Randy Clark's Blog, page 12

How to Avoid Defensive Body Language

Your body language says more than you may think especially defensive body language. Words alone are only part of any face-to-face (and zoom) communication. How we stand and sit punctuates the words we share. By being aware of your body’s signals, you can avoid sending unintended messages and improve the message you want to send.

Don’t Be Defensive

Defensive body language affects communication. It’s difficult enough to communicate verbally without sending mixed messages through defensive signals.

Defensiveness can be the result of fear, fear of making a mistake, or fear of saying the wrong thing. It can be due to a lack of self-esteem or inexperience. Many things can cause it, but the point is that a defensive posture isn’t always the direct cause of the other person in the conversation. The cause might be internal, not external.

What’s the Outcome of Defensive Body Language?

Defensive nonverbal language limits communication by putting everyone in a guarded state of mind. Rather than openly sharing thoughts, people become wary when confronted with defensive body language. It’s more likely to lead to confrontation than to resolution.

Examples of Defensive Body Language Barriers – Putting barriers between oneself and others in any conversation can signify defensive behavior. The barriers can be physical objects such as furniture (desks, chairs, cabinets, displays) or movable objects like holding packages or books in front of one’s midsection.Crossed arms, legs, clenched fists, and hidden hands are all protective barriers to communication.How to Avoid Defensive Body Language

The opposite of defensive body language is open body language. So, do the opposite.

Uncross your arms, let your arms fall to your sides, or clasp your hands in a relaxed manner.Take your hands out of your pockets.Uncross your legs and ankles.If you raise your arms, do so with open palms.Placing your hands in some variation of the steeple shows confidence.Stand or sit straight. Good posture denotes openness and honesty.Don’t invade body space, but leaning in to show interest is okay.Hold your head up, don’t look down or askance.Nod in agreement.

By being aware of defensive body behaviors and understanding open body language, you can avoid communication breakdowns that sometimes lead to confrontation. Does open body language improve every face-to-face communication? No, but it doesn’t cause poor communication the way defensive body language can.

If you’d like to read more, Psychology Today shares a series of posts on body language.

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 liked this post, you might also enjoy  How to Use Your Voice for Effective Communication.

Photo by Jonas Kakaroto on Unsplash

The post How to Avoid Defensive Body Language  appeared first on Randy Clark Leadership Training.

The Ten Steps of Twenty-first Century Sales Consulting

Twenty-first century sales consulting is a new age. It is no longer 1993 and those who approach sales if it were are headed down a dead end road.

Twenty-first Century Sales ConsultingThe Old Ten Steps 

A few of my old colleagues and competitors will “get” the title. Back in the day, there was a Ten-step sales system that was all about sales psychology and leading prospects to a buying decision not always based on what the prospect needed but rather on what the salesperson wanted to market. It had little to do with twenty-first-century sales.

These ten steps included a “warm-up,” getting to know the prospect to gain their trust. Problems and solutions, why the prospect needed to buy now, and eight more similar steps used to close the sale. Too often, it was one-sided trickery, not professional selling. Unfortunately, some continue to use this system or something close to it. I have an alternative, the new ten steps, twenty-first-century sales.

Unlike the old school ten steps, these ten steps of twenty-first-century sales aren’t in any particular order because they depend on what the customer needs and where they are in the sales cycle. Last century’s steps were based on the salesperson’s needs; twenty-first-century sales are based on the client’s needs.

The New 10 Steps Step one: Know your Product

Not just a cursory understanding but a complete knowledge of your product and service.

Step Two: Know your Industry

You should know your industry inside out, including what competitors offer, what’s new, and what’s obsolete.

Step Three: Know your Target Audience

Who needs your product, and why do they need it?

Step Four: Know Where to Find Your Audience

Are they on social media, in their office, or at a trade show? To reach your audience, you must first connect.

