Your Prospect’s buying process
April 18, 2014
Progressing Your Prospects Through Your Pipeline
April 15, 2014
You need to understand how prospects’ buy
April 10, 2014
Build Rapport with your prospects ﬁrst
April 8, 2014
Do You Know What Your Prospects Want? Really?
April 3, 2014
Set clear sales goals for your business..
April 1, 2014
Learn to handle price Firewalls with ease
March 27, 2014
Achieving Sales Leadership Clarity
March 25, 2014
Achieving Sales Leadership Clarity
Clarity in business and sales is a non-negotiable. Great leadership is built on clarity of thought. Great thinking, insthinktive thinking, is the basis of superior performance.
So how do you achieve clarity as a sales leaders?
Clarity On A Page..
Ask us about our Clarity On A Page template. It’s a step by step process to help you achieve complete clarity. It’s simple, it’s clear and it’s intuitive.
Here’s what you need to do..
Clarify your values..
What motivates you as a Sales Leader? What motivates you as a Manager? A sales person. A parent, a mentor? What makes you do what you do? What do you value most in people? How do you view the world?
What prompts you to be happy or sad? What makes you different? Why are some more successful that others? How do they differ?
As a Leader how can you ensure you hire the right people? How do you motivate them and guide them. How do you engage with your stakeholders and encourage all to achieve more. The common factor in answering all of these questions is identifying your Core Values
Values drive your behaviours. Values are responsible for your motivation and your actions. Values are often subconscious and hidden but they surface in the way we act. The principles and standards that we set and expect of others. Values are strongly held beliefs and they have enormous impact on individual and organisational behaviour.
You have a world view that is unique and individual. It frames your thoughts and it influences your behaviour. Values really underpin your Why. Why do you do what you do? Why do you assess and measure the way you do? Why do you think the way you do?
With clearly defined Values you can build a team that share the same values. You can motivate a team more easily with shared values. And you can build a relationship with your stakeholders and customers by living your values.
So what are your values?
Why are they your values?
How can you measure your values?
How do you live your values?
Define your Purpose….
What is your Purpose, your Why?. What excites you and motivates you? What gives you momentum. What inspires you?
Great leaders have a clear sense of Purpose. A clear Why. They understand their reasons for doing what they do. It is beyond pure financial gain. It is about leaving a true mark on their world. And, so too for your organisation. Businesses with a clear sense of Purpose, a clear Why invariably have a more successful culture and climate. And have a clear sense of Why they exist.
Having a clear sense of how you will improve the world in which you operate, provides real clarity and motivation to those who are a part of creating it.
Steve Jobs’ said, “Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying we’ve done something wonderful, that’s what matters to me.”
Albert Einstein said, “Nothing truly valuable arises from ambition or from a mere sense of duty; it stems rather from love and devotion towards men and towards objective things.”
These are two men who clearly demonstrated a powerful sense of Purpose.
What’s your Purpose?
Create a Vision
As a leader, you need to consider the following,
1) Purpose is your Why? The reason you exist.
2) Values represent what you stand for.
3) Vision is where will be in the future.
Your leadership Vision is a guiding picture of where you and your business will be in the future. It is a picture of the end point. It outlines with clarity where you will end up. And how your business will look like, feel like and operate in the future.
It is first step in your goal setting and priority setting process.
Where do you see your business in the future?
What will this future look like?
What clients will you be working with?
What sort of team will you be working with?
What products or services will you be selling/ delivering?
What will the finances look like?
We suggest that you take your time with this really vital phase in your leadership clarity. Involve your stakeholders and team. Craft a vision you can be proud of. One, that acts as a beacon that guides you. One, that motivates you and your team.
Set IMPACT Goals
Setting goals with IMPACT should mean for you, that you are feeling a sense of forward momentum, a sense of progress. And not feeling overwhelmed or defeated by the sheer impossibility of what you’ve set yourself.
Far too many people and Leaders are left unhappy and demotivated by the very goals they have been encouraged to create. Far too many “Guru’s” encourage the “Big”, the “Wow”, the “Transformational” or the “Big Hairy Audacious” approach. This simply won’t work for some of you. And this is fine.
Impact Goals encourage you to find the approach that yes will be a stretch, but will also build your belief that you can achieve them.
So what is IMPACT…
What are your business and sales goals?
Select your priorities,
You’ve written your goals. Now decide the priorities this quarter that if focused on will bring you closest to achieving your goals.
We advise selecting a small number (ideally three) priorities, and making these the quarterly focus. Why? Because execution matters. Getting important things done is what matters most. Quality of execution always wins over quantity. Keep it simple and clear, and by doing so you retain a sharp sense of focus.
