Randy Clark's Blog, page 11

How to Prepare to Present

My youngest daughter called last week to ask me how to prepare to present. She was preparing to speak to a couple of hundred people and was nervous. Everyone gets the jitters. She wasn’t alone. I haven’t met a presenter who didn’t get butterflies before presenting. However, the more you present, the easier it is for most.

You will mess up. You’ll omit, forget, and ramble. It’s no big deal unless you make it one. Your audience doesn’t know, so don’t tell them. Don’t apologize for your mistakes. Take deep breaths, look toward the audience—even if it’s a spot on the wall—and smile.

If you’re prepared and you take the time to practice, presenting can be a fun, rewarding, and fulfilling experience. It’s a proven sales and marketing tool. And if you really want to learn a subject — present it. I promise you’ll gain more than your audience.

How to Prepare to PresentOutline the Presentation

Although it can be done, I’d advise against writing your presentation word for word. This adds a level of difficulty and often comes off stiff and phony. Make an outline, bullet the key points, and add thoughts. Please don’t try to do it ab-lib with an off-the-cuff talk because you will ramble.

Avoid a Boring Lecture

If you want to avoid being boring, ask questions throughout your presentation. How can more questions be added? Review every statement in your outline and ask if it would improve the presentation if rewritten as a question. Use open-ended questions — why, how, and what to solicit more than yes and no answers. Walk around the room before the presentation, introduce yourself, and then ask questions pertaining to your presentation. If you like their answer, ask them if you can call on them during the presentation.

Tell Stories

Give examples, personal experiences, and third-party stories. Stories can add credibility and help define your subject. Human beings like stories. Should you tell humorous stories? You can, but you don’t have to tell jokes unless it’s appropriate and you’re good at it.

Use Multimedia

Grab as many of your audience’s senses as you can. Have something to put in their hands, such as a brochure, or give them a fill-in-the-blank sheet or action plan, and use Prezi or PowerPoint.

Practice, Practice, Practice, Practice, Practice

Practice and then practice some more. I can’t say it enough. The best way to overcome fear of failure is preparation. Don’t only practice until you get it right — practice until you can’t get it wrong.

I’ve been asked how I prepare myself immediately before I present. Do I listen to certain music, meditate, or have a cocktail? I’ve tried all three, but what works best for me is to rehearse my opening on the way to the presentation, arrive early, and meet the audience. If you’re prepared and comfortable with your audience, you’ll do well. Do you give presentations? How do you prepare?

How Can I Help?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

Would you like to learn more about adding action to your words? If so, you might enjoy my book, You Can’t Talk Shit Done.

If you enjoyed this, you might also like  4 Steps to Preparing a Killer Presentation

Photo by Product School on Unsplash

The post How to Prepare to Present appeared first on Randy Clark Leadership Training.

5 Ways to Connect on Twitter I Mean X

So, how do you connect on Twitter and is it important? I’ve had a Twitter account since June of 2010. Like many longtime advocates of Twitter, I’ve lamented the evolution of Twitter from a place to find like-minded souls and carry on conversations to just another social media marketplace. But wait; is it Twitter or The user? I believe it’s a little bit of both. On the one hand, it is more salesy than it was fourteen years ago, but on the other hand, one can still have great conversations if one knows where to look and what to do. Here are six examples of how to start a conversation on Twitter.

How to Connect on Twitter  Join Twitter Chats 

There are Twitter chats for almost any topic under the sun. Regardless of your passion – there’s a chat. My favorite is  #DigiBlogChat. Every Tuesday at 4:00 EST, Carol Stephens and Larry Mount ask about blogging, social media, marketing, and more. I’ve never met my fellow DBC friends, F2F, but they are friends. It’s like the old days when I first learned that social media is IRL (in real life), so if you want to find that Twitter conversation sweet place like the old days, then search for a chat and jump in.

Respond 

Thank people for retweets but take it further by continuing conversations. Rather than stopping at “Thanks for the RT,” share additional information or ask the retweeter a question such as, “What did you take away from the post?”

