Showing posts with label Communication Training. Show all posts
Showing posts with label Communication Training. Show all posts
Monday, April 13, 2015
COMMUNICATION - TURN QUESTIONS INTO OPPORTUNITIES
Sales have been lost, projects stalled and promotions given to someone else all because of the way questions were answered!!!
Your ability to handle tough questions is critical. Since questions can make or break you, consider the following suggestions. They will help you turn questions into opportunities and make your point resonate.
Be prepared
Without proper preparation, tough questions can derail you. Before going into your meeting or presentation, sit down with paper and pen and brainstorm all the difficult questions you might be asked and how you will handle them.
Consider the titles and functions of your audience. Determine what a decision in your favor would depend on. Knowing this will help you to focus your answer on the things questioners care about, whether it's return on investment, the risk or why you.
Solid preparation will help you think on your feet.
Be a good listener
Instead of only listening to the first three or four words of a question, listen all the way to the end.
Never interrupt or talk over a questioner. Be sure to demonstrate that you are listening with your body language. Nod, move closer if standing and look the questioner in the eye. Avoid looking to the ceiling or floor, and be sure to uncross your arms. Your body language will be noticed and speaks volumes.
Clarify
A lot of people automatically repeat a question. If you are unsure what the question actually is because it is buried in a lot of verbiage, of course, repeat or ask clarifying questions. You may learn that the person is only objecting to one small element. By resolving that one issue, you may sway the individual to your point of view. If you are quite clear on the question being posed, repeating it will look like a "stall."
Be transparent
Obviously, if you do not know the answer, be forthright. It is easy to say, "I don't know." However, without blaming, tell why you don't know the answer. "I don't know the answer to that because the numbers haven't been reported yet, and I know you want me to be accurate. I will get that to you as soon as I know."
Don't patronise
Avoid patronising by saying, "Good question." It seems like a superficial or perfunctory comment that really isn't sincere. Also, it sets you up as the judge of which questions are good and which don't deserve a comment. A better way is to acknowledge the person's attitude or position on an issue. "I can see why you would bring that up. Cost is a consideration with all of our customers. Our products deserve a healthy investment, and you want to be sure that you are making the best investment for your company." OR "Yes, you are correct. The project is three months behind schedule due to an unexpected quality issue from an outside vendor."
If you are unsure how to acknowledge, ask yourself, "What is the point they want me to see?" Simply saying "Yes" or "I understand" is not enough. A strong acknowledgement statement shows respect and makes the questioner more receptive to your answer. At all costs, avoid following your validation statement with "But," "However," or "Although." It erases all the good you will have established and says that your point of view is better than theirs.
Be concise
Always keep your answer short. A long answer may overwhelm and open up new areas for discussion that may be unrelated. If the questioner isn't satisfied with the brevity of your answer, the individual will ask a follow-up question.
Have at the ready addendum slides. Number your slides. Print them off in slider sorter mode. Circle the slides that might prompt discussion so that you can quickly access them by typing in the number and the enter key.
Solidify
On the back end of your question, there is an opportunity to solidify your ideas by tying your answer to a key point, a benefit or an action step for your audience. A good example might be, "By acting now, you will see a return on investment in the fourth quarter." OR "Again, the risks are minimal, and, by launching now, we capitalize on customer demand before our competitors."
People make decisions by the way you answer questions. If you do a good job, they will see you as a subject matter expert, the right individual for the job. If you do a poor job, you and your company may leave money on the table and your own integrity might be jeopardised.
By applying the tips outlined here, you will turn questions into opportunities
All the best with your future presentations!!!
Posted in
Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations,
Communication Training
by effectivecommunication.com.au
Wednesday, October 15, 2014
COMMUNICATION - WHY IDEAS DON'T GET ACCEPTED
There are three reasons why ideas don't get accepted according to Rick Maurer, author of ‘Why Don't You Want What I Want?’
Reason #1: "I don't get it."
Reason #2: "I don't like it."
Reason #3: "I don't like you."
