Manage Coach Train

How to maximise margins

Ken Trim — Fri, 10 Jun 2011 15:06:06 +0000

Having to sell more and maximise our margins in today’s marketplace might be tough but it’s far from impossible.

Let’s stop paying lip service to customer satisfaction and actually deliver on what we promise. Get it completely right more of the time and prospects buy from us, rather than we have to keep selling to them. Make sure you constantly over deliver on the customers expectations and do it with a positive attitude. Starting today why not commit yourself to quality. For quality will lead to repeat business and referrals and most successful sales people know that both of those are preferential to going out and constantly having to search for new business. Short change your customers and you will most likely be cutting off your own future source of income.

Why not become the most positive and enthusiastic person you know? Enthusiasm is infectious, indeed I’m on record as saying the only thing that’s more infectious than enthusiasm is the lack of it. Being positive is often described as one of the most important traits in the really successful. Do you have a positive, outgoing and enthusiastic attitude? Do you think if only everything went right for me then I would find it easy to be positive, easy to be enthusiastic about life and everything in it. Could you have it the wrong way round? Happy, positive, enthusiastic people usually suffer the same issues and challenges as everyone else. The difference is that they have just learnt to look on the bright side.

Be forgiving of yourself and others. You can’t change the past – that deal you lost last month is history. You can however learn from experiences and part of that is to remind yourself of what went well and determine what you’ll do differently next time around. Equally cut those around you a little slack for aren’t you grateful when others choose to forgive and forget your past indiscretions.

Please don’t misunderstand my next point, I’m not advocating trying to nag a customer into doing business with you. However there are plenty of times in sales we really should be more persistent. This of course has to be one of the most simple pointers a salesperson is ever given and I suspect one of the pieces of advise they find most easy to ignore. Don’t be obstinate, however you can and should practice a little tenacity or “pester power.” After all talk to any parent and they’ll probably confirm that their children use this tactic with great success.

Next shouldn’t we try and treat everyone we meet in the way that we would want to be treated. Anyone in sales would do well to be reminded that the secretaries and receptionists that they are determined to get past are just doing their jobs. The engineers, installers and programmers in your Company are simply trying to earn a living, and your Manager is trying to help you make more sales. I’ve found that what goes around comes around, treat others with a little respect and consideration and you’re likely to find that’s how others treat you.

Big tip this and I’m afraid a little controversial. Be honest. Don’t they say that honest people sleep better! Well let me give you a second argument for being honest and you might never have thought of it like this before. If you lie, you have to remember what you said and whom you’ve told what story, if you always tell the truth then it’s much easier. Personally I’ll always do things that make my life easier.

Actually if my last tip was a big one, then this has to be gigantic. Be a self starter. Activity is where it all begins and the work ethic should come from within. Don’t wait for your Manager to tell you what you should be doing, do it anyway. Stop blaming others. Take responsibility for every area of your life. Accountability and joint accountability are the recipe for a highly successful outfit, constantly trying to pass the buck is a recipe for abject failure.

Be bold and courageous. When you look back on your life, you will regret the things you did not do more than the ones you did. Please consider this – have you ever met a salesperson who regretted the cold calling and prospecting they did some time back? I doubt so, rather you can find plenty of sales people who’ll happily tell you of a major account they now earn from that started out as a cold call. Hard work might be an old fashioned concept, but I’m tempted to point out that very few people ever get to the top without going through that particular loop. The good news is that it’s within all of our capabilities, it’s our choice, we can get on with it if we want to.

Buying Signals

Ken Trim — Sat, 28 May 2011 14:39:29 +0000

Ever so often the prospective customer gives out a clear, unequivocal “buying signal,” sometimes we see them and occasionally we don’t.

