Easy lies the head that wears the Crown ?– Long to reign over us 60th Anniversary of the Qeen's Accession

Today 6^th February 2012 depending on how you look at it —  was the 60th anniversary of the death of the Last Emperor of India, or the Accession to the Throne of Queen Elizabeth II.

The British monarchy has to be one of the best known brands in the world. A Royal coat of Arms ' by appointment  to…is proudly displayed by many companies on their products and services.

Such endorsement helps sales in all kinds of products.

Her message to the nation given out at midnight today read

“I am writing to thank you for the wonderful support  and encouragement that you have given to me and Prince Philip over  these years.”

(Prince Philip is patron of The Institute of Sales & Marketing Management ISMM the foremost professional body for salespeople in the UK)

“..In this special year , as I dedicate anew to your service, I hope we will all be reminded of the power of togetherness , friendship and neighbourliness, examples of which I have been fortunate to see throughout my reign”

There were ceremonial gun salutes held in London.

At Hyde Park were fired 41 rounds — 21 for Her Majesty and 20 because it is a Royal Park. The salute was fired by The King’s Troop, Royal Horse Artillery at 12 noon .

Royal Salute "FIRE"

The King's Troop depart

Off back to barracks go the band

An hour later at 1pm, the Honourable Artillery Company fired 62 rounds at the Tower of London — 21 for Her Majesty, 20 because it is a Royal Fortress and another 21 for the City of London.

The Salute took place on the riverside, and because it is quite a narrow space, I was able to get up close

Yeoman in "Beefeater" uniform outside the Tower of London

Below Tower Bridge

They depart with a final salute

Selling Around the World - Spotlight on Germany where Business is " Rock 'n Roll"

Spotlight on Germany

 In this series of posts Fruitsofscuccesswithhugh.blogspot.com ( FOSWH) interviews sales trainers and businesspeople across the world. Their ‘on-the-spot’ experience and insight into selling in the countries they work in , is interesting and authoritative.

This post focuses on the state of Selling in Germany.

Udo Keller is a TACK colleague and experienced trainer (and biker) with whom I worked on a joint international conference in Spain  with a leading pharmaceutical company a few weeks ago.

Since my spoken German is limited to tourist survival German, buying 'laugenbrotchen' in Lubeck and singing choral and opera choruses by Wagner, Brahms , Mozart ,Mahler ,Beethoven  etc. Udo kindly conducted our interview in English !!!

Our Interview

FOSWH:            Germany has a worldwide reputation for nurturing young talent through a rigorous apprenticeship system in areas such as engineering but how is Professional Selling regarded in Germany?

Udo:                   Professional selling of products or services, like anywhere else in the world where free market economy is possible, is the key to the market. Germany is no exception. We have excellent professionals in research and development. We also have an excellent apprenticeship system. From a purely technical view Germany is already one of the leading nations, but in sales I see a strong development potential, which should be exploited. In technical apprenticeship professions this issue, if ever, is being discussed only in passing. Technicians still have the problem to argue customer-oriented and benefit-oriented. But even here you can notice a change.

FOSWH:             What do you see as the top three challenges for salespeople in Germany throughout the rest of 2012?

Udo:                    The challenges are to be able to turn out well the USP and the corporate culture, not only to sell goods or services, but also to win and keep target groups, and

...  a lived CRM including the professional and elegant use of social media.

FOSWH :            To what extant have Linked In, You tube, Twitter and Blogs ( Social media) been taken up by the B2B market in Germany? ( Please quote any application pertinent to Germany)

Udo:                     Linked In isn´t used as strong in Germany, except by persons and companies who are also more active internationally. The largest business social media platform in Germany is XING Twitter and Facebook follow. And of course there are many bloggers. In my opinion there's much more possible - especially for small and medium-sized companies.

FOSWH:             What if any are the current effects of the Euro to Sales within Germany?

