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25.01.2022 LOQ-on to YOUR CUSTOMERS LOQ. Listen, Observe, Question The three different ways of thinking are:... Visual. Thinking in pictures. Ideas, memory and imagination as images Auditory. Thinking in sounds. Voices or noises. E.g. the clatter of plates in a café Feelings. Thoughts as feelings. Emotions, the thought of a touch, taste and smell People will have a propensity to use one type of thinking over another. That is why we have to not only listen to what they say but observe how they say it. And to check, we’ll question to understand their predominant way of thinking. For example: Visual. How do you see your team enjoying this way of operating Auditory. How does that sound to you? Feelings. What are your feelings about choice A as opposed to choice B? I’m sure you have many examples you could share Happy LOQing- on Regards Gerald 3X5X7 Business Success Formula #loq #listen ##observe #3x5x7 #question #visual #gerald #auditory #feelings #thinking #pictures #idea #memory #images #imagination #sound #voices #noise #geraldrichards #emotions #see

23.01.2022 AIM HIGHTOP-DOWN SELLING Finding the decision-maker in an organisation may not always be easy. The size of the organisation, its structure and lines of reporting often make it difficult to know who will be the decision-maker. To reduce time in finding who will make the decisions, call as high as possible in the organisation and then as broad as possible.... Call High Once this contact is made: Determine from this executive, the responsibility of others in the organisation. Have this person direct you to the appropriate people in the account. It is easier to command attention from others when you have been referred to them from a higher authority. With such a referral, properly handled, you are more likely to obtain the relevant information. Arrange an appointment to return and report upon your results. You are keeping open your lines of communication and ensuring a way of maintaining contact with your decision-maker. Call Broad Use one contact as a springboard to another. Ask who else will be impacted by the decisions, suggest people to see, seek referrals. Always inform the relevant parties of your activities and information discovered; without breaking confidentiality. Call Low You may need to call at a lower level, initially, to obtain information to present to the senior executive. There may be a need to understand the business, applications, needs and products presently used to allow you to present solutions. You are working at this lower level to gather information for use at higher levels. Don’t stay there because it’s comfortable! Where do you call? Happy account selling Regards Gerald 3X5X7 Business Success Formula #sales #buyer #seller #3x5x7 #aim #topdown #gerald #salescall #executive #selling #geraldrichards #decisionmaker #business #success #formula Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

22.01.2022 NEGOTIATE WITH PEOPLE OTHER THAN THE DECISION-MAKER. It is a fact of life that we cannot always negotiate with the decision-maker. Sometimes organisations will use subordinates, who possess special skills, to conduct various aspects of the negotiation. Because of time constraints, the decision-maker will not be involved in gathering information. The subordinate will gather and present the relevant information to the decision-maker for resolution. Often people who are influ...encers and recommenders can impact a decision and the course of events quite dramatically. Never ignore such people. A way of probing for the decision-making process is to ask something like Who apart from yourself is involved in the decision-making process? or Who apart from you approves/signs off on programs such as this? Organisations sometimes have decision-making processes which cannot be ignored. For instance: i). A need for a capital item may have to be considered by a Capital Expenditure Committee. That committee may not make the final decision, they having to submit it to the Finance Director. But to ignore them may eventuate in our application not even being considered. ii). A buyer may have to refer decisions to a committee and we may be prevented from negotiating with that committee. Happy negotiations Regards Gerald 3X5X7 Business Success Formula #decisions #3x5x7 #decisionmaker #gerald #sales #negotiation #success #business #formula #geraldrichards #committee #people #buyer Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

22.01.2022 EVERYTHING IS NEGOTIABLE If we accept that most things are negotiable and we negotiate to satisfy our needs, then we should negotiate with those people who can best satisfy our needs. When deciding with whom to negotiate, bear in mind these four statements when approaching your attitude to negotiation.... l. We are all capable of negotiation. 2. Whenever possible, negotiate with the decision maker. 3. Most situations are negotiable. 4. Care but don't care that much. Happy negotiation Regards Gerald 3X5X7 Business Success Formula #negotiation #needs #3x5x7 #people #gerald #success #business #geraldrichards #formula Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it, you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

21.01.2022 DECISION CRITERIA Once needs have been established the buyer must now evaluate which of the options available will be the best solution. The buyer will list their needs in order of priority and then compare the various suppliers’ product/service offering against the list PRIMARY... o PRICE o RELIABILITY o COMPATIBILITY o AVAILABILITY o AFTER SALES SUPPORT o ENHANCEMENT o COMPANY REPUTATION INCIDENTAL The supplier who most closely matches the list obtains the order. In some organisations the decision criteria will be informal and flexible, in other organisations it will be formal and rigid. It is important that you know the customer’s decision criteria and influence it throughout the selling/buying cycle. Reinforce those decision criteria you can meet. However, the buyer’s list of priorities may not always be to your advantage. To enable the buyer to place a priority on your offering you may have to help them to re-evaluate the decision criteria. Never directly challenge the buyer’s list of priorities. That only serves to offend. To assist in changing their perception, here are three tried and proven methods. 1. Redefining 2. Alternative solutions and 3. Trading off Happy account selling Regards Gerald 3X5X7 Business Success Formula #sales #buyer #seller #3x5x7 #decision #decisioncriteria #gerald #primary #incidental #sellingcycle #buyingcycle #priority #business #success #formula Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

