Tag Archives: personal development

The 7 Reasons You Just Lost That Sale

Recently I posted a question on the four most popular of LinkedIn’s Purchasing and Procurement Group’s discussion boards, which gave me the opportunity to ask almost half a million professional buyers one simple question;

“How do most sales people let themselves down?”

After working my way through the answers, it turns out there are 7 recurring issues that cause salespeople to lose the sales that they really didn’t need to.

The full article will appear in the Institute of Sales & Marketing Management’s Winning Edge Magazine later this month – but here’s an early, sneak peek.

You can download a PDF of the full article here.

For more information on the ISMM or how to receive Winning Edge magazine, you can find out more by following this link.

Best regards

Chris

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PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews and I am humbled by the number of people who have already discovered it – thanks for all your support. If you haven’t read it yet, you can download the first four chapters for free by clicking on this link.

New Varda Kreuz Case Studies HERE and Video Testimonials HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Advanced Sales Training, Business Development, Cold Calling, Customer Service, Sales Training, Self Improvement

July 4th – How to Make it Your Sales Independence Day

Definition: Independence – Not depending on another for livelihood or subsistence; Capable of thinking or acting for oneself

To some of you it might also mean freedom, and being out there – free – on your own – with no one else to blame can be scary, unpredictable and heavy with responsibility – but if it’s all you dream of, it’s also well worth it.

I was asked last week by a gentleman attending one of my training days for my suggested reading list.

So here it is – it doesn’t include any of my books (sorry Mr Publisher) – just 6 books that changed my life

  • Think & Grow Rich – Napoleon Hill
  • The Richest Man in Babylon – George S Clason
  • The Greatest Salesman in the World – Og Mandino
  • 7 Habits of Highly Effective People – Steven Covey
  • 7 Stategies for Wealth & Happiness – Jim Rohn
  • Secrets of Closing the Sales – Zig Ziglar

Treat yourself to one of those; give yourself the time to appreciate it, go and take a step towards your own personal freedom.

Happy Independence Day

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

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What Does a Proper Personal Development Plan Look Like Pt 2

It turns out that when subscribers write in and ask me for a little help there are usually countless others who have the same concerns, so much so that the ‘mailbag’ entries on this blog tend to be the most read, forwarded and re-blogged.

I’ve split up my reply to the recent email below because there’s quite a bit of detail – if you found the first part useful yesterday you’ll find Part 2 below.

There are also 2 more free downloads with my compliments.

What does a good PDP look like?

“Hi Chris,

I wonder if you could help me with something or steer me in the right direction?
I’m looking to pull together a ‘proper’ PDP and just wondered if you had any examples of a good format?
I have done a bit of a brain storming in terms of my strengths and development areas, also a little bit of career mapping and steps to get there, but I’m just not sure what sort of format to put it onto? (It’s a bit of a brain dump at the moment on paper)
I thought you were the right person to ask.
Appreciate your advice. Cheers! L

Part 2 of my response;

If you’ve filled in Worksheet 1 from yesterday you will be able to fill in Worksheet 2 with ease it’s called – Do You Know Where You’re Going To – which is fairly self explanatory but essentially you have a number of columns –  which equate to 1 year, 5yrs, 10yrs and 20yrs from now – put down in the appropriate box how old you’ll be at those moments in time, the position you’d like to hold / job you’d like to be doing and how much you expect to be paid while you’re doing it.

Finally Worksheet 3Goals – You’ve got to take the info from the first two sheets and decide, if that’s going to be how your future will look, how are you going to get there?

So this worksheet asks you to choose One lifetime achievement, Two 5 Year Goals, Two 3 Year Goals, Two 1 Year Goals, Three 6 Month Goals, Three 3 Month Goals and Three 1 Month Goals.

Again start with the end in mind – start with the biggies and work out what the short term goals need to be to feed into them.

Every small goal must lead you to one of the bigger ones.

You update this sheet every three months, which will move you ever closer to all your targets.