Here’s one I’ve gotten away from, conversing with new followers. Don’t just thank them for the follow; also, ask them a question or make a comment based on their bio. For example, “I see you’re a gardener, flowers, veggies, or both?”

Ask Questions

It can be as simple as, “Share one word that describes your day?” I tweeted this question recently, and several people replied, to which I continued the conversation based on their answers.  Seek advice like, “What would you do?” or “What are your thoughts?”

Share Quotes

Here’s another one I’ve gotten away from. I post a morning quote five days a week. The same old boring quotes may work, but if you write, simply scan your work for usable quotes. For example, I’ve published two books on leadership and hundreds of blog posts, so I have a steady supply of leadership quotes to share. Most of my #leadership tweets gained RTs and likes, to which I’d comment, hoping to begin a conversation on one of my favorite topics. No more old boring quptes from me for a while.

Post Images

Twitter might not be as image-driven as Instagram, TikTok, or FaceBook, but photos and videos make a difference. Finished product, behind the curtain, and featured customers all attract a crowd. And GIFs can be fun and funny.

Don’t Be Square Be There to Share

To connect on Twitter retweet, reply, and like, but do more than that, be a conversation starter. Ask questions, make comments, and add to the conversation. One of the keys to this is staying connected and involved. With the trends toward increased automation, I’ve talked to marketers who don’t look at their Twitter feeds for days. It’s difficult to be part of the conversation if you’re not in the room.  So, there’s the bottom line. If you want to start a Twitter conversation you can’t leave it all up to IFTTT (If This Then That). If you do, who will you have to converse with?

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because if not, many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. Check it out.

If you enjoyed this post you might also like, 10 Business Social Media Good Manners to Follow

Photo by Alexander Shatov on Unsplash

 

 

The post 5 Ways to Connect on Twitter I Mean X appeared first on Randy Clark Leadership Training.

How to Identify Your Customers Problems

Can you identify you customers problems? Are you familiar with the 1992 movie Glengarry Glen Ross? Have you watched the “Always be Closing” scene? The sad thing is a lot of sales training is similar. ABC (Always Be Closing) wasn’t written for the movie. The movie borrowed the acronym from sales trainers. In today’s connected world, this type of hard sell technique is losing credibility—thank goodness. As I’ve said before, a good salesperson shouldn’t spend their time ABC’ing. They should be ABH’ing (Always Be Helping).

How to Identify Your Customers ProblemsTurn Prospects into Clients

One of the surest ways to build a loyal client base and turn prospects into customers is to identify and solve their problems. But how do you uncover their challenges? You ask them, you question them face-to-face or email a survey. You follow up after product delivery and ask if their expectations were met. Then you ask for their advice and help. To solve your customer’s problems, you first must identify what those problems are.

Be a Detective

The following checklist is your tool of discovery. Not every question will fit every customer, but most will. Use the questions that best suit your client and industry. Keep an open mind to your customers’ responses. Never react defensively. Even if you believe the customer is wrong, they don’t think so, which means something is wrong. Ask open-ended follow-up questions to their answers—who, what, when, where, how, and why.

 10 Question Customer Problem Identification ChecklistHow does your business use our product or service?What do you appreciate about our product or service?What improvements would you like to see in our product or service?What would you add to our product or service?What additional products or services should we offer to complement this product?How could our customer service be improved?What would improve communications?How could our product or service delivery be improved?What would make our product or service more appealing to the end user?What do you wish you had known about our product before you bought it?Be More than a Closer Be a Consultant

Asking your customer these questions is a good start, and listening to their answers is even better, but that’s only the beginning. Ultimately, the true test is acting on the information. Finding ways to help your customers and solve their problems will make you a consultant in your customers’ minds, not some Glengarry Glen Ross hard-closing, sociopathic salesperson. Who do you think your customer will be most loyal to?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how not to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by Headway on Unsplash

The post How to Identify Your Customers Problems appeared first on Randy Clark Leadership Training.