I Don't Get It
If your audience does not understand your argument, they certainly aren't going to buy it. As you plan out your next presentation, very carefully analyze your audience and how much they know about the topic. Put yourself in their shoes. Then, think about the best way to explain these ideas to them, based on what they know and who they are.
Consider whether there is a logical flow to your argument. If you are explaining a process, are the steps in the right order? If you are explaining the benefits of a program, do you state your points in the order of importance?
One of the biggest reasons people get their ideas rejected is that they overload listeners with information. The more you say, the less people hear. While you want to create the evidence, three key points are plenty.
Too much information frightens people. So does speaking in generalities. When explaining your points, don't use adjectives; use stories or examples. This will not only help to support your case, but also, it will minimize confusion.
Word choice is also critical. Simple, clear language, devoid of jargon, insures that everyone gets the point, not just those with technical expertise. Remember what happened in the O.J. Simpson case. People didn't understand the evidence.
I Don't Like It
When audiences don't like your idea, typically it means you didn't show value. You didn't relate your ideas to their needs. You didn't give them one good reason to buy-in.
The acid test to preparing any presentation is to ask yourself "Is there any good reason why they should say no?"Even if you feel a positive reception is a sure thing, don't overlook that timing may be an issue. The sluggish economy or a behind the scenes projection may cause an idea to be rejected today when it might be applauded six months from now.
If there is anyone in the organisation who might champion your ideas, be sure to approach that person ahead of time so they can promote them behind the scenes. An "insider" can also help you to better understand the audience's primary needs and understand where the resistance might come from. Once you know this, you can anticipate objections and be ready to answer them.
I Don't Like You
First, impressions are lasting and are formed within a few minutes. A nervous presenter almost always scores poor marks.
If you believe in what you say, listeners need to see it in your body and hear it in your voice. They need to feel you are looking them in the eye so that they can trust you. It is important to get feedback on your delivery style. Video recording feedback is ideal. Sometimes, people can come across as arrogant, insincere or even unfriendly without even knowing it. It is only after they see themselves on video tape that they realise there are some things they need to change.
Every presenter has a natural style. When presenters capitalise on their natural style, they win people over. When they try to imitate the presenting style of a boss or a colleague, they come across as fake. Be sure that when you present, people feel they are getting the real "you."
Selling your ideas requires a lot more than showing up and plugging in your power point. Doing your homework so that you can understand your audience's needs is critical. So is being a strong presenter and relating to your audience.
If your ideas are rejected, take a good look in the mirror. Analyse where things turned sour so that the next time, you can better inform, influence and persuade people to move forward.
Reason #1: "I don't get it."
Reason #2: "I don't like it."
Reason #3: "I don't like you."
I Don't Get It
If your audience does not understand your argument, they certainly aren't going to buy it. As you plan out your next presentation, very carefully analyze your audience and how much they know about the topic. Put yourself in their shoes. Then, think about the best way to explain these ideas to them, based on what they know and who they are.
Consider whether there is a logical flow to your argument. If you are explaining a process, are the steps in the right order? If you are explaining the benefits of a program, do you state your points in the order of importance?
One of the biggest reasons people get their ideas rejected is that they overload listeners with information. The more you say, the less people hear. While you want to create the evidence, three key points are plenty.
Too much information frightens people. So does speaking in generalities. When explaining your points, don't use adjectives; use stories or examples. This will not only help to support your case, but also, it will minimize confusion.
Word choice is also critical. Simple, clear language, devoid of jargon, insures that everyone gets the point, not just those with technical expertise. Remember what happened in the O.J. Simpson case. People didn't understand the evidence.
I Don't Like It
When audiences don't like your idea, typically it means you didn't show value. You didn't relate your ideas to their needs. You didn't give them one good reason to buy-in.
The acid test to preparing any presentation is to ask yourself "Is there any good reason why they should say no?"Even if you feel a positive reception is a sure thing, don't overlook that timing may be an issue. The sluggish economy or a behind the scenes projection may cause an idea to be rejected today when it might be applauded six months from now.
