In business and in life, we must understand the reality that most people put their own needs and desires ahead of others. As we advance in our careers, it’s important that we let go of the notion that our worth is determined by how much money we make or our job security at that present time. What we must instead focus on is the value we bring as individuals at every stage of our lives. When we begin to view ourselves as a business that provides solutions and services to others, we become one step closer to fulfilling our dreams and never letting great opportunities pass us by.

MoreOur guest this week is Geoffrey James, award-winning blogger, contributing editor for Inc and author of “Business Without the Bullsh*t: 49 Secrets and Shortcuts that You Need to Know.” In his latest release, Geoffrey educates readers on the true simplicity of business and the idea of a so-called “complexification industry†that tries to make leadership more complicated than it actually is. Geoffrey says good business boils down to the relationships you have with a small number of people and determining how you can help motivate them to be more successful. When leaders are able to view the world with a clear, realistic lens, it becomes easier to create value and sell their ideas.

Despite the many technological advances that alter society today, the basics of selling really haven’t changed. Selling has always been about guiding others with the tools and knowledge to find a solution rather than peddling a product to them. People tend to have preconceived notions of who a salesperson is, and those judgments are almost always negative. The reality is if we view sales in a negative light, there’s a good chance we misunderstand what it really is and how to do it well. Recognizing our own strengths and the value we can provide to others will help make other people’s dreams come true.

Geoffrey says there are three ways to determine your value — By going deep, going broad and being flexible. The first point involves having strong technical expertise in one area, while the second means you know many different kinds of people, are connected with everyone in various groups and are able to help groups — such as customers or suppliers — coordinate activities. The last point means you are able to tackle a large number of different tasks. Geoffrey explains it’s difficult to provide value in all three ways, so if you can master just one, you will create lasting value. If you’re smart, you’ll create value in two was. Value is not always disconnected from your sense of humanity, Geoffrey says. Sometimes it is deeply embedded in your ability to form relationships.

When we are able to recognize where our talents lie and what resources we can use to better serve others, we become better leaders. Shifting our focus from job security to career security will give us a new perspective that we can then translate into how we run our businesses. When we feel empowered by our own strengths, we are better equipped to help others to recognize the value they bring to their own careers and lives.
Geoffrey James

Geoffrey James, a contributing editor for Inc.com, is an author, speaker, and award-winning blogger. Originally a system architect, brand manager, and industry analyst inside two Fortune 100 companies, he’s interviewed over a thousand successful executives, managers, entrepreneurs, and gurus to discover how business really works. His most recent book is “Business Without the Bullsh*t: 49 Secrets and Shortcuts that You Need to Know.” Find him on Google+ or Twitter @Sales_Source.

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