It’s a common complaint from Sales Managers and Sales Directors when they’ve returned from accompanied visits, “My guys just don’t seem to see the buying signals.” Perhaps we should focus a little more on this regular occurrence and determine if we can learn anything from it. Personally I wonder if buying signals are actually much easier to spot when you’re not so close to the deal. Surely it doesn’t matter quite as much as when it directly affects not only your income but possibly also whether or not you’ve still got a job. Now please don’t get me wrong on this, I’m not for one minute suggesting that Sales Managers and Directors don’t care, of course they do. It’s just often a little more personal when you’re the salesperson and it’s your opportunity. So in simple terms I’m suggesting that on some occasions the salesperson is almost, “to close to the trees to see the wood.”

When you are completely focused on a customer’s application, keeping the rapport, fully understanding their requirements, etc, etc then perhaps it’s inevitably going to be a struggle to spot every tiny signal that comes up. Of course maybe we’ve actually stumbled across the biggest problem here, for it could be that too many of us are so focused on the technical aspects of the sale that we’ve just lost a little sight of how to actually bring the matter to a conclusion.

I’m certainly on record of constantly preaching the need to ask significantly more questions, more open questions and indeed better follow up questions. In recent times I’ve found myself also reminding sales people to think a little more about how they respond to the questions they’re asked, for many buying signals start out as questions. For example; “When can we have one?” “How long is the delivery time?” “How much is it?” “Where does the training take place?” “Is it possible to…?” “Can you install over the weekend?” “What is the cost of software upgrades?” Questions like these tend to “illuminate” the buyers interest for those of us who are looking out for it. Unfortunately many salespeople simply answer the question and move on, the opportunity to close being at best delayed or at worst lost altogether.

Buying signals are not always customer’ questions, they can of course come in many different shapes and forms. Take another example, when a prospect raises an objection you may well see it as “No, because….” If that was the case you would invariably try and deal with the “because”, in order to satisfy the prospects concern. A considerably much more positive way of looking at this is to see an objection as a “Yes, but…” Because all you have to do is handle the “but” and you have yourself an order. Take the following illustration; Salesman- “Can we proceed with the paperwork?” Prospect- “It seems a bit expensive.” (Note: The prospect hasn’t said no). Salesman- “I take your point, but what you have to bear in mind is….” (Note: The salesman handles the objection and can then try and re-close).

So far we’ve reminded ourselves that signals indicating a possible interest in making a purchase can come from both particular types of questions and even certain objections, (or customer concerns as we prefer to call them). Now let’s explore other possible buying signals. Even changed body language…eyes lighting up, or perhaps the prospect sitting forward, can and do indicate real interest in taking things to the next stage. Likewise taking the telephone call in the first place can be a very strong signal, let’s think about it why would someone be willing to have a ten minute conversation during a busy day if they didn’t have some interest in what you’re offering? This of course follows through to an even greater degree if the customer has agreed to see you. When someone takes an appt then please appreciate you really ought to do it justice as there’s a large chance that your products and services can help the customer with a current problem or with some of their future aims and objectives.

Negotiating by a customer should on most occasions be taken as a pretty strong signal. Again let’s think this one through why on earth would a customer waste their time and effort in the negotiation process if they weren’t thinking very seriously about ownership?

Comments like “that sounds interesting,” or even “it seems a bit expensive,” as stated earlier can be very positive. Never underestimate the interest from a prospect when they start down this path, for it really will be rare day when they literally try “to snatch your hand off.” Just a few quietly spoken words such as “that sounds interesting,” are often as enthusiastic as your customer is going to get – make the most of it because it doesn’t get much better.

Lastly I’d like to focus on yet another type of buying signal and although time means we can’t explore absolutely all possible combinations or examples, this last one should serve you very well. This being a classic example of where far too many of us have a negative reaction when we really shouldn’t. Instead of welcoming it, we react badly. We resent not being able to continue at the pace we’ve set, we don’t like change, we miss the signal. So what exactly am I getting at, well think about the following scenario. You’ve met the buyer, you’ve gotten on particularly well and you’ve now got a very good idea of the opportunity. And what does the prospect do, he ups and invites someone else to be involved, he invites a colleague to come into the meeting. This can frustrate you, for you’ve now got to go through the whole thing again, and you may not have the same rapport with this new person. Yes, I can see how you might feel just a little frustrated. Again I feel we must think this one through, for why would a buyer get up and go and persuade someone else to join you unless they thought what you had to say was going to be of real interest to their organisation.

