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This week’s “Tricks of the Trade” is all about freshening things up a little – changing your thinking around sales and business. After all, are you doing the same things over and over again yet expecting different results? How about changing things around a little?
Here’s a mixed bag of ideas to consider…
Are you reluctant to embrace change? Try this. Have a few minutes to yourself in a quiet room where you won’t be disturbed. Get relaxed – and think to yourself “What will happen to me, my business, my role, on the 16th October 2018, five years time, if I changed nothing”. Warning – This is a very powerful exercise. And very liberating too!
Who do you get your sales advice from? For a change try thinking about an issue and imagine what advice you’d get from…a trusted mentor, living or dead; or yourself in 20 years time; how about the advice you’d get from an alien? or your favourite pet! Seriously, try it. Have some fun!
Consider feedforward? Instead of asking people to comment on something you’ve done — ask them for ideas about how you could make things better in future. Pay attention to what you can change in the future, not agonise over what you did in the past. So, who can you ask for some feedforward?
Replace those beliefs you’re holding on to that are doing you no good. For example if you believe – either up front or deep down – that “the customer doesn’t really want to be bothered right now with information about my little product” well guess what, your communication, either verbal or written, will definitely indicate this lack of confidence to your customers and prospects – and they won’t buy. You must have the right set of beliefs about you and your services if you’re to achieve sales success.These negative beliefs can be changed — get help if you need to.
Maybe this is the week to see the other person’s point of view. Whether it’s an adversary, a difficult negotiation, someone asking for advice, put yourself in their shoes. Lead the exchange by understanding where they’re coming from – and it will lead to a far more constructive outcome.
Find positive people to be around and feed off their vibe. Additionally find someone who is great at what you want to excel at, take them for lunch – and pick their brains. Oh…and be sure to minimise the time you spend with those who drain you.
Organise some fun. Book to see a stand up comedian, watch a funny film or play – great for changing your state, lifting your spirits and motivation levels.
Maybe not literally. Too many meetings? Bogged down in meetings? Too long? Boring? Try having meetings where everyone stands up!! You’ll find it changes the dynamics of the meeting, puts everyone on an equal footing – and produces amazing results.
Change your working hours. If you’re working excessively long hours, ask yourself why. Where does the pressure come from? Is it self-imposed? Is it the company ethos? A demanding boss? Or is the company short staffed? If you want to change – you can. Make those changes slowly rather than dramatically. If you are reluctant to create a healthier work life balance, it’s useful to consider the real reason why (and that’s when it gets really interesting!)
“Human beings… by changing the inner attitudes of their minds can change the outer aspects of their lives.” — William James Mayo
What action will you take?
Until next time.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking