Archive For: Relationships

But Who Are You REALLY?

Children Playing
I seem to have been surrounded by kids on the weekend.  

  • Friday night I was with my brother’s three kids where we had an impromptu disco, karaoke, and singer impersonation session
  • Sunday afternoon Wifey’s brothers three kids dropped over as I was harvesting the sunflowers and in their excitement nearly slammed the car door on one another
  • Sunday night was at a friend’s place where their two kids were doing what kids do; sleeping on the dog, planning time to spend with Dad for the week, diving on the couch, showing off their chooks and vegie garden.

I LOVE the enthusiasm and vibrance of kids.  They represent true authenticity. Who they are right now is who they are. They happily tell you how they feel, they have opinions on most things, their emotions show easily and quickly, and you pretty much know how they feel and who they are.  The same cannot be said for many adults.

All my life I have been accused of being “childish”.  So many people have told me to grow up. A friend who works in Child Psychiatry said she would assess me at being about 14 years old.  Legendary base baller Chili Davis is attributed to having said “Growing old is mandatory; growing up is optional.” I believe we can be mature, professional and sophisticated combined with childlike enthusiasm and energy.

So who are you REALLY?  Are you really how you behave or have years of “shoulds” changed how you are in the world?  Does your inner child need to burst out and say hello?

Who are you REALLY?

PS I will be in Adelaide on Friday 15th April being childish with some non-profit clients. If you are looking for a workshop on how to Get More Sales or want to Ignite Your Team on Thursday 14th April, please email me!

Picture: SherbyBonBon 

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Selling is Not Smart

Conversation



Selling is Not Smart

I have done many sales courses over the years.  I have read many sales books, blogs and newsletters.  I have listened to many sales CD’s and tapes.  I have come to the conclusion that Selling is Not Smart.

What I mean by that is that there is no super smart magic special formula, sentence, statement, or approach that is guaranteed to work every time.  There is no secret that you are missing and the super stars know.

The foundation of sales is this.  

How can you solve your customer’s problem?  



To get to ask this question you need to build rapport in a way that is comfortable to you and that doesn’t alienate your prospect.  Basically, be you and have a conversation. The best way to find out how is to practice having an engaging conversation and listen for the issue or problem they have.

Practice on your partner, your kids, your friends, your work colleagues, your clients, your prospects and all of a sudden you will find that you are a legendary sales person – simply by finding out how to solve your customer’s problems.

Like I said, selling is not smart, it’s an effortless conversation.

Image: Clairity 

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Have You Got The Right Gear?



When I first learnt to snow ski, I borrowed the ski gear from friends and rented the essentials.  My first couple of times were not pleasant experiences.  My feet hurt in the boots, there was a hole in the ski pants so I was wet and cold to the bone and the trusty rental ski’s had a mind of their own!


After a while I bought my own ski outfit.  I was then toasty warm but with sore feet and a misguided sense of direction. I finally got sick of sore ankles and bought some boots that actually fit properly and some parabolic ski’s that did all the hard work for you.


Skiing was now a completely different experience. I was warm, skiing was effortless, I could go anywhere, I had faith in my equipment and most importantly, I really enjoyed the day.


The right gear makes all the difference.


It’s the same with your work.  Have you got the right gear? For the last 4 years I have been “putting up” with a second hand computer I was given. My audio and video processing took ages but it was what I had. Last week I took delivery of what I call MEGA PC. It has loads of memory (12GB), huge hard drive with auto backup, fast access ports and large monitors.


My first reaction was “Why didn’t I do this ages ago?”  Granted the technology prices keep coming down but I forgot the important concept that the right gear makes all the difference.  It is worth the investment of time, effort and money to get it.


Have you got the right gear to do what you need to?

PS Happy Valentines day to you. Take the opportunity to tell those who are important to you how you feel.  I’ll start, I truly appreciate you taking the time to read this.  Thanks! 

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How Long Does It Last?

