Update to my previous post on this same subject.
Update to my previous post on this same subject.
Posted at 10:17 AM | Permalink
As factors in your career success, it's not just how competent you are, and it's not just about the words you say: no less important are the non-verbal messages you send . . . and read in others. I cover some of this in my books, but let me recommend "How 'Power Poses' Can Help Your Career"-- an excellent article with accompanying video from the Wall Street Journal.
The article is not--as you might suspect--about being a phony poseur, but rather about how to pay attention to the body-language and other non-verbal messages you are sending . . . and receiving.
Posted at 12:14 PM in Body language, Career success how-to, Free sales training articles, Non-verbal communication skills, Sales presentations & demonstrations, Sales skills:non-verbals & buying signals | Permalink
Technorati Tags: career success how-to, how to employ body language as a career skill, non verbal communication skills, reading non verbals, sending non verbals, Sue Shellenbarger + Wall Street Journal
Tags: People skills, soft skills, communication skills, active listening skills, persuasion skills, negotiation skills, Forbes Magazine, Jacquelyn Smith, Lynn Taylor Tame Your Terrible Office Tyrant
Posted at 11:55 AM | Permalink
Turns out we need a new roof over the sunroom, so Susan started calling around for references, then invited contractors in to look it over. It's not a busy time of the year here, so most came within a week or so.
They all brought ladders and climbed up on the roof, then climbed down and gave us their initial thoughts. I think we've had five come by now. One we crossed off almost immediately because of some intangibles. I'm not really sure why, maybe it was something in his non-verbals. In any case, his price came in close to double the average.
Bear in mind that the estimators dropped by over something like a ten-day span. All but that one I mentioned seemed credible candidates to get our business.
But then not much happened for several more days; we waited for them to send their estimates. Now they are finally coming in. But it's hard for us now to put a face with the paper estimate. Was AlphaBeta Roofing the guy who suggested . . . Was Aaardvark Roofing the guy who pointed out . . .
On that, these thoughts.
1. Put your mug shot on your business card, and leave one of those cards when you make the first call. Doesn't matter if you're not movie-star handsome or any of that. It's just to help the prospect remember you. Send another photo business card when you send the proposal (even if that second one is just copied in and attached to the email).
I first saw photo business cards when I did a couple of consulting projects with Kodak (obviously that was a while back, long before family friend Kodak started the final fall!), and everybody had a photo card. Even now, when I look at those old cards and see the faces,a clear memory of the person and how we worked together comes up.
Most of these contractors left us business cards, but generic ones from Staples or Office Depot with their name and maybe an image of a trowel or hammer or ladder-- instantly forgettable.
2. Get that proposal out ASAP. If you promise "by the weekend," mean it. First, the prospect is paying attention to your credibility--do you follow through as promised? If you're poky just in getting a one-page estimate off on time, what does that suggest about your follow-through if you get the job? I've seen neighbors tied up for weeks when the workers leave the materials in the yard and cut off to do another job somewhere.
Another good reason to be fast in sending the proposal: a prospect with a leaky roof may not wait. By the time Pokey Joe finally faxes his estimate Speedy Pete may already have gotten the work permit and delivered the shingles.
Yeah, you're busy running around making those sales calls, but maybe it'd be best to pass on one of those calls at the end of each day and use that time more productively.
Just my thoughts from the perspective of a prospect.
The Wall Street Journal just posted an extended article, actually the product of four interviews, with four start-up coaches. I won't try to echo their advice, just give you the link.
The relevance here, to this site, Selling Face-to-Face, is that a lot of readers of the blog, and of my how to sell guides, are people who are already engaged in, or considering undertaking, new business start-ups. Reinventing your career (voluntarily or involuntarily)? Considering self-employment? Got a new better mousetrap-- or better App-- you think (hope?) the market really, really needs? You'll find some savvy advice in this article.
What better way to come up with a great and marketable idea than to invent it out of necessity . . . as the Moms in this article did.
What gave them the advantage is that they started with a known need (their own) and then found the best way to fill it: their invention.
Stating the obvious, I suppose, but the point is that instead of thinking up a "Great Idea," these Mom-preneurs started with a specific need . . .and then realized that others in the target audience likely had that same need.
According to the article: ". . . the term “mom inventors” yields about 290,000 results on Google"
"HEALTH navigator? Conflict coach? Pollution mitigation outreach worker? These emerging jobs aren’t household terms yet, but they are a natural fit for older people looking for new career opportunities, said Phyllis Segal, vice president at Civic Ventures, a nonprofit research group based in San Francisco."
--- That's the opening paragraph in Elizabeth Pope's article in the New York Times.
You might ask, "What does it have to do with the subject of this blog---Selling Face-to-Face?"
Posted at 01:37 PM in Career reinvention, Consultative selling--developing prospect's awareness of need, Free sales training articles, Marketing your skills, Sales tips & techniques -- how to sell, Selling skills for new business start-ups | Permalink | Comments (0) | TrackBack (0)
Technorati Tags: career change, conflict coach, conflict resolution, elder care advocacy, elder-care advocate, elder-care mediator, establishing credibility in new career, health navigator, mediation, mediator, new career path, new careers, New York Times, patient advocate, retiree second career, self-employed consultant, selling face to face
If you're a reader of this blog who is selling services, particularly consulting or other kind of contract work, then --- alas --- one of the objections you need to be prepared to respond to is this one: "The IRS (and state tax people) look very closely over our shoulder when we try to work with contractors. The IRS prefers that we just put people on the regular payroll, so it is easier for the tax people to be sure we've paid all the taxes and such. So, sorry, we just can't risk buying your services."