And this is the important bit – rather than writing a development plan that needs action, you have created an action plan which includes the required development.

Real achievement and success usually means movement, change and discomfort.

Focus on the WHY before the WHAT, that way you have a reason to do it – when it gets tough you’ll know why you need to keep going, nobody ever finishes anything meaningful without a REAL reason to do so.

The magic of this exercise is that once you’ve got it all down – you’ll have worked out what you need to become, the amount you believe you need to earn, the things that need to change.

A final thought, there will be things (education, job titles, membership) that you may have included in previous Personal Development Plans and feel you  need to put down here to successfully move this plan forward because society, employers or your subconscious say are important.

If they don’t get you to where you want to be going – if they are not vital to achieving your goals, financial rewards and long term happiness – drop them, ignore them and concentrate on the stuff that matters to you, because this is your plan, not theirs.

Remember if you don’t have a plan you fall into someone else’s plan – and they have nothing planned for you.

So that either bored you stupid or captivated you till the end:-)

Either way – I hope everything you truly want to come your way, does so.

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Personal Development, Self Improvement, Uncategorized

What Does a Proper Personal Development Plan Look Like

It turns out that when subscribers write in and ask me for a little help  there are usually countless others who have the same concerns, so much so that the ‘mailbag’ entries on this blog tend to be the most read, forwarded and re-blogged.

I’ve split up the reply to the recent email below because there’s quite a bit of detail – if you find it useful I’m sending out Part 2 tomorrow.

There are also 3 free downloads with my compliments.

What does a good PDP look like?

“Hi Chris, 

I wonder if you could help me with something or steer me in the right direction?

I’m looking to pull together a ‘proper’ PDP and just wondered if you had any examples of a good format?

I have done a bit of a brain storming in terms of my strengths and development areas, also a little bit of career mapping and steps to get there, but I’m just not sure what sort of format to put it onto?
(It’s a bit of a brain dump at the moment on paper)

I thought you were the right person to ask.
Appreciate your advice. 
Cheers! L”

My response;

Hi L

First of all thanks for asking, I hope I can help.

I approach Personal Development Plans a little differently to what some would call text book – so forgive me if it sounds like I’m being awkward, you’ll either love this or hate it – either way it’s yours to use if you so wish.

The biggest problems with PDP’s is that they start at this end – the ‘where you are’ – and cut through to get to somewhere else, an unseen horizon – and the best advice I ever got with this kind of exercise is start with the end in mind and work backwards.

If you want to align your PDP, if you want it to get you to where you really want to go – you’ve got to start there and work back to now.

If you remember at the recent FAME management training day I ran, I asked everyone to write down how they wanted to be referred to on their last day of work – this next exercise works on a much larger scale.

Worksheet 1 asks you to spend 10 minutes and imagine you’ve walked into a packed church, sat down at the front with the heady smell of lilies and respectfully low chatter and then start to listen to the eulogies at YOUR OWN funeral – bear with me, it’s not as dark as it sounds.

On the worksheet write down in each box what you want each group to say – not what you think they might say now – what you want the following groups of people to say on that very last day.

Quadrant 1 – Everyone from your family who is alive now or might yet be born – Grandparents, parents, uncles, aunts, brothers, sisters, sons, daughters, nieces, nephews, grandkids.

You have to be quite specific – Who’s going to thank you for their education, their twenty first birthdays, their weddings, your time, your wisdom, your commitment, your care?

Quadrant 2 – Everyone who you count as a friend – again you have to be quite specific – What do you hope they view as the most meaningful characteristics of your personality and what are they remembering you doing, what are going to be the most important times they spent with you?

Quadrant 3 – Your business life. Everyone who you will work for and all those who will work for you (maybe even add in a couple of customers)

What do you want them all to say about you, right at the end?

Quadrant 4 – Your wider local community

Think deeply – what do you want them to have seen in you? What contributions, what achievements would you like them to have remembered?

The magic of this exercise is that once you’ve got it all down – you’ll have worked out how you want to be thought of on your last day – which sounds dark, but when you understand how you want to be remembered all you’ve go to do is – live like that.

