A problem is an Opportunity in Disguise!

Posted on November 30, 2010 by Manfred

Are you still suffering from the challenging economy? Is all the talk of the “lousy economy” getting you down?

Or, are you ready to move on and take charge of the possibilities?

Any time adversity rears its ugly head, typically, our first reaction is to “duck and cover” and wait out the storm. However, when one door closes another one often opens. Unfortunately we do not recognize the new open door because our focus is on some getting the closed door to open again. Yet, there could be interesting alternatives outside of our usual horizon.
Help yourself, your prospects, and your customers by seeking for opportunity within adversity. Here are 6 crucial questions to ask yourself and your team:

  1. Have new needs presented themselves to you/your prospects and customers in these adverse times?
  2. Are there underlying customer needs to be aware of since the traditional business environment has changed?
  3. What resources are being displaced because of the changes? These could be people, materials, products or services, intellectual property, or technology.
  4. What will replace those displaced resources and is there something that lends itself as a new opportunity for you and your company?
  5. Can you see a way to use resources from your answers to the previous questions to fulfill a need you identified in question #1?
  6. Can you apply any findings of the previous 5 questions in additional markets, such as new customers or new products?

Evaluating your answers to these 6 questions can help you, your prospects, and your customers raise above the storm and identify opportunities instead of only adversity. Maybe this is a perfect time to design a new strategy for your company and begin making lemonade out of lemons. Please, don’t hesitate to send me a note to This e-mail address is being protected from spambots. You need JavaScript enabled to view it if this simple exercise has potentially opened new doors.

Good luck and ask yourself good questions!

Posted in Business Development, Customer Loyalty, Executive Coaching, Leadership, Sales Development, Strategy development | Tagged , , , , , , , , , , , , , , , , , , | Leave a comment

Participate in the Winning Game!

Posted on November 16, 2010 by Manfred

In my business as an executive coach I meet all kinds of people. More often than not the question “How is business?” or “how are things going?” comes up. As expected, the answers are many, ranging from the very negative end of the spectrum to the very positive side. In the end it really comes down to our own attitude, that is what really counts.

I like the quote of Charles Swindoll which perfectly fits into this context: “I am convinced that life is 10% what happens to me and 90% how I react to it. And so it is with you. We are in charge of our attitudes!”

Our behavior creates our results and our thoughts determine our behavior, consequently, if you don’t like your results change your behavior, hence change your thoughts! Reflecting on this conclusion for a moment: Who is in control of your thoughts? I leave it up to you to come up with the answer but I suggest that everyone of us in in control of ones actions. So, make the decision to become part of the winning game by thinking like winners.

Below is a collection of “rules” that may help to develop these winning thoughts for yourself. And no, I have not invented these rules, I have copied, borrowed, stolen, paraphrased, etc. So what, they work and no harm to anyone else. Reflect on them and try them out yourself, you may be surprised!

Rule #1: If you want to be a winner, associate with winners. Don’t hang around or take advice from losers.

Rule #2: Success is a continually learned skill.

Rule #3: Get off your Rusty-Dusty, stop feeling sorry for yourself.

Rule #4: It doesn’t matter how smart you are if you don’t have the courage to apply and implement your knowledge.

Rule #5: Take reasonable risks.

Rule #6: Plan your work with short term and long term goals and then work your plan.

Rule #7: Make your own rules and set your own (high) standards.

Rule #8: Don’t ever except less than your very best as a standard.

Rule #9: Realize that failure can be a part of the learning process to success – failure is valuable negative information. Accept it, learn from it, don’t repeat it, and go forward.

Rule#10: Carry yourself like the winner that you are at all times.

Consider this notion in addition: You become the average of the 7 people closest to you. Chose these people wisely!

Good luck!

Posted in Business Development, Customer Loyalty, Executive Coaching, Leadership, Sales Development, Strategy development | Tagged , , , , , , , , , , , , , , , , , , | 1 Comment

Only 7 Mistakes!

