Waste your time making sales calls

There are some 'gig's in business that are more appealing than others. Small business owners 'love' networking, love sending emails and are becoming more in love with Social Media applications as the modern entrepreneur evolves to meet the demands of the modern marketing mix. Other activities, like making sales calls, go straight to the bottom of the pile for a variety of reasons.

A fruit cake is not a fruit cake without fruit as we know. For centuries, people have been following proven recipes that have yielded 'results' and enabled people at the dinner table to enjoy what was cooked up for them. More recently, some have chosen to ignore or change the formula of the recipe and something close gets produced.

I'd bet a fair amount of money that a lot of businesses out there would jump at the chance of doing business with a large company, one with turnover in the millions, one with 'large contracts' on offer, one that has sales in its culture and uses the telephone to generate relationships with its clients. So how do you 'get into these businesses?' Answer - use the telephone.

The trick to making good sales calls requires the following:

1 - Do your research. Find out a bout the clients business and get 5 core pieces of information about the business so if asked 'what do you know about us?' you can answer positively.

2 - Have an objective. Your objective is solely to get an appointment at this stage, not to make a sale.

3 - Create a solid business purpose statement. People buy emotions - concentrate on building a powerful opening statement that demonstrates the clear business benefits of your product or service.

4 - What questions might get asked and how will you handle them? If you were the person on the other end of the line, what might you ask about you and how would you handle that question?

5 - Appreciate that not all people will be free to talk when you call. Not everyone will want to speak with you and some will want to rearrange. Don't take lack of availability personally.

6 -Be resilient.


One of the common fears of making calls is fear of rejection. To put this in perspective, have you ever called a travel agent to hook a holiday and they didn't have what you ere looking for? What did you do? Just stop looking for a holiday? No! You called another, and another - until you got what you wanted.

Sales calls is no different

It's called the marketing mix for a reason and that reason is because it contains ALL the ingredients you need to market your business. Play with the above recipe and bake a decent cake. But don't expect it to contain any fruit if you didn't put any in the bowl in the first place!

Connecting with people by PACING.

Pacing is a powerful way of creating connections with people by using language.

By using statements and language that is true, current, cannot be disagreed with promotes a series of non-verbal 'YES' or acceptance responses in the listener.

Enjoy.

Getting prepared for sales meetings

Going to a sales meeting can be a daunting experience, especially if you are either new to sales, have not had and 'training' or just don't 'find it easy' when you come into sales presentation situations.

Naturally, we want to put on a performance. We want to convince the client or prospect that we are 'suitable' to take the order and deliver in alignment with their expecations of us a provider of products or services.

Below are '5 essential tips' that will assist you in 'getting prepared' and should you want to choose to take on board the information you'll see a significant improvement in 'confidence' and results.

Tip 1 - Do your homework
Before the meeting, research the client. WHO are they, WHAT do they specialise in, WHERE are they based/operate, WHEN did they start in business, WHY they do what they do or the 'solution' they provide to clients.

This research is essential. Why? In case you are asked, "What do you know about us?"
Do you think a person who knew would have an advantage over someone who doesn't?

Tip 2 - Plan for possibilities!
I'm sure you've been to numerous meetings and had 'questions' fired at you about you and your service. How did you answer them last time? What response did you get? Could you have changed the way you said something that would have meant different outcome?

Think about what might happen, what might be said, plan for it and you can be sure to handle it appropriately when it comes up next time round!

Tip 3 - Frame the meeting
Framing refers to setting the scene. Agree a course of events for the meeting, understand what the expectations are of those attending. Getting 'shared agreement' on the format and structure of the meeting means that everyone knows what's happening and where the meeting is going.

Tip 4 - Understand the difference between 'features, advantages and benefits'
Too often, sales people sell 'features' and we don't buy features. People buy emotional benefits, that is, 'what I get once I have bought and benefitted from having your product or service'.

Think about your clients, what they 'get/experience' after they have had what you offer. This will define what you 'really do' for them.

Tip 5 - Install confidence in your client.
Language is so powerful. Use it to install 'states and emotions' in your prospects!

