Showing posts with label pointed exercise. Show all posts
Showing posts with label pointed exercise. 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 will be better with this!!

What trigger is associated with
 this warning?
There are times when the salesperson becomes aware the client disbelieves that the sales persons product will be of benefit to them or their business.

At this point ask the client to show you why their system is working for them. As an external observer the client may actually begin to trip over their own beliefs. As the client is engaged in showing the sales person the five basic requirements [how, what, who, when and why] something is good for them subliminal messages as to why something did not work, or is troubling a staff member begin to pop up in the conversation. The sales person is utilizing the self-perception theory where the clients triggers either or a sub-subliminal; or sub-conscious memory results in an window need for the sales person to close the sale on..

The clients attitude has begun to change because they

  • are aroused and beginning to feel the discomfort of dissonance.
  • attribute the cause of their discomfort or disbelief to their own behaviours and attitudes.
Open the eyes the clients eyes
 to 'see' associated triggers that
 close the sale for you?
Through the external justification the 'triggers' have the client now beginning to talk themselves into needing what the sales person is selling. Further to this the sales person offers to send a follow up file with additional information.

When the client has a strong view on something the sales person calls the view into doubt by giving discomforting examples. Fast food sales staff are good at this when taking your order. How often have you been asked chips with that?  Yet you know the calories present, even know your glucose level will not be good after it.  But suddenly there they are and there's you eating them too! Or you are asked if you would 'Upsize'.  You pay more for the unwanted economy of a bigger meal that you may have not wanted in the first place. Chips and all. All you really wanted was a hot drink!

From here the sales person leads the client back through the cognitive dissonance sales to the closure or straight into the closure of the sale.






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.

Saturday, November 12, 2011

Step 1 with business communication building structures

Communication begins at home right?

Replace the word home with "business". Now choose one or more of the following add ons:

  • Between the others and you <-> you and the others.
  • Between yourself and what you want <-> what you want and what the others need you to do.
The third one is : What you want to do <-> what your body limits are !

Take three pieces of paper strips. label them as above.
Place the  <-> above each other, while the "arms" form a six pronged star.

The star is actually a six forked communication process that meets up through a central point. To have balanced energy flow the 'energy' must always be able to flow from one side to the other and back again continuously in harmony. Back a forward.

 Sometimes the amount of pressure the incoming arm exerts on the meeting point may block up and try to force a blow out or take over of the focal meeting point.  Should this happen the equilibrium of the six armed communication meeting point is thrown out of balance. 

Imagine a person who begins work for what ever the reasons are. In the beginning all three communication junctions are functioning evenly. Energy comes.  Energy flows through the other arms interchanging with energy from the other arms.  Harmonious. 

Both the person, and those around them, are able to communicate. Knowledge and skills are passed on and freely swapped.  The business prospers.

Over time the communication from one arm is either choked off or blocked off.  The arm becomes  toxic. Effecitively communication gangreen sets in.  The wellness balance is affected. No one knows what is happening, what needs to happen and why it is happening.

In an ideal world this point would not be reached.  people leave, contacts and contracts being to vanish. tensions rise. the blame game occurs.  No matter what way it is seen the situation fast destructs into a Lose / Lose situation.

To begin to rectify this situation watch what is happening.  Now Is what is happening process falling within the business or project charter? 
  • Collect data. 
  • Create a needs analysis from what you see happening.
  • Compare what is happening to the benchmarks set out in the business / project charter.
  • The part [gray area] between what is happening and what is desired to happen is the focus of the needs analysis.
  • Draw up a needs analysis. 
    • Ask for help with this project.
When people start to come on board the attitude will change.  Be warned it is a long road to get to the end.  However the journey with many people travelling in the same direction is usually fun, fulfilling and very rewarding.


*

Thursday, November 3, 2011

Karma

A few years ago a young lady had an opportunity to gain experience as a secretary with some receptionist options.  The employment was with a firm that changed the rules as the boss desired.

During the actual time away from the home base the workers stuck together.  They did not like the fact that the employer had booked two rooms for 6 people.  The employers idea was to stick the young lady in with the seasoned men's sleeping dorm while he slept next door.  Luckily for the young lady one of the workers realised that he had worked with her father a few years earlier.   The young lady ended up next door so that she could do the typing required and not 'drive the men crazy with key board tapping' as she worked.

Things went from 'bad to worse' work wise.  The employer did not meet her wages, used her phone bill into the thousands, took her expensive reading glasses, only brought beer instead of coffee or tea. The workers tried to protect the young lady in her naivety. Eventually I was called onto the scene.

I had later talked to all the employees and found that they knew that after a hard 12 hour day -cutting logs up- they could come back to a substantial  home cooked meal, clean bedding and room.  All they had to do was put money in the food kitty and have a shower before they came to the table!

After two and a half months the young lady went home.  A ride to a highway was organised for her via the local off duty police man. A truck driver known to be a relative of the police man just happened to be passing and 'stopped' for a chat.  Strange as it may seem that truck just happened to be going past the young ladies door!.... about eleven hours travelling time away.

To this day nine years later I often wonder what happened to those men when the boss found out that the young lady had gone.  I had heard that the tuck had got impounded through men wanting what was their friends wages and expenses. that the employers wife had a holiday she had always wanted [care of the justice system] and that the employers business had ceased to exist and he was unemployable... or soon became unemployed.

Ho hum.

4 steps for a get 'there' goal.

The need is to directly communicate with others to achieve a goal.

Sometimes the awareness of the following dot point list is jumbled at best. Meaning the sequence of events may be repeated often until another step is moved through.

  • Become aware that there is a potential negative aspect of work in progress.
  • Complete a needs analysis
  • Use the vision and mission as a support guide line.
  • Work out strategies designed which enable the objectives to come within the guide lines. 


Our get there goal is to have a stall at the 2011 Traralgon Show.

Keep posted... just subscribe!!

Wednesday, October 12, 2011

OOps I forgot my verification code

A few days ago there I was working my way through "How to get into " syndrome.  A few choice words were though of too.

Anyway. I found out about verification codes.  Promptly got 10 of them.

What a great idea.

It was till I went to a computer that was not mine and was also 90 minutes away! Tried opening my Google Site to show them there one that I had been working on.  The verification codes were at home.  Great.  Today I have the verification codes [ copied out] and I am travelling back there as the site needs their approval before they pay for their Google web page and release it.  That way there is an web-address available for customers to get to them. Secondly all documentation, customer information and publicity would have been moving by now.

Google did warn  about the verification codes.  Print / copy .  Do not forget these ... even place in wallet. There is even a note that only the latest set of backups will work on my Back up verification codes print out. I did two out of three and was caught out, made to feel foolish and dumb.

On the flip side I feel good as no anyone else would also have problems getting in too!.

Sunday, October 9, 2011

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.

Get a move on

While opening up with cve4me I saw that the seach page has some other thing that will topple my no one place as no 1 on the page.  cv4me is a New Zealand job opportunity company with a name very similar to cve4me.

Plan to keep to the top of the seach page here.

  • Do everything under cve4me
    • social network under cve4me
    • social media to get going under cve4me
  • The crux of the matter revolves around these hits on the cve4mesite. Primarily three things need to happen.
    • Time to do the social media and networking
      • Either of these will stimulate hits needed to occur on the sites under cve4me.
    • Money to keep up the time.
      • Running out.
  • Next weekend is the shop on line for me.
    • The cve4me shop on line will bring in the hits on the site.