Posted on November 3, 2010 by Manfred

Most of us, leading small business and are either directly or indirectly involved in selling our products or services do not like “cold calling”.  As a matter of fact contacting a potential customer on the phone is a challenge as we do not have the privilege to see the body language during the phone conversation, which represents more than half of the impact of the interaction. So, no matter how hard we try to resist, we will end up calling a prospect on the phone at some point in our business activities. We may actually have been lucky enough to have the call warmed up by a referral. Either way, we may be subject to making a mistake on the phone. But don’t worry … there are only 7 mistakes that we can make on the telephone:

  1. Product Talk. We don’t even know this person, and yet we purport to have an idea of their challenges and start talking about solutions before we have even had our first meeting!?!
  2. Good Gracious … The Gatekeeper! There’s a reason this person was hired to be an Executive Assistant. They’re probably darn good at their job! Their main responsibility is to help their boss manage his/her time better. Think they know how to sniff out someone who’s uncomfortable on the phone?
  3. Lame Messages. Odds are, if we are dialing a busy executive, voicemail will come into play at some point. Leaving a lame message will not help us stand out nor will it get us the results we want. Being succinct and to the point with a brief compelling message often helps significantly!
  4. It’s All About Me. If we make our calls all about us and what we want without demonstrating empathy for our prospect, just end the call right there. Why waste our and the prospect’s time?
  5. Folding Like a Deck of Cards. Objections are a natural part of the buying/selling process … especially this early in the process. Be prepared with comebacks to common objections. The objections are actually opportunities to correct mistakes made along the process.
  6. Listen Up! Why bother calling someone if we don’t have any intention on listening to what they say? And I mean REALLY listening … not thinking about what fabulously witty comeback you’re going to throw next because we think they will think it’s endearing. Active listening would be the key in this situation….
  7. Enter the Land of Make-Believe. If our heart’s really not in that phone call, if we are going to try to mask our fear of rejection inside a phony phone script, our prospect will smell it through the phone line like a badly rotten road kill cadaver.

So, how can we reduce the odds of making these mistakes? Only three words: practice, Practice, PRACTICE!!!

Good luck and let me know how you are doing.

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Networking for Success

Posted on October 20, 2010 by Manfred

Networking is a proven method to get you business. However, before you set out on your networking journey, be specific with your goals, use technology properly, and go in with an attitude of “give before take.” The professional networking organization BNI (Business Networking International) has a very specific motto which works very well: “Giver’s Gain”, the more you give in networking the more you will gain. Go out with a focus on the other person and you will get noticed – most other people are out there focused on themselves!
We have adapted and customized the following 5 Rules for Networking seen on CBSMoneywatch.com for our clients and followers:

  • Nurture Your Network … Patiently

Don’t be a “business-card ninja” … meaning you walk into a party or gathering, throw 50 business cards around, and leave. When you make a new contact, make a point of remembering something specific about each person. Jot yourself some notes after the event. Most importantly, follow up … even though you’re not sure you can help each other. Think of networking as talking to people when you don’t need something. You never know how you might be able to assist each other down the line.

  • Ask How You Can Help

To paraphrase JFK: “Ask first not what your contact can do for you, but what you can do for your contact.” Find a win-win situation for you and your contact. Be sure your focus is on them and what they need … not on what you are hoping to get out of them. If you can help you will create a void that wants to be filled by someone else.

  • Know When to Ask – and How

Be conscious of your message. If you are in a true networking situation, the others in the room may want to drag the conversation down by harping on the “poor economy” or “tough market.” Be the island of positivity in the sea of negativism! People will be naturally attracted to you.

  • Make the Web Work for You

Be conscious of the time you spend online. Make those 30-40 minutes a day count! Use LinkedIn or Plaxo to stay connected so even if someone switches jobs, you don’t lose their contact info. It’s even easy to make initial contact with business owners. See if they’re on Twitter and become a follower. A gentle contact one day could lead to a great meeting the next!

  • Shake Some Hands

You never know where you might meet your next client, customer or patient. Pay also attention next time you are in any social setting. A social introduction one day can lead to a new customer down the road.

Good luck with your networking efforts!