Step Five: Learn How to Approach Your Prospect 

Will traditional marketing reach your target? Do you need to up your web space game? Will your prospective customer be vetting you online before going any further? Don’t you?

Step Six: Know Your Customer’s Pain 

What problems does your prospect lose sleep over, and what’s your solution?

Step Seven: Put Your Clients First 

If you want to succeed in today’s sales field, then put the customer first, put them on a pedestal, and become customer centric.

Step Eight: Follow Up

Your customer shouldn’t have to contact you for information. You should always be one step ahead in the sales cycle.

Step Nine: Offer Exceptional Customer Service

Offer exceptional customer service to grow your customer base and build loyalty with your audience. The word will get around.

Step Ten: Do What’s Best for the Customer

Remember step two: know your industry? If a competitor has a better solution, be Macy’s Santa in “Miracle on 34th Street”. However, the best plan is to be better than the competitor, isn’t it? If you’re open and honest and put the customer’s best interest in front of yours, you will build a loyal following of evangelistic clients.

It’s Called Consulting,  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 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 Icarus Yang on Unsplash

The post The Ten Steps of Twenty-first Century Sales Consulting appeared first on Randy Clark Leadership Training.

Leadership Self-Improvement Questionnaire

Are you ready to take a simple leadership self-improvement questionnaire? No one is perfect. We all make mistakes, and every one of us can make improvements. However, most of us, including me, seldom take much time to think about where we could improve as leaders. If we take the time to consider where and how we could do better, we can take advantage of a golden opportunity to improve. Consider the following questions and remember that being open and honest is the key to improving. You may not have an answer for every question, and you may have several for one question.

Leadership Self-Improvement Questionnaire

1. What are your strengths as a leader?

 

 

2. What are your weaknesses as a leader?

 

 

3. What would make you better at leading your team?

 

 

4. How could you be a better trainer?

 

 

5. How could you improve working with people one-on-one, such as conducting critiques?

 

 

6. How do you hold yourself back or sabotage your self-improvement?

 

 

Six Questions to Help You Improve

So now what? I think you know. Pick one or two of your answers to work towards improvement. Don’t try to take on too much at once. Getting started with one or two is much better than being paralyzed with too much.

Next, don’t set a goal without a plan of action. For example, one of my leadership weaknesses was poor listening skills. My action plan was not to interrupt anyone. It didn’t always work, but it made me aware and improved my listening skills.

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 liked this post, you might also enjoy Leaders vs Commanders: Which Approach Drives Success?

Photo by Ben Mullins on Unsplash

 

The post Leadership Self-Improvement Questionnaire appeared first on Randy Clark Leadership Training.

Don’t Be a Salesperson Be a Problem Solver

If you’re in sales you should be a problem solver. I recall discussing the definition of a salesperson with a department manager. He disagreed when I told him he was an example of a good sales consultant. In his mind, a salesperson used tactics to convince others to do what the salesperson wanted. I told him that was an old-school, outdated definition. Today, a good sales consultant knows his customers and looks to solve their problems and find ways to make their lives easier. That’s what I’d seen him do.

Don’t Be a Salesperson Be a Problem SolverLook for Problems and Turn Them into Opportunities

I’d seen the manager I mentioned above in action. He continually looked for opportunities to help the customer and promote his department. I recall walking through a warehouse with him on our way to measure for a sign, watching as he casually pointed out areas where signage could help. He shared opportunities for product identification, promotion, and way-finder signage, which would improve their workspace. Eventually, the company contracted him to solve several problems he’d pointed out.

Take Pride in What You do

I remember working with a new sales consultant not far removed from college. He was enthusiastic and gung-ho about the company and his position. It was a privilege to mentor him. We discussed the keys to his success in sales, lead generation, relationship building, and problem-solving. The other day, he made a sales call to his Alma Mater. As he made his way on campus, he noticed a window decal with frayed edges, an outdated banner, and other graphics that diminished the school’s brand due to poor condition or obsolescence. He took a moment, pointed out the areas of concern, and informed them we would be proud to help when they were ready.

