Showing posts with label instruction. Show all posts
Showing posts with label instruction. Show all posts

Sunday, November 20, 2011

Resilience in our Sales People.

Selling and Sales People go hand in hand ... correct?  Like so many other positions stress and its associated triggers also are right there too.  So, how does a sales person have the ability that enables them to adapt, therefore deal with stressful selling situations? Add to this the external disasters that good sales people are able to turn into a profitable situation for both client, the business they represent and their own bank balance.  Yet every one, in the three way situation, feels satisfied as they hold firm to the belief of a job well done!

The trick is that the sales person has learned to adapt a "roll with the punches " attitude.  The benefit is that by adapting to adversity the minor or major stress factors and life changes have less impact.

Lets start with the smaller practical factors with sales.

  • Know who you are.
  • Have belief in what you are selling.
  • Expect the help you ask for to be given.
  • Keep a tab on the follow ups.
  • Do your paper work
  • Present well, be courteous, mannered and leave with grace.
Now the slightly harder ones.
  • Acknowledge that when you are selling there will be many who are not buying.  Simple fact. Live with it or do what you have been taught to do about it.
  • When you cold call there will be many knock backs. Acknowledge there is a roller coaster ride to sales. Know that you are supported on the bad days, give out to others on these days to. Be part of a forward moving team. Celebrate both the good and bad achievements. 
  • Rebalance and move on.
  • Wow! Are they having a bad hair day or what?  Do not take their bad hair day on or it will follow you and your sales team around like a bad smell.
All these things bring about emotional changes and surprises. How you deal with these ups and downs, negatives, knock backs, frustrations, what your family members are doing [ or could be doing] may have been observed during your infancy and may even carry through into your selling period.  Note that the resilience you are looking for can and should be developed with a little effort.  Resilience is not resistance. Resilience is not a matter of blocking, out but of how you hold onto the challenge, grab a duster and flick away a few fears, then get on with the job of selling.

Saturday, November 19, 2011

It's happened. The emotions come. Capture the moment.

Imagine this:
There has been a robbery, arson attack, serious bodily harm been done.  The culprits have not been caught.

Now there is:  an Event===> arousal===> reasoning===> emotion.

Either once an event has occurred, or when it is about to occur, sales people go to the area to capture the two-factor theory of emotion and put it into action. The harvest is the sales and thus the sales persons commission.
Yearly there are celebrations on the calendar.  Corporations and manufactures compliment the use of sales people with the emotional pulls the subconsciousness cognitive act of 'missing out' to lever up the sales. Effectively the more sales the greater pulses the economic cycle has injected into it. The more everyone benefits.

People or business who buy early must buy well.  The fashion may change or an updated product will hit the self.  Sales people go back and take the next order. Neither the client, nor their clients want to miss out as the money cycle flows. The clients know this but still they events confirm their conclusions.

A good sales line is something like  " If you are feeling a bit vulnerable after the last rise in thefts from your store and are excited by what this camera can do for you then..." Close the sale now.


Practice delivering your message.

Delivering your message in a quiet yet effective method may be appropriate at some times yet inappropriate at others.

By practising with family, pets, even in mirrors and on strangers you will begin to deliver your message naturally without forcing an issue or faking the self appreciation and self confidence level.

Mix your message with a firmness and cheerfulness that is concurrent with your "positive trust me" body language. Then believe in both what you are selling - yourself, you company and the product.

Sunday, November 13, 2011

The wheel is round, it has no end.

When a fresh new person goes into a new employment area they are mentored. While that new person intermingles with people with more experience, various skills and knowledge basis levels, they are being directed into keeping that business on track within the businesses practices according to that business's charter. The new person has to allow themselves to be mentally probed, opened up, redirected and re-trained in order for that business to accept both themselves and their skills within that business inclusivly protective walls.  This said- what is experienced by the new person, that new person will do back to the business.   Each are looking for a level of safety, survival, security and longevity.

 There are many unknowns and "gray areas" for all to consider. As the new person settles in and works towards being accepted, many things implode on their comfort zones. Mentors provide a bridging gap between the business processes and internal social gap and the new employees knowledge base. When a gaping void between two benchmarks is discovered by the newer employee they become aware of yet another grey area to bring to the Mentors attention. As this discovery process is happening the new employee is shown how things are actually are, compared to how things should be. Seen with a different perspective the Mentor explains what the company is going to do about the tangible and intangible aspects that have created that said void. Does the company have policies, how are these policies implemented? Who needs to know about it? Mentors have a place in training the new employee through the processes.

