TRABAJA EN GIRONA

Inscríbete aquí

EVERYTHING STARTS WITH ATTITUDE

The most important decision we make in our lives is the attitude we choose to express each day when dealing with people or circumstances. This critical choice determines success or failure in sales and in life. The key is the realization that we choose. That’s right. You purposefully choose your attitude. Choosing a positive state of mind will lead to virtually unlimited success in your career and your life. A negative attitude will lead to unhappiness, poor relationships, difficulty at work and ultimately, poor health. In fact, the most common causes of death in the United States are heart disease and cancer, which are related to stress. Stress is a result of a negative attitude, carried out via perceptions, choices and behaviors.

Where Does Attitude Come From?

One of the most powerful questions I ask during training sessions is: "Where does attitude come from?" Often the group will think for a moment. Many will respond with comments such as, "Work," "People," "Traffic" and other examples. Finally, a brave individual will announce, "Attitude comes from within us." This often leads to a chorus of ah-has as people begin to realize the power in that statement. You determine your attitude. We may blame others, circumstances or events for our situation; however, the key is our response to those things or people.

As you read this article, think about your day. We usually have a series of encounters with things and people whom we feel cause a reaction in us. In fact, we choose that reaction. We can choose to respond in a positive or negative way to these challenges. Your challenge, especially in sales, is always to respond with a positive attitude.

Consequences of a Negative Attitude

A sustained negative attitude will kill you. By far, the worst side-effect of a bad attitude is stress and the top fatal diseases in this country are caused, in large part, by stress. Stress turns quickly into anxiety, depression and ulcers. Now that you know you have the power to choose, why choose negative attitudes? Sales people with negative attitudes struggle and have difficulty closing sales. One common statement coming from negative salespeople is, "I’m not negative, I am realistic." This is an excuse for being negative. Reality is what you make it. Make it positive.

Rewards of a Positive Attitude

People like to be around positive people. In sales, customers like to buy from positive people who have confidence in what they are selling and help their customers enjoy the buying process. People do not want to be sold, but they love to buy and own. Having a positive attitude will improve your relationships, make you happier and lead to success. The rewards of a positive attitude are enormous, if you are willing to keep your spirits up over the long term.

Everything is a Learning Experience

Everything that happens to you in your life is a learning experience. This is positive. We may have hoped for a different outcome, but face the facts in a positive light and move on. Let yourself become stronger from the experience, rather than weaker, full of doubt and stressed. Experience is just another word for mistake. Learn from these experiences by choosing a positive attitude that prepares you for the next challenge in life, which is right around the corner.

Avoid Negative People

One of the tragic parts of negative attitudes is that misery loves company. Negative people will search out others and attempt to bring them down to their level. This is how negative attitudes spread. Their negative influence feels powerful and they use it as a self-esteem boost. People do this in attempt to feel better about themselves, but the end result is short-lived and unproductive. In sales, it is hard enough dealing with rejection from your prospects and customers. Find positive people and let their attitudes stick to you.

Being Positive is not Easy

In my work as a manager, I have found that there are basically two kinds of people -- those who take responsibility for their lives and those who blame others. People who take responsibility for their situations are positive people who see the world as a good place. They have made the conscious decision to be this way. This is not easy; however, understanding these basic principles about attitude are the first steps. Keep in mind, choosing your mental attitude is the only thing you can control in your life. Learn and practice a positive mental attitude, and enjoy the rewards.

Source: 

Thomas Young, MBA

TRABAJA EN SEVILLA

Inscríbete aquí

WORKPLACE ETIQUETTE TIPS TO BUILD TEAMWORK IN ANY ECONOMY

No one would dispute that today’s gloomy economic news is a concern for workers everywhere. But, did you know that using workplace etiquette to show courtesy and respect to those in your department or team is a winning way to build up your team?

Workplace etiquette pays in two ways for you and your team. First, it elevates you as an individual—and it’s a good thing to be known as someone who shows respect and courtesy to others. In fact, research shows that workplace etiquette is essential for keeping and being promoted in a job.

Secondly—and of equal importance—workplace etiquette improves work relationships. It shows your team that you care about them, their work, and their value to the team.