"I want you to feel confident that we are able to deliver this solution in the time frame you want"

How do you want the prospect to feel about you, your service or product? Tell them!!


Happy sales presenting!

Nick

Emotional Value

I go networking and www.4networking.biz is one of the places I play! This video was shot for the benefit of 4Ners and those who go networking and have to do a short presentation or 'pitch'.

Too many times, many networkers concentrate on communicating the 'features' of their service. This short video tip concentrates on explaining how you, the sales person, networker or business owner, can learn how to communicate the 'emotional value' associated with your proposition.

Enjoy!

Nick

60 Second Presentation for Business Networkers - revisited!

Networkers, here you go!

1. Your name and business name
Tell us who you are and what you do.

2. Define your business purpose
Let the audience know 'what happens once your clients have benefitted from your service' - not the features of your service (accountant, book keeing, spreadsheet analysis etc) more 'we help businesses survive by making sure our customers have POMind and sucurity that their finances meet the requirements of the business'

3. How do you deliver your purpose?
We do that by providing book keeping, etc etc (services offered)

4. Get the audience agreeing with you
"When it comes to choosing an accountant you want a person who gives you sound advice, has your business interests high on their agenda and treats you as their number one client. (I challenge anyone not to agree with this)

.....and that is quite important when choosing this type of service isn't it.....

Isn't it - this is a technique that promotes a 'yes response' from a person. It called a tag question. Use them sparingly.

5. Get your testimonial in there.....
Some of our customers say that we are "x, y, z"
This is your opportunity to 'say what you want' about your business becuase it came from one of your customers. Truth prevails here.

6. Call to Action
Close by letting the audience know how to access you.

Happy networking!

Did watching England get you in a state??

So. Just like millions of others across the country I've 'endured' 90 minutes of England v Slovenia and what a roller-coaster ride of emotions it was.

The range of feelings experienced - remember 'Defoe scoring'..........to the thoughts that crossed your mind when Rooney was running off that 'knock'........to the moments leading up the Upsons last 'gasp' tackle...to the emotions you recall when the final whistle blew........

If you stop to think about one of those moments in detail and run the movie from a few moments before the event to a few moments after, you may even start to associate with the feelings you felt back at the time it happened as you concentrate on the 'film'.

By doing this, your mind generates visual 'data' in the form of images that in turn trigger a kinesthetic response (feeling) like what you have probably just witnessed.

'Tackling' states in business

Thinking about you and your current level of business for a moment and maybe your 'personal performance' in terms of your 'activity' or production levels, what 'frame of mind' would be the one that produced the most output in that situation? You may even think of your role and the varying activities you engage in daily and as you do that, notice how different 'states' would benefit different 'situations.'

Tools for better 'headers'

I think the question is, with 'tools for your head' available that assist a person in achieving different levels of feeling, can you imagine the context you hate most, yet having the feeling you want in that situation. What would that mean for you in terms of different outcomes?!?

Quick question: "Are you OK with that?"

If you are, great! If not, why not?

What would happen if you did something about it?

What? Just like England did ......?!?


The men out in South Africa made changes to their team in todays game which meant they progressed through to the next round. With a Sunday afternoon game 'beckon' -ing (did you think of David? You have now!) the country waits to see if we can 'progress further' in what some people are describing as 'the greatest show on earth'.

Come on England!

How to get your prospects to say 'YES'

As a business owner or ‘communicator’ you’re in the business of getting results and when you start to think about business situations you come into, contexts in which you communicate and the differing outcomes that can possibly occur you’ll soon realise that your thought processing and communication is geared towards an outcome that is generated by yourself or ’shared’ with another and your key objective is to ‘get agreement.’
There are numerous ways of ‘enhancing’ your personal communication to get agreement and before I share those with you there’s one thing I have to be clear about.

In any communication transaction there is an ‘intention’ and consideration has to be given to whether or not you consider your intention in ‘persuading another’ to be self fulfilment or shared winnings. Only you will know that but you know as well as I do that relationship building is built on shared outcomes that benefit all parties concerned.

Now we’ve got that out of the way, let’s move on.