Buying signals are all around us, perhaps we need to use our senses a bit better to pick up on them, listen and observe a touch more. We might even surprise ourselves if we “step back,” albeit only enough to be able to appreciate the full picture.

Selling against stiff competition

Ken Trim — Fri, 27 May 2011 13:39:22 +0000

Lots of salespeople don’t know how to handle competitive selling, they don’t know how to consistently compete and win. The only time many salespeople seem to handle the competition with any degree of success is when they discount heavily and in effect “buy the business”.

The big question has to be “Why is this?” Several explanations come to mind, however the simplest and most straightforward argument may well be the most accurate. Could it be because there is very little information available on competitive selling skills. Virtually nothing has been written on the subject. Check the content in any sales books you come across as we suspect that very few, if any, address competitive selling. If we’re not able to guide, mentor and train good salespeople to reach new heights then we really can’t be that surprised if they don’t raise their performance in line with our expectations.

Salespeople invariably fail to sell against the competition because they know about just one thing: their product or service. To sell against any competitors you ought to understand not only what they are offering but also more importantly what your prospects want or need. Salespeople that lack an in depth knowledge and understanding of their prospects are unable to differentiate themselves from the competition. If you haven’t studied your prospects you will have nothing to talk about except yourself and the one thing you do have a good understanding of namely your products or services. You will not devote enough time to the most important subject of all, your prospects requirements, desires and needs. We know prospects don’t buy products and services, they buy the benefits, the results that the products and services bring about. To truly understand which benefits and which results will be relevant, you must have a full and complete knowledge of your prospects.

You can add more value if you have more information about your prospects, and the greater your competitive edge will be. Understand absolutely everything you can about a prospects history, their current situation and just as importantly about their plans for the future. Learn about their concerns, their issues and their problems, understand their aims, objectives and goals. You cannot know too much, you can however say too much.

Many salespeople lose out in a competitive selling situation because they overlook minor differences between themselves and their competition. Do not prejudge the importance of any differences for what might seem minor to you may be of significant importance to your prospect. Again the more you know about your competition the easier it is to sell against them. Find out what they sell, where they’re based, what are their strengths and if possible what are their weaknesses.

Most importantly never, ever rubbish the competition, it’s unprofessional and the prospect is very likely to be put off you as much as them. However you can differentiate yourself providing you know where the differences are. Collect competitors quotes and proposals, making sure you fully disseminate them later on. Where you have a good rapport with your customers ask them for their thoughts on your competitors. You’ll be surprised how enlightening this can be. The key of course is getting to a point where you have a good idea how the competition sell, once you’ve reached that stage it becomes easier to sell against them.

Sometimes salespeople lose out because they do not prepare, they have no game plan. Telling is not selling. Telling your prospects why your product or service is so much better than the competition is not as effective as asking questions that lead the prospect to tell you why your solution is best. Try the following three-step process for gaining competitive advantage.

Firstly, identify the unique strengths of your products, services and support and what they are in comparison to the competition.

Secondly, make a list of all the problems the prospect could face in the future if they don’t have your unique strengths.

Lastly, ask the prospect questions about these possible future problems. Look for mutual agreement on the costs that the prospect could incur as a result of those problems.

What we’re trying to do here is take the traditional Unique Selling Points (USP’s) and turn them into Unique Customer Benefits (UCB’s). If you can help the prospect to see how your offering is more relevant to their situation. If they hear your message and really feel that you’re on their side, you’re much more likely to win the business.

