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Remember sales is a roller coaster ride that goes up and down. Don’t be too hard on yourself when you’re in the dumps. Keep grinding, hard work always pays off.

“Company loyalty” is a tool used by employers. Remember you’re just renting a seat. Don’t be afraid to make a move when a better opportunity comes.

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Detach from the outcome and remember you are not for everyone.

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Politics is everything. Learning who is who in the zoo is the best way to engage the change makers and career accelerators. This doesn’t mean be fake. It doesn’t mean pretend to be something you’re not. But genuinely connect with people, ask them thoughtful questions, truly connect with them and this process alone will open doors. If life is a game, so are the relationships that shape your career. Cheating won’t get you anywhere but strategic engagement will.

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1. Lead everything you do with the question “How can I be of value here?” Or “How can I help?”

2. Role plays in front of your peers suck but are necessary.

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I need to do better at 1, asking why I need to be in certain meetings and saying no to maximize my job output.

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Listening is everything. If you are able to quickly pinpoint a client’s needs and pain points and offer customized solutions that get to the heart of their issue, you not only gain a client’s trust and credibility, but you gain time. In Sales, these are golden treasures - use them wisely and you will go far.

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1. Asking questions is the only way you understand what your client really cares about, which is key

2. With that lead with value selling, it’s all about outcomes for your client and how you make the client and the company successful for what they care about with what you bring to the table

Sadly it’s Wolf of Wall Street where he says sell me this pen. Simple but it’s about understanding your clients needs not yours or what you have to offer.

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Pain points are everything

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Yes, they are.

Always keep your cool

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Find your clients indivdual driver for utilizing your solution. What will emotionally connect them to the value you bring them?

For example I have a customer that has to prove a certain level of return for the projects he completes. If I can give him an easy win he generally goes with it.

You can never know enough, always be willing and open to learning new things and refreshing old ideas. Adaption to change is key.

1. Don’t go into “professor mode.” You can always learn something from everyone if you listen rather than teach.
2. If you can live off of referrals, you’ll never work another day in your life.

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I don't know who needs to hear this, but I have a few former classmates and colleagues sweating over lateral interviews. Take a deep breath and relax.

First, doing these interviews does not define you as a person.

Second, take it one day at a time; if they are moving forward, they see something in you.

Third, remember that the people interviewing you are human beings. Connect with them, be personable.

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