Values form the behavioural core and the motivational force for an individual, therefore, I think values are more important than knowledge.
““When you succeed, be generous.
When you fail, be compassionate.
When you win, be humble.
When you are scared, be thoughtful.
When you are beaten, be modest.” ”
In sales, the person who has the solutions has the power. And what we ask is infinitely more powerful than what we say in sales situations, as salespersons are usually placed on the low trust end of the scale. When you want to dig in and get to know the buyer, it’s a good strategy to use questions to get them talking. I think the magic always happens when the other person is talking and the secret to unlocking other people is to be interested in them and not your verbal vomit.
Our job as sales professionals is to go out and create some curiosity and interest without doing dumb things like spamming buyers. Life-long learners will remain curious and they never settle on thinking that they know it all – and that’s what sets them apart. As sales professionals we need to start conversations and get business meetings. Invest in yourself, take what you have right now and make the best of it. Contact me via e-mail to book a 1:1 session in October.
There are times when we all long for a simple way out, a procedure to follow rather than a process to understand. I think a mentor is someone who shares their knowledge, skills, and experience, to help another to develop and grow; and a coach is someone who provides guidance to a client on their goals and helps them reach their full potential. There is no reason why you cannot be both a coach and mentor, as the skillsets required to fulfil these roles are similar and to some degree interchangeable, for example, forming relationships to help a person develop. They are both rooted in learning and training and require a level of trust, respect, and communication in order to work.
When I am coaching, I usually coach on a specific topic or skill and focuses on “you”. I expect that after coaching this specific topic or skill you will be able to perform in a day-to-day basis using the knowledge gained from it. When mentoring, I’m focused on the present and future whilst using my experience and perspectives gained from the past elevate and evolve the current relationships. Does this make sense? Contact me now to book your coaching and mentoring sessions.
One reason I love coaching is you are forced to take a holistic view. Coaches are generalists, who have to obtain a near specialists’ knowledge about a lot of things, for example, from behavioural psychology to political trends. We have to know a little bit about many things and then we must understand how they interact with the methods we are trying to install.
The chessboard metaphor is common throughout therapy to help develop the distinction between an observing self and avoided psychological content. I think that sometimes a well-placed pawn is more powerful than a king.
“Knowledge is having the right answers.
Intelligence is asking the right questions.
Wisdom is knowing when to ask the right questions.”
Fear is natural and I think it’s central to the human experience and these fears often come in disguise, for example, a fear that you’re not enough. The fear of not being good enough can surface as anxiety that you can’t explain or rationalise. Over the years of coaching and mentoring conversations, I’ve found that tapping into the imagination is the most powerful complement to traditional memory. The imagination gives us the ability to tell stories and form images about what is going on for us.
“The best use of imagination is creativity. The worst use of imagination is anxiety.”
Read to improve your writing.
Write to improve your thinking.
Speak to improve your storytelling.
Teach to improve your understanding.
And use your smile to change the world, don’t let the world change your smile.
When you establish a pattern of honouring people through your actions, word gets out and your positive influence will spread. And since you have acted thoughtfully and with integrity, when you speak, people will listen. Authenticity doesn't mean sharing everything about yourself, to everyone, all of the time. It does mean saying what you mean, meaning what you say, and sticking to your values and principles above all else.
In my day to day, I face a variety of internal and customer-facing situations, both positive and negative, and being able to communicate effectively has served me well throughout it all. What I love about my job is that I get to bring talented people into an engaging environment where they can make a difference. I think that talented people working together for the greater good around the world will determine our future.
Remember just because you were born talented doesn’t mean you are the best, there will be someone working harder than you and that person will succeed. Contact me via e-mail to book a motivational coaching session.
“Hard work beats talent when talent doesn’t work hard.”
c/o Getty Images
Why can’t we be seen until we learn to see?