Merry Christmas!!  For those of you who don’t celebrate Christmas, Happy Festivus (Seinfeld’s so named Festival for the Rest of Us).


This time of year I see people doing things they usually wouldn’t.  Many acts of kindness and niceness are done “because it’s Christmas”.  Extra donations to charity, letting people cut in line, taking time to talk to people from other departments, there are so many ways I see this sense of charity manifest.


Then January comes, people return to work after some time off and we return to our slightly grumpy and caffeinated way of operating.  Can’t we make the festive season last longer?  How long does your sense of goodwill to all men and women last?


I have often thought if I could get the essence of Christmas distilled into a small spray it would come in so handy throughout the year.  A quick spray on those I have to deal with who may have lost perspective or forgotten to smile or the reason we were dealing with each other.


My choice this year is to make Christmas (or Festivus) last all year.  Continue to spread goodwill, tolerance and happiness with all I deal with.  Care to join me?


Thank you for reading my writings this year.  I trust it has brought some value to your life in some manner.  I genuinely wish you, your family and your business a magnificent festive season and a 2011 that blows you away with results, joy and happiness.  If I can help that happen, please contact me.


Merry Christmas – may it last all year long!


Warwick Merry
The Get More Guy

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12 Days of Christmas

The Twelve Days of Christmas Challenge

 

 

12 Days of Christmas

 

Welcome to the twelve days for Christmas. Rather than thinking about what your true love can give to you, my challenge for you is

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to think what you can give not only to your true love, but others in your life as well. So here is your challenge for the next twelve days. Don’t forget, that they are cumulative, just like the song. That is, on the first day, you give the first thing. One the second day, you give the second thing and then the first thing. On the third day you give the third thing, the second thing and then the first and so on.

Here are your Twelve Days and their challenges:

On the first day of Christmas I gave to my partner or best friend, an extra long and extra firm hug.

On the second day of Christmas I gave to a person on the road, 2 moments to cut in ahead of me.

On the third day of Christmas I gave to the person on the street $3 for a coffee treat.

On the fourth day of Christmas I gave to a member of my team, 4 minutes to tell me what they thought of me.

On the fifth day of Christmas I gave to myself 5 minutes of mediation.

On the sixth day of Christmas I gave to my family, six minutes of singing silly songs.

On the seventh day of Christmas I gave to my kids, seven minutes of undivided attention.

On the eighth day of Christmas I searched my memory for eight things I learned from this year.

On the ninth day of Christmas I wrote in my diary, nine goals for the coming year.

On the tenth day of Christmas I gave to my friends, ten minutes of non-stop praise.

On the eleventh day of Christmas for my sanity, I gave myself an eleven minute bath (Frankincense and Myrrh is optional).

On the twelfth day of Christmas I committed to the community twelve hours of my time as a volunteer.

It is ALMOST singable to the original tune!! Don’t be discouraged if you don’t get it perfect but do act on as many as you can. Carry the spirit of Christmas and giving with you as you do.

Enjoy!!

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Are They Eating Out of Your Hand?

As I write this I am enjoying the last day of a four day get away at Wye River. It is a stunning location where mountains meet the sea. The glorious gum trees are filled with bird life. We have seen cockatoos,

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rosellas, willy wagtails (not sure of their real name but this is what I call them), currawongs and king parrots.


I decided I wanted to get up close and as you can see I finally had them eating out of my hand. You can use the same process to get your customers eating out of your hand.

Parrot Eating
  1. Go where your customer is – I went on to balcony when the birds were there
  2. Give them what they want – I had broken bits of biscuit that I knew they liked
  3. Make it easy for them – I put some crumbs on the railing and then held my open handful of crumbs next to it
  4. Support them and make them comfortable – I held my hand steady and gave them more crumbs as they stood on my hand
  5. Show gratitude – As they fed I was saying thank you for visiting us
  6. Celebrate your success – The rest of us staying at the house came out to say hello to the king parrots

What about you? Do you have your customers eating out of your hands? Use this process and you soon can!