Hard Sell Smells like Defeat

The old-fashioned hard sell is on its way out. People are too busy to put up with the BS and too informed to be fooled. Taking the time to understand your customers and know their needs while looking for ways to make their business more efficient and their life easier will make you invaluable and a great sales consultant. Do you have a favorite vendor or sales consultant? What sets them apart?

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 Sigmund on Unsplash

The post Don’t Be a Salesperson Be a Problem Solver appeared first on Randy Clark Leadership Training.

Times Are Changing and it’s Time for You to Change

Yes, times are changing. The days of fast-talking, door knocking, drink buying, Salesperson are quickly approaching their end. Old-fashioned 20th-century methods of selling are being made obsolete by the consumer’s access to information. People don’t want to be sold; they want to be advised.

Consumers no longer need a salesperson to sell them a product when they can find what they need online. Companies that hold onto outdated titles and tactics will be left behind.

Times Are Changing Consumers check you out online before they contact you

In an article, and infographic, posted in the Pittsburg Post-Gazette they found the majority of consumers vetted businesses online before contacting them.

97% of consumers searched online for products and services before contacting providers70% Compared prices and read reviews88% Were influenced by reviews

Whether B2B or B2C, prospects can find the answers to their questions and solutions to their problems online, and if they can’t find them on your website—they’ll move on to the next. Salespeople are needed less to educate than to advise. To offer sound advice, representatives need to become consultants, which begins by understanding the customers’ problems and recommending the best solutions for their needs.

People don’t have time 

In the 1980s, I managed a home remodeling sales team that spent, on average, three hours in a sales presentation at consumers’ homes. Although this was an award-winning team, can you imagine spending three hours with any salesperson? Today, most people don’t have that kind of time and don’t need a complete product demonstration and education. For example, our 50 inch TV at home went out. My wife went online, read reviews about brands and models, chose one, and then priced it. We picked a local retailer not because they were the lowest price but because they offered the service we wanted. We were 90% done before we walked in the door.

If you’re a B2B and you think this doesn’t hold true for you, guess again. Twelve years ago in 2012, Harvard Business Review shared The end of solution sales, “In fact, a recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier.” This study may be more than a decade old, but I doubt the numbers have gone down.

People want to collaborate, not negotiate

Whether B2B, B2C, or not-for-profit, consumers don’t want to be sold. Most people don’t like a product forced down their throats so that a price negotiation can begin. More often than not, people want to work together towards mutual benefit. They want partners, not salespeople.

If you’re stuck in the 20th century, where does change begin?

It starts with titles. That may sound funny, but what someone is called has much to do with how they see themselves and how others categorize them. Eliminate Salesperson as a title and, depending on your business, replace it with Consultant, Business Development Manager, Technical Representative, Product Adviser, or something similar that fits the position.

The next step is to teach the consultants to consult. They must understand that most prospects have done their homework, or they wouldn’t be talking with you. Find out their problems and how they believe your product and service will serve them.

Adapt or be eaten

Adapting to the current business climate can be your business’s life or death. Understanding and meeting the needs of your target audience is the key to successful consulting. It’s not the other way around. The world is changing fast, and those who don’t adapt will be swallowed up. Are you going to eat or be eaten?

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 Jon Tyson on Unsplash

The post Times Are Changing and it’s Time for You to Change appeared first on Randy Clark Leadership Training.

My Top 10 Signs of Spring

It’s time for my top ten signs of Spring. This week ushered in the official first day of Spring. I know because it’s clearly marked on my calendar. Looking outside gives me no clue — it’s cold, and it might snow. Such is Spring in Indiana. As Mark Twain said, “In the Spring, I have counted 136 different kinds of weather inside of 24 hours.” He must have been in my home state.

The spring equinox is one of two days we experience equal hours of sun and darkness every year — one sure sign spring is here. If you’re still not certain Spring has arrived, here are a few more tell-tale signs.

