The subconscious mind is where all the intellectual information is stored and if you know how to do better than you are doing, why aren’t you doing it? It’s because of our subconscious programming. I think our paradigm controls our behaviours. Just check your results and then look at your behaviour patterns, and then you will realise that you have been programmed to do it this way.
““Confidence is just displayed ability.” ”
Sales is a series of asking for commitments and all salespersons - regardless of who you are or what you are selling – have two primary concerns:
1. RESULTS
- Did you make the sale?
- Did you bring in the money for your company?
- Will you receive your commission?
Everyone ultimately wants to achieve tangible results.
2. RELATIONSHIPS
- Did your client enjoy the selling process?
- Do they now know, like and trust you?
- Did they enjoy your selling process enough to speak positively about you and your company by giving you a referral?
I think the balance between achieving results and nurturing relationships with clients is essential for successful salespersons. Contact me via e-mail for sales training and workshops.
In my experience good leaders know the value in wanting others to shine more than they do, and they do what they can to put their team in a position to win. Strong leaders inspire their teams with a clear vision for the future and aligns everyone’s efforts towards the common purpose through meaningful communication. I think effective leaders are the ones who delegate tasks and responsibilities, trusting team members to carry out their duties. Empowering them and providing guidance takes courage and team members usually reward these leaders with loyalty. It’s always good to know that leadership is not a “one size fits all” concept, different situations may require different leadership styles.
There are three ways we experience rejection:
1) Real rejection
2) Perceived rejection
3) Anticipated rejection
Whether the rejection is anticipated, perceived or real, it creates an emotional response. The hardest part of the selling process, which is top of the funnel is interrupting a stranger and asking them for their time – emotional control in these situations is of paramount importance. I cannot teach you how to take away the “sting” of the client saying “no” when you are reaching out to clients, but what I can teach you are frameworks that you can use in context to control the emotion and flip the buyer’s script, so you can ask again and get what you want. When I have leveraged this for sales teams, I have seen results exponentially increase with the number of meetings the sales team gets.
Whilst there is a need to keep a watching brief on the changing customer environment, their needs, and technologies, the benefit of a good education is the ability to think on your own. In effecting other people with words, I found something very interesting about communication, you have to learn to be nice as your attitude will make a huge difference to how you are received. Communication is 80% what you feel and only 20% what you know, I think it’s not so much what you say as how you say it. Your attitude will make the difference in both your sales results and in the quality of your life as most people are interested in how you feel not just in what you know.
“Once you’ve accepted your flaws no one can use them against you. ”
When somebody says no to you, don’t take it personally, in my mind when they say, no - I say next, which means when you say no to me, I’m just going to move onto the next client or opportunity. There’s so much business out there, so are so many potential customers to go after, you just have to have the abundance mindset.
Always reflect on why you lost the sale when you are rejected. And ask: What could I have done better? I will always encourage you to reflect on why you lost that deal but don’t just sit there and beat yourself up about being rejected. The real sales mindset is that the rejection is not about you and rejection is part of the game, that’s why you are in sales - if you don’t like rejection, you really shouldn’t be in sales.
The results that are expected of us in selling are sales, and the only time that we are working is when we are doing something that contributes directly to that result. Selling is when you are face to face with real life customers who are willing and capable of buying a product (or service). Today’s businesses are learning from the science of change that they must recreate themselves even when they would like to believe that the old business will go on forever.
“The best way to predict the future is to create it.”
Which means to have a vision and even though the vision is in the air or sky, you start to build a foundation under your dreams. All high achievers are result orientated, they dream big dreams and focus on results not activities. The key is to be clear about the results that you are trying to accomplish and ask yourself the following questions:
1) What results are expected of me?
2) What am I supposed to produce in my job?
3) Why am I employed here?
Please reach out if you have questions about how it can impact your organisation or yourself.
The great Zig Ziglar said, “Motivation gets you going, and habit gets you there. Make motivation a habit and you will get there more quickly and have more fun on the trip. You are free to choose, but the choices you make today will determine what you have, be and do in the tomorrow of your life.”
We are not in the business of knowledge transformation we are in the business of skill acquisition. Do you know the difference between a skill and a habit? A skill is the ability to do something well and a habit is something you do mentally or physically, that starts as a choice and then becomes a nearly automatic pattern.
In reality, a habit is the function of our subconscious mind. There is no greater evidence of the marvelous power of our subconscious than the force and sway habit holds in our life. We form habits in our subconscious mind by repeating a thought or behavior and act it out over and over again until it establishes tracks in our subconscious mind and becomes automatic. What percentage of our daily behaviors are choice? Studies have shown that between 40 and 45% of what we do each day are habits. Therefore, when we understand how habits work, then rather than being the consumer of our lives, we become the creator.
The Power of Habits training is about teaching leaders and individuals how to leverage habits so that they can improve results. The key to exercising regularly, losing weight, being more productive and achieving success is understanding how habits work. The Power of Habits training will do 3 things: increase performance, improve outcome and ignite culture. Performance is what we do, results is what comes from our actions, and culture is how we behave.
We change the world by changing behavior and there’s a process to that and at Peak Balance (Vital Smarts), our digital learning tools can help facilitate training outside the traditional classroom settings. We have put together a series of micro-trainings which consist of a series of short, focused learning modules that are delivered through Adobe Connect. These trainings have proved to be highly effective at accelerating onboarding and improving retention.
For further information - contact: sb@peakbalance.dk
