-Zig Ziglar

I recently had a sales call that didn’t go as well as I would have hoped. The feedback I received from one of my associates was that I might have been a bit too enthusiastic. As I thought about my “performance” I thought about what I could have done differently. My first analysis was that I perhaps needed to better control that enthusiasm. But then I realized something…I really like what I sell and know it helps people.  I may never be able to fake apathy towards my products and services and I will never try to. And while I do believe it is important to match your customer’s emotions, I believe it is perhaps more important to show confidence and passion for what you are selling. Will there be a mope or two that you turn off…perhaps? But the positive emotions that you create will far outweigh the opportunities that you scare away. So this week, think of three things that you and your company do really well, get fired up about the benefits those things provide, and don’t hold back with those good vibrations! A lot more prospects will come to you than run from you!

Real integrity is doing the right thing, knowing that nobody’s going to know whether you did it or not.

- Oprah Winfrey

Do you notice a pattern in my weekly motivational quotes? I don’t do it on purpose it just sort of happens. It seems the greatest ones are about doing the right thing when nobody is looking. “So how on earth am I going to get that promotion if nobody even knows I am honestly and fairly outworking my peers and my competition?” you ask. Well don’t sweat it because you WILL get noticed…by YOU.

The more great things you do for the right reasons (noticed or unnoticed) the more you understand how valuable you are to your company. The first person that needs to believe is you. So this week, work longer hours, be more creative, come up with that solution, take that risk and surprise that customer. And don’t take short cuts to get it done.

By doing these things well, you will become more confident in your ability to perform at a high level. And once you believe in yourself, others will follow…and those barriers to “the top” will come crashing down.

“All people know the same truth; our lives consist of how we choose to distort them.” -Woody Allen

How do customers and peers see you? Or a better question may be, “Do they see you?” Well if you feel as if your talents, efforts and ideas are going unnoticed and it is driving you crazy, it’s time to do something about it! It’s time to distort any vanilla image that your customers and peers may have of you. It’s time to create a brand built on PRIDE that will distinguish you. So let’s get to work with these five simple branding steps:

1. P- ick a brand. Take 30 minutes this week in your office and make a list of what makes you so special. If you aren’t quite sure, ask family and friends. Chances are they know your brand better than you do.

2. R- eal Imagination creates memorable brands. Once you have identified your special talents, think of something BIG to do with them. Because by dreaming bigger than everybody around you, you brand yourself as somebody with BIG plans. Who would you rather hang out with…a bore or a dreamer? By the way, a dreamer and a great brander named MLK changed the world. But he had to get noticed first!

3. I will listen. There is no brand better than that of a “listener.” Become the person famous for listening and learning both in and out of the office and watch how quickly you get noticed.

4. D-eviate. Jazz up your emails with an image representing your brand. Bake a cake, write your tagline in frosting and deliver it to a customer. Make your brand part of your voicemail greeting. Whatever! Just create a brand that makes people smile and you will not be forgotten.

5. E-nthusiasm. Branding is about getting noticed. And people with enthusiasm get noticed. Once you determine your talents, set goals built on imagination, become a better listener and find ways to deviate, you must then sell your brand with enthusiasm. Which means you can’t be shy about it. Is there a risk it will be perceived as self-promotion? Maybe. But if you aren’t willing to promote the special qualities in you, who is?

So good luck! And if you need help, drop me an email at bsullivan@preciseselling.com. Because I specialize in “Creating Top Sales Performers in 20 Days or Less.” Hey, I told you I believe in branding!

To listen to Brian teach the five steps of branding with PRIDE on his weekly radio show, go to http://www.preciseselling.com/Radioaccess.htm. To find out more Brian’s corporate presentations, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.