Beliefs , Actions , Results

Beliefs and actions

Ever wonder why professional sportspeople can’t do what they practise every day when under pressure or sometimes they exceed all expectations, or why when you know what to do but you just can’t get going. Put it another way why was Henry Ford so right – 

If you think you can do a thing or think you can't do a thing, you're right.

Roughly beliefs lead to actions which are self fulfilling .

 So the cycle looks like this for a start -

 

The results reinforce the beliefs and become part of our background. We are back to Henry Ford. It is possible to think yourself into a set of beliefs which says that you cannot for example sell websites to engineering companies, no logic , just your beliefs leading.

So – the answer or answers – is to break the cycle; easy to say not so easy to do. A little bit like saying; Cheer up or Calm down. One technique, which is called reframing, is to reframe the situation and use some realistic and detached evaluation of the situation to find examples which don’t fit the cycle. This means that you look with detachment and not emotion at your situation where these less than useful beliefs are being reinforced by results.

One example from my coaching is a gentleman who was starting out as a consultant having worked for 25 years in accounting, first with his father’s firm and then with a major consultancy accounting firm London. He was convinced despite a very successful career that he couldn’t sell or communicate. He had himself convinced that of the stereotypical accountant this was reinforced by his father telling repeatedly that he couldn’t sell.

Just a quick note here – all good coaching life or otherwise should be based around a large degree of realism – none of this “the universe will decide …” rubbish (Universal Ordering) . There is no way I am ever going to do a triathlon. So I will say once the reality check is engaged, anything is possible.

Back to the new consultant , by looking at his achievements in his recent career , I could say although he hadn’t sold insurance or websites , he had sold accountancy and new ways of recording income to a couple of plc’s . This is selling. Once convinced of that the cycle was broken, his attitude became I can sell. 

Remember, this isn't a practice for the real thing. This IS the real thing. Right here, right now. If you want to do something, do it now. You may never get a second chance. Talk to me about how to break these cycles.

Paul Clarke 07876173444

Price - Tip

You may well have looked at my last blog post which was just (just!) a quote from Ruskin about price.

Met some one this week who said they were very busy but not making any money ; so what's the answer .

First option is to cut costs , travel less , work from home and so on .

The other is to raise prices. Sounds obvious doesn't it .

So why do some many sales people fear asking for a high price for high quality ? I think the key word is fear and the idea of selling a product instead of the benefits of that product.

Sell the benefits hard and don't be afraid to ask the right price for the quality that you deliver .


Thanks Paul Clarke 07876 173444

John Ruskin's Sales Advice

Price

It’s unwise to pay too much. But it’s worse to pay too little. When you pay too much, you lose a little money, that is all. When you pay too little you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balances prohibits paying a little and getting a lot. It can’t be done. If you deal with the lowest bidder it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better. There is hardly anything in the world that someone can’t make a little worse and sell a little cheaper – and people who consider price alone are this man’s lawful prey.

John Ruskin – 1819 - 1900

SMART

SMART GOALS

Specific – vague goals lead to vague attempts to achieve them

Measurable – you need to be able to evaluate progress to stay on track

 

Attractive – if you don’t really want your goal, you won’t put in a sustained effort

Realistic – it is essential that you are able to achieve your goal

Timed – deciding on an appropriate time frame is also crucial

This stuff may be well known but it’s always good to refresh . Goals must be smart – I want to lose weight as opposed I will lose 2 stones by the end of November . The second is better if achievable . Goals work better if shared too , hence Slimming World and the like .

Next Time some more sales stuff …

Sorting the Wheat from the Chaff

Sorting the Wheat from the Chaff

When you hear the word ‘coaching’, what exactly does it conjure up?

In a business context, does it bring together thoughts of some stuffy, retired ex-bank manager, telling you not to lease that car, to buy that printer or meet that potential client?

Or does it make you picture some “Transatlantic ‘guru’”, who will take your hard-earned, tell you to subscribe to their ‘life-affirming’ blog, offer you a downloadable ‘performance optimisation’ course and tell you it’s your own fault when you don’t gain any more paying clients?

Well, the news is, it should be neither of these.

In fact, coaching should be what you want it to be. It should be non-directed, so that you, the recipient, gain the maximum sustainable benefit. In other words, you feel that you have embarked on and travelled on that journey yourself. That’s the way you actually receive a genuine, meaningful, lasting effect.

Think of it this way – if someone tells you that you MUST do something, you would either refuse point blank (rebelling against their self-aggrandising authority), or comply (solely for a quiet life, but without taking on board the reasoning).

Either way is wrong.

What a successful coach needs to achieve is this, quite simply: a facilitation of the change that the business or person needs. Nothing more, nothing less.