Never lose sight of the fundamentals when dealing with a fiercely competitive marketplace. People buy from people that they believe are similar to themselves, they buy from people that they like. People buy people in short. You have an opportunity to secure a sale if you’re in front of a client, you’ll struggle to do this remotely. If you’re on a face to face meeting you can judge the customers reaction to your proposal, you have an opportunity to question them more comprehensively. You’re there and the competition aren’t. For no other reason than that, if everything is equal and you’re there and the competition are no where to be seen then you can pick the order up and they can’t.

Competitive selling is for most of us unavoidable, and you therefore need to be able to handle it when it occurs. In some situations the only way you can beat the competition is by doing a deal. However it makes sense to avoid as many price-war situations as you can. To do this focus on your prospects wants and needs, understand where they’re coming from and where they want to go and you will really pull ahead from the competition.

New Start

Ken Trim — Thu, 16 Dec 2010 12:48:38 +0000

When’s the absolute best time for a fresh start? When is a good time to begin again, change what you’re doing, diversify?

When people enter a new calender year they often form resolutions that are all too soon forgotten. What started out as a great plan, soon becomes yesterday’s good intentions. Before you know it, many of us are back into the same old routine, making the same mistakes. We intended to get more done, make more calls, talk to more people. The ideas seemed excellent, the blueprint appeared spot on. We were optimistic, fired up and could see ourselves really making a difference. But alas all too often it doesn’t really happen; the best laid plans and all that.

Here’s a tricky little question. Why do we wait for a particular event in order to start over? Whether it’s a new year, or when we get back from our holidays, or at the beginning of the next month. Why do we insist on waiting for a special occasion before we can get going? In my mind this really doesn’t make sense. If it’s the right thing to do, then shouldn’t we just do it? We’re actually blessed with 365 new days every year. Each day starts again and yesterday is gone. The day finished and at some stage we probably went to sleep. then as if by magic we wake up approximately eight hours later and it’s a new day: a new beginning. We can start over, we can start anew, and more importantly we can do it any day we like.

Lots of us know you only really fail when you give up; you aren’t failing when you’re trying again. George Allen said, “People of mediocre ability sometimes achieve outstanding success because they don’t know when to quit. Most men succeed because they are determined to.” Someone else penned ‘It’s always too early to quit.’ Keep that thought at the forefront of your mind as you have another go at starting over. Success is very rarely far off. Search a little more and try a little harder. If you don’t quite succeed today, start again tomorrow.

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Sales and Tactical Marketing

Ken Trim — Fri, 18 Jun 2010 14:20:49 +0000

Preparation, hardly the most inspiring thing we’re asked to do is it? However, most of us know deep down that we should prepare, we should plan, we should be doing more of the groundwork. Well, here’s three key areas with reference to sales and marketing that we might benefit from thinking about…

1. In recent times public sector spending has come under greater and greater scrutiny. If the public sector make up part of your customer base, now’s the time to prepare for possible changes. I’ve said it before, and no doubt I’ll say it again if you know there’s a drought on the way, then start digging your well. Outside of the public sector business still goes on. The prediction is that growth will come from the private sector. That’s perhaps the place we should start to try and uncover some opportunities, try and find some new customers, market ourselves better and more effectively. Start to do some things that will help make the phone ring.

2. The very best run businesses suffer from natural attrition. Over time and for reasons beyond their control they lose some of their customer base. If this happens to the very best run businesses why do we sometimes think it won’t happen to us. However good your customer service is, you will come under attack from your competition, some of your customers will merge, be acquired and occasionally even cease trading. In short, over any time span, your customer base if left to it’s own devices, is likely to shrink. Yet again maybe we should be taking steps to attract some more new customers.

3. It also dawned on me the other day that you really can’t know everything, you can’t remember everything, we’re all human, we all have to re-learn certain tasks. If you’re not doing something every day, if it’s one of those jobs, projects or tasks that you only do occasionally isn’t it inevitable that you forget the odd clever short cut, you forget the very best way to do it. Of course on top of that, things change, new ideas, new technology could and should be taken into account. But, can you be an (up to date) expert on everything? Obviously you’re a better man than me if you think you can.

