I am often surprised at how people show up for business meetings and opportunities to quote, especially from trades like builders, plumbers and decorators.

​I appreciate that you may be swinging by after a day’s work, but for goodness’ sake keep some clean clothes in your van. Ideally with your logo on them. Have a notebook and clipboard. Look professional. It does make a difference. Be different from your competitors.

I helped one builder client increase his conversion rates by 22% just by wearing a smart logoed shirt and carrying a clipboard with a set of questions on it.

Objections are often simply buying signals in disguise. Your customer is concerned about at least one aspect of your product or service, so the first thing to do is clarify what that is. Be warned that the first objection is rarely the real objection so you may need to do some digging.  
​
Easy Objection Handling Process
◦ Clarify the objection.
◦ Empathise with them (see Tip 126 Feel, Felt, Found).
◦ Ask: “If this wasn’t an issue would you be happy to go ahead?” As discussed, often the first objection is not the real objection.

GROW is a great tool for setting your own goals or using with your team.  

G - Goal. Where do you want to be? What do you specifically want to achieve by when? 
R - Reality. What is your current reality? Where are you now?
O - Options. What are your options? What could you do? Brainstorm as many ideas as you can. Remember, this is not about what you ARE going to do, just what you COULD do. 
W - Will. Now you focus on what you WILL do. What will you do and when will you do it?

Keeping you on target ... :-)

Jo x

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For those of you in businesses that require negotiation, here are seven tips to improve your negotiating skills: 

1. Negotiate when the sale is conditionally agreed and no sooner. Buyers tend to try to negotiate before giving you any commitment – don't let them!
2. Get the other persons full 'shopping list' before you start to negotiate. Buyers usually do the opposite – they like to pick concessions up one by one, indefinitely!
3. Let the customer put the first offer on the table.
4. Never give away anything without getting something in return (speed of sale, etc.).

To be successful in business, it makes sense to learn how to spot buying signals. Here are eight clues that your prospect may be ready to buy:

1. Relaxing, increasing eye contact, leaning forward, nodding, agreeing.
2. Change of pace. Repeating a question that has already been answered in full or asking the same question twice in rapid succession.
3. Asking 'chicken' questions like 'What happens if...?'
4. Questions about price, payment schedule, sales process, timing.
5. Asking about specific colours, products, etc.
6. Asking for your professional guidance or opinion.
7. Asking for references, warranties, etc.
8. Using possessive language such as 'When we move in...'

 
Increasing your conversions...
​Jo :-)

​P.S. Join one of our MONTHLY MASTERMIND GROUPS for just £20 and help improve children's mental health at the same time. 
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In case you are wondering what SLA stands for, it means 'Service Level Agreement'. In other words, the level of service that you will commit to when dealing with your clients or customers. It doesn't need to be a long document, and you don't even need to send it to your clients.

It's your promise of service. 

Your personal SLA could contain things like:

• Response times. For example, I will always respond to a query within 24 hours, even if it is just a holding email to say 'I'm on it'.  Nine times out of ten, I'll get back to them on the same day. Same with phone calls. I always strive to overdeliver. 

So, what does she mean by that? I hear you ask. Has she finally lost the plot? Well, the answer to the last question may be debatable, but here's what I mean...

When the shit has hit the fan, the sky has actually fallen down, and the worst that can happen has happened – I want you to act like a duck! While under the surface you may be frantically paddling away, all that your team, clients or customers will see is a serene, calm duck gliding across the surface of the water!
 
They don't need to see your meltdown or breakdown. They don't need to hear or see how stressed you are. Be a duck. (Or a swan if you want to be more elegant!)

Keeping your emotions under control is one of the signs of a true leader. 
​
Keeping you amused!
Jo x

​P.S. Join one of our  MONTHLY MASTERMIND GROUPS FOR JUST £20 and help improve children's mental health at the same time. 
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Let's face it - none of us really enjoy having difficult conversations. They can be unpleasant and uncomfortable, which is why we often put them off until they cause an even bigger problem.

But remember Tip 74 - you deserve what you tolerate! As much as you may not want to have the 'difficult' conversation - it just has to be done. 

The 'Feel, Felt, Found' technique has multiple uses, from handling a sales objection to coaching a team member, calming a disgruntled customer or trying to win over your spouse or kids! 

Step 1: FEEL
"I know how you feel" – show them that you understand. Show genuine empathy.

Step 2: FELT
Tell them about another person who initially felt the same way. "I had another customer who felt the same way", or "I felt the same way myself at first".

Step 3: FOUND
"But what we/I/they found was..."
Tell them how you or another client found that their concerns were unfounded. Everything worked out well; the produce was perfect; the disaster didn't happen. 

Try it – you'll be amazed how easy it is to bring others around to your way of thinking!

To your success
​Jo x

Ridiculously cheap business support for small and micro businesses! 
​JOIN ONE OF OUR MONTHLY MASTERMIND GROUPS FOR JUST £20 AND SUPPORT CHILDREN'S MENTAL HEALTH AT THE SAME TIME!