Most Important Client Visit of the Year

Regular client visits have long been a passion topic of mine. The little e-book “Repeat Sales Calls made easy” was written in response to a questions I often get in sales training around ‘what to say when you are seeing a customer several times in a year.’

If you regularly visit key accounts, which visit would you say was the most important?

I would argue that...

Love Your Work

Do you love your work?

How many of us can honestly say that we wake up on a Monday morning, jump out of bed and race to work, excited to get the day started?

Hitting snooze a few times, getting a coffee (or two) and talking about nothing to anyone who would listen, to delay sitting at my desk sounds slightly more accurate for the first few months of this year.

“Choose a job that you love and you will never have to work a day in your life” – Confucious

A million dollar question

Compromise can be the dove of peace or a deadly viper - Mike Clark

What would you do for a million dollars? 
Lie? Cheat? Steal?  How about sell company secrets? Murder someone? 
Many people would tell a lie for a million dollars, some waver on the cheating and stealing and many stop at murder. 

What's Important?

What moments take your breath away? When you stop to reflect on life what is front of mind? Who do you think of and worry about in moments of great anxiety? All of these are indicators of what is important. They make up the parts of your life that...

Counter Intuitive Action

“Sometimes it pays to go against your gut instinct” – Mike Clark

What would you do? You are asked to guess which one of 3 boxes has a large prize in it. You guess box 2...

Try, Try, Try Again!

Think. Decide. Start. Do. Learn. Re-Do. - Repeat - Mike Clark

W.E. Hickson is credited with popularizing the proverb: 'Tis a lesson you should heed: Try, try, try again. If at first you don't succeed, Try, try, try again.

Success is messy. It does not flow as one plans or expects...

So You Want to Change?

I am fascinated with change that is effective, and lasting.  I have to be.  Our very livelihood depends on it.

We offer a triple guarantee. If our training does not work - you don’t pay. With an offer like that - It pays to be absorbed in techniques that work.

How Do You Receive Feedback?

Have you ever heard the words, “I have some constructive feedback” and cringed internally knowing that statement precedes negative feedback? Of course we all know this is meant to be constructive criticism but ….

In a previous blog on 'Feedback and Mindset', I covered how organisations can make receiving feedback easier and a productive element in individual and team development. This week I wanted to speak to you - yes ‘you’ the person reading this. How do you personally receive information that is counter to what you want to hear, and/or what you are currently doing?

My Wonder Woman’s 8 Essentials for Effective Feedback

Today, 1st August, marks the birthday of my best friend, my wife and the most amazing Mum (and yes they are all wrapped up into one very special person). We have 10 great kids between us ranging from 10-25. We are often told we are lucky to have such good kids - while one must admit that there is a solid dash of ‘luck’, it is mixed with loads of hard work, tons of love, regular communication, quality time and lots of feedback. Watching someone juggle 10 kids, run a business and home, volunteer weekly for charity and radiate love is an honour and privilege. I thought I would share some of love and joy through the top 8 skills I have seen Kiri apply when it comes to FEEDBACK.

Feedback and Mindset

Hearing does not equate to understanding. Information does not equal knowledge. Feedback does not mean there will be growth. You only have to look at people who knowingly continue in destructive habits, like smoking, to know people do not always do the ‘right thing’ or even what is best for them. Effective feedback occurs when this is fully understood - sometimes people don't want to hear what they don't want to hear. This is often referred to as a fixed mindset.

Do you have a Feedback Loop?

"There is no failure. Only feedback." - Robert Allen
Feedback is woven into the very fabric of existence. Your brain is wired to receive, process, learn, grow and develop using feedback. You learnt to walk, talk and ride a bike by processing information received through various attempts and adapting until you mastered your new skill.

Getting Results with a PLAN that works!

To plan or not to plan - that was the question being grappled with. On one side was the argument that planning never worked and on the other side that you need a plan to get where you are going. Air New Zealand came to the rescue - “I can go online and buy a ticket for for 8 months from today and they give me a flight number, time and even seat number! They don’t know what is going to happen on that day with weather, technical issues, staff, volcanoes, or anything, but they plan to deliver!” It was settled. A plan would be written.

Five Keys to Great Presentations

“Success leaves clues” is one for my favourite quotes from “Think & Grow Rich” by Napoleon Hill. When I want to learn something, I look to people who have done it well and the ‘clues’ they have left and then turn those into ‘keys’ to help others unlock their potential.

Public speaking is one of these areas. For a recent Manawatu Chamber of Commerce “Lunch & Learn” session, I presented on “How to do a great 1 hour presentation” using 5 KEYS. The feedback would indicate this is a topic many people could do with some ‘keys’ on.

Sales Skills Are Core Skills

Can you sell?

What one skill would help you sell more?

How much could a core sales skill be worth to you and your organisation?

Provocative questions and statements are a great way to stir people up and heighten engagement. One of my favourite questions is, “What is the most important department in this business?” In a world of equality and ‘equal rights’ etc, that can get people quite animated! Then I state, and argue, that it must be sales because if you do not sell something no other role is required.

Irrespective of your stance every business acknowledges they need sales. Who's responsible for sales in your business? Do you have a “sales mindset” that defines your culture or is sales the domain of one or two individuals or a department?

Know WHY I should buy from you!

Of all sales confidence killers, there is one to watch for. Its danger lies in the fact that it is so common, people become comfortable in its presence. It is easy to fix. Yet it remains and festers over years, through companies, permeating and draining teams until they succumb to such normality that they do not stand apart. What is this crippling malaise that brings such despair? A lack of an answer to one simple question.

How Product Knowledge Affects Sales

When I want anything to do with cell phones I go to see Michael at 2 Degrees in the Palmy Plaza. I often have to wait to see him as he is the most popular sales rep. It is worth the wait as he “knows his stuff”. Can you relate to this - having a sales rep worth waiting for, your own “go-to” person?

How many people would see you as the “go-to” person?

Sales vs Production

Internal conflict hurts sales.

I am a production manager by training. After over 13 years in the role I still can vividly recall frequent orders to make huge quantities of product with impossible timelines. It did not make me like sales people. Or the sales department.

Do your internal teams spend more time fighting or one-upping each other than working together to serve the customer?

CONFIDENCE SELLS

“Build confidence in every facet of your organisation - it makes it so much easier to sell.” - Mike Clark

Are you destroying your sale reps' chances of closing sales?

It is easy to do - damage their confidence.

The truth is, selling is easy. For many people who see sales as something sleazy or pushy, this statement seems laughable. As I have written about on many occasions, sales is a process and the better this is understood the easier it is to sell (or more accurately help a client get what they want or need). There is another truth - “Sales starts in your head” and in order to sell well, we need to believe in what we sell.  Time and again this basic truth remains “Confidence sells”.