Tag Archives: emotion

Can Sales Managers change sales results in their staff?

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I absolutely disagree that managing people differently will yield significantly different performances. They either have it or they don’t and most people who take on sales roles are earnestly trying their best, so bullying them or bribing them with awards, or tricking them with team activities into more sales results does not work.

If there is a sales person who has it in them, but they are still under-performing, then there are a few very different causes and these need to be addressed differently to allow the person to sell more.

1. Lack of skill – Category 1 i.e. the pure Hunters will eventually work it out without training but while they work it out they will make mistakes which cost them sales and your office it’s reputation. The other selling style staff will always need to be taught how best to sell a particular product before they are able to start selling alone. While selling capacity comes naturally to SIP selected people the process needs to be taught for that capacity to translate into skills and therefore sales.

Sales Management Solution:

a. Training in the specific selling techniques that suit your industry and product

b. Time to practice. This varies between industries. As an example in real estate the average learning time to translate knowledge into effective skills is two years

2. Lack of motivation – even with the very best attributed and trained sales people  they need to WANT THE MONEY. Selling takes energy and if you don’t need the money, even if you could make more, you won’t bother to exert themselves to the level required for sustained success. If they don’t want the money they need their own highly demanding reason to succeed and we (as managers and coaches) cannot give them a reason (i.e. externally set goals). It must be something they really want for themselves.

Sales Management Solution:

a. Help them identify real highly personal reasons to excel

3. Lack of available energy – people’s attention is distracted or energy can be consumed by other issues in their life (divorce, illness and even hobbies) that simply don’t leave them enough juice in the tank to fuel their selling activities. Selling cannot be done well by anyone as an afterthought or secondary focus. This is why  so called ‘selling rock stars’ lose their mojo. I’ve heard so many stories of sales people who ‘used’ to be good. If they really were any good but are mediocre or poor now then there must be something in their lives now that is consuming their energy.

Sales Management Solution:

a. Wait for the external issue to be resolved (or very significantly reduced)

b. Help them manage the external issue better. This is a very low yield solution even with a professional Coach or Psychologist.

c. Consider managing them out of the business. Your energy as a manager can be better spent

For more information on Sales Training, check out our blog here

Are your staff too scared to cold call?

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Are your staff scared to cold call?

“Always do the things you fear the most. Courage is an acquired taste, like caviar.”
– Erica Jong

Erica Jong is an American author who wrote about fear, usually her own, and how she managed her life despite those feelings. Her quote is great advice for anyone feeling the grip of fear.

Fear is very a common human reaction and an important part of our survival processes. Fear helps us avoid situations that are dangerous and which could result in our death. However not all things that are scary will actually lead to physical death and we do need strategies to continue to engage in our lives despite our natural fear reaction.
The thing that sales people find the scariest is usually prospecting and specifically, cold calling. Going into the unknown and facing the risk of rejection (i.e attack) will paralyze the average sales person into a state of non action, or freezing, or compulsive business where they do not have the time to do any selling yet feel productive as they are working hard. It is a very small percentage of people who can face their fear and fight on despite it.

When I write about cold calling in this blog it seems like such a trivial thing, but the effect on most of us when confronted with the physical reality of the phone or being on the street door knocking is real and usually very daunting. Our mental danger radar does not distinguish the risk of verbal attack from the physical, so our fear response can be just as strong when the risk is verbal humiliation rather than actual physical harm. To our brain, the risk and thus the fear response, is the same no matter what the nature or source of the attack.

I know from the 20,000+ candidates we have tested using our sales IQ system, Sales Inventory Profile or SIP, that less than 5% of the general population are able to cold call consistently. Consistently, meaning for several hours every day, week in and week out for years.

Another 10% will, as Erica suggests, come to be able to tolerate it given time to acclimatize themselves to the process and with some support from their organization.

Most people are too scared to prospect consistently

So how do you find these precious 15% who can become new business sales people?

No longer do you need to have literally 100’s of people coming through your business to find the very few who don’t run out screaming or work themselves to a standstill or get sick. Using the traditional mass employment i.e hope-some-will-survive mentality within the recruitment system, the cost to the business in direct resources wasted is bad enough. But when you think of the effect on your reputation of having the wrong person on the job representing the company and the revenue not earned while we are distracted with the wrong people, the cost is catastrophic.

