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

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

Brilliance is not an accident

Brilliant sales results do not happen by accident. 

Of course there'll be an occasional fluke - but on the whole, sustained sales success certainly does not happen by chance.

To be relaxed, confident and in control - and ultimately successful in sales - takes some level of preparation. From the shortest telephone chat to a week-long exhibition or conference, you need to be clear in what you want, clear in the outcome you seek. 

Your very own Personal Planner

I've developed a set of questions to help you prepare for any sales interaction - whether it be a short catch up chat, a full blown pitch, a presentation or a conference. Depending on the context you can use all, or just some of these questions. 

Try these questions before your next sales call, sales meeting, networking event, conference, sales presentation... 

Here we go...

The Outcome 

What do I want to achieve? 

The Opening 

What can I say to open the discussion? 

How should I stand/sit? 

What kind of Voice Tonality should I use? 

Rapport 

What can I do to encourage my client to be at ease and to talk freely? 

I think my Client's preferred representational system is... 

I think their preference is towards/away from 

Coverage 

What information do I need to collect? 

What level of detail do I need to get to? 

What information do I need to impart? 

How will I check for understanding (for me and the client)? 

Flow 

What can I do to ensure that the discussion flows smoothly from one topic to another? 

Manner 

What can I do to demonstrate respect? 

What can I do to show that I am listening to/interested in what they have to say? 

Question Technique 

Which open questions would be good to begin with? 

Which questions can I use to "funnel down"? 

The Close 

What can I say to close the discussion? 

How can I ensure the client knows what is to happen next? 

The Check 

If I do all the above, will I achieve my outcome(s)? 

What else could I do to improve on the above? 

Concentrates the mind doesn't it? Well that's exactly what it's designed to do!  

These questions will help you focus on what you want out of any upcoming interaction. And when you know your outcome beforehand, your brain picks up the instructions and sets out to make it happen. 

That's the psychology of successful selling. 

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

Are You Doing Enough IPA?

Cast your mind back a few days...

You started back at your desk after the Christmas break 100% recharged and ready for action. “Increasing Sales” as your full intent.  

You were ready to concentrate on the big stuff and not get bogged down in detail. You'd made some lofty 2013 goals and were ready to conquer the world.

Then reality took over.

Too many emails. Too many projects. Too much work - not enough time.

No doubt about it, choosing work priorities over a given day, week, month can be challenging. 

Let me introduce you to a couple of concepts that really help me and I think they'll help you too.

1)   "Income...Producing...Activity" (IPA)

I'll define IPA in a moment but firstly I suggest you should be doing IPA for an average of a

least 1- 3 hours per day. If you're serious about generating tomorrow's sales, and the next day 

and beyond, ring fence that time in your diary.

IPA - activities that have a direct impact on creating sales opportunities. By this I mean sales and promotional activity prior to a sale being made. This could be prospect meetings, creating email campaigns, generating referrals... anything that starts or develops new relationships with prospective customers. 

What you do with your client after the deal has been done is around customer service and quality... and is not IPA. 

How much of your time is actually spent on IPA? Go on - be honest. 

1)   "Fastest...Business...Impact" (FBI)

Many years ago I came across the acronym FBI and I have used it ever since. It's simple - and

very effective.

When I've chosen my IPA for any given period, I usually go on to challenge myself and ask "what's the FBI here"? What's going to have the FastestBusiness Impact on my business? 

This really helps me prioritise what's going to create the biggest impact on my sales... then I do that first. 

When I've completed that activity I ask myself again and do the next most important activity. The concept is that simple. But many many people I meet don't apply it - It's just so easy to get caught up with doing stuff that doesn't create sales for you... especially when you're busy.

So - keep checking in if you want your sales success...

"Am I doing enough IPA"

"What's the FBI"

Until next time...

Leigh

PS: Download my complimentary report "The 9 Biggest Sales Mistakes" here

results@sales-consultancy.com

www.sales-consultancy.com

020 7903 5426

Stop Your Procrastination NOW (not later!)

