Phoenix Training

Archive for January, 2010

New Year Sales Tips – Bill Osmond

Thursday, January 14th, 2010
Golf, a dexterity sport.
Image via Wikipedia

Going into a new year, it is always a good idea to address the techniques you are using to hit your sales targets.  Many sales people return from the Christmas break full of good intentions but after a few days, momentum is lost and they fall into the same old routine.  Now is the time to assess your existing tactics, be honest and make changes! The following tips are designed to help you rethink your approach and make solid changes and not try to do too much too soon.  At this time of year people try to lose weight, the sensible ones will take it steadily and gradually lose weight , the foolish will try to lose two stone a week and get fed up when it doesn’t happen.

Tip number one: always be prepared to adapt your approach to suit the client and the selling environment.  A sales person must be flexible.  When selling you must try to match not only the client’s needs but also their buying style and manner.

The second tip is “remember sales structure and technique”.  After the first tip this might sound a little bit of a contradiction.  Sales people worry that by using a solid structure they might become robotic in their selling style.  Actually a solid sales structure enables a sales person to be more flexible.  In sport, top performers all have fantastic technique, they have a core of solid skills that enable them to adapt and flex, when necessary.  Golf is a good example of this.  Golfers have all manner of different scenarios to battle with; it is the top technicians that can play effectively out of bunkers, water, trees!  As a sales person’s experience grows they tend to drop their structure and technique and this leads to problems, normally in the form of objections.

The third tip for the New Year is; through questioning, find needs not information.  Information does not help a sales person as much as needs.  Too many sales people question a potential client but do not create or establish needs.  This means that there is no urgency created and the potential client only sees what is being sold as an option not a necessity.  Be brave, focus on problems and needs.

Tip four; after questioning the client, gain agreement that you have indeed not only created but understood their needs.  This agreement is vital because the buyer is accepting that that they have a need that needs a solution.  Too often a sales person will assume what the client needs and sell against that assumption.  Assumptions are created by a sales person thinking that this client will be like the last one they spoke to.  Tip four (b) treat all clients as individuals.

Tip five: use what you find.  Once needs have been created and agreed, sell against them.  Too often sales people present a lot of information about their products or services but do not relate it to the client’s needs.  Always explain how the product will help the client.

Tip six: Revise or update your product knowledge. I am always staggered by how little even experienced sales people seem to know about their products or services.  Test yourself, think of as many features of your product or service that you can.  I think that you should be able to come up with at least fifty.  Too often sales people use only a handful of features and this makes it hard to create a tailored presentation that matches exactly the needs of the client.  If it is too general it will probably only match some of the clients needs and this will lead to objections.

Tip seven: set yourself activity targets.  Financial targets tell you how much revenue you need to bring in, activity targets tell you how to get there.  Activity targets could be number of calls to make in a day, how many meetings to attend in a month, how many new clients need to contacted in a month.  I would be confident that if a sales person was hitting their “activity targets” they would almost certainly hit their financial targets.

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Team Building Day – Yapp Brothers – by Marina Wirkner

Monday, January 11th, 2010

I recently had the honour of co-facilitating a Team Building Day with Yapp Brothers Wine Merchants.  Being part of the Sales team here at Phoenix, it was a fantastic opportunity for me to see up close exactly how this type of event is successfully conducted.

yappThe focus of the day was about working more effectively together and increasing trust and communication throughout the team. Following a consultation with two members of the Executive team, an event was designed that would highlight the business challenges that were currently being faced and the positive impact that effective teamwork, communication and collaboration would have on both the results and the engagement and motivation of the whole team

I had heard a lot about team building days previously and I always wondered what they were about and what participants actually learn on a day like this. Even more importantly, I had questioned how what happened on a team building day would link back to the everyday working environment. I have to say though that the whole event really opened my eyes; it was delivered in a really unique style, incorporating high levels of creativity, interaction and challenge!

One of the things that I noticed was that initially the participants were a bit reluctant to put all their trust in each other believingScoop that they were in competition, although that was never in the brief they received. Once they realised that by working together they could achieve more, they began to share information and resources with amazing results.

Through effective communication, collaboration, teamwork and trust, everyone worked more efficiently and tasks were finished far quicker. The difference in the levels of individual and collective motivation, commitment to the task and quality of the results was astounding.

