It’s not always easy to predict what will happen in a commercial environment but if there’s one thing that has always and will always happen, it’s change.
Despite the inexorable nature of change, many businesses are not prepared for it and their employees often resist it, reducing the potential for positive outcomes and continuous improvement.
Successful businesses, however, not only embrace external change but actually embed proactive, positive change into their business culture, which enables them to maximise opportunities, manage risk and drive business development.
So how can you take control of change in your business and ensure that your entire team embraces it to maximise the potential for continuous improvement?
The first step is to define change and recognise its symptoms; in order to manage change you need to understand what causes it and what implications it brings to your business.
Organisations experience change for all different kinds of reasons: external forces such as market conditions, supply chain issues or technological advances can initiate change. Internal factors can also come into play, and these can include anything from implementation of new processes to a change of management team.
Many of these changes are foreseeable…some are not, but a business that has mastered change management at all levels will be better able to predict and drive change, using it to enhance the company’s performance rather than threaten its stability.
In order to take this continuous improvement approach to change rather than allowing it to become a cause for strategic drift you must not only master change as a business leader but must also tackle resistance to change throughout your organisation. While it’s human nature to be reticent about change, empowering your team at all levels to identify opportunities for positive change and then drive and deliver it will help to engender a culture where it is an integral part of positive business improvement. In this way, you can convert it from the enemy of the status quo into the catalyst for building a better business.
Developing this positive approach to change across your business will not only enable you to drive continuous improvement, it will also help to boost morale and motivation.
Why? Because an employee that feels part of something positive and can take a level of ownership for delivering change will see a greater sense of purpose in their job and will understand their role in the company’s success.
Creating that culture cannot happen of its own accord, however. Mastering change as a business means mastering change as a leadership team…and to do that you need to be able to analyse successful change, overcome resistance and lead positive change with good practice and motivation.
For your company to succeed in mastering change you need to equip yourself with the tools to lead and create a high performance culture within your organisation. Some of this is about attitude, strategic approach and management structures; many senior leadership teams can benefit from targeted training, however, enabling them to plan for change and embed positive cultures in their organisation.
The starting point is to recognise that change is inevitable and must therefore be part of strategic planning and a constructive approach to continuous improvement. So whether you are a business leader that has recently had to overcome resistance from you team or you’re a manager that would like to understand more about your own responses to change, learning more about what you can do to enhance your company might be the first positive change you need to make here
By Mike Le Put, Director, MLP Training
Key skills for Top Managers in any business.
How can you help every member of your team become an even greater asset to your business?
Coaching & Mentoring are development techniques designed to enhance the skills, knowledge and work performance of every member of your business team. They are techniques that apply to employees in all departments and at all levels.
Your people are your greatest assets and by supporting them through an established process of coaching and mentoring you will instil confidence and create a positivity that will lead to even greater business success.
Joining a good coaching and mentoring programme will teach you the skills required for both coaching and mentoring and shows the relationship between the two skills - how they complement each other, as well as the distinction between where and when you should coach or mentor.
Where coaching generally focuses on a particular task, some individuals need to learn mentoring which focuses on the whole person. Mentoring is about the guidance and support you can give to an individual that gives their career direction and purpose.
Coaching is a master skill of great Managers, Supervisors and Team Leaders. Having invested in recruiting the best people, the best Managers invest in coaching to develop, motivate and retain great people.
Become a Coach and Mentor learn from expert trainers and become the powerful coach and mentor that will strengthen your team and propel your business to greater success.
Develop your coaching and mentoring skills to:
- Be a powerful coach and Mentor - Find the good and great in every member of your team - Help them set development goals - Help them gain high self-esteem and confidence - Help them to help you grow the business - Give them support and encouragement - Praise the procedures you want repeated and then teach them to become the next coach and mentor
Join MLP Training for their next Coaching and Mentoring master class at the Bolholt Country Park Hotel, Bury
Achieve success by becoming a powerful Coach and Mentor - call today 01204 888 826
The motivational power of recognition
One of the most asked questions on our Sales Managers' Masterclass programme is:
“How do I motivate sales people?”
