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How To Properly Define Your Passions & Purpose

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Finding Your Passion and Your Purpose In Business and in Life

Over the years, I’ve worked with many companies and found the ones with lucid and succinctly described visions are more likely to succeed than those with unclear or highly complex visions. Yet as individuals, we often don’t take the time to clearly articulate our own passions or purpose. To help you define yours, I’ve created a simple test that I call The Funnel Test.

The following is an excerpt from  Your Network Is Your Net Worth: Unlock the Hidden Power of Connections for Wealth, Success, and Happiness in the Digital Age by Porter Gale, former VP of Marketing for Virgin America.

 

 

Define Your Passions & Purpose With The Funnel Test

The Funnel Test To Define Your Passion & Purpose

Step 1: Define your three greatest passions or a succinct set of words that clearly define your core interests

You can put a high priority on any type of passion, from family to fitness or education to the environment. For example, I watched my mother build a network based on her passions of volunteering, family, and fitness when, after having lived her entire life in Minnesota, she moved to California to be closer to her family. Within sixty days of arriving, my mother joined a master’s swim team, found a group of women who played tennis at the park, and became an alternate in a golf foursome. If you can find activities, work, or relationships that combine two or more of your core passions, you are likely to hit the jackpot and be more effective in and excited about your actions and activities.

Next, grab a pen and make three columns, one for each passion. Make a commitment to improve, particularly where your involvement is limited. Let’s say that if you’re passionate about photography, make a commitment to go to photography exhibits several times a year and find online communities about the topic. For example, two of my goals are to take an improvisation class as a way to nurture my interest in storytelling and to go on weekly hikes with friends to support my passion for health.

 

Step 2: Define your desired tone

How you want to present yourself to the world? What is your authentic voice? Are you quiet and reserved? Witty? Bold? Irreverent? To use the example of my mom again, I’d define her tone as reserved. She’s understated and is more likely to listen first and talk second.

Now fill the space below your passion circles with a selected word for your tone. Like a funnel, where the contents flows from top to bottom, envision all of your actions being influenced by your tone. Remember, simple is good.

 

Step 3: Define your core purpose in twenty words or less

What do you want to accomplish in life? And work? Write what is in your gut, and look at the passion words in your Funnel Test. Your goal is to write a phrase of fewer than twenty words that describes your purpose. My recommendation is to keep this as simple as possible. Some brands and companies do this, and it also happens to be a valuable exercise for self-reflection for any individual.

Fred Reid, the founding chief executive officer of Virgin America, shared with me how the airline’s purpose, “To create an airline people love”, was born: “I had written it on a paper and had thrown it into the trash. I initially thought it was too simplistic, but that is what we wanted to do. Can you imagine? Have an airline people loved?” After some deliberation, Reid and the founding team kept coming back to the simple phrase and decided it was the perfect mantra for the start-up that faced a complicated uphill battle prior to liftoff in 2007.

Sometimes we have to make sacrifices or take baby steps in the short-term to help us get to where we want to be. However, if you don’t even know where you want to go, it will be even harder to get there. Once you’ve defined your passions and developed a focused purpose, your networking efforts will be more effective and authentic.  Use this test as a filter to help you guide your activities and meetings.

Stay optimistic, stay productive, and be the best you can be. Stay focused on your purpose, but know there is potential learning in every action.

 

Porter Gale is the author of Your Network Is Your Net Worth: Unlock the Hidden Power of Connections for Wealth, Success, and Happiness in the Digital Age. With over 20 years of experience working in branding, social media, and advertising, Porter’s new book will show you how to build the right network for living a rich life.

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6 Comments

6 Comments

  1. frank

    Aug 6, 2013 at 3:48 am

    This is truly motivating!

  2. Internet Business Kick Start

    Jul 19, 2013 at 7:32 pm

    As Napoleon Hill said so succinctly, a burning desire coupled with a definite major purpose is the true recipe for success.

  3. Jim

    Jun 22, 2013 at 7:04 pm

    Writing goals down and articulating them each day further internalises the goal to position ones self for the inevitable success

  4. Admin

    Jun 20, 2013 at 7:56 pm

    As it’s been said many times…write down your goals and put them somewhere you can see them EVERYDAY…eventually you’ll take action and those goals will become a reality!

    And as always, never try to re-invent the wheel..just learn to how to take what has worked for someone else and then duplicate their success!

  5. Theshef (@TheShef)

    Jun 20, 2013 at 12:39 pm

    Keeping your goals simple and in front of you is absolutely essential to your success! Don’t complicate, just create and execute!

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Your email address will not be published. Required fields are marked *

Success Advice

5 Ways a Young Salesperson Can Excel in Their Role

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young professional
Image Credit: Unsplash

Sales is a great first job to get out of college for the lessons it teaches. A new salesperson quickly experiences rejection, learns they are not as good as they thought they were, and gets a real understanding that their path is not going to be an easy one.  The market chews them up and spits them out, and there is very little they can do about it.

I can say this because I recently completed two years of sales experience and learned these lessons the hard way. To find a semblance of success, I had to set my ego aside and modify my expectations.