Posted in Business Development, Customer Loyalty, Executive Coaching, Leadership, Sales Development | Tagged , , , , , , , , , , , , , , , | 1 Comment

The blah, blah, blah elevator pitches continue

Posted on October 18, 2010 by Manfred

I just detected a blog that was written by my highly respected coaching colleague and friend Leanne Hoagland-Smith and , as an avid net-worker I can perfectly relate to the matter at heart. I thought that it might be interesting for my readers, too and I received permission to publish the article on my site. Here it is for your convenience:

“How many business networking events have you attended already this year?  If you understand marketing and the desire to continually increase sales, possibly the answer is somewhere between 75 and 150. Sales Coaching Tip: With 42 weeks already passed, attending almost two (2) business networking events per week is the minimum.

Now, how many times have you asked someone “What do you do?” or have been asked by another crazy busy sales person that same question?  Possibly, you are thinking somewhere around 300 to 1,000 times this year alone depending upon how well you meet and greet all those new business sales leads.

If practice makes perfect, then why are there still ineffective to almost like nails scratching on a chalkboard elevator pitches still meandering through these countless business networking events year after year? Sales and marketing expert, Geoffrey James of BNet, recently reviewed five elevator pitch videos on You Tube that he called “heinous.” Each one sounded like all the others.  Simply, terrible.

Kelley Robertson of Fearless Selling recently commented on my blog the number of times he leaves a business networking event conversation and is still clueless about what the other person does.  In other words, the blah, blah, blah continues leaving new business sales leads on the floor being trampled by hundreds of crazy busy sales people.

Over the years I have heard a lot of blah, blah, blah elevator pitches.  Beyond the less than compelling marketing message, what I have also observed is very weak body language and voice control.  From almost shy, fearful posturing to mouse like verbal deliveries, I never heard the message even if it was engaging.  Sales Coaching Tip: How well you deliver your elevator pitch is just as important as what you actually say.

To transform the blah, blah, blah elevator pitch begins with your delivery style.  One effective strategy to improve your physical delivery is to join a local Toastmasters chapter or enroll in a public speaking course.

While you are improving your physical posture and enhancing your verbal presentation, then use the AIDA model for crafting a unique and engaging elevator pitch that has people running up to you to learn more about what you do. This begins by knowing your target market because not everyone fits your ideal customer profile.

Step one is to Attract Attention. This begins with your dress and how well you physically deliver your message. Then it extends into your actual message. Sales Coaching Tip: Start with the results you provide. Do not focus on the features or benefits.

Step two is to Incite Interest.  Here you differentiate yourself from all the other professionals engaged in similar roles or industries and who offer like products or services.

Step three is to Develop Desire.  At this point, your goal is to further build an emotional response.

Step four is a call to Action. Since you have the other person if front of you, you may be able to make a direct or even an indirect call for the other individual to want to schedule that next meeting.

People buy from people they now and trust is a proven sales truism. When you deliver a blah, blah, blah elevator speech that sounds like everyone else, are you helping people know you and trust you?  Probably, not.

Finally, just as the market place changes, your elevator pitch may also require updating. When you repeat the same words every single time, chances are someone has also heard it many times before. Sales Coaching Tip: Your elevator pitch or speech is truly a conversation with key points and not a memorized script.

From all of my research, I have yet to find a marketing rule that you must exactly speak the same thing every single time.  However, what you say must still be congruent with what you do and your target market. For this is why it is so important to have an executive marketing summary.

Remember your first impression, may be your one and only chance to attract attention. Just make sure you truly sound different and not the same blah, blah, blah or as Sonny and Cher said many years ago, “The beat goes on.”

Leanne Hoagland-Smith”

The Increase Sales Coach

www.increase-sales-coach.com – blog

219.759.5601 CDT

P.S. Shout out – Sarah Polman of IN-Cambridge of Griffith is a strong supporter of local businesses and the Crossroads Chamber of Commerce. Dave Lindgren of Comfort Keepers is one busy small business owner with locations in Porter County and Indianapolis.

Websites noted on column.