Moreover, when the entire team or department embraces professional workplace etiquette, your team’s stellar example can raise the bar for the rest of the organization. As the saying goes, “A rising tide floats all the boats.”

Here are seven ways you can use workplace etiquette and courtesy to set you and your team apart in any economy.

Attitude is everything. Have a great attitude like your job depended on it. You may not be in your dream job or have a dream boss, but don’t wear a negative attitude on your shirtsleeve. It shows! Refrain from gossip and negative talk about anyone on your team. Rather than building you up, condescending conversation diminishes you instead. Also, be all there—don’t mentally check out by 2:00. And, show yourself friendly to everyone on the team. Research from the Servcorp Index reveals that the majority of American business professionals appreciate being acknowledged by teammates when they arrive at work.

Notch up nonverbal communication. Have good eye contact to show you are listening. Look at the upper part of the face—the eye and brow area. Looking any lower on the face is too social and intimate for the workplace. Avoid crossing your arms over your chest as this can indicate you are not approachable. Give a good handshake to those on your team, not just to your clients.

Be timely, not tardy. Regardless of age, job title, or level in the team hierarchy, be on time for work and meetings. Better yet, be a few minutes early. Punctuality shows your team that you respect them and their time. Complete tasks and projects on time, too; don’t let the team down with excuses.

Use proper tech etiquette. Don’t leave the team hanging. Answer their emails and phone calls in a timely way—by the end of the day if possible, and no later than 24 hours. Using proper grammar and punctuation in departmental emails is just as important as in client emails.

Go the extra mile—it’s not crowded! Look for ways you can help out and show support to a teammate. If he has a heavy day and deadlines to meet and you don’t, step up and offer to help. Your assistance and team spirit will be appreciated by everyone in the group.

Contribute value to team meetings. Focus on the meeting, not on side conversations or on your smartphone. Be open to others’ ideas and points of view. Avoid a ‘my way or the highway’ attitude. It makes you appear selfish and undermines team spirit. Let others finish speaking before sharing your thoughts.

Show appreciation. Everyone likes to be appreciated. Sincerely verbalize and demonstrate thanks as often as possible. Do this both publicly—when appropriate—and privately. If your boss congratulates you on a job well done and you had help from your team members, be sure to tell your boss so they can receive credit, too. They’ll be more likely to rally around you on the next big project.

Truly, nothing could be easier—or better—for building up your team than when everyone engages in workplace etiquette and courtesy. No matter how uncertain the economy, using these tips will make a difference in your own job success and promotion—and in the success of your team. Ready to float your team’s boat higher?

Source:  

Rachel Wagner Etiquette and Protocol

QUALITIES OF A SUCCESSFUL SALES LEADER

The 12 Qualities of a Successful Sales Leader

Recent research suggests that the average tenure of a chief sales officer is about 24 months. Why the rapid turnover? In today’s tough market, CEOs demand a return to growth and change. If the sales leader can’t manage change, CEOs change management.

I like to think of sales leadership as a steam locomotive. Good sales leaders have fire in the belly. They are able to create enough steam to move the train (their people) forward so they can reach the company’s revenue goals, on time and on budget.

Good sales leaders have vision. They see, think, and plan ahead. They are also dreamers. They dream big and with their eyes open. When others ask, “Why bother?” sales leaders see opportunity. They imagine what could be and ask, “Why not?” Leaders keep their followers on track and on time. They say, “Get moving or get left behind.”

A good economy and business model make all sales leaders look very smart. But with success comes arrogance and reluctance to change. What many sales leaders fail to realize is that, while they run the engine in front of the train, there is a second engine in the back that is pushing the train forward. That second engine is the economy. In good times, the engine pushing in the back makes the leader look and feel good. Arrogant leaders often believe that it is their own steam that creates the forward momentum. When the economy shrinks or when the business model falters, the back engine quits pushing. That is the moment of truth in which the true sales leader will create more steam to move the train forward while poor sales leaders get stuck and get the boot.

When the economy runs out of steam, sales leaders are willing and able to build up more steam, pick up the slack, and keep the train moving ahead at top speed. How?