Then we often overlook the cost of the subtle energy drain on the other staff as they watch the carnage from the safety of their administrative roles, thinking ‘who would want to do that?’ Ultimately, the morale across the entire business is subdued by the revolving door recruitment strategy for sales staff.

It does NOT have to be that way.

It is possible to recruit from only those people who have the core capacity and inner fortitude to sell and specifically cold call, train them well so they are effective quickly, support them effectively over time and have a sales team that is stable, successful and making themselves and you lots of money. It is also possible to build a team that is admired by the rest of the organization..

Am I dreaming?

No! We have been doing just that since 2008 in Australia and New Zealand. Just ask any of my clients (see our testimonials page which contains a selection of our 100+ client base) how effective it is to accurately identify sales capacity in candidates before they even interview them so that at the recruitment interview they are focused on assessing the candidate on product and cultural fit to their business and/or the market place.

If you have had enough of the revolving door system of failed recruiting lets organize a 20 minute Skype demonstration of our sales IQ system. The system has been used and tested across many industries and will work in any country where English is the primary language.

How to start?
Leave a comment on this blog or send an email to maya@salesinventoryprofile.com with your own contact details and one of our staff will call you to organize a time that best suits you.

More on cold calling? Read on why cold calling is still vital in sales

Grow your sales results in 2012/13 with an innovation out to change the way we recruit sales staff

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It’s mid-way through 2012, but never too late for big sales by the time Santa comes ’round. Or even by the time the fireworks go off for 2013!

If you or your organization are ready to grow your sales results lets talk!

Corporate Coach Australia, after a few years as a successful boutique provider of sales recruitment and sales enhancement technology to Real Estate and IT companies, has some huge plans for the next few months, and I’m inviting you to support our growth by using our world leading technology to enhance your own sales effectiveness and make this your biggest sales year ever.

If you read our testimonials you will see that the SIP technology has achieved some dramatic success since it’s launch in October 2008. Now we’re planning on changing the face of sales staff recruitment and training.

If you are interested in saving some money and growing your sales ability or the capacity of your team please send me an email to maya@salesinventoryprofile.com for a full price list or if you are reading this on Facebook press the Like button and I will contact you.

If you haven’t heard of Corporate Coach or SIP then here’s some background for you. My name is Maya Saric and in the mid 90’s I undertook extensive research into what attributes individuals need to possess to succeed at selling. I was frustrated as both a sales trainer and a sales manager because I was watching very intelligent and genuine people failing. From that research a sales IQ assessment was developed called SIP which stands for Sales Inventory Profile.

In 2008 the stand alone sales IQ assessment was incorporated into a cloud computing sales recruitment website at www.salesinventoryprofile.com

After three full years of selling sales recruitment and having helped our clients hire over 250 people in direct sales and sales support roles I would like your help to grow SIP from a successful small business that supports a few hundred businesses in Australia and New Zealand to a force in recruitment that will change the way we recruit sales staff and bring an end to wasting money and shattering dreams.

Now I’m frustrated again at all that wasted human potential and all the businesses wasting thousands of dollars on hiring staff who will never be able to sell. Worse still are the millions of dollars in unearned revenue and the new staff who start with great hope and energy and dreams of a new career in selling only to end up shattered by the drain of doing a job that just isn’t them. I’m super frustrated now because there is a real alternative that allows businesses to hire the right person at a quarter of the cost of traditional résumé driven recruitment with minimum time to create the shortlist and is about TEN TIMES MORE EFFECTIVE. I had to put that in capitals as I really do feel like ‘shouting it from the roof tops’. There is a way for the individual to find out if they are suited to selling before taking the plunge and if you are; to understand your own sales strengths so you can really focus your training on making a real difference to your sales results.

To spread the word I need your help.

In May 2012 we are moving offices and hiring a full sales team to directly engage more businesses. I want to make the software even more functional so we can support multi-manager recruitment programs. This will allow us to target much larger companies who have several overlapping levels of management involved in recruitment.

How to Buy

Review the price list below (please excuse the formatting) and select the products you wish and note how much that totals.

You can either email me this amount and we will send you a tax invoice with bank transfer details
or
You can pay using the link to Paypal from our website

  • Got to www.salesinventoryprofile.com
  •  Go to the products tab from the Home Page
  •  Press ‘Pay an Invoice’ on the top left of the page
  •  If you are not an existing client put your business name in ‘Username’
  •  For the Invoice number enter ‘February 2012 promotion’ and the amount you wish to pre-purchase.
  •  Press submit and you will be transferred to Paypal to pay by credit card
  •  You will receive a TAX receipt by email within 3 working days and instructions on how to book training or start a recruitment program.