As we started the review of the activity, one of things that I found most interesting was that it was the participants, rather than waiting for the facilitator to do it, that recognised and highlighted many of the things that I have mentioned. Talking openly about what had happened during the activity and the impact that it had on them, they also started to relate many of the examples to work specific situations. Finally, and without much prompting, they also began to plan how they needed to take the ‘learns’ from the activity and apply them back at work to achieve a truly collaborative result.

pyramidHaving observed the event and spoken with the members of the Executive team, it is apparent that the Team Building day is simply the first step towards the embedding of a new set of team behaviours that will improve results even further. The Executive team were quick to recognise that to embed and sustain the change, will require their time and continued focus to make the new behaviours habitual.

Yapp Brothers have begun this process and are already beginning to establish their ground rules. It is these behavioural ground rules that will underpin the vision, values and performance of the company going forward.  Phoenix has and will continue to support this process. Three months later it is clear to everyone that the day was not simply fun but more importantly it has created a real difference in their work environment with the participants consistently still demonstrating the collaborative team behaviours and seeing a tangible difference in motivation and results .

Stick GameOne of the conclusions that I drew from attending the event is that a day out of the office rather than just being fun needs to give people a chance to stop for a moment, step back from their day to day tasks and spend a bit of time re-evaluating their strengths & development areas.  People need to be given the opportunity to ask themselves – what works for me currently or what am I good at? What is more challenging or more difficult?  How can I begin to work or build upon and address these areas? And finally what help, direction or support do I need for others around me?  From a team perspective, a day like this offers the chance for people to get to know each other again even often after working together for years. It can be a real eye opener for people to become more aware of and appreciate others’ strengths. They can then truly start to recognise and implement  their strengths to achieve the maximum individual, collective and business potential.

It was a brilliant day and I’m really looking forward to getting involved in another event soon!Thriller dance 1Thriller dance

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January Blog – Martin le Comte

Wednesday, January 6th, 2010
No Resolutions 2010
Image by katerha via Flickr

Well another year has passed and it’s time for a new set of New Year resolutions that you won’t stick to past the end of the first week.

I’ve heard this comment many times over the last couple of days and have been guilty of saying it to others as well.

Statements like that seem a bit negative really, why won’t your friend be able to abstain from drinking, why won’t you be able to lose that couple (in your dreams, more like a stone) of pounds that you have gained over the last six months and why won’t you be able to look after yourself more and get fitter? The answer to all of these questions is, of course, you can if you really want it enough.

There a couple of things that I really want to achieve over the next six months or so, I know I can do it but I don’t want to tempt fate by telling everyone what they are just yet… I have decided to be one of the people who actually wants to achieve something first before I tell everyone what it is I am trying to achieve. I have made the mistake too many times before of telling people what I am going to do only to end up with egg on my face.   Having said that I don’t have the best track record with resolutions, maybe that is because I kept telling everybody what my resolutions were and they kept telling me that I wouldn’t stick at it past the first week. Isn’t it funny how if you keep telling someone something, eventually they will believe it!

I suppose what I’m really talking about here is setting myself a couple of Specific, Measurable, Achievable, Realistic and Time bound (SMART) goals.

Someone once told me that ‘the difference between lots of activity and lots of productivity is a good process’.

SMART is a good process and like many of the leadership and management tools and processes, the most work comes up front. I find that coming up with a really Specific goal is actually pretty hard.

In order to make SMART work there are some things that need to be considered:

Specific – “What is happening or where are you currently?” “What exactly do you want or need to achieve and why is it important to you?” and “What difference will achieving it make?”

Once you have identified the goal you want to work on, using the remainder of the SMART model will really help to support you in making it happen and keep the negativity at bay. There are a couple of quick and simple ideas for each of these:

Measurable - Make sure that your goal is tangible; can you see, feel and quantify the difference?

Achievable - Do you have the resources that you need to make this happen? E.g. learning to drive, do you have access to a car to practise in?

Realistic – In the ‘real’ world opposed to  the ‘happy clappy’ training world is this a practical goal?  My advice would be to have lots of small check points along the way as opposed to one massive goal. Taking this approach has a dual purpose. 1. It is easier to measure small steps and every time you reach one of the milestones you have achieved something. 2. You will keep both the internal and the external negativity at bay.

Time Bound – So when are you going to start and when will you need to achieve your goal by?

Ok, got all of that?  Now, all we need to do is start doing it rather than just talking about it.  One of the things that I really want to achieve this year is….

See, already I nearly gave the game away and told you about my resolutions before I had even started.

I’m off now to rewrite some of my resolutions.

Good luck to you all, I promise to tell you later about mine if you tell me about yours.

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