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Archive for November, 2008

The ten biggest and most common sales mistakes.

Friday, November 21st, 2008

I was recently asked by a journalist what I feel the ten biggest mistakes are when it comes to selling? Trying to narrow this down to 10 was difficult, as I feel very strongly that selling skills in Australia are generally pretty bad (in fact I think they are bad all over the world).

So here are my top ten most common sales mistakes – if you can add any more to the list, please drop me a note in the comment box - 

1. Sales people not being prepared when making a sales presentation.

2. Poorly presented sales people (dirty or wrinkly clothes, poor personal grooming, body odour etc). 

3. Poor or non existent product knowledge – that is the sales people can’t give you any advice because they know nothing about the products that they are selling.

4. Sales people with a bad attitude – everything is a hassle. 

5. Sales people who don’t listen to what the customer wants.

6. Making a promise to follow up with a customer and then not doing it. 

7. Not having clear sales goals. 

8. Not being “present” with the customer – that is the sales person’s mind is elsewhere.  

9. Not being compelling and definite when it comes to making a recommendation to a customer.  

10. Poor communication skills – no eye contact, mumbling, one word answers.  

I guess at times we have all been guilty of a few of the above, but now is a good time to stop and see if you can put a tick against any of these bad habits, or do any of your staff have them. Knowing where you are going wrong is a great place to start  to get it right. 

 


Believe in your product because if you don’t it shows

Wednesday, November 19th, 2008

Personally I find it impossible to sell something if I don’t believe in it. This lack of belief can be about a product doing what it promises, or the quality of the product, or the value for money and so forth. Any good sales person will need absolute belief in the product they are selling and if they don’t it will show. 

When hiring a sales person, if most of their questions relate to the product being sold, the quality control processes, the after sales service offered by the business, I know they are professionals and they know what they are doing. If all they want to know about is when they get paid and what time is lunch, I generally get a clear picture of their ability and their integrity in the sales world.

If you have doubts about a product or service that you are charged with selling, you need to resolve these doubts very quickly. Customers can tell if you are trying to sell something that you don’t believe in. Sales will drop in your business if your sales people lose faith in your products and it can become a rapid downward spiral.

One of the best ways to build confidence in your products is to talk to happy customers. If you spend time talking to existing customers about what they like (and don’t like) about what you sell, or your business as whole, your confidence will grow. If there is more bad news than good news, well you certainly want to know about that so that you can do something about it el pronto.

The moral to the story is that if you want to sell more of anything – sell something that you believe in. If you own the business and you don’t have confidence in what you sell, fix it and fix it fast. 

A picture really does say a thousand words…

Monday, November 17th, 2008

Looking through these photographs it is easy to see just how powerful images can be. This should be proof enough of the value of having high quality photographs in any promotional material or advertising that you use for you business.

There are plenty of great sources of photographic images – either contact your local photographer (many have excellent stock shots) or do an online search and you will find plenty of places to buy images. I always suggest to my clients that their investment in quality images for their promotional material and advertising will always pay off.

Enjoy these incredible photographs.

Sick of being criticized?

Monday, November 17th, 2008

We can all be critical at times, it is just human nature. However, being overly critical is a problem and we all know someone who seems to be able to find fault in pretty much anything we do. It might be a colleague, a boss, a friend or a relative. Dealing with this critical person is certainly challenging.

In the past I have simply avoided them, mainly because I believe that if you are surrounded by critical people you will ultimately become one, and that certainly happened to me on a number of occasions. The reality is that we don’t all have the luxury of avoiding these people, especially if they are a close relative or worse, your boss. 

I came across the following article on dealing with critical people. It provides a very clear insight into the world of the critical person and most importantly, it offers some great advice on how to manage them. Most interestingly of all it suggests that perhaps the criticism’s may be justified (to a point) and perhaps we need to take some of this information on board. Whichever way you feel, this article will help you to understand and deal with critical people in your life.  

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We all have to deal with critical people at times. You know the type – the person who can spot a flaw from across the room, gives unsolicited advice, frequently complains and passes judgment, is negative and seems impossible to please.

 We can all be critical. Every day, we literally critique everything that goes on around us consciously and unconsciously. Unfortunately, some people tend to verbalize the thoughts many of us have learned to keep to ourselves. When things don’t go our way or we’re in a bad mood it is easy to become critical. It’s true, miserable people prefer miserable company. Critical people actually feel better around others who share the same negative attitudes. Before we spend time learning how to cope with other people’s critical traits let’s make sure we have our own well under control.

