Obstacles are inevitable. Solutions are choices.

Challenges present themselves daily and each of must make a choice on how to handle ourselves and the obstacles.  Ask yourself do you make excuses or do you work on solutions?

An excuse is different than an explanation.  Excuses are typically offered and an explanation is often asked for.  For example if I am coaching a sales representative I am aware of most of the uphill battles a new representative faces starting out.  It takes time, patience, and a positive attitude to build knowledge, a strong pitch, and a solid prospect list.  Instead of the representative telling me what is standing in their way I want to hear how they are being creative to overcome challenges.  Perhaps the representative has decided to focus on key sector and they plan to exceed their activity goals by 20%.  Now if the representative is unable to preform a task because they do not have the tools they need then I would welcome and ask for an explanation.  This could be that they do not have a CRM Database or their phone line does not get a clear service.  Recognize your challenges and choose to find a solution.

Sales leaders and business owner can create an environment that embraces creative thinkers.  Allow your team to come up with solutions, and hold them accountable for activity.  Give your team the goals to reach and allow them the ability to solve the dilemma.  Setting obtainable goals will encourage employees to avoid excuses and create solutions.  You also may be surprised when their unique approach leads to great success for everyone.

Jack of All of Trades Master of One

Jack of All Trades Master of One

Jack of All Trades Master of One

So one the biggest questions when hiring a new sales person is do I hire someone with industry knowledge or do I hire someone that knows how to sell.  Well it really depends on the make up of your organization.  Ask yourself these questions, does my company have a strong sales management team?  Does my company have a strong technical staff that can support a strong sales person?  Is the sales person going to have other teammates to learn from?  Why am I hiring a salesperson?  Do you need a hunter or an account manager?

If you find a candidate with strong sales skills chances are they will be a driven person with a desire to learn as much as they can about your products and services to be successful.  Sales is a skill in its self and takes years to develop.  With the advancement in technology it could be said that more and more people lack people skills, and in sales you will almost always be required to effectively communicate.  A salesperson needs to have social skills that allows them to uncover needs and deliver necessary messages.  I would argue that it would be easier to teach a new hire about your industry as opposed to teach a new hire how to effectively prospect and sell.

If you find a candidate with industry knowledgable and no experience in sales you are taking a gamble.  You need to make sure your company can support the efforts to give this employee attention.  That does not mean that you shouldn’t hire someone that has never sold.  It just means that you need to make sure the candidate is willing to learn that skill and that your company is in a position to invest in their learning efforts.  Is selling an art or a science?  I believe it’s both and that will take time to learn and develop.

A GREAT sales person can be a jack of all trades but should strive to be the master of one….Selling!

Improv for Business Workshop – April 1st

Koncept Carma invites Sales Executives and Business Professionals to participate in our “Improv for Business Class”.  The class is catered to all industries and all levels of Business experience.  Our 2 hour program is designed to incorporate fun and interactive exercises from Improv into the Business World.  Be prepared to learn and enhance your communication skills in business.

Benefits of our workshop include and are not limited to the following:

Networking Opportunity.  You will have a chance to closely interact with other professionals and an opportunity to build new business impact relationships.

Sales Enablement.  Our class focuses on the ability to overcome objections, listen effectively, and successfully lead business outcomes with clients.

Presentation Skills.  Improv will help build self confidence when speaking to others, whether one on one or in large groups.

Feel free to contact Koncept Carma with additional quesitons.

888.346.7779 or kathryn@konceptcarma.com

Improv For Business Public Workshop

Improv For Business Public Workshop

Would you sell ice to an Eskimo?

Selling Ice to an Eskimo

Selling Ice to an Eskimo

I recently came across a “sales person” that proudly told me that they could “Sell Ice to an Esikmo”.  After hearing this comment I wonder if this person was really as good as they thought.  Yes, I know it’s a figure of speech, however it’s exactly the opposite of how I wish to be handled by any sales person or how I wish to groom a sales team.  I believe there are plenty of top notch sales people, and they share the same qualities of most of my dependable and loyal friends.  To be in sales you must be more than just nice or convincing.  You have to listen, consult, and deliver on promises.  Selling me on a product or service that I do not need or want is not an effective long term sales tactic.