Udo:                    This is almost a political question. Germany is export champion. But one reason for this is, unfortunately, that this is partly based on the costs of other countries which lack in turn their own export surpluses. If the Euro rises, the export is at risk. If it falls, revenues are missing.

These effects are felt by the distribution directly. I personally advocate for a strong Euro and a strong Euro-zone, which is reliable, fair and capable of action. Three terms that form the basis of sales.

FOSWH:              As a Sales Trainer within Germany what training methods go down particularly well in Germany?



Udo:                    Workshops work best. Here, participants can help shape and develop actively. And they do want it. Coaching sessions respond to special situations and they get more and more attention. Mere presentations or speeches are completely out. Interaction is absolutely essential.

FOSWH:             In your view over the last ten years what has been happening with regard to field coaching by Sales Managers in Germany?

Udo:                    Definitely more! Customers aren´t only interested any more in goods or services. They want to know who is behind it and with whom they are dealing with. The personality of a company plays a much larger role than it did 10 years ago. The same applies also for the sales manager. We focus our activities exactly on that.

FOSWH:             Over the last 10 years what changes in business dress and appearance have you noticed in Germany?

Udo:                        I n some areas it has become more casual. I think, the Germans are better than their reputation. They aren´t the stiff technocrats, but very modern and cosmopolitan. You are interested in intercultural and very focused in business.

 Nevertheless the dress code plays an important role. If we face our business partners in a suit, so we see this as a kind of reverence. We love good quality and show that, too. But today I can also ride with my motor-bike to trainings. 10 years ago that would have been almost unthinkable.

Business is Rock'n Roll!

FOSWH:                What is your favourite sales tip you like to share with delegates?

Udo:                       Lateral thinking. personality and authenticity.

Udo can be contacted through www.kellerconsulting.de 

TACK International Germany 

Snow in London February 5th 2012

Snow people family pose in front of the 'mother of parliaments'

Horse guards in the snow and slush

Putney Bridge ' Underground' Station

Icicles at the fountains in Trafalgar Square with St Martins in the Fields Church in the background

Boris' Barclays bikes in the snows

Snow on Nelson's Shoulder above Trafalgar Square

Westminster Abbey , a telephone box, a Red Double Decker Bus and snow on the Abbey Roof (see left)

1. Listen to Big Ben Strike  with the Peace Strike below

Selling around the world - Spotlight on Selling in Ireland after An Tíogar Ceilteach

In this series of posts Fruitsofscuccesswithhugh.blogspot.com ( FOSWH)  interviews sales trainers and businesspeople across the world. Their ‘on-the-spot’ experience and insight into selling  in the countries they work in , is interesting and authoritative.

This post focuses on the state of Selling in Ireland.

Peter Byrne ( PB) is a  TACK colleague and experienced trainer. (Scroll down for contact details)

FOSWH:           Ireland has a worldwide reputation for business but how is Professional Selling regarded in Ireland right now?

PB:                   “The approach to Professional Selling in Ireland is very much driven by the sector one operates in and the product or service provided.

 For example in professional services the approach to selling is focused on relationship selling. The ability to network effectively is essential, if you are out of sight you are out of mind.

The same applies to Financial Services, however this is changing and only in the past week I received two cold calls from Bank Managers canvassing my business!

In essence each sector operates differently, some will use relationship based selling, some solution selling and others more traditional product / service based selling (to name but a few).”

FOSWH:           What do you see as the top three challenges for salespeople in  Ireland throughout the rest of 2012?

PB:                   The business landscape has changed significantly since the global economic downturn. Ireland has been particularly challenged, however there is still business to be done and sales to be made.

Firstly todays salesperson needs to be very disciplined with their planning and targeting.

Secondly they must leverage all their skills to focus on customer/ client requirements and clearly demonstrate how they can deliver value.

Thirdly they must continue hunting for new business opportunities.

FOSWH :          Peter,  To what extant have LinkedIn, You tube, Twitter and Blogs ( Social media) been taken up by the B2B market in Peter?

