The Fortune Is In The Follow-up

Whether you believe you’re a consummate introvert or a career extrovert, there is room for vast improvement to selling your product, service, and more importantly selling yourself!

arrows-2167840_1920

As a Business Coach, I hear varied reasons from established business owners and sales professionals why they struggle to deliver their sales objectives or desired revenue goals.

Do any of these explanations sound familiar?

  • Don’t want to sound pushy
  • Uncomfortable asking for the sale
  • The fear of rejection
  • Not confident with product/service
  • The customer never returned my email
  • Competing priorities/procrastination

Disempowering thoughts that can derail “YOU” along with your desired goals. Albeit there may be several reasons for misplaced revenue targets that may sound plausible, just know you own your results…yep, all of it!

Now, let’s take a minute and analyze what’s real for you. Is your current revenue outcome based on low skill or no will? Ask yourself; do I possess strategic selling skills? Do I have the will to sell? Or, do I flat-out just doubt myself? The answer may be one or a combination of all three. Good News, having disempowering thoughts is managed with conversation and conversion. This dialog sparks your self-awareness and shifts your thoughts thus shifting your desired outcome.

Consider the opportunities you may be leaving on the table. Robert Clay shares the following statics that may strengthen your determination. Here is a massive secret

to closing business! Here is a fact I will bet you didn’t know. On average it takes 8 to 10 productive customer contacts to close one deal?

  • 92% of salespeople give up after four rejections
  • 44% of salespeople give up after the first rejection (almost half)
  • 22% of salespeople give up after the second rejection
  • 14% of salespeople give up after the third refusal
  • 12% of salespeople give up after the fourth rejection
  • And Finally, 8% of sellers get 80% of the sales (because they continue to follow-up)

“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.” – Thomas Edison

The lesson is clear; The Fortune is in the Follow-up! So, after an honest self-assessment of where your challenges exist, (skill, will, or doubt) consider how your life could change by positively impacting your revenue attainment by 20% or more. Note: if you are an established business owner, success may mean retooling your sales team. Retooling may include:

  • Hire people that are motivated and hungry to shine and earn
  • Understand what motivates each team member
  • Train and develop with assurance
  • Recognition is the best form of encouragement
  • Give them goals along with stretch goals for a bonus
  • And, hold yourself and your team accountable
  • Celebrate the wins and review missed opportunities
  • Get out of the way

“Teamwork makes the dream work, but the vision becomes a nightmare when the leader has a big dream and a bad team.” – John C Maxwell

A bit about encouraging teams:

Team members like to know that they are depended upon to achieve daily goals. Include them in the goal-setting process and why it’s essential to the organization. Make sure your team members are updated on their competitors to become highly skilled as the “specialist” or “expert” in their field. Rotate or assign a key team member to review the daily sales statics and have them announce the top achievers. This effort establishes trust, improves growth and development, and reduces churn!

 

Finally, don’t underestimate the value of a Coach. If you are grappling with your established business and laboring with lackluster sales, perhaps you should consider working with a Professional Business Growth Coach. This partnership will empower your professional growth, those of your team, while positively impacting your revenues by 20% or more.

Author: Lisa Morgan Mosley is a Certified Business Growth Coach practicing in the United States and Canada.
https://www.212degreescoaching.com
lisa@212degreescoaching.com

Be Impeccable With Your Word

As a Business Coach, I can’t express enough of how important it is to be a person of your word. If you are in business, a business owner, or a sales professional there is nothing more disappointing to a customer other than to have a promise broken and wasted their time.

What is the outlier or cause for frustrating potential clients and disempowering yourself? Consider that you may not be following through with your commitments and promises to clients.

meeting-1219530_1920

Here’s a short list of the main issues that turn off “potential” clients:

  • Never returned my call
  • Extremely unorganized
  • Very late to our initial meeting
  • Did not provide the proposal when promised
  • Did not listen to my core concerns
  • Over promised and under delivered

“How you do anything is how you do everything.” – T. Harv Eker

In other words, if you rarely arrive on time for work, it’s likely that you will show-up late to your customer meetings.

Another example, if you always miss deadlines, or wait until the last minute to complete projects and action items, it’s very likely that you will not provide answers to client questions, or meet your proposal commitments when promised.

I think you get the point! What is holding you back from being your best and proficient with your connections?

“With organization comes empowerment.” – Lynda Peterson

The first suggestion is to become impeccably organized. With all the appointment apps and software literally at your fingertips, get acquainted with one product and master using it. I happen to use the calendar app on my iPhone and Acuityscheduling.com for client appointments.

