Friday 26 February 2016

11 Things Great Leaders Do that Managers Only Think About


The biggest thing holding back organizations is the lack of leadership.
I’m continually asked by companies large and small, “What are the traits that make a great leader?”
Here is my list of what it takes to be a great leader:

1. Leaders realize their number one job is not to lead others but to create other leaders.
How many times have we watched a terrific organization fall apart when the leader retires or exits their position?
Unfortunately, it happens far too much and it’s due to what I call “ego-leadership.” It’s where the leader wants to be the one in charge and does little to ensure there are others capable of stepping up and leading.


2. Leaders know their results are measured not by what happens when they’re present, but by what happens when they’re not present.
The organization that falls apart the moment the leader is not present is indicative of one being led not by a leader, but by a manager.

3. Leaders know it’s not what they do that matters, but what their people do that matters.
Click on above image for a free infographic on signs of sales leadership!
Click on above image for a free infographic on signs of sales leadership!
They know their own limits and realize the real power of an organization is when everyone is contributing and focused.

4. Leaders know their ability to lead is based on their ability to listen.  
What value are others if they can’t contribute?  Who is capable of knowing everything there is to know?  Leaders seek out others both within their organization and outside their organization to gain input and advice.

5. Leaders know their job is to be focused on people, not on processes.  
Leaders know processes are important, but it’s far more important for their people to know the processes. Leaders are willing to spend the time to develop their people.

6. Leaders know their greatest asset is their people.
It’s not the product they make or the service they provide that allows them to succeed.
Leaders know there will always be competitors seeking to take their business.  Leaders know the only true advantage they have is their people, and as a result, they continually invest in their people.

7. Leaders know they’re being watched and measured, not just on what they do in public, but what they do in private as well.
It’s easy to do the right thing when everyone is watching, but leaders know what they do away from the front-line of their organization impacts how they act when they are on the front-line.
They know other people are watching them in all scenarios.

8. Leaders know goals without plans are worthless.
Leaders plan, but they don’t just plan — they act on their plans.  At the same time, they know their focus is not on the plan, but also on the goal. Therefore, they know that plans may have to be modified.

9. Leaders don’t talk about having integrity. They live it.
The leader who talks about having integrity is the last person to have it.
People who have integrity don’t walk around telling others they have it.  People know the leader has integrity because they see it in the leader’s actions.  Their integrity is what anchors them and allows others to believe and place value in them.

10. Leaders are continually learning.
Leaders know things change and, therefore, they must be continually learning.  Leaders never end a day without having learned something new. They do this by approaching everything as a learning opportunity.

11. Leaders know it starts with them.
Leaders realize this not from a sense of ego, but from a sense of understanding they have to walk the talk.   They know in this era of 24/7 where every action is noticed, the easiest way to lose respect is by attempting to be somebody they’re not.

Is this the entire list things great leaders do that managers only think about?  No, I would never say this is all it takes.
From my vantage point of 15 years of consulting, though, and watching thousands of managers and leaders, this list hits the mark in many regards


Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru

10 Top Tips For Effective Selling

1. Find out all you can about your prospective customers, all their past contacts and transactions with your company and their probable needs, before you ever meet them. You can’t possibly know all that you will need to know about them in advance, but the prospects you meet will not be much impressed if you know nothing about them at all!


2. Practise a powerful introduction. If you don’t believe passionately in your company, its products, and what you can offer, why should anyone else? But don’t present yourself ‘off the cuff’ each time. Know your products really well and develop some really powerful, short introductory phrases that work well for you. Of course your introduction needs to feel spontaneous and authentic — but all great, powerful presentations take a lot of practice to perfect!

3. Ask questions, as these are any sales person’s very best friend. In doing so, allow extravert buyers to talk about themselves by all means, but if they seem rather quiet or retiring, don’t fill the silences for them. Introvert buyers in particular will need time to reflect and consider their answers carefully. While they are doing so, anything else you might say may at best not be ‘heard’ and at worst, will almost certainly make them feel uncomfortable and unnecessarily pressured.

4. Develop empathy with your prospects and build rapport. So shine the light on your products and services and what they will do for your customers – not on yourself and what your customers might do for you! Most prospects actively dislike egocentric/egotistical sales people, especially those who don’t listen or don’t answer their questions.

5. Hold back on your proposal(s) until you have heard their full story. And then pause. Too prompt a response to any problem/opportunity may sound glib, ill-considered or pre-packaged.

6. Use customer references, but carefully. Great references from other satisfied customers can be wonderful, but your favourite clients may not actually be admired by your prospect for reasons you may never know of. Worse, your prospect may suspect that if you will talk so freely about your other customers’ details, you may be indiscreet in telling others about theirs! So keep your other customers’ details anonymous unless you have their permission to mention them by name.

7. Sell your price! Never be ‘modest’ about your price, but support it and ‘sell’ it with the benefits you offer. Any early suggestion that your price is negotiable, tentative or even in the wrong ball-park will only suggest it may be aspirational and that you don’t believe in it. And then, why should your customer?

8. Never duck an objection. Rather, see customer-objections as potential buying signals, which they often will be, and welcome them! And remember? – an un-resolved objection will always remain an objection. So consider making a habit of the using the following 5-step process?
a) clarify the real objection ;
b) repeat the objection back in your own words, to show you have properly understood it;
c) then pause — don’t pounce! However often you may have heard the specific objection before, don’t let    your prospect feel that your response is not going to value their point of view.
d) ‘pivot’ the objection into a genuine advantage
e) explore the consequences of your reply and ask for any other objections. .