Why Indy Ranks Number One in My Top Ten

Indy ranks number one in my book. I’ve spent most of my life in Indianapolis, and I’m biased. I love my city. It’s not in my top ten—it’s number one. I worked in retail downtown at 300 N Illinois St in the 1970s when the city closed at 5:00, except for Thursday night when retail businesses stayed open until 8:00 pm for the “Shop Girls.” It indeed was Naptown. A lot has changed. The 21st-century Indianapolis offers anything anyone could ask for except for beaches and a warm climate. We are top rung in cultural events, pro sports, and arts and entertainment, but don’t take my word for it. Here’s what the world has to say.

Why Indy Ranks Number OneBest Downtowns 

Attractions America says, “Indianapolis is one of the hidden gems of America. “The amateur sports capital of the world.” But what if you’re not a sports fan and you have some time to kill? It really depends on what interests you–the city has a variety of activities including museums, historical attractions, nightlife, and outdoor activities. There is absolutely no shortage of things to do in Indianapolis.” If you’re bored in Indianapolis, It’s you. You are boring. — Top 20 Best Downtowns in the USA for Unforgettable Experiences

Best Places to Retire 

“Indiana’s capital and largest city, with a population of 908,000, 180 miles southeast of Chicago. The median home price of $219,000, 42% below the national median. The cost of living is 15% below the national average.” — Forbes — Best places to retire

Population

Info.com Top 50 US Cities by Population If I asked you where Indy ranked in the USA’s population, what would you guess? We’re probably higher ranked than you think. Indy comes in at number 16. Indianapolis is larger than San Francisco, Detroit, Seattle, and Boston.

Culture

PropertyShark.com Top 20 US Cities for Culture  Indianapolis was number two on this list. “With six different Cultural Districts, Indianapolis prides itself with a rich cultural heritage. That, coupled with recent initiatives made by local officials to increase the city’s appeal as a destination for arts & culture, have brought the number of cultural properties up to 1,184.”

Airport

“The people have spoken, and for the 12th year in a row, the Indianapolis International Airport (IND) has been awarded the Airports Council International’s Airport Service Quality Award for Best Airport in North America – making it the only airport in the United States to win the honor for a straight decade.” — IIA

Sports fan

Bleacher Report 10 best cities for a sports fan. Indy ranks tenth on this list. “Our cup runneth over. Pro, college, high school and even youth teams are everywhere in Indy.” And don’t forget about racing!

Cuisine

“Few cities can claim to have a real diversity of cuisines; an abundance of affordable, quality dining options; and a vibrant mix of personalities championing food access for all. Indianapolis is one of them. Thanks to its exceptional ability to welcome a new wave of entrepreneurs while supporting those who paved the way, the Circle City has emerged from the past few challenging years as a destination where everyone can eat well.” — Food and Wine 

Housing 

“A typical home costs $221,900, which is 34.4% less expensive than the national average of $338,100 and 0.1% more expensive than the average Indiana home, at $221,600. Renting a two-bedroom unit in Indianapolis costs $1,090 per month, which is 23.8% cheaper than the national average of $1,430.” — Best Places 

Children’s Museum 

“A favorite Indy attraction, the Children’s Museum of Indianapolis is the largest museum of its kind in the world, encompassing 29 acres of fun-filled exhibits. Kids can snap a selfie with a T-rex, explore outer space through the lens of NASA’s Project Mercury, travel overseas without a passport in Take Me There: Greece, and play one of 12 sports outdoors in a fabulous interactive sports park.” — USA Today

Convention City 

“USA Today already has named Indianapolis the “No. 1 Convention City in the U.S.,” as it boasts the highest number of hotels and hotel rooms directly connected to a convention center.” — The Most Connected Convention Campus in America is Growing.” —  .

Indy Ranks Number One in my Book

There you have it—top 10 lists from various publications on several topics. Those numbers are hard to beat, and so is Indianapolis. If you haven’t visited Indianapolis recently, it’s probably time to pay us a visit. If you’d like ideas on things to do, where to eat, where to stay, and more, go to Visit Indy. We look forward to seeing you.