21.01.2022 PROBLEM-SOLVING METHODOLOGY THE SIX STEP PLAN FOR PROBLEM-SOLVING 1. STATE THE PROBLEM AS IT SEEMS... Writing this down clarifies your own thinking; Don't immediately decide on a solution - the problem first identified may only be the tip of the iceberg. It may only be a symptom of a bigger problem, and treating the symptom may not get rid of the real problem. 2. GET THE FACTS Decide what facts and information are needed; Collect these facts from several sources so as to avoid bias; Identify the causes of the problem and symptoms of the problem. 3. DEFINE THE REAL PROBLEM This may still be the same as in stage 1, but may well be different; At this stage try turning the problem into an objective, i.e. what you want to achieve. The real problem is how to reach this objective; A problem well defined is 80% of the way to being solved; make sure that you are defining the real problem and not just a symptom. 4. LIST ALL POSSIBLE SOLUTIONS Avoid the temptation to stick to one solution, there are usually many alternatives if we allow the time and thinking for their production; Gather other people together to help produce more ideas; don't discard ideas by evaluating them too quickly. 5. CHOOSE THE BEST SOLUTION Evaluate all ideas however unlikely; Consider each solution in terms of: The objective to be achieved Its acceptability to people concerned; The time it would take to implement; The cost of the solution; How well it would solve the problem. 6. TAKE ACTION Don't put it off implement it; Don't pass it on to someone else; Act fast and firmly. Happy problem solving Regards Gerald 3X5X7 Business Success Formula #problemsolving #action #solution #time #3x5x7 #cost #problem #facts #gerald #information #cause #symptom #geraldrichards #people

19.01.2022 WITH WHOM TO NEGOTIATE? Your knowledge or information, plus the identifying of your needs, will indicate when negotiation is possible, when it is appropriate, and with whom to negotiate. Prior to negotiation always ask yourself these questions:... What are my needs? Will this negotiation satisfy those needs? Is there an alternative way of satisfying my needs? Is it worth expending the effort, time and money to reach a negotiated agreement? If you are unable to answer these questions, then you will have difficulty with your negotiations. If we accept that most things are negotiable and we negotiate to satisfy our needs, then we should negotiate with those people who can best satisfy our needs. Happy negotiation Regards Gerald 3X5X7 Business Success Formula #negotiation #needs #3x5x7 #gerald #success #business #geraldrichards Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it, you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

18.01.2022 TOWARDS OR AWAY FROM? Think of a goal you wish to achieve. It can be personal or work related; short or long term. Do you imagine what it would be like to reach your goal (what you are seeing, hearing, feeling)? Or are you aware of what stops you and what you don’t want? For example: You are thinking of getting your body into shape. Do you imagine yourself as slim, fit and terrific? Or do you think of the food and drink you’ll want to avoid and the weight you need to lose? Th...inking about what you want is known as towards thinking. Thinking about what you don’t want is known as away from thinking. In the context of goal setting, if you think ‘towards’ you are more likely to achieve what you want. If you think ‘away from’ you are more likely to achieve that. For example, if you tell yourself not to worry you are programming yourself to do what? Worry. The mind tends to follow the predominant thought Happy thinking Regards Gerald 3X5X7 Business Success Formula #thinking #towards #awayfrom #3x5x7 #goals #goalsetting #programming #gerald Gerald Richards is a Keynote Speaker and has done so across three continents. My passion is skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

17.01.2022 Contacting the Executive. Call for an appointment. Inform the executive who you are, your company and present a benefit for him/her to see you. Have a person in the organisation at a lower level arrange the appointment. There must be a strong reason for the appointment, so provide your contact with such reasons and benefits. Have a senior person in your organisation arrange the appointment. Such a referral can carry clout provided you have sold the benefits of such a ...contact to your own people. Use Social Media such as LinkedIn. Do not attempt to sell but offer value to engage that person. Email or write. Again this is not the time to say how good you are at solving a problem but is to offer value to engage that individual. Networking. Join associations and seminars which the executive attends. Happy executive contacting Regards Gerald 3X5X7 Business Success Formula #contact #3x5x7 #executive #organisation #socialmedia #linkedin #gerald #email #networking #business #geraldrichards #success #formula #sales #training #coach Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales and profit outcomes by skilling people in Sales, Negotiation, Leadership & Management, Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