Voids need to be dealt with not covered up.



 Negative vortex's on the other hand are like a whirl wind. Vortexes [positive or negative] disturb the peace and progress. Usually there are other smaller vortex trailing around and behind a central Vortex. Each feeding off the other until the course of events has travelled its path.  Nothing is ever the same again. As the destructive negative vortex gets nearer the voids around them get dragged into the negative of that vortex.  The solid foundations and walls of any business needs to have been strengthen through reinforcement, not temporally shored up [propped up].Using the example of the Global Financial Crash [GFC] of 2008 as an example of an external negative vortex many business's that did not have the foresight or resources suffered greatly. While some were never heard of again others had the forethought, or ability, to have changed their focus, to  fix up weak areas, while staying afloat managed to stay in business. While some business later sold up others took the hits and stood the test of time For instance Marketing America had $80 million dollars in their bank mid October 2011.  This company was only 15 years old at that point. Why was what Marketing America working causing a large growth rate during the years from the GFC to then? One answer is that the motto of the Marketing Australia motto is "Built on Product. Powered by People". Through mentoring processes Marketing America taught it's values and ethics. As a 'family' of people moving forward sharing a common vision Marketing America strength in it's strategies did not allow the GFC negative vortex to brake up the business. In this example Marketing America is seen as a positive vortex. As a result many people have benefited.  Literally a negative vortex hit a positive vortex.

New employees or members, questions are a form of constant evaluations regarding the process, strengths and weakness of company policy and methodology. Therefore there is the likelihood that a newer employee, who sees things through a different perspective, may see the voids or approaching negative vortex more clearly will be greater. This newer perspective is what the mentor needs to nurture - or it might get squished and not flourish. A negative result is that the business falters and does not grow.

 Any business that does not take note of the voids, putting into place methods to deal with the said void  through an ongoing complete needs analysis and evaluation  is heading for trouble.  The new persons ability to communicate with others, particularly the mentor, to brainstorm what is actually happening as a team effort, to acknowledge and take the steps of what needs to be done in combination to how the business charter repairs the gray area is very valuable to the business. The mentor should respect, nurture and develop this leadership potential 

The mentor not only offers protection with knowledge but boundaries and support to that new employee. The flip side of this support being given is that the Mentor receives loyalty, understanding and full honest communication as this two way path is earned.  Understand these two things.

  • The mentor and the new employee will develop a bond. 
  • All training, understanding, knowledge etc is energy. This energy does not flow between one and another in a circular motion.  Unlike a vortex the Mentor will not suck the employee into their forcefield and turn the emplyee into their clone.  Instead the energy flows in a figure of eight pathway crossing over at two polar points. At these polar points other pathways of energy exchange are occurring.  At the end of the mentoring both the employee and the mentor have shared and grown. They will still be individuals with ideas, brain patterns and methods of doing something to achieve the same outcome slightly varying. A new er employee may be mentored by either of the above and the company strengthens and benefits. 

Mentors are there to reinforce those with less knowledge, on the wise choices to make. When the newer employees unwise choices result, or short cuts skipped, have effectively back fired and proceed then to fall apart, then  the mentor has already a network set up to halt the total onset of destruction. The mentor incorporates the company charter, the laws of the land, ethics, cultural awareness and a sense of morals into the redevelopment of the employee and their actions while using the mentors own skills, knowledge and networks to teach the employee the five basic things. These being -who, what, when, where and how things are meant to be, how they should be.

 The circle is round and knows no end. New trends will open new voids. New employees or members mean new looks into the procedures. Among other things the introduction of time management and technological advancements are moving and changing the business culture along with them. Through the reinvestment of time, energy and sound knowledge,  the employee and their skills do not disappear thus the business's growth will continue to flourish.

The business will have developed methods to rise and meet other new challenges. The business of mentoring does not reinvent the wheel.  However mentoring allows a team effort to have the wheel ready [in storage and checked out when necessary] for a flat tyre not to turn into a major disaster.

A "two sides of the coin" concept.

Willpower is a term for helping us grasp an intangible concept. A concept that all through lives people can be trained in, while training and exercising their brain to daily strengthen the willpower which prompts healthy life choices.

Another intangible concept is hindsight. Although hindsight is supposed to bring wisdom often the knowledge gained being released once it is too late for the first protective offensive.  Bad habits then need to be broken.  Our minds, bodies, families and peers retrained enabling the 'us' to stay on track and reach for the new foundation goals.

