It’s election weekend in the land of Oz..
It’s raining outside… but the TV on every channel analyses, reanalyses and competes for who has the best computer generated graphics and who has the oldest, most wise heads on their panels.
Peter Costello is either being happy, smarmy or clever on Channel Nine.. (I can’t tell)
Lisa Wilkinson is still a glamour..
Carl does his best to keep some semblance of control..
But what the hell did Barnaby Joyce do to the National Party?
4 of the Independents who are going to control the Parliament are ex Nationals.. and they all seem to hate him…
A 20 year old wins a Seat and the Greens are calling it all a ‘Greenslide…’
Are we having a ‘Greenslide’ because people are so bored with both the other major parties and at least we’re clear what the Greens actually stand for?
The Greens USP (Unique Selling Proposition) is pretty clear. While the Liberal and Labor USP are about as clear as mud….
Anyway enough of political chatter…
In the meantime, the sales training lesson for us all is, whoever wins, we in business still need to make sales, serve customers and get on whatever the political environment..
Its all really just noise and wallpaper… (but still way better political noise wallpaper than behind an Iron Curtain or somewhere in Africa or the Middle East….don’t get me wrong..)
More importantly.. Sales training and Sales Management lessons from the week in Blue Rocket land..
I went to a Sales Team Awards dinner here in Perth last night with a client sales team.
It was a ripper..
Fun… great production standards…rewarding achievement and excellence.. and a great job done showing sales staff the company really does hold them up as heroes and really does care about them.
As the CEO said to me, ‘the previous administration were all about share prices and return to shareholders… forget the staff… (even screw the staff.. I’m paraphrasing there..)
The new administration were about investing in staff, investing in training, investing in better processes and being a good corporate citizen. These weren’t just words, these guys really are doing it. And the sales growth and financial growth has followed.
These guys have had a brilliant sales turnaround in the past 12 months. Over 20% growth.. smashing old sale records. Why?
Because they followed the STAND OUT, SELL, SUCCEED principles we at Blue Rocket teach.
‘Use the right process, get the right result’ goes the principle.
‘Don’t focus only on the results… focus on the processes that will get you those results.. and the results will take care of themselves..’
‘Reward the behaviours you want repeated…’
Want great sales achievement… measure and reward it.
Want people to stretch themselves and achieve stretch targets… measure and reward it..
Want great teamwork…. measure reward it…
‘It’s not Rocket Science.. but it is Science..’
You can do exactly the same if you have the courage to make the same decisions this client did.
Reward your staff (and get rid of those who don’t want to play the game….)
BACK FROM EUROPE
Just got back from the European expedition early Monday morning.
Besides re-arranging my sleeping patterns..(Why am I waking at 3am and reading my book for an hour before finally getting back to sleep again?), getting back touching base with all our clients.
Once this election over, hopefully the marketplace will get back to normal activity and start buying, selling and investing again…
Wherever we went, I was on the lookout for Sales Champion behaviour..
I have posted some European Sales video lessons on Facebook and will put them on Youtube for you to access..
But here are just some of the lessons and reminders:
- Being friendly, confident, humorous and human makes ALL the difference. The Orange Zone is where the sale is set up for success. Wait till you see the video footage of Toby from Modefabriken (and Nudie Jeans) in Boras or Jeremy Cowan from the Bang and Olufsen store in Knightsbridge in London.. These guys were masters at rapport combined with positioning (plus their product knowledge and confidence in themselves and their product value) making them real sales champions (without being rude or pushy). They had cracked the million dollar sales code. They lived the core values of STAND OUT, SELL and SUCCEED.
- PS: if you want to check out how a retail store uses Blogs and social media check out www.modefabriken.com (and convert the language to English to get the real message..) Nice work Toby and Adam in Boras, Sweden..
- Talking of Nudie Jeans, how they add value and create upsells just by adding a simple catalogue/ guide book in the back pocket of every pair of jeans. What if you did the same with your wine, your bedding, your furniture, your car, your computers or product??? Check out www.nudiejeans.com to see how product uses the web to reach their target market. See what you can learn.
- Being passionate and confident about your product. Jeremy at Bang and Olufsen was a Master of passion, information and confidence in talking about his product. ‘We are THE VERY BEST in the world..’ he said it with such confidence and passion, no wonder customers part with $20,000 and more for his systems..
Study masters, no matter where they are. Soak up their mindset, their rules, their discipline. Success does leave clues. Plant the same seeds, reap the same harvest.
Anyway.. enough of me..
Look forward to seeing the result of the election..sometime in the next week…
Either way, we will continue to work with Sales teams around Australia and beyond, because it is the Sales teams that really make things happen no matter what Government is in power.
Nothing happens until a sale is made, and the more sales that are made, the more things CAN happen.
Step aside Tony Abbott and Julia Gillard, make way for the army of sales people that actually make things happen in this country. Sales people make the country run.
See you next week… (or see you at our seminar in Perth on Monday night – if you haven’t registered do so NOW at www.bluerocketlive.com )