16.01.2022 IMAGINED OR REAL? The mind cannot distinguish between what is imagined and what is real. Reality is what you think it is and that’s what makes me chuckle when I hear people say The reality is So when I’m selling/communicating it’s important to discover what is the other party’s reality. One of the ways is to get them to imagine the benefits to them of implementing what I’m selling. This will be at the emotional and the logical level. I paint a picture of success. An examp...le of this is travel brochures. What do they show? The end result of you basking in the sun or standing at the top of the mountain or shooting the rapids. They don’t show you the process of lugging your suitcase through the airport or being exhausted getting on and off a bus doing Europe in 28 days or being seasick on that cruise of a lifetime. So how do you paint your imaginary until it becomes a reality? Happy imagination Regards Gerald 3X5X7 Business Success Formula #imagination #image #3x5x7 #real #reality #benefit #geraldrichards #emotion #logic #success #gerald

15.01.2022 TYPES OF PROBLEMS Problems can be classified into two areas - Open problems and Closed problems. Open problems... Open problems are not always easy to define. They are often presented in broad terms which are open to interpretation and there is not always one or a few correct answers. In approaching the problem there is not always a commonly accepted way of solving the problem. For example: We need to increase sales There is low morale There is a need to increase tourism The problem is the competition Closed problems Closed problems tend to be the opposite of open problems. There are recognised steps for solving the problem and there will be one, or a few solutions. The problem is easy to define and there will be few options to consider. For example: Arranging a business trip Arranging a seminar Not all problems are clearly defined. However, if we can define the type of problem then we can use the most appropriate problem-solving methods. OPEN PROBLEMS CLOSED PROBLEMS Problem not always clearly defined Problem easily defined May be many answers One or few answers Boundaries unclear Boundaries easily defined No clear method for solving Recognised steps for solv the problem the problem Is part of the context Is a separate issue Happy problem solving Regards Gerald 3X5X7 Business Success Formula #problem #openproblems #closedproblems #define #3x5x7 #problemsolving

15.01.2022 THE EXECUTIVE CALL The executive call can point you in the right direction and open doors for you. Many executives are interested in seeing you, as you can be a source of information on what is happening in the market place. When calling on an executive make sure you are professional and communicate well Know the client’s business. Understand the market they are in and the products they sell to show you take an interest in their business and to suggest significant benefi...ts. Know your objectives and business. You should have sufficient information and background to be able to develop a plan and talk confidently about your business. Don’t become too detailed on your product, and avoid jargon. Know interests and motivations (Drivers). Different executives will be motivated by varying needs. Many will consider such issues as: o Return on investment o Improved customer service o Market share and growth o Increased profits o Savings o Productivity Be professional. Conduct the presentation as an interview. Ask questions, be courteous. Talk concisely and businesslike, don’t ramble. Don’t exceed your time limit and always leave the door open for future calls. Happy executive selling Regards Gerald 3X5X7 Business Success Formula #sales #buyer #seller #3x5x7 #executivecall #gerald #professional #drivers #roi #customerservice #marketshare profits #productivity #questions#business #success #formula Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

15.01.2022 SYSTEMS FOR YOU OR THEM? A local authority, told that its bus drivers were ‘speeding past queues of people with a smile and a wave of the hand’ replied that ‘it’s impossible for drivers to keep to their timetables if they have to stop for passengers’ Source: Confederation of British Industry publication... How many times do we endure or witness this sort of behaviour? Organisations more focused on their own measures of efficiency rather than understanding what the customer wants. Do any examples come to mind? Happy serving Regards Gerald 3X5X7 Business Success Formula #systems #behaviour #3x5x7

14.01.2022 PRICE Now, I know not many salespeople hear this concern Your price is too high.... But those who do, how do you go about satisfying this concern? Happy satisfying Regards Gerald 3X5X7 Business Success Formula #price #concern #3x5x7 #satisfy #salespeople Gerald Richards is a Keynote Speaker and has done so across three continents. My passion is skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

11.01.2022 NEGOTIATION - THE TWO-STEP Negotiation is a continuous process. It starts when we first recognise needs and the desire to have these met. It concludes when we perceive all or some of those needs have been met. As an overview, negotiation, generally, falls into two parts:...Continue reading

09.01.2022 ARE YOU CERTAIN YOU HAVE THE RIGHT PERSON? I was travelling with a salesperson who was wanting to get more of his company’s product on the shelf and in a better position. The store manager was listening but did not seem persuaded. Gerald: How do you decide what goes on the shelves?... Manager: Oh! I don’t. The pharmacist decides that. Do you include everyone in the sale? Happy questioning Regards Gerald 3X5X7 Business Success Formula ##salesperson #sales #3x5x7 #product #questions Gerald Richards is a Keynote Speaker and has done so across three continents. My passion is skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

