BICSI Insider

BICSI Insider Volume 9, Issue 2

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I never thought I would be involved in sales, much less in an industry like ICT that is male dominated. I began my ICT career when I was a young, single mom as a result of a company downsize. I didn't know what to do next, but thankfully someone took a chance on me, and I never looked back! There are so many things I've learned over the last 20 years (has it really been that long?!), but the two most important lessons I learned are not to be afraid to ask questions and to be genuine. I likely drove my first boss crazy with so many questions, and I appreciate him for being so patient when I emailed him probably close to 45 questions a day! But if you don't ask, you will never know. After all these years, I continue to carry this inquisitive mindset with me. I still go into meetings where I don't know everything and that's okay because I've learned that no one wants to do business with a salesperson who acts like they know it all – trust me! Secondly, be genuine rather than "salesy." My authenticity naturally comes across when I ask questions and listen. In our business, it's important to be vocal, but to truly understand the needs of your customers and help solve their problems, you also need to listen. It's important to also be genuine in your responses, which includes knowing what to sell and what not to sell if the offering is not a good fit. As a relationship salesperson, I've built the kind of trust with my customers where I can actually call them friends. I've learned that people buy from people they like, and that they ultimately want to feel like you have their best interests in mind. This is true in sales and in all aspects of your life. A few years ago, when our company had an open sales position, I recommended a young woman for the role who had no prior sales or ICT industry experience. I referred her because I knew she had a sincere, authentic personality. You can learn what Category 6 cabling is, but authenticity cannot be taught. This individual has since turned into one of the best salespeople for my company, and I believe that's because she isn't afraid to ask questions and she's genuine. This is what her customers like about her, and it truly reflects in her sales. I can't promise that being genuine will lead to success in the ICT industry, but I can tell you that it certainly won't hurt. Above all else, being genuine will make you feel good about what you are doing day in and day out, and if you ask me, that's a win. More than Words from Women in BICSI "Be Genuine" By McKenzie Hughes, RCDD, Data Center Specialist, Siemon Share Your Story with Women in BICSI We want to hear from women in the ICT industry. Please consider submitting your brief story, anecdote, or advice for a future "More than Words" column. Email to wib@bicsi.org. bicsi.org/wib Page 25 COMMUNIT Y CORNER

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