This introduction to sales taught me five lessons that helped me overcome roadblocks, penetrate gatekeepers, and settle into the workforce:

1. Education Doesn’t Equal Performance

Like most recent graduates I felt prepared to conquer the world right out of college and was confident I could understand anything I set my mind to.  Fresh off the high of achieving my academic goals, I realized within days that there was a small problem – the skillset did not translate.

As great of a job formal education does to expand your mind and teach you new thought patterns, it is very theoretical. When it comes to practically applying that knowledge, young professionals often find themselves underprepared.  This disconnect is a result of the way their performance is measured – A student is evaluated based on a test, which is predictable and objective.

A salesperson is evaluated on their sales numbers, which has a lot of built in unpredictability.  On top of that, the execution of a sales call is much more difficult to objectively quantify. Due to this, when a young professional first finds themself in a sales environment, they are vulnerable to their inexperience in that setting and their performance suffers.

A technique that helps me be more confident in this new arena is role-playing.  Simulating an unpredictable environment has been a great exercise for me because it has provided me with experience in this new setting.

2. Know How to Be Old-Fashioned

A fundamental part of sales is meeting your customer at their level.  Young salespeople often come across targets who prefer traditional business practices and struggle with selling to them.  Choosing to match a customers’ old-fashioned demeanor helps relate with them because it aligns with how they are accustomed to doing business.

A few things that worked for me. First, whenever possible, I choose to write things down with pen and paper.  This action resonates with customers who are slower to adopt technology. On top of that, following up with hard copies may better meet your customer’s expectations and fit into their decision making workflow.  

Along with taking written notes, I also make a point to overdress for the occasion, arrive early, be clean-shaven, and use titles when addressing people. Taking steps to be old-fashioned is conducive to doing business with tenured customers because it works against the prejudices the customer might have about millennials.

“A smart salesperson listens to emotions not facts.”

3. Understand Emerging Technology

Today’s young professionals grew up in the exciting age of the digital revolution. This means that young salespeople are expected to be early adopters of new workplace technologies and have a high technological competency.  While it is true that young professionals may have a better intuition for the technology, it still takes a good deal of additional work to be informed.

I quickly realized not only that I should pay special attention to the latest workplace tech, but that I needed to proactively learn it to meet expectations. As expected I became the default resource whenever there was a technical issue or question, and in an operating room setting, it was a particularly important role to hold.

I used this responsibility to my advantage by taking it as an opportunity to be valuable. I spent additional time learning the nuances of the technology so that I was confident in my execution when people turned to me for answers. As a young salesperson it is important to understand others’ expectations of your technological competency because any opportunity to add value is a sales opportunity.

4. Constant Judgment

Young salespeople are very affected by this – there is an association between youth and immaturity in the workplace, and colleagues pay close attention to the behavior of their younger counterparts.  I concede that this connection between maturity and years might be fair, and as a result young professionals are given a different threshold for how much their behavior will be tolerated.

I understand that there is a fine line between personal and professional settings after hours, but it is best practice for young professionals to be conservative to avoid negative judgment in casual settings. When I am around coworkers I always try to stay “turned on,” meaning that I take precautions to act appropriately. I limit my drinks, defer contentious conversational topics, and avoid workplace controversy and gossip. It is part of our reality that young professionals need to come to terms with.

However, judgment exists differently in a professional setting. Instead of being evaluated on the appropriateness of your behavior, young professionals are judged on their competency and ability to contribute. The most effective way to be viewed as a positive contributor is by displaying confidence, both in the quality of your work and in the way you carry yourself.  

“Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell

5. Own Your Youth

A young salesperson should definitely use their age to their advantage. Young professionals offer a unique perspective, skill-set, and way of operating that is invaluable to any business.  Leaning into those qualities is the best thing a young salesperson can do because it offers a truly unique value proposition.

If employing this, it is first critical for a young salesperson to address their age and be transparent about their experience level before being exposed of it. This approach disarms customers by handling their first objection without them having to ask it, and conveys respect through humility. I have found customers are much more receptive to hearing my message after ground-rules have been set and this deference has been established.  

Also, something young professionals should leverage is their colleagues’ interest in their exciting young lifestyles. What works particularly well is using major life events to build rapport and relate to customers. Talking about buying a house, getting married, or having a child begins a conversation that becomes an opportunity to advance the relationship.

What techniques have you incorporated in your sales routine that have helped you get your message heard?

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Success Advice

The One Mindset Change That Helped Me Read 47 Books in a Year With Ease

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reading books
Image Credit: Twenty20.com

There is an elusive truth about life that we tend to miss in today’s world. Everything is moving so fast that we don’t have time to stand still and truly absorb the information we receive. We skim through articles like we skim through relationships, always searching for a better one in a sharper form. That is the way the majority of the world operates today. We must be people who take control over their lives and implement their dreams no matter who or what stands in front of them.

To do that, we must be willing to learn, change, and adapt our models of reality and here is one that ultimately changed the way I see life as a whole. The one mindset shift I made that changed my entire life is that life isn’t a sprint, it’s a marathon and here is what that means.

How to read 47 books in one year with ease

I used to live in a fast-paced world as you did and I was going haywire. My health was deteriorating fast and my mental state wasn’t far behind. What was even worse is that my results weren’t getting any better. Here I was, working 20 hours a day, mentally stressed out and having physical manifestations of stress and yet, my results were horrible. I knew I needed to change something and it needed to happen fast.