If there is anyone in the organisation who might champion your ideas, be sure to approach that person ahead of time so they can promote them behind the scenes. An "insider" can also help you to better understand the audience's primary needs and understand where the resistance might come from. Once you know this, you can anticipate objections and be ready to answer them.
I Don't Like You
First, impressions are lasting and are formed within a few minutes. A nervous presenter almost always scores poor marks.
If you believe in what you say, listeners need to see it in your body and hear it in your voice. They need to feel you are looking them in the eye so that they can trust you. It is important to get feedback on your delivery style. Video recording feedback is ideal. Sometimes, people can come across as arrogant, insincere or even unfriendly without even knowing it. It is only after they see themselves on video tape that they realise there are some things they need to change.
Every presenter has a natural style. When presenters capitalise on their natural style, they win people over. When they try to imitate the presenting style of a boss or a colleague, they come across as fake. Be sure that when you present, people feel they are getting the real "you."
Selling your ideas requires a lot more than showing up and plugging in your power point. Doing your homework so that you can understand your audience's needs is critical. So is being a strong presenter and relating to your audience.
If your ideas are rejected, take a good look in the mirror. Analyse where things turned sour so that the next time, you can better inform, influence and persuade people to move forward.
All the best with your future presentations!!!
Posted in
Communication,
Communication Training,
Presentation & Sales workshops courses & training in Sydney,
presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Monday, December 30, 2013
What Are You Really Selling?
You might have encountered many sales
people who focus mainly on the functions of what their product or service does.
Beware of this trap!
What your product or service may do is
very interesting, and it may even convince the prospect that you know your
business and understand the functions of your product. However, functions
probably won’t cause a prospect to give you their money. That will happen when
and only when you persuade them to take action by clearly articulating and
painting a picture in their minds of What’s In It For Them (WIIFT).
When you show an interested prospect the
overriding advantages and outcomes they will gain and experience from your
product or service, you are truly selling.
The successful sales professional talks
about and demonstrates features and benefits leading to advantages and
outcomes.
Personalise the advantages and outcomes
for the prospect. You can only do so by asking enough relevant questions of the
audience to understand their interest level + if and how your product / service
suits + tier level of urgency. Then wisely paint the prospect into the picture
driving that luxury car, receiving compliments on the beautifully designed
dress or suit, looking at the sunset on the lake where the new home has been
constructed, or sitting in the comfortable retirement environment provided by
the investment being made.
Paint the picture so your prospect sees
themselves personally gaining are turn on their investment by purchasing the
advantages and outcomes your product or service offers.
You might not think of award-winning
actor, writer, director, and producer Alan Alda as being a salesman, but in a
speech he made to a medical school, Alan gave doctors And salespeople some good
advice. He said, “The head bone is connected to the heart bone. Don’t let them
come apart.”
From a sales perspective, Alan is
telling professional salespeople that when we demonstrate or explain the
advantages and outcomes of our product / service in a clear and logical manner,
we must also involve the prospect emotionally. We must let the prospective
client know how it will FEEL to experience, enjoy and own the product or
service.
We need to add the bridge. The bridge is
a phrase preparing the prospect to hear the advantage and outcome. The
phrase shouts, “Look out, here comes the reason for you to invest!!!.” Sample
bridges might include:
“The advantage to you, Mr. Prospect,
is...”
“You will enjoy this because...”
The benefit to you, Ms. Prospect, is...”
Try this advice to see prospect
confusion decrease and sales go up.
All the best with your ongoing sales!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication,
Communication Training,
Facilitating meetings
by effectivecommunication.com.au
Wednesday, December 4, 2013
Leadership - Strategies for Keeping Your Key Team Members
When a key team member bolts for another
job, many leaders assume that the reason behind their departure rests mainly on
making more money.
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
The best means for
leaders to build a retention wall around key team members is to grow and
develop them.
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
People want to know what is going on in an
organization. Moreover, they want to hear it first-hand, from their leader or
from C-Level decision-makers.
