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TAKE A LEAP, SOMEONE WILL CATCH YOU!

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“Want to Take a Leap?” Elle Gibson

It’s great knowing everything isn’t it? Sure it is, you’ve spent your whole life becoming the expert.

YES, I’M TALKING ABOUT YOU AND ME. THIS WEEK I LEARNED SOMETHING NEW! LET ME EXPLAIN MY THOUGHTS.

Once you feel you’ve mastered something, like being the expert on your job or in a sport, it gives you a good feeling. People call you for advice and want your ‘opinion.’ Did you ever think that being an expert isn’t all it’s cut out to be? Are you getting  tired of the phone calls?

Did you ever think that being an expert has a downside?  I’ve spent most of my adult life trying to become an expert on certain things. In my mind, if I’m not an expert, why would you hire me?

(The NLRB delivers a big kick in the pants to employers)

THIS WEEK I FOUND OUT I’M WRONG. SOMEONE SAID I GAVE THEM A ‘GOOD KICK IN THE PANTS,’ AND THEY LEARNED SOMETHING NEW. WOW. I GUESS THAT’S WHAT YOU’RE AFTER.

When we become experts, we develop patterns of behaviors that make life easier. Patterns we can replay whenever we need to. We rely on them to guide us so that we always get the same results.

I suggested to my friend that we drove a different way to the mall. Not only did she get upset, she got damn angry with me.

“I like everything the same she said, I’m trying to simplify my life and not have any surprises that will throw me off track.”

In my mind, that meant the track to boredom; I didn’t say anything, I kept driving. Just to give you some more insight, she takes a lot of antidepressant medications; I don’t have to tell you why do I?

What would happen if you practiced trying to be a non-expert? Suppose I told you it would make you more creative, less ‘stuck’ and possibly happier—what would you think?

I was listening to an interesting podcast on Masters of Scale, hosted by LinkedIn Co-Founder and Greylock Partner, Reid Hoffman. Those of you that have spoken to me know I’m enamored’ to “Masters of Scale” and it’s how motivate myself. The podcasts are all centered on people that have taken major leaps to try something new. Their leaps are based on ‘hunches,’ or ‘where the world is going,’ and then getting on a new bandwagon. Most of the people are experts in something but are bored being experts and knowing everything. They are looking for a new bandwagon.

I KNOW WHAT YOU’RE THINKING; IF I HAD ALL THE MONEY IN THE WORLD I WOULD LOOK FOR A NEW BANDWAGON TOO. OH REALLY?

WHY? BECAUSE THEY ARE CURIOUS AND LIKE LEARNING NEW THINGS?

I’m no different than you; I’ve spent 20 years becoming the expert. I’m finding it isn’t what it’s cut out to be.

I’M A LITTLE BORED! WHAT ABOUT YOU?

Being the expert is a great skill; it means we don’t need to re-learn every time we encounter something or someone we don’t know. We have developed patterns of behavior which we can re-play whenever we need to. We rely on our previous patterns of behavior to guide us, which often means we experience the same results.

We spend our whole lives trying to become experts on what we do and what we know. We see ourselves and strive at being the ‘best’ in their profession.

THERE’S NOTHING WRONG WITH THAT IS THERE? ACTUALLY, THERE IS.

When you continually hone your skills, you shut out everything else that threatens them. Consider the salesperson who thinks if he knows everything about (let’s say carpet) he doesn’t want to hear about any other products or what’s happening in the ‘tile’ side of things. He’s also not interested in learning new sales tips or anything about ‘customer touch points.’ All he knows is everything that happens in the store with customers, he has it ‘down pat.’

THIS WEEK I’VE DECIDED I WILL READ BEFORE I GO TO BED—NO MORE TV.

I WILL LISTEN TO PODCASTS WHEN I’M ON THE TREADMILL—NO MORE TV. SURE TV IS EASY; I GET TO LIVE IN SOMEONE ELSE’S WORLD, TAKE ON THEIR PERSONALITIES AND SHARE THEIR EMOTIONS.

I’M FIVE DAYS INTO MY NEW WORLD, AND IT’S INTERESTING. I HAVE TO THINK ABOUT ME.

