You Suck At Sales

Recently I have written a bit on Professional Networking.   Included in this is the importance of building relationships with others when out and about.   To do this at events we must, at all time, avoid selling. 

And today, more than ever before, it seems we need to avoid selling at all times.   Instead we need to learn to handle a buyer’s marker because this is what the business market now is. 

Most people know what they want. All they need to find out now is who provides the very best goods or services they want.  My job is not to sell any more but to show I am the EXPERT provider of that product or service this potential customer need.

Today, when doing some research on Sales and Cold Calling I came across a wonderful article.  I found this so useful I have chosen to share some of it with you.   I do hope you get value for this too.  

Feedback would be great thank you. 

At the end of this is info on the provider....

You Suck At Sales

"Why? Very simply, it's because you're selling.

I define buying & selling different than most people. To me, buying 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 trying to convince someone that they want or need what you have. It's all about overcoming objections, coercion, manipulation... I'm getting a headache just thinking about it!

Selling is a tough job, and a losing battle. That's why salespeople suck at it. Likewise, being sold is not enjoyable to a customer. That's why people have built-in sales resistance, that's automatically and unconsciously triggered at any attempt at selling them.

A while back, author Neil Strauss came out with a book called The Game about his experiences in spending a few years with an underground society of so-called "pickup artists" who essentially boiled dating down to a science. Having met Neil a long time ago at a marketing event, I couldn't resist checking out the book, and it was interesting.

He tells the story of how women, who are approached by extremely attractive men they desire greatly, routinely reject them anyway - just because of how they approach the women!

In other words, they got rejected because they're basically selling instead of using a better approach.

And guess what - you're doing the same with your sales prospects. You may have a great product, at a great price that does a great service for your customers. But if you're selling you're not going to get anywhere.

The very best salespeople - the six figure earners - never sell. Instead, they create the circumstances for buying to take place, and sit back and simply let people buy."

If you are interested in following this further, as I am, then please check out Fran Rumbauskas.

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

The Rewards of taking ACTION

Have you ever done some consultancy work?  What are your thoughts on it?  

Ever stop to think the whole process through? 
What is the actual purpose of consultancy? 
How do you measure the outcome? 

For many years now I have worked in consultancy at all levels.  

Remember, if you are a parent advising your child that’s a form of consultancy.  When you are having a 1-1 advising a friend that’s consultancy.  Or you may be doing it on a professional business level as I do.

The very best outcome for me every time is to see the client act on my advice.  It’s very rewarding.

Recently I did a 30min presentation on “Professional Networking” to a Wirral business group called “Morning Mums”.  Although it was only 30min I wanted to share as many of the very important points as possible so this meant little time to explain anything in too much detail. 

Among these points is a list of homework to do ever before you leave the office.  They include:-

      Choosing your meeting properly to reflect the type of client you want

      Get yourself plenty of decent business cards

      Buy a professional, magnetic backed, name badge

      The ONLY place to wear it is on your TOP RIGHT shoulder

      And finally wear a jacket with 2 pockets.  Pop a wad of your own cards in your left and leave the right empty for all the new cards you will pick up.

This went down such a treat I have been asked to do the full 3hr workshop soon.  I’m delighted.

Then last week my colleague Paul Ashbury, from “Focus On Networking” www.focusonnetworking.co.uk did the 3hr workshop in Manchester on “Professional Networking”.   The workshop included the above list and much more.  Also there was more information on the “why do this”. 

As the workshop came to a close no one wanted Paul to stop.   The interest was phenomenal.  People are really becoming aware of the power of Networking and it’s great to see that the smart ones see it as a real profession. 

Hot Stuff:

      Really informative, good use of examples and great materials.

      The workshop was really great. It really got me thinking, very important information.

Thank You.

      The presentation was very informative and gives you a very good idea of how to

meet others and introduce yourself and your business to new people. Introductions to everyone first was a defrosted. (Broke the ice)

Yesterday I went along to Mark Greenwoods “Simply Networking” – www.simplynetworking.co.uk

This time we used the amazing Liverpool apartments “One Park West”.  The view from the apartments is unbelievable.  Have a look at www.oneparkwest.co.uk and chat to Jane Corlett. 