After that tomorrow’s two exercises make sure you start to do things that get you there and only the things that matter.

Making sure that your PDP gets you to where you’re planning to get to, not just help others achieve their own.

Part 2 tomorrow.

See you then

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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How to Cure Your Customer’s Saudade

Saudade is a wonderful Portuguese word that has no direct translation into English, it describes a distinct sense of longing for something that doesn’t actually exist.

The Street of Sales Saudade

It’s an ‘emptiness’ – as if someone or something should be there – an absence you can feel.

Your prospects and customers are suffering from a form of Sales Saudade, a problem you can cure (and get ahead of the competition) with the 3 Rules of Customer Service.

If you are unaware of these rules, let me start with Rule Number 1 the rule that everyone seems to know,

“Treat others the way YOU want to be treated yourself!”

Fabulous, quite right – and so you should, it’s a fabulous place to start.

Unfortunately that’s exactly where most people also stop, which is a shame because….

Rule Number 2 explains that – as commendable as Rule Number 1 might be – it falls painfully short of the mark.

Why?

Because nobody else is YOU!

Which is why Rule Number 2 tells us to;

“Treat other people the way THEY want to be treated!”

Which – if you think about it – might be completely different to the way YOU want to be treated.

Bryan K Williams calls Rule Number 3 the Double Platinum Rule and explains it with this story;

A guy goes out to his car only to find that the front right tyre has been stolen…completely gone! So he puts the spare wheel on, and drives to the garage.

After explaining what had happened, he orders a new tyre. The attendant takes the order and tells him it’ll be in the following day.

On his way out, the manager stops him and asks if he got everything he needed.

He says “yes thanks” and then goes through the events of his traumatic morning – to which the manager asks,

“So you’ve ordered some wheel locks now have you?”

The customer has never heard of a wheel lock so the manager explains that they prevent tyres from being stolen and he really should consider ordering some.

Of course he should – that’s a great idea – if he’d had them this morning none of this would have ever happened.

On his way out he goes to see the attendant who took the order,

“Why didn’t you recommend the wheel locks?”

And the attendant says, “I gave you everything you asked for!”

And that neatly brings us onto Rule Number 3 which is;

“Treat other people the way THEY DON’T EVEN KNOW they want to be treated!”

Sales Saudade!

And your prospects feel it all the time.

The feeling you get when something isn’t right, but you don’t know what would make it better – just a distinct sense of longing for something that doesn’t appear to exist.

No amount of searching on the internet or meetings with your peers can deliver the answer – because you don’t even know the question.

It’s like feeling a dream you can’t quite remember.

Your prospects desperately need YOU to find THEM – to cure their Saudade,

It’s not an easy job.

Strangers – especially sales strangers – are a tough crowd to let in.

But just because they don’t recognise you as the answer to their problems right now shouldn’t put you off forever.

As Zig Ziglar wrote;

Customers don’t change their mind. They make a new decision based on new information which produces a new feeling.”

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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New Year Resolutions? You’re Better Off Listening To Whitesnake

Do you want to hear the only New Year’s Resolution you’ll ever need?

According to Time Magazine, the top 10 most popular (and most broken) New Year’s Resolutions are:

    • Learn something new
    • Get out of debt
    • Spend more time with family

New Years Sales Training

  • Travel to new places
  • Be less stressed
  • Volunteer
  • Drink  less
  • Lose weight
  • Get fit
  • Quit smoking

Trouble is they’re all things you just do, not the real things you actually want to achieve.

The resolution I’m going to give you has helped people find that life changing job, educate themselves to get the future they deserve, start their own business, prove they’re ready for promotion, see the world – the really big stuff.