1. They don’t give up until they’ve found the best way to harness the collective genius of their organization to reach their business objectives.

2. They help their salespeople improve by clearly communicating what they need to do to meet the company’s goals and the expectations of management.
3. They coach salespeople and help them adopt the successful behaviors that lead to results.

4. They give their salespeople the right technology they need to improve their performance, drive up productivity, and cut out the tedious and repetitive tasks that salespeople are not paid for
5. They help create sales processes that reflect how customers want to buy.
6. They associate analytics with every sales process in order to ensure ongoing improvement.
7. They measure their salespeople’s performance objectively and create a level playing field.
8. They set high expectations for each team member and appraise and review results on a regular basis.
9. They praise good performance in public and consistently celebrate high achievement.

10. They help salespeople connect with C-level executives to help increase the chances for closing the sale – without taking over the salesperson’s role.
11. They create effective compensation and incentive programs that are motivating to the sales team.
12. They generate hope and optimism throughout the sales organization and help their team grow and win against an overwhelming tide of adversity.

How can you spot a good sales leader? Just ask one how long he or she has held his or her job. If the answer is for more than three years and with the same company, you know that he or she has already beaten the odds.

TRABAJA EN BILBAO

Inscríbete aquí

BUSINESS MODEL INNOVATION: A FRESH LOOK AT YOUR CUSTOMER NEEDS

Today, we call this business model innovation or reinventing you business model. What is this? It means that no matter what has happened in your past, your current business model may be partially obsolete in some places. In some instances, it may be completely obsolete.

It may be time for some business model innovation.

DEFINE YOUR BUSINESS MODEL

A business model is the ability to generate profits. It’s the process or system by which you create profits. Sometimes, they call it the revenue model. You have to ask yourself,“Is your revenue model or your business model working as satisfactorily as you want? How can you tell?

If your business model is working properly, it means that your profits and your sales are going up at a steady basis.

If they’re not going up, if they are leveled off, or they’re becoming unpredictable or even worse, if they’re declining, then you have to take a timeout and try some business model innovation.

The entirety of the revenue model is based on two things.

1) BUSINESS MODEL INNOVATION: YOUR PRODUCT

Your product is what we call a Customer Value Offering or a “CVO.” This is the value that your product offers to your customer.

What problem does your product or service solve, that your customer will pay you for solving?

It is astonishing that today how many people develop and offer products and services to solve problems that customers do not even believe that they have. Many companies will go to market and spend an enormous amount of money developing a solution for a problem that doesn’t exist.

This is why even with the best research, marketing, and product development, 80% of new products fail.

IS THE PROBLEM YOU ARE SOLVING IMPORTANT ENOUGH?

Just like 80% of new businesses fail is that they find that the customers do not have a problem that the product or service can solve, or if they do have a problem, it is not big enough for them to take action or to switch from someone else.

It’s important to evolve your business, is that you become very clear about the problems that customers have, and then you find a way to solve that problem better than anyone else.

This is so important. You have to solve one problem better than anyone else.

That acts as the core of your business.

WHAT IS THE JOB TO BE DONE?

Another challenge is what we can say is every product or service does a job for a customer.

In fact, if you look at it this way, which I think is neat. You say when you buy a product or service, you are “hiring” that product or service to do a job for you that you cannot do without it.

The question is always, “What is the job to be done?”

What is the job that your product or service does for a customer that they will pay you to do for them? You must be absolutely clear about what the job is, and you must be clear about how important it is.

That’s the starting point. The starting point is the product. It must solve a problem or do a job. It must satisfy a need, or it must achieve a goal. It must do something that customers want to be done and are willing to pay for.

2) BUSINESS MODEL INNOVATION: WHO IS YOUR CUSTOMER?

The second part of evolving your business is your customer.

Who exactly are you ideal or perfect customers? Who is the customer that, more than anyone else, will buy your product or service immediately? What is their age, education, background, hopes, and dreams? One of the biggest questions of all is,

What role does your product or service play in their lives? Is it an important part of their life? Is it unimportant? What difference will your product make in their lives if they use it or not?” You must be absolutely clear about these.

