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Stop selling, start educating and engaging
Stop Selling
Why? Very simply, people don’t want to be sold to.
If you don’t believe it then keep doing what you do.
If you’re open to what neuro sales knows, what social scientists know, but what most companies don’t know then this will be more than just interesting – if you embrace it, you will change your business.
Buying and selling are very different journeys. Buying for many is a pleasurable process where you happily exchange money for something you want or need.
Selling, on the other hand, is an uphill process of influencing and trying to convince someone that they want or need what you are selling. Lots of psychometric companies will tell you that sales people need to be high ‘I’s and maybe high ‘D’s – influencers who are dominant because it’s all about overcoming objections, coercion, manipulation and sometimes worse. In some offices you will hear the cry “what have I got to do to make them sign the contract – do they want blood?”. Sounds like hard work to me.
You’ve also probably heard “Sales people need to be tough, hard-skinned, like armadillos” just to reinforce how hard it is to sell. And to some extent you need to be tough and deal with hard knocks, but in business we all do – it’s not the monopoly of the sales division!
If you’re still thinking about it, ask yourself a simple question,
When you go shopping, do you go to buy or be sold to? Is the sales assistant helping you buy, or looking at their commission and pushing a sale?
Now what’s the difference in your business?
So to improve your performance what you should be doing is engaging and educating your buyers. If it’s a cohesive story and they need it, they’ll want it and buy it. You didn’t sell it to them.
That may have shocked you but it’s true and neuroscience is proving it. Selling is a tough job, and a losing battle. Likewise, being sold to is mostly not enjoyable to a customer. Customers switch-off.That’s why people have built-in sales resistance, that’s automatically and unconsciously triggered at any attempt at selling them. Customers turn into can’t do, won’t do monsters – ‘they shall not pass!”
You may have a great product, at a great price, that does a great service for your customers. But the message is
STOP SELLING
– if you’re selling you’re not going to get anywhere.
Follow the very best salespeople – stop selling and in fact never sell – create the circumstances for buying to take place, and sit back and simply let people buy.
As ever, the choice is yours – be a can do person educating and engaging your customer. Or create a won’t do, can’t do customer who will find every reason not to buy.
Just in case you don’t get the message
Please help your sales people to stop selling
AuthorMind Fit LimitedPosted onCategoriesUncategorizedLeave a commenton Stop selling, start educating and engaging
What myths tell us that training works?
Body Language Myth:
The 55% – 38% – 7% Rule
When we communicate we use and body language, tone of voice and words to get our message across, commonly referred to as the 55:38:7 Rule.
But it’s not true – it is context specific and these figures only relate to a situation where we are forming an attitude (like or dislike) of someone.
In a personal email to Max Atkinson, reproduced in Max’s book “Lend me your Ears” Albert Mehrabian said:
“I am obviously uncomfortable about misquotes of my work. From the very beginning I have tried to give people the correct limitations of my findings. Unfortunately the field of self-styled ‘corporate image consultants’ or ‘leadership consultants’ has numerous practitioners with very little psychological expertise.” Albert Mehrabian (31 October 2002)
Mehrabian in our experience is also misquoted by trainers with considerable psychological experience, as it supports their training.
So what is all that to you? What’s the impact on your business?
He is so commonly misquoted it has become a belief and we all take action on our beliefs – therefore you and your staff have wasted time in meetings, negotiations and general communication with your clients and suppliers. Why? Because you have been trained to focus on the wrong things.
For the record, this is what is commonly trained : the following figures relate to the relative importance of the components of any message we communicate and receive:
- 7% relates to the importance of the words we use
- 38% refers to tone of voice and inflection
- 55% refers to the importance of body language/face.
But now you know it’s not true. This is not what the original research by Albert Mehrabian concluded.
Context is everything. Instead of relating to any type of communication it is context specific. These figures only relate to a situation where we are forming an attitude (like or dislike) of someone. Probably therefore only relevant at the first encounter. So the words could still be the most important part of the message. The body language and tone of voice are what we mainly use to assess whether we like the person delivering the message.
Want to have some facts and science about how our minds work and how to improve performance? To learn more and how you get into a Mind Fit state take the simplest first step and read the book Mind Fit For Success , by Graham Williams
AuthorMind Fit LimitedPosted onCategoriesUncategorizedLeave a commenton What myths tell us that training works?