That is when I discovered the compound effect and it completely blew my mind. It basically means that you take small actions every single day and they give interest over time. And those interests compound over time if you keep doing small actions. I thought this was the solution to all my problems but I had to test it out. So I tried reading 20 pages of a book every single day, hoping I would manage to prove to myself that this works for me.

Reading only 20 pages a day compounded into 47 books just one year later and I managed to prove to myself that life really is a marathon, not a sprint. But all of this sounds easy when I tell it like this- I want to show you the work that went into reading these 20 pages a day.

“The more that you read, the more things you will know. The more that you learn, the more places you’ll go.” – Dr. Seuss

How it really looks like

Imagine getting back from work tired from all the daily chores and tasks. You grab some food, sit down on your couch and want to eat while watching TV. However, then you remember, “Oh damn, I forgot to read 20 pages of a book today.”

So you eat fast, hop from the couch to grab your book and start reading. 30 minutes later, done!

And that is day 1/365 done. You need to do this for 364 more days (at least). I am telling you this because I want to emphasize that even though this is easy and simple to do, most of you don’t do it. The reason we don’t do it isn’t because it’s hard or complicated, the reason we don’t do it is that we haven’t taken the time to stop in our tracks and absorb this information.

When you read that it took someone 10 years to become an overnight success, we nod our head with understandment. However, do we really know how much 10 years is? If you go back 10 years ago, there was no Instagram or Snapchat. Have you really taken the time to think about what this information means? I know I didn’t for a long, long time and that is why my life was on stand-by.

Only when I took the time to stop and think about the information I just read was I able to absorb what it means in its entirety. And I want you to do the same thing right now with the one shown above. I will repeat it here: By reading 20 pages a day, you can read 47 books in a year. Let it fall in, absorb it fully. Understand and internalize it. Feel it like it’s happening right now, like you’re holding a book in your hands and being sucked into the story. Now, you are ready for the next step.

“To read without reflecting is like eating without digesting.” – Edmund Burke

Every journey starts the same way – with a single step

Now that you’ve absorbed this mentality of life being a marathon and not a sprint, now it’s time to prove it (to you). You should take upon reading 20 pages of a book every single day and do it for one year. After a couple of months, you will start noticing a change happening in the way you hold yourself and you will be more knowledgeable.

It’s time to take the thing you already know and make it a reality for you. We are the people who make their dreams come true no matter what stands in front of them. Always remember, the first obstacle toward your dream life is always you. It’s time to move it.

What’s the best book you’ve read this year and why? Let us know in the comments below!

Image courtesy of Twenty20.com

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Success Advice

How To Make People Feel Your Emotion So They Will Hire You For Anything.

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Image Credit: Unsplash

Do you want to know how to get hired to do almost anything? You have to make people feel your emotion.

You can have experiences, connections, money, and a family that supports you. Yet without your emotion, you can’t move people to cut off all the other options and back you!

The way to win and be hired for almost anything is to put massive amounts of emotion into it. You want your audience to feel your emotion and not judge you based on society’s standards of a resume.

Emotion defeats all other criteria when it comes to hiring. The thing is, you’ll never be told that. No one is ever going to tell you that. That’s because the human spirit tells us to choose based on emotion.

Choose emotion and you will be chosen.

Here’s how to make people feel your emotion so they’ll hire you for almost anything:


Prepare a paragraph beforehand.

Last week, I had the chance to be hired for something extraordinary. Over-preparing never seems to work well, because then everything becomes scripted which only makes you more nervous.

Instead, I prepared a paragraph (call it a speech if you will) to say to the people I’d be meeting. Before writing this paragraph, I watched a video of a man that has had every health challenge you could imagine.

The video made me very emotional and I immediately used that raw emotion to write

Having a few lines to use during a pitch will help you bring out that emotion. You’ll have a trigger point to use, that will become the basis for making people feel your emotion too.

I’ll share my paragraph with you at the end of this post.


Tie back the opportunity to an emotional moment in your life.

In my pitch to get hired for my dream career, I talked about my near miss with cancer, several bad breakups and leaving behind a business I co-founded.

While in front of them, I mentioned these important moments in my life to make the audience I was pitching to feel the emotion of what I’d gone through in my past.

“I wanted them to feel the emotion of my journey and use it as inspiration for their own. Even if I didn’t win the gig, at least I would have made a difference and that’s how you get remembered”

To me, it is the very act of remembrance that can be used to your advantage when there’s another opportunity in the future. If it holds true, then you will be first on their list.


Lead with inspiration.

In these situations, I try to imagine giving a speech to a room full of people that are terminally ill and don’t have long to live.

How would I want them to leave this world?

What difference could I make on their last day?

Out of all the tools you can use to make people feel your emotion, the best one from my experience is inspiration. There’s so much negativity in the world. The quandary in that is that a lot of the time, all any of us want is to be inspired.

“Even if it’s just for a moment, that brief encounter with inspiration seems to make us think differently — and more importantly, act differently”

Choose inspiration. All of us want to be inspired, whether we admit it or not.


Don’t hold back.

Forget about how you might come across and give it your everything.

