Those of you that saw my latest video on communicating value (Adding Value video) will know that recently my mindset got blindsided, I received news affecting me in a way that I didn't expect. I followed up on a prospect I met some months ago, seemed like a promising opportunity for me, the director was torn between running the company and keeping his hand on training his new sales recruit. A gift opportunity for a sales consultant:
"Enlist me to train your staff, you can run the company and hire some more sales and implementation staff when we're done because you'll need them at that time and together we will make this company fly!"
I made the rookie mistake of taking the director - being self-proclaimed at 'good at sales' - at his word and didn't feel it necessary to follow through to show the value I had to give and highlight WHY there was a NEED to utilise my service.
There was no urgency created which I would normally raise, there was a finite amount of passion...
How do you break out of your niche? How can you plan to double or triple your sales and get a decision from every customer? How can you treat every customer the same if everyone is different?
The last time you went on a trip, part of that probably involved some form of planning or itinerary of the journey. You will have mapped out how you were going to get from Point 'A' to Point 'B'...and maybe if like me you have small children had to include stops 'C' through 'K' just to drag things out a bit. I just made a basic analogy for a route through life didn't I? Maybe you believe in fate or destiny: what will be will be: Que sera sera etc. Maybe you think that life and your level of success has glass roof or that you have a niche and stuck where you are in life and your business or skill-sets ultimately have an anchor to your activity stopping you from 'making it' or getting there.
If this is the case, you need to develop your sales mindset: there is no room without doo...
Is it a secret? No! Is it painstakingly obvious? Maybe...like an optical illusion, the one that's all black and white squares hiding a picture of a boat which takes a few minutes to see. Do you need to know this? Yes!!!
But like most things: it's simply the case of looking at the same thing you always do from a different perspective or "frame of reference" as my Physics teacher used to say.
I felt it important to write this article because once I started to appreciate this formula I started seeing a huge difference in the way I conducted myself at work. My focus-targets shifted, I did a self-analysis (the hardest analysis there is) and cut myself away from ankle weights that were stopping me from reaching my potential. You might say I cleansed my sales attitude and put some premium "motion lotion" into my "get-up-and-go" engine.
I was meeting prospects and passing on the passion I have for what I do and helping them to see the difference between where they are and wh...
I saw a question in one of my news-feeds this week about pricing a product and when you should reveal the price to prospects: upfront in your proposal or not? Initially my first thought went to my blog article entitled 'Sales Over Marketing' and how many marketers would probably do something akin to an information dump and hope that the prospect generates their own buying impulse from what they receive and make a decision.
But then after reading ALL the comments of people brave enough to have a go at venturing 'WHAT YOU SHOULD ALWAYS DO IS: (#contrastingopinion)' I thought there is a lot of people in business who have found their own way as there is - to quote one of my daughters favourite Disney films (Rescuers 2) - "more than 1 way to skin a cat", a gruesome notion I agree but it concisely communicates the point and invokes an emotional response which I will explain the significance of later.
The same is true that there are many ways to get from where I live to Lo...
A few years ago I looked into developing a website and running my own business as a digital entrepreneur.
A very popular decision these days for those wanting to earn a primary or even secondary income in today's job market.
The ideas of: 'Make money whilst you sleep', 'Live a digital lifestyle', 'run an entire business from the comfort of your dressing gown' all sounded great to me and even now I could easily leap at any one of those strap lines because I still find them appealing, despite those of you that know me well enough knowing that I love meeting and chatting with people face to face, love working in a suit and love the buzz of closing a deal which you very much need to be awake for.
The purpose of this article is to try to educate people from falling into a frame of mind that I think a lot of people do when making this type of professional decision:
THERE IS A CATACLYSMIC DIFFERENCE BETWEEN SALES AND MARKETING!!
Put in that sentence in this way it sounds like...
Yes, I know this is the one area which a lot of businesses, and individuals have that ‘scare moment’ with.
I would like to share with you how I helped one healthcare professional, overcome the fear of pitching her business to end users… even though she could cope with disabilities, which would make the rest of us humble and insignificant.
“Will I be found out that I don’t understand how to pitch for toffee, and I can’t make a good impression straight away”
This is the statement put to me by a lady that manages a mobility solutions company. I had to think about how this person, who is an expert in solutions, could now become an expert in developing a “kickass” pitch.
This is how the conversation went...
"This is why you need me (I did smile broadly)… to get you comfortable with the understanding of sales and business development, and for you to understand that sales is not scary, but a fun process which your business needs. Pitching is just being co...
Getting out of bed in the morning sometimes, used to be a struggle before I started treating my Sales Attitude like a companion: along for the journey, never absent and directly responsible for my activity, productivity and mental wellbeing.
Your mindset and sales attitude in particular, isn't just about feeling chirpy all the time, or always having a smile on your face; its bouncing back from a bad day, picking yourself up after you've been chewed up by a bad sales meeting or pitch that went wrong, or putting the personal demons aside to go the extra mile, smash your targets and get the prize.
As a student of Biology I’m fascinated by theories about the greatest evolutionary advance in the history of our species such as:
- Standing upright
- The development of speech
- The opposable thumb
I believe that possibly one of the greatest but rarely mentioned was the development of cooking food. The idea that heating food breaks up cell walls within so when it is consumed mo...
We all have that little person sat on our shoulder, ready to give us nagging doubt or criticism when we are about to do something different, or out of our comfort zone.
This applies to attitude… when we are faced with developing our business sales and ideas – but how do we manage our mindset? And above all, how do we change to stay focused and to grow?
Step 1 – lets fix that mindset 'voice' – this is the voice that says “are you sure you can do this?”, “told you it was a risk and now you have failed”, “why bother? It’s not going to work” - well you get the picture, and I am sure we have all had some of those thoughts.
Step 2 – Think about your choices – think about how with a change of mindset, you can interpret challenges and setbacks, into strategies for growth and expand on your strengths, to fix how you are capable of being focused on growth
Step 3 – Get a Growth Mindset “voice” – this is the voice that says “I can do this”, “I want to be able to achieve thi...