Our 2012 investment in SIP

At the moment SIP is a ‘single manager’ system which works best for small businesses. We built the system so that only one person at a time can have access to the candidate information within their SIP account. In other words if the sales manager, for example, is logged in and the HR manager logs in too the sales manager is automatically logged off.

We then want to redesign the layout and give the website a facelift and provide some simpler client interfaces for both managers and candidates.

We also have plans to ‘white label’ SIP when the website is ready for multi-manager recruitment for large companies to use as their inhouse talent management database.

Finally over the past three years we have assessed nearly 20,000 individuals. Included in that figure are nearly 4,000 people currently employed in client and prospect companies. I would like to use this additional data to further define sales management and service profiles which are different to the sales or sales support roles we have defined so far. Using this raw data in a statistically valid way is a huge undertaking and will require specialist statistical support work. When I first researched sales staff I had access to the statistical expertise of the Psychology Department at Sydney University.

Sales Training Options we provide

Corporate Coach Australia also provides sales training which is totally different to the parrot fashion ‘say this’ style that has come to dominate sales training programs. I am not against scripting, in fact I love it, but only when the sales person understands what they are trying to achieve with the script so that they are able to vary their presentation from the scripts at the correct moment.

I am a qualified Psychologist and have been in selling since leaving University in 1985 and Coaching sales staff since 1993. I have used this combination of knowledge of the human thought processes and experience in commercial selling to develop a course that teaches how to interact with the decision process at a very profound but easy to achieve level. I teach how people make decisions and how to build trust in order for your prospects and clients to make decisions in our favour. You don’t build trust with clever one-liners but by communicating in a way that effectively answers all the clients’ insecurities.

This material has been available in workshop format and1-on-1 coaching and you will see these in the price list.

In 2011 I recorded a cross industry version of my ‘Emotions in Selling’ workshop with the intention of it being a home study system. Some of you received the prospecting portion of this training as a Christmas gift in December of 2011. The full recording will be available as download content with the direct transcript in February 2012. We have a deadline to produce a companion book with exercises by June 2012 to help you learn and implement the ideas in the recording.

This commitment to guide my clients through changing their techniques and achieve better sales results, rather than just giving them a few good ideas is the corner stone of my Corporate Coaching philosophy. Anyone who purchases the DVD pack during the February special will also receive two complimentary coaching sessions to the value of $400.00. I can conduct these by Skype or at our Newtown office in Sydney.

I encourage EVERYONE WORKING WITHIN A SALES ORGANISATION, even if you are not actually in selling to buy these DVD’s so that you can understand the psychology behind how people make decisions.

If you want to discuss your sales recruitment or training needs please contact me this week so we you can take advantage of our February special.

SIP sales recruitment, training and coaching programs pricing

Recruit Sales Staff with SIP. It works!

The number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.  What is best of all it does this with no human intervention before your first direct contact with them.

SIP: SALES CAPACITY AUDIT $ 950 + GST

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENCE $4,950 + GST

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Sales Training Programs by Maya Saric

Group Workshop

EMOTIONS IN SELLING:  Trust based selling to help clients make strong decisions Duration 2 hours $750 + GST

DVD Set

EMOTIONS IN SELLING; Introduction to trust based selling to help clients make strong decisions. $249 + GST includes transcript. Workbook due 1 June 2012

Group Workshop

EMOTIONS IN SELLING FOR  RE: Appraisals to Listing by overcoming the fear barrier 3 hours Duration $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Prospecting for Real Estate Duration 3 hours $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Full day combined program Duration One day ,$ 1800 + GST

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

NEW LISTING AGENT START UP Duration 9 hours over 3 months $2,500 + GST

FIRES OF HELL: Understanding your personal action triggers. Duration 8 hours over One Month $1,800 + GST
SALES EXCELLENCE: Creating sustainable action, Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT Understanding Your Current Sales Team 2 hours $950 + GST

WORKSHOP: SALES PLANNING Duration One day $1,800 + GST

________________________________________
TERMS AND CONDITIONS
• Settlement due in full 7 days before program starts, including recruitment.
• * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize.
• Pricing valid until 1/03/2012.