9. Ask for the order! ‘Closing’ a successful deal is a finely tuned sales skill, and most experienced buyers will probably know as many professional sales closes as you do! Each approach to closing may warrant their own place in your personal armoury, but if you have built a sound rapport you really can’t beat just asking for the order on many occasions, once you have been through the steps above with a genuinely compelling offer.

10. Know when to go! When you have won the order and confirmed the details, congratulate them on their decision by all means, assure them they have chosen wisely of course, but then LEAVE! The longer you stay thereafter, the more time you may give for buyers to change their mind. I see more sales lost this way than any other!

Jeremy is the author of the tips booklet ‘115 Essential Tips on Pricing’ and a frequent public speaker and workshop presenter on business topics to a wide range of organisations internationally.



Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru

28 Ways to Save Money

No matter where you are on your financial journey, you need to know that it’s possible for anyone to turn their financial life around. Sometimes all it takes is that first step in the right direction to get things moving in your favor. But, as with most things, sometimes that very first step is the hardest part.
That’s why we created this list of 100 ways to start saving money today. None of these tactics will be life-changing on their own, but they can make quite a difference over time if you’re able to implement more than one. Some of these suggestions take just a few minutes, while others require a bit of regular effort. Still, they’re all incredibly simple – anyone can do them.
Obviously, not all of these tips will apply to everyone. Just go through the list and find 10 or 15 that do apply to you and use them in your life. When you do, you may quickly find that you’re saving more money than you ever thought possible.

28 Ways to Save Money

1. Move bank accounts to take advantage of perks and earn more interest

If you’re paying a monthly fee for your checking or savings account, you would benefit from researching some of newest banking offers out there. Not only do some banks offer sign-up bonuses simply for opening an account and setting up direct deposit, but some offer attractive interest rates to new customers as well.
It’s true that interest rates are not what they once were, but it’s still worth a look. Some of the best free checking accounts and best savings accounts can be found online. Here’s a guide on how to make that switch.

2. Turn off the television.

One big way to save money is to drastically cut down on the amount of television you watch. There are a lot of financial benefits to this: less exposure to spending-inducing ads, a lower electric bill (and perhaps a lower cable bill if you downgrade your subscription), more time to focus on other things in life — such as a side business — and so on.
Want to take things a step further? Consider cutting the cord to cable TV altogether.

3. Stop collecting, and start selling

There was a time when people thought their collections would bring them riches. Beanie Babies were a big fad at one time, as were Longaberger baskets. Now you can find those items on resale sites like Craigslist and at garage sales for a fraction of their initial cost, leaving many people who sunk thousands of dollars into their “investments” wondering what happened.
If you want to avoid that situation, don’t collect items of questionable value. And if you want to recoup some of the money you’ve already spent on collectible items, you can start selling them now and use those funds for any number of worthy financial goals. Read our “Guide to Selling Unwanted Items” for some simple strategies that can help you profit as much as possible.

4. Sign up for every free customer rewards program you can.

No matter where you live, you’ll find plenty of retailers who are willing to reward you for shopping at their store. Here’s the basic game plan for maximizing these programs: create a Gmail or Yahoo address just for these mailings, collect every card you can, and then check that account for extra coupons whenever you’re ready to shop.
You can add to those rewards and discounts by using rewards credit cards to earn points on purchases at a wide range of stores that can be redeemed for cash back or other benefits.

5. Make your own gifts instead of buying stuff from the store.

If you want to save money while also giving generously, creating your own homemade gifts is one way to accomplish both goals. You can make food mixes, candles, fresh-baked bread or cookies, soap, and all kinds of other things at home quite easily and inexpensively.
These make spectacular gifts for others because they involve your personal touch — something you can’t buy from a store — and quite often they’re consumable, meaning they don’t wind up filling someone’s closet with junk. Even better – include a personal handwritten note with the gift.

6. Master the 30-day rule.

Avoiding instant gratification is one of the most important rules of personal finance, and waiting 30 days to decide on a purchase is an excellent way to implement that rule.
Quite often, after a month has passed, you’ll find that the urge to buy has passed as well, and you’ll have saved yourself some money simply by waiting. If you’re on the fence about a purchase anyway, waiting a while can give you a better perspective on whether it’s truly worth the money.

7. Write a list before you go shopping – and stick to it.

One of the easiest ways to save money is to only shop when you have a list. Because when you’re without one, you typically end up making impulse buys and unplanned purchases – all things that cost money.
Creating a list before you go to the grocery store is especially important. Not only can it help you buy items that fit with your meal plan, but it can also help you avoid buying food you might waste. Always create a list and, more importantly, stick to it.

8. Invite friends over instead of going out.

Going out to eat or “out on the town” has a way of completely destroying both your food budget and your entertainment budget in one fell swoop. And no matter what, it is always cheaper to stay in with friends and come up with your own entertainment.
Instead of hitting the town, host a fun pitch-in dinner with your friends. Play cards, sit around a fire pit, or watch movies with your guests. You’ll all save money – and have a blast.

