So many people forget to look at and remember the basics of selling. There are certain non-negotiables in the selling process and as a sales trainer I get to see these happen so often. Sometimes people feel they are doing everything right; however, when they objectively look at their results, they quickly see where they are falling short. If you are not ready to start with sales training coaching or enroll in a sales training program with us at Rock Solid Sales Training, then I recommend you do a basics overhaul. This month we’ll hit all the basics.
The 4-Second Impression
When people meet you, talk with you, or see you they make an immediate initial judgment about you within 4 seconds (or 5 to 7 words when speaking on the phone) at an unconscious level. They then look for everything to support that initial assessment. Within 30 seconds they have found all the criteria to match that first impression.
Your goal is to stay neutral yet powerful when you first meet someone. Then adjust your tone, speech, posture, and the delivery of your message in a way that helps them the most and similar to who they are. We call this “The Diamond Rule” - treat others in the unique way they would like to be treated.
Friday, August 14, 2009
Saturday, August 1, 2009
The Number One Error in Selling
There is only one error in Selling, Service, Relationships, Team Performance, and Leadership. And that error is inadequate Communication!
The definition of Communication: “Communication is the Response I Get”
If you are not getting the response you want, change your communication and ask a better question. Take 100% responsibility for the result of your communication and be flexible enough to change your technique.
There are two failures in communication:
1. Failure to Notice
We are so focused on ourselves that we do not get or give what the other person needs in communication. We miss out on our behavioral flexibility. Everything counts when you are communicating: the words we use, our actions, are we building rapport, are we asking questions, are we building enough value, are we concerned more with ourselves than with the other person, are we listening to what they really need, or telling them what we think they need. The list goes on and on. We must pay attention to the way we are communicating if we want to get the result we want.
Sadly, we are unaware of our own failure and we blame the other person, which allows no growth of our flexibility tools. We tend to blame it on the other person instead of taking a look at what we did or didn’t do. Once we start paying attention and taking responsibility for the result, we can become flexible and make changes for the next time.
2. Failure to Repeat
We are not using a script and practicing repetition of success. We wing it every time as opposed to planning our actions, steps, and words. If we don’t plan ahead of time, we won’t know what we did so we can either keep using it if we got the result we wanted or make change for the next time since we didn’t get the result we wanted. When we find a script, actions, or steps that work, we want to continue to keep using them to continually repeat success. Success can be taught and repeated over and over to get the same result. It doesn’t have to be a guessing game and everyone can be successful.
There are many different techniques and methods to help build better communication. Rock Solid Achievements’ includes this instruction in each of their sales training programs. Become a better communicator, leader, speaker, negotiator, employee, parent, partner, and employee by choosing the right program for you and/or your employees.
The definition of Communication: “Communication is the Response I Get”
If you are not getting the response you want, change your communication and ask a better question. Take 100% responsibility for the result of your communication and be flexible enough to change your technique.
There are two failures in communication:
1. Failure to Notice
We are so focused on ourselves that we do not get or give what the other person needs in communication. We miss out on our behavioral flexibility. Everything counts when you are communicating: the words we use, our actions, are we building rapport, are we asking questions, are we building enough value, are we concerned more with ourselves than with the other person, are we listening to what they really need, or telling them what we think they need. The list goes on and on. We must pay attention to the way we are communicating if we want to get the result we want.
Sadly, we are unaware of our own failure and we blame the other person, which allows no growth of our flexibility tools. We tend to blame it on the other person instead of taking a look at what we did or didn’t do. Once we start paying attention and taking responsibility for the result, we can become flexible and make changes for the next time.
2. Failure to Repeat
We are not using a script and practicing repetition of success. We wing it every time as opposed to planning our actions, steps, and words. If we don’t plan ahead of time, we won’t know what we did so we can either keep using it if we got the result we wanted or make change for the next time since we didn’t get the result we wanted. When we find a script, actions, or steps that work, we want to continue to keep using them to continually repeat success. Success can be taught and repeated over and over to get the same result. It doesn’t have to be a guessing game and everyone can be successful.
There are many different techniques and methods to help build better communication. Rock Solid Achievements’ includes this instruction in each of their sales training programs. Become a better communicator, leader, speaker, negotiator, employee, parent, partner, and employee by choosing the right program for you and/or your employees.
Monday, July 27, 2009
CLOSING A SALE IS ALWAYS SYSTEMIC!
Before getting into the close, I'm making a couple of big assumptions as follows: you've maintained outstanding rapport, asked probing questions, discovered a need, matched the need to a solution you offer, and overcame objections before closing the sale. All of these items are addressed in Rock Solid Sales Training's 7 Steps to Value Added Sales.
