Tips and Techniques to Apply for Motivated Staff and More Sales

How to Live Longer

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I have found the answer to eternal life. Well maybe not eternal, but you could certainly live longer.Dog Tired of Phone Calls

But first let me ask you; don’t you just hate it when people say ‘What’s wrong with you today, you don’t look very happy?’

Maybe you don’t feel like smiling on that particular day, for no particular reason. Or maybe you feel like punching them in the nose.

However, a report in American Psychologist states that:

Smiling and being agreeable influences the length of people’s lives in a positive way – Wow!

On the other hand, being grumpy increases the likelihood of a violent death, heart disease, cancer etc – oh dear!

And punching someone on the nose may result in a violent death!

If DC says it; it must be true

Dale Carnegie in his book – How to Win Friends and Influence People, says: ‘People who smile tend to manage, teach and sell more effectively, they also raise happier children.’

Are your teeth okay?

Another survey found that 75% of respondents thought that an unattractive smile would be bad for their career. While a whopping 92% said an attractive smile was a necessary social asset.

Watch out for the scary people

These sorts of reports have been around for years, but many of the people that I come into contact with don’t seem to have received the message.

I’ve attended business networking meetings where many non smiley people look downright scary. And they wonder why they don’t gain any benefit from their networking!

Many of the people at my local health club look downright unhappy. You’d think they were there as some form of penance rather than as part of their fun and leisure time.

Are you sure your teeth are okay?

Of course many people don’t smile because they’re nervous; they lack confidence or have low self-esteem. Some people on the other hand actually believe they’re smiling when the face they present to the world could actually turn milk sour.

Have a look at your face from your side

I’m not suggesting that we all go around with big smiles on our face grinning inanely at people we hardly know. If you did that, then the men in white coats would soon be dragging you off to a place of detention. However, I am suggesting that we think about the face we present to other people.

By sporting a warm smile at the appropriate time we can only smooth the path for the people we’re dealing with. We also boost our own confidence and it allows us to relax and make the most of a situation.

Here come the technical bit

Smiling stimulates the release of endorphins, the body’s feel-good chemicals, which has an ongoing positive effect. It’s a two way neurological process; when you smile you literally become happier, and when you’re happier, you smile more. If someone gives you an unsolicited smile, you smile back and in this way we directly affect each other’s moods.

Switching on a smile will only bring benefits – you’ll be happier and everyone else will be happier – so keep smiling!

And in the words of W.C. Fields:

‘Start each day with a smile and get it over with’.

(That was just to make you smile!)

And let me make you smile more often – put your email address in that box on the top right. Don’t worry, I won’t give it to anyone else.

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10 Reasons Why People Who Care Less About What Others Think Are More Likely to Be Successful

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Do you feel that you always have to please others? Do you worry that they will think you selfish if you concentrate on what you want. But if you want success for you and your family, then this article may help.

Finding success for the successful is more about having to care less about what others say.

Source: 10 Reasons Why People Who Care Less About What Others Think Are More Likely to Be Successful

40 Simple Things You Can Do Every Day To Become Much Healthier

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Comfort zoneIf you want to improve your health, boost energy levels, shed extra pounds and slow down aging, follow these 40 simple tips on a daily basis.

Source: 40 Simple Things You Can Do Every Day To Become Much Healthier

How to Be More Productive and Eliminate Time-Wasting Activities by Using the ‘Eisenhower Box’ 

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I like this – anything to maximise the time we have.

Eisenhower had an incredible ability to sustain his productivity not just for weeks or months, but for decades. And for that reason, it is no surprise that his methods for time management, task management, and productivity have been studied by many people.

Source: How to Be More Productive and Eliminate Time-Wasting Activities by Using the ‘Eisenhower Box’ | James Clear

Tips For Managing Your Sales Team During The Winter Months

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Guest Post by Lindsey Patterson

During the winter months, a sales team may grow bored as they will not always have a lot of leads. Now, it is wise to keep the great salespeople on board as they will come back working harder after the weather improves. However, it is wise for a business to go out of its way to work with the sales team and nurture more professional growth. With this in mind, here are five tips for managing a sales team during the slow winter months.

