by Mike Brunel | Nov 28, 2023 | Motivation and Mindfulness, Sales
“Year-End Goal Reflection and Planning”
As we approach the end of the year, it’s a crucial time to reflect on the progress we’ve made and set our sights on 2024.
During the holiday season, you might find it beneficial to take a moment and look back at your achievements over the past 12 months.
This period of reflection is not just about celebrating successes but also about understanding the hurdles that stood in our way.
After evaluating the goals you reached, pinpoint the factors behind these successes,
Then take a peak into the future and set some time aside to set new objectives for 2024.
Personally I always make a point to acknowledge and celebrate the goals I’ve accomplished.
This recognition is a vital part of the journey, reinforcing positive behaviors and attitudes.
However, it’s equally important to ask ourselves, “Why did some goals remain unfulfilled?” These goals were significant enough to be set, yet they remained elusive.
This self examination could be the key to understanding and overcoming the barriers to your success.
“What have I learned?
Some goals might have been too ambitious,
Or, I didn’t allot a realistic timeframe to achieve them.
Perhaps I didn’t dedicate the necessary resources, or my emotional commitment wavered. T
he passion and consistent effort I applied to my successful goals might have been lacking in others. Additionally, consistent monitoring and adapting were sometimes missing.
In my upcoming article, I’ll share strategies to overcome these obstacles.
These insights aim to kickstart your 2024 with clarity and a renewed drive to achieve your goals.
Until then, embrace the journey of selling and growing in 2024!
Mike.
PLUS, whenever you are ready…here are ways I can help you grow YOUR business.
1. Join my free Facebook group – Sales Mindset Inner Circle
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? it. Please make an appointment, and let me take you through the past, present, and future templates.
Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
by Mike Brunel | Oct 30, 2023 | Motivation and Mindfulness, Sales
“Transform your sales approach with our unique training, focusing on open-ended questions to boost engagement and close deals effectively
Introduction: Unleashing the Joy of Selling
How can we empower our sales team to embrace the joy of selling? Transforming the sales process into an enjoyable experience starts with cultivating the art of asking open-ended questions.
One effective exercise that we can implement in our training sessions is the “What’s in my Pocket?” activity, introduced to me by Stephen Pead, a cherished colleague and friend at NRS Media.
Understanding Open vs. Closed Questions
Before diving into the exercise, it is crucial to ensure clarity on what differentiates an open question from a closed one. Open questions are invitations for expansive conversations, whereas closed questions typically prompt a short “yes” or “no” response.
The “What’s in My Pocket?” Exercise
In this engaging exercise, the trainer conceals an unconventional object in their pocket, steering clear of predictable items such as keys or a handkerchief. Instead, opt for something slightly more unexpected, like a wedding ring or a bottle top. The goal is to encourage curiosity and thoughtful questioning.
Closed Questions: A Limited Approach
Starting with closed questions, instruct the team to pose ten inquiries, to which you can only respond with “yes” or “no”. Experience shows that this method rarely leads to the correct answer.
Open Questions: Unleashing Potential
Transitioning to the second part of the exercise, invite the participants to ask ten open-ended questions. These inquiries encourage elaboration and provide the salespeople with a greater context, increasing the likelihood of them deducing the hidden object correctly within just a few attempts.
Examples and Impact
For instance, a closed question might be, “Is the object in your pocket something commonly used?”
This query restricts the trainer to a brief and limited response. Conversely, an open-ended question such as, “How does the object in your pocket serve its purpose?” invites a detailed answer, providing valuable insights and leading to a more fruitful discussion.
Embracing Vulnerability and Leadership
The power of open-ended questions cannot be overstated. They have the potential to transform conversations, uncovering needs and desires that might otherwise remain hidden. However, it’s not uncommon for individuals to hesitate, fearing that their questions might expose vulnerability or uncertainty.
Training for Success
Herein lies the challenge and the opportunity for sales professionals: to embrace the role of a thoughtful leader, adept in the art of inquiry. By modelling this behaviour and investing time in training, we can instil confidence in our team and ensure they understand that not every client interaction will result in an immediate sale.
Conclusion: Building Meaningful Connections
Initiating meaningful conversations and establishing rapport are critical steps in aligning with potential customers. This skill set, which hinges on distinguishing between open and closed questions, is a prerequisite that our sales team should master well before engaging with clients.
By fostering an environment that values and encourages open-ended questioning, we pave the way for more meaningful interactions, ultimately enhancing the sales experience for both our team and our customers.
Mike (Make your questions be open ones) Brunel
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
1. Join my free Facebook group – Sales Mindset Inner Circle
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future templates.
3. Work with me one-on-one
If you want to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
Click the link: https://www.salesblueprintbook.com/book
Cheers
Mike
by Mike Brunel | Oct 23, 2023 | Motivation and Mindfulness, Sales
Start a Conversation with Yourself
Introduction:
A successful sales relationship relies heavily on the continuous dialogue you maintain with your customers.
Interestingly, this dialogue begins with the conversation you have with yourself.
When you understand how to communicate with yourself, your ability to listen to others improves significantly.
Think about your own “self-conversation in sales”
I realized this crucial lesson years ago during my tenure at a media company.
I was sent to a conference in Houston, Texas, shortly after ending a long-term relationship.
I’ll admit, I felt somewhat disoriented at the time.
The Catalyst: Discovering Personal Power.
In my hotel room, I stumbled upon an infomercial featuring a remarkably youthful Tony Robbins, who introduced something he called “Personal Power.”
Curiosity piqued, and I made the purchase.
Upon my return to New Zealand, a box bearing Tony’s signature awaited me.
Embracing Knowledge and Self Improvement.
I eagerly consumed the material, reigniting my passion for learning and providing tools to enhance my mindset and internal dialogue.
I diligently completed all the exercises and maintained a journal.
One invaluable skill I acquired was the art of asking myself meaningful questions.
This practice began with journal entries and eventually led to a transformative focus, yielding significantly improved results.
I am a great believer that one’s life often correlates with the nature of the questions one consistently poses to themselves.
When you prime your mental faculties to seek specific types of answers, your perspective shifts accordingly.
Asking, “What’s wrong with me?” may lead you to conclude that you are inadequate or undeserving of success.
Conversely, questions like “How can I use this experience to positively impact others?” encourage more constructive and empowering responses.
This shift in questioning enables you to discern a way forward, as opposed to feeling trapped at a dead end.
The Art of Asking Quality Questions.
Here are some examples from my past journal entries:
- What am I currently happy about in my life?
- Why does this particular aspect bring me joy, and how does it make me feel?
- What excites me the most in my life right now?
- What is the source of this excitement?
- For what am I most grateful in my life?
- To what am I currently devoted in my life?
Conclusion: Enjoying the Journey of Self conversation.
These questions illuminated the fact that positive inquiries foster a growth mindset, ultimately leading to more favourable outcomes.
By focusing on constructive and positive questions, your brain actively works on finding answers, even when you’re not consciously thinking about them.
Consider the vast difference between asking, “Why does this always happen to me?” versus “How can I learn from this experience?” These two questions set entirely different courses for the steps you take next.
Develop a list of empowering questions and integrate them into your daily routine, especially if you’re seeking a significant change in your life.
Over time, this practice not only transforms your self-dialogue but also the way you engage with your clients.
Enjoy the journey of selling, and remember the power of having the right conversation with yourself.
Have a good week
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
1. Join my free Facebook group – Sales Mindset Inner Circle
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future templates.
3. Work with me one-on-one
If you want to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
Click the link: https://www.salesblueprintbook.com/book
Cheers
Mike