I think to see means that you have empathy, it means to realise that no one cares about you and your opinion, they care about themselves and their own opinion. If you can’t see them for who they are and for where their fears, desires, and dreams, they will ignore you because they only want to hang out with people who can see them. Being seen is an unlimited need that people you serve have and if you can see them and understand them, you can tell them a story that they want to hear and they are more likely to engage with you. Remember that you cannot be empathic to everyone, you cannot see and understand everyone, so pick who you are going to see and understand and do that.
“Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy.”
One to one meeting’s are an excellent way to develop leadership and improve performance, but are these meetings productive? This is a good question as I have many years’ experiences from consulting and coaching organisations of every size, from start-ups to multi-nationals. I think one should focus on your attitude, efforts, and actions, and I do this by guiding you through a process which will improve communication between you and your team. I look at 3 phases:
1. What’s the problem and what are the outcomes we can achieve by solving these problems? And this has got nothing to do with the product or service, it’s all about understanding what’s the most important thing for the client.
2. How are we going to solve the problem and achieve the outcomes we want?
3. Who are we going to do this with?
According to psychological research, written goals are much more powerful than unwritten ones. I think by writing down goals we start to anticipate how we will achieve those goals and start to build our way power as our brains just does not have enough working memory to do all that without committing the goals to paper.
There are three types of goals: process goals, performance goals and outcome goals. As a former athlete, I think process goals are the most valuable since practising reaching a process goal is demanding and if you fail, it will not be as public as failing to achieve an outcome goal.
“Plans are irrelevant; planning is everything. ”
Image c/o Liz Fosslien ©
I think that when you place a milestone in the path to action, it is more likely that people will complete that action. Truly skilled consultants and coaches start by asking themselves:
1) How can I shorten my clients’ path to their desired outcome?
2) How can I accelerate my clients’ speed to getting big results?
Contact me via e-mail for a discovery meeting.
As a coach, I can help your team to clarify these basic questions:
What do you see as your fundamental task and goals?
Who are your most important customers, users, and stakeholders?
What are their main needs?
And then I would continue on the development track with these questions:
In which areas do you see the need for you to develop your practice?
What areas of competence do you want to develop in yourself?
What types of tasks do you have the courage to embark on in the long term?
According to the Oxford English dictionary, “…a pause is a short period when you stop doing something before continuing, and when you reflect on something, you think deeply about it.” In these strange, uncertain and frightening times, how is it that some people ‘keep calm and carry on’, while others panic?
Get active and do some form of regular physical activity, even if it’s just walking 10 minutes a day.
Keep learning as your mind need to keep active too, so give it a regular workout.
Random acts of kindness are contagious, please spread the word.
We are hardwired to want social connections as they are essential to good mental wellbeing.
Take time to notice things, whether it’s your neighbour’s new hairstyle or reflecting on your experiences.
Caring for others, it’s essential to do what’s right for the global community.
Stress is the body’s response when it senses danger. We all experience stress and need it to function, but when stress interferes with our lives, it becomes a problem. Too much stress, for too long, can make us ill. If unaddressed, stress can cause mental health issues like depression or anxiety and harm our physical health. Listen to your being, it’s continuously giving you hints. It is a still, small voice and it does not shout at you, that is true. If you are a little silent you will start feeling your way. ‘
“Never try to be another, and you will become mature. Maturity is accepting the re-sponsibility of being oneself, whatsoever the cost. Risking all to be oneself, that’s what maturity is all about.”
I offer a customised process for implementing, executing, and measuring your results, once you have identified, defined, and described the results you want. I’ll give you the tools and inspire you to tap into your personal drive, identifying and leveraging natural talents, and applying them toward accomplishing your goals. Contact me via e-mail when you are ready to discover and create your ideal future.
I recently discovered a beautiful Hebrew word, “kavod”, and it means honour and respect. Honour and respect are very important in any society but even more so in Middle Eastern societies. The Middle East is a place where people swear “on the honour of their mother” without thinking too much. Perhaps we should ask ourselves, “Is it kavod?” before everything we say, think, or do.