You might also enjoy 10 Fun Facts about Indianapolis

Photo by Corbin Mathias on Unsplash

The post Why Indy Ranks Number One in My Top Ten  appeared first on Randy Clark Leadership Training.

Stop Thinking Like “that” Salesperson

To stop thinking like “that” salesperson stop calling yourself one. Take the title of consultant, adviser, or customer service specialist instead of salesperson. Your job shouldn’t be to “sell” people. Your job should be to help them. And when you help people, they return to you and tell their friends.

Stop Thinking Like “that” SalespersonThrow Away the Canned Sales Pitch

If you have a canned, one-size-fits-all pitch that you use for every customer on every presentation, you will not inspire trust, just the opposite. To build confidence, research your prospects and create presentations based on who they are and what they need.

This means you need to research and understand not only the customer, their culture, and their needs but also their industry, competition, and other providers.

Come from Help

I can’t say this enough. If you want to be a consultant that clients find trustworthy, come from help. When I was learning sales, it was all about “Always be Closing.” When I was always closing, I wasn’t listening, learning, and helping clients solve problems. I made a lot of sales because I was overbearing, pushy, and good at it. But because I didn’t build relationships, my sales were usually one and done. Had I been taught ABH (Always Be Helping), I would’ve been a more productive salesperson.

Tie your offerings to your customer’s success rather than your needs.Offer options – give prospects a choice based on their needs.Add value by offering to help outside of the sale. How do you do this? Start by connecting them to potential customers. If you want to build loyalty and develop trust, bring your customer a new client.

If you can, offer help outside of the sale. I gave a customer a PDF version of one of my leadership books ( The New Manager’s Workbook, a crash course in effective management). This customer was one of the largest trucking companies in America. I permitted them to make the book available to more than 4,000 employees. I didn’t make a dime on it, but that’s not the point: I helped a loyal customer, and they remembered me for it.

Communicate Openly

As I’ve said, talk with customers, not at them. How is this accomplished? It’s achieved by asking questions and listening to your client to learn their opinions, needs, and problems. It also includes being transparent and honest.

Do your customers trust you? Good question. You hope so, but how can you be sure? To begin with, ask them. Okay, don’t call them and ask, “Do you trust me?” instead, send a survey about customer service or visit them and ask their advice on how to serve them better.

Do customers come back, or are they one and done? Have customers left positive reviews on social media and Google? Have some of your customers become advocates that send you clients? If so, the answer is yes, your customers trust you, but if you’re uncertain, it might be time to reevaluate your sales approach.

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by LinkedIn Sales Solutions on Unsplash

The post Stop Thinking Like “that” Salesperson appeared first on Randy Clark Leadership Training.

What Are Your Employees Sharing on Social Media?

So, what are your employees sharing on social media? A friend  shared a work related incident I suspect many of us could sympathize with. Employees were sharing images of work they’d completed for customers on their personal social media accounts. They were proud of the work and wanted the world to see. Unfortunately, one of the customers never gave permission and didn’t want the images shared on social media. Although my friend’s company had a social media policy, which clearly restricted sharing information or images about clients, it hadn’t been reviewed or enforced. Sound familiar?

What Are Your Employees Sharing on Social Media?The Lessons IncludeHaving a social media policy isn’t enough. Social media training and monitoring must be consistently and regularly done.Isn’t it great that proud employees want to share their work? Train your people where to find customer authorized information, and how to share it. Sharing information or images previously posted on your organization’s social media sites, which has written customer permission, is not only OK – it’s great!If an employee wants to share work in progress that has not yet been authorized, instruct them to make management aware of the project so customer permission may be sought.So, What Happened?

So, what happened as of the result of my friend’s incident? The images were deleted, the customer was satisfied, and the employees were given direction. It could have gone quite differently. Do you know what your employees are sharing on social media about your company and customer? Do you monitor activity? How often do you review social media policies? Do you offer training and share expectations?

