is you are selling.

Become familiar with the technical specifications, history, and customer satisfaction with the product. Be aware of its proper and popular uses. Know how it operates. Understand the results. Be more informed than your competitors.

If you don’t have training or you are not provided with any background on the products you are selling, conduct your own product research — independent of your employer.

Whether you are selling on the phone, online, or in person, the customer is always impressed when the sales person is knowledgeable about the product.

If possible, test the product or service yourself, so you can talk firsthand about its application and utility. If you have to sell something in which you do not have a lot of confidence, just find something good to say about it and then wait patiently and quietly for questions. In that case, be a well of information and not a fount.

2. Understand what you are selling.

This is different than knowing your product. This means really perceiving the underlying product. The head of sales at General Motors had to realize that he was not selling transportation. He was selling entertainment.

If you are selling a cell phone you are selling connectivity with friends and family — maybe even personal safety. A refrigerator may represent keeping your food safe and free of things that could cause a virus for your children. A new furnace might not just be about heating a home, but may be a part of a social impact investment where you are selling an environmental decision with a smaller carbon footprint and greater energy efficiency.

Buyers look for good reasons to make a purchase. Linking the product to a broader industry or cause might be the catalyst for a sale.

3. Be aware of the competition.

Buyers typically have choices. You need to know what they are and the value proposition. Do you have flexibility in pricing? Many consumers today will test the limits of negotiation on pricing. If there is flexibility in the, understand your limits in negotiating the sale.

Seek out the competition. Test their products. It will strengthen your pitch and make you more convincing in selling. Don’t ever raise the subject of the competition or denigrate it. Honor the competition if asked about it but do not supply any information or indicate a bias about it. That will only stir up curiosity and your goal is to make the sale on the first pitch.

4. Know the marketplace.

My dad taught me to figure out what the marketplace is calling for … what it is seeking. He urged me to listen to people express what they needed or wanted and then to be visual enough to also observe what solutions were already available to them.

He would say that if you understand what the market is calling for and you supply it — you will never go hungry or be without a job. You will have a template to develop a products or services created to meet demand. The result is that you will earn a living.

And this is just what the entrepreneurs were doing at the Social Capital Summit I attended last week in Chicago. We heard impressive pitches from startups answering the call from the marketplace for more efficient and socially responsible solutions, for everything from solar energy applications to desalinization technologies for water starved western states.

Is it just luck to stumble on these new concepts? No, it takes nerve and research and a lot of talking and circulating in the marketplace. Reach out to people who have opinions about the next new thing in business.

5. Relate to the customer.

Making a connection with the customer can be the most important factor of all in a sale. I am not talking about establishing a friendly relationship with them — although that is sometimes appropriate.

I am referring to the impersonal knowledge that guides the sale because you know that people in the market for a new website are usually driven by wanting in to increase their business and that people who are buying aircraft for the US government might be interested in heightening their stature with government contractors.

This is behavioral science and while you don’t need an advanced degree in it to become a sales leader you do need to be attentive to the disposition of the buyer. This takes intuition and commitment to honestly inquiring about the customer’s needs rather than just talking up a sale.

You need to understand more of why the customer needs your product. Then you can effectively bridge the gap between the sale and the purchase.

6. Be articulate.

This is basic. In order to sell you have to be able to talk. Many people in sales are deficient in this skill. There are a few things you can do to remedy this.

First, write out a script for yourself. Second, practice with family and friends, and let them genuinely critique you. They will be your harshest critics.

A third step you can take is to make a video of yourself pitching a product. Watch it. Take notes. Ask yourself “Would I buy a service from this person?” If not, rework it and watch again!

Part of being articulate is, of course, your body language and your physical appearance. The better groomed you are, the better posture you have, and the neater your clothing is, the greater confidence you will engender in the sales process.

7. Be likeable.

People generally want to buy things from people they like — even if they are meeting them for only a few minutes. When you are selling, you don’t intrude on the buyer’s space, but you are pleasant, kind, and helpful. You smile and exchange pleasantries about the weather or something noninvasive like that.