No budget for training in today’s climate – really?
You’re in great company if you answer YES to the following question.
Have your employees been on a time management course and still can’t manage time effectively?
The fact is that more than 70% of training failure comes after the training is completed, according to comprehensive ASTD study in 2006 (http://www.astd.org/) . The major factors were that employees didn’t get a chance to apply what they learned soon enough, and there was no effective culture of follow-up and coaching.
You may be surprised but there’s actually nothing new here. Research by George Alliger and Elizabeth Janak (1989) found that the correlation between training and change in the workplace to be poor. More recently the Chartered Institute of Personnel and Development (CIPD) in 2007 state it is “….no better than random chance”.
People return to work after the training and soon fall back into their old mindset and habits. The training even though of great quality, invariably results as a waste of time, effort and money.
Kirkpatrick 1959 is recognised as the measurement of training and in an article “A fresh look after 50 Years” by Kirkpatrick Partners they say “the end is the beginning” ie start with the performance level 4, and work backwards through attitude and behaviour change level 3.
The problem is businesses are putting most of their time into designing, developing and delivering training (Level 1 and Level 2) and it’s no surprise then they only get a fraction of the benefit. They spend hardly any time on the follow-up activities that translate into positive behaviour change and impact on the business (Level 3 and Level 4) . Some companies turn to psychometric tests which start to address the issue but then mostly end up saying ‘We’ve done the tests, given the feedback, now what?’
It’s not surprising it has evolved this way – it’s cheaper. The more we look at interventions this way, and the easier and cheaper it becomes from the explosion in Elearning, the more short cuts we’ll take and fall into the same trap. But without an improvement, it’s also a false economy – the short cut doesn’t work.
There is hope as advances in neuroscience and psychology support the unique Mind Fit process. There’s now a simple, proven and cost effective way to shift attitudes, behaviours and mindsets. Importantly for any business is that the change is sustainable and starts immediately following the intervention.
So, what’s the point of developing people in today’s climate? First, the climate doesn’t matter. People are your best asset and with a positive behavioural change they will improve your business.
Growth, in the current unpredictable state of the economy, will only come from your existing resources.
To learn more and how you get into a Mind Fit state take the simplest first step and read the book Mind Fit For Success , by Graham Williams
AuthorMind Fit LimitedPosted onCategoriesUncategorizedTagsbusiness growth, growth, leadership, Leadership & Management, Learned helplessness, Mind Fit, personal development, personal power, trainingLeave a commenton No budget for training in today’s climate – really?
Great leaders uncover hidden value in employees
No longer crushed by the system – the story of Simon
Simon had been working for a number of years in a public sector organisation. He had reached a senior level, taking responsibility for the strategic development of services. The culture in which he worked was one where the senior staff were expected to put in many extra hours of work, without any financial compensation. Simon, like everyone else, complied with the oppressive and controlling leadership style. His work/life blend was severely compromised, but he didn’t feel there was anything he could do about it.
Simon had built up a national reputation in his field, making major contributions at seminars and in published works. This had not gone unnoticed outside of his organisation, and one day he was invited to undertake a year’s secondment to Whitehall, a government department. He accepted, having no idea just how profound an effect this move would have.
From the moment he arrived at Whitehall Simon was given an enormous amount of responsibility. He acted as a government advisor, liaised directly with the Minister on matters of policy and attended the House of Commons during debates. He was being trusted to use his skills in an independent way, and as a result was having a real effect on people’s lives. Being given this amount of personal control in such a high-powered and exciting environment meant that Simon fell in love with his job all over again.
Simon told us one of his greatest moments whilst on the secondment came during a meeting with a group of consultants.
Simon’s Whitehall boss was present, and when asked which of the two men was in the senior position, the boss replied that although he was technically higher up the ladder, it was Simon who had greater knowledge and experience. It was this acknowledgement, which stemmed from a healthy and self-aware leader that allowed Simon to regain control of his own life and work.
Simon knew that he could never return to his old organisation, where micro-management was the order of the day. He resigned and now runs his own highly successful consultancy business.
What’s the lesson?
Simon’s Mind Fit state was restored by his time at Whitehall, and he realised the poor leadership at his original place of work was the cause of the damage to his mind fitness. They lost a great member of the team because they would not allow him an appropriate level of control over his own life, and did not acknowledge his skills and experience. As a consequence, the performance and productivity of the team suffered greatly.