Getting agreement is about getting people saying ‘yes’ and there are a number of ways to steer someone towards a ‘yes’ through language.

Know your outcome and ‘pre-frame’ your communication

Set the scene by outlining your ‘objectives’ and create an environment where you and the other person involved in the transaction are in agreement on what is to be achieved. YES number one.

‘Pace’ the listener using pacing statements

Pacing ‘current experience’ is very powerful. It is used to ‘get people in on the deal’ and engaged with you. Notice the following text and how you cannot disagree with it.

“You are reading this material, looking at the text on the page, considering how these tools might assist you….”

Subconsciously, as the reader you have ‘accepted’ or ‘YES’d’ three times by reading the above text. Agree?

Asking the right questions to get the right answers

People buy on ‘emotion’ and in the sales or relationship building process the ‘hot buttons’ of the prospect are to be identified and utilised to create the condition for the sale. By asking the following set of questions you can effectively create the right conditions by allowing the listener to highlight their situation and thought processing in relation to the context:

What is your priority? – Allows the listener to highlight their criteria

Why is that important? – Justifies their criteria

What would it mean for you if you had that? – Personalises the justification

What would the consequences be of not having that? – Creates the criteria to be avoided

How would that be a problem for you (not having that)? – Justifies the avoidance criteria

Once you have this set of information you now understand what the person wants, doesn’t want and what it means ‘globally’ (impact on the bigger picture) and ‘personally’ to the listener. Repeat back to the listener and confirm what they want or don’t want and how it impacts them to get them in agreement with you.

Use of suggestion to create ‘options’ – don’t ‘force’ communication

Suggestion statements are used to enable the listener to have an option yet the message contained within the sentence is clear. By giving people an option you don’t come across as pushy but ’suggestive’ giving the listener the option to make the right decision for themselves. Consider the following sentences:

“Commit to working with my company today” – forced

“Are you able to commit to working with my company today” – option given – “Are you able”

“Could you commit to working with my company today” – option given “Could you”

Embedded commands

As with the above sentences you can see that the message or ‘command’ contained within the text is ‘commit to working with my company today’. Let’s combine pacing statements with a command:

“We’ve discussed your situation, I’ve highlighted what we offer as a business, and how we can assist you in achieving your objectives, and as you think about what you might achieve by working with me, how our commitment to each other can move you and the business forward and by knowing now, that we have assisted companies in a similar situation to yours grow substantially by these services, I’d like to make it easy for you to be able to commit to working with my company, because commitment is what you want from a service provider like ours, isn’t it.”

Tag questions

Tag questions refer to questions ‘tagged’ onto sentences that create agreement. It’s quite interesting knowing that it is possible to create agreement using such tools like the one’s above isn’t it? And you can see that by using these patterns you can become more effective in your communication can’t you? So you will go on and use them, won’t you?

So. You’ve been introduced to some new skills, you’ve absorbed the information in the best way for you and thought many things about how and where these tools could be used. I’d like you to consider how easy it is to realise how these tools, if ‘over used’ and without ‘rapport’ and what are known as ‘calibration’ skills. I’d like to suggest that you learn further into how it is a combination of these tools that creates the conditions for successful use of these tools.

Bearing in mind a persons confidence levelsAs with all ‘things’ in life, especially honing your language skills, its about putting in practice, time and commitment. Practice saying your sentences with different voice tonality and speed and with ‘pauses’. Commit to utilising some of the patterns daily and you’ll soon see and increase in your personal performance, won’t you…..

Don't tell me what to do with my Social Media!

It's an absolute 'bunfight' out there in Social Media world right now.....

There seems to be a majority who understand the concept of it yet the 'contexts' that create the 'purpose' for usage seem to be the missing key to the door.

The majority know what to 'do with it' and those that are 'doing it', are not all doing it 'the same'. This is leading to conflicting messages as to 'what to do with it' and this causes uncertainty within communities who are looking to use it to develop a brand on either a business or personal level.

What first needs to be asked is 'what is twitter, LinkedIn et al?'

