Business coaching makes the old way of doing business development new again.
There’s a new kid in town and his name is Relationship Marketing. Business professionals are seeing the benefit of this unique strategy and applying it. It is critical to build tight relationships these days. And building those business relationships look different than it did years ago.
If you have been in sales more than a few months you have seen the “Roller-Coaster Selling Cycle” or possibly have even fallen victim to it. You know the difficulty it causes, how it erodes your confidence and how hard it is to pull out of. This up and down selling cycle is so common that it could be called an epidemic. And yet it’s so preventable! So what’s going on?
What’s happening is that the delay between what you do and what reward you receive is causing you to lose focus. This is something that a Professional Business and Sales Coach is trained to recognize and help you get out of. We live in an instant world that does not know what delayed gratification is. Take a look at this example: When you have a job, your employer asks you to do a certain task and in return you receive a paycheck. When you stop working your money stops coming just as fast. Conversely, in sales there will be actions you take today that may not bring results for weeks or even months. This sales turnaround time varies from industry to industry and even for different prospecting types. Your ability to stay focused on doing the right daily actions regardless of what economic remuneration you receive will dictate how you will do in sales. How do you think you can stay focused when you can’t see results in the foreseeable future?
Managing time can be like grasping the wind; you just can’t do it! What you can do is manage yourself. We call this “Self Mastery”, and it is a key factor in moving your business and sales forward. Since this skill set is complex, let’s just focus on the first step in managing your time. It’s called “How to Have a Productive Morning”.
Morning is the perfect time to accomplish all the things that build your business. Get started before anything has a chance to stop you – even yourself. You can manage your day best if you don’t have a chance to hum and hah about it beforehand. The key is to not allow anything to distract you. That’s right: turn off your e-mail, no surfing the net and no incoming calls. All of that can wait. It only takes two hours every day to build your business. Choosing to devote this time to work on building the business is the one action that will lead to your success. As a Performance, Business and Sales Coach I continually encounter people who are so busy with the urgent things that pop up that they have lost the ability to manage themselves and lose precious time in the process. Maintain this time in your mind as a ‘must do’ action. You need to put time into your business for it to succeed.
But what should do you, exactly, during your business building time? Well there are three power actions that need to be accomplished as part of your time management.
Here’s what you need to know to build your “Productive Morning”.
A must watch for anyone in the sales industry. Rich Grof, performance sales coach, explains, in detail, how and why everyone wants to buy but nobody wants to be sold. Do you know the difference?
Watch more videos at http://youtube.com/richgroftv
There’s an old saying in sales that says, “Everyone wants to buy, yet no one wants to be sold”. This ideology embodies the concept of need-motivated selling that contributes largely to what is called ‘client enrollment’.
Client enrollment is nothing more than finding out what your potential clients want, what value it has to them and what plans they have to achieve it. However, there may be a noticeable gap in their dream and the reality they live with. It’s this gap and its importance that will determine whether they will be motivated to move forward and find a solution. Sounds easy, right?
In fact it is that easy! The hard part for most people is discovering what someone’s wants and motivation actually are. For business and sales professionals this is easy to do. The most direct way is to use your questioning and listening skills to help uncover the secret dreams, desires, pains and problems of potential clients. Then once they are clear about what is important to them and the value it has in their life, they can tell how your product or service will make a difference in their lives and are more motivated to pay for it!
The best part about enrolling your client is that you’ll be able to do it over and over again, helping your client with their future needs. That’s right, if you learn the skill of enrollment and helping others build their dreams, you will develop clients that will work with you for years and become raving fans who refer other potential clients to you. This, of course, creates a more steady, consistent income.
Copyright © 2011 Rich Grof: Life, Business and Executive Coaching. All Rights Reserved.
