An instant time saver, an extreme challenge and a stupid salesman

Dear Friend,

It has been a while since I’ve communicated with my database (unless you’re in my membership program, then you hear from me every week).

I’ve been doing a fairly intense road show across Australia with key clients.  I certainly learned about how to travel effectively, but that’s for another post.

Today I want to save you time instantly, help you be a better leader and tell you how one of my joint venture partners really pissed me off!

Now, to the instant time saver.

Would you like to learn one simple technique that can instantly save you time?

Well, here it is.

Increase the speed of…your mouse pad!

Sooo simple, but so helpful.

Most computers come with a setting that is normally on the middle speed.

In case you’re not sure how, then (if you’re on Windows) you go to: Control Panel – Mouse – Pointer Options – Select a pointer speed (‘Fast’ is best in my opinion)

It WILL take some getting used to, but you may just find you can’t believe how slow it was!

Now, second point. The ‘Extreme Challenge’ that makes you a better time manager. 

I have to share this one with you. It’s not mine; I got it from a client last week in Perth (thank you David).

He was telling me about the ‘Extreme Challenge’.

That is, anyone who wants to be a better leader (whether it be your children, your staff, your partner, your stakeholders, your clients, yourself), can use this to improve.

It came from research that discussed how some leaders made the room ‘smarter’….and some made it dumber.

It’s not that they were dumb, it’s just they made the team ‘dumber’ due to a driving force to be the smartest person in the room.

At a practical level, they were always ‘telling’, instead of ‘asking’.

So, here’s the challenge. For one week, do NOT answer a question. Don’t tell them what to do.

Just ASK them questions that help them arrive at the answer.

I noticed I was getting out of this habit with my young children.

Yes, when they’re toddlers, you have to say ‘Don’t touch that fire!’

But once they’re mobile and articulate, the questions technique is a great one.

So, start tuning into how much you’re telling, and how much you’re asking.

Lastly, I had a conversation with one of my joint venture partners recently, and it drove me crazy.

He tells me a client is interested in training for their staff. We start discussing dates.

Then he calls me back and says, ‘Oh, they’re putting it off until later in the year.’

I pause. I realise he’s finished. I also realise that in sales terms he is what we call an ‘Order Taker’.

As opposed to a ‘Deal Maker’.

In other words, someone said ‘NO’ in a sales scenario and he went, ‘Okay sure’.

That’s NOT a salesperson. That’s an order taker. In other words, not much value. He’s a nice guy, but he’s super lazy.

Here’s my point. In sales, in persuasion, in deal making, in making things happen – the word ‘NO’ is often the START of the conversation. Not the end. It means you may need to come from a different angle.  A different point of view.  A different benefit.  A different incentive.  Something…different.

Obviously, there are some exceptions. If you’re at a party and you ask someone out, and they say no, then don’t stalk them hunting for a yes. Move on.

But in the workplace, people are so busy, stressed, focused – you need time and skill to influence them. Without those skills, you can’t make things happen because you get stopped by the first ‘No’ that comes your way.

To that end, I’m running ONE public sales workshop in early June. If you’d like to learn how to do this at a practical level, then here’s the link:

But don’t just think if your job title doesn’t include the word ‘sales’ you should miss this training.

This is for you if you want to sell ANYTHING more effectively – your ideas, your concepts, your initiatives, your products.

That’s it for now.

Til next time, have a great day  🙂

Elliot Hayes

On May 27th, 2015, posted in: General by