"I wish I could sell like...???"‏

Have you ever wondered why some people are able to exceed sales targets easily and consistently and others try really hard and don't get the same level of sales success?  

 

It's all down to Strategies! When you do things brilliantly and effortlessly it means you've developed a great strategy. When you struggle it means you have an ineffective strategy. 

You have millions of strategies. You'll have one for getting up in the morning. You'll have one for your journey to work, you’ll have one for cleaning your teeth! The list goes on. You have devised a strategy for everything you do.

So what is a strategy exactly?  

In this context a strategy is the precise...and I mean very precise...order and sequence of what you think and do from the trigger point to completion of the specific activity. Every thought you have during the process impacts on your inner state and behaviour. Just to make it more interesting, there are elements of your strategies that are done completely unconsciously!  

 

You have modelled other people’s strategies from the moment you were born. You watched. You saw. You copied. In no time you were walking, talking, dancing and feeding yourself. You would have been thrilled every time you mastered a new strategy

 

It’s exactly the same as an adult  

Think of it...all of those things in your life and work that aren’t as you’d like them to be...you can change them easily by modelling yourself on a person that has already successfully achieved what you’re wanting to achieve!  

Some of your existing strategies will be working well. But some of your other strategies will have become out of date. Sometimes though, you don’t always realise that they are out of date, so you continue with unproductive processes and behaviour.  

 

If you aren't getting the sales results you want, my guess is you've got some strategies that just don't work for you. In fact once you start scrutinising them you'll probably find that some of your strategies are actually making it much more difficult for you to achieve the sales success you want!  

 

So the secret to being an amazingly successful sales professional is to carry on using your strategies that deliver results and ditch the ones that don't...and in their place you put proven strategies you know will get you the results you want.  

 

How do identify a great strategy?  

How do identify a great strategy? Go out and find someone that is already achieving the results you want - and elicit their strategy so that you can use it yourself!  

 

There are some pointers to consider before you go charging off in pursuit of the most successful sales person you can find. You must find someone that gets the exact results you want and behaves and thinks in a way that you would be happy to model. Choose your person wisely.  

 

When you find your person – it’s not just what you see in terms of behaviours that you need to elicit. Think of their strategy as an iceberg and their behaviours as the bit you see above the water line. Most is below the water line - their thinking – and it’s in this area of their strategy where the magic can lie.

 

Have a think...in any area of your role...who is achieving exactly what you want to achieve?  

 

Whose strategy can you model?  

 

All part of the psychology of sales.  

 

Until next time...

 

Leigh

PS: Remember to check out next month's TrustConference - Bob Geldof's going to be the Keynote Speaker! Click for details 

 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

Forprevious 'Tricks of the Trade' go here

Seal the Deal in 5 Minutes! A Solution to Closing those Sales…

How frustrating is it when you put in lots of hard work for little or no reward?

Perhaps you’ve been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you’ve given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale?

Maybe you’ve quoted and you just can’t get an answer no matter how often you contact them? What about when you think you’ve been fobbed off - they probably don’t want your products but they won’t tell you outright so you keep contacting them ‘just in case’?

We’ve all been there - it’s frustrating and time consuming. The dilemma - do you chase old ‘maybe’ business or spend more time generating new enquiries?

Closing a Sale in 5 Minutes…

The Issue
The meeting’s gone well. You’ve got a fabulous connection with your prospect. Rapport levels are high. They seem attentive. They seem interested. You’ve impressively answered some minor objections that came your way. Yet there’s something that’s holding you back from asking outright for the business.

What to do next? 

The Solution
Three Killer Questions. Before you embark on the first question, make sure you have good levels of rapport with your prospect. If there is any ‘edge’ present, these questions won’t work. With fabulous rapport, they always deliver.

So, back to your meeting. It’s coming to an end and you need to close the sale.

Question Number 1
At the end of your conversation, ask:

On a scale from 1 to 10 – 1 meaning “it’s over…don’t darken our door again” and 10 meaning “we want you to start straight away”…where would you say we are?

THEN…SHUT UP! This is critical to ensure you give the silence that allows your contact to think.

Give them time. Allow your prospect to respond. They will give you a number. Don’t be too attached to the number. The golden nugget is their response to the next question.

Question Number 2
Ask… What would need to happen to get us to a 10?

SHUT UP! Again…this is critical. Give them more time to think.

Allow your prospect to respond.

You have now identified the gap between what you’re offering and what your client needs from you before they can say ‘yes’. You now know how close you are to securing the deal.