9. Repair clothing instead of tossing it.

Don’t toss out a shirt because of a broken button – sew on a new one with some closely-matched thread. Don’t toss out pants because of a hole in them – put in a patch of some sort and save them for times when you’re working around the house.
Most basic sewing jobs can be completed by anyone, and a little bit of practice goes a long way. Learning basic sewing skills is a great way to save some money – and extend the life of your clothing.
Photo: Chris
Learn basic sewing techniques and you can mend worn-out clothing instead of tossing it. Photo: Chris

10. Don’t spend big money entertaining your children.

Most children, especially young ones, can be entertained very cheaply. Buy them an end roll of newspaper from your local paper and let their creativity run wild. Play ball in the backyard. Head to the park. Plant a garden. Teach them to ride a bike without training wheels once and for all.
Realize that what your children want most of all is your time, not your stuff, and you’ll find money in your pocket and joy in your heart.

11. Negotiate rates with your credit card company or complete a balance transfer.

If you’re paying a lot of interest on your credit cards, it’s important to know that you do have some power as long as you’ve been making your payments. Not only do you have the right to negotiate your current interest rate with your credit card issuer, but you have the right to transfer your balance to an entirely different card as well. (In fact, that is perhaps your biggest bargaining chip.)
Start by calling your card issuer at the number on the back of your card and explaining your request. If you don’t make any progress with them, check out these balance transfer credit cards to find one with an introductory 0% APR that could help you save hundreds of dollars in interest over time.

12. Clean out those closets.

Go through your closets and find anything and everything you no longer use. Then, don’t just get rid of it, use it to your benefit.
You can have a yard sale with it, sell it on eBay or Craigslist, take it to a consignment shop, or even donate it for the tax deduction (mark down what you give away so you can get a receipt). All of these options can turn old stuff you don’t want anymore into money in your pocket. Not only that, it’s often a psychological load off your mind to clean out your closets.

13. Buy video games that have a lot of replay value – and don’t acquire new ones until you’ve mastered what you have.

My video game buying habits have changed quite a bit since my “game of the week” days. Now, I focus on games that can be played over and over and over again, and I focus on mastering the games that I buy. Good targets include puzzle games and long, involved quest games – they maximize the value of your gaming dollar.
Once you’re done with a game for good, take it to a video game resale shop like GameStop and see if you can trade it in for store credit you can use to get another game.

14. Drink more water.

Not only does drinking plenty of water have great health benefits — it has financial benefits, too. Drink a big glass of water before each meal in order to stay fuller longer and ultimately eat less. Not only will you save on the food bill, but you’ll also feel better after you become properly hydrated.
Even better, drinking more water — whether in a refillable bottle or at restaurants — means spending less money on beverages like soda, juice, and tea. Remember: Tap water is not only just as clean as bottled water, it’s also free.

15. Avoid convenience foods and fast food.

Instead of eating fast food or just nuking some prepackaged dinner when you get home, try making some simple and healthy replacements that you can take with you. An hour’s worth of preparation one weekend can leave you with a ton of cheap and easy dinner and snack options for the following week.
Also consider breaking out the ol’ crock pot for some inexpensive meal options that not only save money, but time, too.

16. For heaven’s sake, quit smoking.

If you’re still a smoker, you have to know by now that your habit is not only expensive, but potentially deadly as well. If you want to add years to your life and save a boatload of money, the easiest thing to do is to stop smoking altogether. You can quit cold turkey, try some of the many anti-smoking products that are out there, or switch to an electronic cigarette to buy some time. Whichever path you choose, you will be much better off.

17. Make a quadruple batch of a casserole.

We all know that casseroles are nice, easy dishes to prepare. The next time you make a casserole, make four batches of it and put the other three in the freezer. Then, when you need a quick meal for the family, you can grab one of those ready-made casseroles and just heat it up.
Preparing a few at once allows you to buy the ingredients in bulk, which can mean additional savings. Meanwhile, having several casseroles in the freezer makes it less likely that you’ll turn to fast food or junk food when you’re in a hurry.

18. Turn off the lights.

Keeping the lights on in your home may not be expensive on a per-watt basis, but it sure does cost money over time. To save as much as you can, turn off lights any time you leave your house – or even when you leave the room. Turning off lights when you have plenty of natural sunlight can also help keep your electric bill down over time. The bottom line: If you aren’t using a light, turn it off.

19. Swap books, music, and DVDs on the Internet or at the library.

You can very easily swap the books, CDs, and DVDs you’ve grown bored with online. Just clean out your media collection, and trade them with others online using sites like PaperBackSwap. If you live near a library that loans DVDs in addition to books, you’ll be even better off. The more you can borrow and barter with others, the more money you’ll save over time.

20. Maximize yard sales.

Yard sales are a great place to score awesome deals on items you need anyway – think housewares, shoes, clothing, or even sports equipment. The key is, you have to be careful not to use the low prices found at sales as an excuse to buy things you don’t need. At your next garage sale, limit yourself to items that were already on your list of things to buy.

21. Install CFLs or LEDs wherever it makes sense.

Energy-efficient light bulbs might cost a bit more initially, but they have a much longer life than normal incandescent bulbs and use far less electricity. It might be hard to decide which type to use, but either type of bulb will probably be an upgrade from whatever you’re using now.
CFLs, which use a quarter of the energy of incandescent bulbs and last for years, are the next cheapest option after traditional bulbs. But they also have some drawbacks: They take a while to warm up to full brightness, and they also contain a small amount of mercury.
Meanwhile, LEDs are more expensive. However, they’re getting cheaper all the time, and they are easily the best lighting option available: They light up instantly, are efficient as CFLs, produce a warm glow without getting hot to the touch, and can last for decades.
You don’t even need to replace every bulb in the house at once. Even swapping just your four or five most-used light bulbs can save you $45 or more a year.

