Monday, March 31, 2014
WHAT REAL LEADERS DO THAT MANAGERS ONLY THINK ABOUT - Part 1
The biggest
thing holding back organisations, departments and individuals is a lack of
leadership. Therefore, the good news is that the opposite is also true!
As conference speakers and trainers we at EffectiveCommunication.com.au are continually asked by people, “What are the traits that make a great leader?”
The following is a short list of what it takes to be a great leader. More positive points will be shared in ‘Part 2’.
1. Leaders realise their number one job is not to lead others but to create other leaders
How many times have we watched a terrific organisation fall apart when the leader retires or exits their position?
Unfortunately, it happens far too much and it’s due to “ego-leadership.” It’s where the leader wants to be the one in charge and does little to ensure there are others capable of stepping up and leading.
2. Leaders know their results are measured not by what happens when they’re present, but by what happens when they’re not present
The organisation that falls apart the moment the leader is not present is indicative of one being led not by a leader, but by a manager.
3. Leaders know it’s not what they do that matters, but what their people do that matters
They know their own limits and realise the real power of an organisation is when everyone is contributing and focused.
4. Leaders know their ability to lead is based on their ability to listen
What value are others if they can’t contribute? Who is capable of knowing everything there is to know?
Leaders seek out others both within their organisation and outside their organisation to gain input and advice.
5. Leaders know their job is to be focused on people, not on processes
Leaders know processes are important, but it’s far more important for their people to know the processes. Leaders are willing to spend the time to develop their people.
All the best with your leadership!
As conference speakers and trainers we at EffectiveCommunication.com.au are continually asked by people, “What are the traits that make a great leader?”
The following is a short list of what it takes to be a great leader. More positive points will be shared in ‘Part 2’.
1. Leaders realise their number one job is not to lead others but to create other leaders
How many times have we watched a terrific organisation fall apart when the leader retires or exits their position?
Unfortunately, it happens far too much and it’s due to “ego-leadership.” It’s where the leader wants to be the one in charge and does little to ensure there are others capable of stepping up and leading.
2. Leaders know their results are measured not by what happens when they’re present, but by what happens when they’re not present
The organisation that falls apart the moment the leader is not present is indicative of one being led not by a leader, but by a manager.
3. Leaders know it’s not what they do that matters, but what their people do that matters
They know their own limits and realise the real power of an organisation is when everyone is contributing and focused.
4. Leaders know their ability to lead is based on their ability to listen
What value are others if they can’t contribute? Who is capable of knowing everything there is to know?
Leaders seek out others both within their organisation and outside their organisation to gain input and advice.
5. Leaders know their job is to be focused on people, not on processes
Leaders know processes are important, but it’s far more important for their people to know the processes. Leaders are willing to spend the time to develop their people.
All the best with your leadership!
Posted in
presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
HOW TO AVOID & QUICKLY OVERCOME NEGATIVE SALES CALLS
Have you ever
experienced a negative sales call?
If not, you probably know someone in your business who has and needs to know the following encouragement.
Most people who have been in sales more than two minutes admit to their fair share of sales call mistakes and have learned a few lessons along the way.
Here are 4 simple lessons:
1. Disastrous Sales Calls Are Never As Disastrous As We Think
For some reason, each time a person fails during a sales call, they typically beat themselves up thinking to themselves how the prospect must think they blew it.
This is typically NOT the case. The vast majority of time prospects don’t have a clue it’s a blown sales call.
If not, you probably know someone in your business who has and needs to know the following encouragement.
Most people who have been in sales more than two minutes admit to their fair share of sales call mistakes and have learned a few lessons along the way.
Here are 4 simple lessons:
1. Disastrous Sales Calls Are Never As Disastrous As We Think
For some reason, each time a person fails during a sales call, they typically beat themselves up thinking to themselves how the prospect must think they blew it.
This is typically NOT the case. The vast majority of time prospects don’t have a clue it’s a blown sales call.
2. Just Because A
Prospect Rejects You Doesn't Mean You Can’t Reach Out To Them Again
Rejection can seem very personal and so, when a prospect rejects you, it feels permanent. No, quite the contrary, but only if you’re wiling to re-engage the prospect again.
Rejection can seem very personal and so, when a prospect rejects you, it feels permanent. No, quite the contrary, but only if you’re wiling to re-engage the prospect again.