Encourage travel and family time: While not always possible, it is wise to encourage employees to take time off during the winter. Now, it is not wise or financially prudent to force a staff member to take a furlough as they may never return. However, when taking a couple of weeks off to refresh and enjoy a ski trip with the family, a salesperson can return to work feeling refreshed and energetic. One must realize that it is hard to do well in sales if an individual never gets the necessary rest. In fact, if possible, the manager or company owner should hold a retreat where staff members can get together and enjoy some free time away from the office.

20499836_s (1)Check up on current clients: With sales, it is always wise to stay on top of the game. One way to do so is to stay on top of the customer relationship management by contacting current customers. When sending a quick email or making a short phone call, one can check up on the client and get any input. Though the call should not be a sales call, it is possible to close a deal when doing this.

 

 

Snooping: When working in a competitive industry, it is wise to take a field trip and snoop on the competition. This is an easy and fun way for current employees to check out other companies and get new ideas. Remember, with a quick shopping trip, one can learn a lot and may find a new way to approach a system or idea.

Inspire creative minds: While the winter is not a great time to make sales, it is not impossible. Since a salesperson will have more free time, it is wise for him or her to work on new methods to find clients. With this, a small business owner can find new techniques to attract and retain clients. Furthermore, a salesperson will have a bigger incentive to try hard and find new clients who will bring in plenty of new orders.

20420214_sWeekly meetings: Often, an employee will have ideas but will fear sharing them with the company or bosses. This is not good as a team member should have no issue in sharing his or her ideas for the future. To get the ball rolling and people talking, the owners should hold a weekly sales meeting. In fact, if possible, it is wise to bring in people from advertising and marketing as it is a way for everyone to get together and brainstorm on ways to improve the process.

 

 

 

With these five tips, a boss can easily manage his or her employees during the slow winter months. One must remember that a salesperson can learn and prosper all the time when he or she has the right tools.

Lindsey Patterson is a freelance writer who specializes in technology, sales, customer relationship management, and the latest social trends specifically involving social media.”

 

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7 Steps To a Happy and Motivated Team

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Do you want a highly motivated team who are engaged and happy at work, and who make a positive contribution to business winners 1your business?

The question, I’m most often asked by managers, is – ‘How do I motivate my team?’ They want some instant fix, a magic bullet that improves team motivation overnight. But as we all know, life isn’t like that.

I understand and appreciate why this question is being asked, I was a manager for sixteen years, and I understand the challenges managers face every day with their people. The answer I give is – ‘You don’t motivate your team, you create the environment where they motivate themselves.’

Effective motivation is intrinsic, it has to come from within. There is no instant fix; it’s an ongoing day to day process of small actions that build a highly motivated team. It’s like pushing a heavy boulder, you need some initial effort to get the process going, but once you’ve done that, it takes a lot less effort to keep it moving.

7 Steps to success

1. Spend some quality time with each of your team.

Talk with them and find out how they’re doing on a personal level, and a business level. Give them feedback; tell them when they do something well and tell them when not so well.

2. Listen to what they have to say, and show that you’re listening.

Turn away from the computer, and switch off the phone. Keep good eye contact, use open body language, and make noises that indicate that you’re listening. Emphasise with their personal problems and provide solutions to business problems, wherever possible.

3. Coach them on the job, to do even better.

Remember that coaching is a two-way process with your team member; helping them to find solutions to job related or personal problems

4. Find ways to make their job more interesting.

Vary the jobs they do, give them some of your tasks, and give them more responsibility. Ask them to train or mentor another member of the team.

5. Show that you appreciate them, and have some fun.

Give the occasional reward for no particular reason. Some time off work, a personal thank you letter, cakes or sweets, flowers on a birthday or a bottle of wine. Suggest a team member takes their partner out for a meal and charge it to expenses.

6. Keep them informed.

Let them know what’s happening in the company; how the business is doing, provide relevant information on new products or services.

7. Trust and believe in them.

Show them what you need them to do, and let them get on with it. Take risks; don’t keep ‘supervising’. Set up parameters that allow them to make decisions. If they keep coming to you with questions, don’t provide an answer, ask them what they would do and support their response.

Your team members want to know that you care about them, that you’re interested in them from a personal, and business point of view. They want to believe that you trust them, and want them to succeed. If you can create that environment; then you will have a happy and motivated team!

