I'm a procrastinator through and through. Writing papers at 2am in college was like an art form to me. While I had the energy to do that in college, I don't exactly have the energy or time to do that now! It's a habit I'd like to work on...with this advice from business coach Tom Kelly!
Is there something about you that you would like to change? Perhaps a bad habit? Would you like to be able to overcome your fears and take action on something you have been procrastinating on? As a coach, many of my clients have issues or things that they want to change. If there is something that you want to change or take action on, here is a process that you can follow that will allow you to change whatever it is you want to - in an instant!
Identify Exactly What You Want to Change
The first step in the process is to identify exactly what it is you want to change. Once you know what you want to change, you need to decide what you want to change it to. For example, if you are a salesperson and want to change your bad phoning habits, you need to identify exactly what you want to change it to - perhaps making 30 phone calls a day.
Get Leverage Over Yourself
People do things to either avoid pain or to gain pleasure. So, the next step is to get some leverage over yourself, so that you have some "incentive" to change your behavior. You can do this by linking massive pain to the behavior you want to change, and pleasure to the behavior you want to move towards. For example, if you want to break your bad phoning habits, you could write your boss a check for say $500 and tell him that if you don't do your phoning daily, he gets to keep the money. When you do your phoning, you can give yourself a little treat each time to reinforce the behavior.
Make a Committment to at Least 3 Other People
Once you have decided what you are going to do and have some leverage over yourself, you need to tell at least 3 other people what you are doing, and ask them to check in with you and hold you accountable to what you are doing. They will constantly challenge you and make sure that you are following through, or give you hell if you don't! If you follow these 3 simple steps, you can change any behavior you want - in an instant! Once you learn how to do this, you will be able to make rapid changes in your life, and remove the barriers to your success. Good luck!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921 or at www.potentialinmotion.com.
Showing posts with label Tom Kelly. Show all posts
Showing posts with label Tom Kelly. Show all posts
Tuesday, May 10, 2011
Tuesday, March 22, 2011
Sales Tip - Setting The Table for Success
Today business coach Tom Kelly shares how being up front during the sales process can help you build rapport with clients - and build your business!
The true effectiveness of a salesperson is measured by the results that he or she creates - the bottom line, so to speak. We all know that the bottom line in sales is how much business you close. What we often fail to realize is that an effective salesperson sets the table for the close, so that, in essence, they never really close deals - the customer does.
So, what do I mean when I say, "set the table for success"? Great salespeople start this process the first time they meet with a prospect by telling the prospect about the process they are going to take them through, when the decision points are, and what the salesperson's expectations are up front. This process lets the potential customer know what to expect, and allows the salesperson to gain commitment up front from the prospect, thus making it much easier to close business.
To give you an example, let's take the referral process. If you wait until after the customer has bought from you to ask for referrals, often times you won't get any. A better way to go about this is to tell your prospect when you first meet them that you work by referral. Then, tell them that you are not assuming that they will refer you business, but, if you meet their expectations, would they be willing to generate some referrals for you? Most people will answer yes to this question. Then, simply ask them what you need to do so that they will feel comfortable providing you with some referrals.
Following this process essentially "sets the table" for referrals. You now know what you need to do to satisfy their needs so that they will refer you business, and you also have their commitment to do so. After you have satisfied their needs, all you need to do is remind them of their commitment, and referrals are yours for the taking. You can use the same process of "setting the table" to set up your closes as well.
Keep in mind that great salespeople always "set the table for success". Use this technique in your daily sales process, and watch your business expand beyond your belief. Happy selling!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
The true effectiveness of a salesperson is measured by the results that he or she creates - the bottom line, so to speak. We all know that the bottom line in sales is how much business you close. What we often fail to realize is that an effective salesperson sets the table for the close, so that, in essence, they never really close deals - the customer does.
So, what do I mean when I say, "set the table for success"? Great salespeople start this process the first time they meet with a prospect by telling the prospect about the process they are going to take them through, when the decision points are, and what the salesperson's expectations are up front. This process lets the potential customer know what to expect, and allows the salesperson to gain commitment up front from the prospect, thus making it much easier to close business.
To give you an example, let's take the referral process. If you wait until after the customer has bought from you to ask for referrals, often times you won't get any. A better way to go about this is to tell your prospect when you first meet them that you work by referral. Then, tell them that you are not assuming that they will refer you business, but, if you meet their expectations, would they be willing to generate some referrals for you? Most people will answer yes to this question. Then, simply ask them what you need to do so that they will feel comfortable providing you with some referrals.
Following this process essentially "sets the table" for referrals. You now know what you need to do to satisfy their needs so that they will refer you business, and you also have their commitment to do so. After you have satisfied their needs, all you need to do is remind them of their commitment, and referrals are yours for the taking. You can use the same process of "setting the table" to set up your closes as well.