Show every ounce of yourself and appeal to their human spirit through emotion. Be vulnerable, bold and present the biggest vision you can.

Everyone else you’re up against will probably do the opposite.

People can’t feel your emotion unless you put your heart and soul into it. You have to try hard at this. It’s not easy to disrupt people’s thought patterns and make them feel something.

The moment the audience feels you’re holding back or not telling them everything, it puts up a barrier between you and them. You can’t see this barrier, but it exists.

Remember, you have nothing to lose. You can give it all you’ve got and try to get them to feel your emotion, or you can hold back and risk being ordinary and getting less than desirable results.

The people that inspire and make us feel their emotion don’t hold back.


Pretend it’s your last shot. Act as if it’s your legacy.

I always communicate to people that may want to hire me like it’s my last shot. I think of everything in my life and career as a legacy. You should too.

When you enter a room and have to sell yourself, pretending it’s your last shot changes the way you communicate.

Connecting your thoughts, emotion and words to your legacy gives you an unfair advantage.

“Legacy reminds your mind about death and that’s the best ‘in the moment’ motivation you’ll ever need”

You’ll say things you never thought you’d say in front of other people. You’ll show how badly you want the opportunity that’s being presented. You’ll come across driven, motivated and inspired.

Acting as if it’s your legacy makes you feel like you’re becoming someone you’d hope to be in the future.

Think about the end of your life and then work backwards to the moment you’re faced with right now where you have to convince people to hire you.

This counter-intuitive process helps put you in a state of flow where you transcend all your limitations, beliefs and everything that everyone has ever told you that you can’t do.

In other words, linking to your legacy gives you confidence and belief in yourself.

Using all of the points I just mentioned, here’s a real-life example of a paragraph I prepared for an interview last week:

You want me not for endless meetings.

You want me not to bitch about other departments within the business.

You want me because I’m going to do something great. You can see it in my eyes right now.

I can change how people think.

I can inspire millions of people and I’ve demonstrated that already.

I can lead.

And, I can build relationships better than anyone you’ve ever met.

Most of all, I’m never going to give up. You can’t knock me down or defeat me. There will be obstacles. Some may give up — but not me.

If I can survive a near miss with cancer, multiple bad breakups, and leave a multi-million-dollar business behind, then I can do this role.

Regardless of whether you hire me for this opportunity, you will remember me. I believe I can come to this business and make a massive impact. The bottom line is this:

If I can change the world through this company and social media, then here I am.

That — ladies and gentlemen — is how you make people feel your emotion and get hired to do anything. Go out there and try it for yourself.

<<<>>>

If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on timdenning.net

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Success Advice

3 Destructive Habits That Are Holding You Back From Success

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destructive habits
Image Credit: Unsplash

You want to wake up at 5 a.m., do the work that matters, and realize your vision. You want to be the heavyweight champion of your craft, dominate your industry, and achieve massive success.

You want to achieve all of that, but there’s a problem. Anytime you come up with an idea, a nagging voice deep inside your psyche whispers through the corridors of your mind that you’re not capable.

So you put off your idea, cower in fear, or maybe blame others for your plight. The thing is, you need to check in with yourself. Deep inside, you have some destructive habits that are holding you back from pursuing your goals and achieving success.

Let’s explore them and give you some tips to counter them head-on.

1. Self-doubt

One of the worst things you can do is develop the habit of self-doubt, the tendency to distrust everything about yourself. It’s not that you hate yourself or your capabilities, it’s just that you question yourself, your judgments, and your actions. Whenever you plan to give that speech or launch that business or initiate that tough conversation, something deep inside you whispers, “You can’t do it.”

And you listen to that inner voice and bury your ideas in self-doubt. Your self-doubt is your biggest enemy. If you don’t counter that habit with all your might, it will hold you back from reaching the mountaintop, achieving your potential, and succeeding in your life, in your business and in your career.

The way to break through this chain of self-doubt is simple. Anytime you hear that voice weighing you down, tell it, “No, I can do it. I can make it happen.” Don’t ignore the voice, because it will talk to you again. Just have a ready-made response, and take the necessary action to prove it wrong.

“I didn’t get there by wishing for it or hoping for it, but by working for it.” – Estée Lauder

2. Blaming others for your failures

Another ugly habit many of us have is we often blame others for our own failures. In my first startup, I was determined to succeed. I woke up every morning and worked for about fifteen hours a day, writing, emailing prospects, promoting my services on social media, optimizing my products. But after about a year, I still didn’t have enough customers and I quit.

However, I put all the blame on my competitors. “There are simply too many people doing the same thing I do,” I concluded. “That’s why I failed.” Is that the true reason for my failure? No. I failed because I was not targeting the right customers, my product was inferior, or my marketing did not appeal to my prospective clients.

The best way to change this habit is to be very critical of ourselves. I know, it is not that simple. We can easily be critical of others, but not of ourselves. Still, we have to try to build the habit if we want to succeed.

You have to question your decisions, scrutinize your actions, and change course. If what you’re doing is not working, then you’re not doing the right thing. You have to try something else and stop blaming others for your failure.

3. Multi-tasking

What’s wrong with multi-tasking? Think about this, you’re eating lunch while checking your social media feed, and your laptop is on your lap open to a client’s project. Suddenly, a prospect emails you. You read the message, reply to them, and then get back to your other tasks.

