During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues … they ask. If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things.

Ask more qualifying questions
I know you probably think you ask enough questions but I’ll challenge you on this because most of the sales people I encounter don’t ask nearly enough good qualifying questions. Most of the sales conversation I listen to start with one or two questions before the sales person launches into his or her pitch.

Ask better qualifying questions
Stop asking weak feeble questions and start asking tough penetrating ones. Questions that make your prospect or customer think. Questions that separate you from your competition. Questions that make you feel slightly uncomfortable…at first.

Ask for the decision maker
If the person you are speaking to is not the sole decision maker you must ask to be connected with the real decision maker. You can accomplish this without alienating your first contact person by saying, “My experience has taught me that everyone has a different perspective on this issue. To avoid confusion, I have found that a conversation with all the key stakeholders saves time for everyone involved. Can you arrange that?”

Ask for the meeting
If you’re making a prospecting call you need to ask for that meeting or appointment. You can’t expect the other person to jump out of their chair and exclaim, “We have to meet!” You need to take the initiative to make that happen.

Ask for an introduction
When you come across an ideal prospect through your network, reach out and ask someone who knows that contact to make an introduction.

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Introduction
One of the most useful models I have found for understanding the learning cycle is the model described by Thomas Gordon as the “conscious competence learning stage model”. What I plan to do in this article is describe some of the “symptoms” of each part of the cycle, what learners need in this stage and give some practical illustrations.

Origins
According to the Business Balls website, “The California-based Gordon Training organization, was founded by Dr Thomas Gordon. He states that their Learning Stages model (called ‘The Four Stages for Learning Any New Skill’) was developed by former GTI employee, Noel Burch over 30 years ago.”

Stage 1 – Unconscious Incompetence
This stage can be best described as “blissful ignorance”. It’s the stage where learners actually don’t see the need for the particular skill at all. And if they think about it at all, it’s to assume that it’s either way beyond them or too easy to bother with. What’s needed in this part of the cycle in order to move onto the next stage is pain of some sort. Learners need to find themselves in situations where they struggle and realize that they actually do need to learn something. Let’s use the analogy of driving. In this stage, it tends to be assumed that anyone can drive and that it’s really easy to learn. The person may not want to learn until they are faced with a situation where they have to learn how to drive.

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We’ve all been there. How many of you have set up new year’s resolutions only to discover that you have slipped after the first week or been to a workshop and sworn that this time you are really going to achieve those dreams you have had at the back of your mind? The following article gives you five keys on setting goals that will keep you motivated.

Key One: Make them realistic, make them yours.

Key Two: Write them down.

Key Three: See them every day.

Key Four: Make it easy, set up strong support structures.

Key Five: Acknowledge and review regularly.
           

Key One – Make Them Realistic, Make Them Yours

Jung described a parent’s unrealised dreams as the most powerful influence in a child’s life. When you choose your goals, make sure they are your goals not anyone else’s. Also, make sure that the goals are realistic. For example, you may not be able to make the Olympics gymnastic team, but you could walk a marathon next year or work towards a high standard in yoga. Be honest with yourself about it and when the “yeah, but” tape starts playing remind yourself that you are not given a dream without the capacity to make it true. This is particularly true if you find that you have a recurring desire about something.

Key Two – Write Them Down

There’s something about the human brain that doesn’t seem to see things as real until they are visible or written down. Pick 3 – 5 goals that you want to achieve for the coming year and write them down. Make sure that they are measurable. Writing down “I will save money” is a goal, but writing down “I will have saved €4000 in the next 12 months” is more powerful.

Key Three – See Them Every Day

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