Eye Contact - Look at me!

#remotesales sales Sep 21, 2021

by Gordon Menzies

Since the dawn of interpersonal communication, some fundamental principles have emerged that are never going to change, period!

If you are a Sales Professional who wants to succeed, you need to adopt these basic principles as part of your pitch, or take it from me? You will fail. Or even better.. Just put them into practice in your personal life. That way, they will be engrained into your customer engagements as well. 

The human brain is hard-wired to make decisions very quickly. Put differently; a potential customer can decide in seconds whether they will like you or not.  This phenomenon occurs as you meet someone for the very first time. It is not a personal thing; it is simply the human brain at work. As you are no doubt aware, in sales, the first meeting is also the most important.  It is where first impressions are formed and opinions are made, leading to the exchange of valuable information. So, I ask with tears in my eyes (no pun intended),...

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Leaders, are you in an Acceleration Trap?

In our Leadership work with senior Executives, we are asked who our toughest clients are. The hardest leaders to coach are those that do not create/allow time for reflection. The most common challenge we find is quality time together. Everyone is SO busy doing, doing, and some more doing. Diaries and work schedules are unbelievably demanding.

This trend will only increase with the VUCA world we live in. The Boston Consulting Group measures an index called the “Complicated Index”. This index has been rising by nearly 7% per year over the last 50 years! It is said that we are living in the middle of a 50-year period of the most change ever experienced.

Deep thought and reflection are casualties of this high-pressure and high-stakes environment for Executives. CEOs find themselves rushing from event to event, Zoom calling on a back-to-back basis and making decisions “on the hoof” continually. Downtime is often regarded as wasted time.

No wonder that survey data...

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What I learnt from going LIVE 11 times in 6 days!

I am part of a digital marketing membership group called Atomic, which headed up by two awesome and energetic guys called Andrew and Pete.

My membership with Atomic has been a great success and I have learned so much in my time as part of the community. Andrew and Pete are incredibly competent, and their community is powerful, so you can imagine my surprise (a pleasant surprise!!) when they reached out to me to invite me to participate as a presenter in their free online business training initiative, called ‘Let’s Do This Live!’.

The idea of this weeklong training initiative was that business owners would pick an area of their business and work exclusively on that for the week, at the end of the 5 days they would have a strategy and plan to implement.

I was asked to run a full one-week sales make-over to attendees from all over the world. Two Facebook Live’s per day with Q & A, matching handouts, and activities etc – free of charge. Of course, I...

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How time scarcity is limiting your potential

Busy busy, rush rush, do more, achieve more, be more.

In today’s day and age being busy is praised. Being stressed and overworked is lauded as being successful and being completely and utterly drained on every level has become our new norm. Is it worse since the pandemic arrived last year – from my side, I can certainly say that I feel it is.

You know the drill - drag yourself out of bed, kick off the workday, drink too much coffee, sit in endless Zoom meetings, hoover down a sandwich at the laptop, emails and reports to complete, go for a quick run because exercise is important, yell at the kids for making a noise, more reports and eventually dragging yourself from your laptop to eat dinner, while sitting on your phone and checking social media and eventually falling asleep on the couch at 9 pm because you just cannot keep your eyes open any longer. Rinse. Repeat.

We all know the saying ‘money rich and time poor', right? But did you know that this saying has been...

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In a sales slump? It is totally normal… but how do I get out of it?

A sales slump is a time in which a sales pipeline loses its momentum, leads slow down, or stop coming in altogether, opportunities that are already in play begin to stagnate, and deals that we were sure to win we either lose to a competitor or to a lack of decision-making readiness from the customer.

This can happen at any point of time (or times) during the lifetime of a business, yet when your sales activity slows down, of course, with it your sales results too, and today I share my Top Tips for getting out of a sales slump:

Face the facts

If you want to get out of a slump the first thing you must do is acknowledge that you are in fact in a slump. Avoid the temptation to spend too much time thinking about how you got there, yes, we are coming out of a global pandemic and we are living in unprecedented economic times - but that's only part of the challenge.