I KNOW WHAT YOU’RE THINKING; IF YOU HAD GIZZILION DOLLARS YOU WOULD DO SOMETHING ELSE TOO. REALLY?

You really don’t need all the money in the world; you just need to test ‘not being the expert.’ Try a sport you’re not good at, listen to a different podcast, learn a new language. Put yourself in an uncomfortable place—not to worry, you can always go back to the safe “expert” place.

“Don’t just sit idle, learn something new everyday”

Visit MastersofScale.com to get a copy of the transcript of this broadcast.

#gettingmotivated #learningsomethingnew #takingaleap #learningnewthings #learning #Mastersofscale #beingtheexpert #founderofLinkedIn #Greylockpartner #TakealeapElleGibson #womenoflife#Lisbethcalandrino#Redhotcustomerservice#fabulousfloorsmagazine

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By | 2018-04-14T20:18:03+00:00 January 15th, 2018|Blog, Motivation, Sales, Sales strategies, Your Brain|0 Comments

You Have 10 Seconds to Make a First Impression

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According to a new study from Visible Measures, 20% of the audience for a video clip of fewer than five minutes will abandon viewing in the first ten seconds. With 40 million unique clips that adds up to over 7 billion video views. That’s a big sample.  According to company CMO Matt Cutler, “If you’re online video campaign has 10 million viewers, 2 million of them saw less than 10 seconds of it. “

ComScore also surveys the video viewing habits of people around the world. Their last November survey, the average duration watching on video sites, (i.e. YouTube) 4 minutes.

Okay, so the average viewer has the attention span of a nat. That means if you’re making video they had better be short and sweet. Most of the YouTube video material is fun, stupid, entertaining or  just plain crazy. For this stuff, 10-20 seconds will do it.

If you’re trying to explain something, like how to grout a floor, preparing a video of two minutes will be challenging. If you’re trying to provide sales training, two minutes is probably out of the question.

Tips for on line video:

Think about the first 10 seconds, make it short, hot and sweet. Don’t warm up, go for it from the beginning. Don’t do an introduction if you don’t need it.. Check out this video,  “How to tie your shoes.

Plan your time and practice. I use a timer and set it for five minutes. This way I know if I need to cut it down.

If you have a long subject, break it into short, interesting bites.

Do a run through. Record yourself, listen and watch. What do you need to change?

Get peppy. If you’ve only got 10 seconds, smile and put some oomph into it. Ask for some feedback on the video; should I rerecord it?

The data also shows that you will have lost a third of your audience in the firsts 30 seconds and then 44% by the end of the first minute. Lesson one, don’t let it drag on. It doesn’t look good in the beginning they’re done.

A couple of blogs ago I wrote “does funny sell?” I think the following should be noted

In the longer brief on the research, available for download from it site, Visible Measures analyzes a popular clip from an Anheuser Busch Web-only ad for Bud Light. The “Beer and Porn” spot, which was Web-only for obvious reasons, was viewed by 950,000 on YouTube. But those viewers were only the ones that got past the first ten seconds. The ad had twice the usual 10-second abandonment rate.

At least 40% bailed before the joke was apparent at the 12-second mark.

Even the pros have their challenges.

Forget the elevator speech; it’s more like an escalator speech!

Lisbeth Calandrino has been conducting sales training classes for over twenty years. She was voted in 2017 as one of the “Ten People Making a Difference,” by Floor Covering News. (The category was sales.)

To have her make a difference in your business, connect with her at Lcalandrino@nycap.rr.com.

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By | 2017-09-27T19:04:16+00:00 September 27th, 2017|Sales strategies|0 Comments

Are you all Reaction and no Action?

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     Any action always has a reaction. Are you always reacting and never  acting?

 Do you get what I mean? I have a friend who is always going off the deep end. A trip to the doctor means she is at death’s door and even when he tells her there is nothing wrong, she finds a problem! By the way she is 76 and has no problems other than the one she creates! You know people like that; or maybe it’s you?

We live in a world where we are expected to make a decision but not every action requires  a reaction. If someone does something to you you’re expected to respond. When we react to every situation it’s likely whatever we say will have a lasting effect. The impact of your statement maybe worse than what you would have said if you waited instead of reacting. Just because you have feelings doesn’t mean you have to act on them; sometimes you need to wait them out. Instead try and notice the feelings and let them sit awhile.