PB:                    From a business perspective LinkedIn seems to have taken hold in the market. This is used as a networking tool and also for very targeted advertising. Potential customers and suppliers are also using it to research member background information. Twitter is more a social tool and the moment.

FOSWH:           What if any are the current effects of the Euro to Sales within Ireland?

PB:       As a member of the Euro there has obviously been great uncertainty regarding the currency’s' future. However as a country we are still receiving record Foreign Direct Investment and experiencing continued export growth.

FOSWH:           As a Sales Trainer within Ireland what training methods go down particularly well in Ireland?

PB:                   People always like to deal with the challenges they face in their roles. Therefore TACK Ireland always works with clients to ensure the most relevant examples and case studies are used in conjunction with our training content. Making training relevant to them, their business and their sector is always well received and dare I say it highly effective.

FOSWH:           In your view over the last ten years what has  been happening with  regard to field coaching by Sales Managers in Ireland? 

PB                      From what I have seen and experienced with clients the Celtic Tiger * resulted in the development some very bad habits in sales people and management. Due to the levels of growth and business many sales people became order takers and customer problem solvers.

Focus on coaching from the sales manager has been minimal.

"Today sales people have changed their behaviour and are back "selling". However I do not think that sales coaching has moved with this."

  Whilst coaching in general has grown in Irish business coaching by Sales Managers has not developed to the extent that it needs to.

(* Celtic Tiger is a term used to describe the economy of Ireland during the period of rapid economic growth between 1995 and 2007. The expansion underwent a severe reversal from 2008 with GDP contracting by 14%  and unemployment levels rising to 14% by 2010.
Moody's proceeded to downgrade Ireland's government bond ratings to junk in mid-2011.)

FOSWH:           Over the last 10 years what changes in business dress and appearance have you noticed in Ireland?

PB:                  I don't think we are different to any country in the sense that general business dress has changed and is varied depending on sector. However in sales it is still quite formal and at the very least smart casual.

FOSWH:           What is your favourite sales tip you like to share with delegates in Ireland?

PB:                    From my perspective the most important tips are the simplest:

 effective sales people always

•  plan and prepare;
• want to understand their customers business
•  and they  use their ears and mouth in the same proportions that God gave them ! 

 Peter Byrne can be contacted on peterb@tack.ie TACK International Training Ireland

Related Link

Selling around the world Spotlight on Germany
http://fruitsofsuccesswithhugh.blogspot.com/2012/02/selling-around-world-spotlight-on_06.html

Festival Masterclass in Body Language + 6 key aspects of Body Langauge in Selling - London Festival of Mime

The importance of non verbal communication in professional selling has been known for many years. It is important as much for us to ensure our body language is consistent with the message we are putting across to our buyer as trying to interpret their body language.


The  business books and courses advise us to  take into account Congruence by aligning both verbal messages and non verbal signals, Context of the situation and environment and Cluster of gestures. ( Scroll down for the six key behaviours)


Good Body language helps us build solid business relationships and trust with our buyer.


In addition to reading and attending workshops to keep up to date and refresh my technique in body language, I treat myself to a particular form of masterclass in body language by expert practitioners.

Each January in London we are particularly fortunate have a two week festival of the art body language with consummate artists performing at the London Festival of Mime ( now in its 45th year) as well as this year Cirque du Soleil, London with 'Totem' at the Royal Albert Hall.


These artists from all over the world show how humans can perfectly well communicate without words at all. Apart from the wonderful entertainment value they emphasise through the skills of mime and circus craft the power of body language.



On Sunday Jan 14th in the  afternoon I attended a matinee show by the  Baccala Clowns (Camilla Pessi + Simone Fassari) from Switzerland.

To some a ticket to a show ,
to others a certificate of attendance to a masterclass in Body language skills

 Their performance "PSS PSS" involves mime, juggling,  diabolo, acrobatics, trapeze, music and audience participation - all with no words sustained for over an hour.

In one sense the performance was like the stages of the journey of a ' sale'.


