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Quote of the month
'To be more of who you truly are. That is your greatest success'
- Adele Basheer, my cousin-in-law, and co-creator of Intrinsic
Next month's feature:
10 Ways to Create an Exceptional Life
In this issue:
Welcome to Living the dream, Blue Sky Coaching's monthly e-zine, written for small business owners, young entrepreneurs and service industry professionals and filled with cutting edge success tips to help you skyrocket your income, enjoy more personal time and be known as a star in your field.
If you enjoy receiving Living the dream e-zine, please pass it on to anyone else you think might like to receive it too. Every 50th subscriber will receive a $50 Myer gift card and so will you, if you were responsible for referring them.
You can read all previous issues of Living the dream e-zine any time at: www.blueskycoaching.com.au/ezine.
Hi! from Tania
Miraculously, I survived our first school holidays. Jake and Holly loved the special activities we did, including our visit to Cleland Wildlife Park, which I was enjoying too, until Jake found and turned a hose on me and drenched me. Nice.
I also had to laugh when it was time to break the news to Rick that Jake had been allocated to the red team for his school's Sports Day (Rick's completely sports 'absorbed' aka mad). In the last 10 years the red team hadn't won Sports Day once. And, true to form, they didn't win yesterday either. At least the day was sunny and some my Ina Garten granola bars sold well.
Oh, and as I received a few concerned e-mails about Holly - was she really just asleep in that train ride video? - yes, she's fine, and here she is wide awake, enjoying her ballet and swimming lessons.
Tania Basheer - Publisher
Living the dream e-zine
Feature: 10 Ways To Increase Your Sales Success
Although there are, no doubt, several important considerations involved in making a sale, there isn't a foolproof, one-size-fits-all approach to successful selling. Decades of Gallup's research into high-performimg salespeople has found that the most successful salespeople understand their innate talents and strengths and use them to sell more effectively.
No two people are alike. One person might thrive on fierce competition while another might succeed by being a super-analytical problem solver. You might have a tremendous talent for building relationships or be a brilliant strategist.
What's important is winning business your way and applying your talents in the process. If you'd like to learn more about your unique talents and strengths you can take the Clifton StrengthsFinder assessment and use this information to apply your top five talents to creating sales.
The following are ten ideas from Stengths Based Selling by Tony Rutigliano and Brian Brim to help increase your chances of sales success:
Talk to the right person: Are you talking to the right person or people? To whom do most of your client influencers and advocates report? Making contact with a key prospect might require turning a 'gatekeeper' into a promoter and advocate. Don't assume that someone isn't a valuable asset based on his or her position or title alone. Purchasing decisions are rarely made by one person, so having a broad constituency in the client environment is key.
Forecast your chance of success: Are your prospects expressing a need for your products or services? Is that need strong enough that they're willing to pay your price?
Assess how you stack up to your competitors: This part of the process requires basic research so you have a working knowledge of your competitors. Read their websites. Talk to people who have worked for them. Talk to your customers who have done business with them. Superficially, your competitors might seem to offer the same thing you do. But if you look closer, you'll find areas where you can differentiate your message. As you're crafting a value proposition, you can make it unique to the customer and better than your competitors.
Learn the customer's decision-making process: When selling big-ticket items, you'll invest a significant amount of resources in a deal. Knowing how decisions are made can save you a lot of trouble. Sometimes purchasing decisions are structured and formal, while other times they're ad hoc. Early on, ask prospects how they make decisions and how many people are involved with budgeting, implementation and related issues. And remember: most organisations and individuals are risk averse, so expect that a group of people will have to reach a consensus about purchases. If the customer bristles when you ask about the decision-making process, it might mean she's not in buying mode, or you might be talking to someone who doesn't actually have the power to buy.
Calculate the customer's switching cost: It's good to know what the switching cost is, but it can be difficult to determine because there could be variables that you can't know about. If you can't ascertain the switching cost, it's important to talk with the customer about it. You'll gain insight into the company, you'll show you care and you might find opportunities to present solutions they haven't considered.
Learn the customer's culture: Knowing how an organisation operates gives you an enormous advantage in knowing how to present yourself and your product, who to talk to and how, and where the barriers are and how to get around them. So start paying attention at the very first meeting. Does the client make you wait, or does he come out to greet you? Is his office full of books, trophies and family photos? Does everybody leave for lunch or do they eat at their desks? Does the company seem to have a generous budget, or is frugality the norm? Just as in poker, details like this are 'tells' and smart salespeople look for them and use what they learn.
Ask the right questions to identify solutions: You don't need to know all the answers, but you do need to ask the right questions. Often, asking great questions will generate dialogue. Your findings will allow you to provide solutions - not just products, but information, advice and insights that your customers need. When you provide clients with value-added insights, closing the sale becomes a natural part of the relationship.
Put the customer first: Doing this means that sometimes you won't be the right person for the job. Getting your customer to the right person or resource can be a critical step in building a stronger partnership.
