Whatever Your Job Title Is, Guess What? You're In Sales
“I will be a master of change, rather than a victim of change.”
Welcome to a Success Strategies Channel Podcast on TotalPicture Radio, with Peter Clayton reporting. With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete toolset for change-centric salespeople, including 101 secrets for growing sales and delivering high value to customers.
Brett argues that in 2010 and for the foreseeable future, careers, companies, and even entire industries will continue to undergo dramatic changes. In this environment, workers can no longer expect to do the same job for the same pay, year after year. To get ahead workers must be able to change, and perhaps more importantly, help their employers change and adapt to quickly evolving conditions.
11 MB Back to the headline, here's what one reviewer on Amazon.com wrote about Selling Change: "While I'm not directly engaged in sales per se (I'm a Software Architect) I often face the challenge of "selling" an out-of-the-box idea/architecture, or having to stand up as sole opposition to a "group think" style idea. Whatever the challenge is, influencing people to open up their mind and accept change is hard. Doing so while trying to sell them something for money is even harder :-) "
Workers can become masters of change and make themselves more valuable by welcoming new ideas with quick action and the confidence that change will bring positive opportunities and progress. This means cultivating a strong change temperament, which entails the following: a) Minimize or eliminate personal anxieties, traumas, and other emotional baggage that tend to be obstacles of high performance and adaptation, b) maintain healthy emotional stability, i.e. a positive attitude, c) welcome change with the confidence that they will prevail in the end, d) consistently and immediately take action to make positive progress e) be open to new ideas and entirely new ways of thinking, f) learn to manage and accept risk, because nothing is certain.
Brett Clay, a veteran of two decades in international sales and marketing management, is the founder and CEO of the innovative Change Leadership Group, a sales training company specializing in the areas of change leadership and business performance.
The number one question Clay has been addressing since the earliest days of his career has been: How can a business compete in a global marketplace where buyers have access to the best solutions at the most favorable prices? He confronted this challenge while serving as a product marketing engineer, selling computer chips into Taiwan, South Korea, and Singapore in the late 1980s. Over the years, he has also marketed and sold computer software, supercomputers, telecommunications equipment, and professional services. Through these high-ticket sales, he developed a deep passion for business value and leadership. After many years of managing and mentoring marketing and salespeople he developed his trademarked Change Leadership Framework®, the subject of his books.
He earned a Master’s Degree in Business Administration from Santa Clara University and a Bachelor’s Science Degree in Electrical Engineering from Colorado State University. He is also a certified Project Management Professional (PMP).
Resources
Change Leadership Group
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