If you want to motivate your sales people, then it’s simple. Catch your people doing something right and praise the procedures you want repeated. Recognition is a massive motivator. It costs nothing to say thank you but the rewards from recognition are priceless.
I can remember doing a motivational survey for one of our customers to see if we could find the biggest motivators and the best manager. We got about 48 delegates in a room seated at round tables with 6 people per table.
Each delegate had to complete a number of sentences such as:
- 'The biggest Motivator is...'
- 'The biggest de-motivator is...'
- 'If you want to motivate us you should...'
- 'If I was in charge of motivation I would...'
We had about 20 questions altogether and at the end of the exercise each team had to compare notes and reach agreement prior to giving feedback to the entire group. While the delegates worked on their task the mangers listed what they believed to be the biggest motivating factors.
The managers list looked something like this:
These factors are important to attract salespeople to the business but they soon become an entitlement. “I’m entitled to a BMW, it’s part of the package.”
So what was the biggest Motivator and who was the best Manager?
The biggest Motivator was recognition and the best Manager 'Mark Johnson'. Why was he the best manager? He's interested in me. He's the only one that takes the time to talk to me and more importantly listens to me when he does not want anything.
When you see, the other managers coming you think here comes extra work or I must be in trouble. Mark always has something good to say about my work. He always finds time to thank me for the small things that make a big difference.
How do you measure motivation?
You can measure the level of motivation by what your people do after they do what you paid them to do.
They go the extra mile for managers who say 'thank you'.
Catch your people doing something right and praise the procedures you want repeated.
For more information about MLP Training and the courses on offer, visit our website.
Get Appointments Over the Phone
Learning how to turn your phone into an Appointment Making Machine can be difference of success or failure in your job.
Today, I want to cover some useful tips that will help you and give you a thrust for your future development.
Many Sales people are good in front of customers. The problem is they just don’t get in front of enough of them....
So, if you are responsible for making your own appointments here are some ways you can book yourself busy.
How can you Increase the number of Appointments you make? with our 3 D’s
Develop a winning attitude
Success breeds success.
Always act in a manner consistent with our self-image.
You need to have a self-image of yourself as a winner.
You need to walk like, talk like, dress like and act like a winner.
Define your target market
The greatest power in the world, take the line of lease resistance. Electricity, Floodwater, even a Lightning strike.
So should you
• Go for people who are most likely to want your product or service. • Customers. If you have sold them a cup go back and sell saucer then a spoon then some coffee then some milk. • People who look like your customers. If you have sold to printers. Look for other printers. • Unconverted enquiries unconverted quotations (a GOLDMINE) • Referral marketing promoting products or services to new customers through referrals.
Develop a powerful script
When the Phone rings and your prospect answers they are trying to work out three things:
1. Who are you 2. What do you want 3. What’s in it for me.
Your Script has to answer these questions
Who you are depends on who you need to be in order to get an appointment with this person without lying and misleading.
It can be true to say I work with Big corporations. And It can be True to say I work with Small corporations. But you need to know what to say and when to say it.
Under the What do you want. It is simple you want and appointment. Don’t sell the product SELL THE APPOINTMENT.
Under the what’s in it for me only talk about Relevant benefits and keep them Relevant.
Another key area to make sure your knowledge and skills stack up is Identifying and handle objections.
Many Salespeople think the best time to handle objections is when they come up. This in fact is the wrong time to do it.
The right time is before they come up.
You should come up with as many objections as you can think of, and ways to handle them before you pick up the phone.
We have identified 14 standard objections that salespeople face every day.
Increase your Earnings and accelerate your career as a Sales Professional Starting Now
Without sales training, your team can struggle and business growth can become stagnant. This can turn into a real problem as the more experienced members fall into a slump. A great way to keep new and seasoned team members sharp is by having training on a recurring basis.
By doing so, your team will learn from past victories or failures while they are fresh in mind. Continual development can give teams a rounded knowledge so they keep motivated, hit targets, grow the business, turn appointments into meetings, present and close more business.