My Top 10 Signs of SpringBulbs are sprouting… through the snow.Fred in the shipping department spends an hour daily updating the NCAA tourney pool.Highway construction increases, limiting 1/3 of all interstate highways to two lanes (at least, it seems like it).Time springs forward, and we arrive at work in the dark once again.You awaken to the sounds of chirping birds. Many birds chirping loudly, right next to your bedroom window, at 5 am.Seeds have been in local retail outlets for three months and are now on sale.You receive lawn care direct mail, phone calls, and representatives at your door.You know it’s Spring because you’re taking the kids to baseball practice, not basketball.People aren’t spending 3 hours on the couch watching football… they’re watching racing.And the number one sign of Spring is…It’s moved from cold and flu season to allergy time!

There you have it — my top ten signs that Spring has sprung. What are your sure signs of Spring? Let us know what we should add to the list.

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, Breaking the Streak.

Photo by Charles Tyler on Unsplash

 

The post My Top 10 Signs of Spring appeared first on Randy Clark Leadership Training.

New Age Consulting vs Old School Sales

New age consulting vs old school sales began for me many moons ago. The story goes that when I was four years old, I picked vegetables from my mother’s garden and sold them door-to-door so I could buy candy at the corner market. I’ve never been shy. I’ve always had a “knack” for sales. I managed a retail outlet, sold Volkswagens, and was a sales manager for a home remodeling company.

New Age Consulting vs Old School Sales 

I was in sales for 40 years, and for much of that time, I practiced and taught old-school sales techniques. I know what I’m talking about when it comes to outdated sales strategies. But I’ve learned to be a new-age sales consultant. Several years ago, I began consulting organizations on leadership, social media, and sales. I tossed out every piece of old-school sales training I’d ever muttered and started anew. Here’s what I learned.

Old School Sales 

The Salesperson of the past had a scripted presentation. Every Salesperson used the same presentation with every customer. I was a district sales manager for a national organization (72 offices in 41 states) that did exactly this.

New Age Consultants 

Today’s best sales consultants are problem solvers. They don’t have a one-size-fits-all for every customer because no two customers have the same concerns, wants, and needs.

Old School Sales

The old school Salesperson used sales techniques and tricks. They believed sales psychology was the key to successful sales. The problem with this method is that it works. It creates sales but not lasting relationships because it ignores the prospect’s needs and focuses on how to influence their decision-making to fit the sellers’ needs, not the customers’.

New Age Consultants 

Today, the best sales consultants learn to ask questions rather than influence decision-making. The best consultants are detectives uncovering the needs of clients and offering solutions. Consultants believe in transparency; they inform prospects of the truth even if it’s not what the prospect wants to hear or isn’t the most profitable outcome for the seller.

Old School Sales

Old School salespeople believed personality was the key to a successful sales career. Sales potential was measured in charisma and charm.

New Age Consultants 

Today, the best sales consultants don’t rely solely on charm; they are knowledgeable, excel at connecting with people, and solve problems.

Old-school sales technique advocates continue to exist. However, the days of using salesmanship rather than sales consulting are waning. Consumers today, whether B2B (Business to Business) or B2C (Business to Consumer), have access to all the information they need. They no longer always want or need a salesperson to educate and influence them in the decision-making process. New sales consultants focus on the customers’ needs and solve their problems.

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. 

Image by OpenClipart-Vectors from Pixabay

The post New Age Consulting vs Old School Sales  appeared first on Randy Clark Leadership Training.

5 Tips on Connecting with Boomers for Marketers

Why should I write 5 tips on connecting with boomers? I am a Boomer. I was born between 1946 and 1964, and I’m active on Twitter (X), Facebook, and LinkedIn. According to AARP, “The contours of social media usage are changing, signaling growing comfort. Most of the 50-plus (88%) use one or more social media platforms, with Facebook and YouTube remaining the highest.” And this continues to grow.