You’re multitasking, doing many things at a time. However, you’re not investing your undivided attention in any particular area. That’s what’s wrong with multi-tasking. Your productivity level decreases by 40 percent when you focus on more than one thing at the same time. Your IQ also decreases by ten points when you multi-task, according to Peter Bregman of Harvard Business Review. The multitasking process actually consumes much of your time, and it’s stressful.

You need to cut that unproductive, destructive habit out. How? By working in the wee hours of the morning before your social media feeds begin to buzz, your friends start calling you, and your kids wake up. Next, silence your notifications as you work. That way, you can focus on your work without the distractions.

“Challenges are what make life interesting and overcoming them is what makes life meaningful.” – Joshua J. Marine

Finally, set a deadline for yourself and stick to it—so you’ll have the discipline to concentrate on the project and the resistance to divert your attention away from other things. It worked for me, and it will work for you, too. The idea is to do whatever it takes to stop or minimize multitasking so you can pour your heart and soul into one project, and execute it flawlessly.

To become the heavyweight champion of your industry, start replacing your bad habits with good ones. Beat your self-doubt with self-confidence. Stop blaming others and start taking responsibilities. Stop multitasking and start focusing on one task. Then, watch as your success blossoms.

What habits are holding you back? Comment below!

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Motivation

5 Daily Habits to Remain Highly Motivated

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daily habits
Image Credit: Unsplash

While some of us can naturally maintain a relatively high constant level of motivation, others find it more difficult. This is actually a normal fact of life. After all, the beauty and richness of life is in our attempt to reconcile and manage our different states. (more…)

My name is Bachir Bastien. Being the sparkle that will ignite the fire of possibilities in as many people as possible is how I define myself. I was born and raised in Haiti by my mother. My life has been a struggle since conception. I decided that I was going to use my stories to empower others. These experiences may have been lemons, but I can use them to make sweet lemonade. This is what I have decided to do. That became my life purpose. My first name Bachir means messenger of good news in Arabic; I have been doing just that for the past two years here in Taiwan through articles, workshops, seminars and speeches. I have seen students changing behaviors, increase in confidence, watched students conquer stage fright, etc. This in turn gives me the unwavering certitude that I can empower more people.

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6 Comments

6 Comments

  1. frank

    Aug 6, 2013 at 3:48 am

    This is truly motivating!

  2. Internet Business Kick Start

    Jul 19, 2013 at 7:32 pm

    As Napoleon Hill said so succinctly, a burning desire coupled with a definite major purpose is the true recipe for success.

  3. Jim

    Jun 22, 2013 at 7:04 pm

    Writing goals down and articulating them each day further internalises the goal to position ones self for the inevitable success

  4. Admin

    Jun 20, 2013 at 7:56 pm

    As it’s been said many times…write down your goals and put them somewhere you can see them EVERYDAY…eventually you’ll take action and those goals will become a reality!

    And as always, never try to re-invent the wheel..just learn to how to take what has worked for someone else and then duplicate their success!

  5. Theshef (@TheShef)

    Jun 20, 2013 at 12:39 pm

    Keeping your goals simple and in front of you is absolutely essential to your success! Don’t complicate, just create and execute!

Leave a Reply

Your email address will not be published. Required fields are marked *

Success Advice

5 Ways a Young Salesperson Can Excel in Their Role

Published

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young professional
Image Credit: Unsplash

Sales is a great first job to get out of college for the lessons it teaches. A new salesperson quickly experiences rejection, learns they are not as good as they thought they were, and gets a real understanding that their path is not going to be an easy one.  The market chews them up and spits them out, and there is very little they can do about it.

I can say this because I recently completed two years of sales experience and learned these lessons the hard way. To find a semblance of success, I had to set my ego aside and modify my expectations.

This introduction to sales taught me five lessons that helped me overcome roadblocks, penetrate gatekeepers, and settle into the workforce:

1. Education Doesn’t Equal Performance

Like most recent graduates I felt prepared to conquer the world right out of college and was confident I could understand anything I set my mind to.  Fresh off the high of achieving my academic goals, I realized within days that there was a small problem – the skillset did not translate.

As great of a job formal education does to expand your mind and teach you new thought patterns, it is very theoretical. When it comes to practically applying that knowledge, young professionals often find themselves underprepared.  This disconnect is a result of the way their performance is measured – A student is evaluated based on a test, which is predictable and objective.

A salesperson is evaluated on their sales numbers, which has a lot of built in unpredictability.  On top of that, the execution of a sales call is much more difficult to objectively quantify. Due to this, when a young professional first finds themself in a sales environment, they are vulnerable to their inexperience in that setting and their performance suffers.

A technique that helps me be more confident in this new arena is role-playing.  Simulating an unpredictable environment has been a great exercise for me because it has provided me with experience in this new setting.

2. Know How to Be Old-Fashioned

A fundamental part of sales is meeting your customer at their level.  Young salespeople often come across targets who prefer traditional business practices and struggle with selling to them.  Choosing to match a customers’ old-fashioned demeanor helps relate with them because it aligns with how they are accustomed to doing business.