Keep in mind that great salespeople always "set the table for success". Use this technique in your daily sales process, and watch your business expand beyond your belief. Happy selling!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
Friday, March 4, 2011
In a Sales Slump? How Watching Seinfeld Can Help
I love when people find sales inspiration in unlikely places - and business coach Tom Kelly found it in a very unlikely place - a Seinfeld episode!
I was watching an old re-run of Seinfeld the other day. The episode was called, "The Opposite". In the episode, George Costanza realizes that everything he's been doing his entire life has led to his current situation, a life of misery. So, he figures that if he does everything the opposite of what he has done in the past, he will create the opposite results. As the episode goes on, George ends up attracting a beautiful woman, a new job with the Yankees, and everything he touches turns to gold!
While the episode is pretty funny, there is something we can learn from it as sales people. Sometimes we get stuck in the routine of taking the same actions that we have always taken. Or, worse yet, we do the same things that every other sales person in our industry is doing.
Not to pick on the real estate industry, but this industry is a great example of this. Most real estate agents are a "dime a dozen" because they all follow the same steps, thus generating the same results. As a potential client, there is no difference between one agent and the next, and therefore no strong value proposition for the client.
I once asked one of my real estate broker clients how she consistently produced outstanding results with her business (she is in the top 1% nationally), and she told me that she looks at what all the other agents are doing, and does something completely different! Ah...the Costanza Principle in action! Beautiful!
So, I encourage you to take a look at your approach to selling, and if you aren't getting the results you want, consider doing something completely different, or even exactly opposite, of what you are doing now. You might find in the process that not only do you set yourself apart from the rest of your competition, but you also might find yourself with a large amount of new business!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
I was watching an old re-run of Seinfeld the other day. The episode was called, "The Opposite". In the episode, George Costanza realizes that everything he's been doing his entire life has led to his current situation, a life of misery. So, he figures that if he does everything the opposite of what he has done in the past, he will create the opposite results. As the episode goes on, George ends up attracting a beautiful woman, a new job with the Yankees, and everything he touches turns to gold!
While the episode is pretty funny, there is something we can learn from it as sales people. Sometimes we get stuck in the routine of taking the same actions that we have always taken. Or, worse yet, we do the same things that every other sales person in our industry is doing.
Not to pick on the real estate industry, but this industry is a great example of this. Most real estate agents are a "dime a dozen" because they all follow the same steps, thus generating the same results. As a potential client, there is no difference between one agent and the next, and therefore no strong value proposition for the client.
I once asked one of my real estate broker clients how she consistently produced outstanding results with her business (she is in the top 1% nationally), and she told me that she looks at what all the other agents are doing, and does something completely different! Ah...the Costanza Principle in action! Beautiful!
So, I encourage you to take a look at your approach to selling, and if you aren't getting the results you want, consider doing something completely different, or even exactly opposite, of what you are doing now. You might find in the process that not only do you set yourself apart from the rest of your competition, but you also might find yourself with a large amount of new business!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
Tuesday, July 27, 2010
Know Your Strengths
Our quote of the day yesterday focused on really thinking about what your goals are, and making them personal to you. I thought this article was a great follow-up, because it helps you to think about the strengths you have that will help you achieve those goals you set. Today's article comes from business coach Tom Kelly.
Have you ever wondered what you are really good at? Would it be helpful for you to be able to understand what your true strengths are as a person, and be able to not only articulate what they are, but also be able to align your career and daily actions around what you are naturally good at? Over the last eight years, I have worked with hundreds of business owners, sales people, entrepreneurs, and business leaders that either didn't know what they were good at, or had a hard time articulating it. Here is an easy way to identify what you are good at, and, once you have the information, what to do with it:
Take The Strengthsfinder
There is a great book called, "Strengthsfinder 2.0" by Tom Rath. In the book, there is an assessment that you can take online that will identify your top 5 strengths, in order, and provide you with an explanation of what each one of them means. I recommend that you pick up a copy of the book and take the assessment. You can learn more about it here - www.strengthsfinder.com. It may change your life!
Assess How Often You Are Currently Using Your Strengths
Your strengths are things that you are naturally good at - things that come easy to you. Knowing your strengths allows you to identify how often you are using them in your day-to-day career and life, and then you can adjust accordingly. Ask yourself the question, "am I really using my talents a majority of the time?" If not, you will increase your success and overall happiness if you align yourself more with what you are naturally good at.
Take Action!
If you aren't currently using your natural strengths and talents, then you have a great opportunity to re-align yourself around them. Perhaps it's time to take a different career path, or change what you are spending your time on to things that are more in alignment with who you are. This may sound simple, however, transitions can be a challenge sometimes. If you need assistance here, working with a good coach or professional can help you. Also, surrounding yourself with great people to support you can be of help. Creating a supportive environment around you will make your transition much easier.