You Tube – http://www.youtube.com

Bnet – http://www.bnet.com/blog/salesmachine

Fearless Selling – http://www.fearless-selling.ca

Toastmasters – http://www.toastmasters.org

Posted in Sales Development | 1 Comment

A Healthy Mind in a Healthy Body

Posted on October 8, 2010 by Manfred

The head line is based on an old Latin phrase “Mens sana in corpore sano” and is usually understood as “a healthy mind requires a healthy body”. It is all about balance.

I use the concept of “balancing the life wheels”, which means managing the personal as well as the professional life wheel in a way that both can function well together in harmony. The professional life wheel contains three wedges focusing on time, productivity and people skills (aka soft skills). The personal life wheel covers 6 areas of importance:

  • Mental: the mental capacity and development
  • Physical: the physical capacity, development and maintenance
  • Ethics & Believes: the spiritual and ethics related strength
  • Social: the general relationship related issues

    The six key areas of importance in our personal life

  • Financial & Career: the financial & career related priorities
  • Family: any family related requirements and desires

These six segments of personal importance typically cover 99% of what we consider our personal life and the challenge is to balance all six segments to maximize individual stability and content. When any or more of these segments are out of balance they influence the remaining segments and create a stressful impact on the individual itself.

As I am not really in a position to help my clients with developing their physical capacity to their individual potential I have chosen to partner with 4Life Fitness Studio, LLC for support. The concept of this organization is closely aligned with our philosophy and offers their clients full individual service on both, nutrition and exercise.  I can speak first hand of the experience provided by the team of 4Life Fitness as I exercise there several times per week and feel great.
One of the most intriguing features is the possibility to design track based fitness programs i.e. for golf, tennis, running a marathon, biking, hiking, etc.

Visit their website www.4LifeFitnessStudio.com for more information or simply call them for a free session to make your own assessment. I am quite certain you won’t be disappointed!

Posted in Executive Coaching | 1 Comment

Getting Measurable Results by Developing Your People

Posted on September 30, 2010 by Manfred

I want to share an interesting blog written by my friend and colleague Tammy Kohl recently:

“Depending upon what research study you read, companies in the United States are spending upwards of 134 Billion dollars a year on employee training and development.

However, according to a study on retention in The Journal of Economic Education, the annual rate of retention loss for employee training and development averages between 13 to 23%. In other words, American employers are throwing away between 17 and 30 Billion dollars a year on unused or lost training and development.

In any business environment wasted dollars is bad, and in today’s business environment, eliminating wasted dollars is mission critical. The situation at hand is really a double-edged sword. Companies need to continue to invest in the development of their people (even now) in order to manage brain drain, to engage and motivate younger employees, and to create future leadership and growth initiatives for the organization all the while maximizing every dollar invested. So how can an organization accomplish both objectives simultaneously?

The good news is it can be done, but it does require examining and implementing employee training and development in a different way. It starts with understanding it is not just about the degree to which participants acquire the new knowledge, skill, or attitude, and it is not just about whether the participant attended the actual event. It is more about how the new knowledge, skill, or attitude is applied and how the application can positively impact a business through quantifiable results.

Donald Kirkpatrick is Professor Emeritus of the University of Wisconsin in North America and a past president of the American Society for Training and Development (ASTD). He is best known for creating a highly influential model for training and development evaluation. It is defined by four levels of participant learning.

His first two levels of learning are typically how companies measure the success of their training and development investment. Kirkpatrick defines the first level of learning as reaction. Reaction measures whether participants liked the event and the measurement tool is usually the session critique often referred to as a “smile sheet”—did the participants enjoy and find some value in the time they spent? Kirkpatrick’s second level focuses on participant learning. Did the participants acquire the new and intended knowledge, skill, or attitude? Often at this level pre and post testing is used as a measurement tool. What was the participants’ level of knowledge going into the training or development event, and how much did the level of knowledge increase as a result of completing the event?

Level one and two are important because you cannot move to Kirkpatrick’s level three and four without starting at the beginning. Kirkpatrick’s levels of learning are interconnected, as it is a learning process. However, many companies don’t pursue measurements beyond Level one and two because three and four require detailed goals and actions steps and take time to measure as well as manage.

