SIX WAYS TO IMPRESS YOUR MANAGER

Most salespeople take pride in determining their own success. But even mavericks must report to someone. Here are six simple rules to help you make the most of your relationship with your boss:

1. Report frequently. Bosses like to know what’s going on at all times. Always hand in your reports and other paperwork on time. And look for ways to communicate informally, too.
2. Be candid. No one likes surprises. If you discover a problem pending, don’t try to sweep it under the rug. Discuss the situation - before your boss starts looking for someone to blame.
3. Be resourceful. Never use your manager as a dumping ground for problems. Whenever you report a problem, always suggest at least one solution.
4. Be straightforward. Honesty never hurts. So if you notice a policy or plan that doesn’t seem right, say so.
5. Be willing. You’re not going to win every time. If your boss overrules you, do the best you can to make the policy or plan work, despite your reservations.
6. Succeed. Last, but far from least: Salespeople who meet their goals and beat their quotas are the most likely to attract their boss’s positive attention.

- Adapted from Sales Manager’s Desk Book, Gene Garofalo. Prentice Hall, www.prenhall.com.

Creating Instant Rapport
Use this powerful strategy to gain instant rapport with any referred prospect: Just discover something your referral source likes or admires about the prospect. Then follow these two steps:

• Ask your source, "I’m curious, Jessica. What’s something you really like or admire about Jay?" Listen carefully to what she has to say.
• Tell your prospect, "Jessica Gustafson suggested that I give you a call. I have to tell you, you’ve got a real admirer in Jessica. She told me that you ...."

Then paraphrase what you learned from your source to build quick rapport and trust.

- Adapted from The Referral Coach, Bill Cates, www.referralcoach.com