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Posted in
communication coaching,
Communication Training,
presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Sunday, November 24, 2013
7 Signs You Need A Strategic Sales Plan
Let's face it,
strategic sales planning doesn't sound fun...
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
1. EXPENSES vs. OUTCOMES
If you look at your expense report and you cannot trace each expense to a desired outcome, you need a plan.
Having a strategic sales plan ensures that you determine ahead of time what you'll be spending money on and that all expenses are aligned with a specific purpose for your sales. With a plan you will stop wasting money in the wrong places.
2. YES vs. NO
If you look at your calendar and to do list then feel overwhelmed, you need a sales plan.
Sales planning is really just a process of deciding what you most want and laying out specific steps to achievement.
A good plan will tell you what to say "no" to as well as what to say "yes" to. Having a strategic sales plan will eliminate wasted time on low-value tasks and focus you on the things that drive real sales and value.
3. CONFIDENT DECISIONS
If you ever wonder if you're making the "right" decisions on a day-to-day basis, you need a sales plan.
A strategic sales plan will allow you to prioritise each action in your day to ensure you know right decisions from poor decisions not just in the short-term but in the long-term as well.
With a good sales plan, "wondering" is replaced with "knowing" what to do.
4. BLUEPRINT
If you've wanted to hire someone to help you do the small things so you can focus on the big things, you need a sales plan.
Imagine you are a general contractor and you have a team of subcontractors
building a house for you. Could they do it without a blueprint and a punch
list? Of course not! If you want to hire someone, they need to know exactly
what to do to grow your business.
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication Training,
Conference presentations,
Leadership,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Tuesday, November 12, 2013
EC ON TV - GEOMETRIC BUSINESS GROWTH
Simple ideas & connections to help your business growth plans during 2014...
Recently John Rayner the Founder of EffectiveCommunication.com.au (EC) was invited to be interviewed by another Americas television program to talk about business growth.
John shared some simple ideas and connections which have helped many companies to date
This television program was recorded in South America and reaches 21 Spanish speaking countries via 800 networks. And for your convenience the entire interview was conducted with a professional interpreter in both Spanish & English.
To view this short 20 minute interview you are welcome to click on this link
To view John's profile you are welcome to visit this link
All the best with your future business growth!
Posted in
Communication Training,
Facilitating meetings,
Leadership,
Melbourne,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Monday, October 28, 2013
Seven Secrets Of Powerful Storytelling
Having worked with thousands of people to better communicate in business plus witnessed even more business presentations to date, we at EffectiveCommunication.com.au firmly believe that presentation effectiveness is achieved by doing more than just sharing intellectual statistics, data, facts, figures etc.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
1. NEVER COMPETE WITH YOUR AUDIENCE
One of the biggest mistakes that people make when presenting in front of a busy audience is getting louder in an effort to match the crowd. Rather than elevating one’s volume and level of excitement, we recommend turning it down and relaxing the delivery.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
2. KEEP IT SIMPLE
The preferred model of presenting a story is a simple one. Don’t rely too heavily on props. Instead, ensure plenty of heart and soul poured into a story in an effort to bring it life.
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
3. HAVE ENTHUSIASM
So, how can one be effective without any props or related stage items? One secret to storytelling success is enthusiasm. Despite what some might think, everyone in the world has the capability to be a good storyteller.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
4. BE RELATABLE
Another secret to success is relating to the audience. Whether its public speaking or a simple business presentation, creating a relationship with those you’re addressing is important. While mastering this might sound complicated, it’s actually quite simple.