Enjoy

PS Do you Exhibit at Tradeshows, Expo’s or Conferences? Want to have your visitors eating out of your hand? Register for the complimentary webinar 5 Steps to Double Your Return.

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Have You Told Anyone?

I caught up with a friend last night and he told me a strange story.

My friend (let’s call him Simon, because that is his name) works for a multi-national with an Asia Pacific Regional Office in Singapore.  His direct boss is based in this office.  Now Simon doesn’t see his boss much but it is an IT company so they stay in touch with emails and video conferencing and the like.

Last week he was at an internal meeting with another colleague from Singapore. Simon just participated as usual and they were able to come up with a resolution to a particular issue.  His colleague went back to Singapore and Simon thought nothing of it.


The next day, Simon received a text from his boss saying something along the lines of, “I have just heard about the great job you guys did. Thank you for your contribution. I understand it made a difference and I wanted to let you know I appreciate it”.

Wow!

It had a significant impact on Simon. It confirmed for him that he has a great boss, works at a great company and he is truly valued. Before you start thinking “My boss never says anything like that”, put the shoe on the other foot.  Who have you said something like that too?  Have you told anyone that you appreciate their work lately?

Research has show than genuine compliments have a more positive impact than a pay rise. So who needs one? Your boss, your team members, your cleaner, your security guard, the receptionist, the person in the cafe, your partner, your kids, your friends or your family?  I am sure there is someone.

So have you told anyone lately?

———

PS Do you Exhibit at Tradeshows, Expo’s or Conferences?  Do you want to Double Your Return when you next Exhibit? Register for the complimentary webinar 5 Steps to Double Your Return

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What about Me?

Something funny happened on the weekend.

As usual, Wifey and I use shampoo.  Recently we bought some new shampoo and started using it. A couple of days later, Wifey asked, “What do you think of the new shampoo?”

Personally, I don’t use a great deal of shampoo.  It probably has something to do with the fact that I am balding (but I am still in denial about it).  So I mentioned this to Wifey and also that I was not that fussed about.

Her response, “I meant what do you think about the new shampoo in my hair!”

Ooops!!

I should have realised that.  She does have resplendent hair that cascades halfway down her back (mine is just back hair).  But I was too focussed on myself.  I wasn’t considering the intent of her comment.  Based on the number of conversations we have never had about my hair versus the ones we have had about hers, I should have known it was not about me.

What about you?

When you communicate, are you more concerned about yourself or those you are communicating with?  
Do you listen to what the other person is saying and trying to say or is your focus on what you want to say?
Is your focus on the conversation or on reaching the mutual sought outcome?


I’d type more, but I need to go and attend to my hair!

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Who Are You Talking To?

I have just finished three days on the floor of an expo for a client.  I continue to be amazed at behaviour of exhibitors. 
Let me back track.  It’s easy to be an ORDINARY exhibitor.  All you need is cash and a product or service to sell and you can exhibit.  To be aGOOD exhibitor, you just have to do the basics right.  With a little extra effort and focus, you can be an EXCELLENT exhibitor.

At this stage, I just want to focus on being a GOOD exhibitor.  It is just about the basics.  The important thing is, who are you talking to?  So many exhibitors at the recent show were not talking to anyone.  Some were standing there with their arms crossed, some were sitting (I still can’t believe people do that) and some were just waiting for others to talk to them.  Some even seem shy and unable to approach the visitors.

My theory is that if you are not talking to anyone, you talk to everyone.  

Nothing attracts attention like attention.  If you are not talking to anyone it makes you less approachable.  By speaking to someone, it is less intimidating for others to come and join in the conversation or look at your wares.  Talking to people also allows you to qualify them.  If they are not interested, politely move them on and if they are interested take them to the next level.

It you are not talking to anyone, talk to everyone.

Who are you talking to?