The problem with acting immediately is that we often act without empathy for the other person. The action is all about us. Think about the last time someone cut in front of you as you were turning. This morning I pulled out of my driveway and turned left. I thought I had looked to the right but obviously I didn’t. Well some woman is as big SUV started screaming at me and shaking her fist. “What do you think you’re doing B…?” At first I was frightened and then reminded myself that she probably misunderstood my actions and was scared also. That’s better than thinking she was looking for a physical fight, but I was ready for that too! Luckily she took off and I didn’t have to try any of my defense skills.

Customer service always matters.

CUSTOMER SERVICE SKILLS GO ALONG WAY, EVEN ON THE HIGHWAY

Before you take up the fight, ask yourself, will this affect me a year from today? Will it really matter? Think back to the things you worried about 5 years ago how are they affecting you today? This is a good customer service skill to teach your employees. How many times have they argued with a customer and then regretted it later?

Worrying wastes time.

WORRYING JUST WASTES TIME AND PREVENTS YOU FROM LIVING IN REALITY

Worrying doesn’t fix anything, if it did none of us would have any problems.

Teaching your employees to take action instead of reacting will go a long way.

To learn more about how to ‘act instead of react,’ give me a call and let’s see how I can help you or your employees. By the way, a little coaching goes a long way.

TAKE A DEEP BREATH! You will be able to make a better decision.

 

Lisbeth has been helping businesses with planning strategies. For ideas for your business, give her a call, 518-495-5380 or an email, Lcalandrino@nycap.rr.com.

 

 

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By | 2017-09-27T18:45:41+00:00 September 11th, 2017|Sales strategies|0 Comments

4 Reasons Bosses Should Encourage Meditation At Work

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Meditation at work

I came across this article in my inbox and I believe it’s really important. Meditation can help us relax and be more productive. The results are not always evident immediately, but as time goes on you will undoubtedly notice a change in your mind and body. 

Barbara Cox, Ph.D. (www.drcoxconsulting.com), is a consultant and coach for innovative leaders and organizations. To learn more about meditation, try one of the free guided recordings at drcoxconsulting.com.

The co-worker two cubicles down who appears to be nodding off may not be indulging an afternoon nap after all.

Instead, he or she could be in a state of meditation, and the bosses likely are happy about that – or at least they should be.

“It’s not uncommon now for big corporations to encourage meditation during breaks and even hold meditation events during working hours,” says Dr. Barbara Cox (www.drcoxconsulting.com), a consulting psychologist and coach who specializes in working with innovative leaders and organizations.

“Research shows there are significant effects on physical and mental health for people who practice meditation, self-hypnosis and other stress-management tools.”

Among the benefits:

  • Improved ability to manage stress. Life is filled with stress and the average work day can provide a host of new triggers that add to stress, whether it’s a demanding supervisor, a difficult client or uncooperative co-workers, just to name a few. “Stressful situations are going to happen,” Cox says. “So the question becomes how well you can handle the stress. Meditation can assist in that.”
  • Increased quality of sleep. Meditation can help people with their sleep issues, according to research by Harvard University, Northwestern Memorial Hospital. That doesn’t mean meditating only before bedtime. It also helps to practice meditation during the day, so you can more easily get into that relaxed state at night. “And if you get a good night’s sleep,” Cox says, “you’re more likely to perform well at work the next day.”
  • More mental energy. People can often feel tired during the work day, even if they don’t have a physically demanding job. One reason is mental exertion, some of which goes back to all that stress, Cox says. Meditation can help restore both your physical and mental energy.
  • Greater ability to concentrate. For many people, it doesn’t take much to let their minds wander – especially these days when distractions such as smartphones and internet connections are close at hand to give them an extra reason to lose focus. Those who meditate are better able to focus on ideas and remember facts without getting easily distracted, and there’s research by the University of California, Santa Barbara, to back that up.

“Supervisors need to take note of all that research if they haven’t already,” Cox says. “Companies are always looking for ways to improve productivity and meditation can help lead to a happier workforce and a more efficient one.”