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
5. KNOW YOUR STORY
One of the most common pitfalls for anyone looking to deliver a business presentation or speech is a failure to properly prepare. Not only should you know the details of your tale, but one of the secrets to success is practice.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
6. USE DETAILS
One of the biggest secrets of telling a good story is showing and not just telling. By this, we mean bringing the readers into the story rather than simply glossing over some of the finer details.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
7. HAVE NO INHIBITIONS
Nerves are natural, but purposefully put them to the side and own the tales you tell. It’s important to have no inhibitions. Don’t be afraid of your own storytelling.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Communication,
communication coaching,
Communication Training,
Conference presentations,
Leadership
by effectivecommunication.com.au
Tuesday, July 23, 2013
What Is Your Flight Plan For Business Growth - Part 4
How To
Increase Your Number Of Sales Per Client
Stock Brokers offer occasional initial public offerings (IPOs) to select clients.
Clothing
stores offer "by invitation only" events for preferred clients
Auction houses
offer "by invitation only" events for preferred clients
Jewelry stores
offer "by invitation only" events for preferred clients
Airlines offer
frequent flyer points reflecting the number of times traveled or distances
traveled with them.
Miles
Laboratories published a small cookbook filled exclusively with spicy recipes,
and then gave the book away for free. Why? Miles Laboratories is the maker of
Alka-Seltzer, an antacid digestive pain reliever.
How many
consumer retail stores now offer loyalty cards i.e. 'Buy 9 and gain your 10th
free" etc.
These are not
just random, unrelated business-increasing anecdotes. Each example represents a
well thought out, documented, income increasing principle or leveraging
strategy.
Now you might
be thinking, "My business responsibilities don't include clients and
selling. I'm in the accounting / human resource / quality control / production
department".
Think again
because the fact is, everyone is in sales!!!
Whatever area
you work in and are responsible for, you do have "clients" and you do
need to influence and "sell".
Think within
your organisation. Typically referred to as internal clients / stakeholders,
who might include the head of your department who you might need to influence
and sell towards your project, your proposal, your promotion, your perspective,
your value, or your pay rise.
Your internal
clients might also be those who work under you, and you need to influence and
sell them towards giving their best, meeting a deadline, thinking out of the box
etc.
Your internal
clients might also be people in other departments who could aid you etc.
Think external
to your organisation. How many vendors, complimentary companies or future
employees do you have to influence and sell to?
When you read
the phrase "selling your product or service", don't just think in
terms of products and services your company sells. In addition, think of your
individual and intangible personal product or service, yes - YOU!!!
You will need
to influence and sell to others your ideas in order to advance your career,
gain more respect and increase your success and income.
All the
success strategies EffectiveCommunication.com.au
shares with you are designed to raise you above your competition. If you work
for a company, you have your company's competition to contend with. You also
have your personal competition - the person down the corridor who you are
competing with for your next big promotion. Or the person who just sent their
resume to Human Resources because they want your job.
Look out for
our future success strategies, which will help you to better influence and make
that sale.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
Posted in
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public speaking training,
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by effectivecommunication.com.au
Monday, July 1, 2013
What Is Your Flight Plan For Business Growth - Part 3
How To
Increase The Value Of Each Transaction With Your Clients
Car companies will always advertise a new car for a 'base' amount, yet how many times have you paid just the advertised price when buying a new car?
Maybe like the
majority of people buying a new car you purchased a few or many extra items
like air conditioning, automatic sun roof, rust protection, scratch protection,
upgraded security, upgraded music system, extended
warranty, financing etc... The list goes on.
Maybe when
going to dinner with a budget in mind you increase the value of transaction
when presented with a better wine than you first considered or when the waiter
tempts you with the dreaded (but tasty) desert menu.
When the
global toy company named Matel gets you to buy a Barbie Doll, the Barbie comes
with only one outfit. How many parents have made additional Barbie purchases
including, more clothes, car, house, the Ken Doll etc. And surprise, the Ken
Doll comes with only one outfit.
Telecommunication
companies offer much more than a standard phone line. They additionally offer
you phones, Internet, fax, call waiting, voice mail, cable T.V, automatic
callback, additional lines for computers, security systems etc.
No telecoms
company holds a gun to their prospects and clients. Instead, they are typically
very effective at offering 'add-ons' and 'upgrades', then people purchase these
because of the better performance and results they offer.