So what’s this leading to? Simple really, if you accept any of the points above then please talk to us about picking up some new sales and marketing strategies that will help. It costs pretty much nothing to talk, and who knows you might end up with a really good result. Drop me quick email or give me a quick ring, whichever is easier and let’s at least explore the matter.

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Manage Coach Train – Training pointers

Ken Trim — Fri, 05 Mar 2010 15:39:22 +0000

Training plays a vital role in the ongoing development of people and teams.

Improved attitudes, greater productivity, more sales, increased margins and company growth. We all understand the need to train Employees and Management to maximise their potential and help the organisation achieve its goals. A good trainer has the expertise, first hand knowledge and the proven track record to develop and deliver the very best in development training.1

Using original material and innovative, memorable techniques, I offer a range of courses, seminars and bespoke training programs covering the fundamentals of Sales, Service, Management and Marketing through to sophisticated negotiation techniques, presentation skills, time management, telesales or even topics such as effective interview strategies, delegation, managing change, etc, etc.

Awarded by the FreeIndex Sales Training Courses directory

You can benefit from a sales training course that instantly increases sales and can be tailored to your exact requirements. Sales training designed around what’s relevant to your people and delivered at a location and time of your choice! You can improve your sales, profitability and ROI through arguably the UK’s number one motivational sales training Company.

The effectiveness of your supervisors, team leaders and Management can be dramatically increased with the right help. If you want your staff to have a significantly more positive attitude to customer service, then look no further. Training can be the most cost effective way of improving the performance of your team. Companies, organisations and institutions right across the UK, both large and small, have benefited from my training expertise in providing them with a tailor made training solution to meet their specific requirements. But don’t just take my word for it:

“…your input has been exceptional. Without doubt you’ve contributed significantly to us picking up the pace and for that I thank you.”

John Massey, MD, Actimax Plc…Read more client quotes

Whether it is for a group of new or existing people I can design and deliver a course that is centred on the exact needs of your team and what you want to achieve. You can benefit from courses and seminars that cover the full spectrum of communication, Management and personal skills needed to be a top flight employee working for the very best organisation. Feel free to browse the site and don’t forget to enter your contact details in the ‘Contact us’ page. Thank you for your time.

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Tips and Quotes

Ken Trim — Mon, 01 Mar 2010 11:30:34 +0000

MOTIVATIONAL TIPS

Want to double or even treble your income? Then learn something new. “He that waits upon fortune, is never sure of a dinner.”

You can’t know what you’re going to end up with if you’re simply going to leave it to ‘fate.’ Better to take control and ensure the outcome is what you want.

“Less is more” – Ever noticed how some of us perceive a quiet individual as an intelligent one. Not always true is it? However, by sometimes saying less you don’t tend to put your foot in your mouth quite so much.

“Learn how to separate the majors and the minors. A lot of people don’t do well simply because they major in minor things.”

Returns only come after you’ve made an investment. Time spent learning is without doubt one of the best investments you’ll ever make.

MANAGEMENT TIPS

Planning does pay, we know it we simply don’t always do it. Taking a few moments to plan tomorrow last thing today is without doubt a top strategy.

SALES TIPS

“First impressions count” If you can’t be bothered or aren’t prepared to invest in yourself, how can you expect others to do so?

Persistence pays, pester power can be very effective. You only fail when you give up.

QUOTES (MANAGEMENT , TIME MANAGEMENT, MOTIVATIONAL)

“There are many ways of going forward, but only one way of standing still.” – Franklin D. Roosevelt

“If opportunity doesn’t knock build a door.” – Milton Berle

“Never begin the day until it is finished on paper.” – Anon

“The truth of the matter is that you always know the right thing to do.” – Anon

“Average people look for ways of getting away with it; successful people look for ways of getting on with it.” – Jim Rohn

“Be like a postage stamp. Stick to it until you get there.” – Harvey Mackay

“When everyone is looking for gold, it’s a good time to be in the pick and shovel business.” – Mark Twain

