I am in Geelong this morning (in wet, rainy,but very green Victoria).
Besides the fact that my mate Max has 3 replica AFL Premiership cups on his study bookshelf, he also reminded me of valuable coaching lesson over the weekend.
Max’s wife Jan drives a Volvo and Max drives a Holden.
As we were driving around in the car, he kept turning on the windscreen wipers every time he wanted to use the blinker..
(Have you ever done that???)
He was so used to driving one car, that when he got in the other car, he was wired up, conditioned, trained to use the left lever as the blinker not the right (or vice versa).
It reminded me of a sales team I am doing Sales Coaching with back in Perth who have been answering the phones and taking the orders the same way for many years.
They have been conditioned, wired, habitualised to do it that way for at least the last 3 or 4 years.
Now the boss wants to get them to change.
I realise that’s a challenge we all face as Sales Team Leaders, Sales Team Coaches, business owners everyday, but it is possible.
I am looking at a text message on of my real estate sales coaching clients wrote me just last week..
“I am on a roll with 4 sales for the week – Thanks for all your help – It’s greatly appreciated’
From my calculations that will be around $2,000,000 in sales and at least $20,000 in commissions for my client.
The new patterns I installed in his sales behaviour have made a huge (profitable) difference.
My reply to him was
“Great work. Brilliant. I feel like a proud father. Keep it up”
The new strategy I have been using with my clients to install new patterns has been working a treat. If you have a Sales Team and you want to find out more come to the Sales Management MasterClass on Nov 5th (see below for more info and links.)
THE CHALLENGE OF NEW PATTERNS
It’s all very well wanting others to change. It’s all very well even knowing what it is you want to do differently.
(Max knew he wanted to turn on the blinker)
But in most cases, the biggest challenge isn’t knowing what the right thing to do is.
The biggest challenge is re-wiring, re-programming, re-conditioning yourself (or your team mates) to adopt the new behaviour, install and embed the new behaviour into your ongoing behaviour patterns.
I know with myself when Kevin our Bass guitarist is trying to teach me a new strumming pattern on the guitar, it really takes work to embed the new pattern.
Or re-arranging the way I am going to do a presentation or training session, takes real conscious effort (and usually feedback from someone I respect) to embed the new pattern.
WHAT’S YOUR STRATEGY?
What’s your strategy for learning the new skills, new behaviours, new patterns that you and your team need to adopt to move to the next level?
Your new sales patterns?
Your new marketing patterns?
Your new management and coaching patterns?
Your new time management patterns?
Your new health, fitness and well being patterns?
Tomorrow I’m working with a Sales Team in Melbourne where we will be working on their new Negotiation Patterns.
It will mean reflecting on their old patterns, identifying which parts of their old negotiation patterns they will need to change, then practicing new negotiation patterns to help them in the ever changing, ever tougher market in which they operate.
Which parts of your negotiation patterns might you want to change?
SALES MANAGEMENT MASTERCLASS NOVEMBER 5TH – PERTH – BE THERE – SEATS FILLING FAST
Talking of changing patterns, in Saturday’s West Australian was the ad for the Sales Management Masterclass seminar you are invited to.
You’ll get the inside POWERFUL, PROVEN, PROFITABLE secrets and science to:
- Recruiting patterns and systems
- Inducting patterns and systems
- Training patterns and systems
- Motivating patterns and systems
- Management patterns and systems
- Coaching and Mentoring a High Performing Sales Team..
Find out more by going to www.salesmanagementsecrets.com or following the links from the Registration Button on the Right Hand Side of this page.
If you’d like to be part of this Sales Management Masterclass you can register by clicking here.
You’ll see the ad in next Saturdays West Australian. Stay tuned or BOOK NOW to beat the rush.
EARLY BIRD REGISTRATION AND BONUSES
The first 50 people will receive a copy of our ‘Cracking the Million Dollar Sales Code’ book valued at $27 and a copy of my interview with my old mate, 5 time Premiership Winning CEO Brian Cook on”The Inner Secrets to Winning an AFL Premiership and How it Applies to YOUR Business with Brian Cook” valued at $97.
See you there or see you next week.
Have a winning week.