You might be
selling yourself as an employee knowing that increased salary is a by-product
of your management's perception of your value to their business. Therefore,
find something that no other employee across your company is doing (or doing
well) and voluntary add to your current responsibilities.
Every time a
person or company purchases from your business, you have an immediate
opportunity to increase the value of that transaction!
Your motive
must be benevolent and not self serving. This
strategy is not just to add to your short term profit. Instead, this is about
helping your client to gain the optimal number of benefits and outcomes from
your products / services.
During the
1930's the Kraft company tried to market and sell a low priced cheese powder,
but the public were not interested and sales were a failure.
One of Kraft's
sales reps from North America thought 'outside the box' towards unloading his
allotment of powdered cheese. His simple, yet brilliant and profitable solution
was he added individual packets of cheese powder into the boxes of Kraft
macaroni which were selling successfully.
The
salesperson then convinced grocery retailers to sell their customers the
concept of the 'Kraft Dinner'. This concept became so successful the Kraft
company added this 'all in one' dinner to their product line.
How did this
simple solution work in the long term? Recent research shows that more than 55%
of main meals in homes across the United State of America are per-produced.
You have both
the opportunity and responsibility to introduce your prospects and clients to
every option that relate to the benefits and outcomes they hope for.
Introduce your
prospects and clients to 'add-ons' (aka - cross selling) and 'upgrades' to help
them graduate to a more sophisticated or superior option to better serve their
goals with your product / service. They don't have to buy 'add-ons' or
'upgrades', yet you have an obligation to introduce and demonstrate the
improved performance and outcomes.
It's as simple
as incentivising your prospects and clients to trade up!!!
If you do your
part well, then in addition to your client be more impressed and satisfied with
the preference and outcomes the better product / service gives them, your
business makes more profit!!!
Evidently
there are many additional ways to increase the value of your client
transactions and so, look out for our next newsletters.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
Posted in
Communication Training,
Leadership,
Presentation Training,
Sales Training,
Training
by effectivecommunication.com.au
Wednesday, June 19, 2013
WHAT IS YOUR FLIGHT PLAN FOR BUSINESS GROWTH? - Part 2
How To
Increase Your Number Of Clients
It is interesting how many companies when income curves become stagnant tend to whip sales & account management teams to do more of the same, when better incentives might be the simple solution.
For example, a company experiencing income stagnation applied a compensation program that paid the sales person 10% of the profit per sale. So when a $1,000 sale was made the company retained $900 whilst the sales person was compensated with $100.
Upon consultation the company calculated the following 3 simple questions:
- Average worth of
first purchase from new client?
- Average number of
times new client will purchase in the first year?
- Average number of
years client will continue to purchase?
The company responded...
- Average profit of
$200 for each new client first purchase of which the company kept $180
& compensated the salesperson with $20
- Average number of
purchases per year was 5
- Average number of
years new client continued to purchase was 3
Based on this the company accumulated approximately $3,000 profit over the average lifetime of a new client of which the company kept $2,700 and compensated the salesperson with $300.
Upon further consultation, the company was advised to:
- Compensate the salesperson with
100% of the profit from every first sale they produce
- Compensate salesperson with 10%
of every ongoing purchase from new client
- 10% ongoing compensation to
continue ONLY if salesperson maintained new client to continue average
purchases (5 x per year over 3 years)
What do you think happened?
First, the salesperson was compensated $200 instead of $20 for every new clients sale therefore, the sales team was 9 x more motivated
Second, the life time value of each new client was worth approximately $3,000 therefore, with this strategy the company now keeps $2,520 and compensates the salesperson with $480
Ultimately, with the sales team greater motivated, the company TRIPLED it's number of new clients in only 9 months!!!
Evidently there are many additional ways to increase your number of clients and so, look out for our next newsletters.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
Posted in
communication coaching,
Communication Training,
Leadership,
Leadership coaching,
presentation coaching,
Presentation Training,
sales coaching,
Sales Training,
Training
by effectivecommunication.com.au