So why is this important to social marketers? Since Boomers are increasing their involvement in social networking, it is important to consider how to connect with them, especially considering that they have funds available to spend.

“Baby boomers had roughly $73 trillion in wealth at the end of last year, eight times as much as Millennials did, according to Federal Reserve data. That translates to an average net worth of $1.7 million for baby boomer households, compared with $214,000 for millennials.” — Washington Post — There’s a widening spending gap between retirees and younger adults

According to Wikipedia, “Baby Boomers control over 80% of personal financial assets and more than 50% of discretionary spending power. They are responsible for more than half of all consumer spending, buy 77% of all prescription drugs, 61% of OTC medication, and spend $500 million on vacations per year and 80% of all leisure travel.”([24])

Five Tips On Connecting With BoomersKeep it Simple

Make it easy. If you want to engage Boomers, make it easy. Remember, we didn’t see a computer until we were older than most of you are now! If we have to jump through too many hoops, we might become frustrated and give up.

Set Boundaries

Remember George Carlin or Richard Prior? If you don’t, these comedians were often politically incorrect. Imagine them on your Facebook account. Upon receiving a Facebook friend request from his father, Will Smith (not the actor) explained to his father what was not acceptable (PCWorld.com). “Politics, sex, jokes, things you find funny but offend me, comments about family members, any combination of the aforementioned items, and pretty much every email you’ve ever sent me.”

Grammar Matters 

We have watched the language devolve, u no? Understandably, many Boomers think the rules have been thrown out the window. Take the time to explain that poor grammar, misspelling, and lousy writing do influence readers on social networks. It is not okay to call it “the ‘puter.”

 Teach us Proper Social Network Etiquette

Sometimes, we are so excited when we learn how to do something that we overlook what is next. Should I have mentioned them in the RT? Oh, was I supposed to thank someone for friending me? These simple netiquette cues need to be explained to Boomers.

Speak Our Language

Boomers may not keep up with the latest and greatest APP-a-dohickie. We are more excited just to be in the game! If we stare at you with a glazed, distant look, be patient and explain it to us.

What’s Your Plan?

When creating your next social media marketing plan, do not overlook the connecting with Boomers. Do a little research and find out where the Boomers hang in your neighborhood.

And remember, like they always say… what was it they say? There was something I wanted to share…now what was it? It was just on the tip of my tongue. Oh well…make yourself a great day! Peace.

This post was originally published on, https://kylelacy.com/5-tips-to-connecting-with-the-boomer-social-boom/

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? 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, you might like Pick One.

Photo by Nathan Dumlao on Unsplash

The post 5 Tips on Connecting with Boomers for Marketers appeared first on Randy Clark Leadership Training.

5 Things Top Consultants Do

Yes, there are more than 5 things top consultants do, but for me theses are the most essential. I was a successful salesperson for many years. Eventually, I moved into a leadership role. As I’ve said, it was a different world when I sold. It was the days of landlines and faxes. We set appointments primarily through cold calling; there was no lead funnel. And, as you know by now, our sales techniques were too often based on psychology rather than on our customers’ needs. Like I said, it was a different world. However, there are 5 things top consultants do that transcend era.

5 Things Top Consultants DoTop Consultants Set Activity-Based Goals

One of the 5 things top consultants do is to set goals based on objective criteria and then plan improvement activities. They understand you cannot do a goal you have to do activities. They recognize activities to continue, stop, improve, and restart because goal setting directs behavior, not results. Although the goal must focus on measurable objective criteria, activities achieve goals. Goals should include clearly defined objectives and an activities plan.

A poorly written sales goal would be to set a goal to sign up more customers. That’s not a well-planned goal; it’s a wish. What’s missing is how. For example, in this scenario, it might be to cold call five new prospects per day and set two appointments per week. Then, follow up these activities with training and tools to achieve the goal, such as the manager traveling with the salesperson to appointments, conducting cold call training once per week, and talking with each salesperson about their daily activities.

