Sales Coaching – 5 Reasons You Can’t Close

When you struggle to close the sale you think closing is the problem. But when you struggle to close the sale closing is a symptom of the problem not the problem itself. When you try to fix a symptom as though it were the problem the problem remains because you’re trying to put a band-aid on a wound that isn’t ready to heal.

Here are 5 reasons you may be struggling to close the sale:

  1. You lack confidence in yourself and/or your supporting products.
  2. You fear rejection and avoid it by avoiding asking for the sale.
  3. You didn’t help the buyer to uncover a motivating reason for buying and buying now.
  4. You didn’t understand the clients most important wants and needs and went down the wrong path offering a solution for problems that aren’t all that important to the prospect.
  5. You didn’t do a good job of connecting with and starting a relationship with the prospect so asking for the close feels awkward, and isn’t likely to result in a “yes” decision.

 

When you struggle with closing you think you just need a perfect pitch, or the right closing lines and the problem will go away; but that simply isn’t the case. You can have a “perfect” pitch and “perfect” closing statements, and still blow the sale. Why, because a pitch and closing statements treat the symptom not the underlying real problem.

Review the 5 reasons you can’t close and identify where your struggles may be stemming from. This list isn’t comprehensive there could be other problems too that are keeping you from getting sales, but it will give you a good start. The first step to making closing a natural event is identifying the cause of the problem.

The next step is developing a plan for removing or overcoming the problem. Don’t think of your plan in terms of concepts think in terms of actions. When you know what the problem is, the actions you’ll take to overcome the problem, the only thing preventing you from closing is implementation of your plan.

Enjoy the time and financial freedom you deserve: “7 Secrets Top Producers Know that You Can Put to Use in the Next 9 Days” [http://increasesalescoach.com/]

Get a daily boost to increase your sales: the blog for Top Producers and Future Top Producers [http://increasesalescoach.com/blog]

Article Source: http://EzineArticles.com/969061

Turbo Charge Your Career With The Most Powerful Leadership Tool Of All: The Leadership Talk: Part 2

In Part One, I described the Leadership Talk and how it is a much more effective leadership tool than presentations or speeches.

I also described two fundamental premises that the Leadership Talk is based on.

In Part Two, I will show you the purpose of the Leadership Talk. You won’t be able to give a Leadership Talk effectively on a consistent basis if you misunderstand its purpose.

The Leadership Talk doesn’t drive purpose. Purpose drives the Leadership Talk. There is one and only one purpose of the Leadership Talk: that’s to motivate people to be your cause leaders in meeting the challenges you face.

This is important in understanding the difference between Leadership Talks and presentations/speeches.

You’re a leader. You have a task to complete. Do you want the people you lead to simply do the task? Or do you want those people to actually take leadership of accomplishing the task? For the difference between doing and leading in terms of accomplishment is stock car and a formula 1 racer.

Clearly, you can order them to accomplish the task; and if you’re in a position of authority, they will most likely carry out the order. But they might not do it with full commitment. Or they may resent being ordered. Or they may be inclined to do nothing unless ordered, and so after accomplishing the task, they do little else but wait for the next order.

However, their committing to take leadership involves your establishing a special relationship with them.

For instance, going back to the example I used in Part One, if one is a floor sweeper, one does the best floor sweeping, not simply by doing it but by taking leadership of floor sweeping.

Such leadership might entail: taking the initiative to order and manage supplies; evaluating the job results and raising those results to ever higher levels; having floor sweeping be an integral part of the general cleaning policy; hiring, training, developing other floor sweepers; instilling a “floor sweeping esprit”that can be manifested in training; special uniforms and insignias; behavior, etc.; setting floor sweeping strategy and goals.

Otherwise, in a “doing” mode, one simply pushes a broom.

You may say, “Listen, Brent, a job is a job is a job. This leadership thing is making too much of not much!”

Could be. But my point is that applying leadership to a task changes the expectations of the task. It even changes the task itself. Think of it, when we ourselves are challenged to lead and not simply do, our world is, I submit, changed.

Furthermore, though you may order people to do a job, you can’t order anybody to take leadership of it. It’s their choice whether they take it or not.

This is where the Leadership Talk comes in. Using it, you set up the environment in which they make that choice.

The Leadership Talk is not only the most important way to get cause leaders; it is the only way to get them on a consistent basis.

In the final part of this three part series, I’ll show you how to develop and deliver a great Leadership Talks.

2005 © The Filson Leadership Group, Inc. All rights reserved.

