|By Cameron McCallum, Branch Manager at Eagle|
- At least once a day, by yourself or with your team, celebrate the hard work and victories accomplished. This is not excessive. At Eagle, we have a simple program set up where peers can recognize the great work that they do for each other on a daily basis. Talking about wins reinforces good practices and encourages continuous learning and improvement by hearing positive stories. We always hear about learning from your mistakes... how about the important lessons learned from your wins?
- Propagate those stories. As a sales person, this is a powerful tool I use to demonstrate to new or existing clients the good work my team is doing. When dealing with your existing clients, spend time during meetings to let them know the recent successes you've enjoyed while delivering service to their firm. Believe me -- they will hear about everything that goes wrong so it is important that you make sure they hear about what is going right. And if there are things that have gone wrong, there is nothing embarrassing about talking about how a problem has been fixed and turned into a win.
- It's not bragging! It's that Canadian thing again. People prefer dealing with a professional who is positive and proud of their record. Think of your own experiences when you have had the chance to evaluate a product or service. It is so much better to speak with somebody who is confident and proud to tell you about their success and it in turn gives you greater confidence in the product or service you are buying.
- Finally, and most obviously, if you want to accentuate the positive, you have to walk the talk. You can't make up success and if you want to tell good stories, you have to be committed to creating them.