Blog Post - 5 Steps to Creating a Unique Value Proposition
Consumers buy more than your products and services. They buy the rich meanings and value it can bring to their lives or their business. It is the meanings they give to your offering that activate their buying and gets them interested, engaged and motivated to take action. READ MORE >>>
Blog Post - 4 Mistake Companies Make in Hiring Sales People
Hiring the right sales people is all about understanding what selling is really about. There is no doubt that it helps to hire somebody who knows about your industry, but no amount of industry knowledge is going overcome inadequate selling skills or people skills. Here are some of the reasons people hire the wrong people. READ MORE>>>
Blog Post - Top Ten Factors in Top Sales People
- Bring Passion to your Product and Business
Enthusiasm and passion are the elixirs of a successful life in sales. Passion for your products and the people who buy them will raise your game. There is nothing better than witnessing an authentic delight a sales person has for their product or company. It really sets them apart. I notice a difference in their way of engaging; they are curious, yet relaxed, because they embody the confidence they have in their product or service. They are also delightful people to deal with. READ MORE>>>
Blog Post - The Public Speaking Phobia
How People Create their own Fear of Public Speaking
The fear of public speaking is often quoted as the number one phobia ahead of the fear of dying. The question is “Why do people dread public speaking so much and what can they do to overcome it?
A phobia is a well-practiced state of fear. Like all skills, a phobia is a skill, albeit a very useless skill. It’s particularly useless when you have to stand in front of a room and give a presentation and look into a hundred pair of eyes and your body starts to go into an unwanted state of fear. This is the perfect occasion to use that phrase “It’s all in your head.” Speaking from my own past experience I remember going through this on numerous occasions before I stopped one day and wondered whether public speaking skills were skills I had not yet learned. MORE>>>
Blog Post - Salesperson as Film Director
What you have in common with Steven Spielberg
Steven Spielberg looked out through his bedroom window as a small child and imagined the night-time shadows were characters and creatures in the stories he told himself. His imagination and ability to create movies - and direct them years later - came from the hours he spent creating them over and over in his mind as a young child.
Did you ever imagine you could be a director? When I discovered, through reading about Neurosemantics, how we run our mind semantically, I decided to work with this metaphor to show sales people how their jobs are not unlike that of the movie director. All we are doing is working with what’s there already in a prospects mind – the ideal picture of the purchase they want. READ MORE>>>
Blog Post - Coaching Demystified
What is coaching really about?
Having coached people for over 10 years, I am fully aware of how people create their own perceptions and maps of how the world is and what it means to them. Their perceptions are just that, subjective perceptions of external events, people and experiences. This holds true for coaching as for anything else.
I have often met some clients whose starting point is a perception that coaching can be, well slightly “fluffy.” If anything, entering a coaching process can really challenge how you perceive yourself and your world around you. One of the creators of NLP , Richard Bandler often challenged his students to the ‘wheelbarrow test.’ If you cannot put something into a wheelbarrow it is not an object, it’s a nominalization. Let’s simplify this; it’s not the coaching that is “fluffy”, but the way in which a coach uses the tools and skills they apply when coaching a client can be the challenge. So I want to demystify what coaching really is about in this article. READ MORE...
Blog Post - 5 Sales Tips
5 Sales Tips from a Coffee Pod Barista
Because I spend my time with lots of sales people out in the field, coaching and training them how to sell, my antennae never stop working when I am out and about shopping or buying products and services. I love to see the science and art of selling in action. I can spot a top notch sales person in an instance.
The Coffee Barista
One day, on my way to buy a new kitchen gadget, I came across a crowd gathering around a young lady with a beautiful coffee machine, talking about coffee pods. Apparently, the coffee pod is the freshest cup of coffee you are going to get from the designer coffee machine they were made for. The coffee pod is small. It’s clever and exclusive. You can only order these coffee pods on-line. Coffee pods were a whole new concept to me on this day. You could put your small pod into the machine and out pours a delicious fresh coffee with an aroma to send you into a sensory reverie. READ MORE>>>