Posts Tagged "Sales"

The Super Suit

April 5th, 2016 |no comments

In Swimming in the early 2000’s, swimmers were allowed to wear the Super Suit. These Super Suits gave swimmers the edge over their rivals. They were beating records by over a second when they jumped in the water.

After a few meets, FINA decided that the suit needed to be banned. It was the super suit that was winning – not the athlete.

The suits provided a fundamental shift in the thinking of swimming. It was no longer just about the action of the athlete in the water, their nutrition or exercise regime. Every athlete had this down pat and there were only small differences between swimmers.

The change came from different thinking – what the scientists were doing in the lab. This change in thinking provided the next evolution in the sport. Everything evolves and swimming is no different.

The role of the sales rep has evolved too. To stand out in the market place they need to evolve to the next level.

I’ve put a report together that shows you where the next evolution will come from. If you’d like a copy, just hit reply and let me know.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


What are you Selling?

March 29th, 2016 |no comments

There are only 5 currencies you can sell a business (or a person operating on behalf of a business). They are:

  • Money (savings)
  • Time (productivity)
  • Happiness
  • Health
  • Legacy

There is no official hierarchy to these, but I reckon time is the most important. It is the only one that cannot be replaced.

Do you include time in what you are selling?

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Do Your Customers Like Your Reps?

March 22nd, 2016 |no comments

Most customers see sales reps as a necessary evil. They endure them because they need to, not because they want to.

But of course they like your sales people…Don’t they?

The 5 signs that your customers don’t like your sales reps are:

  1. Customer will only see a rep on a set day. If your sales team bring value they will be welcome any day the can make it.
  2. Buyers don’t return call’s or e-mails.
  3. Customers cancel appointments, forget about them or are not prepared for them. (the less sever form of this is the buyer who gives them 10 minutes and sends them on their way).
  4. Your sales people are stuck seeing low level gatekeepers with no access to real decision makers.
  5. Appointment setting for next week takes forever – even when done by a professional appointment setter.

 

These are the symptoms that show your customers’ don’t want to see your reps.

Building relationships wont overcome this because the customer doesn’t want to have a relationship.

Start offering value and they will be welcomed.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Vale Rapport Building

March 15th, 2016 |no comments

The idea of building rapport on the first sales call is dead. It’s been dead for a long time. We all know it’s dead, but have been in denial about it.

It’s a little like a Weekend at Bernie’s. Everyone has been in denial about it being dead because it should be alive.

But think about it for a moment.

While rapport is essential, spending time building it on the first sales call is not.

If I call you to get an appointment, you hear what I have to say and we agree to meet, we have rapport.

If I turn up on time, sign in and you walk me to your office, we have rapport.

We are both there for a business discussion. I don’t need to ask how your cat is to build rapport.

We are both present for the same reason.

Once we have discussed business we can discuss your cat if we wish.

But up to that time you’re probably too busy to discuss your cat with a stranger.

When I come back for the second call it is a different thing.

 

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here

 


Reciprocity In Business – Public speaking Skills

March 19th, 2014 |no comments

Leadership Reciprocity

The law of reciprocity is a widely acknowledged psychological principle, and it goes like this: when somebody does something nice for, you have an instinctive, deep-seated desire to do something nice for them in return. Of course, this can go the other way as well—when somebody does something harmful to you, your instinct is to harm them in return.

The law of reciprocity is not limited to psychology. It is a principle used to explain behavior in a range of social science; it is applicable to pretty much all day-to-day human interactions, and that includes business interactions and public speaking situations as well. 

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How To Use Flattery to Influence People

November 27th, 2013 |1 comment

Business Flattery

We are all familiar with the warm, pleasant feeling that comes with receiving a genuine compliment. When someone recognises something about us that deserves to be praised it makes us feel good about ourselves and it gives us that much-needed burst of confidence.

For the most part, we can tell the difference between a genuine compliment and one that is somewhat less sincere; and if we recognise the insincerity of a compliment, we won’t to respond to it positively—right?

Compliments can serve a strategic purpose, but are they effective if they are not based in sincerity? 

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How Romantic Comedies Can Help Improve Your Leadership Skills

October 23rd, 2013 |3 comments
Romantic Comedy Leadership

What can romantic comedies teach you about leadership? For one, emotion plays a role in both.

The title of this might sound silly to you, but take a moment to think about it. There is a time-tested formula for the making of a romantic comedy—and it works every time. Whatever each particular story arc happens to be about, rom-coms work because they drag people in, on an emotional level, and force them to care.

As a business leader, your job is so much easier when you get your clients, your customers, your employees, etc. to truly care about what you have to say. Once you have people invested at an emotional level, they will actively want to follow you, to help you, to listen to you.

So what’s the secret of the romantic comedy, and how can it be applied to your business world? Well, let’s break out down step by step. 

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How To Move Past Existing Business Models To Find New Success

August 28th, 2013 |1 comment
Business Model Success

Knowing when to move on from existing business models is a sign of leadership.

Google has retired over 70 products in the last 3 years. That’s a lot of failure for one of the world’s most successful companies. There is an important reason why Google embraces failure.

This is what we can learn from it.

In the post about company culture we examined difficult decisions. Retiring a product is a difficult decision. Google seems to have no issue making difficult decisions when it comes to doing what’s best for the company in the long-term.

In another post we looked at failure and how leaders need to know when to change course when a business model is not working. Again, Google understands how to learn from products that don’t work.

In the article about failures there was a statistic that was quite interesting. The stat was the fact that Google has closed 70 products in just the last few years. 

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Reframing Objections: A Better Way To Sell

June 18th, 2013 |no comments
Reframing Objections

When people give you an objection don’t throw your hands up in frustration. Reframe the objection to fit the person’s point of view.

Business leaders deal with objections every day.

A common objection leaders face occurs when a company implements a change in process.

As you know, people don’t like change. We like to feel in control and part of feeling in control is being comfortable in our surroundings including our day-to-day work routine.

The objection for each employee is they aren’t comfortable learning a new process. They feel they don’t have time to learn the new process and maybe they feel they’ve worked too hard to learn what they already know. The objection maybe as simple as they don’t see any need for the change.

Business leaders need to overcome objection to change when implementing new process. They need to sell employees on the process to ensure the company will thrive in the future.

The method salespeople use for this situation is called overcoming objections.

In the case of the new company process the leader needs to overcome the employee objections.

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How To Use Vision Selling To Your Every Advantage

June 11th, 2013 |no comments
Steve Jobs didn't create the first MP3 player. He may have had the best vision, though.

Steve Jobs didn’t create the first MP3 player. He may have had the best vision, though.

Throughout history there are examples of products being “ahead of their time”.

We’ll look back on something that was invented that was a breakthrough yet never caught on with the mainstream public.

We call the inventor and the product ahead of their time.

But maybe this explanation is too simple. 

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