When closing a sale I recommend following a 5 Step approach and applying Rock Solid Employee Training's Five Mandates of Success.
- Get 6 Yeses. Not rhetorical yeses but actual yeses from the prospect. This will allow the future client/customer to see that you have listened. The yeses are related to all that mattered most to them. It allows the client to wrap their arms around a solution before you recommend anything.
- Fill the Convincer. Each person has a convincer. Some people have an Automatic Convincer: they see it, they buy it. Some have a Constant Convincer: they will not buy and just keep looking. We all know people that fit these extremes; however, most people have a two to three time Convincer. You must show them two to three options to allow them to fill their need for choice. Choose two or three possible methods for delivering what they need and present all three to them.
- Make a recommendation. After you present two to three options make a recommendation for the best choice based on the three choices you have shown them. Tell them why you chose it, relating the "why" back to the benefits they need (not to the features).
- Define the Next Step. Would you like to start on Monday or Tuesday? Would you like delivery on Thursday or Friday? Do you think the red or the beige is better? Once this is done move quickly to write up the sale and get payment.
- Future Pace. Make sure they answer these questions. Do not tell them the answers, ask QUESTIONS. How will you feel three months from now? Can you imagine how this will impact your business 8 weeks from now? What do you think some of the changes will be? What will your friends say when they see you did this? Always make sure the client goes out to the future in their head and tells you what will happen.
Monday, July 20, 2009
Regularly Assess Your Business
It's always a great idea to regularly reassess where your business is and compare it to where you plan on being and Rock Solid Achievements' 5 Mandates of Success Gap Analysis is the perfect tool! You'll want to download and print out the Gap Analysis to complete today. You'll quickly see that the Gap Analysis is the worksheet for implementation of an action plan.
I hope you enjoy investing a little time in your business by completing the Gap Analysis. Sometimes as business owners we get so wrapped up in our perceived level of work that we lose sight of the path and outcome that were originally planned. By regularly stepping back and reassessing your company's business, sales, and relationships you can be certain to keep on track. A management team committed to excellence can benefit everyone!
I hope you enjoy investing a little time in your business by completing the Gap Analysis. Sometimes as business owners we get so wrapped up in our perceived level of work that we lose sight of the path and outcome that were originally planned. By regularly stepping back and reassessing your company's business, sales, and relationships you can be certain to keep on track. A management team committed to excellence can benefit everyone!
Monday, June 29, 2009
The Locus of Control
You feel positive about yourself to the degree to which you feel you are in control of your own life, your business, your ability to generate sales, etc. A theory used to describe this is the Locus of Control.
Basically, the Locus of Control refers to an individual's perception of where behavior is controlled. An Internal Locus of Control is where events are controlled and determined internally by his/her own behavior. An External Locus of Control relies on fate, luck, or other external circumstances.
Research suggests that what underlies the Internal Locus of Control is the concept of "self as agent." This means that our thoughts control our actions. When we accept this executive function of thinking, we can positively affect our beliefs, motivation, and academic performance by consciously choosing the best thoughts possible for getting results.
The self as agent can consciously or unconsciously direct, select, and regulate the use of all knowledge structures and intellectual processes in support of personal goals, intentions, and choices.
The degree to which one chooses to be self-determining is a function of one's realization of the source of agency and personal control.
In other words, we can say to ourselves, "I choose to direct my thoughts and energies toward accomplishment. I choose not to be daunted by my anxieties or feelings of inadequacy."
Avoid functioning on autopilot as your excuse for limiting actions, feelings, and beliefs. Feelings are not facts. Feelings are the result of thoughts functioning on a non-directed purpose.
Typically, these thoughts/feelings got us something we wanted in our past or they have been built in as a coping mechanism.
Get into the habit of being aware of your thoughts. Take your mind off autopilot and take back the controls! When you hear limiting thoughts - get out your mental eraser. Then, immediately replace that thought with an authentic truth - one that works for you and can benefit all!
Basically, the Locus of Control refers to an individual's perception of where behavior is controlled. An Internal Locus of Control is where events are controlled and determined internally by his/her own behavior. An External Locus of Control relies on fate, luck, or other external circumstances.
Research suggests that what underlies the Internal Locus of Control is the concept of "self as agent." This means that our thoughts control our actions. When we accept this executive function of thinking, we can positively affect our beliefs, motivation, and academic performance by consciously choosing the best thoughts possible for getting results.
The self as agent can consciously or unconsciously direct, select, and regulate the use of all knowledge structures and intellectual processes in support of personal goals, intentions, and choices.
The degree to which one chooses to be self-determining is a function of one's realization of the source of agency and personal control.
In other words, we can say to ourselves, "I choose to direct my thoughts and energies toward accomplishment. I choose not to be daunted by my anxieties or feelings of inadequacy."