No Social Media Policy  

Once while I was getting a haircut, I overheard a conversation between my stylist and the manager of the salon. It seems a co-worker had complained about her job on Facebook without considering she had friended the manager (what was she thinking?) The manager completed a corrective action, placing the employee on a one-year probation. The activities prohibited included discussing the workplace on social media. It also included a one-year freeze on raises. I asked the manager if there was social networking training or a policy. There was neither. The manager defended the action saying the employee should have known better.

Resignation 

The next time I stopped at the saloon the employee had resigned. No surprise there. Before any corrective action the management must ask themselves have expectations provided, procedures put in place, and has the team member been trained?

Does Your Organization Have a Social Media Policy?Is it Regularly Review with All Employees?Does Someone Monitor Social Network Activity Involving the Organization?Who Doesn’t Complain Sometime?

Consider this: some employees always complain, and all employees complain sometimes. But are they complaining about your organization at the water cooler, during a phone call, or forever to everyone on a social network? It has been, and always will be, that people talk, gossip, and complain about co-workers, superiors, and company policies. A few keep it to themselves, some are toxic, others thrive on drama, and some learn. Since these conversations are no longer limited to the water cooler, social networking policies and guidelines are important.

How Can I Help You? 

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because if not, many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. Check it out. It might help you stop putting off what you want to do.

 If you enjoyed this post, try 5 Surefire Ways to Retain New Employees.  

Image by Markus Winkler from Pixabay

 

 

 

The post What Are Your Employees Sharing on Social Media? appeared first on Randy Clark Leadership Training.

Earn the Right to Ask for the Order

One of the mistakes I often see with consultants is when they earn the right to ask for the order, they hesitate or don’t ask for the sale. So, how does a consultant earn the right to ask for the order?

Have you listened to your customers and determined their needs?Can you fulfill their needs?Can you solve their problem?Have you educated your customers about what fits their needs best?Did you focus on your customer’s best interests?Are you building long-term relationships with your customer?

If you answer yes, you’ve earned the right to ask for the order.

Earn the Right to Ask for the OrderAre You a Salesperson or a Consultant? 

Furthermore, if you’ve been a good consultant, it’s only fair to your customer to ask for their business. If you don’t ask, could someone less qualified get their business? It happens every day. Have you ever had a customer you considered a friend place an order with someone else without consulting you?

So, why haven’t you asked for the order? Most decision-makers will say no several times before they say yes to somebody, yet most consultants only ask once or twice, and some never ask for the order. Here’s why:

You don’t want to be pushy, so you wait for them to contact youThe customer is a friend, and they’ll let you know what they needYou don’t like it when someone asks you to make a buying decision, and everyone must think like youYou are afraid of rejection. Guess what? Nearly everyone dislikes this, so get over itYou need to learn how to ask. Let’s talk about how to askHow to Ask for the Order

You can only ask when you have earned the right to ask.

Here are a few simple ways to ask.

How does that sound?If I could do _______may I earn your business?I build relationships with customers; may we start our relationship with this order?Let me prove to you who we are! Let’s start small with _______.How to Look and Sound Confident (even if you are afraid!)Posture

Sit or stand straight; don’t slouch. Face the customer, smile, and maintain eye contact. When the customer talks, clasp your hands, look them in the eye, and listen. Don’t interrupt.

Apparel

Present a neat, clean, professional appearance geared to the client.

Involve Multiple Senses 

Remember that more people retain what they see rather than hear. Set up a presentation on your laptop or mobile. Post a video on YouTube. Use brochures, company books, samples, testimonials, photos, etc.

Confidence Inspires Trust 

We’re all looking for people we can trust to solve our problems. So, be someone clients can trust. However, as confident as any salesperson may present themselves, without substance, the trust will soon fade.

What Makes a Business Trustworthy?Time in businessExperienced tenured employeesPositive reviews and testimonialsKeeping promises, not over-promising, and then under-deliveringTimely and informative communicationWhen You’ve Earned the Right, Ask for The Order

I have always found that believing in my product and caring for my customers to be constant sources of confidence. Earn the right. Help your customer. Ask for the order.