‘Organizing is what you do before you do something so that when you do it, it is not all mixed up.” – A.A. Milne

A bit about strategic meetings:

Nothing replaces on-site meetings with customers as you get to know and understand them better. This visit may also allow you to see what priorities the client is whiteboarding and focused on. This scenario is also ideal for spontaneous fact-finding while potentially making new contacts to decision makers and stakeholders. Basic phone calls and emails will not be as organic.

Although when on-site meetings are prohibitive or inconvenient, there are other solutions for a timely information gathering conferencing session.

Additionally, with all the technology advancements and tools (zoom.com, skype.com, webex.com, etc.) in the video conferencing arena, connecting to your clients couldn’t have been easier. Just, make sure you have an agenda that you share with your client before your scheduled meeting. Thus, giving your customer time to prep and provide answers to your questions. It’s also critical to stick to the scheduled “end of session” time as this action demonstrates that you respect your customer’s time.

13855075973_761a4376a4_c

Finally, never underestimate the value of a Coach. If you are struggling in business sales connections and turning off potential clients due to disorganization, perhaps you should consider working with a Professional Business Growth Coach. This partnership will empower your professional growth, those of your team, while positively impacting your revenues by 20% or more.

 

Author: Lisa Morgan Mosley is a Certified Business Growth Coach practicing in the United States and Canada.
https://www.212degreescoaching.com
lisa@212degreescoaching.com
 

It’s Not What You Say, It’s How You Say It

Have you ever heard, “It’s not what you say, it’s how you say it.” This statement is untrue. In fact, it’s both! Delivering a powerful message is a unique blend of what you are communicating along with the tone and finesse of your delivery. If not done with precision you will lose your audience… period.

frogs-1274769_1920

As a Business Coach, Leader, and Speaker I’ve had the pleasure of delivering many powerful and engaging presentations that improved with practice. However, I have also been a disheartened audience member. Many times, I have left a meeting or presentation researching how to unpack the unclear message provided by an unprepared speaker. Yes, it happens!

Before we venture down the yellow brick road of presentation prep, it’s important to assess exactly where you are NOW with “how” you speak. Furthermore, most people write exactly how they speak, so perhaps you should start there. Speaking well is a skill that is vital to Business owners, Leaders, and Salespeople. Poor speaking habits can impact your credibility in your community, and it’s paramount in the delivery of compelling presentations.

“If you can’t communicate and talk to other people and get across your ideas, you’re giving up your potential.” – Warren Buffet

Good news, speaking proficiencies can be improved. Here are a few tips to get started:

  • Are you an optimist? (Ask for honest feedback without becoming defensive)
  • Speak in tendencies of the cup being half-full vs. half-empty
  • Speak clearly and annunciate your words
  • Speak with inflection
  • Expand your vocabulary daily
  • Slow down to improve the clarity of your thoughts
  • Use relevant examples or tell a story to make your point
  • Review all written documents for tone and grammatical errors before sending

As a professional becoming self-aware of your strengths and areas of opportunity is fundamental to your growth and development. After you begin to notice your improvement in several of the suggested speaking proficiency tips, it’s time to schedule and prepare for an internal or external presentation.

frogs-903167_1920

Now we are venturing down the yellow brick road to delivering presentations. Here are several points to get you well on your way to creating a powerful message.

  1. Preparation:
  • Schedule the presentation to give you enough time to formulate your talking points, strategy, tactics, or analytics to include.
  • What’s your time limit?
  • Who is your audience? Know your audience.
  • Interview and question several attendees to gauge interest and any pain points.
  • Prep your personal story, tone, humor, and speed of your delivery.
  • Are you scheduling a Q & A session before you close your session?

   2.  Critical Questions to Answer:

  • What is the point I want to make?
  • Is my point clear?
  • Will I be engaging?
  • Is my personal story nailing the point?
  • What will influence the audience?
  • Is my delivery the best it can be?
  • What is the “Call to Action” for the audience when I’m finished?

Answers to these questions will strengthen your performance and make it great. Your objective is to deliver the message in such a powerful way the audience is inspired to take action.

 

Finally, never undervalue the significance of a Coach. If you are struggling to deliver powerful messages in your business, perhaps you should consider working with a Professional Business Growth Coach. This partnership will empower your professional growth, and those of your team.

Author: Lisa Morgan Mosley is a Certified Business Growth Coach practicing in the United States and Canada.
https://www.212degreescoaching.com
lisa@212degreescoaching.com

Welcome Feedback vs. Taking a Defensive Position When Offered

So you were told that feedback is vital for your growth and development, although many times when you hear feedback it derails you and leaves you feeling defensive. It needs to be noted that how you receive feedback along with who is providing it has a great deal to do with how you unpack what is actually being said. Right?

