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I had the pleasure of interviewing Debby Moorman, WTW Health and Benefits North America Leader.
Mo prompted Debby with a question asking that if she could record a business development tip and send it to her younger self, what would it be?
"That’s an excellent question and it would be hard to boil it down to just one tip besides, get rid of the 80s hair because it was not doing you any favors. I think the bottom line is, like many people, the idea of sales, can be very scary because it feels like we all naturally think of our worst consumer and sales experience. Sorry to pick on the used car guys, but they always get the brunt of it. You think of your worst experience and you think, “I don’t want to be that person.” Especially in my industry, we attract people who are technical experts. They are the best actuaries in the business. They are the nurses and physicians who are really amazing at popular health. They are project managers extraordinaire. Whatever it may be, they are highly good and like to be proficient. So you start to feel like sales is not your comfort zone, and I can’t be perfect at it. I’m not good at it so I don’t want to do it at all. I think advice to my younger self would be, take a breath, and realize it’s all about meeting people, learning about them, learning about their needs, and finding ways that you can be helpful. When you think about the opportunity to help people, to solve problems, I can’t think of anything else I’d rather do as a career than have a career where I’m helping people and solving problems. So my advice to my younger self would be, don’t freak out over the term “sales.” It doesn’t mean that you’re door to door like I did with my Girl Scout cookie business. You’re helping people. You’re solving needs, and it can be really fun. So have fun with it.”
Dive deeper into the conversation with Debby Moorman here.
The bottomline is the idea of sales can be scary because we usually think of our worst sales experience and extrapolate that to everything. Debby’s advice to her younger self would be to take a breath, and realize that it’s all about meeting people and getting to know them, then helping them solve their problems. What is one piece of advice that you would give your younger self?
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