Many years ago when I started to grow and develop as a speaker and as a person, I began to order and listen to audio programs. My first audio program opened my eyes because it was full of so many good personal development ideas.

Since then, I’ve listened to hundreds of hours of audio programs and every so often I come up with an idea that is worth hundreds of thousands of dollars.

CONCLUSION

How do you keep evolving as a company?

Keep scanning the horizon of customers and find out what customers need and are willing to pay for, that nobody is providing to them, in an excellent fashion. If you can do those things, you can keep reinventing your business model and stay on the cutting edge.

________________________________________________

ABOUT BRIAN TRACY

Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. 

10 SALES LESSONS TO LEARN FROM THE GREAT ZIG ZIGLAR

Zig Ziglar, the Alabama-born motivational speaker and sales guru, was a man who seldom minced his words. Here are ten of his top sales lessons that his legacy has left the world.

1.      Sell to people’s emotions

According to Ziglar, “People don’t buy for logical reasons. They buy for emotional reasons.” Once you understand why people buy certain products, your sales pitch becomes less about targeting customer logic and more about tapping into their emotional penchant for certain products.

Ziglar was never a man to shirk the goal that defines your business. After all, “a goal properly set is halfway reached.” To Ziglar, you need to start with the basics. What do you want to achieve by selling your product? What is your end goal? Setting achievable goals and knowing how to reach them provides the building blocks that aid your sales process.

“If you can dream it, you can achieve it.” Don’t let go of your dream and the goals you set for yourself – stay on track and focused, even when sales have decreased.

"If you learn from defeat, you haven't really lost." With every failed sale, there is an opportunity to learn from the experience. Ziglar was adaptable; adopt a different approach and your shot at sealing the deal the next time round is made all the more easier.

According to Ziglar, sealing the deal on a sale has five basic obstacles: No need, no money, no hurry, no desire, and no trust. Make sure that your product, and your sales skills, will convince the customer that at this moment in time, your product has sufficient value to warrant their immediate purchase, or, at least, their consideration.

Statistics suggest that when customers complain, business owners and managers ought to get excited about it. The complaining customer represents a huge opportunity for more business.

"Stop selling. Start helping." Avoid selling for the sake of selling – customers don’t always need that product and shouldn’t feel coerced into buying it. Tend to their direct, personal needs; perhaps

there’s something else they may find of value?

“There is no traffic jam on the extra mile.” Going that extra step further will set you apart from the crowd, giving you few competitors when it comes to selling your product to potential customers.

Ziglar was an unmitigated advocate of transferable enthusiasm. “Selling is the transference of feelings. If I can get my prospect to feel about my product or service the way I feel about my product or service, he will not only want it … he will demand it.” Being passionate about your product is essential – a customer cannot be expected to buy a product if you are not willing to do the very same thing yourself.

“Many times the prospect will buy not because of their belief in the product, goods or service, but because of the belief of the salesperson.”

2.      Identify your goals

3.      Hold onto what you want to achieve

4.      Learn from failed sales

5.      Identify your obstacles

6.      Embrace customer criticism

7.      Change your own attitude towards selling

8.      Go the extra mile

9.      Transfer your enthusiasm to your customer

10.  Sell yourself; not only your product

Zig Ziglar changed the way salespeople conducted sales interactions and planned their sales strategies – he taught them to move away from selling with logic and to move towards a sales strategy based on helping others, listening to customers, and selling to people’s emotions. How can you do the same for your own sales strategy?

TRABAJA EN ALICANTE

Inscríbete aquí

TRABAJA EN VALENCIA

Inscríbete aquí

TRABAJA EN MADRID

Inscríbete aquí

TRABAJA EN BARCELONA

Inscríbete aquí

TRABAJA EN SANTANDER

Inscríbete aquí

ATTITUDE IS EVERYTHING!!!

To be a successful sales person, one needs to have adequate knowledge of the domain, be proficient in the skills required and have the right attitude. All the three are equally important though we tend to undermine the importance of having the right attitude to be successful. In fact the attitude of a sales person determines the altitude to which he can rise in his career and in an organization.

