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Wednesday, 17 October 2012

Hilary Mantel ,Will Self and Selling buy the Book - marketing difficult words Man Booker 2012

(Congratulations Hilary Mantel on winning the Man Booker Prize 2012.)



 
“Man , an alternative investment management business with a wide range of liquid investment styles including managed futures, equity, credit and convertibles, emerging markets, global macro and multi-manager, combined with powerful product structuring, distribution and client service capabilities.”


No ,
the above is not taken from the narrative of fellow Man Booker finalist Will Self’s Umbrella, which  according to one reviewer ‘has no breaks or chapters, but moves between strands without warning, in subtle shifts that occur from one sentence to the next. " The reviewer continued

" Each leap jolts the reader unexpectedly out of kilter. The novel is stuffed with ephemera, but luckily, its overabundance of imagery and sheer verbiage can be made to seem part of its subject matter. Self’s refusal to explicate for the reader makes it occasionally arduous going, but it is refreshing to read a book that makes demands rather than “unpacking” itself ’ "

No ,
the opening ‘prose’  quote is taken from the main sponsor's website for the premier Book Prize – the Man Booker Prize. The second  and third quotes came from the Guardian newspaper.
No doubt to high net worth investors and the literati , such language is understandable but for myself it is impenetrable. So what will motivate me to buy let alone read any of the Man Booker shortlist?
Apparently 25, 000 works of fiction were published in the UK last year – some 68 novels each day.
So how do they sell 'high level' literature in the over crowded book market ?
What do the writers, agents and publishers  need to do to make their offer stand out and differentiate from the crowd?

To introduce some sort of objectivity ,the book world introduce competitions, short lists and prize winners.



Hilary Mantel's 'Bring up the bodies' topped the displays
for the Man Booker finalists. Did Wasterston's know somethin ?...
Yesterday  October 16th the Man Booker prize winner was announced.


The competition's campaign helps to rise awareness in this sector of the market.

The promotional trail for the 2012 Man Booker Prize is some 10 weeks.

The long list announcement  was on 25th July               12 Books

He short list announcement on 11th September             6 Books

Winner announcement on 16th October                         1 Book

This works for the easy reading market as well.

I bought a paperback book “The Song of Achilles” by Madeline Miller.


I was not in a conventional bookshop but a branch of the supermarket Sainsbury.


The paperback version was on a special offer greatly reduced from the cover price of £7.99.


I did not recognise the author’s name. (This was not surprising as the book was her first novel.)


So there was some initial resistance in my mind


In some ways the situation was alien to my usual book buying habit. I was in an


1. Unusual environment for buying books


2. Cheap / discounted price often equates to poor quality


3. First time authors are a risk even if they have managed to convince an editor of publishing house.


4. How objective were the endorsement quotes which were from one author writing about another especially if they share the same publisher or agent etc.?


Probably what swayed my decision was that the book had won the Orange prize. The sticker on the front tipped the scales for me.

Amazon has transformed the book selling market.

Social media means we all have the ability to be book reviewers

Along with the long tail model of The Amazon approach they reference "...those who bought this book also bought…. Or X recommends Y "

Hugely successful as Amazon has been I still enjoy the experience of buying books off a real shelf even in a supermarket.

I like the feel of the book. 
I like to scan the pages.
I like straight forward pricing with no extras for postage and the opportunity to get stuck in straight from purchase and read not having to wait for delivery.

So what can the book world currently tell us about selling? They use a multitude of marketing communication channels/

      Good old fashion market trading still works in the book world..


I was in Victoria Station on the day the new JK Rowling book was announced. There was a lady crying outside the W H Smith store in the main concourse

“ It’s here. The book you have been waiting for .

Come inside an get your copy of JK Rowling’s new book”


In my local  Waterstone’s copies on the launch day were being sold at half price. Certainly by the end of the day many copies had been sold.

Books had ‘flow off the shelf’.

The following day the offer was £5 pound off the usual selling price.
 
 
 
 
 
   

Perhaps Will Self will wish to invest his prize winnings - should he win - in an "Umbrella Fund" - no doubt recommended by Man. For myself I will get a copy of Umbrella when it comes out in paperback -no doubt with a sticker on it!