It can be quite challenging to get along with a critic, especially when we live, work or attend church with them. Here are 10 tips to help you get along better with critical people.

1. Understand what motivates people to be critical

Hurting people hurt people. Most critics were criticized themselves as children and did not develop the sense of security and healthy identity that can come from positive nurturing. They tend to have a low opinion of themselves and consequently feel best (although often frustrated) when attempting to achieve the unrealistic standards they set for themselves and others. Critics are often motivated by the need to feel better about themselves by putting other people down. Understanding their motivation can help us to develop empathy and compassion – two qualities that will help you get along with critical people.

2. Don’t throw the baby out with the bath water

Although critical people often lack diplomacy and tact, they also tend to be able to size up people and situations accurately. You may be tempted to discount what you hear, but listen carefully to what they say because there is often valuable information underneath the sharp edges of the message.

3. Be willing to confront your critic

It is not easy to confront interpersonal problems, but it is typically the best approach. Be willing to tell the critic in your life how you feel about the way they interact with you. This won’t guarantee change, however, by expressing your thoughts and feelings you are in a better position to manage your own emotions and behaviors. Emotional expression will decrease your chances of growing embittered, and consequently, doing or saying something you’ll regret.

4. Focus on the truth not on the criticism

If someone puts you down, fight the temptation to dwell on the criticism. If there is something you can learn from the message, do so, but then move on. Instead of dwelling on the negative comment focus on the gifts, talents and strengths that you possess.

5. Be careful about what you share with the critical person

It’s not always wise to share personal or important information with a critic about yourself or anyone else. Providing such information is asking for trouble because critical people often take things out of context, misinterpret or exaggerate information and place a negative spin on ideas or opinions. Learn how to discern what you should and should not reveal. When in doubt, don’t share.

6. Don’t join in on criticizing others

It can be easy to fall into the trap of criticizing others when you’re around a critical person. Joining in on the criticism only serves to legitimize the behavior in the mind of the critic, and the transition into gossip is close behind. Today the criticism is about someone else – tomorrow it could be directed toward you.

7. Limit the amount of time you spend with critical people

It may be very appropriate to limit the amount of time you spend with a critic. This, of course, can be difficult if they happen to be your spouse, parent or boss. However, it may be in your best interest to let the person know that your level of interaction with them will be based, in part, on their willingness to communicate with you in a constructive and appropriate manner. If the critic is your spouse you may benefit from consulting with a professional marriage counselor.

8. Control your response to critical people

Pay close attention to how you respond to criticism. If you tend to react with anger, hurt or intimidation, you will encourage the critical behavior. Critical people are often motivated to behave the way they do because of the response they trigger in others. When you learn to not overreact, the critic will likely move on to someone who will.

9. Try to understand the needs of the critical person

The emotional “gas tank” of a critical person is often very low. Criticism is sometimes an outward expression of an inward need – usually the need to feel worthwhile and significant. It is surprising how a sincere compliment, congratulations or demonstration of care and concern can improve your relationship. People with full emotional tanks are the least likely to mistreat others.

10. Maintain realistic expectations

Critical people don’t change overnight. Even if they are making positive progress, they are likely to revert back to their old ways from time to time, especially under stress. Realistic expectations will help guide your interactions and will likely result in a healthier relationship.

This article was adapted from Dr. Linaman’s original article copyrighted by Parent Talk, Inc.

Todd E. Linaman, Ph.D.

As the President and Founder of Relational Advantage, Inc., Dr. Linaman is committed to developing personal and organizational potential into a higher level of quality performance.

As a licensed psychologist, a licensed marriage and family therapist and a respected authority in the area of personal and professional development, Dr. Linaman has provided executive coaching, consultation, counseling and training to individuals and organizations throughout the United States.

Dr. Linaman has worked with corporate executives, business owners, attorneys, medical doctors and other professionals in his counseling and coaching practice. He is a national conference and seminar speaker and has authored numerous articles on personal and professional development topics. He has been featured as a relationship expert on national and local radio talk shows and local television news programs, and is co-author of the book Lessons Learned Looking Back: Strategies for Successful Living published by Broadman and Holman.

 

Bulletproof your business….my presentation from Sydney.

Saturday, November 15th, 2008

I have had a number of requests for a copy of my presentation from people who attended my “BULLETPROOF YOUR BUSINESS” seminars in Sydney and Newcastle earlier in the year. The actual file is about 28mb – too big to share by email of course, but now I have discovered a great way to share presentations.

So enjoy, I hope the slides jog your memory regarding the key points that I raised. And remember, stop focusing inwards and start focusing outwards and your entire business (and personal) life will change.

AG