Avoid functioning on autopilot as your excuse for limiting actions, feelings, and beliefs. Feelings are not facts. Feelings are the result of thoughts functioning on a non-directed purpose.
Typically, these thoughts/feelings got us something we wanted in our past or they have been built in as a coping mechanism.
Get into the habit of being aware of your thoughts. Take your mind off autopilot and take back the controls! When you hear limiting thoughts - get out your mental eraser. Then, immediately replace that thought with an authentic truth - one that works for you and can benefit all!
Monday, June 15, 2009
They Didn't Call Me Back
Do your employees actually make a statement such as "they have not called me back" when you ask them about the status of a sales call?
There is a solution. When you implement Rock Solid Achievements' 5 Mandates of Success, you will quickly learn that full responsibility for follow-up and follow through is never in the hands of the person called. The 5 Mandates develops Leaders. As Leaders, it is our job to see what actions are not working. As Leaders, we're required to place in our teams' hands the tools needed to get the results we want. A Leader never blames someone for not getting back to them.
Rock Solid Achievements' 5 Mandates of Success takes a look at the "Locus of Control"-where do you place your power? With an understanding of Locus of Control, you will powerfully and positively remove the limitations in action and language of your employees.
After completing the 5 Mandates training, each team member will choose to become (through buy-in) a solutions based thinker. The goal of the 5 Mandates training is always to place full accountability for results in the hands of the person responsible.
Doing so removes the economy, money, outside influence, time, and all objections from your team. It creates an environment where objections are overcome before they ever happen. When you create an environment like this, self-authorized leadership allows for growth of each team member, better results, and no more excuses.
In two weeks, I'll discuss the Law of Personal Internal Control.
There is a solution. When you implement Rock Solid Achievements' 5 Mandates of Success, you will quickly learn that full responsibility for follow-up and follow through is never in the hands of the person called. The 5 Mandates develops Leaders. As Leaders, it is our job to see what actions are not working. As Leaders, we're required to place in our teams' hands the tools needed to get the results we want. A Leader never blames someone for not getting back to them.
Rock Solid Achievements' 5 Mandates of Success takes a look at the "Locus of Control"-where do you place your power? With an understanding of Locus of Control, you will powerfully and positively remove the limitations in action and language of your employees.
After completing the 5 Mandates training, each team member will choose to become (through buy-in) a solutions based thinker. The goal of the 5 Mandates training is always to place full accountability for results in the hands of the person responsible.
Doing so removes the economy, money, outside influence, time, and all objections from your team. It creates an environment where objections are overcome before they ever happen. When you create an environment like this, self-authorized leadership allows for growth of each team member, better results, and no more excuses.
In two weeks, I'll discuss the Law of Personal Internal Control.
Tuesday, May 26, 2009
THE 10th WAY TO GROW YOUR LEADS TODAY
Public Relations
Aside from email marketing sent directly to your clients and prospects, the best way to communicate widely with your market is through the media.
This includes newspapers, magazines, TV and radio, in both the traditional and online formats. One of the easiest ways to communicate with the media is through preparing and distributing a media release directly to them. The information contained in the media release has to be of interest to the reader.
And when we say reader, we are referring not only to your intended prospect, but also the editor or journalist to whom you have sent the release. They don’t want to hear garbage or a sales pitch. They want news.
But remember, Public Relations requires strategy. If you send the same, or a similar message, to the media over and over again, eventually they will get sick of hearing from you and will stop opening your emails.
If your media release contains grammatical and spelling errors, it becomes illegible and doesn’t maintain your professional image – it may not get picked up. And finally, before you even contemplate sending that Press Release, you need to ask yourself.
• Who are your relevant media?
• How do you contact them?
• What do I want them to do after they’ve read and published my story?
Aside from email marketing sent directly to your clients and prospects, the best way to communicate widely with your market is through the media.
This includes newspapers, magazines, TV and radio, in both the traditional and online formats. One of the easiest ways to communicate with the media is through preparing and distributing a media release directly to them. The information contained in the media release has to be of interest to the reader.
And when we say reader, we are referring not only to your intended prospect, but also the editor or journalist to whom you have sent the release. They don’t want to hear garbage or a sales pitch. They want news.
But remember, Public Relations requires strategy. If you send the same, or a similar message, to the media over and over again, eventually they will get sick of hearing from you and will stop opening your emails.
If your media release contains grammatical and spelling errors, it becomes illegible and doesn’t maintain your professional image – it may not get picked up. And finally, before you even contemplate sending that Press Release, you need to ask yourself.
• Who are your relevant media?
• How do you contact them?
• What do I want them to do after they’ve read and published my story?
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