Kirkpatrick’s Level three is focused on improved behavior. To what degree did participants take the new knowledge, skill, or attitude and apply it to the real world setting of their job, their role, and the goals of their department/company? Changing behaviors takes time, but by allowing time to pass participants have the opportunity to implement the new knowledge, skills, and attitude therefore learning retention and job transferability can indeed be measured—did behaviors change as a result of the new learning? Ideally this measurement is conducted three to six months after the learning event with commitment from not only the participant but their manager, team leader, boss, etc., to follow-up and measure individual application.

Level four focuses on measurable business results. Level three sets the stage and creates the ability to measure results long-term. By allowing time for the participants to actually apply the new knowledge, skill, or attitude and by measuring the improved behavior through individual goals and action steps, looking at improved results through an entire team or department is the next logical step. Here are some examples of achieving level four successes within a team or a department:

  • Creating a development/training process focused on improving the knowledge, skill, and attitude of members of a sales team could lead to level four measurements such as increased sales volume, increased customer retention, shortening the sales cycle, and increased profitability—all meaningful results to the success and profitability of an organization.
  • Working with any department or company in the area of process improvement could lead to level four improvement such as reduction of defects, errors, rework, time, and improvement of efficiencies. If a company could take their typical three-week order processing system down to 24 hours, the saving of company resources and the financial impact is huge.

In today’s world, positive business results and taking full advantage of every investment is crucial. For future training and development events take the time, make the commitment, and follow through to Kirkpatrick’s level three and four. The business results will be unparalleled to what your organization has experienced in the past.”

Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in helping businesses and individuals achieve high levels of excellence and success. Learn how at www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.

(QLI International is a proud affiliate of RAC and utilizes work materials and processes developed by RAC working with clients.)

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The End of This Recession! Are you ready for it?

Posted on September 25, 2010 by Manfred


You know it was coming at some point in time, the only question was: how soon?

Reuters reported already on September 3rd 2009: ” The global recession is coming to an end faster than thought just a few months ago and may already be over, according to forecasts published by the Organization for Economic Co-operation and Development on Thursday. The recovery may even prove a little stronger than previously predicted, OECD chief economist Jorgen Elmeskov told Reuters in an interview where he elaborated on the forecasts for several key economies. “Compared with expectations a few months ago, we now have a recovery which … may be coming a little earlier and it may be slightly stronger because financial conditions have improved more rapidly than we assumed a few months ago,” Elmeskov said.

The OECD forecasts show a third-quarter (of 2009) return to expansion of economic output, as measured by gross domestic product, in the United States and the 16-country euro zone, led by its two largest economies, Germany and France. The forecasts showed an annualized expansion of 1.6 percent in the United States in the third quarter, 0.3 percent in the euro zone and 1.1 percent in Japan, and were generally more optimistic than the last update in June.”

Well, now it is officially declared that it was over last year in summer! What now?

The consumer on the street may not feel that way yet and most of us are still uncertain what that should mean in “real terms” when looking at jobs, or lack of it, our mortgage, our home value, our accumulated debt, our bills to be paid, etc. While this may still represent a picture we only look at with great apprehension, this is the time we must get into high gear – actually it was already 9 months ago when we could have started to become proactive.

Entrepreneurs, business owners and executives have taken many measures to survive the economic crisis persistent for some 20 months. Why did they fret over tough decisions to make sure that they are the right ones? Why did they have sleepless nights going over the numbers to figure out yet another way to reduce cost and stay in business? There is one logical answer which may have been deliberately or instinctively on their mind:”The recession will end and I want to be in business when that point in time comes.”

Now we know that by the definition used to identify the existence of a recession, it is over in macro economic terms. While we are uncertain how fast and furious any recovery may be, there will be recovery. Will the economic environment be the same as it has been before this economic downturn? Certainly not. It will be different, maybe better, maybe not, but different for sure! How well are you prepared? Do you ask yourself the important questions?