Understand your customer's business and their priorities: To ensure your solutions offer real value, you need to understand your customer's business and priorities. Understanding the price and scope of solutions before you discuss them with your customers will build credibility and increase your chances of success.
Use role-playing: Your unique talents can contribute to successful negotiating and closing. Using role-playing to perfect your strengths-based technique will help you identify when you are - and are not - using your talents effectively.
Read more tips: 10 Tips for Successful Strategic Alliances; 10 Essentials for Great Customer Service; 10 Business Development Strategies for Professional Practitioners
; 10 Ways to Attract All the Clients You Need; 10 Ways to Close The Sale.
For more business and life coaching tips to help you achieve your goals and create and live the life you've always wanted, visit: www.blueskycoaching.com.au/ezine/index.php. To find out more about how you can work with me personally, visit: www.blueskycoaching.com.au,
or call me on 0411 471 941 or (08) 8338 3134 or mail me on firstname.lastname@example.org.
EFT and Faster EFT 1:1 Consultations With Me
Would you like to a personal EFT or Faster EFT consultation with me to help you resolve a personal, relationship or business/work-related issue?
I'm currently available for personal consultations in Adelaide (Myrtle Bank) on Fridays between 9.30 am and 5.30 pm. Please call me on 0411 471 941 to book in a time.
End 2011 on a High!
There's still time for some coaching to help realise your important goals and dreams before 2011 comes to a close.
Until the end of the year, I'll be available on Mondays from 9.30 am until 5.30 pm, Thursdays from 9.30 am until 2.30 pm and Fridays 9.30 am until 5.30 pm.
Please feel free to contact me on either (08) 8338 3134 or 0411 471 941 if you'd like to arrange a session(s).
Spring Coaching Competition - Enter Today!
Enter now for your chance to WIN 2 business or life coaching sessions with me plus a copy of Andrew Giffiths book 101 Ways to have a business and a life, valued at over $300.
Winner drawn on 30 November 2011.
Put the passion back into your business and your life.
Is your business all-consuming? Are you tired of feeling overwhelmed every day? Would you like to take control of your life again?
If, like most business owners, you're struggling to balance your business and your life, don't worry! 101 ways to have a business and a life provides simple, practical ideas that will help you identify the reasons behind this lack of balance and what to do about it.
Winter Competition Winner: S. McKay
Next Month: 10 Ways to Create an Exceptional Life
As soon as I had heard Louise Hay and Cheryl Richardson had written You Can Create an Exceptional Life together, I knew that would be the source of next month's tips.
These ladies are two of my favourite personal development authors and speakers, particularly Cheryl, who's shared a similar 'past life' to mine, working as a tax accountant before becoming a life coach and speaker.
I can't wait to start reading their book and to share their inspired insights with you next month!
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Introduction to THETAHEALING
Change is all around us and the momentum is increasing. Don't wait for crisis to change the patterns in your life that no longer serve you ... BE the CHANGE you want to see in the world and learn more about this spiritual, emotional, physical and energetic healing modality that is taking Australia by storm.
Understand why the subconscious holds onto outmoded beliefs and how Theta dissolves deeply held blocks simultaneously on a genetic, ancestral, core and soul level to release resistance and re-awaken your true nature.
WHEN: Monday 5 December 2011, 7 pm - 9.30 pm
WHERE: The Float Room, 10 Gladstone Road, North Brighton SA
RSVP: ThetaHealing Practitioner - Trish Herreen - 0416 242 706
$15 - Supper Provided
Business Constellations One Day Workshop
Sunday 27 November 2011
Invest in putting your business in order and be ready to stand out in 2012.
Venue: 12 Moore Street, Birkenhead SA
Time: 9 am - 5 pm
Please bring shared lunch.
RSVP: Susan Altschwager on 0488 030 471 or (08) 8449 6980 or Susanalts@bigpond.com to register your interest.
Can give you a snapshot of the dynamics now
Will help you look at a situation and underlying dynamics
Find a solution geared towards a practical application and
Help put things in the right order - money, marketing, goals, clients.
Business Constellations can show an overview of a current situation quickly. This is different to an analysis and research, which might take a long period of time to complete and deliver a lot of statistics, but not point to a solution.
This is a simple energetic process and works from the same dynamics as Family Constellations.
Reading this ad? Then why not place yours here. Do you have a product, service, workshop or special offer that you'd like to let hundreds of entrepreneurs, SOHO business owners, busy professionals and business executives know about? To find out more about advertising in this e-zine and to reserve your spot for next month, e-mail Tania your details today at email@example.com and include 'e-zine ad' in the subject line. As a subscriber to this e-zine, you can receive f.ree advertising, based on availability, if you submit your advertising copy to me by the 20th day of the month.
Advertising Disclaimer: Blue Sky Coaching does not endorse or represent the accuracy or reliability of any of the advertisements included above or the quality of goods, services or information obtained by you in connection with engaging the services of or purchasing goods from the above suppliers.