“People try to rain on your parade, because they have no parade of their own.” – Jeffrey Gitomer

“One man has enthusiasm for 30 minutes, another for 30 days, but it is the man who has it for 30 years who makes a success of his life.” Edward B. Butler

“Tell me, and I’ll forget. Show me, and I’ll remember. Involve me, and I’ll learn.” Marla Jones

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Ken Trim — Mon, 01 Mar 2010 11:29:57 +0000

I have used Ken to train both myself and my sales staff for many years now, and having dabbled with other trainers, have found Ken to be the best at imparting knowledge and skills, in a structured and positive way. He invests time in preparing course content tailored to my developing needs and somehow manages to keep it all fresh and interesting. His training has definitely helped me grow my business faster!

Martin Buckland MD Datasharp IC

…consistently delivered a very high standard…a positive impact on our growth…

Sukhpal Singh CEO & MD Euro Car Parts London (from £35 million to over £200 million in 5 yrs)

…sets an achievable pace that allows you to explore the subject matter in enough detail that it will be remembered for future use. The balance of humour and professionalism allows for compelling content that keeps the entire audience engaged and enthusiastic…

Richard Crossland Director Alfred Ashley Middx

…from the outset it was clear Ken understood our requirements and tailored his training to suit…all of our people have taken something from working with Ken…

Andy Porter BM Dowding & Mills Birmingham

…Many thanks for a few simple changes that has had a dramatic effect on the business…was a revelation…as a direct result we now…run a more profitable business…

Peter Shaw MD Website Development Devon

I first used Ken’s services in 2004 and have continued to use Ken for his excellent training ever since. I have attended courses with Ken for both sales training and man management training and I have sent staff members to Ken for him to ‘work his magic’ on several occasions. I would recommend Ken to any business owner wishing to take their business forward.

Graham Laker MD HH Design

…feedback from my staff has been excellent and we have seen an immediate improvement in both their attitude and how they have applied themselves…

Chris Goodman Director Focus 4 U Ltd Brighton

Ken has assisted myself and Co Director at CBVC by making us question and update our sales strategy. We can call on Kens vast experience when we are confronted with sales situations with which we are unfamiliar or on which we require some external insight and opinion. Ken has given us that little bit extra that gets us the deal.

Mike Manners Director CBVC

…I must say the training provided by Ken has always resulted in a financial return…

Mark Casey MD Marcom London

Ken runs great sales/marketing courses for people who have been in sales for years or are just starting their career, the great thing about Ken, he makes the whole course valuable to all the participates while staying focused on the course content he doesn’t forget to make it interesting and fun.

Tony Randall MD Randalls Office Furniture

…has an ability to present his audience with new angles on old problems…can help enthuse the most mundane…This is a rare skill.

James Every MD Hydrodynamix Kent

…since using Ken’s services…I have noticed (as have others within the business) a renewed enthusiasm…a noticeable improvement in professionalism…

Giles Cooper SD Commidea Kent

I have worked with Ken on many occasions over the last 3 years….His professional, punchy and enthusiastic delivery always ensures he ‘gets the most’ out of individuals and groups during training. I have used many training companies, but Ken is head and shoulders above the others, and I would recommend him to anyone.

James Stevens Sales Mgr Sky Blue

…I would like to thank you for your help and support in assisting me to get the full potential from my sales team, after a number of sessions we’re now acting in a much more focused and profitable way. We have achieved a jump in first appointment closes, and our honed price negotiation skills have led each of us being more profitable in each sale…

John Gillborn MD ICS Berks

…without the training on negotiation, I would’ve negotiated purely on price in the past…the old me would have offered a discount to make the customer happy, but instead I employed another of Ken’s tactics…they agreed… I reckon the cost of the training for that Friday has easily been made up in the profit saved on this deal…

BH Telecoms reseller Birmingham

…Ken’s approach is unorthodox…which the salesman can totally relate to and as such is able to “get under their skin.” I have personally sat in on some of his sessions…and have picked up lots of new tips for my own presentations. Ken will also tailor a course or session to meet an individuals requirements rather than just trotting out the same formatted stuff that some other trainers are guilty of. Overall I would thoroughly recommend Ken.

