Is praise more effective than pay?

Think about those you work with the most - your colleagues, your team, maybe your spouse or sibling. When was the last time you gave them some recognition? 

Remember just how big an impact recognition, or lack it, can have on the effectiveness of your business. It should be a key part of any organisation but so often it gets forgotten in the day to day dramas involved in running a small business. 

In many businesses the only time anyone will hear from a colleague or boss is when something is wrong.

I think we need to redress the balance! 

How about telling your team, your business partner, your supplier, your colleagues when they've got it right? 

All of us need recognition at some level. If they meet or exceed your expectations, let them know! Never ignore those behaviours you want repeated - start telling the people who meet or exceed your expectations how good they are and how much you appreciate their efforts.

Recognising others 

Recognition can be given orally and face to face, and ideally with something to remember; or it may be in writing. The advantage of written recognition is that it provides the memory itself: the recipient can refer back to it and even share it if they want to.

As almost all written communications nowadays are electronic, a handwritten note is so rare that its novelty value can work particularly well. But consider other means. Even a text can work wonders if this communication is the norm for the recipient. 

Whatever the medium...

1) Be genuine: If you don't mean it, don't say it

2) Be timely: make it as close to the event as you can

3) Make it specific: refer to exactly what they did

4) Be personal: use their name

5) Be clear: explain why it is appreciated 

6) If appropriate make it public: find a way to let others know.

You may not manage to hit all six of these factors every time but keep them all in mind and aim for as many as you can. 

The one that's not negotiable is rule 1 - be genuine!

The equation is straightforward. More recognition will result in improved motivation levels. A more positive mindset comes next and with that anything's possible - including more sales! 

SalesSuccess? It's all about the psychology of communication. 

Until next time.

Leigh 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

6 explanations for not having more sales

When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet". Maybe it's the same if you don't reach your sales targets? 

In my book these all group together into one 'not me guv' excuse. Anyone hiding behind these reasons for a failing business or (closer to my specialist subject) lack of sales, is what's called 'in effect'. They are letting those external factors be an excuse for their own lack of achievement. They need to look somewhere else. And if you know me well you'll probably know where I'm going with this.

If you are not having the level of sales or business success you need right now, my question to you - and it's a challenging question is...

How, by your actions or your non-actions have you contributed to your current situation? 

For example...

Where have you procrastinated? 
This is one of the most common causes of failure. Most of us are waiting for the "time to be right" to do those things that will make a big difference. Well the time will never be "just right", so start where you stand, work with whatever tools you have, and find better tools as you go along.

Where have you shown lack of persistence?
Most of us are good "starters" but poor "finishers" of everything we begin. Many give up at the first sign of defeat. There is no substitute for persistence in sales.

How defined is your purpose in your job and your life? 
The most successful people in sales and business that I've ever met knew exactly WHY they were on the path they were on. It wasn't just for their professional success; it's that they had a crystal clear vision of what they were going to do with that increased success. Many I meet who are struggling do not have that beautifully defined aim.

How are you developing your personality? 
There is no hope of sales success for the person who repels people. When you reflect honestly, is your persona drawing people to you - or driving them away? If you're driving them away, what adjustments can you make?

What do you believe about you? 
What do you believe about your own sales ability? If you're not achieving the sales you need it's highly likely that your limiting beliefs are at play. You may be aware of some of them. Others are buried beneath the surface. Beliefs about yourself will massively impact on whether you hit your targets or not.

Where have you been over-cautious?
If you take no chances at all you'll be left with whatever is left when others have finished choosing. Over-caution is as bad as under-caution and both should be guarded against. Remember though, life itself is filled with the element of choice, all day, every day.

Sales Success? It's all about the psychology. 

Until next time.

Leigh 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

The Biggest Sales Mistakes - Number 4

You know, it's amazing how the biggest sales mistakes are often the simplest.
Take Mistake Number 4 in my report "The 9 Biggest Sales Mistakes"... 

"Too much talking, not enough listening"

Very common in business generally, extremely common in sales.
Modern selling is much more than pitching and overcoming objections. It's about rapport, consultation, engagement - and making connections in a whole new way.
Think about your customer and prospect meetings, the chances are you're doing most of the talking. Ouch. All those lost sales!

Listening...

...is a vital skill that is often neglected and yet is crucial to your sales success. 

Before responding during a conversation, be aware of the five stages of effective listening:

1. Hearing - taking in the sound

2. Listening - Really paying attention and trying to make sense of what you are hearing

3. Understanding - Checking with the other person to make sure you have taken in what they said in the way they intended

4. Acknowledging - letting the other person know you have heard and understood what they have said

5. Responding - your response to what has been discussed

On many occasions people go straight from stage 1 to stage 5! They jump to conclusions, miss vital information and leave the other person feeling misunderstood
or ignored. Learning to implement these stages naturally will rapidly enhance your listening skills and make you a much more effective sales professional.

Ask a question - then SHUT UP!

When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you've asked an open question it's really important to SHUT UP! - and listen. Let your client answer without interruption. Focus on listening 100% and don't be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information.

The next question is easy when you listen - it comes naturally from your client's response.

When listening - avoid distractions. Those golden nuggets of information may well be buried. Give them the attention they deserve. As they respond to your insightful open questions, when they have finished, leave a gap of a few seconds before you speak. On many occasions you will find the most crucial information follows after this short gap.

Spend time with a work colleague and practice listening. Ask open questions and listen to the answers without verbalising any comments or opinions. Feedback to them your understanding of what they said to check how effective your listening skills are.

By the way - if you're wondering what the other 8 Biggest Sales Mistakes are - click here and get the report. 

Until next time.

Leigh 

PS: Love what you do...BUT scared of selling? Register for my March Sales Workshop HERE 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here