PERMISSION TO REPUBLISH: This article may be republished in newsletters and on web sites provided attribution is provided to the author, and it appears with the included copyright, resource box and live web site link. Email notice of intent to publish is appreciated but not required: mail to: brent@actionleadership.com

The author of 23 books, Brent Filson’s recent books are, THE LEADERSHIP TALK: THE GREATEST LEADERSHIP TOOL and 101 WAYS TO GIVE GREAT LEADERSHIP TALKS. He is founder and president of The Filson Leadership Group, Inc. – and for more than 20 years has been helping leaders of top companies worldwide get audacious results. Sign up for his free leadership e-zine and get a free white paper: “49 Ways To Turn Action Into Results,” at http://www.actionleadership.com. For more on the Leadership Talk: [http://www.theleadershiptalk.com]

Article Source: https://EzineArticles.com/expert/Brent_Filson/1911

 

BFSI moving to a Cloud-first paradigm

Cloud migration is an integral part of the digital transformation journey of banking, financial services, and insurance (BFSI) firms. Many BFSI firms are adopting cloud-first strategies to realize the benefits of business excellence, innovation, speed-to-market, and operational and infrastructure savings. BFSI organizations tend to initiate the cloud migration journey by adopting infrastructure-as-a-service (IaaS) models and evolve to embracing platform-as-a-service (PaaS) and software-as-a-service (SaaS) models as cloud solutions and products mature. Successful migration will, however, depend on choosing the right cloud deployment models as well as cloud service models. BFSI firms must consider some crucial factors while choosing the cloud migration model:

  • Business value and technology
  • Functional uniqueness and product maturity
  • Privacy, security, and regulatory requirements
  • Costs, scalability, and performance

Aparna Jiddu
Platform Architect, Banking, Financial Services, and Insurance, TCS

Sripada Sarma
Solution Architect, Banking, Financial Services, and Insurance, TCS

Explainable AI (XAI) to understand ML Models

AI systems are increasingly being entrusted with making critical decisions. Many of these decisions might have a considerable impact on businesses and even our lives. Machine learning (ML) is at the core of these decision systems.

The evolution of deep learning has resulted in a tremendous increase in the accuracy of these decisions, but the machine learning models that these AI systems are based on are mostly ‘black boxes’. The human mind, however, is not comfortable with trusting a system that makes a decision without letting it into the rationale behind this. And where trust is in deficit, acceptance is difficult.

Explainable AI (XAI) refers to a set of tools and techniques that help us humans interpret and trust the decisions made by ML models.

https://www.tcs.com/content/dam/tcs/pdf/discover-tcs/Research-and-Innovation/explainable-ai-machine-learning-models.pdf

– by Jayashree Arunkumar
Technical Architect, Incubation, Research and Innovation, TCS

The 5 I’s Of True Leadership!

After, more than four decades, of personal involvement, in nearly, all aspects, related to leading/ leadership, from identifying and qualifying, to training, developing and consulting to, thousands of actual, and/ or, potential leaders, to serving, personally, as a leader, on several occasions, I strongly believe, many factors are involved and significant, but, the 5 I’s are often, the keys, to true leadership! These must be considered, and utilized, if one wishes, to be a leader, who makes a difference, for the better! With, that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, what these mean, and represent, and why it matters.

1. Integrity: Without genuine integrity, one will never become a real leader! Why should anyone, listen, and believe, anything someone proposes, or says, unless/ until, they truly, believe, the particular leader, maintains absolute integrity! This cannot be, simply, behavior when convenient, but, absolute! Remember, especially, these days, someone is always watching/ observing, so, focus your energies, on, consistently, maintaining these efforts!

2. Imagination: While it’s important, to, think – outside – the – box, and proceed, with a well – developed, and considered, relevant imagination, this must align, with the combination of the history, heritage, mission, vision, perceptions, priorities, and goals, of the specific organization, etc! Since, there is, no such thing, as a born – leader, it is important, and relevant, to select individuals, who, clearly, are ready, willing, and able, to proceed, and take, meaningful, relevant, imaginative steps, for the best interests of his groups, and stakeholders!

3. Issues: How can anyone serve, unless/ until, he clearly, understands, and recognizes, the essential issues, facing his group, and which need, attention? How do these things, impact, the organization’s best interests? Why are these the top priorities, and how does one, decide?

4. Instincts: Great leaders need to develop, and maintain, as well as, consistently use, the most relevant instincts, in order to differentiate, between, real needs/ priorities, and lesser matters! It takes skill, and understanding, to have and maintain those, which might best serve, the relevant, sustainable needs, of the particular organizations!

5. Ideas/ ideals/ ideology: It takes the right combination, and alignment of, the ideas, ideals, and ideology, for someone to be ready, willing, and able, to be a real, true, quality leader! This must be actual, rather than, empty rhetoric, etc!

Will you pay attention, to these 5 I’s, of true leadership? Are you, up to the tasks, and necessities?

Richard has owned businesses, been a COO, CEO, Director of Development, consultant, professionally run events, consulted to thousands of leaders, and conducted personal development seminars, for 4 decades. Rich has written three books and thousands of articles. His company, PLAN2LEAD, LLC has an informative website http://plan2lead.net and Plan2lead can also be followed on Facebook http://facebook.com/Plan2lead


Article Source: https://EzineArticles.com/expert/Richard_Brody/492539