PS If you want to see how I exhibit, drop into see me at booth 48 at Meetings Mart.  It’s free, on tomorrow at Crown Promenade in Melbourne and I promise I will talk to you!

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Do You Feel Special?


More importantly than do you feel special, do you make your customers, your prospects or your team feel special?
The research has shown what many of us knew instinctively. Customer loyalty and purchase decisions are more based on how your customer/prospects feel than a logical decision. So do you make them feel special?  Look at any exhibitor, leader, company or sales person who you think is “Extraordinary”.  The reality is that they are not extraordinary, they are simply ordinary people doing extraordinary things.  They do a little bit more than your average person or company does and this makes them stand out.

For example, wifey and I went to dinner last night with friends to Borsh, Vodka and Tears.  Knowing it is popular I made sure that I had booked for 4 at 7:30pm.  So far all was proceeding as usual.  I got the phone call from them earlier in the day to confirm my booking (as has become standard with many restaurants now) and wifey and I headed in at the designated time.  Most places will just have “reserved” on the table, typically with a credit card logo as they will sponsor the sign and pay for them, but not here.  I was quite excited to find that their reservation system was…..My Name!!  Check it out. 
Reservation Card

Now they didn’t spell it correctly, but I didn’t care because it was close enough.  To help them manage all of their bookings, it was also systemised.  Noticed the table number, the number of people and time of the booking is also on the card.  While I know it is only a little thing, it made me feel special.  Not just “another booking” but “Warwick’s” booking.

In what you do, do you make your customers and colleagues feel special?  Do you just do that little bit extra to make it extraordinary?  You could be an exhibitor, a sales person or simply part of a larger organisation.  What will you do TODAY to make those around you feel special?

Enjoy!!
Warwick
PS I got plenty of feedback from last week’s Get More Goer.  For those of you who really wanted to know, yes Mum did lick the spoon.
Also, demand for the Frangelico and Brownies recipe was high.  For those of you who missed it, you can download it here.

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What Were You Thinking?



A strange thing happened to me on Thursday.  
Mum was down from Queensland visiting and she was spending the last couple of days with me.  As well as going for a spin in Candy (The V8 Mustang that is wifey’s car), we chatted and did a few things. On Thursday I made my famous Frangelico and Walnut brownies (let me know if you want the recipe).  This is when the strange thing happened.  Just after I poured the mix into the bowl, I turned to Mum and asked “Do you want to lick the spoon?”
It was like one of those science fiction movies. All of a sudden I was swept back to when I was a kid and mum would ask me, “Do you want to lick the spoon?”  It was so not how the situation was “supposed” to be.  But the more I thought about it, the more I realised that it is EXACTLY how life is supposed to be.
Each generation matures to take over the role of the previous one.  It happens all around us.  So why do we fight it?  
It is because of what we are thinking.  We hold ourselves back with old ways of thinking.  We have ideas of what our parents should do, our boss should do, our colleagues should do, what we can’t do, what subordinates shouldn’t do… the ideas and rules of what we can and can’t do continue on!!!

Change your thinking!!
By the power vested in me by your subscription to the Get More Goer, I hereby give you permission to break your own rules!!
You can parent your parents, you can boss your boss, you can lead your leaders, and you can do all the things you tell yourself you can’t.  It is OK to say No to your boss.  You can submit your ideas to the discussion even if you are a junior and haven’t been there long.
Change your thinking and you will change your life.
Go get ’em!
PS  If you need help to change your thinking about Face to Face Sales, then why not come to a session I am running as part of the Discover Casey-Cardina Expo this Saturday 9th October?  It won’t cost you a cent and you will take home great tips, tools and techniques to Get More Face to Face Sales.  See you there!
Photo: Barbara Cannnela 

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Sales Tips from a 10 Year Old Sri Lankan

It is amazing what you can learn in the strangest of places.
On the road from Colombo to Yala I learnt a valuable sales tip that is applicable to any sales situation but particularly to exhibitors. All across Sri Lanka there are huts on the side of the road where the locals sell their produce. Here is one we stopped at that had a

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lot of different beans, peas, grains and chillies.