Years ago, we were (and still are being) introduced to all these labour saving devices. All this meant we'd have lots more time on our hands to enjoy life, enjoy our friends and families and live a life of ongoing leisure.

So what happened then? Everyone I meet is as busy as ever trying to make a living and it's taking more time than ever!

Which means we cannot afford to procrastinate, yet it's a very common admission of attendees on every training and mentoring programme I deliver. We know it holds us back but...

So - high time to take a look at procrastination - and not put it off any more!!

Procrastination is one of the biggest enemies you have when it comes to sales and marketing. Thinking about what you need to do to get that business in is all very well - taking the first step towards your objective is critical.

Putting off the least productive items in your day is a useful talent. Putting off the crucial stuff is a bad move. Your productivity goes right down, your achievements are zilch and before you know where you are you're stressed.

What to do about it?...

Here are six pointers to help you overcome procrastination.

1. Plan your day before your day!
It's an old cliche but people don't plan to fail - they do sometimes fail to plan. Without a plan of action in place before you arrive for work it’s too easy to get caught up in ‘stuff’. The phone rings, someone pops into the office and you spend your time responding to the loudest voices rather than to the most important priorities. A plan of action, prepared the night before is like a roadmap for the next day. You know what your next step needs to be to get you into productive action and away from procrastination. With a prioritised plan, you hit the ground running and get early momentum to your day.

2. Work with a clean desk.
Get organised. When I mentor business owners, managers and sales people, the desks they operate from are often filled with files stacked so high they're a health and safety hazard. Often accompanied by empty drinks cups, sandwich crumbs, half the world's supply of sticky notes, it goes on.

No No No. If you're serious about working to your utmost potential and actually achieving results on an efficient, consistent basis, you've got to be organised and look organised. A cluttered desk sends a signal - to your own mind and to others around you.

Cut the chances of distraction, get a decent filing system, get rid of old stuff, so that you can concentrate on one IMPORTANT thing at a time on your desk.

3. Reduce large projects to bite-sized pieces.
Can't face that big project? Then break it down into smaller chunks so you chip away over time. Work out when your deadline is. Impose your own if you need to - and work out how much time you need to spend on this project each week, day and so on.

Be sure to plan for interruptions. Most people get them, so expect them and assess your required time accordingly. For example, tomorrow you plan to work on a three-hour project. Build in four hours to your timetable as, unless you are very lucky, you'll have to deal with interruptions, meetings, etc.

Leading personal development guru Brian Tracy suggests you 'Eat That Frog' first thing in the morning, meaning get the most challenging or unappetising tasks out of the way first thing. If you have two frogs staring at you, eat the ugliest one first! You'll have a much better day rather than letting those frogs stare at you all day until you 'get round to them'.

4. Plan around interruptions.
Interruptions tend to occur in identifiable patterns. You may get most of your interruptions early in the day rather than later in the day. You may get most of your interruptions early in the week rather than later in the week. So, if you plan a big project make sure it works with your normal schedule of activity – don’t create stress for yourself before you begin. As soon as your interruptions arrive they will re-focus your attention, causing you to procrastinate what you really want to do. It’s so much easier swimming downstream with the current rather than bucking the tide. Therefore, plan those larger projects for quieter times of your day and week when you tend to get fewer interruptions. And if you can and really need to - ask for no interruptions. Trade this for a period when you commit to being available for others later in the day

5. Assign deadlines.
Have you ever failed to achieve a New Year's resolution? If so, that probably happened because you didn’t set a deadline. Deadlines will move you to action. Without a deadline, things end up in our ‘soon as possible’ pile, a Never Never Land where items might get attended to someday, when you get the time. Create a deadline and you will be moved to action.

6. FBI
When prioritising your work, ask yourself, what's the FBI here - The Fastest Business Impact? This will help concentrate the mind on what you really should be doing. Keep checking in with the FBI test and you'll notice an impact on your sales.

Leigh Ashton

http://www.sales-consultancy.com/

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