The coach should assist the person to come to their own conclusions and generate their own way of getting there. He or she should only interject if that helps the client achieve that goal more swiftly and effectively. After all, the client’s needs are paramount – not some standardised framework, masquerading as a coaching ethos.

This explains my view of coaching , but the only way to find out what it really means is to try it . To do that have a chat with me - 07876173444

Fancy a Change

The Truth about Change

So here's the situation: Millions of people are afraid to go after what they want because it would force them to stretch their comfort zones. To put themselves at ease and avoid taking the risk, they fool themselves into believing everything will all work out 'someday.' And the reason so many people believe it will all work out in the future is because of another seductive trap.

They may be afraid to go for it right now, but this 'someday' they talk about is completely free of fear and worry. In other words, they've convinced themselves that a time will come when they won't be afraid to go after their goals. Have you done this? Have you convinced yourself that the right feeling will hit you and you'll live the life you've always wanted to live? Chances are good that you have, and that's why I have to kill the myth with the truth...

You will always, always, always feel out of your comfort zone when it comes to changing and improving your life, and that 'special' time when everything falls into place will never come.
Successful people aren't lucky enough to be free of fear and worry; they move forward in spite of it. And this brings us to the main message I want you to take away from this newsletter.

What's The Answer?


The time to do the things you've always wanted to do is right here, right now. This isn't a practice run where you'll get to rewind the clock when you're ready to go for
it. This is the real thing.

You know I'm right. And I'm sure you've said these same things to yourself, but nothing really changed, did they?
You know you should go for it, but knowing it isn't enough to make things happen. So what's the problem? Why haven't things changed the way you always wanted them to?

Well one answer is to change something, just one thing and see what happens and then change something else and so on. Another more dynamic way is to take time out and decide what you really want to do, or set goals. Having set those goals, plot a track to achieving them.

More Sales Part two

Fourthly – Develop new pricing structures

This one is important – don’t forget that the typical SME often tries to gain business by undercutting the opposition. While this might work briefly in the very short-term, it doesn’t engender any customer loyalty. In fact, the only customers who will come to you are those out looking for a perennial bargain. So, as soon as you’re forced to raise your price (and make no mistake, this WILL happen), these people will leave you faster than you can say ‘rats’ and ‘ship’.

Worse still, SMEs often fall into the trap of ignoring their costs of production. Don’t forget – you have fixed costs (those associated with running your business – rent, power etc) AND variable costs (those associated with producing the item or delivering the service – buying in labour, materials etc). Both these need to be factored into your pricing structure.

And, don’t forget the economic argument of Total Revenue. So, if you raise your retail price, while it might result in fewer sales, those sales could ultimately be more valuable, as well as meaning that you may be less busy and hence more able to take on other more profitable customers.

Fifthly – Seek testimonials for existing clients

These are vital – endorsements from existing clients or customers are like ‘gold dust’. They demonstrate that others who have used you in the past are happy with what you did – remember that Word of Mouth is the most useful form of marketing, because it’s someone independently who is saying nice things about you.

While advertising is useful for raising awareness of you, your brand, your product & service, people know it’s paid for. As such, they don’t truly believe it nor engage with it. Testimonials provide that missing link – use they wisely.

Finally – Remember two ways to increase sales – new customers , or sell more to existing customers. Recite this every day – and watch your business grow.

Tell Me More about the Master Sales Group

Members of this Group will receive a synergy of energy, commitment, engagement and mutual support, together with expert input from Boston Clarke and its associates. The unique benefit of the Master Sales Group is that participants raise each other’s sales by challenging one another to create and implement goals, brainstorm ideas and support each other with total honesty, respect and compassion.

The aim is to achieve a Very Significant Increase in Sales at a very affordable price. It is not intended to be a talking shop or a networking group. My knowledge, experience and expertise will be applied to obtain real sustainable sales increases for each contributing member. So, only Apply if You Want More Sales and serious business growth.

These Special Offer prices are only for Bradford Grid members. £150 to increase your business – cheap at twice the price!!!!!

What Will You Get From It?

·         A real Business Action Plan relevant and applicable to your vision & passion

·         Real Life experience, skill and confidence

·         Accountability and genuine progress

·         An instant and valuable support network

·         Lots of big company sales and marketing insights

·         The Ultimate Goal – More Sales!

What do you need to do?

Think carefully about what you want from your business. Phone me NOW to discuss your business – 07876 173 444. Or even Skype me. Then, book a place if you want to grow YOUR organisation.

Where

Bradford –  Kala Sangam , Forster Square, BD1 4TY

Cost

£150 plus VAT for 6x two hour sessions, including room hire and light refreshments, minimum 3 months. Payable as £100 plus VAT up-front and £50 plus VAT after the first session.

When

First session 5^th July 4-6 pm

Contact me for a place

Paul Clarke   07876 173 444               pc@bostonclarke.co.uk