Among others networkers was a very special young lady who had been to the Manchester Workshop.  Lindsay is new to Networking.  She turned up as a very professional lady with lovely suit including the 2 pockets.  She had her own cards in the left and added the new cards to her right. 

As soon as Lindsay say me enter she came over to meet & greet me.  We had a great natter on her homework since the workshop.  Her enthusiasm was fabulous.  I could not have asked for a better pupil.  It’s people like Lindsay who make my work so rewarding.  Thank you Lindsay for listening to my advice and then taking ACTION.  Well done. Have a look at www.arbonneinternational.co.uk

I’m also very pleased to say that Lindsay kindly donated a gift to the fundraising raffle for the “Student Exchange to Hong Kong”. 

Who Says Networking is Useless!

Yesterday I had an excellent time at Mark Greenwood’s “Simply Networking” in Manchester.  As ever a wonderful host Simply Networking Site

And the venue was really different Chill Factor, Manchester Thank you Mark

As I had not been to the Manchester event before I was not expecting to meet people I know so my strategy was to speak to 10 new people.  That is an average of 12 minutes per meeting – 4min for them to make an introduction, 4 mins for me to do the same and 4mins for us to see how we can help each other. I say an average as some may be faster and, after all, we must allow time for a few cuppas!  I have come home with 9 new cards plus I actually found one person I know. 

And today is “follow up” day.   What is the point of making my way to Manchester, spending 2 hrs of my very valuable time there and trotting off home again if I do not follow up!!!  Yet, it is amazing how many behave in exactly this way.  They rush about to events, do not know how to work the room professionally and so annoy the professionals, waste lots of their precious time and do absolutely no follow up.   Then they moan that the event was no good!!!  So far ONE person has the initiative to contact me before I did him.   I’m impressed Gary...... you know who you are.  And of the remaining 8 no one has responded. So what responsibility and action are people taking for their own success?

Who says Networking is useless?  Those who do where did you learn the skills? How long were the training courses? What follow up did you learn?

Wondering what the hell I’m rambling on about?  Most people do when I first ask this and they are surprised to learn that the power of Professional Networking is very powerful indeed.

One experience yesterday was when I was in a “closed two” and interrupted by a lady.  She started her sales speal... Being a bit naffed off as we were talking some serious stuff; I said this is a “closed two”.  The poor lady is stiff looking at me as if I had horns on!   But she continued.  Only out of courtesy did I stop and listen to this lady.  As it happened she had some useful info to share but I now have a very bad opinion of her.  Remember business is all about other people’s opinions...

Why are people surprised to learn that networking is a real skill, a profession and like any profession, it must be learned?  If you walked into a bar for the first time would you expect to be able to pull a great pint of Guinness?  I doubt it.   So why are people thrown in at the deep end with networking?

Everyone serious about networking for new clients will want to know and DO more about this:-
Networking Skills Workshop

Here’s to a profitable week.

Agnes G. Fitzgerald
Linkage Point

tel                              mob                            web                         skype
+44 (0)8456 448 039 | +44 (0)7944 785 409 | linkagepoint.co.uk | agfitzgerald

Hong Kong Student Exchange

What changeable weather.....

Recently we talked about the annual Wirral Costa Walk.  Remember Harry’s “departure” picture.  Sadly, due to Data Protection, I am not allowed to upload pictures of the actual walk as I was not there to take them myself. Harry raised £114 from the walk. As yet I do not have the total of the other 9 walkers.

Prior to that there was the Bag Packing at Morrison’s, West Kirby.  That raised over £1,000... Apparently the gang worked very hard. Amazing for a day’s work though!   HUGE THANK YOU to all the shoppers who contributed and to Morrison’s for allowing the Team to be there.

Moving forward... this week there was Face Painting at Tom O’Shanter Farm in Bidston, Wirral. Will have to wait for next meeting to know how much that raised.  Then we had the 10K Memorials run on Sunday.  That started in Pall Mall in Liverpool, came through the Wallasey Tunnel and on to New Brighton. Weather was fantastic – at least for the helpers.  Harry & some of the Team were around the tunnel handing out water to the participants.  Today it's back to school so that’s enough about Harry & Team for now....

