One of the most common misconceptions is that you are not all in sales. Everyone is in sales. As business owners, managers, employees, parents and friends without realising it we are selling ideas, concepts and products almost everyday. “But I hate selling!” I can hear you say. So don't call it selling. Consider the tips and ideas in Robert Middleton's article the next time you want to help someone to fill a need they currently have.

Mums are some of the best sales people around. Their ability to motivate a stubborn 2 or 3 year old into action often requires some of the most advanced selling techniques around! It's Mothers Day on May 13 and this month I've explored some of the best advice from mum and how we can continue to learn from her pearls of wisdom.

Ayd Instone's article offers an enlightening perspective on easier decision making and if you're looking for some great information on the web, look no further than our updated directory Websites we Love.

This month's issue is dedicated to mums. Mothers, grandmothers, mothers-in-law, great grandmothers (my great grandmother is soon to witness five generations alive together!) and we can't forget… mums-to be. To all the mums in my life - Thank you! You are truly inspiring.

Wishing you a marvelous May and enjoy making your mum feel extra special.

Best of life,

 

 

There's no-one else in the world quite like your mum. She gave you life, changed your nappy more times than she (or you) cares to remember and she knows more about you than you probably even know about yourself. When it comes to their children mums are selfless, honest and very good at telling it like it is.

Your mum will often tell you things that you're not brave or wise enough to tell yourself. Some of these things are practical like “Don't eat yellow snow”, some are hilarious like “Don't pull that face because if the wind changes you will be stuck with it” and some are just plain brilliant and are with us forever as a voice of reason and reassurance.

Once we're too big to sit on mum's lap, we can forget to listen to the little gems of advice she has given us in our formative years. It's these very lessons that we need to call on when we find we're feeling a little out of sorts.

1. Always eat your vegetables. When we are stressed, overwhelmed or working long hours the first thing that tends to go is our focus on healthy eating. It's during these times that we need the best fuel for our body as possible! We can choose to adopt a healthier approach by asking ourselves a simple question “What is going to be the best fuel to give me the sustained energy I need?”
2. You can achieve anything you put your mind to Pablo Picasso said “My mother said to me - If you are a soldier, you will become a general. If you are a monk, you will become the Pope - Instead, I was a painter, and became Picasso.” If we adopted our mother's belief in our ability, what could we achieve? A mindset of self-belief is one of the most critical components of achievement. For if we don't believe in ourselves, how can we expect others to? Adopting this mindset can make you braver than ever before.
3. Your friends say a lot about you. Capture down on a piece of paper the friends you have spent time with in the last month. What kind of people are they? How do they make you feel when you are around them? Do they inspire you? Do you feel more or less energetic when you are around them? Do you learn new things being with them or do you leave them feeling drained? Do you have any friends you would consider mentors or are you a mentor to any of your friends? Do you have a good mix of friends from different parts of your life? What does this say about you?
4. If Jimmy jumped off the Harbour Bridge would you? Ever found yourself judging your own achievements against that of your friends or colleagues and feeling flat afterwards? We each have our own completely unique experience of the world based on our family, our schooling, who we are as individuals and all of our experiences up until now. There is no way that any other person in the entire world could share the same experience as us, because we are all different. Life is not a race. Compare yourself only to yourself.
5. Always wear clean underwear. Needs no further explanation.

“Nobody gets to live life backward. Look ahead, that is where your future lies.”
- Ann Landers

By Ayd Instone

There's an advert on television which has a young woman who is asked to choose between two things; we are shown lots of pretty men and a swimming pool or a hot chocolate. Her answer was very interesting. She said of the ‘pamper’, “well that's just a fantasy ­let's face it it's never going to happen” so she chose the hot chocolate.

The problem here is that she wasn't asked which was more likely but which would she most want. So even in this hypothetical scenario she placed a blockage, preventing her from even considering her dreams. This is dangerous stuff. She then went on to bore us about all the different choices of hot chocolate flavours she could have.

Have you stopped believing in your dreams? Have you resorted to making do with the mundane? Are you pretending to be excited about which flavour hot chocolate you could have in your life? In most areas of our lives we have far too much choice. This has made our decision making muscles weak...

