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  • Oct 26 / 2006
  • Comments Off on Sales Blog and Podcast Entry – PSI – Personality Style Indicators
Leadership

Sales Blog and Podcast Entry – PSI – Personality Style Indicators

I am certified facilator of the assessment tools developed and produced by the Consulting Resource Group. At times I struggle a bit communicating how critical it is to understand our own unique sales and personality style when dealing with other people. Ken Keis president of CRG put it well in his last e-zine article so I cut and paste a good portion of it into this blog entry as a follow-up to yesterday’s sales podcast on selling to the different styles:

How can you ever be intentional with your decisions and actions in
life, if you are not completely clear about your own personal style and its
related strengths, preferences, and challenges.

It’s a biological fact that we are born with a natural predisposition to a
distinct personal style. It’s not something we can choose to avoid. We take our
personal style with us, everywhere we go

After conducting over 2000 programs and writing on the subject for more than 16
years, I am absolutely convinced that without a full understanding of your
personal style—and the personal style of everyone with whom you interact on a
personal or professional level—you are missing critical knowledge that can
contribute to fulfillment for all the individuals involved.

It’s like flying a plane in a dense fogbank. Without training in aircraft
instrumentation, you are living by a hope and a prayer that you can make it to a
safe landing site. That is the way most people live their lives—but that need
not be true for you!

CRG is unique in that we teach a holistic development model wherein your
personal style and your personality are two separate concepts.

Your personality—the totality of who you are—is composed primarily of six
Personal Development Factors™ that contribute to your personhood. 

  1. Your Personal Style
    You were born with it and it stays consistent throughout your lifetime.
     

  2. Biophysical Factors
    They include your gender and any illnesses (and wellness levels),
    addictions, or injuries that affect your engagement of life.
     

  3. Self-Worth Levels
    They affect how and when you engage your life and the various challenges
    that life brings to you.
     

  4. Environmental Systems
    Your country, your local area, geography, and your culture all highly
    influence your perspective on life.
     

  5. Social Teachers
    These include people who have shaped your viewpoint during your life—
    parents, teachers, mentors, friends, family, etc.
     

  6. Emotional Anchors
    They include events in your life—both positive and negative—that leave an
    emotional imprint.

The CRG model acknowledges that who we are is based on
both nature and
nurture
.

Research confirms that we each have unique and specific style preferences at
birth. From that moment, our personal style starts to play a powerful role in
our lives. Here are some of the things that are influenced by personal style.

  • Choosing supportive child-care environments
  • Parenting style
  • Learning and instructional styles that meet your specific needs
  • Selecting the right job and understanding job-style fit
  • Accepting the differences in yourself and others
  • Getting along better with your life partner
  • Coaching others
  • Customer service, sales, and leadership
  • Designing a life that plays to your strengths
  • Having the confidence to reject feelings of guilt and the pressures to
    change from those who are different than you are. That includes peer
    pressure, parents, and teachers.
  • Building teams that complement your business needs
  • Starting a business
  • Hiring and promoting
  • Resolving conflict

And much more!

If you really want to succeed in life, knowledge of personal style is
non-negotiable. 

Recently, I facilitated a team development process for a billion-dollar
organization. Even though some team members had been through our

Personal Style Indicator
in the past, they identified the

PSI
as the single-most-important element to take participants to the next
level. 

  • Oct 26 / 2006
  • Comments Off on Sales Podcast Entry – Presentation Skills in the Board Room Part 2
* Sales Podcast, iPhone Podcasts

Sales Podcast Entry – Presentation Skills in the Board Room Part 2

This weeks sales podcast is part 2 of a 3 part series on presentation skills in the boardroom. This entry is focused on adressing the various buyer and learner styles we will encounter when doing sales presentations.

This sales podcast is presented by Shane Gibson.

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

  • Sep 14 / 2006
  • Comments Off on Closing Bigger Sales Podcast Entry – Sales Podcast Part 1 on Executive Presentation Skills
* Sales Podcast, iPhone Podcasts

Closing Bigger Sales Podcast Entry – Sales Podcast Part 1 on Executive Presentation Skills

This weeks sales podcast is on presentation skills and their importance in the boardroom when pitching potential clients. This is part 1 of a 3 part podcast series on the topic.

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

  • Jul 10 / 2006
  • 1
Leadership

Sales Blog Entry – From My Mentor Fred Shadian – “Imagine life being………”

My mentor Fred Shadian sent this to me…I thought it was great…

Imagine life being exactly the way you would like for it to be. Imagine working easily and naturally through the challenges that each day presents.
Imagine creating real and lasting value as the result of your efforts. Imagine moving steadily in the direction of your most treasured dream.

Imagine reaching that dream and then building an even more magnificent dream to take its place. Imagine the sense of fulfillment and purpose that comes from living true to the authentic person you are.

