Checking in with the basics

It’s great to hear more and more feedback from so many businesses that are really busy and thriving despite our sluggish economy. Yes there are challenges around - but lots of opportunities too, especially for small and medium sized businesses.

So, what have the successful businesses got right?

The basics...

Know what you’re great at

Focus on what you do best and be the best you can be. Keep learning, keep up to date with current trends and thinking and most of all…concentrate 100% on giving your customers a positive experience.

Give your customers what they really want

Really get to know who buys from you. What problems do they have? What do they want to achieve? This information is critical in order for you to match their needs and make them want to buy from you. Don't guess. If you don’t know….ASK!

Tell them you have what they really want

When you know what your customers really want…you need to let them know that you have it. Communication is critical. Imagine having the perfect solution for your customers then keeping it a secret. Avoiding sales and marketing activity is like keeping yourself a secret. Use telephone, email, face to face, social media, post – whatever you need to do to reach wherever they are. Not just one thing either – a mix of activities will give you the best results.

Test and measure

Check the impact of all your customer interactions. You need to know what isn’t working…so you can stop it. Knowing what works means you can do more of it. Know what could work with a tweak here and there – then tweak away to make it more effective.

Be flexible

Keep trying different ways of connecting with your customers to keep them interested. You also need to be flexible to their needs. If you can deliver in a way that suits them even better….do it.

Quality, quality, quality

Hopefully you will already be going that extra mile to keep your customers happy and delivering a quality service or product. Keep checking in with yourself…what could I be doing better? Keep checking in with your customers too…they are the best source of feedback. Most customers won’t tell you when they’re unhappy…they will just go elsewhere to buy. So make sure you know what will make it better for them…guessing isn’t an option.

Attitude

The way you think will impact on the success you have. Half hearted efforts will give you half hearted results.

You know what you want and you know what you need to do to get it. Commit to it and get on with it. It’s easy to blame other people or the economy or anything other than yourself but at the end of the day your sales success is down to you and the ACTION you take.  

Think about what motivates you and be sure to use these things to keep you in a positive state of mind. These all fall into the “basic” category – but are worth checking in with. Are you doing all of these?

Until next time.

Leigh

PS; If you haven't already, check out our 4 X DVD Programme "The Essential Sales System for Small Business"

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

For previous 'Tricks of the Trade' go here

Where are you shining your torch?

Everyone will say they want to get rid of their problems - yet most go on to spend more time perfecting them!

Whether it be a lost order, a sizeable customer complaint, new industry regulations pending, a personality clash, many seem unable or unwilling to move away from what is causing them angst.

They think that the way to solve a problem is to think more about it! Round and round they go. Perfecting their problem. Nurturing it. Feeding it. Watering it. Wow - how did it get this big?

If this rings any bells, then take note - there's a simple yet brilliant technique below to help you solve your sales and business problems quickly and effectively.

Let me demonstrate...

Think of a problem you have in the workplace. For this example choose a small problem, that's maybe been niggling away for a while (you can easily solve your big stuff later once you're familiar with the technique!)

Find yourself somewhere where you won't be disturbed for a few minutes.

Firstly, let's explore your problem. Ask yourself the following questions. Answer them in your head. Give yourself just a few seconds (7 - 10 seconds) on each question - your answers should be a gut reaction. Be honest with your answers too. If it helps, have someone read the questions to you.

Exercise - stage 1

Here are the questions

1.What is your problem?

2.Why is it a problem?

3.Why do you have this problem?

4.What caused it?

5.What are your limitations in solving it?

6.Who's to blame?

7.Why haven't you solved it yet?

When you've answered these seven questions ensure you have a quick change of scenery for a few seconds before the second stage of the exercise. Walk around the room, jump up and down, talk for a few seconds about something completely different, whatever you need to do to wipe the previous answers away.

Exercise - Stage 2

Now stage 2. Using the same problem, answer the second set of questions below. Again, answer them in your head and allocate about 7 - 10 seconds each. Honesty and gut reactions again too please.

Here we go...

1.What do you want?

2.How do you want it to be?

3.What do you need to get it?

4.What resources do you already have that will help you get this outcome?

5.Where are you with regards to achieving it?

6.What's the next step you can take towards getting your outcome?

7.When will you take this step?

Your thoughts?

Notice how you felt at the end of the first set of questions - and at the end of the second set. I'd wager a bet that after the initial set of questions you remained deeply entrenched in the problem, feeling pretty depressed about the whole thing - and crucially were no nearer to a solution. I'd also predict that after the second set of questions you were feeling much more positive about the situation and had some good ideas already about how to solve your problem.

So...thinking back to the problems you have...where have you been shining your torch?

On the problems? Or the solutions? From now on you know which set of questions from above you need to use to get you the solutions you seek and get you on your way to your

sales success.

It's all about the psychology.

Until next time.

Leigh

PS; If you haven't already, check out our 4 X DVD Programme "The Essential Sales System for Small Business"

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

How resilient are you?

Reading a recent newspaper article by Adrian Furnham, professor of psychology at University College London, reminded me of just how importance resilience is when it comes to achieving sales success.

