Posted in Bite size learning, Decision Making, Problem solving, Relationships

What is behind a sale…?

Recently found a fantastic mnemonic for sales:-

S – solve problems

A – ask lots of questions

L – listen more than you talk

E – empathise

S – share knowledge

Sadly a poor selling technique is to go straight to sharing the knowledge, particularly when talking about a service.  Telling your client what it says on their website is the classic “Value snoozer”, why do I want to know something I know already.

The stage that is above the mnemonic and the most important is the rapport building.  How do you make somebody feel really comfortable that they want to buy from you, as they have made you feel valued.

You initially find out the service or requirement they are looking for which is the problem and then when you reach the asking lots of questions, split them into two categories.

There are hard facts that anyone and everyone can give you but the soft facts go into identifying the personal requirement.

Working with property managers you can see the divide easily:-

Hard facts

  • Where do you live currently?
  • Where have you viewed already?

Soft facts

  • What attracted you to the area you are currently living in?
  • What did you dislike about the properties you have viewed already?

If you only collated the hard facts you would be providing them with the same properties they have already seen or rejected.

The balance of questions and listening should always be on the buyers side, remember the 80:20 principle.  Ask an open question and listen empathetically for the detailed response.

Empathy is always understanding that person’s position at that moment in time, please don’t sympathise with them or make it about you.

Finally when you have collated enough data you can give a knowledgeable response about what service or product you have available.

Please do contact nuggets to explore behaviours around service bev@nuggetsoflearning.co.uk

 

 

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Posted in Bite size learning, coaching, Decision Making, Emotional Intelligence, mindfulness, Stress management

Change how you think about stress…

We have believed for a long time that stress makes you sick and that stress is definitely the enemy.

Health psychologist Kelly McGonigal blows this myth for us by her illuminating TED talk.  She explains that “If you believe stress is harmful to your health it will be”.  If we think and act differently when stress occurs different things begin to happen.

We know that when our anxiety rises our heart beat gets faster and then our blood vessels contract.  This leads to less oxygen in the brain and we feel the stress which has a direct impact on our health and our biology.

Upon entering a stressful situation we could think and act differently to alter the responses.  If we feel the heart beat increase is our body feeling energised then our blood vessels relax and whilst we still have an increase heart rate we will not restrict the oxygen to the brain.  Your body can rise to the challenge this is the biology of courage.

There is statistical evidence to support the way we think and act around stress can have noticeable differences.  We should make life choices around what matters most not around whether there is more stress involved.  So when making your next career choice you must decide whether the new position gives more meaning to your life and you will cope with added stress levels.

Please do get in touch to book a workshop on Managing Pressure with nuggets of learning.  bev@nuggetsoflearning.co.uk

Posted in Decision Making, Leadership, mindfulness, motivation

Being a Washington Correspondent…

The St Catherines School auditorium was packed with political enthusiasts waiting for the interview with the BBC Washington correspondent Gary O’Donoghue.

We were only two minutes in before President Trump was mentioned. The special relationship between the UK and the US in Trump’s eyes was helped with us leaving the EU. Although Gary did say it is very hard explaining to everyone in the US that we haven’t actually left yet…

The next term or election in the US will be key to the political landscape. Names to be aware of are Bernie Sanders, Joe Biden and of course Trump himself. The encumbancy carries force although there is a feeling that Trump may simply get bored.

How serious is the Muller investigation for Trump, and the answer was not necessarily the Russian collusion, but more importantly the obstruction of justice by firing the Head of the FBI.

The constant turnaround of Advisors and the ability to second guess Trump’s thinking makes for constant instability.

Understanding the gun culture in the US and the 2Nd amendment is hard for us in the UK.   The beliefs for the right to own a gun are engrained. A constitutional amendment will not happen. However awareness since the Las Vegas mass shooting rose to 40% and then more recently with Florida to 50%. There have been and will be more changes around gun control.

“Black lives matter” has been amplified by social media however statistically there is much disparity with length of life still in the US.

The US is polarised on so many fronts, whether it be north/south, black/white, Democrats/Republicans…the list goes on.

Gary was asked how he coped with his blindness in regard to his job. He admitted to falling off 3 train platforms but was still here to tell the tale. He wore down many girlfriends in the early days by getting them to read press cuttings out loud. He is now very liberated by the use of his iPhone.

He explained how he started as a freelancer for the BBC through a friend of his fathers. Commitment and new ideas are the ingredients to being a successful journalist.

How does living as a blind person in the US compare to the UK. In the US you can plug in headphones to cashpoints in the UK you rely on honesty and kindness. Gary showed his notepad which he described as his 2nd right arm.

Cane or Guide Dog is evidently like the marmite question to a blind person. Gary favours cane at this stage in his life, with his job and travel.

Before we led into the numerous questions – Gary introduced the charity for the retiring fund – Clear Vision. The books are for sighted and unsighted individuals so the joy of reading can be shared by both at the same moment in time.

Gary said that politicians in general aim to “simplify and exaggerate” and he certainly as a journalist demystified for the audience the US, The White House, Washington and being blind. It was a privilege to be a member of the audience.