The good news is, defensive mechanisms are a learned behavior that you can train yourself to overcome. The next time you feel like you’re under attack, keep these points in mind.

“If you don’t like something, change it. If you can’t change it, change your attitude.”

Maya Angelou

25601882723_989514517b_c

Accepting Feedback – Understanding Your Derailers

  1. Examine your past. Feeling like your being judged unfairly can reveal unresolved issues from earlier years. Ask yourself if you’re responding to the immediate situation or still caught up in trying to justify yourself to a parent or ex-spouse.

  2. Consider the source. Maybe you’re okay with feedback in general, unless it comes from a stranger or someone you don’t get along with. Keep in mind that strangers and adversaries may bring up valuable information your loved ones tiptoe around.

  3. Keep it private. It’s more uncomfortable being lectured in front of an audience. Let others know that you’d appreciate talking one-on-one.
  4. Reframe conflicts. Airing grievances has its upside. You bring disagreements out into the open where they can be resolved instead of festering into something worse. Plus, the process of collaborating on solutions tends to deepen the connection between colleagues, friends, and family.

  5. Shift your mindset. Look at feedback as an opportunity to grow instead of a sign you flunked some big test. You’ll feel empowered rather than threatened.

  6. Affirm your value. Shore up your self-esteem so you’re ready for your next performance review or family meeting. Remembering your accomplishments, as a top salesperson or gourmet cook will give you the confidence you need to brush up in a few more areas.

Accepting Feedback – Working on Communication Skills 

  1. Slow down. Pausing for a deep breath will give you time to calm down and hear what’s being said. That way you can decide how to respond instead of automatically shutting down or lashing out.
  2. Listen to your body. If being defensive has become a habit, you may need to watch closely to notice the symptoms. Check whether your pulse is racing or your jaw is clenched.
  3. Face your feelings. It can be hard to look at ourselves honestly and navigate a sensitive conversation. Acknowledging that you’re stressed or uncomfortable makes it easier to deal with your emotions.

  4. Avoid retaliation. Your first impulse may be to strike back by pointing out the flaws in others. If you resist that temptation, you’re more likely to have a productive discussion.

  5. Offer validation. Let others know that you respect their opinions and want to understand their point of view. Repeat back what you heard in your own words. It will give you time to think and show that you’re sincere about collaborating on solutions.

  6. Search for truth. Sometimes feedback is off base and delivered without much skill or good intentions. Before you dismiss it entirely, remember that there may still be some valid insights buried in there. Think it over or ask someone you trust to help you sort it out.

  7. Suggest alternatives. Receiving feedback skillfully doesn’t always mean acting upon it. That decision is up to you. You may want to explain your position and express your willingness to work things out some other way.

Constructive feedback helps you to enjoy more happiness and success. Being open to comments and criticism will strengthen your relationships and put you on the path to achieving your potential.

 

 

Lisa Morgan Mosley
Business Growth Coach
https://www.212degreescoaching.com
lisa@212degreescoaching.com
Follow us on Facebook~ https://www.facebook.com/212degreescoaching

Recognize And Analyze Complex Patterns

Of all the mental skills, pattern recognition is believed to be most linked to general intelligence. People who recognize patterns know how to discern order from chaos. Patterns can be discovered in art, symbols, numbers, words, ideas, number, routines, and nature. Complex patterns give you a more thoughtful approach to deciphering the world. Critical analytic skills can help you at work, in personal relationships, and in general problem-solving. You develop the mathematical learning and social development centers in the brain when you practice pattern recognition. You have the ability to comprehend how complex patterns work to think more critically and move confidently in your environment.

Analyzing complex patterns is a developing skill

There are many ways to strengthen your pattern recognition and learning agility skills.  Researchers have found that children who participate in art, dance, music, martial arts, and team sports are better at pattern recognition. Students who took piano lessons, in particular, scored 34% higher than their peers after six months. You can also study disciplines like architecture, computer science, mathematics, or psychology. There are a number of smart phone apps to build this skill, including IQ Test FREE, Left vs. Right, and Chess Tactics.

Recognize Negative Relationship Patterns and Break free.