In fact I would go as far as to say that you would struggle to succeed in anything without resilience.

Especially in sales and business

Resilience after a 'no'. Resilience if you're falling short of your target. Resilience when a customer tells you they are now buying from somewhere else. Resilience when the phone doesn't ring.

And yes, resilience when the bank refuses you an overdraft extension!

I've picked out some extracts from the article and added my own take…

"Resilient people cope better. They bounce back faster. They carry less baggage from the past. They feel less influenced by fate, less victims of luck, more in control. Crucially, they are able to maintain a steady course when the economic, political and psychological weather deteriorates. Resilient people know who they are, who they can count on and where and when to get help.

Resilient people are hardy and have good coping skills. When resilient people get stressed, which inevitable they will, they are able to reduce its effects quickly and efficiently"

How useful would all that be in sales? Very!

Can you learn resilience?

Is it possible to change your mindset? Change the way you look at the world? Having trawled the world of self help books Adrian Furnham has come up with a 'super-list' of things to do to build up your resilience..and I wholeheartedly agree with his summary...

1. Visualise first, then enact how your capabilities will enhance your performance

2. Remind yourself of what you are really good at and what others value you for

3. Take control of your life and drop all that negative "can't do" thinking

4. Try serious optimism - do "glass half full" and opportunity thinking

5. Reduce your stress levels by being more realistic, calling on the support of others and expressing your feelings more

6. Ask for help and give help to others when they need it

7. Learn to be comfortable with conflict

8. Invest time in your learning

9. Work on your mental and physical fitness

10. Reframe the way you see setbacks. Think of them as learning challenges rather than fatal setbacks.

11. And finally...Buck up, tighten up and toughen up

When (today) will you start?

Adopt these "commandments" and your sales will improve - I've absolutely no doubt about that. These guidelines are all about the inner you - and it's the inner you that can make or break ANY sale.

They really are a great set of mantra's to adopt. At The Sales Consultancy we love this list - no surprise given that pretty much everything on the list is embedded into our training programmes!

So get more resilient - and notice your sales increase.

It's all about The Psychology of Sales!

Until next time.

Leigh

PS; If you haven't already, check out our 4 X DVD Programme "The Essential Sales System for Small Business"

results@sales-consultancy.com

020 7903 5426 

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

Improving your pitches and presentations

Hope you're having a great week. 



In my role I get exposed to lots of presentations and pitches, so I thought I'd offer you some pointers for when you next present. Some of these tips seem obvious (but sadly not practiced enough) and others less so. So, whether it's a one minute presentation at a networking event, or a 1 hour pitch for a life-changing contract, pick out the ones that will help you achieve your personal sales success

Preparation 


Prepare - and early! Never leave it until the last minute. Never 'wing it' - it shows! Research your facts, stats, case studies - anything that will help make your pitch more engaging and informative. 



Practice 


When was the last time you practised? Did you film yourself? How was your timing? Who do you respect that could watch you? What habits should you eliminate? What should you do more of? How can you make your style more engaging? Train your brain! 



Get in state 


Nerves are natural but you can take steps to minimise them. Ask yourself...  
How much value can I give today? If you can, talk to the audience informally before the start of the presentation - it will help you relax. Remind yourself you're there to give them the benefit of your experience, knowledge and expertise. And remember - although these might be hardened professionals, no-one will be thinking "I hope this guy is rubbish". They may not buy from you, but they want you to succeed on a personal level. 



Non verbal communication 


It's true that most of your communication will not be with your words. Your audience will notice how you're dressed. They will notice how your facial expressions reflect or not the words you're speaking. They will notice your body language. So yes, no folded arms and keep hands away from pockets! Use a range of voice tones to keep your content fresh. 



Content 


A one way sales pitch is likely to work less and less nowadays. It really is better if you're NOT doing most of the talking - it's just not engaging enough. So, even if the meeting is billed as a presentation by you, open up a two way dialogue early..."before I start if it's alright with everyone I'd like to ask you a few questions, is that OK?" The less they expect this, the more impact you will have - providing you carefully craft those early open questions to give you exactly what you need. 



Structure 


You'll need to manage the presentation so that you include 

the following... 


1. Clarity - who you are and what you do 


2. Credibility - set out why you're worth listening to ("you'll benefit from 18 years experience in the xyz sector") 


3. Their pains - home in on the problems they have 


4. Your solutions - what you are bringing to the table 


5. Pre-empt their objections 


6. The next step - How do they want to go forward 



Be sure to talk in "You" language - for example avoid "we do this", instead "you will get" 



Questions and answers 


Many presenters ask for Q & A's right before the end. This leaves them vulnerable as, if someone asks something distracting or even damaging, this might be the lasting impression your audience has. Put your Q & A's near to, but not at the end of the session - then you can answer them and go on to conclude the presentation by hitting them with your powerful closing message. 



Hope this helps! 


Until next time.

Leigh

PS; If you haven't already, check out our 4 X DVD Programme "The Essential Sales System for Small Business"

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

For previous 'Tricks of the Trade' go here