 

 

Posted in Bite size learning, Decision Making, Goals, Leadership

Big Picture Thinking…

We all need to have a view internally and externally of an organisation to gauge new opportunities and threats from competitors.

On a nugget workshop we conduct an exercise called “Being Savvy” the idea being that you can understand where areas of growth might be and how to communicate to your team.

There are three areas of being “Savvy” and when they connect – you have your eyes wide open.

See the diagram below:-

Savvy

The delegates fill each of the circles – e.g.:-

  • Organisationally savvy
    • Understand all internal policies
    • Know the right people within the company who make this happen
    • As an individual match the culture of the organisation
    • Embody the values and therefore are a really good role model
  • Business savvy
    • Know the results and revenue details of the company
    • Aware of main competitors
    • Clear view of everyones objectives
    • Sponsors new product and services
  • Contextually savvy
    • Aware of the impact of new legislation
    • Understand the political landscape and the effect on the company
    • World events awareness to ensure that the organisation supports or champions the right causes
    • UK culture, society trends that may impact the business

This is a good start to get your employees adopting “Big Picture Thinking” – there is a world out there so we need to understand the impact on us inside and outside.

Please do get in touch for a workshop on Big Picture Thinking – bev@nuggetsoflearning.co.uk 

 

Posted in Bite size learning, coaching, Decision Making, Goals, mindfulness

Life and a mobile phone…

This weekend my phone suddenly switched off, and my daughter said “It’s too cold”.  Suddenly the phone did not seem that dissimilar to us as humans.  The functioning capacity was directly affected by adverse weather.

Therefore taking the mobile phone as a metaphor how similar is it to the life you live.

  • It often recharges at night, as we do with a decent 8 hours if we are lucky.
  • When we are lost it is very good at getting us to where we need to get to.  Having goals and a clear direction in life often means you find the path you have chosen.
  • If we have too many Apps/windows open at one time it drains the battery.  This can be compared with too much going on in your mind and losing the ability to make good decisions.
  • Phones can be unpredictable, switching themselves off and always running out of battery when you least expect it.  We often have mood swings which can be triggered by something personal or as simple as a change in our working environment.
  • The immediacy of a phone for communication is good and bad, it is always there.  We are the same with our powers of conversation, we can speak at any moment in time, however the skill of choosing the right time and when to be silent.
  • When a phone is in Airplane mode we can use the functions, but we are not in contact with the outside world.  Should we be in Airplane mode when with our family, we are functioning but not being disturbed by the outside world.
  • Rarely do we go for the full shut down on the phone.  This could be the time when we are on holiday, there is no signal on the beach so why not put yourself into total shut down.

Just like mobile phones we do have the ability to control the choices we make in life, we are the operator of our lives.

Please do contact bev@nuggetsoflearning.co.uk for 1:1 coaching or a workshop on communication.

Posted in Bite size learning, Decision Making, Emotional Intelligence, Goals, Relationships, Stress management, Time management

Getting ready for the “C” word…

The “C” word being Christmas.

The countdown to Christmas begins this Friday and it is like any other project it needs to be managed and the focus of what it means to you, must not be lost.

Stephen Covey’s time management exercise “What matters most” is a great way of looking at Christmas.  Covey invites delegates to squeeze big rocks into gravel.  The big rocks represent “what matters most in life” and the gravel is just “stuff” e.g. work.

The only way the exercise works is to put the big rocks in place first and then pour the gravel on top.   Delegates have been known to sweat profusely trying to squeeze rocks into gravel.  This feels uncomfortable and to be honest is how life feels when you lose focus on the things that matter most.

Focus on Christmas and work back, ensure you are spending it with the people who matter most and get all the “stuff” into perspective.

We have all done the Christmas Eve shop and regretted it afterwards when the person you care about most is surprised and disappointed.

The biggest rock at the moment is Christmas, so therefore make it your priority.

Please do get in touch for workshop on Time Management bev@nuggetsoflearning.co.uk

 

Posted in Bite size learning, Decision Making, Emotional Intelligence, mindfulness, Stress management

The brain machine…

The brain operates everything and in the evenings like any piece of machinery its tired.  We turn the telly up a little louder as we can’t hear so well and we lose the ability to make decisions about what to eat, we are slowing down.

To relax you might look at your Facebook account, however the same process required to read an email is the same process as to look at your social media.  The brain machine has the functionality to read whether it be work or not work.  The mechanics cannot differentiate the same psychological activity whatever you are reading.  If you are tired the topic won’t make a difference the machine is operating slower.

We need to maintain the brain as we would any other piece of machinery.  Your car is serviced and requires an MOT, how much love and care do you give your brain:-

  • Stare into space – give it a break
  • Drink lots of water
  • Eat the right food
  • Keep up the agility – do a sudoko
  • Limit screen time
  • Physical activity
  • Rest it – lots of sleep

Look after your brain this week and for a nugget workshop please do look at our website www.nuggetsoflearning.co.uk or contact bev@nuggetsoflearning.co.uk