I often use a DNA analogy when talking about the culture of an organization. Typically, the culture is so embedded, so ingrained into its people that it’s much like our DNA is to our eye color and personalities. It is the ONLY thing that sets us apart as humans—or as sales people—our unique DNA.
Changing the DNA in your workplace may be as difficult as altering it in your body…but not impossible. Scientists have made genetic engineering a reality; and you can make corporate engineering a reality as well. As an employee or as a consultant, doing extraordinary business as an individual can have an effect of change of cultural DNA within an organization beyond your wildest dreams.
Most companies have been doing things one way or the other for so long that it takes quite a shift to think and act differently. If you happen to be the individual who comes into their lives and does things so uniquely that YOU are the only professional your client think abouts when they need your services, then you’ve begun the mutation.
A couple years back as I was teaching a course on being memorable in your business affairs I developed a human anatomy analogy that helps to convey this point about being extraordinary in your business; from the very core of your being. Here are the basics:
Use your Head: Make a decision to be an expert. Be the best in your field. Be committed. Make a conscious effort to be this person every day.
Exercise your Brain: Think ahead. Be creative. Make it your goal to create better experiences for yourself and the people around you. Pay attention to detail and have systems in place that deliver—whether you’re on the ball that day or not.
Your Hair: Don’t spend time pulling it out…life’s too short. Let yours down every now and again and be a problem-solver not a worrier.
Your Face: Don’t lose yours. Stick to your principles and remember the importance of your reputation.
Use those Ears: Listen to your teachers—who sometimes are your customer & your co-workers. Be present in your listening and interaction with them.
Use your Eyes: Look both at the past and to the future. Experience and vision are both necessary to succeed. Look around you and pick up what you can with your eyes to keep you from using your mouth so often.
Use your Nose: Make time to smell the roses. Enjoy your career. Sniff out the problem areas in your process and be willing to make them better.
Your Mouth: Choose your words wisely. Think before you speak. With two ears and just one mouth, we probably should talk HALF as much as we listen anyway.
All of these principles are ordinary, but what makes the difference is that your entire BEING as you interact with others in the organization causes change; change for the better. As the list grew, so did the wholistic perspective, because when we are genuinely talking the talk and walking the walk, people are willing to invest in our story.
The most powerful salesperson is not good at selling anything, she is superior at being genuine to her core. Her core that is laced with constant reminders of her constantly changing, positively charged DNA:
Your Neck: Be willing to put yours out there—don’t get it cut off; but fight for what you believe in.
Your Shoulders: Again, be present for your clients. Be compassionate—don’t be afraid to carry your share of the load. Allow for a problem to rest on your shoulders. Know the issues and always be a part of the resolution.
Use those Arms: Don’t be afraid to roll up your sleeves—and reach out to others—people notice when you do!
Your Hands: Hold on tightly to your personal values and principles & your non-negotiables (things you’re not willing to compromise). Don’t let go for anything or any amount of money.
Your Fingers: Remember that we touch and affect people’s lives every day—good or bad. And with that long sharp nail at the end—be mindful of where you point it—or the blame.
Heart: Have one. Make it the final decision-maker in all of your business affairs. Lead your day with it. Wear it on your sleeve if you want to. Make your clients fall in love with you. Touch their heart with yours.
Your Legs: Are the means to progress and action. Shake one and make things happen!
Your Feet: They hold shoes…remember to get into someone else’s every now and then.
And for my final anatomical bit of advice:
“BE” as in human BEING! Be consistent! Be valuable! Be intentional! Be present! Be genuine! BE the positive change you see in your industry.