To learn more and how you get into a Mind Fit state take the simplest first step and read the book Mind Fit For Success , by Graham Williams
“In many years’ experience I have always been concerned that something was missing: that magic extra ingredient to ensure the learning would be put into practice. Now with the concept of Mind Fitness, Graham Williams gives us the answer, challenging the conventional approach to training that, as few acknowledge, doesn’t work. As the examples in the book show, learning the Mind Fit way is life changing!” Paul Holmes, BSc, PhD, FCIWEM, C.Env, MCMI
“Mind Fit’s innovative processes ensure people are engaged from the outset. It’s joined up thinking for businesses who want to be better.” Rod Cornwell, International Director, Thomas International
“The change that occurred was nothing short of unbelievable. Without exception, the whole team was transformed into a highly productive unit. The problems of the past have been resolved.” Chief Superintendent Tony Thomas
“I have seen many action plans work back in the workplace, but this was different. People interacted dynamically and with mutual respect” Tony Bentley, MA (HR). External verifying for the Institute of Supervision and Management
AuthorMind Fit LimitedPosted onCategoriesUncategorizedLeave a commenton Great leaders uncover hidden value in employees
Are you more creative than a 4 year old?
“If you think you can do something, or you think you can’t do something, you’re RIGHT!”
Henry Ford
The fact is we ‘can‘ all be creative because we once were – all of us! Remember that first painting our parents drooled over – well some of us probably won’t as it was a long time ago, but you can recall a similar event seeing or being that parent. That painting was so creative you probably found it hard to work out what it was supposed to be ? But whatever it was – it was BRILLIANT!
So why aren’t we all brilliant painters?
A good friend recently said that when he was a teenager his dad said “…after years of trying you’re really no good at painting…” Now a lot more years have gone by since then, but that thought, that wasn’t his own, really influenced his actions, and guess what, he stopped painting.
Our formal education, that lasts to at least our teenage years has a habit of telling us what we are good at and also what we’re not good at. The following link is to an entertaining animated video adapted from a talk given at the RSA in 2010 by Sir Ken Robinson, world-renowned education and creativity expert and recipient of the RSA’s Benjamin Franklin award.
Changing Education Paradigms
During our own journey we have learnt many things and forgotten a lot of them, That’s mostly because we’ve never had the need to use them. Calculus and simultaneous equations – remember those? If we use them a lot they stay at the front of our mind and get refreshed so often we don’t even have to think, it just happens. “Fie, fie woman, it is the sun not the moon…” well that’s enough of that for my recall of Shakespeare – but you can see what I mean.
Sometimes, in fact lots of times we hear things from others that stick like glue and become facts. Reality or just your perception it becomes a fact and then a belief. Whatever way round it happens, it just does, and then its so ‘sticky’ and ‘true’ nothing is going to change it. Not even you?
Now back to that friend of mine – he’s taken up painting again by the way and he’s really enjoying it – whether people will buy anything is another matter – but that’s not why he does it, that’s not his purpose. He does it because he loves it – what a great purpose!
So what about you? Did the video jog the memory? Want to rediscover things you’ve hidden away through lack of use? Maybe it could really help you in your business today.
AuthorMind Fit LimitedPosted onCategoriesUncategorizedLeave a commenton Are you more creative than a 4 year old?
Just who is ‘Lou Brazier’?
One of the difficult social issues of this century is how to engage young people in work from areas of poverty.
As the world economy since 2007 has taken a voyage of discovery that has baffled even the most experienced, this social problem has been accentuated. In some areas of the world it’s a disease that is spreading as countries come under increasing economic pressure. If you don’t believe it take a closer look at Greece.
Recently the Prime Minister, David Cameron has focused attention on how to beat poverty in his welfare speech. On his twitter page he said “We’ve got to recognise that in the end, the only thing that really beats poverty, long term, is work.” Party politics aside it does make sense. But this isn’t a new problem but it is such an issue today that it hits the ’front burner’. But haven’t we had programmes in place before to deal with this? It’s blatantly obvious the increasing welfare purse is dragging done whatever government plans are in place and so addressing this issue and making a success will have a huge impact on the economy as a fitter and willing workforce will add to growth and wealth.