Once you’ve asked for the order, sit back, relax, smile, and listen. Don’t speak. Pay attention and wait for your customer’s thoughts.

The bottom line is a great consultant helps people. They keep promises, solve problems, deliver the goods, and they ask for the order.

Twenty-first Century Sales Consulting

Modern Sales shouldn’t be called sales. The best modern salesperson is a consultant, advocate, planner, and adviser who shares their expertise and guidance.

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by Trent Erwin on Unsplash

Photo by Christina @ wocintechchat.com on Unsplash

 

 

 

 

The post Earn the Right to Ask for the Order appeared first on Randy Clark Leadership Training.

Please Proofread You’re Copy

Okay, so I think I’m funny, Please Proofread You’re Copy huh? But it happens all the time. I do it more than I like to admit. Here’s an example: This appeared in a newspaper headline: “Missippi Literacy Program Shows Improvement.” —  HuffPost.  Or a sign that says, “Please satanize your hands here” – BuzzFeed. Can Satan do that? Here are a few of the most common proofreading mistakes. I’ve made them all. If you find any in this post let me no.

Please Proofread You’re CopyHomonyms 

A homonym can be a homograph, words spelled the same but pronounced differently such as wind, bass, or lead, or a homophone, words sounding alike but spelled differently such as they’re, there, and their or to, too, two. Using the incorrect homophone is a common mistake to be aware of.

Apostrophes 

Apostrophes replace the missing letters in contractions, for example they’re. They’re also used to show possession with letters and digits. For example, “Ask about the three A’s of our service.” It isn’t necessary to use apostrophes with years or abbreviations.

Commas

Business Insider offers this guide to comma use.

Use a comma before any coordinating conjunction (and, but, for, or, nor, so, yet) that links two independent clauses.Use a comma after a dependent clause that starts a sentence.Use commas to offset appositives from the rest of the sentence.Use commas to separate items in a series.

Omitting the third, or Oxford comma, in a series may lead to confusion, for example, “This book is dedicated to my parents, my cat and God.” So, the parents are a cat and God?

Misspelled Words 

It seems that with Spellcheck, there should be no excuse for misspelled words, but that’s not always the case.

“A few years ago, I wrote a letter of apology to a customer whose service appointment had been cancelled by the business I worked for. We rescheduled the service, but I wanted to let the customer know that we were sincerely apologetic for missing the appointment and any inconvenience it might have caused. Except, when I drafted the letter in Microsoft Word, I misspelled inconvenience, and Spellcheck corrected it – almost. I clicked okay to the Spellcheck suggested correction, and then didn’t proofread the letter. So, the snail mail letter that the customer received said, “We are sincerely sorry for any incontinence you may have experienced.” Yep, I said incontinence. Sigh.” — Auto-Incorrectness.

Please Read Carefully 

Before hitting publish or send, double-check spelling, grammar, and structure to confirm you’re sharing what you intended to share. However, don’t be ashamed or alarmed if misstakes still get through. It happens.

How Can I Help You? 

Let me know if I can offer any help or advice. If this post struck a nerve, you should check out my book, How to Stay Ahead of Your Business Blog Forever. The book contains action plans to create a blogging/writing system that works for you.

If you enjoyed this, you might also like, What Makes a Blog Attractive to Readers?

Photo by Siora Photography on Unsplash

 

The post Please Proofread You’re Copy appeared first on Randy Clark Leadership Training.

Your Most Important Sales Consulting Tool

So, what’s the most important sales consulting tool? In sales, listening is more important than talking. Often, it’s not what you say; it’s what you hear that will make the sale. Most salespeople spend time on what they’re going to say but little on improving listening skills. When clients are allowed to talk, they will share their needs, wants, and desires. If we listen, they will often share how they want to be sold. Most people, including your prospects and customers, would rather talk than listen.

How to Improve Listening SkillsListen actively by concentrating on the speaker

Listen to the speaker with the sole purpose of understanding what they’re saying. Someone said listen to understand not to reply. Good advice.