Related links

http://www.bbc.co.uk/news/magazine-19592084  A point of view – prizes for all by Sarah Dunant

Saturday, 13 October 2012

ISMM Successful Selling 2012 a Wow and Wake up Call

The UK’s early Autumn  Conference season featured the Liberals at Brighton, Labour in Manchester the Tories in Birmingham and culminating with the country’s  Sales Professionals gathering at the Ricoh Coventry.

The ISMM’s Successful Selling is a great way to get your selling batteries re-charged for the last quarter of the year.
They have great speakers,  a chance to catch up with  professionals old and new and precious  time out to think ,take stock and focus .



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
We were well fed and watered at the breaks and the buffet lunch.


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 
Nardine Dereza was the ISMM’s  official host for Successful Selling 2012 event . She introduced the speakers and adeptly summarised their sessions . She shared the excitement with the audience, and  kept the event moving. Good job done.



         



The jelly Effect author Andy Bounds
presenting Streetwise Selling at Successful Selling 2012
Andy Bounds author of The Jelly Effect ( see review) gave us his streetwise selling approach.



Andy’s take on Client motivation is

Customers buy what we cause not what we do. Truly understanding  this notion will lead to

More sales

More contacts

More confidence

He stressed another way “ It’s about what they do as a result”

Questions and actions Andy asked of his audience were around communication

 

People like Stuff                                                               therefore I should give them …..

People like iinteraction                                                   ask good questions such as….

People like Stories                                                           practise story telling...

People like certainty                                                       therefore the customer  will  get…

In terms of getting  'Buy in' , Andy suggested that Options or choices of yes es were the most effective approaches.

Final slides in  your sales presentation Andy advocates should be have a more action centred "options" approach. ( dear I say a proper close rather than just coming to a close)
 


Andy's call for action at the end to presentations



 
 
 
Following was the master of Body Language, Allan Pease.
 
 I first saw Allan Pease some 30 years ago.
 
 He was brilliant then and still remains one of the best conference speakers mixing entertainment with top learning.
 
On every sales professional bookshelf or Kindle reading list should be The Definitive Guide of Body Language ISBN 0-75285-878-5 by Allan and Barbara Pease.
 


 
 
 
For his session Allan just concentrated on a few key body language skills for us to develop to become a "People Magnet" We need to get our body language right in the first four minutes of meeting a client or success is problematic.
 
 
Allan began with handshakes. Physical Impression  (' pressing the flesh' ) is after all a body language skill.
 
 
 

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
We are drawn to a smiley face emoticon because it is round. Babies are round. The smile is a play face smile and the eyes are dilated.

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.



Your life is your own fault ! etc. etc. etc


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
Grant Leboff – Selling has changed have you?



Grant’s opening challenge to the audience started with a story of an interview by  Steve Jones of the Sex Pistols  ending with the comment to the interviewer
    “It’s not about the music you silly cow!”

Essentially Grant was getting us to take a re-think of our offerings and what are business is.

Grant got us to focus on Value.

“What value do you add to your customer ?”

Buyers are much better informed than years ago. From research on the web they have got a lot of information about our products and companies. So when we make contact two thoughts come into their mind.


1.       Will this salesperson add value or  2.  waste my time.


Grant then expanded on his argument for what he described as Disruptive Selling

From studies by Harvard Business School 60% customer had diagnosed their problem before meeting a salesperson. They have already decided on their criteria for purchasing.  They then look for the cheapest solution to their self-diagnosed problem.

Unless Sales alter that paradigm – their reality , Grants argues, success will be limited.

Therefore we must give insight, expertise and offer case studies to add value.


The seller needs to consider how to get the buyer to re-think

What haven’t  they ( Byers) thought about ?

Grant also suggested redirecting our target focus from search for people in ‘need’ to those willing to ‘change’.

Does the client understand what you are selling ?

Grant views that the selling environment has changed.

From Product to Experience economies
 Pre World War 2 grant argued the environment was for selling products the through the second half of the century the selling environment metamorphosed from commodity market place through to a service economy which he illustrated by the ‘John Lewis model’ to today’s experience economy  as exemplified by  the Amazon model.