What are this Quarters’ key priorities?
Decide your non-negotiables
At insthinktive sales leadership we are passionate about self discipline. We believe this is such a central success principle that we’ve named these disciplined habits. We call them non-negotiables.
You’ve been through the process of
creating IMPACT goals
Now you need to decide your personal non-negotiables. The new habits and/or behaviours you simply MUST complete daily, weekly and monthly.
In order to do this we suggest you focus very clearly on the biggest impact behaviours you’ll need to integrate in to your week.
For example we believe that a great sales leadership non-negotiable is to spend 30 minutes daily in pure thinking and planning mode. And we advocate that this is done daily first thing.
Simple but not easy.
What are your non-negotiables?
What training do you need?
You are at the final stage of achieving great sales leadership clarity. Now you must look to yourself and ask yourself honestly these questions?
- What one skill should I develop to transform my leadership?
- What skills do our team need to develop to transform our sales performance?
Clarity On A Page; Key Takeaways
By taking the time to crystallise your
- Training and development
On to a simple one page document like Clarity On A Page, your transform your sales leadership clarity.
Simple but not easy….
Call me on +353(86) 7732201
My Blog http://www.insthinktive.com/blog/
Overcoming firewalls in sales part one;
March 24, 2014
Welcome to Overcoming Firewalls in Sales
A sales programme, designed for you.
Every week you’ll receive one to two articles, all designed to help you
- grow your sales
- convert more sales
- create more leads
- become more effective
It’s simple and clear
It’s easy for you to put in practice
All of the information and tips are proven.
In short it works. Take 10 minutes to read the article and allocate some time later to analyse how it could help you improve your marketing and sales.
Finally take some action…
Overcoming the Firewalls That Prevent Sales
Do you struggle to close more sales? Have you have hit the inevitable ﬁrewalls of “we just can afford it now”. “We’re not in a position to do that now”. “We are happy with our current supplier”.
These are just some of the “old regulars” (we call these firewalls to sales) and essentially this is what this programme is about. Eliminating firewalls to sales.We will show you just how to improve all aspects of your sales effectiveness.
We’ll show you how to overcome the firewalls that prevent sales. And improve your conversion rates. If you take these proven strategies you will get better results. Is it the panacea to all your sales ﬁrewalls? No because the ultimate determinant of your ability to succeed is down to you, and the actions you take.
If you take these actions you will create a sales momentum you had never dreamed possible. So let’s get started.
What are the common Firewalls and how do you overcome them?
In our inthinktive PRESENT model we outline the four main firewalls or objections to sales. And you all know them well
You need to focus on some key areas in order to overcome these expected Firewalls.
You need to create Interest. And in order to create interest you need to know your prospects problems. We always preach this mantra. “You Earn The Right To Sell” and it’s earned through better knowledge of the problems you can address.
This is an inescapable element of sales. How can you create interest if you don’t know what your prospects are interested in? In other words if you don’t know what problems they’d like to have solved?
Get your Timing right
Timing is critical and you need to be aware of when and how your prospects buy. For example a client we worked with, we were in effect an “emergency solution” for large contractors building power stations across Europe.
Basically prospects didn’t need or indeed want our client, unless they had an emergency. If their project was behind schedule, or there was a major part of the project that they hadn’t planned for properly which needed emergency intervention, they had a need.
Timing was everything. However they couldn’t just rely on ad hoc contact to get the opportunity to make sales.
They needed to keep in touch with the key decision makers regularly. Let them know who we were and what problem they could solve for them. They needed to create a situation where they became top of mind, the prospect’s first choice, when they did have an emergency.
Likewise for you and your prospects. The follow up is a key element to your sales strategy. Building a relationship over time through regular engagement. Work on your relationships. Strong relationships build strong future partnerships.
Prospects won’t buy from unknown, untried and untested companies. And your job is to work on building your credibility and your relationships with them to build conﬁdence in you and your product or service.
Position your business or yourself as experts in your field and work hard to reinforce your positioning. Send articles. Write blogs. Write case studies. Get lots of testimonials. Speak at events. Create You Tube videos. Ultimately the more you can position yourself in the
prospects minds as experts who can solve their problem. The more likely they are to approach you when they need you.
Next we’ll look at the common Firewalls to sales..
Don’t hesitate to contact us if you need any help.
Simple, but not easy…..
Call Ronan on +353(86) 7732201
|More sales, more consistently, in less time|
New Blog Entry
February 5, 2014
New Blog Entry