Be real about what
you can offer, what
you do and who you
and honesty build
How does this relate in the business
world? What does this have to do with
teamwork? It has to do with our ability to
perceive others. What they need. What
they want. And to respect their different
personalities and styles—those differences
make the world go round and help to
create more effective teams. Think about
how you can be the person who sees the
personality dynamics and solves the problem. You’ll become indispensable.
When discussing teams, the supplier’s
“who” and “why” may differ from that of
the planner. But strong relationships are at
least as important in a supplier’s world.
Suppliers: Who’s on your team?
• Your sales team?
• Your support team?
• Other suppliers or alliances?
Why is it important for you to con-
sciously choose or acknowledge your
team? Perhaps your primary “why” is your
ability to build strong connections that
result in sales that will directly impact
your personal income as well as the bot-
tom line of the company. But there are
many other “whys.”
• How much easier is your life when you
have loyal customers that come back
and refer business instead of always
searching for a new sale?
• How much more enjoyable is your
day when you interact with people
• How much more rewarding is it to know
you are doing the right thing in helping
and serving others?
A tip from Shelley Williams (MPI To-
ronto Chapter), director of sales, eastern
region, for Caesars Entertainment: “Work-
ing in a ‘mobile sandbox’ (a mobile sales
environment separated by many states),
where there are few daily or shared tasks
between your team, individuals can feel
their successes are uniquely theirs—but
on the ;lip side, unfortunately, their ‘oop-
sies’ can be felt that way too, in an even
more drastic way. Without the social play-
ground nearby, their oopsies become a
lonely and un-nurturing environment
unless you can keep the sandbox alive,
available and encouraging. Encourage
communication, team competitions, team
strategies and projects. More importantly,
allow for peer help or peer ;ixes—let them
share their experiences and ;ixes, and
connect how their world resembles some-
Additional Action Insights and Steps
• Listen. You will stand out from other
suppliers if you practice the art of listening. Hear, process and con;irm that you
truly understand what the planners and
clients want and you will be remembered.
• Be real about what you can offer, what
you do and who you are. Authenticity
and honesty build strong bonds.
• Exceed expectations at every opportunity.
• Come from a mindset of abundance.
Many broken relationships come from a
competitive, clutching, team mentality.
Open your mind to the power of collaboration. Creative juices and long-lasting,
pro;itable unions will form.
• Continue the relationship with outstanding and value-driven follow up.
As a supplier in the MPI world I have
learned a great deal about the subtleties
of all that’s involved. There are times to
network and let people know what you
do, but the real relationships are built in
how you give. In contributing as a volunteer and offering your insight and expertise you’ll build a trust that would have
taken years if you remained only in the
Also don’t forget the power of our
“One of my pet peeves is when our
people use words like I, me and my—like
‘my client,’” says Terry Miller (MPI Middle
Pennsylvania Chapter), team leader with
PSAV. “I think it’s important to replace
those with us, ours and we. There’s a
distinct difference in thought process
when you alter your language. It’s a team
effort and an entire organization that
supports the client.”
Enjoy each interaction and those rela-
tionships will deepen and result in the
team and the sales you desire! Play along.
Enjoy the process and share your success
stories with me at heather@;irein; ive.com.
Be on the lookout for the next acticle in
this series: “The MPI Sandbox.” ■
little head turning as he thought about
what he could do to make sure everyone
got along in his world.
There was a time when he was playing
with a friend and a bully came over. This
bully called them babies and even threw a
ball into where they were playing, knocking over their sandcastle. My son’s friend
was angry and about to scream at the boy,
but then I witnessed something extraordinary: My son gently placed a hand on his
friend’s shoulder, calming him, while
asking the bully, “Did you want to play?
You can play but don’t knock over what
we’re building, OK?” They all played together for hours after that. He intrinsically
knew that the bully was looking to play
but didn’t know how to appropriately
communicate that message.