The same qualities you love about your great friends are the same qualities of a SUPER STAR sales person.  Close friends aren’t just important to you because they have a good personality, attractive, or they buy you things.  Quality friends like quality sales people are dependable, available, and LISTEN.  It really peaks my interest when I overhear someone telling a person that they have only met on the surface they would make a good sales person.  Why have they come to that conclusion in a few minutes?  This is generally because the other person views them as friendly, good looking, or witty.  Of course those are redeeming qualities and very good ways to get yourself in the door, however they do not close deals or create lasting relationships.

Successful Sales People are not “Self Important”

Are you so busy or so important that my business is not important to you?  Each client or customer wants to feel like your most important client.  Of course you want people to respect that you are busy, however are you always too busy?  If you are too busy for me now, are you going to be too busy when I buy from you?  Where is my fast talking salesperson when I have an issue?  Even though my issue may be trivial to the sales person it’s important to me as a client and if it’s important to me than it should be very important to the salesperson.

Successful sales people are busy and even though they are busy it’s important for them to make sure their clients are handled.  Return calls, acknowledge emails, write thank you letters….successful sales people make time!

Being reliable is way more attractive than looking good!

Looking good is important and having pride in the way we carry ourselves is extremely important.  In most business to business sales scenarios the sale cycle is going to take months and sometimes years to land a deal. After many interactions with a prospect they will have formed many impressions of you that is far more important than your appearance. So look good and consult your client even better.

You sure are funny however you have no idea what is important to me.

Who doesn’t like to be around witty people?  I love when someone can bring a smile to my face.  However, when I am buying something I am usually looking for quality, dependability, and affordability.  A good salesman listens to what I need and if he uses humor to lighten the mood that’s a bonus, and if all we do is laugh I will start to wonder if my sales person is laughing all the way to the bank.

I really like when you buy me lunch AND I really prefer when you deliver results.

When I really stop to think about the most endearing quality in a great friend I would have to say it has to be “dependability”.  You know that friend that you do not talk to on a regular basis and sometimes you even miss their phone call (and they still do not hold a grudge), but when you really need to talk to that friend they stop what they are doing because they know you need them.  They are DEPENDABLE.  Life is busy and people are busy, good friends however always seem to be available when you need them.  That is the same quality I enjoy in a sales person.  Buyers remember sales people that helped them, that were knowledge, that made their life easier.  Just because they may not buy from you on a regular basis they will remember that time you were dependable and they will I promise call you the next time they need to buy.

So for all those innocent Eskimos that bought ice I hope they know that there are many amazing salespeople that will work hard and earn their business!  Sales people of course are promoting their products and if they are good sales people they will believe in what they sell and if you are not their customer base they will move along politely to actual buyers that need their service!

Sometimes you need to change your Altitude!

Change your Altitude

Change your Altitude

I think I am a fairly decent runner.  I can run a 5k with little to no pain, and at this point in my running career I don’t ever worry about running a 5k.  Living in Florida, I definitely am not faced with much altitude and for the most part I run on flat roads.  When I go for a 3.5 mile run it’s a good cardio run but definitely nothing I feel overly challenged on.  So it’s interesting how much of a difference it can make when I decide to go for a hike that is half the distance of my normal run.  I have a harder time breathing my muscles are stretched differently and it takes me much longer.  Of course it’s different going uphill as opposed to running on flat services but I’m thinking to myself I am used to running twice this and in 30 degrees warmer temperature I should be able to do it.  It’s not the case at all though.  Even though you may be a strong runner your body is accustomed to certain conditions.

So this is a blog about business and sales what does my altitude running challenge have to do with business?  In business like running you become accustomed to certain styles and ways of doing things.  Even if you think you have mastered your skill and you have a working system be open to take a road that might be an uphill battle at first.  Maybe extending yourself will help you to learn something new or experience something that will enlighten you as a business person.  It’s good to hear how others achieve their goals and incorporate some of their methods into your business.  The business world is a busy place and it’s good to have systems and paths to follow but it’s also good to sometimes look outside of the way you do things and accept some challenges to help you develop even better methods.  At first you may be uncomfortable and feel unsuccessful but if you try you may also find you get different results that helped your business.

