Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
I met a man at a business-networking event this week who wouldn’t give me one of his business cards.
We exchanged introductions and described what each of us did for a living, and I found out he was a salesperson for a specialty promotional products company. You know; they put your company name on golf shirts, Frisbees and beer can koozies. That’s right, koozies! I’ve acquired approximately 257,497 promotional koozies at events throughout my business career. I presently only have four because I perform a koozie consolidation at least once a month. If I didn’t, I’d end up having to rent off-site koozie storage.
What happens to those things when you throw them away, anyway? Nothing made of dense foam rubber emblazoned with a pound of paint to highlight the embossed company name could possibly be biodegradable. My guess is due to their indestructible nature; they are probably retrieved from landfills, pounded flat and used as tiles on the space shuttle. In fact, I think I actually saw an IBM logo in a close-up shot during a recent shuttle launch.
Okay, back to the networking event. I thought based on what the man did for a living; I might be able to help him make a few connections in the business community. So I asked him for his business card. He reached into his pocket and pulled out a stack of cards. I stood there with my card in hand; ready to hand it to him, as he counted his remaining cards.
Suddenly, he said, “Uh, I’m getting kinda low on cards.” He then looked away quickly and put his remaining cards back in his jacket pocket, shook my hand and walked away.
Scooter was making a big mistake! (If I had his card, I’d know his real name!) His mistake wasn’t that he wouldn’t give me his card, because that’s a symptom of a bigger problem. Scooter was simply walking through the crowd looking for people who he felt could help him. It appears I fell into the category of those he felt could not. This may work for Scooter for a while, but if he’s not also helping the people he meets, they won’t help him for long.
The very best salespeople tell us the primary goal of networking is to connect with people who we can help. Now don’t misunderstand, we network to build connections with people who can help us achieve our goals, but when we get to know them, and share our knowledge, connections and talents with them, they generally want to help us as well. And the degree to which they want to help, based on the gratitude they may feel, will be much greater. The goal is to connect with people and be of value to them first so that a mutually beneficial relationship can develop.
I recently spoke at a tax and insurance conference and had a conversation with one of the top salespeople in that industry. He told me his success was predicated on his sincere desire to help others.
“When I meet people I often volunteer to help them understand their long-term financial planning because most find it very difficult,” he told me. “What really motivates me is when someone says ‘Thank you so much, I really appreciate your help!’ Sometimes they even sign up to use my service, which is great since I’m an insurance salesman.”
Finally, if you’re out networking and run into Scooter counting his business cards and trying to pull away from you, give him a copy of this article.
About the author