Carson V. Heady's Blog, page 65
October 15, 2018
The Call That Changed My Career
Years ago, I received a phone call/voice message whose ramifications I never really considered until recently. In fact, I almost did not return the call.
Through unforeseen circumstances, I found myself on the job market and was sticking out a lot of feelers to find my next role. My first book had recently been published. I was interviewing with a few places and was into final interview with one organization between another individual and me. During that time, I received a voice message from someone looking to interview me; the organization name was vague and I did not immediately return the call.
I didn’t get the job I was to the final interview for – my background was in telecom and advertising and the role was in financial sales. The chosen candidate had a financial sales background. Initially a little upset, knowing I had to go back to the well, I considered options and gave that voice mail another listen. I did return the call and left a message.
Fortunately for me, the person hiring – the CEO of this small organization – called me back. He was affiliated with a rather large organization as a business partner. We interviewed and then I interviewed with his other business partners in subsequent weeks. I went on to take the role – which went well, until this group was purchased.
That said, during this experience I met a contact who led me to my next role. There, I made a contact who led me to my next role – at Microsoft. And – looking back – if I had never returned that phone call, I wouldn’t be where I am today. Furthermore, he revealed to me that the only reason he called me as opposed to the hundreds of other applicants who did not proceed was because I had done something unique: gotten a sales book published.
You never know what unique attribute you bring to the table will be noticed – so shine. In any way possible. And never fail to respond to every door knock – you never know which opportunity will be life- and career-altering.
May 15, 2018
23 Experts on Closing the Sale
Honored to be featured in this article! Here’s my blurb: “To close more sales during the appointment, be personable, do less talking than they do, and aim your focus solely on finding ways to add value – even if you do not see the immediate benefit. Customers become clients and relationships when there is rapport, trust and mutual respect; ask thoughtful questions and be genuine with respectful responses and suggestions. If you come across as sincerely trying to support and service, the temperature will be a lot more ripe for a customer to decide they want to change their way of doing things. Ultimately, you don’t sell them anything; they choose to change their behavior because of recommendations from a trusted source. You can become that trusted source by understanding their process, finding any weaknesses or gaps in it, and showing them that the risk to change is less than the risk of remaining status quo.”
https://www.homeprosuccess.com/23-experts-on-closing-the-sale/
May 4, 2018
May 3, 2018
The Value and Variety of Feedback
Getting feedback, especially constructive or critical of your efforts, can be hard. Do we react and try to correct what we deem unfair? Do we ignore it completely? Or do we look for pieces of it that we can absolutely apply and use as a growth experience to better our process?
Consider this: Feedback can also be challenging to GIVE – especially brutally truthful feedback. Some enjoy tearing others down, but there are nuggets of wisdom and truth even in the most hateful approach.
Do you wait for feedback to be given to you, or do you proactively solicit it?
In my younger, less effective days, I was less open to feedback. I wanted someone to recognize my efforts and tell me “great job” because I knew I was working hard and results were great. But I was not complete – I had yet to be forced to adapt and evolve and pivot and truly grow. One of my most critical career mindset shifts came when I not only became open to all feedback but I proactively went after it – for a different perspective, a unique approach, and learning from the people that have mastered their craft before me. We’re all a mix of the best practices we pick up around us. Don’t ever be afraid to change and don’t stop looking for ways to improve just because you don’t like the source or nature of feedback.
The Mary Poppins Career Philosophy
Mary Poppins said, “In every job that must be done, there’s an element of fun. You find the fun and ‘SNAP’ – the job’s a game!” This applies to multiple areas of life and career. Case in point: I’m not really a fan of going to the gym 2 hours every day at 4:30 AM. I sacrifice sleep and energy. That said, I do enjoy the comments from my wife about the results and I also like moves and music. I’ll stream shows while on the treadmill that I would not have watched otherwise in my female-dominated home. I come up with some of my best ideas in these times before the madness of my home and work roles sweeps me away. And I am prepared to face the day. Apply this to your life and career: do you hate cold-calling and prospecting? Challenge yourself or peers to a contest of some sort to ascertain who can drum up the most leads or if you can better your best prospecting day with a concerted effort. Change up your usual calling “script” – have fun with a unique approach and laugh with prospective clients. Hate the paperwork and admin stuff? Schedule a call with someone else on your team who may be part of the process and do it together. Crank up the music. Play a movie in the background. Add something enjoyable to everything you’re less than enthusiastic about and you’ll dread it less.
April 27, 2018
LAST DAY! FREE Amazon Kindle version of “Birth of a Salesman: Ultimate Edition” – 3 books in 1! Grab it for your Kindle/tablet/phone today!
LAST DAY! FREE Amazon Kindle version of “Birth of a Salesman: Ultimate Edition” – 3 books in 1! Grab it for your Kindle/tablet/phone today!
April 24, 2018
Self deprecation is endearing!
Self deprecation is endearing! Be humble in front of your audience, for they are always the most important part of the equation when you are working to gain trust and build a relationship. I’ve lived both ways; in my younger, dumber 20’s I had bombast and flair but real success is based on the value you add and the quality of relationships you are able to forge. Any relationship on the sales food chain (with a customer/client, business partner, peer, leader) only gets better when you are approachable, do everything you can to add value without focus on taking, and your primary missive is building consensus. Everything else will fall into place.
