YourSalesManagementGuru by Ken Thoreson, Acumen Management Group

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Taking Advantage of Opportunity

I was at a sales conference in Puerto Rico several years ago. While I was waiting for my return flight, I started to converse with another flier. He was British and just finishing his holiday. We discussed mutual occupations and experiences. When he learned that I had just addressed a sales conference, he asked about the topic and purpose of the event. After I explained, he said to me, "Take advantage of the opportunity of a lifetime, during the lifetime of the opportunity!" I loved that comment and I have used quite often ever since.

As I approach another birthday, that quote is even more important to me. Each of us only has a certain of number of "opportunities of a lifetime" to experience. These opportunities can be professional as well as personal. The challenge I see is that too many individuals are simply moving through life rather than experiencing life. I am firmly convinced that learning to impact the lives of others through service, trying new things, being kind and simply having fun put more zest in your life and a bounce in your step.

Recently, a man named Jim whom I knew only slightly passed away; the comments everyone made about Jim were wonderful. One that I recall was that whenever Jim met someone, he always asked them, "Now tell me what you have been up to." What a nice way to express warmth.

In our sales management workshops we spend time coaching, mentoring and teaching communication skills. The one idea I like to stress to attendees or during a consulting relationship is when working with your sales team and a salesperson calls you or walks into your office, the first thing you should say is "How can I help you?" Make sure you express that warmth and demonstrate you care. It will go a long way toward building a trusting relationship and a motivated team.

Take advantage of the opportunity, I have a short video for you on this concept here.

Have a great March and finish the quarter strong!

Posted by Ken Thoreson on March 06, 2012


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