Which would you rather work as – the one everyone is pinning their hopes on for you to go it alone and carry the team emotionally, mentally as well as technically? Or as part of a winning team where everyone is confident and playing at their peak and in flow? [Read more…]
The sales arena has changed and 3 key things have changed in the way companies make purchasing decisions as I see it:
2. Few companies have sole decision makers but panels of decision makers, diluting the risk
3. Purchasing departments have sophisticated tools and procedures that analyse the companies pitching for a sale.
Why does this matter to you as a sales person? [Read more…]
(article by Michelle Clarke, Head of Talent Dynamics)
Hollie, Head of People Happiness at Zappos, will be sharing the story of how Zappos became a billion dollar business by building trust and creating a culture of happiness and connection at our Trust Conference in September.
She’ll also be answering your questions in a live seminar on Monday 23rd June. To put your questions and listen in, click here
This particular role didn’t come all that naturally to Hollie and required her to completely adapt her way of thinking. You see although Hollie had been in HR for many years for some highly successful companies, things at Zappos were completely different. There was a different feel to the place, it wasn’t the kind of corporate environment she had cut her teeth in. People jumping up on tables in the middle of a meeting and dancing are not things you usually hear of in the corporate world, but at Zappos this is almost the norm!
Obvious, isn’t it? But are you completely transparent and truthful with your clients all of the time? Do you share your pricing and business model with them up front and openly on your website?
Or do you still operate with small print clauses that are only revealed once the contract is signed? Do you tell white lies to spare your clients feelings? Do you under promise and over deliver to make you look better when in fact you know what the delivery date is going to be? [Read more…]
Do you go to lots of networking meetings, meet lots of interesting people, rush back to the office to do some work, then out to the next meeting, never finding or making the time to follow up on all your new contacts?
Perhaps you don’t do it because
it’s dull compared to other things you have to do or
you are too busy and don’t see the value in it,
- you plan to get round to it sometime
or you think it is too pushy?
Whatever the reason, it is the second half of networking: without it the time, money and energy you have invested in meeting new people is not going to pay off.
Working with different types of people means I’ve come up with 4 strategies for making sure you follow up with your prospects and contacts. Which one appeals to you? [Read more…]
When it comes to promoting your business and selling your products, your services or yourself, are you an Annoyer, an Avoider or a Trusted Advisor?
An Annoyer is a “typical” sales person; always focused on selling and promoting, talks far more than he (or she) listens, will have a sale in mind when they talk to you and won’t let up until you cave in. They may mean well and genuinely think they have a good offer for you but are not putting your needs first so you feel used and abused. Think of all the annoying sales phone calls you’ve had when you feel like someone is reading a script to you and you could be anyone. They are putting their sales targets before your needs and you can sense it, can’t you? That’s what gives salespeople a bad name and could turn good salespeople into avoiders. These sales people have to unlearn some of their outmoded strategies to become a Trusted and Attractor salesperson.
How big a part of your job is giving sales presentations to a GROUP of potential clients? It’s probably more often than the 1:1 sales meeting now, isn’t it?
Clients don’t want to take risks so often have more than one buyer in any decision making process…
What you are selling has to be compliant with more than one department…
For whatever reason you will probably find yourself standing up in front of an audience with the aim of convincing them all to buy your product rather than sitting over a coffee discussing it with one person.
I was recently running an in-company Presentation course and a Sales Manager on the course was very much focused on the sale, as you would expect.
But how does that make his audience feel? [Read more…]
You’ve seen those exhibitions where smartly suited people are sitting behind their stand talking amongst themselves on their phone so not engaging with anyone. They will go home thinking the exhibition was a waste of time and money!
Or the stands where the exhibitors have wide smiles and outstretched arms asking “Can I help you?” Your obvious answer is “No, thanks” and scuttle on as you don’t know what they do or what to ask for. They will wonder what they did wrong!
Your average Sales or Marketing Manager will make sure you are present – the stand is booked in a good position, staff are on the rota to cover the opening times, the stand and marketing materials are all present and correct.
The Superhero Sales Manager will make sure your exhibition stand has presence – everyone talking about it, the stand everyone wants to visit, gets press coverage and brings back new leads, new business, new investors and lots of new interest.
So how do Superhero Sales Managers do that:
Here are 3 of the many ways to give your exhibition stand presence: [Read more…]
You’ve finally found the right Sales Manager for the role. Relief! Or is it? How are you going to get them up to speed quickly so you get on with doing what you do best?
- Send them on a training programme?
- Carve out time from your already crammed diary to mentor them?
- Show them their desk, give them their work and let them get on with it, after all you recruited them for their knowledge and expertise, right?
Would you do things differently if you knew that 40% to 50% of senior appointments fail to achieve the desired results due to lack of training, support, coaching or mentoring. [Read more…]
It’s the busiest time of year : everyone’s social calendar is busy, everyone’s spending their money on their family and hasn’t got any to spare on their business, everyone’s winding down work to focus on the most social and family time of the year. Is that true?
It’s tempting to go along with that and start to take your foot off the pedal too but with 2 and a bit weeks to go until Christmas, then 2 weeks over the holidays when people are taking time off, it could be another 4-6 weeks before you have any new business coming in unless you’ve already got programmes in place. I don’t normally advocate quick sales as there is unlikely to be the time to build the necessary trust to have a client for life. However there are ways you can use the places, the people and the things you are already trusted for to stimulate people to take action and work with you, particularly at this time of year.
If you are creative, your clients and network will trust you for your ideas. If you offer a service e.g. hairdressing, garden design, career coaching, image consultancy you can create a fabulous product in the form of a stylish voucher which you can ask your trusted network to consider as a Christmas present for a loved one. They pay now and you deliver in January as part of the new year start for the loved one. If you’re a creative type what could you create a voucher for and how could you present it in the most creative way?
Others of you are trusted for your people skills and the loyalty you inspire in others. If you are a People person, who do you know targets a similar audience to you and you trust them to give a good service to your clients? You could team up with someone and bundle your services or offer your services to each other’s clientele. Or put together events and special workshops or seminars for early in the New Year.
Others of you are trusted for your customer service and timely delivery. Is there anything you can offer others in ways of services now that would help them save time? When are your clients most challenged? Think about skills and services you have that could help time-poor clients. Do a quick survey them and ask them what was most useful and give them a focused, time sensitive service – telemarketing, research project, selling their clutter on e-bay, walking their dogs etc. to outsource the things they haven’t got time for.
Others of you are trusted for their attention to detail and skill around numbers. Analyse all the clients you have helped this year, put a report together showing the demographics of your clients, what you have done for them and resend it to all your clients showing them how you have helped others, so could help them. You could also post this on social media to attract new clients who are attracted to the data and security your results give them.
These are just a few examples of the many ways that knowing your natural talents and strengths can help you come up with strategies for expanding your business. For lots more ideas like this, a free workbook to discover your unique strengths and a question and answer session to help you come up with specific ideas for your business, register for my free webinar on Thursday 15th December at 7pm. (See Webinar page under Products and Services) My Christmas gift for you!