Four lessons in selling effectiveness

This week, I was honoured to be speaking at the #wisasummit where 180 women in sales were shortlisted for awards. The judging day was enhanced by an amazing line up of speakers and topics which I have distilled into four great lessons in selling effectiveness

1.???? Power of prescence Carol Kinsey Goman, Ph.D.

Carol told a story of someone who was passed over for a promotion and went to her boss to ask why.? The woman pointed out that she had achieved several amazing milestones in the business and had great success …and what did the hiring person say?? “I didn’t realise you had done all that!”

So, don’t hide your light under a bushel is the expression.? Don’t be a legend in your own mind but share your successes and make sure you are known

Research shows that women get promoted for results and men get promoted for potential so if you are looking to progress, you need to be visible

Use Linked in, volunteer for mentoring programmes, be visible in your organisation and externally as well.? And don’t forget to enter awards such as #wisa!

2.???? Managing limiting beliefs Chris Hatfield

Chris gave two amazing techniques for managing the dialogue that many of us have in our heads about how we are not good enough, cannot achieve our goals and generally the screaming imposter syndrome.

Firstly, deal with those thought with this simple three step process

·????? Notice it – be aware that you are doing it

·????? Name it – make the effort to name what you are doing

·????? Neutralise it – eliminate the thought by challenging it

The second great tip for moving your brain away from negativity is this amazing 5 step process for managing anxiety – really useful technique if you are going into a challenging meeting (or getting up on stage to speak!)

Close your eyes and go through these 5 steps and think of

·????? 5 things you can see eg what can you visualise in the room

·????? 4 things you can feel – eg feet on the floor, air going in as you breathe

·????? 3 thinks you can hear – eg sounds in the room

·????? 2 things you can smell

·????? 1 thing you can taste

It takes less than a couple of minutes but completely resets those brain waves!

3.???? Having a growth mindset Leigh Ashton

Leigh talked about how we can either have a growth mindset or a fixed mindset.? She referenced the book Mindset by Carol Dwek and it is well worth a read to learn how to grow and develop both personally and professionally

The massive take out for me from her talk was very simple

“You are not in competition with anyone else other than you, from yesterday”

We can all look at celebrities, other sales people, competitors and find shortcomings.? But there is not a lot you can do about that and it is pointless and a waste of mental energy

Far better to focus on a simple mantra of “what will I do differently tomorrow”

The world is changing superfast so if you don’t keep growing, developing and learning, you will stagnate which is not only bad for your work, it is also bad for your health!

4.???? Creating a personal brand Caroline McCrystal

Caroline is a complete tour de force – she is a WISA award winner, successful businesswoman, sportswoman and speaker.? Inspirational in her achievements

My key takeaway was that we all have several personal brands – I am an author, speaker, sales advisor for the UN, mother, short term rental owner, friend…..the list goes on

She raised the challenge of how to manage and market that personal brand to others when they might be diverse and confusing because different audiences will be looking for difference elements.?

The thing to remember is “your story is your brand” and of course our story evolves over time.? Creating a strong personal brand needs the following building blocks:

·????? Acknowledging your experiences, including both successes and failures along the way (because as Leigh Ashton observed, failures help us grow)

·????? Creating self-awareness, knowing your values and passions

·????? Finding those growth opportunities, reinforcing the earlier point about not stagnating, we never want to stop developing and learning

And of course, as Carol said earlier, you then need to make sure people know about it!!

What a great four insights to help you sell more and sell better….with the emphasis on being successful for who you are and making sure everyone knows it!!

Don't forget if you would like help growing your sales effectiveness or like me to speak at your event, please get in touch [email protected] or book a consultation