SIP sales recruitment training and coaching programs pricing

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Sales Recruitment

Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.

SIP: SALES CAPACITY AUDIT $ 950 + GST

Includes:
• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

Includes:
• Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert.
• Loading and managing your advert on SEEK.
• All candidates tested with SIP.
• We analyze all the SIP reports and résumés within the score range for your job.
• We will recommend questions that you can ask each candidate within the score range for your job.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENSE $4,950 + GST

Includes:
• Includes a Sales Capacity Audit of your existing team.
• Two full recruitment cycles including everything listed above.
• Direct employment inquiry program includes:
a. Copywriting an employment information pack for individuals who inquire between recruitment campaigns.
b. Copywriting an employment page on your website including a link to the SIP website.
c. Unlimited assessment of individuals (written summaries by SIP staff not included).
• Vocational guidance promotion program to local students includes:
a. Copywriting an invitation to complete a SIP.
b. Unlimited assessment of individuals (written summaries by SIP staff not included).

SIP: 12 MONTH UNLIMITED RECRUITMENT SERVICE $19,950 + GST

Includes:
• SIP becomes your recruitment provider across all job functions for 12 months.
• Write, load and manage all your adverts’ on SEEK.
• All candidates tested with SIP for all your jobs.
• We analyse 10 SIP reports and résumés per job for the first 3 months.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

Includes:
• We analyse the SIP report and résumé and provide a written summary.
• We will recommend questions that you can ask this candidate during the interview.
• Manage and communicate with the candidate via our online SIP Candidate Management System.
• For existing staff we include a one hour coaching session directly with the individual or their manager.

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Includes:
• Immediate access to your own 14 page SIP report.
• 45 minutes of personal coaching directly with a SIP Sales Excellence Coach.
• SIP Sales Potential Certificate to include in your job applications

Sales Training Programs by Maya Saric

Group Workshop

Emotions in Selling:
Trust based selling to help clients make strong decisions. Duration 2 hours $750 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this; so that the caterpillars turn into butterflies instead.

• Learn how selling your own home is the scariest decision a person may ever make and how to guide your client safely through their anxiety to a stable decision to list with you.

• We will look at very specific strategies to maximize your message and the way you present it, so that your clients are able to safely process the message through their emotional filter to make effective decisions. Decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

DVD Set

Emotions in Selling:
Introduction to trust based selling to help clients make strong decisions $249 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this so that the caterpillars all turn into butterflies instead.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your client’s fear response to help them to continue to listen and have the ability to buy from you.

• Managing your own fears and rejection responses.

Group Workshop

Emotions in Selling (RE):
Appraisals to Listing by overcoming the fear barrier. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems that drive decision making specific to listing and selling Real Estate.
• Brag Sheet: exercise to define why a property owner should hand their greatest financial decision over to you. Having clarity on how vendors choose agents.
• How to manage the vendor’s fear during both appraisal and listing meetings.
• Detailed scripts for appraisal walkthrough. How not to give your opinion on the spot.
• Setting up the parameters for a return meeting to conduct a listing call. Includes how to have all decision makers present.

Group Workshop

Emotions in Selling (RE) –Prospecting for Real Estate. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems and the role of fear and trust in selling. Learn to manage your own fear response to overcome your fear of cold calling.
• Managing your own fears and rejection responses.
• What is effective prospecting in real estate for residential listings and new property management?
• What is the difference between warm and cold calls? How to be warm calling most of the time.
• The role of scripting and developing your own script.
• Getting started: territory definition, personal organisation of your time and energy.
• Introduction and explanation of six different types of prospecting, each with starter scripts includes a Door Knocking System and Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.

Group Workshop

Emotions in Selling – Full day combined program.  Duration One day $ 1800 + GST

What is included:

• Emotions in Selling – Trust based selling to help clients make strong decisions
• Emotions in Selling – Appraisals to listing by overcoming the fear barrier
• Emotions in Selling – Prospecting for Real Estate

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

New Listing Agent Start Up. Duration 9 hours over 3 months $2,500 + GST

What is included:

• Emotions of selling overview.
• Personal motivation exercises targeting addressing cold calling issues.
• Getting started: territory definition, personal organisation and
• Introduction and explanation of six different types of cold calling, each with starter scripts.
• Door knocking system: Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.
• Weekly prospecting reporting by email.
• Three end of month coaching sessions on self emotion management.