A few things that worked for me. First, whenever possible, I choose to write things down with pen and paper.  This action resonates with customers who are slower to adopt technology. On top of that, following up with hard copies may better meet your customer’s expectations and fit into their decision making workflow.  

Along with taking written notes, I also make a point to overdress for the occasion, arrive early, be clean-shaven, and use titles when addressing people. Taking steps to be old-fashioned is conducive to doing business with tenured customers because it works against the prejudices the customer might have about millennials.

“A smart salesperson listens to emotions not facts.”

3. Understand Emerging Technology

Today’s young professionals grew up in the exciting age of the digital revolution. This means that young salespeople are expected to be early adopters of new workplace technologies and have a high technological competency.  While it is true that young professionals may have a better intuition for the technology, it still takes a good deal of additional work to be informed.

I quickly realized not only that I should pay special attention to the latest workplace tech, but that I needed to proactively learn it to meet expectations. As expected I became the default resource whenever there was a technical issue or question, and in an operating room setting, it was a particularly important role to hold.

I used this responsibility to my advantage by taking it as an opportunity to be valuable. I spent additional time learning the nuances of the technology so that I was confident in my execution when people turned to me for answers. As a young salesperson it is important to understand others’ expectations of your technological competency because any opportunity to add value is a sales opportunity.

4. Constant Judgment

Young salespeople are very affected by this – there is an association between youth and immaturity in the workplace, and colleagues pay close attention to the behavior of their younger counterparts.  I concede that this connection between maturity and years might be fair, and as a result young professionals are given a different threshold for how much their behavior will be tolerated.

I understand that there is a fine line between personal and professional settings after hours, but it is best practice for young professionals to be conservative to avoid negative judgment in casual settings. When I am around coworkers I always try to stay “turned on,” meaning that I take precautions to act appropriately. I limit my drinks, defer contentious conversational topics, and avoid workplace controversy and gossip. It is part of our reality that young professionals need to come to terms with.

However, judgment exists differently in a professional setting. Instead of being evaluated on the appropriateness of your behavior, young professionals are judged on their competency and ability to contribute. The most effective way to be viewed as a positive contributor is by displaying confidence, both in the quality of your work and in the way you carry yourself.  

“Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell

5. Own Your Youth

A young salesperson should definitely use their age to their advantage. Young professionals offer a unique perspective, skill-set, and way of operating that is invaluable to any business.  Leaning into those qualities is the best thing a young salesperson can do because it offers a truly unique value proposition.

If employing this, it is first critical for a young salesperson to address their age and be transparent about their experience level before being exposed of it. This approach disarms customers by handling their first objection without them having to ask it, and conveys respect through humility. I have found customers are much more receptive to hearing my message after ground-rules have been set and this deference has been established.  

Also, something young professionals should leverage is their colleagues’ interest in their exciting young lifestyles. What works particularly well is using major life events to build rapport and relate to customers. Talking about buying a house, getting married, or having a child begins a conversation that becomes an opportunity to advance the relationship.

What techniques have you incorporated in your sales routine that have helped you get your message heard?

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Success Advice

The One Mindset Change That Helped Me Read 47 Books in a Year With Ease

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Image Credit: Twenty20.com

There is an elusive truth about life that we tend to miss in today’s world. Everything is moving so fast that we don’t have time to stand still and truly absorb the information we receive. We skim through articles like we skim through relationships, always searching for a better one in a sharper form. That is the way the majority of the world operates today. We must be people who take control over their lives and implement their dreams no matter who or what stands in front of them.

To do that, we must be willing to learn, change, and adapt our models of reality and here is one that ultimately changed the way I see life as a whole. The one mindset shift I made that changed my entire life is that life isn’t a sprint, it’s a marathon and here is what that means.

How to read 47 books in one year with ease

I used to live in a fast-paced world as you did and I was going haywire. My health was deteriorating fast and my mental state wasn’t far behind. What was even worse is that my results weren’t getting any better. Here I was, working 20 hours a day, mentally stressed out and having physical manifestations of stress and yet, my results were horrible. I knew I needed to change something and it needed to happen fast.

That is when I discovered the compound effect and it completely blew my mind. It basically means that you take small actions every single day and they give interest over time. And those interests compound over time if you keep doing small actions. I thought this was the solution to all my problems but I had to test it out. So I tried reading 20 pages of a book every single day, hoping I would manage to prove to myself that this works for me.

Reading only 20 pages a day compounded into 47 books just one year later and I managed to prove to myself that life really is a marathon, not a sprint. But all of this sounds easy when I tell it like this- I want to show you the work that went into reading these 20 pages a day.

“The more that you read, the more things you will know. The more that you learn, the more places you’ll go.” – Dr. Seuss

How it really looks like

Imagine getting back from work tired from all the daily chores and tasks. You grab some food, sit down on your couch and want to eat while watching TV. However, then you remember, “Oh damn, I forgot to read 20 pages of a book today.”

So you eat fast, hop from the couch to grab your book and start reading. 30 minutes later, done!

And that is day 1/365 done. You need to do this for 364 more days (at least). I am telling you this because I want to emphasize that even though this is easy and simple to do, most of you don’t do it. The reason we don’t do it isn’t because it’s hard or complicated, the reason we don’t do it is that we haven’t taken the time to stop in our tracks and absorb this information.

