Like the political party conferences the audiences are activists – sales activists and sales enthusiasts – both those members of the profession not merely involved but committed to selling for the country through and out of the recession.
Those charged with making growth actually happen and not just talked about.
|Delegates fuel up before the second session|
of the ISMM Successful Selling 2012 conference
|Every seat taken in the theatre at ISMM |
Successful Selling 2012 Conference .
In fact they even had to put in an extra row during the break
The theatre was crammed pack with an audience attentive and involved by speakers who knew their stuff.
The ISMM had gathered together a super mix of speakers with different styles.
We had specialists in a wide range of aspects of selling.
Nardine Dereza was the anchor
master of ceremonies for the
ISMM's Successful Selling 2012 Conference
|The jelly Effect author Andy Bounds|
presenting Streetwise Selling at Successful Selling 2012
|Andy's call for action at the end to presentations|
Allan then moved on to mannerisms which intrigued the audience. From a cartoon of Mr burns from the Simpsons we saw how cartoonist highlight mannerisms and expressions which we immediately understand .
|Allan Pease getting us to interpret finger steepling as illustrated by his topical set of photos|
of German Chancellor Angela Merkel
|Allan pointing out the 'play face' of primates ,|
corners of the mouth turned upwards
|Allan then contrasted with the 'fear face' outer |
line turned downwards
The primeval hard wiring of fight or flight is still in our Primate origins and relevant at the first four minutes of meeting.
|It's how they (the Buyer) interprets our body language|
So our body language be no threat, interesting and accepting of them
Eyebrow, Playful face slightly open mouth
It reminded me that when Salespeople attend networking events with complete strangers we need to make sure our expression is the "people magnet look".
Great to be reminded of the importance of the importance of none verbal messages 60% - 80% of messages we emit and interpret.
I met up with Alan and Barbara Pease afterwards at the Expo show.
|Body language maestro Allan Pease with|
'over the top' handshake with Hugh Alford
|Hugh Alford with Barbara Pease she kindly signed|
my " well used" and notated copy
of The Definitive Book on Body Language
Larry Winget was wonderfully provocative and humorous. His message was a simple but home truth.
Success in Selling is about Hard work and Excellence.
This philosophy comes from us taken responsibility for our lives.
Although himself a motivation speaker he lampooned some of the nonsense doing the rounds on the conference circuit such as " secrets to success", the simplistic and trite 'new age' rubbish claiming all you have to be is 'happy or 'passionate' , 'touchy feeling' , 'positive attitude', " Do the Impossible" the ridiculousness of " 110%" ( when 100% is everything!) ".
More often than not it's what you do when you are not motivated which is what gets you to where you are.
He said that he had read over 4000 books on leadership, success etc. most of them were rubbish. There are probably only 18 good ideas anyhow.
They make thing more complicated than they are
Want to know the 'secret ' of customer care ?
- BE NICE !
Want to know the 'secret' of selling ?
- ASK ( again and again and again. If that don't work go see somebody else!)
Want to know the 'secret ' of Leadership ?
- GET OUT IN FRONT OF PEOPLE. Give them something to follow!
He also poo pooed ' love what you do' and all will be well. Larry said that the assumption often made of him is that his job was 'this stuff' meaning speaking on a stage.
He explained that most of his work is the grind of 200 days travelling which you have to put up with for the 70 hours of speaking on stage or in the TV studio.
Don't talk success and practise failure !
Then came the core of Larry's message.
Success requires SACRIFICE.
He finished with a simple but most thought provoking challenge- an action. ( I wonder how many actually took up Larry's challenge or did they talk success and practise failure.)
For all the laughter he was talking about human nature - you , me and himself.
He did not say this but Larry could have said it.
The word success only legitimately comes before work in an English or American dictionary.
|Grant Leboff of Sticky Marketing Fame|
at Successful Selling 2012
|From Product to Experience economies|
| James Denning at Successful Selling 2012|
to be posted shortly