It may also be that you are tired, that you have overlooked the fundamentals and allowed your disciplines to slide… -...

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Listen to hear - not to talk…

  • Are you hearing what your client is telling you…?Listen to hear - not to talk…

By now we all know that traditional face to face practices do not necessarily translate to good online meeting practices. Clients behave differently online, and time passes more quickly, that's also not to mention the technical challenges that can disrupt your conversation.

Your ability to be present in the meeting and to listen attentively has never been more important to the success of your online engagements. Of course, any professional seller worth their salt knows that listening is vital, and if possible – it has become even more important than ever before, the consequences of multitasking during online meetings have become far more devastating.

Active listening. In face-to-face meetings, it was easier to zone out mentally only to find that we had missed important information and now needed to catch up by listening to someone else in the room's response or trying to catch cues...

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The last person standing is the winner…

How are you holding up, hanging in there?

I must admit that last week was quite the challenging ride for me, and I will share more about that with you shortly.

It really got me thinking about the challenges, or battles that we are all facing, in varying degrees as we progress and push and attempt to get a handle on life right now.

A mentor once told me - in a fight to the death the winner is not the one that threw the most punches, or even the best punches, it is not even about your technical ability.

In a fight to the death the last person standing is the one that wins. So, what is the challenge that you are facing right now? What is your Everest that you need to summit?

Here is my week, in a short summary (after reading this you will not feel so alone, I promise):

Some context to add behind this, we are currently upgrading our Remote Selling School experience, and I decided to re-record some of the videos that accompany a few of the modules.

Day One, Wednesday

I spent the day...

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The Connected Client

By now, you probably know that my team and I have been hard at work preparing South Africa’s first-ever online Remote Selling School. I am delighted to let you know that Africa’s first Remote Selling school has been accredited by the IISA for 8.4 CPD points - already over 2600 students have taken this course, with great reviews!

Sales is one of the coolest jobs globally, and it just got even cooler, not only can you serve clients with meaningful solutions, determine your earnings, and meet people from all walks of life, now you can do it from the comfort of your home office.

Sales has changed forever, and I could not be more excited. Geographical territories, grueling travel schedules and the frustration of trying to find time in your client’s calendar are all a thing of the past! The world is virtually your oyster.

While many assume that this medium may be sufficient for some industries like the technology sector, the reality is that enterprises that have relied...

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Turning a crisis in to an opportunity for global sales professionals

What started out as a crisis, has turned into a major opportunity for sellers globally.

In this short piece I am going to share some facts from a recent study conducted by McKinsey that all sellers should pay careful to attention to.  

In this study you will discover what real life B2B buyers are saying, and why there is much opportunity to be grasped with both hands in this new world of online selling.

Three quarters of buyers and sellers prefer online

First things first – more than 75% of B2B buyers and sellers say that they prefer digital self-serve and remote human engagement over face-to-face interactions. Only 20% of B2B buyers interviewed said that they wanted to go back to face-to face interactions post-pandemic.

Their motivations? Health, safety, and ease of scheduling were the primary reasons, but time saving, efficiency and convenience also featured on the list of benefits to both buyers and sellers.

BIG purchases happen online

Traditionally we have believed...

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What to wear to ace your online presentation...

So, what do we what wear when we are presenting online to our clients? When we started working from home earlier this year, all of us were thrust into video meetings, regardless of how we felt about being on camera – and unfortunately for most of us we also don't have the benefit of a hair and makeup crew like most newsreaders and TV presenters do! So, how can we ensure that we look great on video?

Should you be formal or informal? Should you just do business at the top and pajamas at the bottom? Whatever your vibe may be, remember that ultimately how you look on camera is going to be interpreted as a sign of how professional you are to your potential, and current clients.

It may not be fair, and it may not be accurate, but human beings are looking for signs of credibility and trustworthiness, and often wardrobe is one of the ways in which we come to this judgment.

I always say dress well, as dressing well is also a form of respect – and as in a face to face meeting...

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