Recently I walked away from a sale because of the rudeness of the sales person. It was a discretionary item I could do without, but that person lost a sale because of their caustic and curt attitude. There are plenty of reasons for being out of sorts, but never a good reason for inflicting too much of your own misery on a customer.

The best companies train their sales force to accompany the customer to the shelf where the new item is stocked. They have found that it is increases sales 25%. Stick with your customer throughout the sales process without cramping their space and you will get results!

James Rosebush was a Reagan White House official and is now the CEO and founder of GrowthStrategy.us. His leadership column appears on Business Insider every Tuesday.

 

Businessinsider.com | April 28, 2015 | JAMES ROSEBUSH

http://www.businessinsider.com/7-tactics-to-help-you-sell-your-ideas-2015-4#ixzz3YcYtGEFv

#Leadership: 8 Ways To Get Your Career Unstuck…You’re Bored Out of your Mind & Can’t see an Obvious Next Step Within your Current Employer

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You’re bored out of your mind and can’t see an obvious next step within your current employer. You might be stuck behind an ungrateful boss, or perhaps you’ve just been doing the same job too long. No matter the details, that feeling of “being stuck” saps your energy and makes you feel like there is no hope for your career.

manage-irrational-employees

“THBPBPTHPT!” as they say in the cartoons. That’s sheer nonsense. You just need break out of your rut. Here’s how to get started.

1.) Practice irrational optimism. Your first challenge is to escape the negative mindset that’s enveloped you. So, whatever it takes, create brief periods of time – an hour or an afternoon – during which you are irrationally optimistic. Forget about all the things that you perceive are holding you back. Just picture yourself as an incredible success, perhaps five years from now.

Read inspirational books. Watch movies and documentaries about people who overcame huge odds. Go to see inspirational speakers. Until you foster some optimism, you’ll be blind to the many possibilities that await you.

Like this Article ??  Share it !   First Sun Consulting, LLC- Outplacement/Executive Coaching Services, is Proud to sponsor/provide our ‘FSC Career Blog’  Article Below.  Over 600 current articles like these are on our website in our FSC Career Blog (https://www.firstsun.com/fsc-career-blog/)  with the most updated/current articles on the web for new management trends, employment updates along with career branding techniques  .

You now can easily enjoy/follow Today our Award Winning Articles/Blogs with over 120K participates Worldwide in our various Social Media formats below:

FSC LinkedIn Network:  Over 6K+ Members & Growing ! (76% Executive Level of VP & up), Voted #1 Most Viewed Articles/Blogs, Members/Participants Worldwide (Members in Every Continent Worldwide) : Simply Connect @ www.linkedin.com/in/frankfsc/en ,  Click the Connect button, Cut/Paste our E-Mail firstsun1991@gmail.com, Click Send Invitation.  That Simple.

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2.) Create your bucket list of jobs. Make the longest possible list of dream jobs. These are NOT necessarily your next job; they are jobs you would love to have, in a perfect world. Think ridiculously big. Head of the World Bank. Publisher of The Washington Post. Founder of the next Google. Author of the #1 bestselling leadership book.

You don’t have to create the list in one sitting. In fact, you’ll get the best results if you keep adding to your list over an extended period of time.
3.) Fill in the details of your bucket list. As your list grows, look for patterns. Are you drawn to certain types of challenges? Do you crave prestige? Are all of your bucket list positions in education, while you work today in pharmaceuticals? Look for clues about what excites you and makes you feel energetic again.
4.) Rethink your image. Go find a mirror, and ask yourself whether you look and act the part of the positions at the top of your list. To make it easier for others to picture you in such roles, what do you have to change? Don’t limit yourself to just your appearance; look at your social media profiles, your resume, and even the ways you interact with others. You might even want to lease a new car.
Now, start to make some improvements. Take your time, and do it right. Shift your image in a positive direction.

5.) Proactively make new contacts. Use your bucket list as a guide to the type of opportunities you desire, and use LinkedIn and personal contacts to significantly expand your network. Go far beyond the people with whom you associate today; they have the “old you” image in their heads.