Before going to Hong Kong we have the Hong Kong students coming to Liverpool & Wirral.  To K.I.S.S. – Keep It Simple Students – accommodation for the visitors is arranged for all to stay under one roof.  The University in Liverpool has kindly obliged and are providing the beds complete with self catering.  All our Team has to do now is to show the students the wonders of Liverpool and Wirral and generally make sure our visitors have a wonderful stay.  We need them to return to Hong Kong “over the moon” with their experience. 

Part of the above task is FEEDING our visitors.  Here’s where I'm hoping you will help. 

Who do you know in Typhoo Tea in Moreton, Cadbury’s Chocolate in Moreton, Nestlé Breakfast Cereal in Bromborough, John West in Liverpool, Princes Ltd in Liverpool, United Biscuits (UK) Ltd in Liverpool to name just a few?  If you have contacts within other food outlets then we would love to have a chat.
 

Our task is to feed 24 healthy teens for 2 weeks.  As yet there are no menus set.  Beggars cannot be choosers I say!   Basically we will need cereal & milk, bread, butter and marmalade and ideally general contents of the “English Breakfast”.  Lunch will probably be pre packed in the form of sandwiches etc. Some fresh fruit would be great.  I expect we will need lots of beverages too.

Then for evenings I am hoping a few cafes and restaurants will come to our rescue.   For a little PR on the Internet (various outlets) they may supply an evening meal.  Personally I can see a lot of potential here.  If properly used, this is a super occasion for great publicity these days.

So, if you know someone with a bit of imagination then I’d love to have a cuppa with them. You can email, text or ring me.  And please share my info where relevant.  For your initial contact text is the safest bet. 
My mobile is +44 (0)7944 785 409 or agnes@linkagepoint.co.uk  

All donations gratefully accpted thank you. 

Till the next stage, here’s to a profitable week.

Agnes G. Fitzgerald

Student Exchange with Hong Kong

Harry Fitzgerald

For awhile now, well all too long really, I have been threatening to get back into the swing of blogging.  So, as it’s my birthday today, I have decided to make a start....

St Mary’s College, Wallasey, Wirral has over 1,500 pupils.   That included our son Harry.  We are thrilled that Harry is one of just 2 students chosen from St Mary’s to go on a student exchange trip to Hong Kong.  In all 10 young adults have been chosen from around the Wirral to represent St. Mary’s College and the Wirral in Hong Kong.   Effectively Harry is an ambassador for the college.

I'm sure they will all have an amazing and unforgettable experience however there is a lot of hard work to be done in the preparation.  The exchange programme is jointly organised by the Commission of Youth and the HKSAR (Hong Kong equivalent).  The purpose of the project is to provide opportunities for young people of Hong Kong and UK to broaden their horizon and international perspective and to exchange ideas and experiences with their counterparts in other countries.  The project is all to do with youth education. The theme is “Quality Life”. 

Initially these 10 strangers have to get to know each other. They must start some team building and learn who they can best work together for the good of the project.  Bonding is of huge importance within a successful team.  What a fantastic learning curve for future young business men and women of the North West.

Fundraising is a fundamental part of the team building.  This young group needs to dream up some unique ways to gain financial support and sponsorship.  So far they have done many of the conventional things like bag packing in a few of the supermarkets and face painting.

Now today, weather-wise, was fabulous for most of us.  However it was also our annual coastal walk on the Wirral.  Please spare a thought for those poor lads plodding along in the sweltering sunshine.  I’m delighted to say the team made it through.  Harry got home around 6pm.  I will have some pictures later in the week....

If any of you are interested in helping Harry and the team, either by making a financial donation, offering some food products to help cater for the visiting students (more about that in the next blog), or perhaps donating a raffle prize please let me know.  You can email, text or ring me.  For your initial contact text is the safest bet.  My mobile is +44 (0)7944 785 409 or email agnes@linkagepoint.co.uk   

Harry leaving for Coastal Walk today

 All donations gratefully accpted thank you. 

We are also open to fundraising tips please.

Till the next stage, here’s to a profitable week.

Agnes G. Fitzgerald

The Perfect Guest - Say Thank You

When you arrange to attend a networking event, how much thought do you give to the people organising it? It's very easy to take events for granted and forget that many of the people behind them have been planning and organising for several weeks (or months in many cases) and are on tenterhooks on the day of the event, waiting to see if everything will pass without hiccups.