Again, are you ready for the end of the recession? In other words: Are you ready to really participate in the upswing in a proactive fashion and maximize the benefits you could gain?

  • Are you prepared to seize the opportunities the economic upturn will offer?
  • Is your organization geared up to effectively and efficiently take care of the “new” business?
  • Is the leadership primed to lead successfully?
  • Will your team be equipped to cope with hiring and training people in a way that creates results fast?
  • Are you and your organization prepared to do more with less, be more productive without raising the “burnout rate” at the same time?
  • Do you have a plan to double your output or throughput through increased efficiency of your processes as well as your human capital?
  • What are you putting in place to cater to the new reality and make the most of it?

I know, questions, questions, questions…. However, be sure you ask yourself these questions no matter if you are a business owner, entrepreneur, corporate executive, department manager or team leader. Having good answers to these questions and taking action to become prepared now will make the difference in how you and your people will be able to define and manifest a new level of success in a changed economy.

Is your strategy plan up to date? Will it guide you to success? Have you clearly defined what success is for you? In a measurable way? Don’t get trapped by a profit number. That number is only a result of things that you do or do not do. A strategy plan is not the business plan devised by your accountant for your banker. Do you have a clear and shared vision for your company, one that is inspiring, energizing, exciting and gets you out of bed in the morning because of that? What would be the effect on you and your organization if you had a vision like that? Are your organization’s values identified and understood throughout your company? Can you and your people rely on them as the non-negotiable basis of your decision making processes at all times? Do you have an actual assessment of your internal capabilities and capacities? What do you know about the new market environment? New products, services, the competitive situation? Who survived and who did not? There are many more questions to be raised, reflected upon and answered to develop a strong strategy plan. Those of you that do will have a tenfold chance of succeeding and reaching your goals.

Look at your sales force, are they the best they can be to assure every opportunity available is being taken advantage of? Are they operating with a purpose? Are you operating with a purpose? When was the last time your sales “toolbox” has been updated?

Make a serious assessment of yourself and your leadership cadre with respect to effective soft skills and leadership tools, combined with the right habits to maximize your individual output while maintaining reasonable life balance. What picture do you see and what would you like to see? Will it be sustainable when business begins to boom again? What should be different? Consider the fact that the leadership of an organization represents the ultimate multiplier of the effectiveness and efficiency of the whole business – no matter how big or small that organization may be! One of my clients stated recently that her investment into personal leadership development has generated 1,000% tangible return within the first 12 months aside from a host of intangible improvements which are more difficult to measure. Personal development proves to be a good investment when carried out purposeful and with a measurable outcome in mind.

How about the business and production processes used in your organization? When was the last time you went through with a cycle time analysis? How do you objectively measure and assure that your processes are the best they can be? If you do not look at those details with the necessary professional approach, you may be wasting money and resources now when things are slow, and at a far higher rate when they pick up again. A Cycle Time Reduction process can save big money and create a significant competitive advantage.

There is a book called “10.5 Reasons Why Leaders Fail” and the 10.5th reason is manifested by the fact that many leaders don’t ask for help. Do not fall into this trap; ask yourself relevant questions and venture out to get expert help. Relevant questions are especially those that may give you an uncomfortable feeling. Find ways to measure things, there are always possibilities to find good ways to measure. Only then will you be able to identify how something is (or is not) working according to your plan. Peter Drucker stated ”Only what is measured gets done.” And he is certainly right. That has been the case during my 30+ years as a corporate executive and tends to be true with my business clients, too.

Get ready for the new era of economic growth! You know it will come. You believe it is around the corner, thats why you are still in business. Be prepared in the most professional way you can be. Now is still the time to do something about the preparation, when business picks up you won’t be able to “find the time” and this could prevent you from maximizing the benefits of your tenacity to hang in there for the last 3 years – just because you had not prepared the way you could have….