Let’s review some of the attitudes that are very important for you as a sales person.

Confident: The first and perhaps the most important attitude that a sales person needs to possess is confidence. Sales people must be confident about their abilities and about the product or services that they sell. Lack of confidence only manages to instill doubts in the mind of the prospects. Also, sales people are bound to face rejections during the course of their work and it is their confidence that helps them to take rejections in their stride and bounce back with enthusiasm.

Determined: Persistence and determination need to be the second nature of a sales person. There are innumerable obstacles that come along and it is the determined person who refuses to accept defeat and goes on to attain what he wants. He should be a go-getter, never losing sight of the targets for the month and the goal that he has planned for himself.

Visionary: Successful sales people value the relationship with customers and maintain a long-term relationship with them through regular follow-ups. They understand the bigger picture and view each sale as a stepping stone towards earning the goodwill of their customers who could provide valuable referrals to future prospects. They don’t think of today and just one sale, but plan on a long-term basis.

Friendly: Sales people need to have a personality that is amicable so that people are comfortable talking to them. They ask the right questions to understand the business situation of their customers and their buying needs. They put their prospects at ease and listen to their requirements and suitably amend their sales speech to make it more relevant for their prospects.

Accountable: Another important trait of a successful sales person is that they are accountable for themselves, their customers and their organization. They are more forthcoming in accepting their mistakes and correcting them in future without resorting to a blame-game. They behave responsibly, being answerable to both the customers and to the organization they represent for their decisions.

Optimistic: Only an optimistic person can be a successful sales person. Having a positive attitude does not just mean that a person looks at the bright side of things. It also means that an individual consciously chooses to see new opportunities even in the worst situations. Facing a setback is quite normal for a sales person and an optimist learns from these experiences and effectively uses them in future.

TOP QUALITIES OF A HIGHLY EFFECTIVE LEADER

Top Qualities Of A Highly Effective Leader | Sales Techniques And Selling Tips Strategies And Training

MOTIVATION + GOALS + CIRCUMSTANCE = SUCCESS

Motivation is the combination of desire, values, and beliefs that drives you to take action. These three motivating factors, and/or lack of them, are at the root of why people behave the way they do. Because you ultimately control your values, beliefs, and desires, you can influence your motivations. This means, if you consider something important and assign value to it, you are more likely to do the work it takes to attain the goal. When motivation originates from an internal source and is combined with a realistic goal and circumstance, the odds of a good outcome are greatly increased.

In order to get motivated and stay motivated, try the following: 1) identify your values, beliefs, and desires, 2) recognize your strengths and weaknesses and use this information to establish realistic goals, 3) understand the role of personal circumstance, and 4) realize that success is the merger of all three factors. 

Values, Beliefs, and Desires

To understand what motivates us you, you'll need to understand what is important to you. If you have never thought about this question, do it now. Consider issues such as family, relationships, learning/school, grades, work, aspirations, achievement, status, money, travel, social causes, social life, following a dream, etc. People's goals and desires grow from their values and beliefs. Once you have made your personal list, begin to think about how the items relate to one another. Are some issues more important to you than others? Are some more important in the short-term while others are more important in the long term? Are they linked in some critical way? These issues and relationships are always alive inside us. By becoming consciously aware of them, you can begin to modify, control and understand them.

Judging the quality and depth of your motivation is important, because it is directly related to your commitment. Often students find that they "want" a good academic outcome, but they can't seem to make it happen. Sometimes, this gap occurs when there is a clash between what they are striving for (a good academic outcome/degree) and what they would rather be doing (following a dream of singing in a country-western band). It's OK for values, beliefs, and desires to be in conflict, but it is important to recognize when they are and act appropriately on this information. In the example above, this student needs to both rethink and internalize the relationship of school and dream or she needs to change her circumstances. But without such a clarification her motivation will continue to lag and her performance will be less than it could be.