Imagine spending each day making a positive contribution****ion to the world in which you live. Imagine making a difference in the lives of those around you.

Imagine the beauty and richness of a life fully lived. Imagine a world in which that fulfillment spreads quickly and easily from one person to another.

Imagine life at its best, and in your imagining experience every detail, every sound, every color, every texture, every feeling. Then take a deep breath, hold your head up, step forward and truly make it happen.

— Ralph Marston

  • May 19 / 2006
  • 6
Sales Blog

Sales Blog Entry – Using Frequency in Selling

The most effective element in advertising is frequency. If you reach 10 000 of the right people ten times, rather than 100 000 people once, your advertising dollars will be much more productive. To obtain more frequency, run several commercials on the same television program or the same radio time block, on the same news cast every morning or run several ads in the same newspaper on the same day. The key to obtaining value from frequency is to increase impact by reaching the same consumer several times.

A one-time pizza commercial on a late night movie will have to be a great mouth-watering event to motivate a consumer to purchase. The same commercial run several times during the show can dramatically increase response. Even though you may reach a small number of people, if they are the right people, and you reach them enough times with the right message to make them respond, and if it is affordable, you have effective advertising. To get maximum return for personal assets invested, the same principle applies in selling.

A commonly used set of figures often used in sales training that seems to back up the frequency principle in selling, is this Sales Conversion Ratio.

Note: The Sales Conversion Ratios may vary with different industries, different products and services, different priced items and services and the difference in the ability of the salesperson.

Apparently in the Life Insurance business, it takes less frequent calls to a client. As a matter of fact if you have not closed by the third meeting the chances of getting the business goes downhill fast. This is the opinion of several senior Life Insurance executives. If you are in life insurance, judge for yourself. Remember these are Conversion Ratios – meaning you take the customer from someone else. We are not talking about ratios in reference to new clients that are not with the competition. It would take less focusing with someone who does not have a relationship with a competitor.

At this point you understand the philosophy of “It is better to reach 50 of the right clients 20 times over six months or a year with the right method than it is 1 000 people once.”

It is great that you now understand the theory, but it can be quite a challenge to put this theory into Action. The best way to do this is to develop your own Data Base Selling System and utilize that System.

Now, for many people when you say “Data Base Selling” they think computers and software programs. I am going to suggest that computers and software programs are not a Data Base Selling System, they are tools that can make Data Base Selling more efficient.

You can implement Data Base Selling by utilizing a small cardboard or metal box with cards that fit the size of box, or you could use a ring binder, rolodex or a file drawer of files. The computer is just the box binder, rolodex or file drawer that holds the client information.

So, if you are not comfortable utilizing a personal computer, lap-top or notebook computer, you can still utilize the concept of Data Base Selling. Before the invention of lap-tops and Personal Computers, most successful salespeople utilized the Data Base Selling approach to building their business with their own system of control.

Lets look at a real simple way to describe what Data Base Selling really is.Data Base Selling is when you gather together a list of the names of Present and/or Potential Customers in one place. This becomes your Base of Data on your potential and/or present clients who you systematically contact on a frequent basis, using a number of different methods with the purpose of gaining the business.

If all you ever used were the primary data base selling tools, but you used them frequently and effectively, you would be very successful as a salesperson. Examples of primary tools include, personal visits, outgoing prospecting phone calls, personal e-mails, and even coincidental encounters. These are very personal and effective ways to manage a relationship. The importance of utilizing some type of Data Base management program or process is to help salespeople and the organization as a whole to consistently move relationships forward with clients.

Particularly in Long Sales Cycle Selling or big deal making We can experience dozens of low and highly charged emotional days or even weeks before we close the deal. By having a process for constant follow-up and customer contact we’re prompted to continually follow up and contact potential clients even when our emotions aren’t running in a positive direction.

This process could be facilitated by a customer relations management (CRM) software (Pivotal, Siebel, Sales Logix, Goldmine etc.) , a paper based day timer, or something like Microsoft Outlook, or a Palm OS. A system for follow up supported by a good business coach or manager is one of the best ways that sales professionals can continue to consistently win when their emotions or circumstances are not positive.

The initial reaction to this by most salespeople is that the client would feel hassled or bugged by a salesperson who makes contact that often. The answer is simple. If you go to a sales meeting that is boring and a waste of time you are not eager to go back the following week. If it was an interesting, worthwhile meeting you would be glad to go back.

The same applies to selling. If you show up each time with tools and information that help the client and you are an interesting person, he/she will be glad to see you. If the information you fax, mail or phone through is of real use the client, once again the client will be happy to hear from you.

The key is to remember that the value of the frequency is the time you put in with the client. The intent provides the genuine sincere assistance which develops a relationship of one degree or another which will create a commitment from both parties.

So, the frequency with the right approach will build the relationship.

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

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