Top Consultants Believe 

Top salespeople believe in their company, product, and service. And if they don’t, they fix it or leave because a belief in your business and its customer service is a constant source of enthusiasm.

I was once VP of operations for a mid-size B2C company. Our products were not the cheapest in a very competitive marketplace. Because of this, a salesperson would occasionally question the pricing, which, if not addressed, would lead to a loss of belief in the product, service, and company. I easily believed in the product because the price included a higher-end product, a nationally recognized award-winning service department, and outstanding employee installation crews. The company attracted and kept the best employees because they offered full-time, year-round employment, competitive wages, and full benefits in an industry primarily made of subcontractors. I never hesitated to explain to a customer or a salesperson that part of the price was taking care of the employees who would take care of them.

Top Consultants are Positive People

Top consultants are optimists, but it’s more than that. The best sales consultants like to help people. They treat not only their customers but also their teammates and vendors well.

A positive outlook makes a consultant more likable and attractive, and it makes sense that it’s a healthier way to live. For most of my adult life, I’ve believed one’s outlook affects one’s health. My unscientific observation has been that pessimistic people have more illnesses and ailments than those who see life’s brighter side. I wholeheartedly believe part of the difference is self-fulfilling; some of it is the harm negativity does to the human body. Fearful and negative thought processes release molecules into the body that are detrimental to one’s health, don’t they? Yes. They. Do

Top Consultants Are Organized

One of the most common complaints I hear from salespeople and consultants is they need more time to sell. They spend time following up on orders, answering questions, and providing customer service rather than selling. Handling these activities is a large part of being a good consultant. However, when these actions are unplanned and uncontrolled, they reduce the time available to prospect for new business.

The problem may be a need for more organizational skills. When consultants, or anyone, waste minutes and hours due to a lack of focus and methodology, it reduces the time available to work on important tasks, such as finding new business. Planning doesn’t happen on its own; time must be made for important tasks. To make time, first, activities must be organized.

Top Consultants Use Good Time Management

Top consultants understand that time is their rarest commodity, and they protect it. The best consultants delegate tasks that others can and should complete. They plan their week and their day. The most successful sales consultants limit distractions and understand the difference between an urgent fire and an important task.

Time management is crucial to getting more value out of your projects and improving the quality of your life. To improve your time use, you must be brutally honest in analyzing your time usage. Interruptions at any time, especially during the “golden hours,” before deadlines are met, should be limited. Determine your most important times of the day when interruptions should be limited and let others know.

Organize Your Time

The key to having more time to sell is organizing your time using simple time management tools. Follow-up and repetitive tasks can be organized and scheduled. Activities that are repeated shouldn’t require a lot of thought. Using brain power to track and juggle tasks that could be handled in a reusable format takes time away from creative pursuits such as selling.

Step One: Use a To-Do list

Use a weekly planner and a daily to-do list to prioritize, track, and schedule actions. Taking the time to plan your week and day keeps tasks in focus. A lack of planning leads to folks following their noses, wasting time on unprioritized and less important tasks than selling.

Step Two: Set Notifications

A to-do list shouldn’t be bogged down with long-term follow-ups, projects in waiting, or next month’s itinerary. Rather than wasting creative energy keeping track of future events, use notifications. Using an application such as Google Calendar or Outlook for reminders saves brain power, which could be used in client prospecting. Preparation for a future event is one thing; misusing time and energy is another.

Step Three: Create Checklists

A checklist can simplify routine and repetitive tasks. For example, if part of the sales process is following up on orders, you can use a checklist to avoid missing steps, document progress, and free up space in the hard drive we call our brain. A checklist doesn’t need to be complicated. It can be as simple as the following:

Artwork sent to designCustomer approval receivedMaterial orderedProject sent to productionInspection completedShipped to customer

You can use a simple checklist to track and follow up on processes, thus freeing up time.

How Valuable is Time?