Today we can all ‘have a say’ and audiences want to have a say.

It is no coincidence , Grant argued, that the most popular TV shows were Strictly and the X factor.

Research of the last  X factor final showed that not only 21 million watched but 5 million were on line commenting at the time on facebook and twitter.

So Grant challenged us

What experience do we give our clients?

His suggestions of things which we can offer for the experience included:-


*      Case studies

*      Leverage Technology such as Linked In

*      Forums,

*      Blogs

*      90 % of web traffic is video – You Tube clips

“`Let people feel they want to deal with you.” This achieved through story.

Grant asked “What is your narrative? Your Story?”

This led Grant to lead into the importance of VALUES

He contrasted the  values of Gates, Jobs, Google and Zuckerberg

So what is your vision ?
N.B. " It's not about the music.."




  James Denning at Successful Selling 2012


 to be posted shortly




Related Links

Jelly Effect Book Review


Coffee House New Business Development


Sales Conversion Technique








Thursday, 11 October 2012

The 14 Day Selling Tips Blitz in 5 a day to go chunks

Not got time to attend training ?

5 A DAY Blog Bites

5-a-day mobile selling tips

Skills to learn , habits to unlearn and drills to re-learn.

Day 1


Day 2   



      Take time to think-      Develop the right mental attitude – be positive rather than negative.- Say “ You” more often. -Audit your Attributes Skills and Knowledge.- Find out the client’s personals motivators as well as the business ones.


Day 3

London 2012 Handball Olympians see themselves as Sales reps  http://fruitsofsuccesswithhugh.blogspot.co.uk/2012/08/selling-handball-to-british-public-at.html

Day 4

17 years planning for 4 weeks 1551 days planning for  1 day


Day 5

 
Day 6
 

Day 7




 

 

 

11.   Improve your product knowledge

12.   Maximise the benefits and minimise the cost

13.   Develop open questions

14.   Develop more benefits for each feature

15.   Smile

 

 

16.   Plan journeys to minimise time

17.    Set individual objectives - “Why am I here ?”

18.   Grade customers to use my time ore effectively

19.   Complete all the necessary paperwork / populate the CRM system after each call- do less important paperwork in own time

20.   Prepare telephone list the night before  the telephone appointment getting day

 

21.   Look for buying signals

22.   Listening actively

23.   Prepare some different closing techniques

24.   Look for ‘yes’ responses’

25.   Keep the chat gap to a minimum

 

26.   Ask my manager for help and support on critical calls

27.   Make more appointments – don’t just call on the off chance

28.   Don’t pounce

29.   Use appreciation technique for answering objections

30.   Make a list of objections I meet most often,  and prepare answers  for them

 

31.   Keep looking for you appeal for individual customers

32.   Avoid jargon

33.   Spend an extra 30-60 minutes on territory per day.

34.   Follow up enquiries promptly

35.   Use attention getters effectively

 

36.   Tailor the presentation to the buyer

37.   Set fall-back objectives

38.   Try to pre-empt common objections

39.   Don’t criticise the clients past decisions

40.   Structure your presentation  e.g. ABC

 

41.   Practise important presentations on a colleague

42.    Make more calls in a day

43.   Use the Pause & Reflect technique to assess yourself

44.   Sell internally – practise good human relations with my colleagues and internal staf as well as my customers

45.   Remember Buyers “likes and dislikes”

 

46.   Polish up your telephone technique

47.   Set aside time  to do research on existing and potential customers

48.   Plan my territory

49.   Find out more about my customers and their organisations

50.   Identify other contacts within customer organisations

 

51.   Use Open and Probe questions

52.   Identify unique features of your product/services

53.   Keep notes during the sales call, and be prepared to use a summary close where appropriate

54.   Be punctual

55.   Identify my own training needs

 

56.   Discuss my training and development with my manager

57.   Identify those clients I can use  as references  and get their permission to use their names

58.   Keep all my sales aids clean and in good condition

59.   Use the evening to plan the next day

60.   Use silence occasionally