Tag Archive for Selling

Crafting a Talk that Connects You to Your Audience and Sells with Ease

I was invited to listen to a speaker recently who was  promoting a one day program around sales, success, internet marketing and the like.

The speaker was energetic, had the requisite handouts and sales forms and gave some valuable information that made the audience think. We were asked to look at the tools we were using and assess whether or not we were up-to-date with our phone technology so we could contact anyone at any time.

Now, I love getting the opportunity to listen to seasoned pros do their thing. It helps me get better or at least reminds to do things I know to do but maybe I’ve forgotten to do.

But, I was left flat. Let me tell you why.

As much as our speaker stressed the importance of staying on top of technology the content of  the speech was really old.

The exercises were tired, the name-dropping included the deceased and I swear, if I hear “the girl scout story” one more time I’m going to tear out what’s left of my hair.  (Honestly, when was the last time you had a Girl Scout come to your door?)

All I’m asking is for is that your talk provides  some value, shows me your a credible person, and that you make an honest connection with me through a story that is authentically your own–not someone else’s.

Yes, there is a way to craft a talk that you feel good about, that honors your audience’s intelligence, shows your vulnerability and still allows you to makes an offer your audience will love.

That’s why I created the Say It to Sell It Now! System.

If you want to learn a bit more about what you need to begin crafting your “personal keynote” then check out these Free videos:

Say It to Sell It Now/ Free Video Tutorials!

And if you are in the Orlando, FL area on August 20 then you’ll want to join me for this power packed one day Say It to Sell It Now! Seminar.

Say It to Sell It Now! One Day Seminar

 

Say It to Sell It Now! Free Tutorial #3

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Is Your Speech Just Talk?

Lately, I’ve been stepping up my local networking sometimes attending business connections groups two or three times a day.

Which means I’ve heard many speakers give their talks over the last few weeks.

Some speakers do an excellent job, some okay and some…well, I applaud their courage.

This week, unfortunately, I heard one of those…not so fabulous talks.  The speaker was confident, knew his stuff and was clearly enthusiastic about his services.

The problem? I didn’t learn anything of value…anything worth taking a note about.

And, I wasn’t the only that felt that way.

In fact, I’m often quite generous and forgiving because I know how difficult it can be to construct a talk that has value, honors your audience and naturally leads into an offer I might (or might not) be interested in.

Unsolicited comments from my table mates voiced their disappointment in this speakers presentation. One leaned in and whispered, “He needs help.”  The person on my left said, ” I stopped listening five minutes ag0.”

What a shame! A real lost opportunity for the business owner who gave the talk.

Are you giving real value when you speak?

Here’s a few questions to ask yourself before you get before a group.

1.) Is the information I’m giving just general knowledge for this particular group?

2.) Will I give them a new perspective on something they might already know?

3.) Will my audience relate to my information and be able to implement it quickly?

4.) Did I create a system or a formula that really drills down into a problem so my audience walks away feeling that got real value?

5.) Am I generous in providing real answers to issues my audience  experiences?

6.) Will I be making an offer that relates to my topic and serves the group I’m speaking to?

7.) Does my intro honor the audience for taking the time to listen to you?

These are not all the questions you need to ask but they are a jumping off place.

If the above mentioned speaker had asked himself even questions 1 through 3 he might have changed his talk enough so my table mates and I commented on his brilliance rather than his boorishness!

Need more help constructing your talk?

Check out these Free tutorials I’m doing.  Here’s the link:

http://sayittosellitnow.com/free-training/

If you’re in Orlando, FL on August 20th then join me for the Say It to Sell It Now!  Live Seminar.

 

Say It to Sell It Now! Free Video Trainings

 



Click the link below:

Say It to Sell It Now! Free Video Training

No kidding! If you are a coach, consultant, author, serviced-based solo-preneur, then this Free Video Training is for you. Just click the link above the photo!

Communicating at Work –Would You Do Business with You?

If you are not regularly playing “mystery shopper” in your own business it just might be time to put on the dark glasses and experience your business from your consumer’s point-of-view.

Ask yourself the following questions before and during your evaluation:

1.  What is your first impression–not just from a personal encounter but from all communication touch points online and offline? How does this first encounter make me feel? Was I uplifted, frustrated, neutral or apathetic?