Time is the most valuable commodity any consultant has. Time is precious, and when it’s squandered, it’s gone forever. There is no time bank to save up seconds and minutes for when they’re needed. Spending the time to organize, schedule, and plan saves time. Weekly planners and daily to-do lists, notifications, and checklists create time to sell.

Are You a Top Consultant? 

How many of 5 things top consultants do have you embraced? Are you at the top of your game? If not, the points listed above are a good beginning. Set activity-based goals, believe in what you’re doing, get organized, use your time wisely, and maintain a positive outlook. If you do those things, you’ll be at the top of your game.

Are You in Sales Management?

Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve or do you strictly look at the results? Do you believe one sales strategy fits all your clients and all your sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager and so can you. This workbook is a good place to start. The New Sales Managers Workbook

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

Photo by LinkedIn Sales Solutions on Unspl

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The Health and Wellness Benefits of Hiking

So, what are the wellness benefits of hiking? For me, 30 minutes of hiking can wipe away eight hours of work-related stress. An hour in the woods renews and invigorates me. Two hours on my favorite trail, up and down hills, around two lakes, and dodging tree roots leave me physically and mentally in better shape than when I started.

The Health and Wellness Benefits of HikingBenefit One: Exercise Hiking can be great cardio exercise. Sure, you can do the same on the treadmill, but a difficult trail with varied terrain is hard to beatLowers risk of heart diseaseLowers blood pressureIt is known to control or even cure type 2 diabetes. I have type two, but through diet and hiking, I’ve kept it under control.Strength conditioning – Not only the lower body but the entire package.Weight control – I shudder at the thought of what my weight might be without the trailsBenefit Two: Stress Relief

I love being on the trails and enjoy the physicality of it, but I could get that at my local high school’s track. What brings me back time and time again is the commune with nature. The combination of low-impact physical activity and the great outdoors is mood-altering.

Stress and anxiety relief – Whenever I find myself overwrought, anxious, or worried, the trails are the best prescription I know.Mood lift – Even when I’m in a good place, hiking lifts my spirits higher.Energy boost – If you exercise, you’ve experienced an energy boost at the end of a workout. But the boost at the end of a hike is something more. It’s not only a physical boost but spiritually uplifting.Where Can You Hike?

Indiana has many parks with trails of varying degrees of difficulty. Eagle Creek Park, a 3,900-acre city park, is ten minutes from my home. I can also walk through my subdivision to a creek and trails only a short distance away. If you look, you’ll find plenty of choices in your neck of the woods, too.

Look for close parks – Finding a spot to hike only a few minutes from home or work makes it easy to head to the woods and hard to make excuses.Hills are good – It might seem counterintuitive, but hiking up and down hills adds to my enjoyment. I might get winded, but I feel better for it.Varied terrain  – Not only hills but smooth paths, rough places, near water, or deep woods all add to the pleasure of hiking.Why Does Hiking Raise Our Spirits?

Beyond the benefits of physical activity and the release of endorphins, I feel at home on the trails. Being in nature feels, well, natural. The sound of the woods, crickets, squirrels, the wind through the trees, the rush of a waterfall, or the swish of a whitetail deer is calming.

I drive hiking companions a little crazy because I often stop and say, smell this, taste this, or ask if they know the story behind a particular plant. It’s fun (at least for me) and feels great.

Take a Hike!

The wellness benefits of hiking are real. The next time you feel stressed, worried, or anxious, take a hike. Commit 30 minutes at a local park, walk along the nearest creek, or head to the woods behind your subdivision. I guarantee you’ll feel better and improve your mood. If you’re close to Speedway, IN, give me a shout. I’ll take you on one of my trails, but know this: I will stop and point out the fauna.

Here’s an excellent post on how to hike from the Mayo Clinic.

If you liked this post, you might also enjoy How Negativity Adversely Affects Your Health (and what you can do). 

Photo by Jake Melara on Unsplash

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