So, for all those of you not old enough to have owned the original LP’s from the musical Rock of Ages, let me share one line from a Whitesnake song called Hear I Go Again – a line that not only sorts out your resolution blues, it could put you on track to achieve everything you want;

You see;

  • You don’t want to travel to new places – you want to see as much of the world that interests you before it’s too late, while you can
  • You don’t want to lose weight – you’re fed up with the way you look and the way you feel about yourself and don’t want to feel that way anymore.
  • You don’t want to volunteer – you want to make a difference, put right an injustice and cleanse your soul
  • You don’t want to spend time with your family – you want to leave a legacy, let them know how you feel, make the most of all the time you have before the day comes when you’ll never be able to see them again or they can’t see you.

You get the idea.

So have a look at your New Year Resolutions, and change them from what you’d like to do – to the reason you’re actually doing them.

And then say “I’ve made up my mind; I ain’t wasting no more time.” (That’s the line from Here I Go Again by the way)

Because time is ticking away my friend and the teeny, tiny steps – those individual resolutions – will only ever take you to the foundations of your hopes and dreams.

Normal New Year’s resolutions aren’t time related – apart from a vague sense of something you’d like to do in a single year.

It’s almost like they were created to keep the masses happy with lots of little achievements – so they never have to get the silly notion of reaching for the stars.

Stating why you’re trying to achieve something allows you to recognise which actions will drive you towards its realisation – while also showing you who and what is wasting your time or stopping you from getting there.

Whatever IT is that you want to do, be part of or become – give it the level of importance IT deserves and dismiss anything that pulls you away from achieving IT.

Decide today that you’ve made up your mind and you ain’t wasting no more time.

Have a great New Year

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Sales Targets, Self Improvement

Your Free Download Chart of Next Year’s Best Selling Days

“Carpe diem. Seize the day, boys. Make your lives extraordinary.”
John Keating (Robin Williams) – Dead Poets Society (1989)

It’s that time of year again when I share my annual free download, showing the days available to you over the next 12 months which can be classed as ‘prime selling time’.

A little information that is glaringly obvious to the top 10% of high achieving sales people, but ignored or missed by virtually everyone else.

Actually, I’ll bet – in the back of your mind – you’re all aware of what I’m about to share with you, so much so that this week’s free PDF download will be once again greeted with as many people saying “that – is – brilliant”, as those stating “that is just so obvious!”

You can print it off, pin it up, send it out or just pop it in the back of your personal organiser.

If used properly this single sheet of paper will;

  • Organise and focus you and your team to achieve the important stuff first
  • Help you develop a long term business view, which has the flexibility to recognise what needs doing today
  • Remove the opportunity to complain about “time running out
  • Scare the living daylights out of your inner procrastination gremlins

To achieve this you will need your personal target (worked out as an annual figure for the whole of 2013), your holiday dates and internal meeting dates.

Here’s what to do;

Download the PDF here

If you have just clicked on the link, you will now have before you the selling days available to you over the course of the next year – 2013 – in the UK.

You may need to change it slightly for which ever part of the world you are in.

FACT – Almost all of you have 252 days next year to effectively sell.

FACT – In the UK next year – due to holidays – the sales industry will have five months with only 20 effective selling days each.

FACT – Quarter 3 (July, August, September) has the most selling days – 65 – but will undoubtedly become the time when your competition take their foot off the gas because “there’s never anyone in over the summer

Here’s what to do next

Work out when you will be lying on a beach or stuck in a hotel meeting room with a group of hung-over colleagues looking at a large, projected forecast graph – and then deduct those days from the appropriate months.

OK

  • How many real days have you got to achieve your target?
  • How much does your pipeline need to achieve on a daily basis?
  • What does that mean for each of those monthly figures?
  • What is your target figure for Quarter 3?

We all play differently when we are keeping score.

Take for example a group of kids kicking a ball around a park just for fun, watch the change – in mood, reactions and body language – on the pitch after someone shouts;

“OK, let’s keep score!”

It’s the same with sales – we all play differently when we’re keeping score!

This year, do yourself a favour – count every available day and make every day count.

Seize those days and make your lives extraordinary

Feel free to leave a comment

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Business Development, Drinks Industry Sales Training, Management Training, Sales Targets, Sales Training, Self Improvement, Time Management