Don’t interrupt

And don’t assume you know what the speaker is going to say. You don’t.

Keep an open mind

Don’t stereotype, prejudge, or assume you know the content before listening. Come to the conversation with an open mind and a positive attitude.

Limit distractions

Give your full attention to the speaker; turn off your phone and meet in a quiet space. Taking notes may help.

Stop thinking about what you want to say

If you are “waiting” for the speaker to stop so you can get your point across, you’re probably not listening. Focus on the speaker.

Clarify your understanding

Repeat what you heard, such as, “If I understand what you said, it was…”

Don’t take a stance

Listening is not about agreeing or disagreeing; it’s about understanding what is being said.

I’m Not a Good Listener, Are You?

I’m not a good listener, and it has cost me sales. If there were a poor listener 12-step program, I’d join. Understand me, I’m not making light of attentiveness. I realize the importance of listening skills and continue to seek improvement; it’s just not natural for me. Is it for you? So, are you a good listener?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how not to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you liked this post, you might also enjoy The Platinum Rule

Photo by LinkedIn Sales Solutions on Unsplash

 

The post Your Most Important Sales Consulting Tool appeared first on Randy Clark Leadership Training.

10 Fun Facts about Indianapolis

Maybe instead of 10 fun facts about Indianapolis I should’ve titled this post 10 odd and unusual things you might not know about Indy. Don’t get me wrong, I love Indianapolis. It’s my home. My two daughters and four grandchildren live in Florida. They wonder why I’m not living near them in paradise. As much as I love my family, Indianapolis is home. And besides, why would you want to live somewhere where so many things want to eat you? I appreciate strange, unusual, and funny facts, even when they’re about my town.

10 Fun Facts about IndianapolisA lot of hot air

The first event held at the Indianapolis Motor Speedway in 1909 wasn’t an automobile race. It was a hot-air balloon competition.

Hold the pickles

The Indiana Medical History Museum has a room full of pickled human brains. Yuck.

½ million square feet 

You may have known that the Indianapolis Children’s Museum is the largest in the world, but did you know it covers more than 500,000 sq. ft.? Did ya, huh? I thought so.

It’s getting ripe in here

Technically, it’s illegal to bathe in Indianapolis between October and March. Stink—eeee!

And a yo ho ho

Indianapolis is the largest city in America without a navigable waterway. No, White River doesn’t count. Trust me, once during a raft race, our raft got stuck on the bottom, and we walked it to the finish.

Number 45

During the Indianapolis 500, the Indianapolis Motor Speedway becomes the 45th largest city in the nation.

Kiss off

If a man is liable to kiss often, it’s illegal for him to grow a mustache.

How tall is that building?

Until 1962, it was against city ordinance to build any structure taller than the soldier’s and sailors’ monument on the circle. Today, it becomes one of the largest Christmas trees in the world every holiday season, with more than 5,000 twinkling bulbs!

A public transportation solution

The first public transportation in Indy were mule-drawn 14 passenger carriages. Is it time to bring back this green solution?

This fact is monumental 

Indianapolis only trails Washington DC for the number of monuments and memorials within city limits, Indy 33, DC 45.

*All facts gathered from Movoto: Facts about Indianapolis they didn’t teach you in school. 

Was that Fun?

I hope it was as much fun for you as it was for me. If you like this kind of thing, check out Visit Indiana Fun Facts. 

More Humor

I have a humor category on my website that has successfully introduced people to my professional services. I’ve collected these pieces and a few others into one volume.

Writing I Think I’m Funny: and it gets me in trouble all the time has been a labor of love. Of the 47 stories in this book, more than 30 are true tales from my days on this planet. Most of those make it clear how my warped sense of humor gets me in trouble.

If you enjoyed this post you might like, Top Ten Questions not to Ask Your Boss. 

Photo by Corbin Mathias on Unsplash

The post 10 Fun Facts about Indianapolis appeared first on Randy Clark Leadership Training.