This being said how does one gain a functioning, resourceful, thinking on feet sales team?  One that pushes their subliminal limits, over comes hurdles at a mear thought and charges in where angles fear to tread??



References:
Luminosity
The Sydney Morning Herald

Thursday, November 3, 2011

5 points... there they are


  • Be creative.
    • Use Social Media
      • with Persistence
        • add Social Networking
          • repeat the lot again
There you have the how to's in five dot points.

Tuesday, October 18, 2011

What a difference a day makes.

Confidentiality equals trust. When trust is gone because of confidentiality leaks what do people expect to happen?

Today was a good example.

The new Sales Person arrived. The owner of the company I am with explained about confidentiality. What was expected, the boarders and boundaries. No issue there. A confidentiality agreement was given out for the Sales person to read. When he felt confident and at ease with it he could sign or leave.

Mean while the owner looked for drawing pins could not find them in the neat tidy and packed stationary cupboard, so requested they be found.  Took 1 second to walk there, 0.1 second to reach in and get them and 2 seconds to get them back to where the owners was showing those in the office the map if the state. A very brief overview was given. Some questions asked - others not. The map is now pined up where we all can see this out lined section.

While reading the new salesman got back to reading the confidentially agreement an old sales person turned up. The owner of the company hit the roof at every one. drumming into everyone's head confidentiality, demanding answers to questions only one person had obtained to information.

Finally that person had to leave as they had an appointment.

The new sales man asked other questions. Once again was told

  • how he and the developing sales team fitted into the company.
  • how the sales team levels re commissions was to work.
  • who to give the paper work too the next morning so that back up support was able to be organised, given and sent through. 
  • what the owners expectations are. 
  • what four questions to ask prospective consumers. 
  • who not to seek out to ask re becoming a consumer of the companies goods [ primarily as these consumers already were the companies consumers]
  • that the company would expect to see him again at 0900hrs the following day.
Now we are all holding our breath waiting for tomorrow.  What a difference a day makes!


Monday, October 17, 2011

WOW I have goals


  • have brought into one line two operational distributors by 0000hrs 25th December 2011.
  •  through my 1375 account to have $2500 being utilized to grow this business by 31st December 2011 at 2359 hrs.
  • put into action the four training sessions I will have attended by December 25th 2011.
  • attend the both the Sydney convention and the Melbourne Leadership weekends in March 2012 with two distributors.

Friday, October 14, 2011

A little stepping stone

In order to go for another stepping stone qualification for Community Development I needed to be directly employed within the Community Development capacities.

I can now say I am.




*

Sunday, October 9, 2011

Opening your Google Site to work on it.

I am now celebrating.

Google is Wonderful

But Who changed my search engine to Bing?.  I had become so used to having a Google search engine that I had not even thought of this basic thing to check off.  Then I went and found  How to create a new Site on YouTube.

There is a really interesting pause button that was used as I paused the button and checked out on a new tab what the Radford Tutorial guy was telling me to do.

This then took a lot of going back and forward practice and note taking.  I now have the instructions. When I show Will on Monday I will not fee stupid at the key boards. That way the site he needs operating fully will be ready.

The next steps within the project will be able to be completed as a .com site name can go on the paperwork.





GRRRR

I have been trying to work this out but so far frustration and groaning have occurred.   Along with the primitive grunts and accompanied noring of teeth.


Sound familiar.

Have I mentioned the insane laughter when I found out that after five hours of not working things out I was working the wrong thing out!!!!

Yes Google apps was not what I was trying to work out things with.


It is however...

  • Once I have changed the readers view side of the blog over to the new system  
    • how then do I log in?  and two
  • How do I pay for the google site I have been doing up?  Google apps is not the correct place to find this answer I think!
back to the drawing board.

Must get up and exercise too as I think my posterior has squished it's blood vessels.  How ever the dogs are happily snoring... still.

Saturday, October 8, 2011

1st post!

Today I was thinking about how far I have travelled along this Blogging path.  And how far I really had to go.

Once again these thoughts came during a really frustrating time.  Something I will probably look back too in a few months and say.." that was easy". !!

Know the feeling.

Today's frustrations were about the signing up of a Google site.  I can sign up but what are the steps the instructions have left out about becoming a owner of that site? Apparently I have missed some basic instruction step somewhere.

I have worked out

  • how to open the site.
  • how to add pages, colors and fonts.
  • Add pictures and hyper-link around the place.
With Blogger I can pay for the site yearly. I think the Google sites are a simple $33.00 per year payable to Google.  But where and when does any Google site get paid for??  That is my frustration.

So I then did something else with my computer time.