When you read that it took someone 10 years to become an overnight success, we nod our head with understandment. However, do we really know how much 10 years is? If you go back 10 years ago, there was no Instagram or Snapchat. Have you really taken the time to think about what this information means? I know I didn’t for a long, long time and that is why my life was on stand-by.

Only when I took the time to stop and think about the information I just read was I able to absorb what it means in its entirety. And I want you to do the same thing right now with the one shown above. I will repeat it here: By reading 20 pages a day, you can read 47 books in a year. Let it fall in, absorb it fully. Understand and internalize it. Feel it like it’s happening right now, like you’re holding a book in your hands and being sucked into the story. Now, you are ready for the next step.

“To read without reflecting is like eating without digesting.” – Edmund Burke

Every journey starts the same way – with a single step

Now that you’ve absorbed this mentality of life being a marathon and not a sprint, now it’s time to prove it (to you). You should take upon reading 20 pages of a book every single day and do it for one year. After a couple of months, you will start noticing a change happening in the way you hold yourself and you will be more knowledgeable.

It’s time to take the thing you already know and make it a reality for you. We are the people who make their dreams come true no matter what stands in front of them. Always remember, the first obstacle toward your dream life is always you. It’s time to move it.

What’s the best book you’ve read this year and why? Let us know in the comments below!

Image courtesy of Twenty20.com

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Success Advice

How To Make People Feel Your Emotion So They Will Hire You For Anything.

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Image Credit: Unsplash

Do you want to know how to get hired to do almost anything? You have to make people feel your emotion.

You can have experiences, connections, money, and a family that supports you. Yet without your emotion, you can’t move people to cut off all the other options and back you!

The way to win and be hired for almost anything is to put massive amounts of emotion into it. You want your audience to feel your emotion and not judge you based on society’s standards of a resume.

Emotion defeats all other criteria when it comes to hiring. The thing is, you’ll never be told that. No one is ever going to tell you that. That’s because the human spirit tells us to choose based on emotion.

Choose emotion and you will be chosen.

Here’s how to make people feel your emotion so they’ll hire you for almost anything:


Prepare a paragraph beforehand.

Last week, I had the chance to be hired for something extraordinary. Over-preparing never seems to work well, because then everything becomes scripted which only makes you more nervous.

Instead, I prepared a paragraph (call it a speech if you will) to say to the people I’d be meeting. Before writing this paragraph, I watched a video of a man that has had every health challenge you could imagine.

The video made me very emotional and I immediately used that raw emotion to write

Having a few lines to use during a pitch will help you bring out that emotion. You’ll have a trigger point to use, that will become the basis for making people feel your emotion too.

I’ll share my paragraph with you at the end of this post.


Tie back the opportunity to an emotional moment in your life.

In my pitch to get hired for my dream career, I talked about my near miss with cancer, several bad breakups and leaving behind a business I co-founded.

While in front of them, I mentioned these important moments in my life to make the audience I was pitching to feel the emotion of what I’d gone through in my past.

“I wanted them to feel the emotion of my journey and use it as inspiration for their own. Even if I didn’t win the gig, at least I would have made a difference and that’s how you get remembered”

To me, it is the very act of remembrance that can be used to your advantage when there’s another opportunity in the future. If it holds true, then you will be first on their list.


Lead with inspiration.

In these situations, I try to imagine giving a speech to a room full of people that are terminally ill and don’t have long to live.

How would I want them to leave this world?

What difference could I make on their last day?

Out of all the tools you can use to make people feel your emotion, the best one from my experience is inspiration. There’s so much negativity in the world. The quandary in that is that a lot of the time, all any of us want is to be inspired.

“Even if it’s just for a moment, that brief encounter with inspiration seems to make us think differently — and more importantly, act differently”

Choose inspiration. All of us want to be inspired, whether we admit it or not.


Don’t hold back.

Forget about how you might come across and give it your everything.

Show every ounce of yourself and appeal to their human spirit through emotion. Be vulnerable, bold and present the biggest vision you can.

Everyone else you’re up against will probably do the opposite.

People can’t feel your emotion unless you put your heart and soul into it. You have to try hard at this. It’s not easy to disrupt people’s thought patterns and make them feel something.

The moment the audience feels you’re holding back or not telling them everything, it puts up a barrier between you and them. You can’t see this barrier, but it exists.

Remember, you have nothing to lose. You can give it all you’ve got and try to get them to feel your emotion, or you can hold back and risk being ordinary and getting less than desirable results.

The people that inspire and make us feel their emotion don’t hold back.


Pretend it’s your last shot. Act as if it’s your legacy.

I always communicate to people that may want to hire me like it’s my last shot. I think of everything in my life and career as a legacy. You should too.

When you enter a room and have to sell yourself, pretending it’s your last shot changes the way you communicate.

Connecting your thoughts, emotion and words to your legacy gives you an unfair advantage.

“Legacy reminds your mind about death and that’s the best ‘in the moment’ motivation you’ll ever need”

You’ll say things you never thought you’d say in front of other people. You’ll show how badly you want the opportunity that’s being presented. You’ll come across driven, motivated and inspired.

Acting as if it’s your legacy makes you feel like you’re becoming someone you’d hope to be in the future.