These amazing tools are so multifaceted that it is becoming a challenge on how best to use them to get your chosen result. We're dealing with a revolution that is in its infancy and defining the boundaries or 'contexts' in which this platform works are yet to be formed, tested and available to users.

What do I mean by the above? The functionality of the platforms, as either direct communication or one way broadcasting capability means that whatever your 'intention' for platform use (chat, advertising, one way dialogue, information sharing etc) then there is 'space' for that approach. Yes! That approach will attract a particular audience and it will be an audience that has, of its own accord, decided to be there, automated or otherwise.

Let's look at LinkedIn as an example. It's a message broadcasting tool, information sharing tool, phone book, prospect list, labour pool, supplier list and depending on how a person decides to use the tools defines the 'intention' behind tool usage. That same situation applies to businesses and how they use the tools to get what they want.

So. SM gurus, trainers and wannabes - stop telling me what I should do with my 'social media' because you may be unsure what my 'intention' is on the platforms, whether I am happy with my results and at the end of the day there is enough 'space' to do what I want with it!

Fish don't bite if there's no bait....

As a business owner, senior leader, sales person, account handler, relationship builder.....OK, 'everyone in business' - you've got to 'sell yourself' using communication.

It's unavoidable. It's necessary. It's challenging, yet it is achieveable. And guess what? The only person that can achieve your outcomes for you, is you.

I speak to a lot of relationship builders about their experience of not being able to 'go up and start conversations easily' and sales people who are so focused on getting 'what they want to say' out of their mouths in business winning scenarios that they forget to listen effectively. At the same time, Directors who are so focused on their own thoughts that they forget how they 'come across' to their peers and managers with busy work loads that in some cases, aren't as attentive as they could be to the real needs of their teams.

With many different types of employee, prospects and customers out there how important is it to have the ability to interact effectively, with all your focus on the person(s) you are interacting with, to ensure that your message is issued and received as it was intended to be. As we go about our business lives with heavy workloads, sometimes with stress and other challenging items around with us, not always do we pay attention to our own personal communication patterns and we often find blame in other things when we don't get what we want. Everyone knows that we 'get out' what we 'put in' and communication is no different!

See if you can do this as easy as is possible.

Now. If you were to think about the last meeting you were in, the last networking group you attended and ask yourself this simple question:

"When I think back to that time, if I were meeting me, shaking hands with me, looking at me, listening to what I normally talk about/like in this situation, and taking into account the outcome at the time, what words would I use to describe me?"


What words have you come up with?

Now. Think about 3 things you did well in that situation.

Then, think about 3 areas in which you can improve upon.

Question: How will you go about getting those things so you can be even better next time?

Finding the difference that makes the difference between your personal performance in communication settings will allow you to ensure that your results will change. But only if you act upon what you find out...

Changing the way you communicate and being able to analyse your performance in communication situations is a key skill. Developing yourself in this area means you become more 'attractive' to all those hungry fish out there.

So. Waders on, line cast and await your first bite....

Launch of Youtube Channel

Hello Reader

Just a short note to say that there are a whole host of resources available for you at:

http://www.youtube.com/user/nickhilltraining

Thanks

Nick

What's your business purpose?

Transforming your thoughts into Visual Action

Transforming the ideas and thoughts of yourself or others into an action plan so you can see exactly what it is you must do to get where you want to be, can be a chellenge for some.

Even writing notes, writing down goals, sometimes doesn't work. Reason? In my opinion, 'getting specific' in terms of identifying exactly what needs to be done to achieve, 'clustering of key tasks' that form a general action point and many other key techniques that really quantify thoughts into action plans and into preferred outcomes are generally missing. In addition, if a manager, consultant or business owner hasn't got or doesn't fully understand the process for 'chunking down' into communication or 'quantifying' the detail of a persons communication, then how do thoughts of the individual, the team or the client get put into action to get them where they need to be - performing to the highest standard possible?

One such tool available to do this has been developed and the process is referred to as 'Logo Visual Thinking'. It is a tool that takes a persons communication in either a 1-2-1 or group format at collates their language into transforms it into VISUAL tangible statements. These statements are then transported into a VISUAL sequence that defines the start and end point for the plan that needs to be taken to achieve the plan.

