Sales are a part of every position, regardless of the specifics of your career. Whether you’re an executive, a member of a project team, or going through an interview process, winning through negotiations is paramount to success in your career.

Sales in brief:

1.    Know what you want.  Set your intention for the outcome.

2.    Be open, friendly, and authentic.

3.    Listen more and talk less. Understand the needs of all stake holders. By being     attentive you will hear what people need. Note objections and make sure that your position addresses all relevant points.

4.    Ask questions. Find out information regarding the present situation as well as underlying issues. Remember the six questions of journalism – who, what, where, why, when and how. Discover how your point, product, or service will solve a problem for your audience.

5.    What are the benefits you offer? How will working with you, or hiring you, resolve key issues?

In all aspects of life, nothing happens until a sale is made.





Thanksgiving week is an excellent time to reflect on the bounty in our lives. It is a time to give thanks for our abundance.

To our clients and the candidates we’ve had the pleasure to work with over the years, we are grateful for your business. We love our work and it is a pleasure to work with you.

I’d like to personally thank each of you for reading Tip of the Week. We appreciate your feedback and comments. Our wish is that this is a valuable resource for you.

Daily we discuss career growth and staffing strategies with our clients.

There are three keys to creating more of anything you desire in your life.

1. Be grateful.
Make a list of everything you are grateful for. By feeling grateful you will

create more abundance.

2. Focus on the positive.
All situations can be perceived as positive or negative. By focusing on the

positive you’ll see more of what you’re looking for in any given situation.

3. Decide what you want.
Your homework is decide what you like and don’t like. Unhappy with your current   job?

Write down exactly what you want in your next position. Be as specific as possible. Include the industry, position, responsibilities, salary, commute and  anything else important to you.

Print copies of your notes and post them prominently where you will see them.

FEEL what it’s like to be in your perfect place. Make it happen!


Career maintenance is an ongoing process. It’s not your company’s responsibility to recognize how great you are and provide you with opportunity. Only you can control the direction your career takes.

The best way to gain power in your career is:

  • Have a clear vision of your goals.
  • Build a strong life-long professional network that expands with time.
  • Stay current in your industry.
  • Continue your education.
  • Take baby steps to lean in new directions.


“The sad news is nobody owes you a career. Your career is literally your business. You own it as a sole proprietor. You have one employee: yourself. You are in competition with millions of similar businesses: millions of other employees all over the world. You need to accept ownership of your career, your skills and the timing of your moves. It is your responsibility to protect this personal business of yours from harm and to position it to benefit the changes in the environment. Nobody else can do that for you.”

Andrew S. Grove
Former CEO, Intel




Carly Fiornia, former CEO of Hewlett Packard, spoke last week to the Los Angeles World Affairs Council while promoting her new book. Here are some of the points she discussed regarding leadership:

Leadership is:

  • All about people.
  • Seeing the possibilities other don’t see in people and situations.
  • Making a positive difference in the communities we serve.
  • Being a change agent, even when change is resisted, usually because of fear of changing the status quo.
  • A balance of humility and courage.

During Q&A an audience member asked Carly where she sees the role of technology will continue to play in shaping our world. Her response was that companies are either leading or lagging in a global economy. Growth areas will include anything digital, mobile, portable, or personal.

Where do you see yourself, or your company, in this new 21st-century paradigm?

Are you innovating and leading? Or lagging behind?