The Essence of True Selling- and Why I Am a Lucky Man

I am a Lucky Man.

I have my health and amazing friends. I am dedicating this blog entry to one of my best friends, Michael.

I have known Mike for 28 years – we met in college and have been buds ever since. Mike is also a great sales professional and sometimes he doesn’t even know it, so I am going to remind him right now! Mike is also an inspiration to me and should be to all salespeople. He has learned – better than others – to successfully sell his most precious asset – himself. Mike lost his job as a senior banking executive almost 2 years ago. A victim of the times, he was not at fault; nor did he do anything wrong. It was just bad timing in an industry that was suffering. Mike left his previous employer with his head high. Mike spent the next 18 months filling his time “in search,” as the saying goes.

Mike filled his days with focused and energetic networking meetings, expanding his virtual team, following up and perfecting his personal value proposition. He also kept busy with his other passion – teaching.  Mike holds a position as an adjunct professor of business at a local university, which allows him an important outlet for his skills as well as helping others in career transition on a regular basis. He stayed in the community and as he has said to me many times “I get it now” when the topic of our conversations turned to the power of networking.

Mike became a great sales professional by following the steps of all great sales professionals. He knew his plan, he worked the plan, and he never wavered. His consistent research and  networking produced an even and robust pipeline of employment opportunities. He took each interview knowing what and HOW he would succeed, and he was excellent at articulating that vision. He closed every meeting with a suggested action plan AND he called shortly afterwards to ask for the job. Mike built his own “sales culture” and made it work for him. The final result – Mike is starting his new job on November 29th!

Mike – thanks for showing us all how to sell! I am proud to know you and be your friend.


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