Tuesday, 26 May 2015

Are you living to work or working to live?





This week’s newsletter may not be easy to read; I’m discussing a difficult topic that is painful to think about, but we can only achieve change by facing up to things that are sometimes difficult and that can make us uncomfortable.  

Too often in life, we let the urgent get in the way of what’s important and we can’t always know what is important before we consciously make the decision to identify what’s important.

Last week was Dementia awareness week, a cause close to my heart and, as some of you will know, with good reason, as it is a condition my own father suffers with so I am, unfortunately, all too aware of how devastating it can be.  Watching someone you love lose their treasured memories, becoming frustrated because their confused or disorientated and no longer being the same person you knew them to be, can be devastating.  However, in moments of clarity, my Dad has some fantastic stories to share, he’s had a great life and done some amazing things; being a soldier in the army, working in the airline industry, running six successful, highly profitable businesses, being a boxing champion in a team with Henry Cooper and raising a family of his own.

One thing my Dad was always good at when he was in business was making time for himself.  This is something many modern business owners struggle with.  When we first go into business, we believe we have to work exceptionally hard and make sacrifices in order to succeed.  In many ways, this is true, but before long, working long hours and missing out on down time with family, pursuing hobbies or working on your own development and learning becomes a habit.

A comforting thought that occurs to me, as I watch my Dad suffer with Dementia, is that at least he has plenty of fantastic memories; it will take a while for this horrid illness to take all of them away.  I’m well aware that it doesn’t truly work like this, but there are some people who suffer with this illness that perhaps won’t have so much to hold on to, or to lose.  Those people who have spent their entire lives working and who haven’t made the time to make memories; that is truly tragic.

Many business owners fall into the trap of believing “someday I’ll…”  They promise themselves, and their families, “Someday I’ll take that trip…” or “Someday I’ll be able to pick the kids up from school and spend more time with them…” perhaps it’s “someday I’ll read that book…” or even, “someday I’ll get to work on developing the business instead of just keeping afloat…” maybe it’s even, “someday I’ll find the time to work with a coach who can help me to grow my business,” but whatever the promise is, the cruel fact of life is that SOMEDAY may never arrive.

Currently 1 in 20 people in the UK suffer with Dementia, approximately 850,000 and this figure is set to rise to over a million within the next 10 years.  The chances for those people to make new memories and to remember their best days are being diminished every second, but what excuses do the rest of us give ourselves? Don’t we owe it to ourselves to make the most of everyday instead of just waiting for someday?


When working with a client recently, I had a conversation about this very same topic; I asked, “How is your work/life balance?” Their response was, “What work/life balance?  I don’t have time for that.”  This week’s newsletter has been all about WHY we need to make time for this balance and too enjoy making new memories.  Next week, we will focus on HOW we can achieve this.                









Dedicated to your success

Kevin

Business Performance Coach


If you would like to explore the possibility of working with Kevin or Susan as your Business/Executive Coach or would like some training for team simply drop us an email at info@mpcforprofit.com or call the office on 0151 348 1202 and we can pop a date in the diary for a coffee and a chat that just might Grow your profit, Transform your business and Change your life.

Thursday, 7 May 2015

How to be a complete and utter failure at sales...


How to be a complete and utter failure at sales...

1.Set small goals
Stay comfortable, no need too take risks and get stressed because you set the bar to high. Keep telling yourself it is better to hit 100% of a £100K goal than £800K of a million pound goal.

2.Do no planning
Fly by the seat of your pants and learn to be reactive instead of proactive. It is not like you need to know where your next sale is coming from. Being organised and prioritising the pipeline into a clearly defined plan is for high achievers only. Better off sticking with the pipedream!

3.Have no objectives for every sales opportunity
By having no objectives you will never feel disappointed and you don’t want any of that do you? A big plus here is that if you have no objectives you can have a good chat and tell potential customers all about yourself.

4.Do no research
Time is precious why would you want to waste it checking out a potential client via the Web, Facebook, LinkedIn, their web site etc. The more you know about them will mean you might have all you need to build rapport and that might get in the way of you telling them all about you and your product!

5.Ensure your coffee goes cold
Because that will mean you are doing plenty of talking and very little listening. If you follow the tried and tested successful approach of asking questions and listening (2 ears 1 mouth use them in proportion) you might get the sale and you wouldn’t want that would you?

6.Always presume you know what they are talking about
You know best, and that means that you don’t need to clarify anything when the potential customer is telling you about their problem. Better to sell them your product than actually give them what they actually need.

7.Stick rigidly to your process
Stick to your guns and have no flexibility it is up to the prospect to fit into your system. No need to tax your brain in the ‘game of sales’.

8.Let them know how wrong they are when they give you an objection
How dare they object. You have given them your time, your best sales patter, and, of course, you know what is best for them. So therefore there is no need for you to consider any objections you may be given or fully prepare any solutions to help them overcome their fears.

9.Wait for them to get in touch
Agreeing the next steps and systemising your follow up process will get in the way of you doing more urgent work. After all they would be mad to go elsewhere to purchase what you have offered them wouldn’t they?

10.Do not build relationships
You have enough friends, facebook and linkedIn connections. More relationships will take up more of your time better to let them move on to your competition.

Alternatively
You may want to be successful at sales, you may want to be a sales superstar. An easy solution would be to flip these ten bad habits and work really hard at doing the opposite. Another and easier solution would be to attend our Sales for Professionals Workshop Learn more here….you will learn just what it takes to become a Sales Superstar…..it will be great to meet you.







Dedicated to your success
Susan

Business Performance Coach


Would like to explore the possibility of working with Kevin or Susan as your Business/Executive Coach or would like some training for your team?
Simply drop us an email at info@mpcforprofit.com or call the office on 0151 348 1202 and we can pop a date in the diary for a coffee and a chat that just might Grow your profit, Transform your business and Change your life.