SULLY'S TOP 10 TIPS
1. Put your heart into it
When you truly believe in something and put your heart into it 100%, then you are the genuine article. You can‘t fake the genuine article. It's easy to spot a fake or a phoney. Be true to yourself and the rest will follow.
2. Be passionate
For the most part, people love passion. Your level of passion will determine your level of success. Make eye contact, get excited, be informed, tune into your environment, and go the extra mile to make your project great, not good, GREAT!
3. Don't sell me, tell me!
Remember that time when you went somewhere, did something, or bought something and you just had to tell your friends about it? Did you ever notice how they wanted the same experience? You weren't selling them, you were telling them. Tell your story, tell the story, make it authentic, be descriptive, use your hands, notice your body language, and be enthusiastic. Nobody likes to be sold a story, but everyone loves to be told a good one. If you tell your story, people will love you even more for it. Don’t forget, everyone and everything, has a story.
4. Know when to stop
This is a tough one and one I'm guilty of ignoring. I've been told I have verbal diarrhea since the age of 4. People have said I love the sound of my own voice. It's not true, I just don't know when to stop. I have never liked the "awkward silence", but trust me, when you stop talking someone will fill the void. Effective listening is an art form and most people don't know how to listen. Quit interrupting, giving advice. Some of the smartest people in the world are better listeners. Listen and learn!
5. Act like you don't need the money
Nobody likes a desperate person. Desperate people do desperate things. Never let people see you sweat. If you take your client out to dinner, be prepared to pick up the bill, even if later in the evening you have to go back and wash the dishes. As a kid pitching in London, I used to pull out a big wad of cash right before I asked for the money, right before the close. I used to say "I don't need your money". Truth be told, I did need it, but confident statements are disarming. Be confident, charismatic, control your destiny. Walk tall and do not take any crap from anyone.
6. Get educated
It's a fact knowledge is power. Get informed, study the competition, and experiment with new ideas. Figure out what does and does not work. In today’s, environment, with an expectation of instant, click of the button information you need to be prepared to answer any question. Be prepared to turn even the most complicated question into a reason to believe what you have is better than what anyone else has to offer.
7. Look the part
First impressions count. If you are going to talk the talk, make sure you know how to walk the walk. Dress to impress. You don't need to look like a schmuck or a millionaire. However, if you are going to dress like a business man then get a good suit, if you are going to wear a hat, then get the best original hat money can buy. If you are from Texas and want to look like a cowboy, make sure you wear the finest boots on the market. If you can't afford designer dresses, shoes, or a hand bag, pick one that will set you apart. Stand out in a crowd.
8. Be realistic
Make sure you check yourself. Look in the mirror and hope that you like what you see, that you like your own idea, that it is authentic, and that it has a realistic chance for success. Don't be ruled by emotions, be objective, and be selective. You need to be your own worst critic and learn how to spot your own bullshit.. Would you like you? If you inflate your own ego beyond realistic expectations something will break and you won't be able to deliver.
9. Do What You say You Are Going To Do
Flaky people are the worst. If you say you are going to be there, then be there. If you say it's going to be done by a certain date, then do it. Always deliver on time and under budget. The world is full of people who talk but do not do. When all is said and done, more is usually said than is done. Talk is cheap. Be a doer, not a talker.
10. Make people laugh
Everyone loves to laugh. It doesn't matter where you are from or where you live, laughter is the universal language. It knows no borders or boundaries. Live, laugh, and love. Learn a joke or two, work the joke into your pitch, make it relevant, and make sure it’s good-natured. Laughter is a valuable currency. Make sure you can laugh at yourself and let others laugh with you. If you can make people laugh, you can do anything. Take your self too seriously and no one will laugh. If no one laughs, nobody wins.
11. Be optimistic
Negative people and negative attitudes are soul destroying and will suck the life out of you and your ideas. The glass is ALWAYS half full! Don’t tell me why it can’t be done, tell me how we’re going to do it and when it’s going to be done. Be positive, imagine the process, picture the outcome in your head. Some of the greatest athletes in the world already picture the ball in the back of the net before they strike the ball. They don’t see the defenders, the goalie or jeering crowd as obstacles that are in the way, just obstacles that need to be overcome. I once heard someone say “It’s not waiting for the storm to pass that matters, it’s learning how to dance in the rain”. Learn how to turn a bad situation around and you can be unstoppable. One of the greatest things about America, is the positive, can do attitude. If you live here then the door is already wide open. It can be done, and you will do it, and don’t let anyone tell you otherwise.