It was fully planned , researched with clear objectives - you can't do the acrobatics these two artists do without rehearsal.

Their purpose was  to entertain clearly through gesture. They knew how to keep our attention with interest peaks throughout the performance. So with a sale that must be paced with variety of stimuli to hold a buyer's attention throughout.

They questioned us through gestures and listened for and to our reactions just as we must do with clients.

 They came off the stage into the audience and involved the audience in both One on one encounters and in groups. Similarly in sales we must involve and engage our customer not simply talk at them.


Baccala Clowns showed us how conflict , co-operation, moderation and enthusiasm all need balance in both a physical and emotional sense.

Below are 6 behaviours relevant to selling that the Baccala clowns demonstrated with mastery.


They also knew how to close their show and leave us wanting more.

The London Festival of Mime runs from 11-29th January 2012 at various venues across London.

Go, watch, enjoy and Learn

Six key Sales Bootcamp bullets on Salespeople's  Body Language -  what to avoid  and what to portray to clients.

1. Lack of Interest

§Wandering eyes

§Rapid nodding

§Scratching, leaning on chin on hand, fiddling with pen, papers etc.

§Slouching, frequently changing position

2. Thoughtfulness and Interest

§Eye contact, 75% of time listening

§Tilting head

§Touching cheek, stroking chin, pinching nose, sucking specs

§Leaning forward to speak, leaning backward to listen, keeping still

3. Defensiveness

§Avoiding gaze, looking away

§Not smiling

§Clenched hands, folding arms, rubbing hands

§Leaning away, crossing legs, feet pointing away

4. Friendliness + Co-operation

§Looking at face

§Smiling, nodding

§Open hands, uncrossed arms, touching face occasionally

§Leaning forward, uncrossed legs, moving closer

5. Anxiety

§Rapidly blinking

§Licking lips, clearing throat

§Frequent opening and closing of hands, hand over mouth, ear tugging

§Fidgeting, leg jiggling, feet shuffling

6. Confidence

§No blinking, lots of eye contact

§Chin forward

§Hands behind back never touching face, steeplingingers

§Keeping still, sitting with legs stretched, sitting or standing straight

Wise Words

“A man’s gestures and postures provide a considerable demonstration of his dispositions and habits which sometimes as manifested in the most trivial actions…From outside appearances, from his gestures, words, movements, and the least externals, one can get to know the most important internal matters. That is where the saying comes from- to know someone from his face.”Aristotle, Ancient Greek Philosopher
From a old programme note in English National Opera’s Figaro’s wedding ( Marriage of Figaro)
Related links

Books

Book review 'Body Language in Business'

http://fruitsofsuccesswithhugh.blogspot.com/2011/07/body-language-in-business-book-review.html

Suggested Booklist

                        Title                 Author                                    Publisher       ISBN Number

                                                                                    and date

The definitive book of       Allan +  Barbara        Orion              0-75285-878-5

Body language                   Pease                         2004

People Watching                Desmond Morris       Vintage          0-099-42978-0

The Desmond Morris                                               1997,2002

Guide to Body Language

Gestures                               Roger E Axtell          Wiley              0-471-53672-5

The Do’s and TABOOS                                          1991

Of Body Language

around the world

Body Language Courses
Click for link for UK Bodytalk

Planning for Success 2012 - Manchester UK -TACK International

Venue for TACK's North West January event "Planning for success 2012"

Friday 13th was a brave choice of date to invite today's busy executives to a taster event yet the response was great. Over thirty delegates from the North and North West travelled to the morning event in Manchester hosted by Sally Moore - TACK International's North West Supremo.

On arrival delegates got stuck into the Danish Pastries, Bacon Butties, teas and coffees to set themselves up for a packed morning's programme.

Sally Moore opening the North West Tack 'Aperitif' event to a packed room Radisson blu hotel Manchester Airport

Sally introduced the event with a welcome and brief introduction of the team from TACK -Carole Hudson Sales Director, Mike Davis, Jonathan ( Coxy) Cox, Dawn Lacey, Annushka ( Nushi) Stach, Steve Braid, Lindsey Byrne and Hugh Alford.

