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Common Questions and Answers
Think about those you work with the most – your colleagues, your team, maybe your spouse or sibling. When was the last time you gave them some recognition?
Remember just how big an impact recognition, or lack it, can have on the effectiveness of your business. It should be a key part of any organisation but so often it gets forgotten in the day to day dramas involved in running a small business.
In many businesses the only time anyone will hear from a colleague or boss is when something is wrong.
I think we need to redress the balance!
How about telling your team, your business partner, your supplier, your colleagues when they’ve got it right?
All of us need recognition at some level. If they meet or exceed your expectations, let them know! Never ignore those behaviours you want repeated – start telling the people who meet or exceed your expectations how good they are and how much you appreciate their efforts.
Recognition can be given orally and face to face, and ideally with something to remember; or it may be in writing. The advantage of written recognition is that it provides the memory itself: the recipient can refer back to it and even share it if they want to.
As almost all written communications nowadays are electronic, a handwritten note is so rare that its novelty value can work particularly well. But consider other means. Even a text can work wonders if this communication is the norm for the recipient.
Whatever the medium…
1) Be genuine: If you don’t mean it, don’t say it
2) Be timely: make it as close to the event as you can
3) Make it specific: refer to exactly what they did
4) Be personal: use their name
5) Be clear: explain why it is appreciated
6) If appropriate make it public: find a way to let others know.
You may not manage to hit all six of these factors every time but keep them all in mind and aim for as many as you can.
The one that’s not negotiable is rule 1 – be genuine!
The equation is straightforward. More recognition will result in improved motivation levels. A more positive mindset comes next and with that anything’s possible – including more sales!
Sales Success? It’s all about the psychology of communication.
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