Running with the giants:An MBA lesson for 90 cents

I was on my way home after dinner when I happen to bump into my former boss. He used to be a Microsoft MVP and a Director for Training and Technology for a Microsoft training partner. A great guy that he is, he joined Microsoft Singapore earlier this year as a Solutions Specialist for the Information Worker. This covers the Microsoft Office product range which also includes Office SharePoint Server. He’s a very busy guy and everytime I can get a chance to spend some time with him. I grab that opportunity. He was on his way to get some tea after a stressful day at work. I asked him about what he has been busy with and he started telling stories – lots of them. I’ve always learned something new everytime I talk to him. This time it was sales techniques and a few new acronyms in sales – the M.A.N in the MAN. M stands for Money. Does the person you are dealing with have a budget? A stands for Authority. Does he have the authority or even influence to make decisions about the transaction? N stands for NEED. Does he or his organization have a need for what you are offering? If any of these is not present in a sales engagement, then, it might be a waste of time.

My point here is that when we run with the right crowd, we tend to be like them. In this particular case, I instantly became a student of sales and everything that he can share with me during that span of time. That’s also the same when we hang around with the wrong crowd. Imagine trying to be with the top corporate executives just for dinner at an event. You’ll pick up a thing or two about how they think, how they act, and their perspectives. In the long run, you’ll eventually be like them. So, ask yourself today. How and where would you like to be in a year’s time? It’s time to consider realigning your goal to who you hang around with. And, by the way, that was a cheap lesson on sales strategy. A cup of Starbucks coffee is even more expensive

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