22. Install a programmable thermostat.

Installing a programmable thermostat is a no-brainer if you want to cut down on energy usage while you’re not at home, or simply regulate the temperature in your home. By setting it to heat or cool your home at certain times, you can ensure that your utilities aren’t being wasted while you’re at work or asleep – and save money in the process.

23. Buy quality appliances that will last.

It’s worth the time to do a bit of research when you buy a new appliance. A reliable, energy-efficient washer and dryer might cost you quite a bit now, but if it continually saves you energy and lasts for 15 years instead of five, you’ll save significant money in the long run.
When you need to buy an appliance, do research: Start with back issues of Consumer Reports at the library. An hour’s worth of research can easily save you hundreds of dollars.

24. Clean or change out your car’s air filter.

A clean air filter can improve your gas mileage by up to 7%, saving you more than $100 for every 10,000 miles driven in an average vehicle. Cleaning your air filter is easy to do in just a few minutes – just follow the instructions in your vehicle’s manual and you’re good to go.
If yours is beyond help, also consider changing it out for a new one. At most stores, a new air filter goes for less than $10.

25. Quit using credit cards.

If you have a habit of getting into trouble with credit cards, hide your credit cards and keep them in a safe place in your home, not in your wallet. If you need to keep a card for emergencies, that’s okay. Just don’t carry it around with you. If you’re often tempted to use it, keeping your card “out of sight and out of mind” might help.

26. Plan your meals around your grocery store’s flyer.

Instead of creating your meal plan out of thin air, plan all your meals around what’s on sale in your grocery store’s flyer. Look at the biggest sales, then plan recipes based on those ingredients and what you have on hand. Do that for a few months and you’ll find yourself with a much smaller food bill than you’re used to.

27. Do a price comparison – and find a cheaper grocery store.

Most of us get in a routine of shopping at the same grocery store, and we may not even realize that we’re not getting the best deal. Fortunately, there’s a simple way to find the cheapest store around. Just keep track of the 20 or so things you buy most often, then shop for these items at a variety of stores. Eventually, one store will come out on top for your purchases – just make that one your regular shopping destination and you’ll automatically save money.

28. Make your own when you can.

Before I tried it myself, I thought making homemade bread would just be a complicated waste of time. But after I tried it, I found that it was pretty easy and it was actually much cheaper, healthier, and tastier than buying a loaf from the store.
We rarely ever buy bread at the store these days, mainly because the bread I make is not only cheaper, but much better too. Figuring out what you can make it home is a great way to save some money – and learn new skills along the way.



















WHAT YOU DON'T KNOW ABOUT COKE

Within 10 minutes of drinking one 330ml can  of regular coke, 10 teaspoons of sugar will rush into your internal system, which is more than the recommended allowance for one day


We've all seen videos of what Coca Cola does to a penny, but now someone has reportedly worked out exactly what it does to our insides - and if right, it isn't pretty.
The Renegade Pharmacist, a blog run by pharmacist Niraj Naik includes a seven-step breakdown of the drink's supposed effects.
Within 10 minutes of drinking one 330ml can of regular coke, 10 teaspoons of sugar will rush into your internal system, which is two and a half more than the recommended allowance for one day.
The sugar hit is so intense, he says, that you would normally vomit, but for the phosphoric acid which inside the coke ‘cuts the flavour’ so you can keep the liquid down.

12 Tips for “Psychological Selling”


Many copywriting and marketing gurus teach simplistic ideas about psychology. They insist that people can be fully understood and manipulated with a checklist of motivators or pyramid of needs.
What nonsense! I can’t even figure out why the guy at the pet store puts 75 cat food cans in one bag and a tiny box of treats in another so that I lurch to my car leaning to one side. How can I possibly summarize human psychology in a few bullet points?
People are highly complex and often mysterious, so we all struggle to understand our fellow humans. However, now that you’ve gotten over being afraid to sell, here are a few basic psychological tidbits that can help you write compelling copy.


1. People make decisions emotionally.
They decide based on a feeling, need, or emotion, not through a logical thought process. That’s why intangible benefits are the keys to persuasion.
When you’re writing, you should ask yourself, “What is the emotional hot button here?”

2. People justify decisions with facts.
Example: a man sees an advertisement with a photo of a sports car and instantly falls in love. However, he can’t bring himself to buy the car based on a feeling, so he reads the copy for technical details about the powerful engine, safety features, and low maintenance.
He wants the car because it makes him feel good. But he buys it only when he can justify the purchase rationally.

3. People are egocentric.
The word “egocentric” means centered around the ego or self. We all see the world in terms of how it relates to us personally. So when your copy asks someone to do something, it must also answer the unspoken question, “What’s in it for me?”
On a deeper level, the question might be “How does this give me feelings of personal worth?”

4. People look for value.
Value is not a fixed number. Value is relative to what you’re selling, what others charge, what the prospect is used to paying, how badly the prospect wants it, and how the prospect perceives the difference between your offer and others.
You must demonstrate a value that seems to be equal to or greater than the asking price. The greater the value relative to the price, the more likely people are to buy.