Individual Coaching Program

Fires of Hell- Understanding your personal action triggers.  Duration 8 hours over One Month $1,800 + GST
What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives the specific decisions you make.
• Identifying your personal blocks to action.
• Creating a clear plan for overcoming your blocks.
• Identifying goals that are fuelled by your own motivation structure.

Individual Coaching Program
Sales Excellence – Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

• Defining goals for your immediate sales issues.
• Agreed action plan on daily and weekly levels.
• Joint review of:
1. activities
2. sales situations
3. obstacles to current performance

Structure:

• Minimum program is set up session of two hours then eight weekly sessions.
• Conducted in person or on Skype with video.

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT

Understanding Your Current Sales Team. Duration 2 hours $950 + GST

What is included:

• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

Workshop

Sales Planning. Duration One day $1,800 + GST

What is included:

• Total territory definition.
• Define and agree the business sales mission.
• Set sales goals: Five years and annual.
• Individual territory creation within the total territory by geography, product or industry classification.
• Staff matching to territory (includes results from SIP Sales Capacity Audit).
• Define existing staff development needs to match territory definition.

Here’s some more information on what SIP can do for you.

________________________________________

TERMS AND CONDITIONS • Settlement due in full 7 days before program starts, including recruitment. • * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize. • Pricing valid until 1/03/2012.

Conquer your fear of prospecting, a Christmas present

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Hi Everyone

To all my fabulous clients and friends who have journeyed with me since SIP was relaunched in 2008

Another year of selling comes to a close and before our focus turns to some well earned rest and time with families

I’d like to offer you a Christmas gift to make a difference to your sales results in 2012.

How to conquer your fear of prospecting.  See the link is at end of this post.

This video is just a taste of what is happening when we recoil from prospecting and how to train ourselves to conquer that. As business people we are all selling ourselves and prospecting is the single biggest issue limiting our sales results, followed closely by closing. If you, or one of your staff would really like to conquer this or any other fears you have associated with selling once and for all I run personalised Coaching programs which cost $4,500 +GST and costs in the privacy of serviced offices so you don’t have to expose any of your vulnerable bits to family or staff.

Let’s book you now for January or Feb before the New Year gets away from you.

I can also run small team 1 day version to conquer the common fears that a sales team experiences for the same rate plus facility costs.

Have a fabulous Christmas and a very prosperous New Year

If you’d rather download the video Right click on the link below and choose “Save link as…” (or similar) to save the video file to your computer.
Download – Emotions in Selling : Part 5 by Maya Saric here

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“When patterns are broken, new worlds emerge.”

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“When patterns are broken, new worlds emerge.” – Tuli Kupferberg

Love this quote! It’s the most elegant way of saying if you
change yourself the world changes with you. Unfortunately change is the hardest of all things and rarely occurs elegantly. Indeed most of us have it hoisted upon us  through some catastrophe.

To proactively create changes takes great clarity about the workings of
your internal belief system as well as acting in new and unfamiliar ways. It’s
rare that any of us have the energy or courage to walk a new path alone.

If there is anything you want to change in your working life, let’s
talk. I’m a qualified psychologist with over 30 years experience in Sales and
Business Management who has been coaching people to create new realities for
themselves in business since 1993.

Email me for a personalized coaching plan maya@salesinventoryprofile.com or call now on 0407 005 290

Want more inspiration?

Learn how to achieve your deepest desires

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We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival?

Many coaches say their job is to ‘keep your feet to the fire’ that is remind you of the fire and keep the survival instinct switched on. I know to achieve greatness takes something else. Can you imagine Bill Gates was in perpetual struggle? No!

Then there is the positive thinking crowd and the elusive ‘Secret’. But most of you equally know that plastering your walls with goal boards and photo’s of lives unattainable isn’t working either. You need a much more intrinsic personalized pleasure to achieve greatness. Pleasures that are an expression of your real personality fit into
your belief system and are lived with love.

In a recent speech to a group of students on my role models, Warren Buffet said:

“I may have more money than you, but money doesn’t make the difference. If there is any difference between you and me, it may simply be that I get up and have a chance to do what I love to do, every day. If you learn anything from me, this is the best advice I can give you.”

I invite you to understand the Emotions in Selling program. Get your own copy of the DVD’s or book your team for a personalized training process to understand what specifically motivates your prospects and how to use that consciously to close deals.

