TIPS HOW TO MANAGE MILLENNIALS IN SALES
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It does not matter how slowly you go as long as you do not stop.
COMMON PROVERB
READER TIP Nice to Meet You
When you meet new people, you need to let them know what you do.
SELLING TIP Practice Optimism for Positive Performance
Optimists see each minute of each day as a time to enjoy, treasure, and use for all it’s worth. An optimistic attitude requires nourishment, however, meaning the people you associate with have a tremendous impact on your attitude – what you hear and talk about shapes your thoughts. Upbeat, fun-loving people who are honest and sharing will increase your enthusiasm and appreciation of life. Intelligent people will sharpen your wits. Courageous and disciplined people will inspire you to be physically, mentally, and emotionally tough. Form friendships with people who have positive characteristics and goals similar to yours. They will share information that will spark ideas for constructive action. You will feed each other’s enthusiasm. Here are some simple techniques to help you practice optimism today: 1. Don’t let negative people affect your attitude. Keep injecting opti- mism into the conversation. Make a game of it – for every pessimistic remark they make, try to say something optimistic.
2. Spend at least 10 minutes before you go to sleep thinking of everything you have to be grateful for – both in the present and in the past.
3. Spread some happiness. If you make someone else happy, you will share some of that happiness. Compliment as many people as you can – their qualities, efforts, accomplishments, or appearance. Thank someone who did you a favor; encourage someone who is strug- gling with a problem. It may take a little effort to keep your optimism in your daily life, but
the rewards are so great they cannot be measured. Happiness is a state of mind, and your mind can produce it!
— WILLIAM EDDY THE CLOSING POSTER SERIES
When you meet new people at parties, networking functions, or even in the course of daily business activities, you cannot assume they know what you do or how it might apply to them. When someone asks me, “What do you do?” and I reply, “I’m in promotional advertising,” their response is usually something like, “Uh-huh,” or, “Oh, that’s nice.” But they don’t really know what that means or how it can help them. That’s why I always take time to elaborate. I say something like, “I work in promotional advertising. My company supplies custom- imprinted products like T-shirts, pens, cups, and keychains to busi- nesses, schools, organizations, and political campaigns. We also offer graphic-design services.” Then I might give an example of a recent client or a big project we are currently working on. This helps others conceptualize the possibilities of using our products for their own firms.
When you’ve just met some- one at a casual gathering, you certainly won’t be giving a formal sales presentation. But if you don’t clearly communicate what it is you do, you will have missed the opportunity to begin a new business relationship. — KELLY WARSHOFSKY
SELLING POWER JULY 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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