5. People think in terms of people.
The human brain is not a computer, calculator, or information processor. Scientists have shown that its primary function is to deal with social interactions.
Remember how some mathematical questions in high school were stated as real-life situations? They were always easier to understand and solve than abstract problems. Your copy, therefore, should feature people through names, personal pronouns, quotes, testimonials, stories, photos of satisfied customers, etc.

6. You can’t force people to do anything.
When people buy, it’s not because you wield some magical power over them.
You can urge. You can push. You can entice. But ultimately, people do what they want to do. This means your job is to show how what you’re offering meets your prospect’s needs.

7. People love to buy.
Some say people don’t like to be “sold.” Not true.
People love to be sold. They love to discover wonderful new products and experiences.
What people don’t love is to be cheated or tricked. Therefore, it can be helpful to change your analogy of the marketing process.
Instead of “selling” to people, try to “help” them. Sell good products, make appealing offers, and treat people fairly. That’s a surefire formula for success.

8. People are naturally suspicious.
It’s true that there’s a sucker born every minute, but most people are moderately skeptical of any offer. They seek to avoid risk.
You can never predict the level of suspicion any particular person has, so it’s usually best to back up all claims with evidence, such as testimonials, survey results, authoritative endorsements, test results, and scientific data.

9. People are always looking for something.
Love. Wealth. Glory. Comfort. Safety. People are naturally dissatisfied and spend their lives searching for intangibles.
At its simplest, writing good copy is a matter of showing people how a particular product, service, or cause fulfills one or more of their needs.

10. People buy “direct” because of convenience and exclusivity.
If people could easily find the things you offer at a nearby store, that’s probably where many would buy them. So if they are not buying from you directly for sheer convenience, they’re doing it because they can’t find the item elsewhere (or just don’t know where to look).
That’s why it’s wise to emphasize the convenience and exclusivity of what you wish to sell.

11. People like to see it, hear it, touch it, taste it, or smell it before they buy it.
Some people never buy online because they can’t examine the merchandise. Some items, such as books and CDs, are tangible and familiar enough to sell easily online because there is little doubt about the physical quality.
Other items, such as clothing or food, may be a harder sell — at least until people have a satisfactory buying experience — because quality may be variable.
Think about how people buy things in stores and ask yourself if there is some element of that sensory experience that is missing from your sales message.

12. Most people follow the crowd.
Most of us are imitators.
We look to others for guidance, especially when we are uncertain about something. We ask, “What do others think about this? What do others feel? What do others do?” Then we act accordingly.
This is why testimonials and case histories are so influential.
Of course, this barely scratches the surface. Psychology is a deep and eternally revealing line of study. And while I don’t believe in making things more complicated than they have to be, I think there is great benefit in knowing not only what people do, but also why they do it.
This is the path to copywriting mastery.

About the Author: Dean Rieck is a leading direct marketing copywriter. For more copywriting and selling tips, sign up for Dean’s FREE direct response newsletter or subscribe to the Direct Creative Blog.


Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru

Selling Tips From the World's Best Salesperson -- the Engineer

  • David Hibbard Co-founder, Dialexis; Author, SOAR Selling
Getty
"If I were given one hour to save the planet, I would spend 59 minutes defining the problem and one minute resolving it," - Albert Einstein
 structural-engineer-720 A perspective....
Engineer: I don't think of myself as a salesperson, probably because my title says Engineer.  I don't meet with a prospective account with the mindset that I'm supposed to sell something; I meet because I'm there to solve a problem and I'm interested in
that.

Salesperson: I think of myself as a salesperson, after all, my business card says sales representative! I am also constantly reminded by my employer to 'get out there and sell' so I am clear what my responsibilities are -- go get a deal!

Engineer: I listen to solve, as a matter of fact I like to listen, I enjoy it immensely.  Because I like to listen, I'm entirely focused on what the customer is saying and as a result, I find myself completely engaged with uncovering what the problem may be that this particular client is being challenged by.  My satisfaction comes from providing the appropriate solution and I can't do that without considerable comprehension of what the client is struggling with. I want to solve.

Salesperson: I like to listen also, because it's important for me to pay attention to what is being said so I can discover how I can make a sale.  I don't have to be hit over the head with a long investigative conversation, I simply need to listen for what the problem is and then insert our company products as a solution and move to the close.  I want to sell.

The dialogue comparison above is not to say the scenario applies to all salespeople, there are many exceptional salespeople who are amazing trusted advisors that have earned the respect of their clients because they are great listeners.  So we're talking more to those salespeople who haven't made the step toward 'engineer selling' so to speak.


                                                          A True Story
  Years ago, I was asked by a prospect to meet at his office because he was interested in the possibility of bringing the Soar program into his organization.  I wanted to close the opportunity so I did what most salespeople do, I prepared heavily by getting all our companies materials together so as to impress the prospect.  I had everything packaged in excellence and like a student who knew all the answers and I was excited to present our opportunities.  Upon arriving at the clients company, I was directed to a small office to await the prospect.  As I said, I was anxious to present what I had prepared because I knew that once the prospect understood how amazing Soar was he would immediately want a program for his sales team.  When he arrived, he shook my hand and said; "ok, how do I sign up for Soar?"  I said, well, I can provide you with details about how Soar works, etc.  He said; "not necessary, I reviewed your website and have talked to your referrals so I am ready to go."  He then said; "do you have something for me to sign... and I assume you will want a deposit check."  I gave him the agreement to sign and he ordered a check to be brought to me that very moment.  He signed the check, shook my hand, introduced me to his key contact and said he was excited to bring Soar into his organization.  He then left and handed me off to his assistant.  THAT WAS IT!  I wasn't with this guy for more than 10 minutes!  Although I walked out with the fastest sale I ever made, I left somewhat disappointed!  Once I made my way back to my car I called my partner and explained what happened and she said; "that's great!", I said; "I know its great, but he didn't look at any of the material I had put together."