My 3.5 miles used to be my challenge but then it became much easier, and now that I have pushed myself to another challenge I found new muscles and I was able to get more out of my workout.  The same is in business I know I can do a certain amount of cold calls a day and get results, and maybe tomorrow I can try a new way of marketing and see what kind of results I will get!

“Re-Charge And Re-Energize Your Job Search Seminar”

 

Presented by Christian HELP Foundation, Inc. / CFEC 

Re-Charge and Re-Energize Your Job Search Seminar©
If you are looking for a job, then you can attend this event! We will have several hot topics presented by industry professionals that will leave attendees with great tips and information for their job search. Whether you are a professional, mid, or entry level job seeker, you can expect to be re-charged, encouraged, and engaged. Help another unemployed friend by inviting them too! Reserve your seat, mark your calendar, bring a few resumes just in case, and we will see you there!

DATE/TIME:  Thursday Evening, September 11, 2014 from 6:00 – 9:00pm (5:30 suggested arrival time)

RSVP REQUIRED:  Rsvp entry form is listed BELOW. Attendance is free. Seating is limited. (Refreshments and door prizes are included). Please call 407.834.4022 if you have questions.

LOCATION:  College Park Baptist Church | Fellowship Hall, 1914 Edgewater Dr., Orlando, FL 32804
(Located just south of the intersection of Princeton Avenue and Edgewater Drive in College Park. It is accessible from Interstate 4, Colonial Drive (Highway 50), and Lee Road) Location Map click here

ATTIRE:  Professional/Business

http://www.cfec.org/index.php/en/job-seeker-resources/job-search-seminars

 

Be Contagious

letter c

Koncept CARMA is not spelled wrong.  It’s spelled different because we are different,and it means something.

So what does the C in CARMA mean?  It means to “be contagious“.  Your attitude and emotions are contagious to the people around you.   Whether your mood is good or bad it will have a tendency to rub off on others.  Don’t let your negative thoughts jeopardize an opportunity, and do not let someone else’s negative disposition discourage you.

1. Choose to be the positive energy that enters a space.

Have you ever walked into a meeting and the person you are meeting with has an extremely bad attitude from the start? Do you mirror their actions and clam up or do you allow yourself to overcome their attitude?

It’s both hard and intimidating when facing negative people.  I challenge you before you interact with others (family, friends, coworkers, clients etc.) tell yourself you are “happy, strong, confident, and nothing can ruin your day”.  Even if you come in contact with someone who has an overbearing strong attitude that exudes negativity stay focused on being positive.  It’s not the easiest thing to carry out and it’s certainly not impossible either.  Being aware of your attitude and others’ puts you ahead.  We can’t change other people’s attitudes by telling them to stop. We can influence their moods by staying focused on what is good and our response.  If someone is angry, upset, anxious, or uneasy that is even more reason to create a positive contagious environment.

2. Being Positive isn’t always possible.

What do you do when you find yourself unable to be positive? This can happen to the best of us.  We all have bad days.

Call or visit someone who you know can help lift your energy levels.  Read uplifting and positive quotes.  It’s okay to have days where you feel off.  Give yourself permission to feel upset or negative and also recognize it will pass and it is temporary.  Remember your attitude is contagious so do not put yourself in a situation where you might influence others.  Your bad attitude should not become another persons’ problem.  If you are meeting someone for the first time and you are stuck in a bad mood they may get a bad first impression.  Tell yourself happy thoughts until you finally get that positive energy back.  Eventually if you tell yourself how good life is you will start to believe it!

3.  Others will gravitate to your energy!

When I am down and need motivation the people I want to surround to myself with are positive high energy people.  I do not want to associate with other Debbie Downers.  It’s much healthier and refreshing to seek others that I know can lift my spirits.  Positive Energy will help others want to engage with you.  If you are speaking to a group your audience will feed off your energy, if you are networking you will be less intimidating to new contacts, and if you are in a meeting the other person will develop a better relationships faster and trust you.

Always remember our attitudes are Contagious!  I will always choose being around a positive high spirited group over being around negative energy!