Recovered from that well yesterday then had a Father and son surf this morning up at Lancelin..

so a very good weekend all in all..

and off to AC/DC concert tomorrow night… just to top it all off..

(talking of AC/DC if you haven’t checked out my video post at the Bon Scott statue in Fremantle you

can below

But more importantly….

…what happened last week and what are the lessons for you..?

STOCK TAKE AND TELL THE TRUTH

With one of our clients this week doing one of our regular 90 day reviews.

Only proved yet again the importance of taking stock..

The importance of working ON the business as well as IN it..

Lesson: In the absence of a FORMAL 90 DAY STOCK TAKE SYSTEM,

it’s only too easy for a whole 365 days to zip past and the key strategic actions have not been moved forward..

Here are 5 key stock take questions for you..

1. What have you done?
2. What still needs to be done?
3. What have we achieved?
4. What do we still need to achieve?
5. What are the top 5 Actions?
6. Now let’s get on with it..

COMPETITIVE ADVANTAGE UNDER THE PILLOW

With another client doing a Stock Take Session this week…

One of our realisations was that even though they had several competitive advantages over their competition..

They were hiding them under their pillows….

Lesson: If the customers and the marketplace aren’t aware of your competitive advantage… you DON’T have one..

You’ve got to let them know.. OVER and OVER AGAIN what your competitive advantage is.. then make them a COMPELLING OFFER that knocks their socks off..

Get competitive or don’t play the game. You’ll only get hurt.

Which leads me to the next point..

DO IT OR GET OFF IT

With another client… nice people.. well intentioned people…

But..

Lesson: Just sitting around complaining and blaming won’t make the difference..

Sitting around talking about what CAN’T BE DONE, won’t make the difference..

Sitting around and coming up with actions to make a difference, WON’T MAKE A DIFFERENCE..

UNLESS..

You actually IMPLEMENT…. DO IT… TAKE THE ACTIONS..

BE RUTHLESS in your accountablility to do the things you said you need to do..

If it’s advertise more… then get a PROVEN marketing, advertising person in to make it happen..

if it’s get new and better sales people… then appoint a PROVEN recruiter or PROVEN recruiting system

If it’s get rid of underperforming sales people… put them into a PROVEN performance management system… give them a chance.. some coaching.. some mentoring… and if they still don’t perform… get rid of them..

The Universe rewards ACTION… not just INTENTION..

Anyway.. enough raving.. time to go..

If you want some ideas or need help in any of these areas.. hit reply and write ‘HELP..’ in the subject line..

Have a good week..

If you haven’t already got our amazing Blue Rocket Business Owners and Sales Managers gift, you’re ripping yourself off..

go to..

http://www.FreeGiftfromBluerocket.com

Have a good week.

The feedback from last weeks request for input on this email overwhelming told us that people like the personal touch leading into useful business info..

Which only supports the Science of Influence reported by Cialdini in his book ‘The Psychology of Influence’..

See Chapter 5 – the Principle of Liking…

ie: if people like you, or feel like you are like them, they are more likely to listen to you, relate to you, be led by you, vote for you, buy from you…

Lessons from this week.

OBJECTION DRILLS EMPOWER

Had a great day Friday with one of our Recruiting clients working through several of our Blue Rocket Objection Handling Drills.

By the time we finished the 3 hour session, people were so empowered and even more confident about presenting their points of difference and taking objections and concerns of a prospect and turning them into closing situations.

Lesson: Make sure you regularly (at least every 60-90 days) work through the top 5 objections you regularly face in your sales world. Build up the Objection Handling Muscles and you’ll convert more sales at higher prices… guaranteed.

PS: if you’re not convinced enough to overcome the objections within yourself, how can you convince or persuade anyone else?

VIDEO COMMUNICATION POWERFUL

At last weeks Platinum the great Joel Bauer reminded us yet again of the power of successfully using video and video testimonials and video tutorials as the NEW way to communicate with your prospects and clients.

As a result we have systematically recorded video tutorials every day for the past 10 days..

Check out www.bluerocket.com.au for at least 14 new video tutorials on everything from Managing Teams, to Holding People Accountable to What you can Learn from Bon Scott when it comes to Marketing..

Lesson: How can you use video, Youtube, Social Media and video tutorials (all free to use by the way) to communicate, educate, relate to your prospects and clients? (There is a very good chance none of your competition are using it… so get to it.. get the EDGE.)

IF SALES ARE DOWN.. DO SOMETHING DIFFERENT

Get real..

If a footy team is losing at half time… better do something different in the second half..

Malcolm Blight won 2 Premierships for Adelaide by taking a back line player and putting him down the forward line.

John Worsfold won a Premiership by dropping David Wirrapunda in between the centre and Barry Hall so the ball couldnt get to their leading goal scorer.

Even in my son’s under 15 team.. We’re losing… so we put our best player from Centre Half Back to Full Forward.. He kicks 7 goals in a quarter and we win.. get into the Grand Final and win a Premiership.

Other days.. we are losing the centre clearances… so we put our best 2 guys in the centre.. the ball gets down the forward line for the first time in the game.. We start to kick goals and we win..

How does this apply to your Sales Team?

Who is in your engine room? Are they getting the ball out of the centre?

If not…put someone else in the engine room..

If you leave everyone in the same place and keep doing what you did last month.. you’ll get the same result..

Leaders make decisions..

De-cision…. derives from the word ‘in-cision’..to cut..

Cut with the past… create a different future.

MARCH 29TH IN PERTH

If you’re in Perth and you have a Sales Team of 5 or more.. hit reply and write ’send me VIP ticket info’

We are running a special evening event at the Parmelia Hilton to raise some money for charity and help VIP clients and friends to take advantage of the NEW opportunities opening up in the marketplace..

NEW SALES SCIENCE vs OLD SALES SCIENCE..??

This event will help you make sure you’re using the NEW Science…

Anyway.. time to go..

Have a good week..

If you haven’t already got our gift.. go to..

http://www.FreeGiftfromBluerocket.com

Have a good week.