In many cases, the people who organise events are volunteers, doing so because of their passion for networking, or for the community they are bringing together. They will remember both the people who show that they appreciate their efforts, and also the people who take them for granted. But for very different reasons. 

There are a few things you can do to recognise the efforts people make on your behalf:

1- If they are trying to grow their group, invite a guest who might fit well with the network and its objectives.

2 - If you have booked but can't attend, let people know and, if possible, explain why. Don't let the host of the event feel that you don't value their efforts. 

3 - If you've enjoyed the event, contact the organiser and thank them. Let them know what you most enjoyed. 

4 - If you make a good connection which leads to some business, a new job or another opportunity let the organisers know. Even if its months down the line. 

It doesn't take much to show your appreciation and make people feel valued. Unfortunately, most people don't do so, but that simply leaves an opportunity for you to stand out from the crowd...in a positive way. 

This article has been shared with us by Andy Lopata - http//:www.andylopata.co.uk

  

Quentin & His Psychic Game Show

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Great To Be ALIVE

The best time to be alive . . .

We are living today in perhaps the best time in human history. There have never been more opportunities and possibilities for more people to accomplish more of their goals. The level of affluence has never been higher, the average life span has never been longer, and the number of options available to us has never been greater.

However the ever increasing power of knowledge and technology, combined with the increasing intensity of competition in all fields has accelerated the rate of change.More and more, people have more to do and in less time, and people feel their responsibilities and obligations are piling up.


The Law of Attraction

You are a living magnet; you invariably attract into your life the people, situations, and circumstances that are in harmony with your dominant thoughts.

Important Questions of Life

1. How can I achieve maximum success in my career and still achieve balance in my personal life?

2. Is it possible to overcome change, get out of my comfort zone and have a skill and a career that I really love?

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At the Liverpool's Coaching Academy you will learn to transfer your past skills and knowledge to empower and motivate others, and gain a recognised accreditation that further develops your aspirations and career.

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AMAZING OFFER - 1 DAY ONLY...

How many of you are book worms? There's quite a variety in our husehold. 2 teenage boys - I doubt that Rob really knows what a book is! While Harry enjoyed certain authors only. My husband, on the other hand, is definately a bookworm. Joe can go through several books in a week. And me? Well I enjoy more of the "teaching" books... I just need to learn to read now!

Here’s some fantastic info I’m sure you will want to share. Hope you find it useful...

As of 30th June 2007 (today) BookShaker will no longer be selling print books direct to the public. So, in order to clear their remaining print stock they have dramatically slashed the prices off all their print titles.

Discounts range from 20% to 80% but after 30th June 07 you will only be able to buy ebooks direct. So this is a genuine one-off chance to get these savings.

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An Angel by My Side

Margaret Hurdman is an inspiring and heart-warming woman. As a medium she strives to prove to others that there is life after death. Margaret's own near death experience has proved to her, beyond a shadow of a doubt, that our spirit lives on.

See Margaret live on stage next weekend.

Date Monday 28th may 2007
Venue Cymru, Llandudno, Wales
Time Doors Open 6:30pm for 7:30pm

Mind Mapping That Project

Have you heard of Mind Mapping? Only last year I was introduced to it by my colleague Kevin Hartley. I learned so much so quickly I now shout about it from the roof tops. My biggest bonus is when I am reviewing notes from study or seminars. Just ONE page tells me the FULL story of the day. Amazing… Kevin you should have come into my life YEARS back!

Everyone should have the opportunity to know about Mind Mapping. So Kevin has arranged a special day with Master Mind Mapper – Barry Mapp

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The Power Of “Not Yet” Thinking

The Power Of “Not Yet” Thinking

By Terry L. Brock

Have you noticed that learning and the ability to learn fast is really important today? Whew! Just when you get one technology down, they come up with another one! You have to learn incredibly fast. I don’t know about you, but sometimes it seems overwhelming with all the stuff we have to learn.

Yet, that is the way the world is working today and will into the future. Those that can learn---and learn fast ---- are those that will succeed.

Too often when someone is asked if they know how to do something the answer is more than just a “No,” it is said with a disdain towards changing. I’d like to suggest another analogy – borrowing from an example in a great movie.