So we’re all waiting to hear what this new magic bullet is, the solution to this issue that’s not been there before – where’s the next piece – the how? Sadly you can hear a pin drop on that one! Eric Pickles MP, has a solution, work harder…mmm we’ll have to think on that.
Now we do have some great solutions on our doorstep, if only someone would take the time to look and build on them. But that’s the problem, they are on our doorstep and they are either not the right people or the chosen routes for funding plus a number of other reasons why it’s not suitable.
Many managers and leaders in business, public or private sector will also know that an independent third party will always influence the boss more than you can. It’s a fact, because that’s what happens in practice. Why? Because no CEO gets the sack by hiring Accenture, KPMG, PWC or other change manager. How to change that practise is reserved for another day!
So where’s a solution to this ‘unemployment ‘ problem that not’s local and works – how about looking at down under to a little suburb called Geelong, Australia. That should be far enough.
Here’s a link http://www.northernfuturesgeelong.net/index.html to a project that is really working. But as we’re all busy here are a few highlights
Northern Futures – Our Vision & Mission
Vision: To create a sustainable 3214 community by strengthening the local economy and linking the needs of the community and employers.
Mission: To create employment and training opportunities for the 60% of people in our community most at risk of becoming or remaining workless.
Those are the highlights – and they are achieving exactly what they set out to do! A collaborative partnership of the right people.
Nothing is that easy and they don’t claim it is. But it takes a partnership of a ‘Can Do’ people in all the sectors – Public, Private and 3rd sector – who are engaged in a common purpose and committed to it. Of course they have politics, but they don’t let it stand in their way.
Here’s the STEERING COMMITTEE http://www.northernfuturesgeelong.net/about.html – now that’s what I call a committee! To do that in the UK you’d need the DWP, Local Councils, Central Government (BIS), JCPlus and others from the public sector alone.
It just goes to show what you can achieve with the right vision, focus and the will to succeed.
Oh yes, and back to the subject – Who is Lou Brazier? She’s the ‘Can Do’ person who started it, but you’ll never know because to her it’s all about the Vision and the Mission.
I was fortunate to make Lou’s acquaintance recently as I renewed a ‘very’ old friendship with Bryan Raine. To my amazement, I learnt that Lou has gone past the ‘normal’ age for retirement, but I can’t see her retiring while there’s work to be done. She’s even made Bryan think again. If you get a chance to meet or work with either, don’t miss the opportunity.
‘Can do’ or Mind Fit people make great leaders and Lou Brazier is certainly among them.
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Innovate or DIE!
Businesses have to Innovate or DIE! Believe it or is it rubbish – what are your thoughts?
Innovate or DIE is the theme of a joint seminar with Prof Victor Newman and Graham Williams.
Very informative, enjoyable and, unlike many seminars, memorable – I started using the ‘can do’ approach the next day! Victor and Graham delivered the unique material in a most effective and entertaining style. This seminar is a must for all managers/leaders.
Jeff Pedley
The world has changed so innovative leaders are making the real difference. Having the time, the opportunity and the right people together to ‘step outside the box’ is proving more and more difficult as companies have become Lean. Anything a leader does now has to have immediate impact or forget it and wait for a better time.
Following in the footsteps of the early adopters of ‘Lean’, many companies today still focus on efficiency, cost cutting, new efficient systems and processes etc but then get stuck with no where to turn as they forgot to engage the important other ‘e’ – be effective.
But back to better times – just exactly when will that be? Does your strategy allow for it, forecast it or have you just tactics as strategy has fallen off the agenda, for the time being?
Evidence is growing that ‘Innovative Leadership’ is fast becoming key to growth. So just how do you create the freedom to innovate when leaders are already too busy?
Like the best things the answer is remarkable simple – as one comment often made about the Mind Fit approach says “common sense but not common practice” – get Mind Fit first and you and your team will make the opportunity to innovate.
Want to know more about your potential contact us
The joint seminar :
Attendees will gain a unique insight to gain competitive advantage in their business as:
1. Growth is most likely to come from different and better use of current resources, chiefly themselves.
2. The problem for leaders is how to get more and different outcomes for less by understanding how to use their own psychology to change behaviours.
3. Champions are the product of the ability to focus and control their own minds and fears to deliver outstanding behaviours plus technique under difficult circumstances.
4. Leaders in difficult times are going to be able to lead themselves and also influence the behaviours of those around them.
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