So, given that objection, how do you respond? My suggestion: read this article in the New York Times Small Business Guide section. It's by Katherine Reynolds Lewis, and it links to some other comments and related articles.
The article is written to advise the businesses that may take on contractors; that tells you the concerns and hot-button issues, which you can turn around to your own situation.
One comment: I can't find the reference right now, so am relying on memory, but seems to me there was an article not long ago that the IRS was in the process of hiring 6,000 new agents, mainly to police this issue, of firms seeking to take on contract employees as the economy was so weak they couldn't risk taking on payroll employees.
The good news? That's 6,000 new jobs!Great news in the headlines!
The bad news? Let's not even think about all the contractors, consultants, free agents and free lancers who are not working because of the shadow of a potential IRS audit hanging over the process.
More bad news? Let's not think about the work and productivity that could flow if businesses didn't need to "invest" so much in fighting and avoiding audits.)
I expect you've arrived at this page following the link in the e-book SALES PRESENTATIONS & DEMONSTRATIONS. Here is the download, as promised:
Download Worksheets and templates for Sales Presentations and Demonstrations
If you don't already have SALES PRESENTATIONS & DEMONSTRATIONS, you can order it here as either an e-book or paper book. (If you don't have an e-reader, Amazon will provide a free app to enable you to read it on your smart-phone, tablet, or PC.
(Links will be added shortly.)
SELLING 101 -- THIRD EDITION
SALES TRAINING TUTORIALS
Sales Training Tutorials is a larger book (235 pages, 8.25x11 inches). The 25 tutorials include more extensive worksheets, templates, checklists, and sample scripts to help structure your work in each of the various tasks in selling.
While the coverage in this Sales Training Tutorials overlaps with many of the same areas as How to Sell Face-to-Face: Survival Guide, the coverage in Tutorials is in more depth. Survival is for starters; Tutorials is for more advanced use.
Tutorials can be used either self-instructionally by an individual working alone, or as the core text in a class or group setting, or for sales-team meetings. (An accompanying Sales Manager/Instructor Guide will be released shortly.)
235 pages, 8.25x11. ISBN: 0-9768406-5-0 $19.95
To order via Amazon as either e-book or paper version (Note: e-version will be available shortly.)
Note: Amazon a offers free apps that enable you to read on other e-readers including i-pad, i-book, BlackBerry and others.
SALES PRESENTATIONS AND DEMONSTRATIONS:
It also addresses the essential point that demonstrations, presentations, proposals, free-trials, discounts and other special deals are "proof sources," given for a specific, defined purpose, agreed-upon in advance with the prospective buyer. Unless the prospect is willing to make that up-front commitment, then it usually makes little sense for the sales person to proceed.
P-book edition: 80 pages, 6x9. ISBN: 0-9768406-3-4
Note: Amazon provides free apps that enable you to read on other e-readers including i-pad, i-book, BlackBerry and others.________________________________________________________
SMART QUESTIONS FOR WINNING THE GAMES OF BUSINESS AND LIFE
Essential to career success – and particularly success in sales and marketing – are the "people skills" of learning to spot and cope with the games, ploys, and manipulations you encounter within work organizations. Advanced communication skills-including how-to decode subtle, even covert communications-are equally key to career success in both the business and public sectors.
SMART QUESTIONS FOR WINNING THE GAMES OF BUSINESS AND LIFE is structured around ways of arriving at sound answers to questions like these:
-- What is "winning" for me? What is winning for the others, including hidden players operating through stand-ins?
-- What's really going on here: is this a real issue, or a subtle test?
-- Am I being given the recognition and compensation that I (honestly) deserve? If not, why not, and what can I do about it?
-- What are the "real rules" that operate here, beneath the coded language and disinformation? What are the real rules that govern communication skills here? That impact interpersonal and people skills?
-- What's my best move at this point? Is a confrontation needed? If so, is now the best time?
-- Do I really need to be involved in this? Or am I being drawn into someone else's problem?
-- Who are the other people involved in this situation (or "game"), and what are they really after? What is "success" to them, and how does that accord with or differ from my definition of success in this instance, as well as in overall career success?
-- What should I consider before taking action? Am I thinking enough steps ahead?
-- Are there broader opportunities hidden within this situation?
-- What can I learn from this situation? How should I handle a similar case when it comes again?
-- What's my best move, here and now, toward accomplishing my overall objective? Toward achieving my own career success?
Posted at 11:17 AM in "Involuntary" entrepreneurs, Buying signals, Career reinvention, Consultative selling--developing prospect's awareness of need, Customer care and follow-up, Finding & getting through to sales prospects, Handling sales objections & questions, Marketing your skills, New business start-up, Non-verbal communication skills, Opening sales calls, Our sales training books-- info, samples, order, Sales closing skills, Sales cold calling, Sales skills:non-verbals & buying signals, Sales tips & techniques -- how to sell, Sales training, Self-employment, Self-employment as career option, Selling skills for new business start-ups, Telephone etiquette & selling skills | Permalink | Comments (0) | TrackBack (0)