You get the point don't you?  I was just like the salesperson in the scenario above, I was simply thinking of MY presentation and how I wanted to reveal all my well prepared materials!  I certainly wasn't operating like an engineer, but instead like a rookie sales guy concerned only about what I wanted to say! 
I learned a great deal about myself that day and because of that experience I now think more like an engineer when I engage with a prospect!  I really do want to do my best for our clients and provide answers only after I discover what's important to them.  I have now become more investigative in my selling career and its paying off in more sales and long term relationships. Achieving this new 'engineer selling' approach to client interaction has required a complete shift in my thinking.  Here are 7 thoughts that may support your selling outcomes and lead you to engage more like the engineer.
1.     Place your client's best interests in front of your own. I know you must have heard this before, but maybe it's time to reconnect to the suggestion.  Realize that when your prospect win's you win.  That's really the way to make a sale for life. Prospect first, firm second and you third!
2.     Increase your detail listening.  By paying meticulous attention to every word your prospects say you change the game dramatically.  Seek to discover what your prospect wants and is challenged by and even though you may hear openings for an insert of your product, stay focused and bundle your Intel.  Once you feel you have a clear understanding of what the prospect wants to solve, repeat what you've heard so as to be certain you "get" the client.
3.     Understand that your prospects can tell the difference.  They have excellent radar and that radar detects a salesperson that is all about getting a deal vs. those with the best interests of the prospect.  It shows in your speed of delivery, your questions, your quick solutions, your body language and more -- you become very transparent.
4.     Increase your product knowledge.  You can't offer solutions if you have limited product knowledge.  Gaining a high level of product knowledge will be primarily up to you not just your organizations training department.  Your firm will provide product knowledge at the start, but to acquire the deeper knowledge necessary to be considered a trusted advisor will require you to become maniacal about learning
5.     Ground yourself.  Before you make that Soar telephone call or that personal f/f contact, remind yourself to listen and be patient like the engineer.  The more you uncover during your interaction with the prospect the better prepared you will be to offer an acceptable solution. 
6.     Shift your questioning techniques.  Now that you understand the importance of 'engineer listening' you need to become aware of how to ask questions.  No one wants to be questioned like their on trial.  You'll create a negative connection between you and your prospect if you ask repeated questions one after the other without a few segue-way words.  Here are a few phrases you can use to keep the conversation flowing positively:
a.     "Would you mind sharing...." b.     "Can you tell me more about...." c.     "May I ask how that has impacted you're....."
  • d.     "if you don't mind, can you explain more about....."
You don't have to use these segue statements each time you ask a question, but you can intersperse them between standard questions. 7.     Reward your prospects when they ask you a question.  I have worked with two particular clients of Dialexis that have used the same technique or natural style when I have asked questions.  This is what they do and I really found it powerful.  Each time I would ask them a question they would say something like...."That's a great question" or "Good question" or "Excellent point."   I found this fascinating and I don't think it was planned or used as a technique.  Both of these individuals are generous listeners and 100 percent focused on the client.  They simply reward a person when they ask a question!  I found that experience encouraging because it generated more interest on my part to ask questions.  I subliminally knew that when I asked a question, no matter how rudiment, I was going to be rewarded!
Action Step: Think like an engineer on your next call and when you experience a shift in your prospects connection with you please let me know.


Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru

Tuesday 2 February 2016

Myths and Facts

Myth: Sexual Assault is caused by lust or uncontrollable sexual urges and the need for sexual gratification. Fact: Sexual Assault is an act of physical violence and domination that is not motivated by sexual gratification. Myth: Once a man gets sexually aroused, he can't just stop. Fact: Men do not physically need to have sex after becoming sexually excited. Moreover, they are still able to control themselves after becoming aroused. Myth: Women often lie about sexual assault or falsely accuse someone of sexual assault. Fact: Statistical studies indicate false reports make up two percent or less of the reported cases of sexual assault. This figure is approximately the same for other types of crimes. Only one out of 10 rapes are actually reported. Sexual Assault by someone the victim knows are the least likely to be reported. Myth: Women provoke sexual assault by their appearance. Sexual attractiveness is a primary reason why a perpetrator selects a victim. Fact: Perpetrators do not select their victims by their appearance. They select victims who are vulnerable and accessible. Victims of sexual assault range in age groups from infants to the elderly. Sexual attractiveness is not an issue. Myth: Sexual assault is a topic that only concerns women, and men do not have to be concerned about sexual assault. Fact: According to recent sexual assault crisis center statistics, men, both straight and gay, suffered 10 percent of the sexual assaults reported in the United States last year. In addition, men have wives, friends, sisters, mothers and daughters who may someday need assistance in coping with sexual assault. Sexual Assault is a concern for everyone. Myth: If a woman really did not want to be sexually assaulted, she could fight off her attacker. Fact: Even if the perpetrator is not carrying a weapon, the element of surprise, shock and fear or the threat of harm can overpower a victim. Additional Facts about Sexual Assault Women and girls are the vast majority of victims: nearly 1 in 5 women – or nearly 22 million – have been raped in their lifetimes.* Men and boys, however, are also at risk: 1 in 71 men – or almost 1.6 million – have been sexually assaulted during their lives.* Young people are especially at risk: The majority of sexual assault victims are young between the ages of 16 and 24. The Centers for Disease Control and Prevention (CDC) reports that 80% of female victims were sexually assaulted before they turned 25.* College students are particularly vulnerable, with 1 in 5 women being sexually assaulted while in college.*** Other populations are also at higher risk of being sexually assaulted, including people with disabilities and the LGBT community.* Most victims know their assailants: 51% of female victims were sexually assaulted by a current or former intimate partner, and 41% were sexually assaulted by an acquaintance. Assault by strangers , in contrast, accounts for only 14% of the total. Of men and boys, 52% report being sexually assaulted by an acquaintance and 15% by a stranger.* The vast majority (nearly 98%) of perpetrators are male. 98% of female and 93% of sexual assault victims report that their assailants were male.* The Impacts of Sexual Assault. Sexual assault victims often suffer from a wide range of physical and mental health problems that can follow them for life – including depression, anxiety, chronic pain, diabetes, sexually transmitted diseases, eating disorders, and post-traumatic stress disorder. They are also more likely than non-victims to develop alcohol and substance abuse problems and attempt or consider suicide.** Victims may be further traumatized by social media – through which the details of an assault can “go viral.” While this is an un- researched issue, a number of high profile sexual assault cases have drawn attention to this relatively new and disturbing dynamic.** Campus Sexual Assault: A Particular Problem: As noted, 1 in 5 women have been sexually assaulted while in college.*** Reporting rates for campus sexual assault are also very low: on average only 12% of student victims report the assault to law enforcement.*** The dynamics of college life appear to fuel the problem. Most college victims are assaulted by someone they know; parties are often the site of these crimes, and many victims are abused while they’re drunk, under the influence of drugs, passed out, or otherwise incapacitated. This is called “incapacitated assault.” Perpetrators often prey on incapacitated women, and sometimes surreptitiously provide their victims with drugs or alcohol. Perpetrators who drink prior to an assault are more likely to believe that a woman’s drinking itself signals that she is interested in sex. *** References *Black, M.C., Basile, K.C., Breiding, M.J. Smith, S.G., Walters, M.L., Merrick, M.T., Chen, J., & Stevens, M.R. (2011) The National Intimate Partner and Sexual Violence Survey (NISVS): 2010 Summary Report. Atlanta, GA: National Center for Injury Prevention and Control, Centers for Disease Control and Prevention. In calculating the prevalence of rape, The Centers for Disease Control and Prevention (CDC) counts completed forced penetration, attempted forced penetration, or alcohol/drug facilitated completed penetration. Like other researchers, the CDC considers attempted forced penetration to fall within the definition of “rape” because that crime can be just as traumatizing for victims. As the CDC further explains, the most common form of rape victimization experienced by women was completed forced penetration: 12.3% of women in the United States were victims of completed forced penetration; 8% were victims of alcohol/drug facilitated completed penetration, and 5.2% were victims of attempted forced penetration. These are lifetime estimates and a victim might have experienced multiple forms of these subtypes of rape in her lifetime. **The White House Council on Women and Girls (2014). Rape and sexual assault: A renewed call to action. Office of the Vice President. ***Krebs, C.P., Lindquist, C.H., Warner, T.D., Fisher, B.S., & Martin, S. L. (2007). The Campus Sexual Assault (CSA) Study (221153). Washington, DC: National Institute of Justice, U.S. Department of Justice. [Hereafter cited as CSA (2007)].; Krebs, C.P., Lindquist, C. H., Warner, T.D., Fisher, B.S., & Martin, S. L. (2009) College Women’s Experiences with Physically Forced, Alcohol- or Other Drug- Enabled, and Drug-Facilitated Sexual Assault Before and Since Entering College. Journal of American College Health, 57 (6), 639-647. ****Kilpatric, D.G., Resnick, H.S., Ruggiero, K.J., Conoscenti, L.M., & McCauley, J. (2007). Drug facilitated, incapacitated, and forcible rape: A national study (NCJ 219181). Charleston, SC: Medical University of South Carolina, National Crime Victims Research & Treatment Center. Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru
Myth: Sexual Assault is caused by lust or uncontrollable sexual urges and the need for sexual gratification. Fact: Sexual Assault is an act of physical violence and domination that is not motivated by sexual gratification. Myth: Once a man gets sexually aroused, he can't just stop. Fact: Men do not physically need to have sex after becoming sexually excited. Moreover, they are still able to control themselves after becoming aroused. Myth: Women often lie about sexual assault or falsely accuse someone of sexual assault. Fact: Statistical studies indicate false reports make up two percent or less of the reported cases of sexual assault. This figure is approximately the same for other types of crimes. Only one out of 10 rapes are actually reported. Sexual Assault by someone the victim knows are the least likely to be reported. Myth: Women provoke sexual assault by their appearance. Sexual attractiveness is a primary reason why a perpetrator selects a victim. Fact: Perpetrators do not select their victims by their appearance. They select victims who are vulnerable and accessible. Victims of sexual assault range in age groups from infants to the elderly. Sexual attractiveness is not an issue. Myth: Sexual assault is a topic that only concerns women, and men do not have to be concerned about sexual assault. Fact: According to recent sexual assault crisis center statistics, men, both straight and gay, suffered 10 percent of the sexual assaults reported in the United States last year. In addition, men have wives, friends, sisters, mothers and daughters who may someday need assistance in coping with sexual assault. Sexual Assault is a concern for everyone. Myth: If a woman really did not want to be sexually assaulted, she could fight off her attacker. Fact: Even if the perpetrator is not carrying a weapon, the element of surprise, shock and fear or the threat of harm can overpower a victim. Additional Facts about Sexual Assault Women and girls are the vast majority of victims: nearly 1 in 5 women – or nearly 22 million – have been raped in their lifetimes.* Men and boys, however, are also at risk: 1 in 71 men – or almost 1.6 million – have been sexually assaulted during their lives.* Young people are especially at risk: The majority of sexual assault victims are young between the ages of 16 and 24. The Centers for Disease Control and Prevention (CDC) reports that 80% of female victims were sexually assaulted before they turned 25.* College students are particularly vulnerable, with 1 in 5 women being sexually assaulted while in college.*** Other populations are also at higher risk of being sexually assaulted, including people with disabilities and the LGBT community.* Most victims know their assailants: 51% of female victims were sexually assaulted by a current or former intimate partner, and 41% were sexually assaulted by an acquaintance. Assault by strangers , in contrast, accounts for only 14% of the total. Of men and boys, 52% report being sexually assaulted by an acquaintance and 15% by a stranger.* The vast majority (nearly 98%) of perpetrators are male. 98% of female and 93% of sexual assault victims report that their assailants were male.* The Impacts of Sexual Assault. Sexual assault victims often suffer from a wide range of physical and mental health problems that can follow them for life – including depression, anxiety, chronic pain, diabetes, sexually transmitted diseases, eating disorders, and post-traumatic stress disorder. They are also more likely than non-victims to develop alcohol and substance abuse problems and attempt or consider suicide.** Victims may be further traumatized by social media – through which the details of an assault can “go viral.” While this is an un- researched issue, a number of high profile sexual assault cases have drawn attention to this relatively new and disturbing dynamic.** Campus Sexual Assault: A Particular Problem: As noted, 1 in 5 women have been sexually assaulted while in college.*** Reporting rates for campus sexual assault are also very low: on average only 12% of student victims report the assault to law enforcement.*** The dynamics of college life appear to fuel the problem. Most college victims are assaulted by someone they know; parties are often the site of these crimes, and many victims are abused while they’re drunk, under the influence of drugs, passed out, or otherwise incapacitated. This is called “incapacitated assault.” Perpetrators often prey on incapacitated women, and sometimes surreptitiously provide their victims with drugs or alcohol. Perpetrators who drink prior to an assault are more likely to believe that a woman’s drinking itself signals that she is interested in sex. *** References *Black, M.C., Basile, K.C., Breiding, M.J. Smith, S.G., Walters, M.L., Merrick, M.T., Chen, J., & Stevens, M.R. (2011) The National Intimate Partner and Sexual Violence Survey (NISVS): 2010 Summary Report. Atlanta, GA: National Center for Injury Prevention and Control, Centers for Disease Control and Prevention. In calculating the prevalence of rape, The Centers for Disease Control and Prevention (CDC) counts completed forced penetration, attempted forced penetration, or alcohol/drug facilitated completed penetration. Like other researchers, the CDC considers attempted forced penetration to fall within the definition of “rape” because that crime can be just as traumatizing for victims. As the CDC further explains, the most common form of rape victimization experienced by women was completed forced penetration: 12.3% of women in the United States were victims of completed forced penetration; 8% were victims of alcohol/drug facilitated completed penetration, and 5.2% were victims of attempted forced penetration. These are lifetime estimates and a victim might have experienced multiple forms of these subtypes of rape in her lifetime. **The White House Council on Women and Girls (2014). Rape and sexual assault: A renewed call to action. Office of the Vice President. ***Krebs, C.P., Lindquist, C.H., Warner, T.D., Fisher, B.S., & Martin, S. L. (2007). The Campus Sexual Assault (CSA) Study (221153). Washington, DC: National Institute of Justice, U.S. Department of Justice. [Hereafter cited as CSA (2007)].; Krebs, C.P., Lindquist, C. H., Warner, T.D., Fisher, B.S., & Martin, S. L. (2009) College Women’s Experiences with Physically Forced, Alcohol- or Other Drug- Enabled, and Drug-Facilitated Sexual Assault Before and Since Entering College. Journal of American College Health, 57 (6), 639-647. ****Kilpatric, D.G., Resnick, H.S., Ruggiero, K.J., Conoscenti, L.M., & McCauley, J. (2007). Drug facilitated, incapacitated, and forcible rape: A national study (NCJ 219181). Charleston, SC: Medical University of South Carolina, National Crime Victims Research & Treatment Center. Disclaimer: Opinions expressed in comments are those of the comment writers alone and does not reflect or represent the views of Victor Duru