6 Advantages of Training your Sales Team as a Team are:
1. Your training course can become a Team Building event
2. Corporate rates for groups normally work out cheaper per head
3. You can work with a provider and focus on the specific needs your Business and tailor the course to your needs
4. Training can take place at your premises, a venue of your choice or the providers facilities
5. Group training can offer better flexibility for you to control the duration and time scales of the courses
6. Delivering a course that has been tailored to the group enables you to monitor your learner’s outcomes in the workplace related to their job roles
For over 25 twenty years we have had the pleasure of working with some of the world’s leading companies, helping them to gain efficiencies in their businesses.
Whether we come to you to train your team as a team or you join us on an open course our role is to help you clearly identify your goal and provide the inspiration, motivation and training, to help sales professionals be the best they can be.
The other day I was asked how I would handle the Too Expensive Objection and decided this would make a useful blog for Sales People in my network so here it is!
First of all, remember the golden rule “Don’t Negotiate until sold” Do a worth analysis to find out what it is worth before you tell the customer how much it cost and don’t talk about cost only talk about saving.
Simple example would be: you know your product is £20.000 You ask the customer questions to establish the fact that the problem is costing them £25,000. You then say we may have a solution and if it is acceptable to you it could save you £5000.
Would you like to see the solution?
You only talk in terms of solutions and saving. Never cost and Price.
Focus on what it’s worth not what it costs. Remember so long as it is worth more than it costs then it cost them nothing to do it.
The worth analysis is THE BEST WAY to handle the price objection.
So here are 26 great ways to handle those objections……
Selling against competition
Sell the difference. If you are £10 and the competition is £9 you don’t have to justify £10 all you need to do is sell the difference and that is just £1
Below are 3 Questions and 41 responses you may find useful.
It is Too expensive
1. As compared to? 2. How do you mean? 3. In relation to? 4. Tell me why do you say that?
I have had a better offer
1. Tell me about it. 2. How do you feel about that offer? 3. What exactly have you been offered? 4. What is included in that offer? 5. What model is that? 6. What are the performance figures? 7. What are the running costs? 8. Out of interest, why didn’t you accept that offer? 9. What concerns you about that offer? 10. Given that you know we can’t get down to that price, what are you looking for in terms of quality, service and reliability? 11. If we were both the same price what would be the advantage to you in going with us. 12. Tell me what’s more important to your business, the price of the machine or its ability to do the job for the next ten years?
Why don’t you take it?
1.If you cut back on the quality of this raw material, then you cut back on the quality of the service you give to your customers. And that’s where the real profit is in your business isn’t it?
2.Why don’t you take it?
3.You know Mr Smith you’re only going to replace this once in the next five years. You want it to be the most reliable component you can get, don’t you? Why don’t you take it?
4.What we’re talking about here is an investment in your business. And your business deserves the best, doesn't it? Why don’t you take it?
5.But you wouldn’t let that stop you having the most reliable components on the market, would you? Why don’t you take it?
6.You have worked hard to but this project together and you want to support it with the very best, up to date electronics you can get, don’t you? Why don’t you take it?
7.You know that Quality is remembered long after price has been forgotten. And quality and reliability is going to be vital in this operation. Why don’t you take it?
8.You can always buy cheaper, but you can’t buy better. And you do want the best you can get don’t you? Why don’t you take it?
9.I understand you want value for money Mr Smith. Let’s look at where the value and the savings are for Smith & Co.
10.It’s an investment in the quality of your business and the quality of service you give your customers. And that’s Priceless, isn’t it? Why don’t you take it?
11.If you cut back on the quality of your components you cut back on the quality of service you give your customers and that’s where the real profit is in your business Why don’t you take it?
12.You know Mr Smith, looking at your building, your offices your car. You’re not a man that buys on price. You want Quality and reliability. And this is the best there is. Why don’t you take it?
13.I understand the design engineers preferred us because we support them from conception to completion, and see us as unpaid members of their team.