In my experience, you can reach much higher and further than you think, as long as you approach people with professionalism and confidence. Use these new contacts to learn about bucket list opportunities. I don’t just mean find jobs; I mean learn what it really would be like to be president of a private school, or on the board of a leading non-profit.

6.) Make a step-by-step plan. At some point, create a short version of your bucket list. These are the positions you actually want to pursue. Using the knowledge you gain from your expanded network, create an action list for pursuing these positions. Make it as specific as possible, because little tasks are easier to execute than big ones. “Use LinkedIn to find authors who went to my college” is an actionable item. “Look for ambassador jobs” is so big it will paralyze you.

7.) Rely on weak connections. When your big break comes, the odds are it won’t come from someone you’d name if you had to list the 50 people you know best. Most opportunities come from people at the very edges of your networks, such as the new contacts you’ll be making in #5 above, or from someone you haven’t spoken to since 2004.

8.) Say what you want. By the time you’ve gotten to #8, you’ve developed optimism and have upgraded your image. You’ve dreamed big and have filled in the details of how to get from Point A to Point C (your Dream Job after your Next Job). You have a growing list of new contacts.

All that’s holding you back is you. Don’t bury your dreams. Day after day, tell people what you really, truly want to do. Share your dream with them, and one of them will make that dream come true.

Bruce Kasanoff is a ghostwriter and speaker.

Forbes.com | April 28, 2015 | Bruce Kasanoff

#Leadership: The 7 Habits Of Really Ineffective Managers…If You are an Expert on Everything & Never Wrong, you Prevent the Team Doing its Job.

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I thought it was about time I wrote a bestseller, but couldn’t come up with any very good ideas. Then I realised that I didn’t have to. I could hitch a ride on Stephen Covey’s “7 Habits of Highly Effective People.” It’s a great book, but Covey only covered half the topic. He talks about good habits, but someone needs to talk about the bad habits that get in the way, the ones that you need to get rid of as you develop Covey’s good ones.

ToughInterviewer

And this is where I have great expertise. I have been privileged (is that the right word?) to work with some of the world’s most useless, obstinate, short-sighted, value-destroying managers. I’ve been in situations where, if I’d had a number for a reliable hitman, I would have gone to the board for a budget and made that call.

 You see, I used to be a turnaround specialist. I was the guy they called when the previous guy had been found wanting and been fired. I met a lot of troubled companies, and noticed one very interesting thing. Some of them had been unlucky, in that a recession or sudden change in the market had caught them in a bad place, but there was always an element of rotten management involved.

So let me offer you the Seven Habits of Really Ineffective Managers, subtitle “They Made These Mistakes So That You Don’t Have To.” Avoid these seven and you will be doing well.

First habit: they have to be right. Always. About everything. I remember once, in casual conversation with a project manager, the question came up of which road it was that went from Derby to Stoke on Trent. I thought it was the A516. He thought it was the A50. The difference was, though, that he really cared about the answer. I was indifferent (I’ve been to Stoke once, and that was enough).

He, on the other hand, from his tone and body language, made it clear that he was ready for a big argument on the subject. I moved quickly to another topic. I checked a map later and it turned out, in the unlikely event that you care, that we were both half right. It’s the A516 as far as Uttoxeter, then the A50.

If he was so intent on being right even on this trivial, irrelevant, issue, what was he like on questions that mattered to the task at hand? You guessed it – a nightmare.

He had made two mistakes. The first was to attach his ego to be being right, and the second was to assume that the first answer that came into his head was right.

This habit is horribly damaging. It prevents you being an effective member of a team. The point of a team is that the whole is greater than the sum of its parts; team members cover each others’ weak spots and correct each others’ mistakes. If you are an expert on everything and never wrong, you prevent the team doing its job.

The antidote to this bad habit is simple. Practice saying two things:

“I think x is the case, but let me check..” and

“I might be wrong. ”

When did you last say anything like this? If your answer is “
can’t remember” or, even worse, “It never applies” then you know something is wrong.

Tomorrow: more bad habits from my Management Hall Of Infamy.

Bored or frustrated with business as usual? Join my linkedin group

Forbes.com | April 27, 2015 | Alastair Dryburgh 

Strategy: 5 things to Say Instead of ‘Sorry’…It Becomes Clear the Women Should Not be Remorseful.