The delegates came from a wide range of industries and services both large and small in sectors as diverse as  Water Industry, Coatings manufacture, Software, Insurance . Some had travelled some distance from the east coast  venturing across the Pennines!

The first discussion topic centred around the challenges of retaining high potential and experienced selling talent which the conference set about with gusto.

Then the conference split off to sessions on Negotiating Skills  with Lindsey Byrne or a workshop on Giving Constructive feedback with Steve Braid.

Lindsey ran a great negotiating refresher illustrated with video clips, 'Mike Reid crackerjack run arounds' and even a negotiation case study role play masterfully packed into a 40 minutes time slot.

"Negotiation training maestro" Lindsey Byrne with Hugh Alford

 

After Coffee Break the delegates either attended a session delivered by Steve Braid and Nushi Stach entitled 'Play your  performance management cards right' or an open forum meeting on Sales leadership challenges.

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Sir Brucie -aka Steve Braid and Nushi Stach - Playing your Performance Management cards right

 

The session also got to show TACK diverse approach to training. Steve and Nushi ran a session in a highly interactive way playfully adapting Bruce Forsyth "Play your Card rights TV Game" with serious learning embedded into the activity.

Hugh Alford - Open Forum Session on Sales Leadership in 2012

 

In the main room we ran a live poll using the pebble technology which enabled the room to benchmark themselves anonymously  with the results of  a recent TACK research Study,in  the manner of  a 'Who wants to be a millionaire' TV studio audience through a voting pebble system 

Hugh Alford facilitated  a wide ranging Open Forum session covering areas such as the relevance of Sales  Coaching today, Field Accompaniment, Recruitment, Communication with Sales teams, Sales Meetings.

The Classroom polling software was calmly controlled by 'cool as a cucumber' Dawn Lacey whose 'live' and deft mouse skills on the screen in front the audience made it look all deceptively easy.

We had wondered how much time delegates would need to make their selections on the pebbles which have response options for Yes or No, True or False, selections ABCD and numeric choice so we had a bell to advise delegates 'time up' but they were very quick to respond.

Following on from the Open Form Hugh Alford led a session on '20 +  ways to generate new business'.

The communication options in selling have changed due to the rise of Social Media with the likes of Linked In and Twitter.

 The group were mature enough to acknowledge that they would would recognise most of the ideas discussed but the real point was to search their souls and ask themselves that most difficult  of challenges to Sales managers and Sales people alike - Is it relevent? Do I do it? Should I do it more? Should I try it once again?

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Delegates at TACKs  'Planning for Succes 2012' in deep discussion- sharing and exchanging ideas for new business generation

The views from the engaged audience were both passionate and considered about Sales leadership. There was a lot of wisdom and experience in the room plus an generosity of spirit to share and exchange ideas for new business generation.

All agreed to focus on their top five and monitor their progress in the future months of 2012.


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TACK International North West - Sally Moore SallyM@tack.co.uk

 

Sally rounded off the morning with a session on the pros and cons of Networking  plus  a best practise brain storm finishing with a fun 'let's practise it exercise - introduce yourself to three people you have not had a chance to meet in the audience."
All departed with a 'goodies bag' plus the TACK  methodology of ideas learnt today to be used tomorrow

Let's practise our networking skills - delegates at TACK North West  event 'Planning for Success 2012"

Special Event

If you are looking for fresh ideas for your sales plans for 2012 why not apply to the Managing Sales Workshop hosted by Croydon Chamber of Commerce

Thursday 16 February 2012, 9.15am - 11.30am
Jurys Inn, Wellesley Road, Croydon, CR0 9XY
Cost: Complimentary to Premier Plus & Local members / £20.00 to non-members
BOOK PLACES ONLINE

 Related links

TACK International

Sally Moore - TACK -North West SallyM@tack.co.uk