Strengths, Weaknesses and Goal Setting

One of the keys to college success is having a realistic view of your strengths and weaknesses. Do an informal assessment of your abilities. Reflect on what you have learned about yourself in the past from classroom experiences, conversations with teachers and advisors, standardized tests, projects and activities, and outside activities. Consider specifically your reading, writing, oral communication, math, computer, musical, artistic, physical, interpersonal, and analytic skills. An accurate and honest assessment of your abilities is essential. It prevents you from under-estimating or over-estimating your skills and directs you toward attainable and appropriate goals. Having an accurate direction is important in maintaining motivation.

Knowing what you value and desire, along with an assessment of your strengths and weaknesses, makes it possible to establish personal goals. Most people already have a mix of short-term and long-term goals of some type in mind for themselves. Students often are aiming towards a particular test, project, class, grade point, degree, graduate program, professional school, or career. These are often complemented by other goals such as living a healthy lifestyle, maintaining personal integrity, volunteering, working, nurturing relationships, or growing as a person. It is not unusual for short-term goals to support long-term goals. For example, a student's long-term goal to teach elementary school might be supported by a series of short-term goals related to class attendance, study habits, project preparation, test performance and commitment to outside activities. All goals, whether short-term or long-term, should incorporate these common attributes:

· Be realistic. Goals should be based on your abilities and circumstances.

· Be possible. Don't establish constraints that make the realistic, unrealistic.

· Be flexible. Anticipate bumps in the road and expect to work around them.

· Be measurable. Have a target in mind so you know when you have reached your goal.

· Be under your control. Set your own goals based on your values, interests, and desires. Target things where you can control the outcome.

Write down your goals and post them somewhere you can review them regularly. This will serve as a reminder of what you're working toward and help to keep you motivated and on track. When your goals slip from sight and lose importance, motivation and success deteriorate as well.

Personal Circumstance

Once you have set goals that match your beliefs, values and desires, you should be in position to act on them successfully. However, your motivation can be undermined if you fail to consider your circumstances or if your circumstances change, but your goals don't. A goal may match your values ("I want to earn a degree in nursing") and may be realistically set ("I want to do it in 4 years") when you begin your academic journey, but may need modification and readjustment as time passes. If you earned grades lower than you expected to, you may need to lighten your course load or adjust your work and/or leisure hours. A loss of interest might mean you need to investigate other majors. Changes in relationships or family make-up can also introduce new constraints on your plan.

Unfortunately, when circumstances change, students are often unwilling to make related adjustments in their self-expectations. In these cases, students rarely perform up to their expectations, become frustrated, and lose motivation. However, motivation and performance can be maintained when personal circumstance is taken into account. Students who are willing to redefine their goals to account for their changed circumstances can remain motivated and on the path to success.

Motivation + Goals + Circumstance = Success

Motivation, goals, and circumstance are all related to success. You can increase the odds of your success by first, defining what is important to you, establishing goals based on these values, desires, and beliefs, and finally, tailoring your achievement expectations to match your circumstances. If you fail in any of these steps, you will undercut your motivation, fail to work up to your abilities, and diminish your chances of success.

Watch out for these two common pitfalls:

· If you're not honest with yourselves about what is important to you and how these factors relate to each other - you can be in a position where you are acting on weaker motivations, but allowing your stronger motivations to interrupt your progress. For example, a student might be in school and performing poorly because she really wants to be establishing her own web-based business. In this case she either needs to commit to a reprioritization of values (school is more important than the dream) or adjust her goals to better match her desires and say "I'll follow my dream first and then go to school". Watch out for a mismatch of values/beliefs/desires and goals.

· Be realistic in setting your goals and always consider your circumstances. When goals aren't realistic or when circumstances conspire against you, it is important to adjust. A student who comes to college with the goal of expecting to earn a nursing degree in 4 years, but finds the work more difficult than he anticipated may need to adjust his time frame in order to achieve his goal. Likewise, if this same student found that he needed to work to support his college costs or took on greater family responsibilities, it might be similarly necessary for him to adjust his goals as well.

When your goals are realistic and match your desires, you will be motivated. When you're motivated and work hard towards your goals, you will succeed. When you succeed, your motivation will grow, you will set new goals, and continue to achieve.

Know yourself, know your circumstances, set realistic goals, and start to succeed now!