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Nice Professionals Outperform Their Colleagues

January 26, 2014
From Loan Officer Shellie Sexton

From Loan Officer Shellie Sexton

New research suggests the typical stereotype, of a driven professional who steps over others to meet his goals, is not the most successful in business. No- surprisingly, salespeople seen as givers are actually more successful and bring in 68% more in revenue than their counterparts, according to a recent study.

What do givers look like? They are colleagues who are willing to invest in others, mentor a new member, and share credit with others when praise goes around. They are salespeople who really listen to what their client is saying, ask questions, and put their needs before their own. Contrast that to takers who routinely ask for favors but don’t have to the time or desire to return them. Their aggressive style can pay off as they chase opportunities, but it can also cause broken friendships and working relationships.

Here are a few day-to-day ways you can be more of a giver than a taker.

Quick favors: Small gestures of helpfulness and kindness don’t have to take a lot of time, and they can have as big of an impact as larger ones. Write a short note of congratulations to a colleague who completed a project. Share praise aloud when you see a job well done. Offer to write a short recommendation or introduce two connections on LinkedIn. And most importantly, don’t expect to receive anything in return.

Adopt authentic communication: Particularly in sales, there’s a temptation to act like you know it all. You may want to be perceived as an expert, or you worry that saying, “I don’t know” will make you seem less qualified. The research shows that “powerless” communication, when you admit you’re unsure or seem tentative, seems more genuine and honest and actually produces greater results.

Plan your giving: There are only so many hours in the day, so you have to be intentional in who and how you are giving so you don’t become worn out or taken advantage of.  Be “others” focused, but don’t abandon your own goals in the process.

http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2013/12/are-you-wired-succeed

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