08.01.2022 NEGOTIATION. CARE BUT DON'T CARE THAT MUCH. This is not saying "don't care" because that is unprofessional. But one should not care to the extent of having to have an item at all costs. Just supposing you wanted the washing machine at all costs, and conveyed as much to the sales person, and the price was $990. How much do you think you would pay? Care about obtaining the sale but not at the expense of making a loss on the deal. Sometimes it pays to walk away. No deal can b...e better than a bad deal. Care about having the item or obtaining the deal, but don't care to the extent of believing it will be catastrophic and you will not be able to live without it. Care to the extent of being objective in your negotiation, not subjective. Happy negotiations Regards Gerald 3X5X7 Business Success Formula #decisions #3x5x7 #decisionmaker #care #gerald #sales #negotiation #success #business #formula #geraldrichards #committee #people #buyer Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

05.01.2022 WHENEVER POSSIBLE, NEGOTIATE WITH THE DECISION-MAKER. "Don't talk to the monkey, when you can question the Organ Grinder." Aneurin Bevan... Never assume that you cannot talk to the decision-maker. Often, they are easy to arrange an appointment with - it's just that no one has asked. Always attempt to find out who will make the final decision and then try and negotiate with that person. Because: i) You have greater control over the transfer of meaning. You can more effectively question. You can more efficiently ensure that the information is being correctly understood. ii) There is less likelihood of misunderstanding. Meaning can be lost when conveyed through a third party. iii) The negotiation and the reaching of agreement is usually shorter. Happy negotiations Regards Gerald 3X5X7 Business Success Formula #decisions #3x5x7 #decisionmaker #gerald #sales #negotiation #success #business #formula #geraldrichards #committee #people #buyer Gerald Richards is an International Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training and coaching, you want the results that training and coaching will bring. So No results, no fee Contact +61418101202 or [email protected]

04.01.2022 A GOOD LEADER The mark of a good leader is: 1. Knowing what is right and wrong and 2. Being where the action is... But aren’t these two elements open to interpretation? For example: i. A politician may guild the lily to ensure his party stays in government or ii. An executive may not pay attention to the depositors in order to increase returns to shareholders iii. A politician may see their place where the seat of power is rather than going out and listening to the people. or iv. An executive may spend most of the time at Head Office rather than visiting the Branches Happy leading Regards Gerald 3X5X7 Business Success Formula #leader #leadership #right #3x5x7 #wrong #executive #gerald #politician

04.01.2022 MANAGING OPPOSITION There is nothing wrong with opposition, it sharpens the mind and increases one's skill. Dealing with opposition also keeps us alert. If you have no opponents then, perhaps, no one cares what you are doing. Even if you are doing nothing then you'll get opponents, - your boss, peers, subordinates, partner, friends, family. Generally opposition will come in two forms. 1. Idea opponents.... 2. Emotional opponents. IDEA OPPONENTS These are people who oppose you on a particular issue or alternative: "I think it should be done this way." "No, I think it ought to be done that way." Manage this by encouraging the pooling of ideas, information, experience and feelings to find a mutually beneficial outcome. EMOTIONAL OPPONENTS This is someone who not only disagrees with your viewpoint, but also disagrees with you as a person. Once such an opponent is made they tend to stay around a long time. So it is best not to make them. But how are they made? Generally it is because we have attacked their "face". The "face" is how a person wishes to be seen publicly - projection of image. Which is better to say to the accountant: "Those figures you prepared are wrong" or "Obviously you and I look at statistics from different angles." The first statement attacks the accountant's "face", the second calls attention to the difference of opinion without questioning her competence or intent. Happy managing opposition Regards Gerald 3X5X7 Business Success Formula #negotiation #managing #3x5x7 #opposition #ideaopponents. #idea #emotionalopponents #gerald #emotional #business #success #geraldrichards #formula Gerald Richards is an international Keynote Speaker, Coach and Trainer. My passion is to improve sales outcomes by skilling people in Sales, Sales Negotiation, Sales Leadership & Management, Sales Finance, Marketing. Let’s face it you don’t want training, you want the results that training will bring. So No results, no fee Contact +61418101202 or [email protected]

02.01.2022 WHAT LANGUAGE DO YOU SPEAK? The way you speak is an expression of the way you think. For example: If you think visually you are more likely to say... I see what you mean I get the picture I take a dim view of that If you think auditory you may be more prone to say I hear what you are saying That sounds good I’m glad to hear it And if you are more feelings based you may express yourself with That feels right I’ve got a handle on it Racked with pain So what language do you and your customers use? And REMEMBER, listen for a number of expressions, not just one. Happy language use Regards Gerald 3X5X7 Business Success Formula #language #expression #3x5x7 #visual #auditory #audio #gerald #sales #negotiation #feelings #think #success #business #geraldrichards