This is serious because our lives are shaped by the quality of our decisions. Making a decision is the only way we can manage change in our lives. Making a decision means you've participated in your own freedom. Not making a decision means you've relinquished the gift that only sentient beings enjoy, the gift of free will.

People don't make decisions because they're frightened of failure, or making the wrong choice. Have a think about this. Success is the result of good judgement and good judgement is the result of experience. However, experience is the result of bad judgement.

Therefore, success is in fact, the result of failure. So just decide, and get on with it. Life's full of options. If you asked the average adult whether they could play the violin, the average answer would be “no”. But if you asked the average child the same question they would answer “I don't know - I haven't tried yet”.

You see the difference?

The reason we adults behave in this way is that at some time in the past we failed. We tried and failed, and it hurt. It was embarrassing. So we need to protect ourselves by not taking the risk of failing again. People just like making excuses don't they? To deny your talent means you can get away without having to achieve much.

Marianne Williamson said, “Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure.”

Ayd Instone is a motivational speaker, trainer and coach. His book, “7 Keys To Creative Genius” is available now at http://www.BookShaker.com. © All Rights Reserved.

By Robert Middleton

In his book, “Marketing Your Services”(by the way one of the very best books on this topic), fellow marketing consultant, Anthony Putman, makes a rather radical statement about selling. He says to avoid “using persuasion” He doesn't say to avoid “being persuasive.” What's he talking about?

Have I told you that when asked what the stereotypical salesperson sells, the most common answer is “used cars”? We look at selling as the same thing as selling used cars! A wonderful image don't you think when we're out there trying to get new clients? That's what Tony is talking abut. We click into this inauthentic salesperson persona and try to start persuading people. Needless to say, it's a big turnoff. We come off as manipulative and sleazy.

Using persuasion in this context means using techniques before focusing on relationship. It means having your whole attention on getting the sale, not on how you can serve. It means listening only so you can get your prepared pitch in, not really hearing concerns.

Good, professional salespeople are very persuasive but they don't use these outmoded persuasion techniques. So how does one succeed in “being persuasive” instead of “using persuasion?” Good question. Here's a few ideas.

1. Set the stage for any sales meeting, whether on the phone or in-person with a statement of purpose: “What I wanted to talk with you about today was how we can reduce your attrition rate.” With this statement of purpose the conversation becomes focused. There is no hidden agenda and you learn quickly whether or not you are on the same page.
2. Make sure the majority of the time is spent in asking questions and really listening. The more you know about your prospective client's situation, the better you know if you can help them or not. Don't just accept answers at face value. “Question into” the answers you get to learn more. “You think you're losing people because there is poor communication in your company - tell me why you think that makes people want to leave.” Too many people just jump from question to question, never really getting to the heart of the problem or understanding the issues involved.
3. Ask questions not just about problems and the current situation, but questions about the future and about aspirations. “Well it makes sense that you want to keep your people and you want to save money in hiring costs, can you tell me what you might be able to accomplish if you had a more stable workforce?” A question like this might uncover the hidden motivator that will move a prospective client to action. When they tell you their dreams you start to realise that your service can truly help them achieve those dreams. When you start to get excited about their goals, your excitement is contagious. It makes them want to work with you.
4. Asking for the business can actually be the easiest part of the selling process if you've really connected with the problems and the desires of your prospective client. At some point in the sales conversation it's your turn to “invite” them to take the next step. “As I explained, our program is guaranteed to reduce attrition by a minimum of 50%. (assurance) When that happens I think you'll really get the opportunity to become the leader in your industry. (acknowledge stated goals) The way we start is with a complete review of your hiring process and interviews of managers in all departments. (matter-of-fact process) I could start as early as next week. (availability) Does that work with your schedule?” (confirmation of their availability)

The only reason we need to “use persuasion” is when the value of what we have to offer doesn't really address the needs of the prospective client. Fancy and manipulative closes, leading questions, and other less-than-savoury selling techniques have no place in your repertoire. If you truly believe in what you have to offer and do your best to find out what's needed you'll “be persuasive” without a lot of “persuasion” or effort.

This article is by Robert Middleton of Action Plan Marketing. Robert's web site is a comprehensive resource on marketing for Independent Professionals. For free marketing resources and valuable marketing tools visit: http://www.actionplan.com

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