Mike Budd MD Budd Communications Bristol

…Thanks for putting together the “Time management and presentation skills” course…it was punchy, upbeat and all points came across well,…as I said at the end of the session, I would have no hesitation in referring others to your courses. You kept the attention and focus of all present and the fact that you’ve been out there and been successful in your own right almost certainly gives you the edge on others in your field…

James Emm Joint CEO Oak Telecom Dorset

Ken always manages to deliver his informative content in a way that clearly inspires audiences. Results speak for themselves, again and again, his illuminating and humorous sessions are always popular.

Bart Delgardo Consultant

…the savings we’re able to make went along way to paying your fees immediately. Furthermore we’ll be able to make the same sort of savings month in and month out…

Nick Collins MD DFL Uckfield

…provides great ideas on how to improve their sales techniques and in turn generate greater revenues…

Kim Jennings SD Scansource Surrey

…one of the most professional sales and business trainers around…able to impart sales skills, Ken can put across the business issues as well…

Richard Herman MD Retell Middx

…I bought Ken into train my sales team from a referral…and was delighted with the results…he has trained them individually and collectively to become a better team and I would strongly recommend him to anyone who has a sales team and wants better and more consistent results.

Matthew Lambert SD Uniworld Hants

…I have always found Ken’s insight into what helps you win more business absolutely spot on…

David Blake MD Technology Direct Hants

…genuinely thought it was one of the most interesting and well presented courses I have been on…

Darren Director JM Herts

…outstanding…absolutely the best…and perhaps most importantly your training is a masterful mix of ‘street smarts’ and sales principles…

Richard Director DTW Herts

Ken is a likable and infectious character. His training sessions are different and enjoyable…we come back to work infused and invigorated..

Nick Brandon SM First Office Kent

…sales have improved…also the training CD’s “Fit for purpose” and “Ready to Win” have helped me have a more positive attitude towards selling…thanks for your help…

Richard Jarman - Antalis Leics

…a quick note to thank you concerning one aspect of your training of which I am becoming a big fan…the results are very noticeable.

John Wright SD Opus London

…proving to be a big help with the development of our sales strategy…a great success for us…

Harvey Banner MD Banner Interiors London

Ken is someone I really admire. He’s taken his immense knowledge of sales and sales techniques, blended it with his infectious enthusiasm and ‘can do’ attitude, added in practical life coaching, then packaged it into something that can be delivered in a neat package that imbues his audience with the desire to get out there and win. I always have time for Ken

David Miller Director Convergent Design

…the response to your course was overwhelming…everybody gained…excellent…the messages in the course were clear, simple and above all in the real world. Thank you for an informative and inspirational day.

Angela Casperelli ASM Rocom Yorkshire

…your input has been exceptional. Without doubt you’ve contributed significantly to us picking up the pace and for that I thank you.

John Massey MD, Actimax Plc

…highly recommended…”

Phillip Barnett Director, Select Holidays

…extremely pleased…have seen very positive results…”

Chris Harris MD Telecoms

Informative & fun…very impressed! Got me thinking on many issues both for myself and my team…”

Ian Brown Sales Mgr First Class Business Solutions ltd

…everyone seems to have noticed a tangible benefit…we’ve had a record sales total in July and I’m sure your course played it’s part in that…”

Steve Wentzell MD Capital Cleaning Ltd

…very helpful program…excellent presentation…”

Linda Paschrisa Director Beeline Express Parcel Service

…it was a worthwhile investment of time and money…”

Pas Ruggiero MD Integra Ltd

…definitely head and shoulders above the rest…”

James Amies Director AJP Publishing Ltd

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You’ll Find What You Look For

