Diagnose Before Prescribing

TIP OF THE WEEK TO GROW YOUR BUSINESS

Diagnose Before Prescribing

You must understand all your prospects pains, problems, challenges and needs before you can sell them your services.

In the sales process, you need to discover what your prospect will buy, why they will buy it and under what conditions. To do this, you must first understand the importance of asking questions and listening.

ASKING QUESTIONS

• If you ask enough of the right questions throughout your interview process you will likely get an order.
• Use questions to encourage people to talk and to clarify your understanding of what they really mean.
• Ask open ended questions to avoid “yes” and “no” responses.

LISTENING

• Begin listening from the very first word and give that person your undivided attention.
• Focus on what the prospect says. Avoid trying to figure out what the person is going to say or what you are going to say in return so that you don’t miss what he or she actually says.
• Get your whole body involved in listening and show that you are truly paying attention. Look the person squarely in the eye. Use facial expressions and other nonverbal clues to show that you not only hear but accurately understand what they are saying.

Treat the initial dialogue with the prospect more like an interview - Your initial meeting should focus on understanding your prospect's business situation, listening more than talking, and then illustrating how your firm is unique and can eliminate the pains they've been experiencing. With the right questions, many prospects will walk right into the sale.

Talk with prospects and customers, or conduct research if you have the time, budget and opportunity.  Uncover their true wants and needs – you’ll learn a great deal about what you can deliver to solve their problems and beat your competitors.

For more information on how to effectively listen and ask questions to increase your closing ratios, please contact GGR International at 832-403-3339 or www.ggrinternational.com.

Kind Regards,

Sherry Kniffen

Head of Training and Learning Development

DL : 832 431 4201 (USA)   l    M : 832 217 9527(USA)

Creating Your Vision

“The only thing worse than being blind is having sight but no vision.”

Helen Keller

Today was our company’s yearly vision board lunch and I wanted to not only take this opportunity to share mine but to explain how important it is to everyone out there that creating a vision is really key to being successful. This task was assigned by our President, Claire Ansell, to every member of our company and we then shared our visions with the entire team.  It was a great team building exercise and also allowed us to get to know everyone on a more personal level.  It was very interesting to see how differently everyone was motivated.

Vision boards are visual representations of your goals and desires. They can be made a number of different ways, but their main purpose is to assist you in visualizing, and thus feeling, how you want to feel when your goals are achieved.  This is the key to manifestation. Over 75% of people tend to be visual learners which makes visualizing and visual images so effective.  And what better motivation than seeing your goals reached!

Many people have vision boards for their life goals, but they can be powerful tools in your business as well.  Consider creating boards for:

• ·         Your brand
• ·         Your customer experience
• ·         Your financial goals
• ·         Your definition of success

Many successful people tell of how they set a goal and used some sort of vision board technique to help them get there. One of my favorites is the story of Jim Carey who, as a broke and struggling young actor, wrote himself a check for ten million dollars for "services rendered". He kept that check in his wallet and looked at it often to remind him of his goal.  Jim's check was indeed a "vision board" of sorts. It was a visual representation of his dream and "seeing it" helped him believe it and achieve it. 

No matter what your business goals and dreams are, a vision board can help you clarify what you really want. The process of creating one helps you to visualize what your success will look like and you might find that what you really want changes as you build the board.  When visioning your success, it's okay to dream big and it's also okay to shoot for just a little over your comfort zone.   As you get closer to your goals, revise your board to include new milestones, too

 

Have you taken the time to visualize what you want for your business?  What success means to you? 

Visit www.GGRInternational.com to learn more about how GGR can help you develop your company vision and help you achieve your goals.

Investing in Your Team

Investing In Your Team

The team with the best players usually does win – this is why you need to invest the majority of your time and energy in developing your people.
- Jack Welch

At the start of the New Year, this quote really hits home.   If you do not cultivate and nurture your team and help them to plan and achieve their goals, it will be a struggle for you to hit your targets in 2013.

As president at GGR, my goal is to make sure that our team has the best players and I continually allocate resources throughout the year to achieve that.   Each January, I sit down with each member of my team to go over not only the companies yearly plan but their own.  Here are 4 key principles that I use:

1. Our company vision must be clear, motivating and have goals that are highly rewarding and achievable.
2. Our team has to genuinely believe that we are one team with one purpose.
3. Each member of the team has the tools and knowledge to self-evaluate themselves in order to support their weaknesses and leverage their strengths.
4. Together, build a roadmap with key milestones that allow us to measure our success.

I have learned that the grass really is greener on the right side of success, but I could not have gotten there without investing time and energy in building the right team. Call 832-403-3339 or visit www.ggrinternational.com to learn more about how we can help you develop a clear direction on how to invest in building a strong team.

CLAIRE ANSELL

PRESIDENT

Interactive Sales Training

"Tell me, I'll forget.  Show me, and I may remember.  Involve me, and I'll understand."

Chinese Proverb

 

Most organizations believe in training, however, our research and experience has shown that companies typically struggle with building an effective road map for their teams, especially their sales and leadership teams. Emphasis is usually placed on “what”, “when” and “why”, but they leave the "how" up to the individual team members.

We understand that all adults learn using different methods, and just because they have been shown something does not mean they have been trained. The “how” education is a learned process, but it can mean the difference between wasted theory and real world results.  Our training packages develop the “how” for companies, which moves their teams from unconsciously competent or unconsciously incompetent, to a consciously competent state.

Call me today to learn how our fully interactive sales course can transform your sales team with to increase revenue and profitability. 

Visit www.GGRInternational.com to learn more about our other training courses which include,

• Leadership Toolbox - to enhance the skills of leaders in your organization
• 360 Degrees of Selling - to fully align your sales team with a proven sales process
• CRM Training - to ensure you're getting the most out of your CRM system
• A+B=Revenue - to align your sales and engineering teams to ensure the most productive sales process
• Funnel Management - to understand the value and progress of each sales through the sales process

Thanks for reading!
Sherry Kniffen
Head of Training and Learning Development
832-217-9527