If you are able to resolve the gap immediately you’ll be able to close the deal there and then.

Some answers will alert you that these prospects are unlikely to ever buy. Disappointing yes but good to know there and then not several weeks and many follow ups later.

Question Number 3
Open question.

What would you like me to do next?

Their answer is usually like all the jigsaw pieces falling into place. They are explaining exactly what the next course of action is - talking as if you’re already on board.

Agree on the next course of action and be sure to maintain your control by agreeing when you will get back to them.

Asking these questions will change your sales results! They identify how close you are to a sale, they identify how big the gap is - and exactly what you need to do to bridge the gap. And you both decide whether or not you have the means to bridge the gap. All usually in a few minutes.

By slightly tweaking these questions you can use the ‘out of ten’ technique in other situations - for example staff appraisals and job satisfaction surveys come to mind.

Hope this technique brings you lots of sales success.

All the best…

Leigh

www.sales-consultancy.com
020 7903 5426
leigh@sales-consultancy.com

For previous ‘Tricks of the Trade’ go here

"Optimise Your Business!" Very Special One-Day Event.

"Optimise Your Business!"

 
Hello!

There’s a very special one-day event going on June 13th in London that I recommend you take a look at to help your business.

It’s being run by two very good friends of mine, Shaa Wasmund and Mark Attwood and I will be making a guest appearance!

Shaa, as you probably already know, is the founder of Smarta.com and the best-selling author of “Stop Talking, Start Doing”.

Shaa is a truly inspirational entrepreneur and speaker and knows exactly what businesses need, from start ups to companies like Dyson!

Mark has generated nearly £40 million for his own business, PAL Hire, using his own internet marketing techniques.

He’s been working online since 1996, and really knows his onions.

But, the best thing about Mark is his ability to explain something technical in a really down to earth way that cuts through all the bull.

Shaa and Mark did a webinar recently called “Top 6 Tips to Optimise Your Business”, which is available for a short time to listen to here:

www.shaa.com/optimise-your-business

I highly recommend you take a listen to the webinar and consider attending the event on the 13th – it’s a one-off, a great chance to network and I know the knowledge and insights you will gain will benefit your business including sales success!

As my gift to you, enter the discount code 'leigh' and you will receive your tickets for £67 instead of £197!

For more details about the event click here

I look forward to seeing you there!

 

Leigh

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

Steve Peters, the England World Cup Squad - and You‏

The World Cup is looming. That thought will fill you with massive anticipation...or complete dread!  

 

This time round there’s a new member of the England Team...who won’t kick a ball for the whole of the tournament. His name is Steve Peters and he will be going to Brazil as the England team psychologist – you can read more in this recent article.  

 

The England management team have identified just how important it is for the players to have the right mindset if they are to achieve their potential in the tournament.  

What about your mindset?  

How often do you focus on YOU? You too should be ensuring you’ve got the mindset you need to get success in your role.  

Imagine you or your team being able to quickly and easily conjure up the necessary elements for success - confidence, determination, calmness, or anything else that's needed, at will...whenever it's needed. 

 

You can! 

It's with a technique called 'anchoring'. Anchoring allows you to take those success traits you feel and experience when you're at your best - and resurrect them when you're not!  

My preferred anchoring technique is the 'Circle of Excellence'. It's easy, fun and works with everyone. Try it out, go with it - and let me know how you get on.  

Here we go...  

The Circle of Excellence   

First, find a quiet area where you won't be disturbed.  

Think of a resource you would like to have immediate access to in the future. This could be confidence, calmness, determination...anything.  

 

Think back to a time when you demonstrated this very resource in the past. Relive that experience in detail. Then associate a colour with that state.  

Now imagine an invisible circle on the floor in front of you. Paint it the colour you just chose. Make it about 3 feet in diameter and 2 feet in front of you. Now add whatever you'd like into the circle that represents or supports that wonderful state you want to replicate. Do whatever you need to do, add whatever you need to add, so that your circle is as perfect as it can be.

 

Think of situations...
...in the past where you have possessed, and used, huge amounts of the very resource you now want to access. Think of at least 3 past events where you displayed the very traits that you want to bring into your circle of excellence. Really associate into the experiences. What were you doing? What were you saying? How were you feeling? What were you seeing? See yourself in the circle being magnificent and exhibiting these qualities.  

 

When you have built up your circle, step into it and experience the multiple effect of having those resources again here and now. Feel your power! Really enjoy yourself.   