14.I understand the Manufacturing Managers prefer us because of continuity of supply, don’t they?
15.I understand that because of or availability you have been able to reduce your stock holding, and free up cash for other projects, haven’t you?
16.I understand your failures in production, reworks and warranty claims have been reduced £XXX because of the quality of our components. That saves you both Time and Money, doesn’t it?
17.I understand you have some issues getting your products on time from China. Don’t you?
18.I understand you have had some quality issues with Chinese components recently.
19.I understand our technical people were a great help to your design team on the xxxx project. I guess that’s why they want to stay with us.
20.I understand you have to place minimum order quantities AND pay up front from China don’t you.
21.What’s more important to you saving 1p on the component or not having to carry stock?
22.What’s worth more to you 1p on the component or reducing failed in process?
23.What’s worth more to you 1p on the component or its ability to work at that temperature for the life of the product?
24.What’s worth more to you 1p on the component or not having to place minimum order quantities.
25.What’s worth more to you 1p on the component or not having to pay up front from China?
CLICK HERE For list of Great Sales Training and Negotiating courses
In Sales? Looking to Smash your Target?
Having worked for over twenty five years with outstanding Sales Professionals across a wide range of industries, selling every conceivable product and service I would like to ask you…..
Would you like to:
Increase your sales and profits
Become an outstanding Sales Professional
Open more doors
Close more Sales
Grow your Customer Base
Increase your Earnings
Here are my 5 top tips to help YOU develop your sales skills
1. Really sell yourself - people buy from people
2. Develop your listening skills – listen more and speak less
3. Understand the psychology of selling
4. Tighten up your objection handling
5. Make sure you are following up your leads - this is so important
NOW if you want to, Find new business! Close more deals! Make higher value sales!
Take action…. Be proactive….
Mike Le Put says "I teach practical skills which are proven methods of increasing your sales, If that's what you need then this is Definitely for you"
Find out about today about a 2 Day Successful Selling Skills Course in Bury Manchester CLICK HERE
Don't just take my word for it....
These are quotes from previous delegates who have attended the 2-day Sales Training Course in Bury Manchester.
“Very insightful and great for all levels of Sales Experience. By far the best training session I've attended, Nicola Hatton Midland HR
"Very Interesting and informative as always. Learnt a lot & many things I will put into practice which, I am sure will make a huge difference to my success in the future. Andy Widdowson. Mosca Direct
"Thank you for looking after the new staff last week. They thoroughly enjoyed the training with you. I've already seen a big difference in their attitude towards sales and tough challenges. They've come back with new ideas, energy and new confidence. You're a genius!" Duncan Ross, AVA
" Extremely useful knowledge. I have so many take-aways that will stick with me for years to come. Nicole Brisebois. LDM Global.
Best Problem Solving Techniques
Find about the best problem solving techniques
One of the most powerful techniques for problem solving is to focus on the Problem not the solution.
Let me explain.....
The best way to get a good solution is to have lots of solutions to choose from. Unfortunately, many people bring you a single solution disguised as the problem.
They may say “My problem is I need a kettle.” Only one solution provide a kettle.
If they had said “My problem is that I need to boil water” we could have provided many solutions.
A Manager may say “My problem is I need More People” Only one solution get more people.
If the Manager had said “My problem is the people I have cannot do the work with Skills, Resources and Procedures we have in place” We now have more options available to solve this problem.
I remember running a problem-solving course for a successful company in Hull. The Distribution Director ‘s opening statement was this “My problem is I need a new warehouse “ You can see this is not his problem, it’s what he believes to be his single solution.
We solved the problem by re-designing his warehouse, installing high lift, narrow-isle trucks and introducing stock rotation systems.
The result was a 42% increase in storage space, a 20% increase in efficiency and a saving of £2 million on the original solution of a new warehouse.
There are many steps to problem solving but the most important is to Clearly Identify the problem.
Next time a person comes to you with a problem, ask yourself has this person given me the problem or have they given me what they believe to be the solution.