I watched Peter Cruikshanks, an Accredited Trainer of Logo Visual Thinking (LVT), demonstrate the tool at a seminar he ran. I thought (transforming thoughts into action now!...) to myself, "that's a pretty cool management tool" and could see the benefits for managers, business owners and consultants assisting business owners in developing actionable plans. After the event I approached Peter and mentioned to him where I felt 'even more value' could be added to the LVT tool in terms of the language the group used during the session, what exactly they meant when they said it, how a practitioner of the LVT tool could use rapport and language skills to heighten the experience for those using LVT with their clients. Peter and I agreed to discuss, using LVT......

After a few short, sharp meetings in the Village Hotel at Tingley, we extensively used LVT processes and techniques to formulate the plan to deliver a seminar that combines the benefits of LVT in business and NLP language tools so a whole host of business owners, managers and consultants can engage with the tool and its benefits, learn how to use it and really turn those amazing thoughts and ideas that we all have into visual action. (I knew it could be done!)

From personal experience, LVT was very easy to use, highly functional and really helped in 'seeing what needed to be done' and when it needed to be done by in a highly VISUAL way.

For more information on the seminar click here

Sales Statistics

I recently received a card from a contact of mine who I met at a networking event. The card displayed the following statistics which I think you will find interesting, possibly alarming, yet very true!

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made on first contact

3% of sales are made on second contact

5% of sales are made on third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact

If this is the case, that means a lot of people interaction, a lot of persistence, a lot of resilience.

Alarmed? Maybe...

Shocked? Possibly...

Time to kick start yourself into action? Definitely!


Source of card: David Franklin, sales@247cards.co.uk

Step up to the plate and be different

At the moment its competitive in business, no doubt about it.

Those who want to survive the current climate are looking for new ways to be different? Why? Because those people and businesses in the same industry in the majority purport to do the same thing.

"We save you money, we grow your business, we reduce your costs" - same message from the same people and little left to the imagination of those who 'listen'.

Separating yourself from the crowd is a key skill and from my own experience it works. About 14 years ago now I left Yorkshire to go and live in London. With degree in hand and 'money mad' I reckoned at the time I'd be 'hot property' only to find thousands of newly graduated job hunters with similar experience to me (zilch) competing for the same roles. To get those roles you had to demonstrate that you were different.

I'd had a few interviews with a few companies and had not secured employment. My patience wearing thin and morale low after 3 months of job hunting I came into contact with an agency who had a client (Computer People - IT Recruiters based allover the UK with a vacancy in Redhill, Surrey) potentially interested in graduates who were 'different'.

This was my opportunity. I'd heard that Ann Brown, Contract Sales Manager of the Redhill branch liked people who were different, people who could demonstrate that they were different and if I could do that, there might be an opportunity.

"Great" I thought. But with minimum experience of work, little IT knowledge, no formal sales skills I wondered what the heck I would do to impress. I met with Ann and my raw enthusiasm and willingness to learn ensured that I passed the first interview stage. Fantastic! It was only then that I was informed of the requirement to do a 10 minute presentation on the following:

"Why we should give you the job?"

Mmmm. Presentation. To 15 people. In the boardroom............dedum, dedum, dedum, dedum....

After racking my brains of what I was going to say, how I was going to fill 10 minutes, let alone 'convince' the Redhill team that I was perfect for them (without experience) I turned to the one skill I did have which was a knack for writing witty poems.

So there I was, in the boardroom, looking at my 'possible peers', them looking back at me as I started to give them a bit of history. Where I was from, my days of working as a waiter, my customer service skills, my desire to be successful before I ended with....

"before I finish the presentation I'd like to finish with a poem I wrote." They looked perplexed and confused. I swallowed hard...then started.....

"For years at University
I studied like mad to get a degree
and to the delight of my dad and mum
I ended up with a - 2:1

So now's the time to get a job
no more days getting wrecked on Michelob,
Banking, Catering, Management?
No thanks I want IT recruitment.