3. One Bad Sales
Call Doesn't Mean The Next Sales Call Is Going To Be Bad -Unless You
Want It To Go Bad
Your mental state of mind is the greatest key to determine our success or lack of it
Your mental state of mind is the greatest key to determine our success or lack of it
4. Worst Thing We Can Do
Is To Allow A Negative Sales Call To Become Contagious
If it does, then you really do have a disaster on your hands. Let it go because no one gets it right all the time.
In the end, the level of confidence you have going into a call is absolutely going to affect the level of success you have coming out.
Most sales professionals testify that the vast majority of their negative sales calls started out with them thinking they were going to be negative.
It is amazing how accurate we can be with our thoughts!!!
If it does, then you really do have a disaster on your hands. Let it go because no one gets it right all the time.
In the end, the level of confidence you have going into a call is absolutely going to affect the level of success you have coming out.
Most sales professionals testify that the vast majority of their negative sales calls started out with them thinking they were going to be negative.
It is amazing how accurate we can be with our thoughts!!!
All the best with your ongoing sales!
Posted in
Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Effective Sales Performance Starts With You
Much
of sales success is about performance
It’s about what you do and what you are able to inspire others to do
The following offers some simple performance principles, which will add to your
success when applied daily. They are also the basis for developing and
maintaining an expectation of success.
The 5 Principles of Effective Sales Performance
1. EXPECTATION
We generally get from ourselves and others what we expect.
It is a huge fact that you will either live up or down to your own
expectations. If you expect to lose, you will. If you expect to be average, you
will be average. If you expect to feel bad, you probably will. If you expect to
feel great, nothing will slow you down. And what is true for you is true for
others. Your expectations for others will become what they deliver and achieve.
As Gandhi said, “BE the change you wish to see in the world.”
2. TRAINING
The difference between good and excellent performers is training.
The only thing worse than training employees and losing them is to not train
them and keep them!
A football team would not be very successful if they did not train, practice,
and prepare for their opponents. When you think of training as practice and
preparation, it makes you wonder how businesses survive that do not make
significant training investments in their people.
Actually, companies that do not train their people and invest in their ability
don’t last. They operate from a competitive disadvantage and are eventually
gobbled up and defeated in the marketplace.
If you want to improve and move from good to excellent, a proven training
strategy will be the key to your success.
3. WHERE ARE YOU LOOKING?
You find what you look for in life.
If you look for the good things in life, you will find them. If you look for
opportunities to grow and prosper, you will find them. If you look for
positive, enthusiastic friends and associates who will support you, you will
find them.
On the other hand, if you look for ways to cheat, you will cheat. If you look
for ways to justify leaving your spouse, you will find them. If you look for
justifiable reasons to hold a grudge against another person, you will find
those, too.
It is a natural tendency of us all to look for things that will justify what we
think we need or want. If you are not living by the foundation stones of
honesty, character, integrity, faith, love, and loyalty, you will be drawn to
seeking selfish gratification, and that leads to misery and unfulfilled dreams.
Whatever you have will never be enough.
Always look for the good and for ways to help others!!!
4. PLANNING
Never make a promise without a plan.
Far too many people make promises they can never keep. They may have the best
intentions in the world to keep their promise, but if they have not made a plan
to keep it, they will not be able to do it.
Business leaders and those practicing the art of selling who make promises to
their employees and clients will not honor them if they do not create a plan on
how the promises will be kept.
If you make a future commitment, you must understand and be willing to do
whatever it takes to complete that commitment. One of the reasons marriage
commitments fail so frequently is because the husband and wife do not
understand what it takes to have a great marriage.
They do not plan for or understand the sacrifices each must make for the other
to enable a long-lasting relationship. It's NO different in business.
5. ATTITUDE
Happiness, joy, and gratitude are universal if we know what to look for.
You can have everything in life you want if you will just help enough other
people get what they want.
All people want happiness and joy in their life, but you have to know what
produces real happiness and how to do the things that produce it. The moment
you begin to worry about the things you want and the things you don’t have in
life is the moment you will lose your gratitude for what you actually have. If
you are ungrateful, you will never be satisfied or content or joyful about your
life.
The greatest source of happiness is the ability to be grateful at all times.
Obviously, the right attitude to expect the best in your life is a positive
attitude. But let's be very clear... The kind of positive attitude described is
not one that is contrived or falsely manufactured to impress or manipulate
others. The positive attitude required is one that you are filled with, and
when you are jostled, it just spills out!
A genuinely positive attitude is part of who you are at your core.
Enjoy the application and positive results of these 5 principles.
All the best with your future sales!
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
