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The Art of Chen

Sunday, May 12th, 2013

chenI arrived at Sydney airport. I briskly exited the terminal and was immediately greeted by the humid morning air.

I strategically positioned myself in the cab rank and waited in line for my ride. After a few minutes, my cabby pulled up. The driver then leaped out of his seat and charged around to my side of the car. A small Asian man bursting with energy, big teeth and a crooked smile greeted me. He snatched my suitcase, brushed passed me and lobbed it into his boot.

In broken English he introduced himself, ‘I’m Chen! Where are we off to today?’ Slightly taken aback by Chen’s lively demeanour, I responded, ‘I’m presenting at a conference at the Novotel in Manly. Stunned by this, Chen, burst into a cheer, ‘Manly, okay, this is my lucky day!’

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Posted in Customer Service, Sales Training | No Comments »

Merry Christmas from BOOM!

Monday, December 24th, 2012

merrychristmas[1]

BOOM! will be closed for the festive season between the 21st of December and 6th of Jan 2013.

To be honest, we’ll be too busy eating, partying and being merry to respond to your enquiries. For urgent enquires please email Santa.

However, we’ll be back on dry land early in 2013 re-charged and ready to help you launch into the New Year with a BOOM!

Wishing you all the best for the holiday season. Have a wonderful Christmas and Booming New Year!

BOOM!

Posted in Sales Training | No Comments »

No one likes a desperado

Monday, December 17th, 2012

Desperate DennisDennis the management consultant arrived late to a public sales seminar I was conducting.

The rest of the participants arrived early for their 8.45am registration and had been chatting amongst themselves. He apologised for being late, rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for Dennis’ benefit, I asked everyone to again quickly introduce themselves and describe what businesses they were in. All were happy to oblige.

A couple of minutes into the introductions I sensed Dennis’ energy. He seemed disengaged and uninterested in the stories the others were sharing. I continued into the morning break paying extra attention to him but not at the detriment of anyone else. As soon as the other participants left the room for the break, he approached me and explained the seminar was not what he had expected.

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Posted in Customer Service, Leadership, Motivation, Musings, Sales Training | No Comments »

It’s big to be small

Monday, December 10th, 2012

smallWe naturally sell to and buy from people we like or share a likeness with. How many of your customers fly to work in their own chartered jet?

You don’t have to be big to compete in today’s markets―quite the contrary in fact. The game has changed: big teams have been reduced and replaced by the internet. Big offices have been traded for hot-desking and home offices. And there are multi-million-dollar lounge-room operations competing with the big boys every day—and often winning!

What does being small signify? It means: being agile, flexible, responding in real-time and fast off the mark! It also means being adaptive and responsive to change, or, even better, being the person driving it! The bigger you are the less nimble and adaptive to quick shifts in the market you will be. Things change fast in today’s economy, and if you don’t respond and adapt, you could very soon be out of the game.

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Posted in Leadership, Sales Training | No Comments »

Kill the time wasters before they kill you!

Monday, December 3rd, 2012

crazy-catIn my book, The Naked Salesman, I explored the damaging effects that crazy customers, that is to say, time wasters, have on businesses by killing precious time and diverting attention away from genuine and valuable customers.

Crazy customers can manifest from pushy salespeople who are too persuasive for their own good. Crazy customers can also be created by the right salespeople working by the wrong process or the wrong salespeople working via the right process. Some customers are also those seeking free information for their own, often deceiving, purposes. There are crazies everywhere.

Inexperienced salespeople impetuously start pounding the cash register as soon as someone calls them, believing that when a potential customer initiates the contact, they are a hot prospect and their intentions must be genuine. This is not always the case. In fact, there are perils in this belief. In a perfect (of course impossible) world, we would all rather spend our time pursuing flaming hot in-bound enquiries than to sniffing around and hunting them out.

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Posted in Leadership, Sales Training, sales process | No Comments »

Your silent sales weapon

Tuesday, November 27th, 2012

This may come as a surprise to some, but a sales professionals secret weapon, is not measured by the sharpness of their tongue, but in fact, the quality of their ears.

listenThe difference between one person smashing their annual target or just making their budget, or becoming a word class influencer, can be measured by the quality of the conversations they are having with the right people. Equally vital, and one of the most critical human features, is our ability to listen and tailor ourcommunication specifically to the other person.

Being “interesting” also matters, and one of the best ways you can be more interesting to others is to demonstrate a genuine interest in them. This can be augmented by delivering more meaningful and purposeful questions, based on the information you are receiving.

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Posted in Sales Skills, Sales Training, Soft Skills | No Comments »

Never sell a carrot to a rabbit

Tuesday, November 20th, 2012

carrot-gardenWhy? Rabbits love carrots and they are the most discerning of carrot connoisseurs, and it’s almost guaranteed they know more about carrots than you do.

So if you’re selling carrots to a rabbit, you’re at a distinct disadvantage, especially when you lack a genuine passion for your product.

There is nothing more disempowering than selling to a customer who has more passion for and a deeper understanding of your product than you. These customers can see things from a higher vantage point. The rabbit will know the finer details about carrots, like where to find more of them, what constitutes quality and how value is best measured. They will also have a broader context and meaningful experiences to draw upon regarding their most precious resource.

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Posted in Sales Book, Sales Training | No Comments »

So much ‘passion’ you want to grab it and wrestle it to the ground!

Thursday, November 8th, 2012

heartburningPassion is a vital element to your success in business. Passion is also highly contagious, making it a key factor in how you influence others.

Let’s take some time out to measure your passion on the passion-meter. On a scale of 1-10 with 10 being the highest ― rate your level of passion towards your role over the past month?

Got a number? Now recall a time when you were the most passionate? Take yourself back to a time and place when your passion-meter was way up the scale, say an 8 or above? What were you doing? Where were you? Why were you so aroused? What was it that unlocked so much passion in you?

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Posted in Motivation, Sales Training | No Comments »

Why you should avoid commercial flattery

Tuesday, October 23rd, 2012

deception-symbolIn tough times, salespeople are more likely to demonstrate deceptive behaviour.

Akin to a short-term case of amnesia, the salesperson’s values can be temporarily misplaced for whatever they need to say to make a sale and get paid.  Even if that means contorting the truth and leading customers into a false sense of position in order to facilitate a transaction.

Think of a plastic surgeon that encourages a patient to overindulge in a cosmetic procedure. Consider a real estate agent giving a client a false sense of security when it comes to taking on an investment risk. Or an eBook publisher offering glowing feedback to an aspiring writer who would be better served investing in a writing course instead of publishing a book.

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Posted in Leadership, Sales Training | No Comments »

Smart, but not smart enough

Thursday, September 6th, 2012

brainHow smart are you? You may have an IQ that rivals Einstein, yet you’re still only scratching the surface of ideas and strategies that can potentially propel you forward.

Irrespective of how clever you are, you’re limited by two cerebral hemispheres. Imagine multiplying your thinking capacity by 100%, 200%, or 300%, or more? This is why periodic collaboration with people that are driven by the same cause is such a winning strategy.

Brains-trusts and masterminds groups are not new. Initially I came across this concept in my early twenties when I read Napoleon Hill’s inspiring work, Think and Grow Rich. While I dont suggest channelling the dead for their inspiration, I do strongly advise you take time-out to habitually brainstorm, share ideas, best practices and strategies.

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Posted in Sales Training, Team building | No Comments »

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