2. If you receive your product in the mail or delivery service ask yourself if the delivery was prompt. Did the packaging hold up? Was it too easy or too difficult to open? Was  there anything special about the packaging that caught my attention? Was the packaging excessive or lacking in protection?

3. What feelings came up when I open the product? Was it easy to use or complicated? Did the  marketing/sales materials match the product and my expectations? How do I feel about the company as a result of this experience? Continuously rate your “feelings and perceptions” on a scale of 1-10. Is your rating continuously high Read more

Quick Method to Connect, Promote and Sell More to Your Customers and Prospects

Do you know who you’re talking to?

I mean can you determine who your customer or prospective customer is in the first 15-30 seconds?

Well, you can if you observe and listen carefully and understand a few key elements of each style.  Determining the “buying style” can help you connect quickly and open a conversation that relates to the way your customer likes to buy. Knowing this information will save you time, keep you from “annoying” your customer and help you promote and sell more.

I refer to this system as the M.E.G.A Method and call the four styles, Methodicals, Expansives, Governors, Agreeables.

Here’s 5ways to figure out the “buying style” and quickly shift the way you respond for maximum connection:

1.      Respect the Driving Principle

a.      Methodicals : Be Accurate at All Costs

b.      Expansives :  Get It Done and Have Fun

c.      Governors :  Do It My Way and Fast

d.      Agreeables : Consensus Before Action

2.      Know How They Make Decisions

a.      Methodicals:  All the Information, Deliberate

b.      Expansives: Enough Info  in an Entertaining  Way, Spontaneous

c.      Governors:  Bottom Line, Fast

d.      Agreeables: Relationship First, No Decision Until Agreement

3.      Observe to Connect  – Pace, Posture, Energy, Eye Contact

a.      Methodicals: Measured, Contained, Low, Little or None

b.      Expansives: Swift, Relaxed Confidence, Kinetic Energy, Direct

c.      Governors: Quick, Confident, Controlled High Energy

d.      Agreeables: Moderate, Relaxed, Medium, Polite

4.      Listen to Connect:  Rate, Tone, Pitch

a.      Methodicals: Slow, Monotone, Low

b.      Expansives: Very Quick, Friendly, Moderately Loud to Loud

c.      Governors: Fast, Demanding, Booming

d.      Agreeables: Moderate, Thin to Mid-Tone

5.      Know What’s Important for Them

a.      Methodicals: Best Value

b.      Expansives: Visibility

c.      Governors: Status

d.     Agreeables: Friends & Family

Put this into practice and watch how quickly your sales will grow.

Want to use this article on your website or your own ezine? Share the knowledge but you MUST include the following: Allie Casey , Reinvention Specialist, can help you and your team ramp up your communication for more productivity  and profits and fewer misunderstandings and headaches. To get your F.R.E.E. audio course, more communication articles and information visit www.alliecasey.com.

Find more tips on workplace communication in Misunderstood! The Fast Guide to Communicating at Work– What to Say, How to Say It and When to Shut Up!

Is Wavering Confidence Holding You Back from Success?

I just returned from a lunchtime networking meeting and was spurred to write this post. A lovely woman I was talking with, (who owns a business) was considering taking a corporate job for “security.” Funny, most corporate workers will tell you there is no security in their jobs. Security doesn’t actually equal success. Confidence equals success.

As we chatted further, I discovered that what she didn’t like to do is “sell.” Now I know many of you reading this post are nodding your head in agreement. Yet, selling is a part of any job (or conversation, for that matter) it’s just that we don’t view it that way. If your corporate title doesn’t include the word sales, account exec. or the like you think selling is not a part of your job.

But, it is! If you are the receptionist your job is to sell guests on the idea that they have walked into the right place to do business. If you work in the accounting department your job might include selling your competency to your boss, or selling a vendor on the benefits of paying on time, otherwise the vendor sells you on the idea that adding an extra 30 days to pay is in your best interest.

Are you getting the idea that selling happens all day long…we just don’t call it that, do we? In fact, I can hear it now, some of you are railing back at the very idea by exclaiming….’well, that’s not really selling!” Oh really?  Your six-year does a better job selling you on the idea that “five more minutes” is to your benefit than you do of selling her on the idea that going to bed is the better idea. Why? Your six-year old is confident in her request. She doesn’t waver and stop to wonder if asking is a good thing or a bad thing. No, she knows “nothing ventured, nothing gained.”  (My mom’s favorite saying.)