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More Sales in Singapore in 2014

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I’m really looking forward to running new sales training workshops for a client in Singapore in Q1 of 2014.DSCF2017

Also, I’ll be running another new workshop:

How Managers Use The JAB Method To Drive Performance

I just love being in Singapore, and when I do some work there,  it’s even better!

If your sales or sales management team would like to learn some new skills or refresh some old ones; please get in touch and we can have a chat.

Send me an email and we can set up Skype or Viber or phone call.

alan@themotivationdoctor.com

+63 917 517 5191

Or contact my friends in Singapore at d’Oz International.images

7500A Beach Road, The Plaza
#08-317, Singapore 199591

http://www.d-oz.com/

 

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One Way to Manage Difficult People

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Here is a really simple way to manage a difficult person. Buy my book How to Manage Difficult People, and smack them discussionround the head with it!

Okay, let’s get a little bit serious.

When you speak with another person, it will most certainly be on a business level. Almost all communication takes place on a business level.

Buying a bar of chocolate in a shop requires Business level communication. You say what you want – ‘I’d like a bar of fruit and nut chocolate, please.’

Or in the office: ‘Mary, please type this report and return it to me this afternoon.’

These Business level interactions could be so much better if you add a Human level.

Think about your experiences

I’d like you to think for a moment about a time when you had really exceptional customer service. Perhaps it was when you booked a holiday, dealt with a utility company, or bought something in a shop or a store. Think about it for a moment and write down what made this service so good. When I do this exercise with a group of people, they can always tell me all the bad stories. However, they eventually come forward with examples of good service and they say things like:

  • The person who dealt with me was really kind
  • They listened to me
  • They made me feel important
  • They went out of their way
  • They were very friendly
  • They used my name

Occasionally some people will say:

  • The service was fast
  • They delivered on time
  • The product or service did what they said it would

The first group of answer always outweighs the second group. In other words – people make decisions about the level of customer service based on the interactions they have with the people in the business.

The comments in the first group are Human level responses.

The comments in the second group are Business level responses and are taken as a given.

We expect goods or services to be delivered on time, and do what the supplier said they would.

Think about a job experience

In a similar situation; if I ask participants in a seminar, to describe a job that they enjoyed, and what made it a good place to work, they rarely say things like:

  • I was well paid
  • The working conditions were excellent
  • We had a first-class staff restaurant
  • I attended some great training courses
  • I felt I had job security

They are more likely to say:

  • My boss always listened to me
  • He made me feel my comments had value
  • She was firm but fair
  • Told me when I did something well
  • Helped me when I hadn’t done something well
  • Told me what was happening in the company
  • I had some great colleagues and we worked well together as a team

The comments in the first group are Business level response.

The comments in the second list are Human level responses.

When interacting with other people, particularly difficult people, Human level responses are vitally important. It doesn’t matter if it’s face to face, over the phone, or by e-mail. You need to mix the Human with the Business.

People often say to me:

‘I don’t have time for all this nicey-nicey, touchy-feely stuff; I need to get the job done.’

My answer to that is:

‘If you introduce some Human level responses with the people you interact with, be they customers or staff, then you will get the job done, better, faster, and with less mistakes.’

This isn’t about being nicey-nicey, it’s about meeting the human needs of every person you interact with.

Human beings are almost totally driven by their emotions. If you meet their human needs then you’ll make managing difficult people a whole lot easier.

Check out the book – How to Manage Difficult People7018_155572617408_699287408_2759755_4580853_n

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How Not To Waste Your Management Time

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FocusLet me ask you a simple question; what do you believe a manager’s job is all about? What is it that managers do on a day to day basis?

Now, if you’re a manager, or you probably work for one, then you’d almost certainly be able to list a whole range of actions and activities. They might include: interviewing, solving problems, dealing with customers, planning, report writing, analysing data, dealing with complaints and hopefully, leading and motivating the people who report to them.

Many managers seem to believe that, over and above these activities, the prime function of their job is to identify weaknesses in members of their team, and resolve them. In other words, they relentlessly focus on the negative aspects of an employee’s job. They do this, at worst, by criticising, and reprimanding or, at best, by coaching or training.

Too much focus on the negative

I am aware of managers that spend a great deal of their time exploring an employee’s performance looking for some perceived fault or aspect that could be improved. Parents often focus on the negative aspects of a child’s school report rather than the positive.