According to Dr. Kristin Davin Psy.D., there are several patterns beyond the typical infidelity, addiction, and poor communication that are toxic to a romantic relationship:

  • Communicating through text and burying one’s face in technology during conversations
  • Lack of common courtesy by making unilateral decisions or failing to tell whereabouts
  • Speaking negatively about a partner in the company of others or joking in a hurtful manner
  • Failure to let the small slights go, bringing up the past, and focusing on all the negatives
  • Not thanking a partner for doing chores, running errands, cooking, or other small things

Appreciate the role patterns play in your life

Patterns make life more intriguing. Having the power to understand patterns helps you predict behavior, make more informed decisions, and derive more interest in life. Read deeper meaning in patterns that you see by using your knowledge and creativity. Use pattern recognition for good — to create better relationships, develop positive profiles of people, and appreciate beauty in the world.

 

texture-489276_960_720

Empowering Questions:

  1. How do I develop my skills in deciphering complex patterns?
  2. What other roles do complex patterns play?
  3. How do I instill the knowledge of reading complex patterns in others?

 

 

Lisa Morgan Mosley
Business/Corporate Coach
https://www.212degreescoaching.com
lisa@212degreescoaching.com
Follow us on Facebook~ https://www.facebook.com/212degreescoaching

Your Initial Plan For A Rewarding Career

 

concept-1868728_960_720

Career goal setting is your initial plan and very first step for a rewarding and successful life. Rewarding, though subjective; depends on your definition on what rewarding may look and feel like. You may have initially thought of a goal at the start of your career and have a well-defined dream of where you’re going to precisely land.

Or, possibly, you’re already in the middle of your career, and you feel that you’re not making forward movement, or you doubt if you have selected the right career with the right organization.

Are any of these scenarios sounding recognizable to you? If so, this is a clear indication that setting a career goal with a strategic plan is in order. However before you start, be sure to outline what you want to materialize in your career. Therefore it’s critical to list all of your goals and dreams, and sketch a chart to see whether you are near or far from any of your objectives.

For some, setting career goals is no more than socially chatting about it with a few friends, for others setting career goals may look like sitting silently contemplating it, or perhaps feeling depressed and disappointed with an adult beverage. Nonetheless, the best way of creating your career goal is during your most productive hours of the day and this may differ for everyone. After all, what you are about to create is a career goal that will either outline pending catastrophe, or one that will produce endless rewards for your life.

idea-1865762__340

 

Here are some suggestions on how you should get started.  

  1. Be clear on what you want to be, do and have:

There’s nothing more annoying than a person trying to tell you something, yet you can’t understand what they’re talking about. The same goes for your inner-self. Being indecisive is both challenging and confusing therefore; feeding this habit will only be futile to your journey of searching for career goal answers.

The more detailed you are with your plans, the better. Instead of writing down “Own a nicer car in two years”, you will find that writing “Buy a Black Tesla Model S by September 2018” is more helpful. Do this in all aspects of defining your goals and dreams. Additionally, fire the negative committee that meets in your head before criticism of your goals becomes apparent. Just proceed to write your goals down.

  1. Articulate your plan:

The more you discuss your plan, the more self-motivation becomes your friend. If you want to chat about it with friends, do so. They will be able to help you make a decision or share ideas that may help propel you forward. Just remember, that it is ultimately your decision because it is YOUR life. Don’t let others decide for you.

  1. Come up with options:

You’ve got to have an alternative route for reaching your career goal. Sometimes, the road that you’ve decided to embark on is simply impassable at this time. But this should not deter you. Instead, try to look for every possible angle to promote your next move on your career path.

The most important thing you have to consider is that the process of attaining your career goal is a journey. When you are on a journey, you are open to almost everything, every stimulus, every possibility. Finally, don’t be connected to the outcome, for the result you desire may look a bit different then what you originally envisioned.

These suggestions will positively impact and enrich your experience! You can use all the information and life lessons you experience along the way to assess and re-assess your career goals. Remember, missteps will happen however; there is something additional that would help you more in your setting a career goal; learn to love and be patient with yourself. Remember, you’ve got greatness within YOU!

Published by: Lisa Morgan Mosley

http://212degreescoaching.com

I am a collaborative, solution-focused Business/Corporate Coach. Through this approach, I provide support and practical feedback to help clients effectively address personal life challenges. I also integrate coaching techniques and helpful assignments to offer a highly-personalized program tailored to you. With compassion and understanding, I work with you to help build on your strengths and attain the personal growth you are committed to achieving.
  • Served as a Landmark Education “Self Expression and Leadership” Coach
  • Masters Degree: MAOM (Organizational Management)
  • Sales/Marketing Leader in multi-industries: Consumer Goods, Logistics, Technology, Telecom, Wireless
  • Personal Empowerment Expert
  • Professional Development Expert
  • Career Transition Expert