Have Fun!
Once you have aligned yourself around your true strengths, I'm confident that you will find things are much easier for you. Think Michael Jordan playing baseball vs. playing basketball. Big difference, right? You too can experience more success by being true to who you are.
Tom Kelly is a Professional Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.businesscoachchicago.com.
Have you ever wondered what you are really good at? Would it be helpful for you to be able to understand what your true strengths are as a person, and be able to not only articulate what they are, but also be able to align your career and daily actions around what you are naturally good at? Over the last eight years, I have worked with hundreds of business owners, sales people, entrepreneurs, and business leaders that either didn't know what they were good at, or had a hard time articulating it. Here is an easy way to identify what you are good at, and, once you have the information, what to do with it:
Take The Strengthsfinder
There is a great book called, "Strengthsfinder 2.0" by Tom Rath. In the book, there is an assessment that you can take online that will identify your top 5 strengths, in order, and provide you with an explanation of what each one of them means. I recommend that you pick up a copy of the book and take the assessment. You can learn more about it here - www.strengthsfinder.com. It may change your life!
Assess How Often You Are Currently Using Your Strengths
Your strengths are things that you are naturally good at - things that come easy to you. Knowing your strengths allows you to identify how often you are using them in your day-to-day career and life, and then you can adjust accordingly. Ask yourself the question, "am I really using my talents a majority of the time?" If not, you will increase your success and overall happiness if you align yourself more with what you are naturally good at.
Take Action!
If you aren't currently using your natural strengths and talents, then you have a great opportunity to re-align yourself around them. Perhaps it's time to take a different career path, or change what you are spending your time on to things that are more in alignment with who you are. This may sound simple, however, transitions can be a challenge sometimes. If you need assistance here, working with a good coach or professional can help you. Also, surrounding yourself with great people to support you can be of help. Creating a supportive environment around you will make your transition much easier.
Have Fun!
Once you have aligned yourself around your true strengths, I'm confident that you will find things are much easier for you. Think Michael Jordan playing baseball vs. playing basketball. Big difference, right? You too can experience more success by being true to who you are.
Tom Kelly is a Professional Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.businesscoachchicago.com.
Wednesday, August 20, 2008
Take Control of your Time
"Being an effective sales person is tough in today's environment," says business coach Tom Kelly. "As a salesperson, you are responsible for a myriad of tasks and responsibilities in addition to selling the product or service. As a result, it is paramount that you effectively manager your time. If you don't, you may find yourself in reactionary mode, and your sales will suffer as a result."
Here are a couple tips from Kelly to avoid this trap:
1. Maintain a "Master Schedule"
The most effective way to manage your time is to make sure that your daily actions are in alignment with your intentions. One way to do this is to design a "Master Schedule" that includes all the things that you need to accomplish each week. By committing to this schedule and eliminating time wasters, you can effectively manage your time.
2. Stop tolerating things that waste your time
Don't allow people and things to waste your time. If you are asked to attend a meeting, make sure you know what the meeting is about, why you need to be there, and what the agenda is. If this isn't clear, don't attend. Additionally, remove yourself from the company of people that are just there to waste your time.
3. Implement the FAB technique
FAB stands for Focus, Administrative, and Buffer. Use this technique to effectively schedule your day. For example, schedule focus times during the day for meetings with clients, prospecting, and any other tasks that are critical to your success. Make sure that you are not interrupted during focus times. Anything that is not critical, but needs to get done should be scheduled during administrative times, preferably outside of the normal sales calling times. You can fill in the blanks with buffer time, time when you can take a break to restore your energy.
4. Set up blocks of time for phoning and e-mail
Set up a consistent time each day to return phone calls and do e-mails. During the rest of the day, stay away from these tasks, as they can immediately put you into reactionary mode. Consider not answering your phone during the portion of the day when you are visiting customers. Instead, leave a message on your voice mail instructing the caller to leave you a voice mail, and you will return their call at the end of the day. Avoid doing e-mails first thing in the morning, as this can get you off track as well.
"By taking control of your time, you will be much more effective as a salesperson, and your customers will respect you more for it," says Kelly. Happy selling!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
Here are a couple tips from Kelly to avoid this trap:
1. Maintain a "Master Schedule"
The most effective way to manage your time is to make sure that your daily actions are in alignment with your intentions. One way to do this is to design a "Master Schedule" that includes all the things that you need to accomplish each week. By committing to this schedule and eliminating time wasters, you can effectively manage your time.