Bringing the benefits of meditation into a company doesn’t have to be a major undertaking.

“You can start small,” Cox says. “You could have a meditation week where everyone meditates at the same time every day for one week. You could have a meditation challenge between departments or send out weekly meditations in the company newsletter. You could even begin your meetings with a two-minute meditation.

“The key is to just get started because the sooner you do, the sooner your company will experience the results.”

About Barbara Cox, Ph.D.

Her advice has been featured in local and national publications, including MSN.com and Cosmopolitan and other holistic health and wellness publications. She earned a bachelor’s degree in biology from the University of California, San Diego, and started her career as an environmental scientist, most notably organizing environmental projects for the Department of Defense. She has master’s and doctorate degrees in psychology from Alliant International University – San Diego.

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By | 2017-09-27T18:46:40+00:00 August 11th, 2017|Sales strategies|0 Comments

How to Keep Your Floor Covering Team Competitive

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Mohawk University Classes

Keeping employees and businesses competitive is an issue for any business.

In a floor covering business, it’s even more difficult.

With products changing yearly, and upgrades even more frequently, it can be a struggle to keep abreast of changes. Taking advantage of manufacturer’s product and sales programs is a great way to stay ahead of the curve. Most manufacturers have great training programs and have been providing them for years.

One of the keys to success is to learn which manufacturers provide training and information that is not product specific. If you prefer product specific seminars, your sales representatives should be able to point you in the right direction.

Of course, “product neutral” programs are more difficult to find.

Mohawk University, a program through Mohawk Industries, has been providing “neutral” product and sales seminar for over twenty years. It’s a great way to learn how to compare different products within each category and determine which is really right for your customer.

Most of the classes also include a mill tour to demonstrate how the product is made. Mill tours are both insightful and interesting and will provide a better understanding of the carpet production process.

I’ve included a list of upcoming classes and dates. You can obtain a discount for the classes by using the special discount code: “LC17.”

March 14th – 17th, 2017 – Dalton, GA Register Now

Comprehensive Registration Form

 

March 22nd – 24th, 2017 – Sacramento, CA Register Now (No Mill Tour Included)

Comprehensive Registration Form

 

May 9th – 12th, 2017 – Dalton, GA Register Now

Comprehensive Registration Form

 

August 29th – September 1st, 2017 – Dalton, GA Register Now

Comprehensive Registration Form

 

October 17th – October 20th, 2017 – Dalton, GA Register Now

Comprehensive Registration Form

 

IF YOU ARE LOOKING FOR CFI HARDWOOD AND LAMINATE TRAINING, HERE IS THE LINK TO THIS CLASS:

https://mohawktoday.com/mohawku/mohawku/classroom-courses/cfi-hardwood-laminate-certification/. Don’t forget to mention your discount code, LC17.

I know you will enjoy meeting other people in our industry and sharing your sales ideas. #mohawkuniversity #Mohawkuniversityproductknowledge #Mohawkuniversitysalesclasses #MohawkIndustries

Lisbeth Calandrino has been providing sales and product training within the flooring industry for over twenty years. During that time, she has been a certified independent carpet and hard surfaces inspector, as well as teaching classes about floor covering inspections.

Mohawk University Classes

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By | 2017-09-27T18:53:00+00:00 March 10th, 2017|Sales strategies|0 Comments

Why You Need to Turn Customers Into Friends

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It's all about relationships

It’s all about relationships

Few businesses see customers as anything but customers. They think their How many businesses think about customers as friends? Businesses spend time figuring out types of products to sell their customers but do they worry about whether their customers like them? These days being likable are one of the best brands building strategies a company can have.

I remember when I was in business; customers would come in and say, “I wish I needed something, so I could buy it from you.” Even then, I knew that I had a special relationship with these customers and valued their friendship. If you have customers like this, you need to see them as more than customers. I used to do training for a company in Minnesota. They had a salesperson who never took ‘an up’ on the floor. All of her customers were referrals, and she treated them like they were best friends. She worked five days a week, was the highest earner in the company. She took one day a week with her family and the other day she spent with her customers! She had lunch with them, shopped with them and played golf with them.