 

Step out of the circle.

 

Check with yourself...  

...do you need to add anything to your circle? Add whatever you want to further build up those resources that you need.    

 

Step back into the circle and notice how you feel again. Really ramp up the feeling. Imagine you have a dial that increases the intensity and turn it up as much as you can stand!  

 

Then...pick up your circle and put it somewhere that you can access...maybe an imaginary pocket. You can call it your resource pocket...and know that you have access to it whenever you need it. When you do need it, roll out the circle in front of you, step into it, and feel your power and resources increase straight away as you conjure up the necessary elements for your sales success! 

 

You don’t need to be a member of the England World Cup Squad to experience the magic of the mindset.

 

It's all about the psychology of selling.

 

Until next time.  

Leigh

PS: Check out my recent article for O2's "The Business" - Click Here to access "Losing Sales? Here's Why"

 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

8.5 tips for better meetings‏

Meetings. Do you love or loathe them? 

Whatever your answer, you know that sooner or later you’ll be attending one! According to a survey, 45% of us are blighted by “having a meeting for the sake of having a meeting”.

 

Ring any bells? I’ve attended a few meetings in my time. Some excellent. Some not so! 

  

I thought I’d jot down some random thoughts on how to have better meetings!   

And I’d love to know what you think too!  

 

Here goes... =

Is the meeting necessary? 

If you’re thinking of calling a meeting, ask yourself if the meeting is absolutely necessary. Common sense? Of course it is but...well you probably know the rest of that sentence.

Is it essential that YOU attend?

 

The meeting might be justified, but is it really essential for you to be there? I spoke to someone a few days ago from a very sizeable corporate brand who told me of internal meetings he'd attended where he didn’t know several people around the table. Even by the end of the meeting, he still wasn’t sure why they were there! If your attendance is crucial, then maybe you could leave as soon as ‘your bit’ has been concluded? 

But...

 

A quick meeting can be much more appropriate than hiding behind a stream of emails. Sometimes there’s no substitute for face to face communication, so calling a colleague or two for a quick group chat can be the very best way to exchange views - and make decisions.  

 

Preparation

 

How well prepared will you be? Do you need to check a website? Linkedin profiles? Read a report? Read some previous email threads? Avoid ‘winging it’ – never a good plan!  

 

Your mindset

 

To get the best from any meeting, anywhere, you must ensure you’re in the right mindset. Firstly, know 100% what you want to get out of the meeting. Then, visualise having a great meeting! Run through it in your mind. Visualise where you will be sitting, what you will be saying – and the positive responses from others. Visualise a fabulous outcome. You’ll be training your brain to make it happen.  

 

Secondly, think about your demeanour before and during the meeting. As my industry colleague Simon Buzza commented recently, cynics and pessimists suck the energy out of situations and people. They can drag down group morale and make a challenging situation lots worse. Optimists on the other hand can raise morale and lift spirits. How will you act at your next meeting?  

Get there early

 

I’m not one for those late ‘power entrances’ that used to be suggested by some gurus a few years back. My view is to get there early, sit where you’re most comfortable, build rapport as others arrive - and notice...

 

Notice the others

 

Remember how you know the exact mood of your partner, child or best friend when they walk into the room, before they've uttered a word? Their expression tells all. So it is in business. You’ll get useful clues by noticing the demeanour of others as they join the meeting. Enthusiastic? Lethargic? Remember you'll give clues too.  

 

Get things done

 

This tip is particularly dependent on the type of meeting, but in general a good meeting should be around 60% -70% forward looking and only 30%-40% ‘rear view’. This might mean circulating information beforehand to cut down the time spent ‘rear viewing’ at the meeting itself. The overall tone of the meeting should be “OK, that’s what’s happened, now what actions can we take...”  

At ease

 

Do you manage a team? How comfortable are they in giving you their input at meetings? Are they at ease? Are they saying what they’re really thinking? That’s the aim. If you think you’re not getting the full story and they’re NOT at ease, you’ll need to ask the reasons behind that, individually later perhaps rather than at the meeting itself!  

 

I’d be delighted to hear your additional thoughts and tips around meetings and whether your sales success, has been impacted by meetings.

Until then

 

Leigh

PS: Check out my recent article for O2's "The Business" - Click Here to access "Losing Sales? Here's Why"

 

results@sales-consultancy.com

020 7903 5426  

www.sales-consultancy.com

 

For previous 'Tricks of the Trade' go here