Remember the movie, “The Matrix” from a few years ago? I’m not talking about the other two (not quite as good) but the original had some real power in it. There was a scene where Trinity and Neo had to go get the bad guys and needed to use a nearby helicopter to do it. Neo looked at Trinity and asked, “Can you fly that?” Trinity’s answer was classic. Her simple answer was, “Not yet.” At that point she jumped on her cell phone, called “the operator” (a person called “Tank” who had a lot of abilities to help them out) and asked him to download the program to fly that specific helicopter. The operator downloaded it directly to her brain and she was able to fly the helicopter. I won’t give away the story if you haven’t seen it but let’s just say that things didn’t go well for the bad guys after that!

“Not yet” is the answer that is so appropriate for many issues that you and I face in life. Someone might ask if you can use a certain software program. “Not yet” is a whole lot more positive answer than “No, I’m just no good with technology.” When you think about it, “Not yet” is very optimistic in nature. It has an undertone that you might not be able to do that task right now --- but could in the future. It has an inherent positive expectation that you will be able to do it at some point in the future.

For Trinity, in the movie “The Matrix” she was able to get assistance from “the Operator” whenever she needed it. She could have him install the necessary training and learning. Well, you and I might not be able to call someone on a cell phone and instantly have the knowledge to fly a helicopter (I haven’t seen that technology yet!). However, we do have tools and techniques to help us learn quickly.

Here are some techniques and tools that can help you to learn fast and make this work for you.

Have a persistent “Not Yet” attitude towards learning. Just because you don’t know something now doesn’t mean you can’t learn it in the future. It takes persistence to make it happen. In the real world – as opposed to the movies – it takes hard work and effort to get something done. Most people who are reasonably intelligent can earn a college degree, for instance. However, it requires time, money and lots of effort to make it happen. Persistence is a key factor in your ability to learn. When you can’t grasp something get help. That help can come in the form of…

Technical Resources. Find the audio CDs, the MP3s the videos, the online sources, the seminars, the books and the coaches who have the knowledge of how to do what you want to do. Be aggressive in your learning. Embrace lots of sources. Sometimes you’ll pay for something that didn’t live up to your expectations. Sorry. That’s the way things work sometimes. However, don’t let that experience spoil you from “continuing your learning download” to get the information you need. Persistently keep going after what you need to know through extra books, audios, videos, seminars, coaches and others. Don’t let one or a few bad experiences hold you back.

Embrace Tools Like Camtasia. This is a tool I’ve talked about before. It gives you the ability to make a movie of all the movements on your computer while someone talks recording the audio. It is an excellent tool to grab the knowledge, the skills, and the techniques of how to do something from those that know how to do it. If you have an expert coach who can help you, be sure to record the lesson.

Embrace Tools With Video. You can learn a lot by recording a video of what is happening,. A small camcorder that costs less than $100 (many are available today) provides you the ability to capture the essence of the task that a person does. This can apply to computer tasks as well as other physical tasks. Video record the expert doing the task slowly and meticulously to capture all that needs to be done. Ask questions about what to do under various circumstances. Review and practice. This is a way to gain deep knowledge of a content matter.

Read Voraciously. Most of the knowledge you need is out there someone in the form of books, magazines, newspapers and other material. Why reinvent the wheel when you can get someone who already knows how to do something to tell you – through their book? This is the smart way to learn.

Be Willing To Pay For Your Knowledge. People that have knowledge deserve to be compensated for making that knowledge available to you. Find the best for what you need and be willing to part with your capital to make a difference in your life. College education can cost a lot but it is well worth it. Books, audios and videos cost money but they can provide you the skills and resources to achieve the goals you want.

Remember that “Not Yet” thinking can help you achieve what you want, but you have to be willing to pay the price. If you’re willing to embrace “Not Yet” thinking you’ll soon be able to answer emphatically “Yes!” to more questions about your ability to do certain tasks.


Terry Brock is a marketing coach who helps business owners market more effectively leveraging technology. He shows busy professionals how to squeeze more out of their busy days using the right rules and tools. For more info call +44 (0) 151 630 2489 or by e-mail at info@linkagepoint.co.uk or through our website at www.linkagepoint.co.uk

Copyright © 2006, Terry Brock, All Rights Reserved Internationally. No portion may be reprinted or used in any way without prior written permission. Permission granted to Agnes G. Fitzgerald and the "Linkage Point" to use in regular publications.