Category: Communication Tools - JO RICHINGS

How often do you ask your team to give really honest feedback?

29/12/2022

If you are like many businesses, the answer could be - not often enough!

According to the book ‘No Rule Rules’, at Netflix it is tantamount to being disloyal to the company if you fail to speak up when you disagree with a colleague or have feedback that could be helpful. After all, you could help the business—but you are choosing not to.

I really love this. It shows a culture of trust, both in the management team and in each other. I often encourage clients to run either an anonymous team survey and/or a 360 survey to find out how their people are really feeling. Sometimes I come up to some very strong resistance in the beginning, usually because they are scared of what they will find out and reluctant to make the changes they know their staff will ask for.

How good are you at praising your team?

28/11/2022

Interestingly, a LOT of managers and leaders really struggle to praise their team.

This can often depend on their DISC profile (if you are not sure what this is and manage a team - we REALLY need to talk 😊).

D profiles will struggle to praise unless you go way above and beyond their expectations.

I profiles will be over the top and possibly even praise you for arriving to work every day. 😉

S profiles will take giving praise seriously and will probably be pretty good at it.

C profiles probably won’t think to unless your work is perfectly perfect. It’s your job after all.

How good are you at praising?

Let’s talk about rapport building!

27/6/2022

Let’s talk about rapport building.

For the I’s and S’s on DISC profiling, rapport building is essential. They want to be your friend, they want to feel like and accepted so even if being talkative, warm and friendly is not your thing (that’s you… D’s and C’s!), it’s crucial to give them what they need.

Here are the top 10 barriers to rapport building...

Have you ever been on a DISC Workshop?

27/6/2022

I love DISC workshops! There is nothing quite like watching the lightbulb go on when people 'get it'.

They start to understand themselves better and more importantly, they understand how to get the best out of others. It’s great for improving relationships & communication within teams...

Tip 154) ask yourself - Do I look the part?

23/2/2019

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.

Tip 148) Handling Objection Tips

17/2/2019

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.

Tip 146) Learn how to set your own goals with the GROW model

15/2/2019

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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Tip 140) Check your writing online with Grammarly

9/2/2019

This free plugin can help you check your grammar, spelling, style and tone, both online and in your emails. Grammarly enables you to eliminate errors and find the perfect words to express yourself. Your messages, documents and social media posts will be clear, mistake-free and impactful.

To your success
Jo x

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Tip 136) Polish your Negotiating skills

5/2/2019

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.).

5. Summarise and confirm understanding continually.
6. Aim high, but aim for win-win or your buyer may feel like they've been 'had'.
7. Recognise that people often ask for more than they expect to get.

To more successful negotiating!
Jo x

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Tip 134) Learn how to spot the buying signals

3/2/2019

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:

Relaxing, increasing eye contact, leaning forward, nodding, agreeing.
Change of pace. Repeating a question that has already been answered in full or asking the same question twice in rapid succession.
Asking 'chicken' questions like 'What happens if...?'
Questions about price, payment schedule, sales process, timing.
Asking about specific colours, products, etc.
Asking for your professional guidance or opinion.
Asking for references, warranties, etc.
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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