Too many managers are spending too much time trying to change people.

They seem to believe that if they train people, tell them what to do or even threaten them with disciplinary action or the sack, then they can get them to change.

The successful manager concentrates on developing the strengths of their team members, not trying to correct their weaknesses.

Sometimes you have to manage around a weakness, but you can’t make people what they’re not.

I’m just not musical

When I was a teenager, my father sent me for piano lessons for about three years. He was determined that I would learn to play the piano. To this day I cannot play a note. I realise now, as an adult, that I am just not musical.

Strange as it may seem, I’m not particularly interested in music. My CD collection consists of about 6 CD’s which I rarely listen to. If I had attended piano lessons for even more years then I’m sure I could have become competent. However, I would never be any good at playing the piano.

Don’t waste your time

It’s a waste of time trying to correct weaknesses that can’t be sorted. Some people just can’t build relationships with customers, others can’t work as fast as you need them to, others can’t write a report to save their life, (and ‘certain other people’ will never be able to play the piano)

Build strengths

Your most productive time as a manager will be spent focussing on strengths and how to develop these further.

If you give people feedback on what they do well; then it is often the case that there is an improvement in what they don’t do so well.

By focussing on the positives, they feel more motivated to improve the negative aspects of their performance.

So there you have it; whether in your business or personal life, focus on the positive aspects of other people, not on the negatives.

Remember: People have one thing in common; they are all different.

 

7 Ways To Be a Powerful Persuader

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I’ll always remember the first sales course I ever attended and the definition of selling that was drummed into my business couple dealbrain.

‘Selling is the art of creating a desire in the mind of a buyer and satisfying that desire so that buyer and seller benefit.’

Now that may seem a bit old fashioned for many of today’s salespeople, but I believe the principle still holds true particularly if we’re attempting to persuade another person; be it a member of our team, a colleague or a customer.

Change the mindset

If you’re going to persuade someone to change their behavior, their viewpoint, their attitude any other aspect of their business or personal life, then you’re talking about changing a mindset.

If anyone is going to change their mindset then they need to envisage benefits for them that outweigh their present circumstances or situation.

If you’re the person doing the persuading, then you need the following skills, qualities and characteristics which make you believable and credible.

1. Belief

Successful persuaders believe in themselves and what they’re talking about. After all, if you don’t believe in what you’re saying, how do you expect anyone else to?

2. Enthusiasm

I’ve known people who totally believe in what they’re saying but fail to communicate with any enthusiasm or passion. Many people find difficulty with this.

If you want to persuade someone, you’d better find a way to get enthusiastic about it.

3. Knowledge

You must know what you’re talking about, so make sure you have all the information, facts, figures and statistics to make your case.

4. Empathy

Put yourself in the other person’s shoes. What do you think is important to them? Consider carefully why they should accept what you’re saying.

If someone is frightened of flying, then there’s no point in telling them not to be silly and to stop behaving like a baby. You need to think about how you might feel in these circumstances and what might persuade you to change your mind; you need to outweigh the fear with benefits relevant to the individual.

5. Persistence

If you want to persuade someone, don’t give up on the first ‘no’ or rejection of what you say. Persist and persist – but do it nicely!

People wont necessarily react in a negative way to your persistence when they realise you really believe what you’re saying.

There’s a fine line between being persistent and being a nuisance.

Watch the other person’s reactions and if it looks like you’re persisting too much – stop!

6. Energy

Put energy into all your interactions with other people. Energy fuels enthusiasm; we are persuaded by people with energy.

Many TV presenters use their energy to sell us their ideas. Think of the celebrity chefs on TV persuading us to produce fabulous meals or other presenters who get us all excited about re-modelling our homes or gardens.

7. Consistency

Everything you do or say is important, everything counts. If you want to be a powerful persuader then you must be consistent. If you’re trying to persuade someone to keep their promises, then you must always keep yours.

If you say, ‘I’ll phone you back in ten minutes,’ then phone them back in nine minutes.

Conclusion

To be a powerful persuader you need many skills, qualities and characteristics. Even with them all in place, there is still no guarantee of success.

However:

People are more likely to be persuaded by people they trust, they like and have a good relationship with.

Sell yourself and change a mindset.

Excerpt from How to Manage Difficult People How to Manage Difficult People

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