Here customers were no longer faceless, they had become friends. Some were dear friends. She said she loved them all and knew they would help her build her business. She was right. She started inviting these friends to her home and many to family dinners. I don’t know about you, but no business owner has ever invited me to dinner!

It’s tough being a good friend and who needs all the extra stress? A good friend cares about your needs and is always there for you. Not just in times of need but just available when you want to talk.

However, good friends never forget you and are always on your side. What else does a business need?

 

More on how to turn customers into friends and brand advocates.

Do you need help turning customers into friends? Lisbeth has been helping businesses improve their customer relationships for over twenty years. Need help, call 518.495.5380.

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By | 2017-09-27T19:30:16+00:00 October 9th, 2016|Sales strategies|0 Comments

10 Ways a Salesperson Can Stop From Being Average

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Thanks to @sky's the limit for the image.

Thanks to @sky’s the limit for the image.

One thing you don’t want to be these days is an “average anything,” especially a salesperson. If average is good enough for you, then don’t bother finishing this article.  If you plan on making money and building your customer base, you will have to be better than the rest. Competition is fierce out there; if you want to stand out, you will have to go above and beyond. Twenty years ago you could make a living being average. There wasn’t much competition or many products. These days the marketplace is overwhelmed with both. There are more than 10 ways but here are what I consider the most important ones:

1. You don’t have to be an extrovert to be a great salespeople. You’ve probably heard that extroverts make the best salespeople. Of course it’s not true, not everyone want to have a ‘motor mouth’ in their face. The best salespeople know how to go from extrovert to introvert depending on the customer’s style.The key is to be flexible.  Check out this article by Erica Anderson in Forbes Magazine.

2.Stop making excuses for not making sales. Stop blaming it on the weather, the way the customer looked or the time of day. Go back to your sales pitch and determine where you think you went wrong. Hold yourself accountable and always have a ‘can do’ attitude for every customer.

3.Don’t treat your customers like they’re a commodity. You may think a customer that spends a small amount isn’t important. Not every sales will be a tremendous one but it doesn’t mean your customer doesn’t have friends with money!

4.Build more than ‘customers for life.Build ‘raving fans’ and customers that will sing your praises to all of their friends. Treat every customer as of they are special. They are the lifeblood to your success. 

5.When there are no customers, follow up on old ones. Call up your sold customers and ask how they’re doing. I often hear, ‘I’m not going to call them, what if something is wrong?’ Don’t you want to be the first one to know if there’s a problem or do you want everyone on their block to know?

6.Know where you stand at the end of the day. Why wait to the end of the week to know where you stand? If you pay attention daily you will know how much harder you have to work the next day to meet your goals.

7.Find as many role models as you can. Watch the rest of the team, pay close attention to the top closer. Look for the nuances and little things they do that build good customer relationships. Often times it’s something simple like a touch on the customer’s arm.

8.Think about sales when your not in your store. I have a friend that says he’s on duty 24/7. He is always looking for new customers; whether it’s in the elevator or watching his kid play soccer. To him, everyone is a potential customer. He often gets their names and email address and sends them a ‘nice to meet you’ note.

9.Service your customers to death. Not sure what to do, check out the ‘high end’ businesses in your area and see what techniques you can steal. There’s no sense in reinventing the wheel! Know your store policies and if you can, take them one step further.

10.THE SALE ISN’T OVER UNTIL THE CUSTOMER GIVES YOU A TESTIMONIAL. I have a friend who insists that his salespeople get testimonial. He considers this the most important part of the sale. It’s not always easy, not all customers are tech savvy. If the customer isn’t comfortable going online and writing one, ask them to write it on a piece of paper and you post it!

Does your team need so ‘personalized training’ to get better at their job? Lisbeth is available for ‘customized training’ for your team. If your looking for short videos from Lisbeth at Mohawk University, “Customer Experience Sold.” https://mohawktoday.com/mohawku/online-courses/customer-experience-sold for in-store training, check out these https://mohawk.wistia.com/medias/1zg0xg8kie

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By | 2017-09-27T19:33:35+00:00 August 28th, 2016|Sales strategies|0 Comments