Recruitment problems there to solve,
constantly watching the IT evolve,
trying to place a candidate
when all the CV's aren't so great.

If the candidate can't do the job
can his reference, his mate, his uncle Bob?
The IT recruiter of this generation
requires an active imagination!

The hours are long but that's alright,
working to deadlines ever so tight
needs a person who's adaptable and flexible.
Its the person infront of you, Nick Hill.

I've mountains of energy ready to burn
in this industry that I want to learn
I feel that I have all the skill
to work here with you in Redhill

So now I've shown what I can do
I know the rest is up to you
You seem to be a decent mob
Computer People, give me a job!"


......and you know when you just get that feeling that something has gone very well, you just know it. Then the hands started clapping, the people laughing and smiling and even a 'cheer' emerged....

Did I get the job? Next time you see me, why not ask me!

Be careful what you read about body language

I'm a recent convert to Tweetdeck (www.tweetdeck.com) and was encouraged by Social Networking authority 'Mr Jurassic' - Chris Norton of Dead Dinosaur - http://www.deaddinosaur.co.uk/ - to install and manage my 'tweets' more successfully. I've done this and think the application is great - searching for key words and having access to more resources than I care to wish for. Cheers Chris, much appreciated.

It's been very, very interesting reading some of the articles flying around on 'body language' and how your physiology - stance, gestures and movements - are viewed/interpreted by the receiver of your communication. But what is highly innacurate are the generalisations made by some trainers about what they term 'closed styles' including 'aggressive, defensive, nervous and bored'. (See full article here)

I'm going to look at a few points made by the author of the post and make my own comments next to them to justify why they are potentially innacurate and over-generalised.

Closed aggressive body language
Hands on Hips - Might be a comfort thing/preference for that person
Legs too wide - Compared to what and how wide is too wide?
Eyeballing / Staring out - The persons 'attention direction'* is clearly focussed on the other person

Closed defensive
Crossed arms/legs - could be cold in the room
Poor eye contact - The persons 'attention direction'* could be 'scattered'

Closed nervous
Dry throat - might have a cold/throat issue you are unaware of!

Closed bored
Yawning - could be a parent with a 'new born' who is very tired - doesn't mean they are bored!!


It goes to show that the text books and authors of such material, need to account for 'the context' and the individual 'programmes' we run as human beings in communication contexts. These 'meta-programmes' refer to our personal 'strategies' we deploy in situations like face-2-face communication. Examples being how we are motivated, convinced, take action to name a few.

*Attention Direction refers to the amount of 'attention' a person gives during communication. A person may focus wholly on the other, on themselves or to and fro (scattered). On that basis its innacurate to say a person is 'eye balling' in an aggressive way if their AD programme is 'others' focussed. On the other hand, to say someone is defensive when they may have a scattered or 'self' AD programme is again, innacurate.

So. The message here is very clear. Classifying a person as open or closed, aggressive or defensive by their body language can be dangerous. What has to be taken into account is the context and their personality, not just thier physiology!

Goal setting framework

Some people have them, some don't, most do and nearly all have ceased by the end of January........

Whatever you choose to commit to next year, follow through with it!! As well as giving up chocolate, beer, commitment to the gym, what about your business? What are you going to commit to doing next year?

If you want to grow you have to take action. Whether its taking more risks, committing to employing people to assist you, up skilling yourself in certain areas, or anything else, these pointers I've enclosed help with 'goal setting' which I thought you may find useful.

First off - Identify your objective. Yet when you say it, how much of a positive edge does it have? If you can't say it with meaning or passion find another goal!!

Set a time frame for achievement.

Identify the steps you have to take to get it.

Identify other resources/people required to achieve it.

Make sure you can easily achieve the first step to get you going.

Make sure you can you achieve the goal in more than one way? Flexibility is key.

Check that your commitment to this objective fits in with everything else in your current situation.

Check that the goal is ecological (you may want a 2 seater car but you know deep down its impractical for your family and you don't get a decent feeling when you think about the wider consequences involved)

And finally.......Start it.

Happy goal setting and all the best for 2010!

Nick