Talk about Rebound, Recharge, Remotivate, Reset and Replay..
It’s all about the ‘R’ Words at St Kilda and Collingwood this week… (but maybe also in your business if you’re looking to take your Sales, Marketing, Business Development, Sales or Account Management to the next level too..)
Collingwood and St Kilda will have to do all five of the above after Saturday’s unbelievable Grand Final..
Collingwood start fast…. St Kilda come back well..
Collingwood 23 scoring shots and only 9 goals.. St Kilda 18 scoring shots and 10 goals..
It’s all about Conversion Rate boys.. Converting under pressure…
It’s also about the mental and physical ‘Reset’ and ‘Rebound’ buttons. It’s about resilience, leadership and routines… Working the routines that facilitate rebounding with 100% focus.
That is an important Blue Rocket Sales Coaching Lesson… but more of that in other parts of our blog..
In the meantime…
LESSONS FROM THE WEEK
BRAD GOES TO POWDERFINGER AND THINKS OF BLUE ROCKET
Here is an email from Mining People International Recruitment Manager Brad Thorp..
‘I’m not sure if I’m out of line or not but I thought of a topic for your weekly blog. I went to the Powder Finger concert last night (they were awesome) and I starting thinking about the selling process that a band does to the crowd, specifically the lead singer. They are the salesman, Bernard Fanning is a very good salesman as is Mick Jagger, Bono, Michael Hutchins (was) etc. During one song he passed over the mike to one of the other guys and there was clearly a reason BF was the lead singer, he’s probably no better at singing but he sells the song much better than the other guy. I’m sure this could be related to sales people, “are you the lead singer or one of the backing crew etc”.
Leigh it’s just an idea for you and I thought with your love of music you could write a good blog about this topic. No problem if you don’t want use, I won’t be offended if I don’t see it appear but I expect at times it might be tough to think of what to write, so thought this might help.
Thanks Leigh, hope you’re going well. ‘
Nice one Brad…
Thinking of Blue Rocket and the Sales Process in the middle of a concert… That’s the creative process at work..
As you say, there is both a science and an art to the sales, influence and persuasion process.
We are all selling something… and it is a transference of energy, confidence, commitment and emotion, not just a transference of words..
Either Recruit and or Train people to elicit and transfer energy and emotion in the sales process.. or you’ll go hungry..
Thanks for sharing the insight..
RETAIL SALES MASTERY TRAINING EVENT COMING UP VERY SOON
If you’re in Perth or surrounding areas in the next 30 days and you’re in Retail and you want to boost sales, get your people along to the Retail Sales Mastery One Day Training John will be running.
Our research shows that up to 80% of people in Retail are inadequately trained to maximise the sales results for the business owners yet with only a days training sales can be increased from 30 to 100%… FACT..
For more information contact Jodie at our office on 08 9758 8644 or email Jodie.firstname.lastname@example.org or click here and write RETAIL SALES EVENT in the subject line.
Talking of sharing insights
PRACTICE YOUR PHONE DRILL
Talking of MPI and transference.
I was up in Kalgoorlie this week working with the MPI team and we were focusing on the transference of words, intention and business opportunity over the telephone.
So much business is done over the phone be it in recruitment, media advertising sales, financial services or retail.
In retail we want a system that gives people good reasons to come into the store.
In recruitment and financial services like stockbroking, you are doing the business over the phone, with no face to face interaction.
When the deal is being done over the phone you need to have the right words, sequence and closing process to get the prospect hot, then get the commitment.
Don’t leave that to chance.
Capture and share best practice (which is what we did with MPI in Kalgoorlie..) The funny thing is, often the best performer is not conscious of what they are actually doing that makes them the best performer and it takes a ‘Modeling Analysis Process (MAP)’ to accurately deconstruct what is going on.
When you MAP your Best Practice Face to Face and over the Phone, you immediately have a tool to take the whole team performance to the next level.
Want to know more… click here..
TODAY MAY NOT BE THE DAY
Was on the phone to one of the prospects on our target list this week. He wants us to come in and do business with him. He wants us to help him Reinvent his Sales and Marketing Systems. Its just that now is not the time. In a couple of months is the time that will work best for him.
(The fact is.. now is not the time for us either.. We’re also flat out, booked out.. so that works out well..)
The Lessons here are:
1. Only about 3% of the market want to buy your product or service from you TODAY, but another 37% are open to your product or service and in the market to buy sometime in the next 6 to 12 months.. so stay in touch with them
2. You must always be filling up your prospecting funnel so that when you want a hungry, interested prospect, you have one there ready to do business with you..
BUDGETS AND TARGETS ON TIME
In a different Management Mastermind session this week and we nailed a very important issue that had been lingering….. GETTING BUDGETS AND TARGETS TO SALES TEAMS ON TIME…
Too often Sales Teams get their numbers way too late and then get rapped over the knuckles for not achieving them.
When you get the numbers out to the team early enough, they can plan and work in advance.
When they come way too late, they de-motivate and disempower.
Glad we got it right with the client this week. It was a major breakthrough.
If you need to set the Reset button or even the Reinvent Button…. give Blue Rocket a call..
See you next week..