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I recently came across a Pantene ad that went viral in June. Besides highlighting the flawless and beautiful hair of the actresses, it features multiple situations where women unnecessarily say “sorry” — a verbal tic that, for many women, has become entrenched in everyday conversation.

young professional women

In scene after scene of the ad, women are shown apologizing for a series of silly reasons.

It becomes clear the women should not be remorseful. Yet as I was watching, I had this horrifying epiphany — I do this. I do this all the time. I did this today.

So here’s a quick list of some common reasons women are quick to say “sorry” — and five things we could be saying instead!

1. To demonstrate compassion and empathy.

Many people, not just women, use “sorry” as shorthand for sympathy. While it’s both virtuous and smart to express compassion for your coworkers, apologizing for the random happenings of the universe is unnecessary and avoidable.

There are other ways to demonstrate understanding and to establish trusting relationships with colleagues. Arguably, this is one of the easiest ways to remove “sorry” from our vocabulary, because there are so many great alternatives!

Instead of: “I’m sorry you were late because of terrible New York City traffic.”

Try: “How frustrating that you were late because of that awful traffic.”

Like this Article ??  Share it !   First Sun Consulting, LLC- Outplacement/Executive Coaching Services, is Proud to sponsor/provide our ‘FSC Career Blog’  Article Below.  Over 600 current articles like these are on our website in our FSC Career Blog (https://www.firstsun.com/fsc-career-blog/)  with the most updated/current articles on the web for new management trends, employment updates along with career branding techniques  .

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continue of article:

2. To fill air.

Just like words such as “um,” “uh,” and “like,” “sorry” can fill empty conversational space. It might be because we are nervous or just babbling while our mouths catch up with our brains. Either way, in these cases, “sorry” loses its meaning entirely.

Instead of: “We need to … sorry … first, get the correct data from Finance.”

Try: “We need to < Pause | Silence >, first, get the correct data from Finance.”

3. To interrupt.

Most girls are raised to be unfailingly polite at all times, especially at work. For this substitute to work, it is crucial to know your environment.

Depending on the organizational culture, the type of meeting you’re in, and the other individuals present, interrupting with an apology can lower your status, especially when others aren’t doing the same. Listen to how your coworkers preface their contributions in meetings — and avoid saying “sorry” unless they do.

Instead of: “I’m sorry to interrupt …”

Try: “Let me say/ask this…” OR “Great points, I would like to add …”

Instead of: “Sorry, do you have a minute?

Try: “Excuse/Pardon me…”

4. To keep the peace.

Most women are also taught from an early age to be warm, nurturing, and agreeable, and we sometimes use “sorry” simply to maintain social harmony. Apologies are sometimes employed to help “reset the conversation” after a confrontational, argumentative, or uncomfortable moment. However, “sorry” also represents shame and regret and can make you look weak.

Instead of: “I’m sorry, but I don’t understand this strategy switch.”

Try: “I appreciate your work on this, but I don’t understand the reasoning behind this strategy switch.”

Instead of: “I’m sorry if this is offensive…”

Try: “What I am about to say might be controversial…”

5. To say, and actually mean, sorry.

There are plenty of times when it’s appropriate to apologize at work. The key is not only to say “sorry,” but also to express why you are sorry. If you are a chronic over-apologizer, I guarantee that training yourself to include a reason will cut down on the number of times you apologize unnecessarily. A sincere apology is more effective coupled with the reason behind it.

Consider the Pantene video. The man in the video shows up late and the two women scoot over to make room, apologizing repeatedly in the process. If they explained WHY they were sorry, it would go something like this: “I’m sorry that you were late to this meeting and I now need to move over, so you can squeeze into the space I was previously occupying.” (See? Totally unnecessary!)

Especially at work, it’s smart to figure out when it’s appropriate to say “I’m sorry” — and when you should say something else instead.

