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[I38]I Like The Way You Look At Me
by Kevin Eikenberry, Kev

Of course all of these things are true. Further reading will lead us to articles about the “new world of work” and how our working lives are changing; that we are changing jobs more frequently, are expected to multi-task, taking less time off and being completely connected all of the time. All of these facts can lull us into a belief that there is nothing we can learn from workers of the past – that the world is so different that history doesn't hold valuable lessons for us.

This I don't believe to be true.

It is time for us to consider our careers, our productivity, our success and our satisfaction in a new – a new but decidedly old – way.

I encourage you to think of yourself as a craftsman.

A craftsman (for my purposes please consider this to be a gender neutral word) is a person who as always been seen as one who exhibited high levels of skill, and whose output was of exceedingly high quality. As you read this word you are probably thinking of certain types of jobs or even of particular people.

Regardless of your initial thoughts, there are some characteristics of craftsman that we can all learn from and aspire to, even if we think our work is very different from the work of the past.

The Characteristics

Craftsmen are consistent. You always know what you will get from a master craftsman. You can expect the details to be right. You can expect it to be right the first time. With a craftsman, your expectations are always met – and often exceeded. We can aspire to this level of consistency as well. If we have changed jobs or roles or companies three times in the last five years, this will be a harder standard to live up to, but it doesn't change the goal. Strive to be a model of consistency in your work.

Craftsmen learned from experts. In many cases they learned their skill or trade as an apprentice. While in some trades the apprentice process still exists, that isn't the case for most of us. This is a fact, but not an excuse. Your opportunity to learn from experts comes from finding a mentor or coach and learning from them and their experience to shorten your learning curve and increase your success. The process works for craftsmen, and it will work for you.

Craftsmen practice. Master craftsmen continue to practice their skill to find new approaches and ways to enhance the creativity and quality of their work. We too must practice our crafts regularly and purposefully. When we complete our daily work with a practice mentality, we are continually learning, rather than doing it by rote to get it off our task list.

Craftsmen develop remarkable skills. Their practice and focus leads a craftsman to a high level of skill. This is why we call them a craftsman! We will become more successful when we continue to build and invest in our skills. Don't use the excuse that your work changes too quickly. Too often today we settle for proficiency, rather than excellence. A craftsman continues to polish and hone their skills, because they have set their sights very high .. . and we should too.

Craftsmen's work is of the highest quality. Along with exceptional skill it is the quality of the work that sets a craftsman apart. It is the overall quality of their work that makes their work output desirable, it is what sets their reputation. What is your reputation based upon? Does the quality of your work correlate with the highest levels of quality? If not, why not? And if not, what will you do to change that perception?

Craftsmen have great pride in their work. My daughter looked at a painting on our wall last evening and asked who painted it. I pointed to the signature and explained that an artist always signs their work. Craftsmen and artisans take great pride in their work. They sign it. They back it up with their reputation. They re-do the work if necessary – sometimes to standards far above what the customer may need or desire. When we take greater pride in our work we produce better quality work, but at least as importantly we begin to derive more meaning and satisfaction from our work. The pride comes not only from exhibiting our skills but from creating life from our time spent at work.

As you have read the characteristics above you may have continued to think “yes, but” with every line.

“Yes, but it is easier for a craftsman because their work never changes.”

“Yes, but a craftsman hasn't had to deal with doing their job with new tools higher expectations and more.”

“Yes, but the world is just too different to hold myself to those standards.”

Don't allow yourself to fall prey to the yes, buts. Look for the lessons, not the excuses. When we think of ourselves as craftsmen – craftspeople – we will reach new heights of success, productivity and satisfaction in our work.

I wish you great success with this new view of your work.


I can not stress the importance of knowing everything there is to know about whatever product or service you are in business to sell. By becoming an expert in not only your product but your clients business, industry or personal needs you move from being the "sales guy" to someone who is working with the client to find the best solution for them based upon the information you gather and your knowledge of the product and the industry.

Before we dive in here, let me start by saying that I am a manager and sales person by trade and not a professional writer so please don't be alarmed by my obvious inability to effectively and properly communicate through the written word. Ok, with that being said, let's get started.

Without complete and accurate product knowledge you will not be able to properly position a solution that meets your clients needs. As a matter of fact, you could have great difficulty in determining your clients needs in the first place, because as you will learn in a later chapter, many times while gathering information to position the solution by asking the right closed ended, open ended and smarter questions (covered in later chapters) you are mentally building a solution based upon their needs and your knowledge of the products or services that best meet those needs.

Product knowledge is much more than just knowing all of the features, advantages and benefits for your product or service and actually won't do much good unless you completely understand your clients business and business needs. You will also want to become a complete expert in your area.

If you were selling computers, then you would want to know about the latest technology, what technology is in development, what your client needs the computers for, how they will be using them, what software they use and what changes are forthcoming in their needs as well as the industry software applications, etc... With this information you could properly "position" (covered later) the proper solution.

It is critical to not under sell nor over sell your customers. If your customer is buying a computer that will only be used to check their email and to print labels, don't attempt to position a system that is obviously more than they need. At the same time you would not want to under sell a customer who wants to buy a computer with 128 mb of ram and integrated shared video when you know that your client will be using this system to work with Photoshop and because you are an expert in your area, you also know that the current version of Photoshop recommends 320 mb as a minimum and 380 mb recommended. Because you've done your research, you also know that the latest version which will be released in the next few months will require much more.

Further, because you've properly gathered information by asking "smarter questions" (covered later), you know that your customer will be running 3D rendering software which will allow you to position a higher priced system which supports openGL technology. Because you've done your research and have product knowledge as well as related industry knowledge, you are in a better position to "pushback" (covered later) against your customer, using the information you gathered to position your solution

What are your clients future needs?

Are there any big changes on the forefront which would enable you to position a different solution? One that would not only meet their current needs but also allow them to smoothly transition when the new industry changes roll out. Your client will definitely thank you for that one and will absolutely trust you in the future.

Even though my example above was regarding computers, I hope you can see that this would apply to any product or service. Spend the time to know not only everything there is to know about your product or service but also stay abreast of the industry itself by subscribing to any industry related magazines, ezine, etc.. Visit and bookmark all websites you can find relating to the product or service you sell, attend any industry specific trade shows or events.

By becoming an expert you make yourself even more valuable to your customers and will be seen not as a sales person trying to earn a commission by just selling them something but more of a consultant, one who can be trusted to recommend the correct solution and one which they will seek out again in the future.

Article Source : The Career Information Center Guide To Jobs And Careers

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Both Kevin Eikenberry & Wahguide are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Kevin Eikenberry has sinced written about articles on various topics from Organizational Culture, self improvement and motivation and Education. . Kevin Eikenberry's top article generates over 246000 views. to your Favourites.

Wahguide has sinced written about articles on various topics from Website Traffic, Careers and Job Hunting and Writing. If you would like to earn a living online visit The Guide for recommended tools and opportunities, read our. Wahguide's top article generates over 9900 views. to your Favourites.
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