Think about the end of your life and then work backwards to the moment you’re faced with right now where you have to convince people to hire you.

This counter-intuitive process helps put you in a state of flow where you transcend all your limitations, beliefs and everything that everyone has ever told you that you can’t do.

In other words, linking to your legacy gives you confidence and belief in yourself.

Using all of the points I just mentioned, here’s a real-life example of a paragraph I prepared for an interview last week:

You want me not for endless meetings.

You want me not to bitch about other departments within the business.

You want me because I’m going to do something great. You can see it in my eyes right now.

I can change how people think.

I can inspire millions of people and I’ve demonstrated that already.

I can lead.

And, I can build relationships better than anyone you’ve ever met.

Most of all, I’m never going to give up. You can’t knock me down or defeat me. There will be obstacles. Some may give up — but not me.

If I can survive a near miss with cancer, multiple bad breakups, and leave a multi-million-dollar business behind, then I can do this role.

Regardless of whether you hire me for this opportunity, you will remember me. I believe I can come to this business and make a massive impact. The bottom line is this:

If I can change the world through this company and social media, then here I am.

That — ladies and gentlemen — is how you make people feel your emotion and get hired to do anything. Go out there and try it for yourself.

<<<>>>

If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on timdenning.net

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Success Advice

3 Destructive Habits That Are Holding You Back From Success

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Image Credit: Unsplash

You want to wake up at 5 a.m., do the work that matters, and realize your vision. You want to be the heavyweight champion of your craft, dominate your industry, and achieve massive success.

You want to achieve all of that, but there’s a problem. Anytime you come up with an idea, a nagging voice deep inside your psyche whispers through the corridors of your mind that you’re not capable.

So you put off your idea, cower in fear, or maybe blame others for your plight. The thing is, you need to check in with yourself. Deep inside, you have some destructive habits that are holding you back from pursuing your goals and achieving success.

Let’s explore them and give you some tips to counter them head-on.

1. Self-doubt

One of the worst things you can do is develop the habit of self-doubt, the tendency to distrust everything about yourself. It’s not that you hate yourself or your capabilities, it’s just that you question yourself, your judgments, and your actions. Whenever you plan to give that speech or launch that business or initiate that tough conversation, something deep inside you whispers, “You can’t do it.”

And you listen to that inner voice and bury your ideas in self-doubt. Your self-doubt is your biggest enemy. If you don’t counter that habit with all your might, it will hold you back from reaching the mountaintop, achieving your potential, and succeeding in your life, in your business and in your career.

The way to break through this chain of self-doubt is simple. Anytime you hear that voice weighing you down, tell it, “No, I can do it. I can make it happen.” Don’t ignore the voice, because it will talk to you again. Just have a ready-made response, and take the necessary action to prove it wrong.

“I didn’t get there by wishing for it or hoping for it, but by working for it.” – Estée Lauder

2. Blaming others for your failures

Another ugly habit many of us have is we often blame others for our own failures. In my first startup, I was determined to succeed. I woke up every morning and worked for about fifteen hours a day, writing, emailing prospects, promoting my services on social media, optimizing my products. But after about a year, I still didn’t have enough customers and I quit.

However, I put all the blame on my competitors. “There are simply too many people doing the same thing I do,” I concluded. “That’s why I failed.” Is that the true reason for my failure? No. I failed because I was not targeting the right customers, my product was inferior, or my marketing did not appeal to my prospective clients.

The best way to change this habit is to be very critical of ourselves. I know, it is not that simple. We can easily be critical of others, but not of ourselves. Still, we have to try to build the habit if we want to succeed.

You have to question your decisions, scrutinize your actions, and change course. If what you’re doing is not working, then you’re not doing the right thing. You have to try something else and stop blaming others for your failure.

3. Multi-tasking

What’s wrong with multi-tasking? Think about this, you’re eating lunch while checking your social media feed, and your laptop is on your lap open to a client’s project. Suddenly, a prospect emails you. You read the message, reply to them, and then get back to your other tasks.

You’re multitasking, doing many things at a time. However, you’re not investing your undivided attention in any particular area. That’s what’s wrong with multi-tasking. Your productivity level decreases by 40 percent when you focus on more than one thing at the same time. Your IQ also decreases by ten points when you multi-task, according to Peter Bregman of Harvard Business Review. The multitasking process actually consumes much of your time, and it’s stressful.

You need to cut that unproductive, destructive habit out. How? By working in the wee hours of the morning before your social media feeds begin to buzz, your friends start calling you, and your kids wake up. Next, silence your notifications as you work. That way, you can focus on your work without the distractions.

“Challenges are what make life interesting and overcoming them is what makes life meaningful.” – Joshua J. Marine

Finally, set a deadline for yourself and stick to it—so you’ll have the discipline to concentrate on the project and the resistance to divert your attention away from other things. It worked for me, and it will work for you, too. The idea is to do whatever it takes to stop or minimize multitasking so you can pour your heart and soul into one project, and execute it flawlessly.

To become the heavyweight champion of your industry, start replacing your bad habits with good ones. Beat your self-doubt with self-confidence. Stop blaming others and start taking responsibilities. Stop multitasking and start focusing on one task. Then, watch as your success blossoms.

What habits are holding you back? Comment below!

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