Some of the more humble huts are staffed by children. (Hut is a bit generous. It is more a simple table!) As you got closer they were smiling, holding high what they had to sell and inviting you to stop and look at their produce. Originally I just dismissed them as kids selling vegetables but then I noticed something. After we went past, they were still smiling and simply tried to engage the next passer by. It got me thinking and comparing this young boy to many of the exhibitors I have seen and worked with.
Here is what that 10 year old Sri Lankan taught me:
  • Smile! It helps to engage with the passers by.
  • Make sure the prospect knows exactly what you are offering – even if this means waving around your product.
  • Use some kind of pick up line to engage the passer by.
  • If they don’t stop, don’t take it personally. Keep smiling and look for the next person.
Such simple things that so many in sales, and particularly those exhibiting at Trade Shows or Expos, forget to do.
Enjoy!

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People are Lovely!

Hi All


I find Marketing to be a delicate balance between telling people how damn good you are and humbly sharing the results you have been able to achieve.


In this vein, I wanted to share with you some lovely comments I received after MCing and speaking at a conference.  Here is what the lovely people said:


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Why Not?

Last week I said goodbye to an amazing friend of mine, Jen. She has battled four different types of cancer over the last 10 years and it finally took its toll. Yes it is sad that she died, but let’s face it – we are all going to die one day – so the reality is that it was inevitable. What is more important was that she lived!
Jen was one of us mere mortals. She was not a super star athlete, actress, model or other demi-god type of person. She was an average everyday woman who put on her pants one leg at a time. She had her demons like everyone else. She had several husbands, a couple of kids, many jobs, a few retrenchments, and all the other fun stuff that comes with life.
But as her son so eloquently said at her funeral, she had a mantra for life that never failed her. That mantra was “Why Not?”
When she was told that she shouldn’t drive her campervan around Australia on her own for almost two years she asked, Why Not?
When she was told that she couldn’t beat the four different types of terminal cancer that she had over the years, she asked her doctors, Why Not?
When she was asked why she had purple streaks in her hair that changed all the time, she

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asked Why Not?

After some major surgery on her throat that left major scars, she stuck on some Frankenstein type bolts and went to a party. When people said, you can’t dress like that she said, Why Not?
Too often we let the people who love us, who care about us, and sometimes who ARE us, stop us from doing things. It is not safe, it is not natural, it is not normal, it is not socially

acceptable, it is not what business people do, it is not what we should do, it is not how we should be seen, it will scare people away, it will attract too much attention, what if it doesn’t work….. You have heard all of the reasons.

The gift that Jen gave me was “Why Not”. I would love to pass it on to you.
When you are told you can’t do something, simply ask “Why Not”?

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What Could You Do?


What a huge weekend!  Wifey and I spent four days bringing her new toy back from Queensland.  Her name is Candy, a 1965 Mustang Coupe and this is what she looks like.


Candy
Not bad for a 45 year old! (Candy, not wifey!)

Unfortunately, due to a miscalculation and an “interesting” fuel gauge, we ran out of fuel on the Hume!!  I got the job of walking back to the servo while Wifey stayed with Candy.  After 15 minutes of walking a car pulled over and the guy said, “My wife is with your wife and the 20 litre petrol I had in the boot”.  It was a fabulous thing to hear!


About 100 vehicles had driven past.  Our car was obviously not going anywhere, wifey was resting on the boot waiting, so why did he stop when no one else did?  He was the only one to ask himself the question “What can I do?”  Everyone else could see we needed help but they took no action. 

What about you?  What signs or signals have you seen that you KNOW you need to act on but haven’t?  Team members that need help, family members that need assistance, sales figures not being met, strangers that want the paper you have just finished with, projects that need attention – you KNOW what they need.

Take the action and reap the reward!

Lovin’ your work!

Warwick

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