IT TAKES PRACTICE TO BE A "PRO"
by Carleen Franklin
PROFESSIONALS COMMAND HIGH SALARIES, COMMISSIONS, AWARDS AND RECOGNITION.
To become and maintain status as a pro ball player (basketball, baseball, football--even soccer, golf, etc.) takes practice, practice, practice. A basketball player practices running, reaching, shooting...for hours...days....weeks at a time for years. A golfer practices green shots, getting out of the rough or sand trap over and over, and over for years....and then consistently even when he or she "has it made."
A successful professional identifies the skills needed for the chosen activity. In business, sales and public relations our tools are communication: words, tone of voice, and body language. Indeed, most of our happiness and success in life--personal OR professional can be attributed to "communication."
It has been said nothing happens until a sale is made. We sell ourselves on getting up in the morning, on going to work. We sell our young children on what to wear to school--even what to eat for breakfast.
Study the key words that will accomplish your goals.
Study the key moves to make.
We can learn the words and moves we need from the written or spoken words of other successful people. Open yourself to learn from them. The more successful people are, the greater is their willingness to share what they know and how they learned it. If you are "intimidated" by successful people, immediately adopt the attitude that they are pleased, delighted, and flattered when you ask for advice (especially when you are sincere and willing to act on that advice.)
Mentors and mentoring have long been recognized by successful people as having been instrumental in their success. Take advantage of all the help you can get. "Tag" along on a few sales calls, conferences, committee meetings--anywhere you are permitted to go--offer to be of help (remember not to participate in the conversation though, you can learn MORE with silence.) Most people actually do better when they have a "student" with them so you are doing THEM a favor too.
P R A C T I C E
USE THE ACRONYM "PRACTICE" TO CALL ATTENTION TO THE "LITTLE" THINGS THAT CAN MAKE A BIG DIFFERENCE IN YOUR PERSONAL SUCCESS.
P - PLEASE AND THANK YOU - frequently and to everyone. Use thank you notes, thank you phone calls, send flowers when appropriate.
R - RECORD THE NAMES OF EVERYONE YOU MEET - including secretaries
and other "support" personnel. These support personnel have
tremendous influence in their organization (in many cases, they
actually "run" the business.)
REMEMBER TO PRESENT YOUR OWN CARD WHEN MEETING OTHERS - if you
don't have one, get it as soon as possible --printed, not typed.
A - ACCEPT "NO'S" LIKE A PROFESSIONAL - when you make a suggestion
that is not accepted, keep the idea or presentation on file--
all things change - and frequently too! It may be a great idea
to you, but the other people involved see it from a different
point of view.
C - CORRECT NEGATIVE THINKING AND ACTIONS - be honest with yourself. PEOPLE ARE SUGGESTIBLE and when you are negative,
it is picked up.
T - THINK CONSTANTLY OF SUCCESS AND CONCENTRATE ON POSITIVES! Practice thinking, acting, and speaking positive in EVERY situation - personal and professional. (A PERSON RARELY CAN
SEPARATE PERSONAL AND PROFESSIONAL -(WE ARE ONLY ONE PERSON.)
TAKE RESPONSIBILITY by avoiding excuses for setbacks, "no's"
delays, etc. NEVER try to blame someone else even if it's the
truth. It lowers your prestige and simply is a waste of time.
I - INCLUDE YOUR FAMILY IN YOUR BUSINESS - share the good and the
"not so good." Let them know you appreciate their interest and
their support; and that you care about their thoughts and feelings in regard to your profession (and perhaps their livelihood, too.)
C - CONSISTENTLY CONTACT AND RE-CONTACT - in other words, NETWORK.
If you're in a promoting or "selling" situation remember these
statistics: Most sales are closed after the 5th callback.
48% call only once, 25% call back twice, 15% call three times,
only 12% call back more than 3 times and this 12% does 88%
of the business. THE MESSAGE IS CONSISTENCY AND PERSISTENCE.
E - ENTHUSIASTICALLY APPROACH EVERYONE - not just "favorites."
Always greet everyone with respect, kindness, and
consideration. To renew your enthusiasm with you have "run
out of fuel" or have had an "overload and blew your fuses,"
review your goals. Take time off to review what the alternative is to your current position or situation.
Usually that's enough by itself to renew your enthusiasm
and get you back on the practice tee or fairway for another
shot at your personal success.
E-mail: Carleen@okeechobee.com Tel: 863-763-0867. Fax 863-467-5359.
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