Most people don’t know the difference between coaching, mentoring, and training. Rather than having a one size fits all approach, I try to use self-discovery methods to enable the customer to see where they fit in. If you want your brand to stand out in these competitive, unstable times, you’ll want to shift from a product-based “what” brand to a mission-driven “why” business. Shifting your brand and business from “What” to “Why" will bring huge economic benefit and help you secure optimal customer preference and loyalty.
Most salespersons are looking for the success strategy, but because of their psychology, for example, fears, worries, views about the economic situation, etc., are keeping them from maximising their capabilities. Usually when you think that you’re not good enough, in reality what’s holding you back is 80% psychology and 20% mechanics. Top salespersons think mostly about their goals and their priorities and how to achieve them. Top salespersons think about their actions and activities each day, they think about the number people they need to call, the number people they need to send proposals to each day, the number things they need to read and study, etc., etc. Always thinking about what they want!
When you think about what you want it makes you happy and positive, it makes you think that you are in control of your whole life. I think success comes from planning! If you truly want success, then do what top salespersons do – engage with an executive coach and develop a plan. Contact me via e-mail for 1-on-1 executive coaching.
Nowadays we have very few guidelines and an awful lot of options, and all these options are giving us quite a bit of uncertainty and self-doubt. We need leaders that can create big promises to customers, and help their organisations deliver on those promises. Leaders who master both strategy and execution start by building a bold but executable strategy. Next, they ensure that the company is investing behind the change. And last, they make sure the entire organisation is motivated to go the journey.
There are 4 parts of emotional intelligence (EQ):
1. Self-awareness
2. Self-management
3. Empathising
4. Social skills
Within each and every one of these domains are there specific learned and learnable abilities that will make sales executives outstanding performers. Within the self-management cluster there’s not only better managing of negative emotions, there’s also adaptability. Maintaining a positive outlook, no matter what happens in your life, keeping an eye on that long-term goal despite setbacks, obstacles, and distractions. Mindfulness doesn’t help you directly with any of these but if you want to look at all the EQ attributes and competencies then I’ll be willing to guide you through the process of additional learning. Contact me via e-mail for 1-on-1 executive coaching.
In this current climate, attention is not only a rare commodity and also a precious one. As humans we are getting better and better at staying focussed and keeping the attention on ourselves, as when I pay attention to you, I don’t have it anymore and in that moment is gone forever. We all have the capacity to improve our attention as it’s like building a muscle. The thing about awareness is that they are not making any more of it. If you choose to focus your awareness and energy on things and people that bring you pleasure and satisfaction, you have a very good chance of being happy in a world full of unhappiness, uncertainty, and fear.
Have you ever noticed that when you need something, you start seeing this item anywhere you go? For example, a friend who asked you to buy yellow roses for an event and all of the sudden yellow roses are everywhere- in the supermarket, gardens, etc. It is the same thing with goals. Your attention is a limited thing, you only notice what you need. So, the trick is to position your goals in your head like it is something you truly need. We must apply this knowledge as it’s too important not to.
We are living in environments with all kinds of competing information and we often work and live-in places that are also overloaded with information. The ability to selectively focus on certain things and ignore other things is part of our capacity as humans. There are distractions everywhere and this is the first time in human history where almost every on the planet has a mobile device. These devices have all kinds of attractions, amusements, and diversions, so we are constantly being pulled away from that one thing we need to do, and I think mindfulness can help.
What is mindfulness?
Mindfulness is where you use your strength of concentration to become a witness to your own thoughts and feelings. I think mindfulness is a mental work out, every time you bring your mind back into focus you are strengthening your concentration. Instead of being fused by our experience, we can step back and still participate in the experience fully and have more control over our thoughts, feelings, and actions.
Your ability as a salesperson to fix your attention on what matters and ignore distractions is a valid predictor of positive financial outcomes. Mindfulness is a method of training your attention in bringing it where you want and keeping where you want it to be. Contact me via e-mail for 1:1 coaching cognitive control sessions.