Posted in Business Development, Customer Loyalty, Executive Coaching, Leadership, Sales Development, Strategy development, Uncategorized | Tagged , , , , , , , , , , , , , , , | 2 Comments

The Learning Ghost

Posted on September 8, 2010 by Manfred

I found this little article in the newsletter of one of my coaching colleagues and friend Wes Wingfield and I thought this has to be shared with my readers. Consider the concepts and play with the thoughts as it may be well worth your while. Wes writes:

“Something in our past hinders our effectiveness. In my case, I had a difficult time learning French in high school, and continue forward with a belief that “foreign language is hard for me.” I perceive this as truth, although it is based on a single, negative experience in ninth grade.

This “Learning Ghost” prevents many organizations and the individuals in them from moving forward in a global marketplace.  Chris Arygis, in The Fifth Discipline Fieldbook, shares a technique called “The Ladder of Inference” for dealing with mental models, or so called, Learning Ghosts that limit our growth.  Other learning ghosts can come from work where you have been told you were inadequate or have struggled with a new skill and unreasonable expectations. Classroom history can influence your ability to apply academic skills such as mathematics or writing to the real world.

Time and life demands can also prevent a person from taking the time or being relaxed enough to be able to learn (see the Triune Brain section). Finally, learning is restricted if material isn’t available in a format that matches the needs of the individual.

So… take a look at areas in which you are reluctant to learn. Try to remember the actual fact behind your belief that you cannot learn this thing. Is it rational? Are you willing to allow it to influence your future learning?  How about that of you company or organization?

Wes Wingfield, Executive Coach, http://www.highestambition.com/

Wes founded Highest Ambition with a guiding purpose… ”To do something, however small, to make others happier and better is the highest ambition, the most elevating hope which can inspire a human being.”  Working with our clients to achieve improved results and a return on their investment… Helping our clients to be successful… When we define success, we keep it really simple. We say that success is the continuous achievement of our own predetermined personal goals. What this means is that if we are not as successful as we want to be or think we should be on our terms, then we have to ask ourselves…

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Set yourself into “selling mood”!

Posted on September 5, 2010 by Manfred

There are many situations where you have to be a sales professional even if you are not selling product or service. Actually, the “Buying/Selling Process” is a great process with the purpose of helping to make a good buying decision. The only reason why selling may leave a bad taste in some people’s mouth is that there are sales (un)professionals that abuse this great process!

People don’t like to be sold but they love to buy! Here are a couple of questions for you about selling.

When you think about the word, “selling,” what words comes to mind? “Rejection,” “push-y-ness,” “manipulation,” “dishonesty,” “no,” “not now,” “never?”  Do those thoughts trigger feelings of confusion, fear, uncertainty, inferiority? Do you associate images of being rejected, ridiculed, failure? Does that lead to sweating, a pounding heart, shallow breathing? Does it make you nervous, talk too much, make you want to avoid people?

If your selling experiences match any of the above, guess what? Selling is going to be difficult for you. How can you make it a more pleasant experience?

Try positive imagery. Imagine an activity you love to do. Now let’s ask those same questions.

When you think about your activity, what words come to mind? “Fun,” “excitement,” “pleasant,” “happiness,” “Let’s GO!”  Do those thoughts trigger feelings of anticipation, passion, pleasure, delight? Do you associate images of having fun, doing what you love, sharing a good time? Does that lead to smiling, laughing, relaxation? Does it make you excited, happy, silly, uplifted, make you want to share it with others?

Now transfer the experience of your favorite activity onto the activity of selling. Imagine a selling situation and plug in the words, thoughts, feelings, and sensations you experience in your favorite activity. Isn’t that a better picture to keep in front of you as you sell? Take that favorite experience and create an affirmation about selling using those good feelings. Such as:

  • Selling is like the best golf game ever where every drive goes straight and true and every putt drops!
  • Selling is like shopping where every item I try on is the perfect color and fits like a glove!
  • Selling is like a party where all of my best friends surround me and we have a blast together!
  • Selling is like decorating the perfect home where everyone wants to visit to experience it!

Create your own positive selling experience affirmation and repeat it often. Your next selling experience will be a WINNER!

Posted in Business Development, Customer Loyalty, Executive Coaching, Leadership, Sales Development, Uncategorized | Tagged , , , , , , , , , , , , , , , , | 1 Comment