Throughout my sales career I have learned that you are either selling a widget, a concept or more importantly selling yourself every second, every minute, and every day of your life. My books, “Everyday Sales Wisdom for Your Life & Career” and “Bigger Than Sales How Humility and Relationships Build Career Success” explore what it takes to be successful not just in sales but in any career.

Let’s see "What’s Bigger Than Sales?"

How about building the positive relationships that lead to success in sales?

It is all about people! Building strong relationships through trust, respect, empathy, integrity, accountability and competence will drive career success.

What about amplifying your passion needed for elevating your relationships and sales?

I am truly fortunate that I found my passion early in my career, I honestly love what I do.  If you are still searching for your passion my advice is to keep a positive attitude, write down your goals, and be self-aware as doors open in your life and career.    I strongly advice working with a mentor.  Often mentors see something in us that can help guide you down the passion pathway.

Have you considered how important humility is to your continued success in sales?

Humility is a word that most people don’t associate with career professionals and sales.  I believe it is a key requisite in order to succeed.  We must always remain humble, even as we reach the most heightened positions of our profession.  It is as simple as treating people like they want to be treated. 

What are you doing to master the art of networking?

Networking is a lifetime project, a lifetime commitment, and a lifetime journey.  It is simply about meeting people.  Some basic networking tips at a business event are:

  • Have a firm handshake.
  • Make direct eye contact.
  • Hand out business cards and always ask for their business cards.
  • Be “the Great White Shark”— always moving, meeting people, and listening.
  • Work the room — never stop moving until you have met as many people as possible.

Are you focused on developing your personal branding?

Personal branding is a critical element to your success but in my experience, it is not something that employees are given training to develop.  Your personal brand equals your reputation. 

To develop your personal brand:

  1. Identify your core values, your passions, and your talents.
  2. Write your strengths down then add words that you think represent and describe your brand. Meet with mentors to determine your values and your brand. Look to friends and family to see what you do well or don’t do well.
  3. Be yourself. Sometimes as people begin developing their brand, they try to change themselves to fit into a brand that other people want.

Will you choose the right company to work for?

In developing your career, it is important to choose a company that is right for you.   Determine what values you are looking for in a company like integrity, fairness, ethical, treat you like adults, and family driven. Speak to other company employees as well as customers to see how they view the company.

Have you evaluated your work/life balance? How are you doing?

Work/Life balance is one of the most critical components in being successful and happy in life. Work/Life balance is a concept including the proper prioritization between work (career and ambition) and lifestyle (health, pleasure, leisure, family).

Chipisms were born one day while I was teaching at Ball State University. I was in one of my excitable, passionate moods, and I kept feeling the students were mesmerized about some of my idiotic thoughts and comments. Out of the blue I yelled, “I have a “Chipism” for you!!

Chipisms became life lessons that I wanted the students remember.  They are a part of my personal brand. 

Here are a few Chipisms:

  • “If You Solve A Customer’s Problem, You Have Them in Your Pocket.”
  • “It’s All About People.”
  • “It Is A Game of Chess.”
  • "Everyone Is in Sales.”
  • “You Find Mentors; They Do Not Find You.”
  • “Treat People Like They Want to Be Treated.”
  • “To Be on Time Is to Be Early.”
  • “Sales Is All About Preparation and Repetition.”
  • “It is Not What You Say to People It Is How You Say It.”
  • “Never Had A Job in My Life.”
  • “Business Is Always Personal.”

Chip Helm is a bestselling author, speaker, and mentor with more than 34 years’ experience in medical device sales. You can connect to more about Chip by clicking here.

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