Author Archive

Why training doesn’t work

Good training means cost and you want to see a return on your investment and these uncertain times and understandably you want to see immediate results. Read the rest of this entry »

how sharp is your saw?

How sharp is your saw? When I use the analogy of sharpening the saw, I of course refer to Stephen Covey’s habit #7 from ‘ The 7 Habits of Highly Effective People’ I would like to look at this from a training perspective. If you take a step back, think about your effectiveness. Just how effective are you ?Do you still have the same levels of motivation you did this time last year or is work a chore?

How do you keep your saw sharpened?

Sometimes when you sit behind your desk repeating the same process’ and going through the same cycle every month do you ever question if you could work smarter or achieve more of your monthly objectives? Do you leave everything till the last minute and wonder why you are always constantly running round like the proverbial ‘headless chicken’? This isn’t going to be a session on time management, more why training and development is so important for keeping that all important saw sharpened. If you need training, do not be afraid to ask for it, it’s an investment in your career and from your employers perspective it will reap rewards, remind them of the following:   Why train?Well it’s simple, if you want highly effective people who consistently deliver above your expectations,then training is a necessary cost, a cost which is measurable and has a high return on your investment. If you don’t have a learning and development programme in place in your organisation then it is definitely food for thought, particularly if you are looking for the following:

  • Better management and leadership
  • Motivated teams
  • Increased skills
  • Increased revenue and yields
  • Better customer focus
Why wouldn’t you want that for the people who in effect keep your business profitable?
The days of ‘plonking’ a business directory on someone’s desk and telling them to ‘get on with it’ with the words ‘ In my day….’ are long gone. The need for people to connect with customers in the smartest way possible within this competitive environment are key. If you think I being over dramatic, I am not, these strange ‘working’ practises still exist in some places, in an industry that is supposed to be progressive!
So how do you measure the effectiveness of training?

Objections?

One of the most common challenges within any sales call is objection handling. There is always a tendency to think ‘ Oh it’s the price, I ‘ll just drop it and see what happens’ This is not the answer, it doesn’t help as we discussed in our previous blog about the price objection.

Let’s look at the other objections and how we can handle them.

Making Your Mind Up?

It’s Okay, I am not about to burst into that Eurovision classic, I am simply reminded that sometimes it is really hard to distinguish individual customer personalities.

Should this be an integral part of the sales process?

Do we think about it unconsciously or do we simply walk out of a meeting or put down the phone and think two thoughts.. lovely or moody?

Which one of those two are best?  or are we selling our selves short by not taking the time and effort to understand how our customers buy from us?

When we have been faced with a difficult customer, have we walked away or thought logically about how to handle the situation and the personality concerned.

I have seen so many different comments over the years where colleagues have left notes on the CRM system, suggesting  certain customers personality traits – most of which have been  unfavourable.

Why do we do that? why do we make assumptions about people ? They may have been having a bad day, or been stuck in traffic. Maybe they are genuinely cantankerous – but believe me there is always a way of dealing with clients with any personality type.

It’s all about me……..

It’s not actually all about me this one, but interesting how people in a pressured working environment neglect to remember that there is actually  ’no I in team’….

How do your motivation levels effect your work?

Fact – low motivation affects confidence levels, it affects how we feel, how others around us perceive us and how we behave towards clients.

It is an art being consistent and managing how you feel, but it is an important factor to maintaining balance during work. If we understand how our behaviour affects not only how we feel but how it affects people around us then we can work on how we maintain our motivation levels.

Unaccustomed as I am

Presenting can be a daunting task if you let it be. The first time I did presentation training we were preparing to apply our new found skills and I opted to go first. I was asked to walk through the door at the end and present to the people in the room – I had no idea that behind the door was an auditorium with 300 seated in it! total heart-stopping moment. I recall my knees knocking behind the lectern which I clung onto for dear life and I spoke for 20minutes about my magazine.

use you props effectively

The feedback from my trainer was remarkable the trainer said I didn’t look nervous – no one could have been more surprised than me. It is highly unlikely that you will have to present to that number of people very often but even if it is a handful you should think about the following:

Lend me your Ears…

The art of listening without speaking, absorbing information and acting on the what is received – simple no?

You would have thought so, however, many sales are lost each day because people do not take the time to listen and absorb what is being communicated to them.

The temptation to wax lyrical about products or services becomes too much and your sales pitch becomes a one way conversation, with yourself !

In any sales process the potential customer should be doing most of the talking- this happens easily when we ask the appropriate questions in order to define customer needs.

ABC? easy as 123?

What is closing and how do we know when we have reached that crucial point?

Closing a sale is when we are satisfied that the client wants to buy what we are selling. We have found out the information we need in order to progress the sale and we have confirmed along the way that the client is happy with what we are saying. It is however, important to close a sale when the time is right. You will know when this is when you start hearing the potential customer agreeing with you.

Roses round the front door... keep knocking !

Writers Block? Effective Sales Letters.

This post is by Anita-Clare Field

There always seems to be a block when it comes to writing sales letters or sales literature. I have witnessed people staring at blank pieces of paper for hours without any idea of how to present their ideas into a sales led document.

Can't find the words?

Selling on paper is an art and a science, so here are some pointers if you are staring at your blank piece of paper right now:

Ready Jelly Go !

If you're thinking about going to, or setting up a Jelly then this is the post for you. And if you think Jelly is for childrens tea parties & not for business then you also should read on Read the rest of this entry »

Sell………..not tell……Pleeease?

Stop spouting features and sell the benefits ! Read the rest of this entry »