2. Stop tolerating things that waste your time
Don't allow people and things to waste your time. If you are asked to attend a meeting, make sure you know what the meeting is about, why you need to be there, and what the agenda is. If this isn't clear, don't attend. Additionally, remove yourself from the company of people that are just there to waste your time.
3. Implement the FAB technique
FAB stands for Focus, Administrative, and Buffer. Use this technique to effectively schedule your day. For example, schedule focus times during the day for meetings with clients, prospecting, and any other tasks that are critical to your success. Make sure that you are not interrupted during focus times. Anything that is not critical, but needs to get done should be scheduled during administrative times, preferably outside of the normal sales calling times. You can fill in the blanks with buffer time, time when you can take a break to restore your energy.
4. Set up blocks of time for phoning and e-mail
Set up a consistent time each day to return phone calls and do e-mails. During the rest of the day, stay away from these tasks, as they can immediately put you into reactionary mode. Consider not answering your phone during the portion of the day when you are visiting customers. Instead, leave a message on your voice mail instructing the caller to leave you a voice mail, and you will return their call at the end of the day. Avoid doing e-mails first thing in the morning, as this can get you off track as well.
"By taking control of your time, you will be much more effective as a salesperson, and your customers will respect you more for it," says Kelly. Happy selling!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.
Tuesday, January 29, 2008
"Setting the Table" for Referrals
Getting referrals is one of the best (and easiest!) ways to build your business. However, many salespeople are timid about asking for referrals. Business coach Tom Kelly has the advice you need to ask for referrals in a considerate and professional manner.
"In order to effectively generate referrals for your business, you need to set the expectation up front with your clients," says Kelly. "This way, your clients know that you are looking for referrals, and you know what exactly you need to do to earn their referrals." Below is an example of how to accomplish this:
You: "Mrs. Client, may I take a moment to share with you how I build my business?"
Client: "Sure."
You: "Well, what I enjoy most about what I do and where my time is best served is working with my clients. I want to spend as much time as possible serving my clients and exceeding your expectations. In order for me to spend more time with my clients and less time marketing or prospecting for new business I really need the help of my satisfied clients."
"Please understand, I'm certainly not asking for any referrals from you now. After all, we just started working together! However, in a couple of months or even weeks, when you are clearly realizing the benefits of my services and have gotten even more value than you expected, would you be comfortable sharing the results you have experienced with others and introduce me to those people who might benefit from my services?"
Client: "Sure, I don't see why not."
You: "That sounds great. Thanks in advance for the consideration. Just so I know what it will take to make you a raving fan, what can I do to make you comfortable enough to actually want to refer business to me?"
"Having this conversation up front with your clients allows you to let your clients know that you are looking for referrals, gets their permission to do so, and also allows them to tell you exactly what you need to do to earn their referrals," says Kelly.
"By 'setting the table' up front, you remove any awkwardness around the process of referring business to you, and it allows you to feel comfortable after you exceed their expectations to ask them for referrals."
Tom Kelly is the founder and owner of Potential In Motion, Inc. As a coach, Tom is dedicated to working with salespeople, entrepreneurs and small business owners that want to reach their full potential in business and life. Visit his website at www.potentialinmotion.com
"In order to effectively generate referrals for your business, you need to set the expectation up front with your clients," says Kelly. "This way, your clients know that you are looking for referrals, and you know what exactly you need to do to earn their referrals." Below is an example of how to accomplish this:
You: "Mrs. Client, may I take a moment to share with you how I build my business?"
Client: "Sure."
You: "Well, what I enjoy most about what I do and where my time is best served is working with my clients. I want to spend as much time as possible serving my clients and exceeding your expectations. In order for me to spend more time with my clients and less time marketing or prospecting for new business I really need the help of my satisfied clients."
"Please understand, I'm certainly not asking for any referrals from you now. After all, we just started working together! However, in a couple of months or even weeks, when you are clearly realizing the benefits of my services and have gotten even more value than you expected, would you be comfortable sharing the results you have experienced with others and introduce me to those people who might benefit from my services?"
Client: "Sure, I don't see why not."
You: "That sounds great. Thanks in advance for the consideration. Just so I know what it will take to make you a raving fan, what can I do to make you comfortable enough to actually want to refer business to me?"
"Having this conversation up front with your clients allows you to let your clients know that you are looking for referrals, gets their permission to do so, and also allows them to tell you exactly what you need to do to earn their referrals," says Kelly.
"By 'setting the table' up front, you remove any awkwardness around the process of referring business to you, and it allows you to feel comfortable after you exceed their expectations to ask them for referrals."
Tom Kelly is the founder and owner of Potential In Motion, Inc. As a coach, Tom is dedicated to working with salespeople, entrepreneurs and small business owners that want to reach their full potential in business and life. Visit his website at www.potentialinmotion.com
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