If you want to uncover your own motivation triggers email me for a Coaching plan on: maya@salesinventoryprofile.com

Are your staff developing trust or creating fear with your clients?

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Are your staff developing trust or creating fear with your clients? Have you ever wondered why clients DON’T buy from you when the call seemed to be going well?

I have launched my new workshop that is changing the way we sell in Real Estate. It is called Emotions in Selling – Helping clients make strong decisions.

I have developed this content from 25 years of selling having been a sales trainer and Coach for half of that time and from knowledge of how the brain works learned in my degree in Psychology. So the content is clearly anchored in understanding the workings of the mind first then translating that to the specifics of your sales situations.

I’m a bit over trainers who teach how to execute specific actions that have worked for them. Some parts of my training do include specific actions but I believe if you understand the intent of the underlying process you will be able to adapt the action to your own style and execute them well and so get the advertised outcome for yourself. If you just blindly copy others (even if the technique you are copying is absolutely fabulous) you don’t get the same outcomes they did because your situation is never exactly the same.

Content:

  • Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing sight etc) to the two levels of thought processing; emotional and logical.
  • How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.
  • Learn how fear and anxiety can turn your clients’ thoughts from caterpillars into pythons and how to prevent this so that the caterpillars turn into butterfly’s instead.
  • Learn how selling your own home is the scariest decision a person may ever make and how to guide them safely through their anxiety to a stable decision to list with you.
  • We will look at very specific strategies to maximize your message and they way you present it so that your clients are able to process safely through their emotional filter to make effective decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.
  • Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering
  • How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

I believe this program will up skill the sales effectiveness of the entire office as well as providing more sales energy and focus. I encourage my clients to have all staff in their business sit in on it as everyone in a sales organization participates at some stage with our clients whether they are vendors, buyers, landlords or tenants. Most importantly each client interaction contributes to the reputation of our business and builds trust for our brand.

I’m offering to run a two hour session for just you or your team for just $750 +GST conducted at your office. Call me, Maya, for more info on 0407 005 290

For more articles on Trust in selling, check out our Emotions in Selling (EiS) training series here

Emotional Engagement during an Appraisal

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Selling without emotion is hard work!

Emotion stimulates the mind 3000 times faster than rational thought. The brain is structured in such a way that the emotional processing (instinct) starts responding first and creates much stronger chemical reactions then the logical processes, which are triggered much later. The emotional processes are designed to turn on the flight or fight (or freeze) mechanism and are on a 24/7 hair trigger for anything that creates fear.

It’s an emotional world we live in. Many people say we live in a rational world but nothing could be further from the truth. Emotions drive our behavior; the world is driven by emotions. Rational thought leads customers to be interested but it is emotion that sells.

Capturing minds is one thing; capturing hearts is quite another.

The most successful sales involve strong emotional connections between people. People don’t actually make life decisions on clear logical grounds. We often decide first and rationalize second. We are emotion based creatures that are first and foremost run by our fears and instincts. Our brain has been designed so that logic cannot easily override our emotions, especially strong emotions.

The better you target that human instinctual connection with the vendor the easier the sales process that follows will be. You need to start targeting their emotions the second you walk across their threshold. Given we sell Real Estate at a very intimate, personal level (in their homes) you have the opportunity to connect with them not in a brash, blatant way but in a simple and very profound manner.

To maximize your chances of getting the listing you must first connect with their hearts then later you can rationalize with their minds. Remember that the fear emotion has the strongest effect on the decision making process. You need to connect very directly with their fears in a way that explicitly helps reduce their fears.

So what are you selling that you need to be emotional about before you get the listing? Until you have secured the listing you have just one product: YOU.

Who are you? (some standard stuff, you need to tailor this to you):
• A committed member of your local community.
• A professional real estate agent of XX years standing.
• A highly experienced sales person who knows how to sell the value in each and every property.
• XX years young, e.g. through your own midlife dramas with plenty of drive and ambitions (people want personal content i.e. who are you?)
• You’re a specialist with Blue Bay Real Estate.
• A Licensed Agent partnered with one of the area’s most successful agents.
• Educated and raised in this community.

BUT of what value is that to them? How do you meet their emotional needs?
How does that make you the right person to sell their castle? How can you reduce their fears? You have to translate these things into specific benefits to them, in their context.

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