Businessinsider.com | April 27, 2015 | TORY PAEZ, CATALYST

http://www.catalyst.org/blog/catalyzing/five-things-say-instead-sorry#ixzz3YWh8YOGT

#Leadership: 10 Tips For Better Business Writing…“Clarity is the Most Important Characteristic of Good Business Writing,” – Mignon Fogarty

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The ubiquity of e­mail means that everyone in business, from lords of finance to programmers who dream in code, needs to write intelligently. By using simple, clear, precise language, and following a few other basic writing rules, you can become a better communicator and improve the prospects for your career.

ManJobInterview

“Clarity is the most important characteristic of good business writing,” says Mignon Fogarty, creator of the “Grammar Girl Quick and Dirty Tips for Better Writing” podcast. “Often businesspeople will use big $10 words because they want to sound intelligent. Instead, they end up sounding like they’re trying too hard.”
Start by writing short, declarative sentences. Never use a long word where a short one will do. (No need to write “utilize” when “use” works just as well.) Be ruthless about self-­editing; if you don’t need a word, cut it. Never use a foreign phrase, a scientific word, or any kind of jargon if you can think of an English equivalent. Regardless of how many times your managers ask you to “circle back,” or “move the needle forward,” take a stance against tired business jargon. These expressions may sound important, and like the official language of a club you’d like to join, but you will express yourself more clearly if you say what you mean in plain language.

Like this Article ??  Share it !   First Sun Consulting, LLC- Outplacement/Executive Coaching Services, is Proud to sponsor/provide our ‘FSC Career Blog’  Article Below.  Over 600 current articles like these are on our website in our FSC Career Blog (https://www.firstsun.com/fsc-career-blog/)  with the most updated/current articles on the web for new management trends, employment updates along with career branding techniques  .

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continue of article:

When you’re composing an e­mail, make your point and move on. If your big idea isn’t in the first paragraph, put it there. If you can’t find it, rewrite. “Simplicity doesn’t mean simplicity of thought,” says Kara Blackburn, a lecturer in managerial communication at MIT Sloan School of Management. “Start by asking yourself what you want the person to do as a result of this email. Just asking yourself that question can make your communication much clearer.”

Be specific. Instead of mentioning “the current situation,” explain exactly what it is, whether it’s low company morale, or an SEC investigation.

Curb your enthusiasm. Avoid overusing exclamation points, regardless of how energized or friendly you might feel. Choose professional sign­-offs like “Best” and “Regards” over the too-­cute “xoxo.”

Whenever possible, use active instead of passive verbs. Active verbs help to energize your prose. Instead of writing, “The meeting was led by Tom,” write: “Tom led the meeting.” Use a straightforward sentence structure–subject, verb, object–that people can read quickly.

Choose pronouns wisely, and don’t be afraid to use “me.” “I often read versions of ‘Send the memo to Bob and myself,’” says Fogarty. “For some reason people think that ‘myself’ sounds more important or formal.” To avoid this mistake, Fogarty recommends thinking about how you would say the sentence if you removed mentions of other people. “Send the memo to me” sounds correct. If you add “Bob” to that clause, the “me” pronoun still works.

Beware of common grammatical mistakes. Know when to use “that” and “which.” “That” introduces essential information in what’s called a “restrictive clause.” “Which” introduces extra information in a “nonrestrictive clause.” Here’s an example: “I’m interested in speaking with you about our new product, which has the potential to increase sales.” The second clause provides extra information, and it isn’t essential to the first clause. Therefore, “which” is correct. In a sentence such as “Computers are the only products that we sell,” the clause “that we sell” is essential to the meaning of the sentence, so the correct word is “that.” You can’t remove the “that” clause without changing the meaning of the sentence.
Another common error is confusing “affect” and “effect.” Affect is a verb meaning “to influence.” “Effect” is a noun that means “result.” The weather affects our ability to travel, and it had a terrible effect on my flight to New York.

For more writing tips, consult classic books on writing and grammar, such as The Elements of Style, by William Strunk and E.B. White, The Associated Press Stylebook and The Chicago Manual of Style. On iTunes, download the “Grammar Girl Quick and Dirty Tips for Better Writing” free podcast. Happy writing.

This is an update of a story written by Helen Coster.

Forbes.com | April 27, 2015 | Susan Adams