So, here’s the thing. People need you and your services. They have problems (I can’t set up a website), challenges (I can’t breakthrough my limiting beliefs) and questions (who can I trust to fix my car?) And you have answers and solutions or you know who to refer them to. Frankly, sometimes I want to be “sold” on the idea that you are the right person for me to do business with. I want to know you are confident in your product or service. Confidence, as I’ve mentioned in previous articles, is what we notice first about someone.

Confidence sells.

I don’t intend to get into the “hard sell” versus the “consultative or soft sell” approach, I just want to stress that selling is what makes the world go around. And, yes, I believe getting skilled in selling for business can help make you confident.

What do you think?

Allie is a professional speaker and coach who helps others gain confidence through communication in order to be successful. Read more in her book, Misunderstood! The Fast Guide to Communicating at Work or contact Allie at 407-313-4967 about a coaching program that might be right for you

Communication and Your Customers – 5 Tip-Top Tips

Short and sweet communication nuggets. Get into the customer communication game with these tips:

  • Business etiquette plus positive personality equals excellent customer service. Think Zappos!
  • Would you do business with you? Spend time being your customer, evaluate everything from reputation to referrals.
  • Make these ABCs essential to your business–Articulate what you do clearly and concisely, Build Rapport first, Confidence is what people notice first–own it!
  • Make listening easy for your customers–eliminate communication barriers. Take a moment to find out what might be in the way–an accent, speech pattern, distracting gestures…etc. and vow to banish it so you can be heard.
  • No matter what you are selling–ask for the sale. It’s a disservice to your customer if you don’t.

That’s today’s quick tips–add one of your own in the comments.

These tips and more like them can be found in my book, Misunderstood! The Fast Guide to Communicating at Work–What to Say, How to Say It and When to Shut Up. Pick up a copy today–you owe it to yourself. Click the book image on the right or go to Amazon.com. Don’t forget to pick up your 6 Part Audio Series, “The Power of Effective Communication” it’s FREE.

Serve Customers the Way they want to be Served

From Misunderstood! The Fast Guide to Communicating at Work–What to Say, How to Say It and When to Shut Up

Successful Communication Equals Business Success

1125736_busy_businessman_1How successful you are at communicating determines the degree to which you will be successful in business. Giving instructions, conducting interviews, presentations or selling all involve communication.  Where do you stand?

“The way we communicate with others and with ourselves ultimately determines the quality of our lives.”

Tony Robbins said that and he was right. The good news is that communication skills can always improved. Start by evaluating your current ability.

Here are a 5 ways to determine how successful you are at expressing yourself:

Ask for and listen to feedback. Most people are fearful of doing this. Few people like to hear the unvarnished truth about how well they come across to others. Yet, this may be the key to unlocking your business growth. Ask people you trust to give you an honest response. Ask a mix of family, friends and business associates to get a better profile. Then listen, really listen. Decide what might be true and choose to make some changes. Be open to the information and thank them for their honesty.

What kind of clients do you have? Are you working with people you enjoy and respect? Do they express themselves well? Do they recommend you to others? 

Would you want to associate with you? What message do you send to others about the people you socialize and do business with? Do you have a variety of associations? “You can’t fly with eagles if you’re hanging out with turkeys,” is a saying that holds a lot of truth. Take a critical look at your relationships and ask yourself if you need to make some changes.

How careful are you about your written or viral communications? Have you gotten lax about grammar and spelling? Do you speak or write in “text?” Do your articles, reports or books have numerous errors that erode your credibility?

How well do you follow-up? This is a big one. Success in personal and business relationships has everything to do with how well you follow-up. I’m including the courtesy of responding to an RSVP on an invitation. Failure to respond affects business—it doesn’t matter if it’s a wedding or a business function—the consequence is far reaching. If this were the benchmark for successful communication most people would be in trouble. On the business side, customer dissatisfaction is overwhelmingly about the lack of follow-up.

Take an honest look at these questions. Choose one you know you can change immediately and implement it now.

Leave me you thoughts. What burning question do you have about communicating in business?