Ken Trim — Fri, 26 Feb 2010 18:48:17 +0000

If they can update films, then for sure there’s no harm in updating old stories…

Imagine the scene, two families have emigrated and by coincidence are driving through a rural area of their chosen destination. The first family (let’s call them the Smiths) are a couple of hours ahead of the ‘Jones’s’

It’s a lovely sunny day and a farmer is leaning on a wooden gate admiring Gods handiwork when the Smiths pull up alongside the farmer and ask him what sort of people live around about. Before the farmer replied he asks them what sort of people lived in the area they came from? “A really despicable lot of liars, cheats and thieves,” came the reply. “Oh dear,” said the farmer, “Unfortunately I doubt if you’re going to find it any better around here.” Suffice to say the Smiths didn’t hang about and they sped off pretty quickly.

Several hours later who should pull up alongside the same farmer but the Jones. The farmer was still pondering his crop, the weather and life in general.

Mrs Jones asked a fairly similar question to what was asked before. She wondered “What sort of people are we likely to come across around here?” Exactly the same reply came from the farmer, namely he asked back “What sort of people lived where you started out from?” “A fairly decent lot in the main,” said Mrs Jones, “some pretty nice people, honest, friendly, and helpful.” “That’s good”, said the farmer “and you’re in luck because I suspect you’ll find pretty much the same type of people here about.”

The principal moral to the story is… when it comes to other people, their attitude, even their behaviour. To a degree (and here’s the kicker) you’ll probably find what you’re looking for. Maybe we should all think about:

a) Who we choose to mix with and

b) Whether we choose to see people in a reasonably positive light or whether we constantly search for the worst in others.

The parallel could be the current economic climate. If we keep behaving like its all doom and gloom then arguably our actions are helping to stifle any recovery. If on the other hand we set about raising our game, getting the best out of the team and generally focusing on going forward then we’re doing just that, going forward. We’re helping ourselves, we’re helping others and we’re helping getting the marketplace going again. Good for us.

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We Become What We Think About…

Ken Trim — Fri, 26 Feb 2010 17:52:16 +0000

Personally I think that most of us have far more control over what we do or say than we neccesarily appreciate. George Bernard Shaw said, “People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, they make them.”

Well, he’s got a point, hasn’t he? We become what we think about.

Of course the opposite is almost certainly true as well, the person who has no goal, who doesn’t know where he’s going, and whose thoughts must therefore be thoughts of confusion, anxiety and worry – his life becomes one of frustration maybe even fear. And if he thinks about nothing… he’s probably not going to get anywhere.

How does it work? Why do we become what we think about? Well, I’ll tell you how it works, as far as I know. Let me tell you about a situation that parallels the human mind.

Suppose a farmer has some land, and it’s good, fertile, productive land. The land gives the farmer a complete choice; he may plant in that land whatever he chooses. The land doesn’t care. It’s up to the farmer to make the decision.

We’re comparing the human mind with the land because the mind, like the land, doesn’t care what you plant in it. It will return what you plant, but it doesn’t actually care what you plant.

Now, let’s say that the farmer has two seeds in his hand- one is wheat, the other is nightshade, a deadly poison. He digs two little holes in the earth and he plants both seeds-one wheat, the other nightshade. He covers up the holes, regularly waters and generally takes care of the land…and what will happen? Invariably, the land will return what was planted.

As it’s written in the Bible, “As ye sow, so shall ye reap.”

Remember the land doesn’t care. It will return poison in just as wonderful abundance as it will wheat. So up come the two plants – one wheat, one poison.

The human mind is far more fertile, far more incredible and mysterious than the land, but it seems to work the same way. It doesn’t care what we plant…success…or failure. A concrete, worthwhile goal…or confusion, misunderstanding, fear, anxiety and so on. But what we plant seems to return to us.

You see, it’s been said that the human mind is the last great unexplored continent on earth. It contains riches beyond our wildest dreams. It will return anything we want to plant.

Massive thinking point isn’t it?

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