5 Key Principles That Apple Use To Keep Us Hooked

It was just announced that the new Apple Watch comes out on 24th April and already the excitement is building. For some people, the lure of a new Apple device is so powerful that they will stand in line for days to be the first person to get their hands on one. 

This phenomenon has been a feature of every Apple product launch for the last 10 years but, why do people still get so excited by a new device from Apple? 

The buzz doesn't only arise from the innovative products, it's the way the technology giant launches them too. They are very deliberate in the way they build the hype leading up to a launch and while the exact formula is a closely guarded secret, there are some principles we can observe to cause such a frenzy.   Continue reading

The 5 Keys That Make Your Competition Irrelevant

All happy companies are different and rarely need to compete on price. All struggling companies are the same and are forced to compete on price. 

Creating incremental improvements to your product or service will do nothing to differentiate you in the market because everyone else is making the same incremental changes. You can't just be different, you need to be meaningfully different. 

Here's how... 

Having worked with thousands of entrepreneurs from around the world and interviewed men and women who have built multi million dollar businesses and hugely successful personal brands all agree that at a strategic level, the 5P's (Pitch, Publish, Product, Profile & Partnership) are the primary drivers of influence. Watch a video on the 5P's by clicking here. 

Buried beneath those 5P's however are five hidden differentiators that comprise the raw materials that give the 5P's their impact. 

If you're unclear about any of the following five principles, you will experience inefficiencies at all scales; the most obvious being a lack of available time and cash. 

Refining the following as isolated components will yield little measurable effect. It is only when animated by the 5P's that the product of the whole becomes far greater than the sum of the parts.    Continue reading

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Business Owner Help | Play Short Video Below

Sales Team Results. 5 Easy Fixes.

Sales Issue 1. Low Sales Lead Conversion

In field or internal sales, a low sales lead conversion would be less than 45%.

To determine what maybe causing this, investigate:

• What it sounds, looks and feels like engaging with your business as the customer (mystery call)?
• Is the team demonstrating a genuine interest in the customer and how do they show this or are they just pitching or worse, following a script?
• How does the marketing process and early stage of the sales process prequalify the leads?
• Are you using your sales time to sell to your true Avatar or just tire kickers?

Sales Solvers
– Shift Sales Mindsets; Define Avatars; Adjust Sales Process; Improve Sales Conversation Skills.

Sales Issue 2. Discounting or Too Many Giveaways

Discounting significantly impacts profitability, and brand and value perception.

To determine what maybe causing this, investigate your value proposition:
• What value do we offer and how important is that to each Avatar?
• How do we illustrate and articulate value in our written and oral communication and through the people representing us in the market.
• How skilled are the team to build dissatisfaction or desire through the sales process?
• Is your culture supporting ‘discount to compete’ or ‘differentiate to compete’?

Sales Solvers –Define Your Avatar; Articulate Value Proposition; Build and Train Questioning Skills; Internal Messaging.

Sales Issue 3. Don’t Know Why We Loose Sales – What the Numbers Say!

Many businesses we work with don’t know what is that is loosing them sales. Here are some CRM ratios and what potential causes these ratios may highlight.

Sales Solvers – Adjust Sales Process; Review Proposal; Train Pressure Free Selling Skills; Define the Buying Stages; Train Buyer Types and How to Sell To Each.

Sales Issue 4. The Endless Follow Up

Many sales people complaining that they are loosing a sales once the get to the follow up stage.

To determine what maybe causing this, investigate:

• If you measure performance by ‘the number of proposals’ or the pipeline total, which has it largest total once a proposal has been delivered. This can drive sales people to rush the sales process just to get to a proposal. Then the never-ending ‘follow up’ process begins.
• If the sales person is offering to present the business a proposal, or it is requested by the customer.
• Is the proposal benefit laden or feature laden?
• The difference to sales if you email a proposal versus presenting a proposal.
• How they are arranging and conducting the follow-up calls?

Sales Solvers – Review KPI’s and messaging; Adjust Sales Process; Train Proposal Presenting Skills and Follow-up Skills; Define the Buying Stages.

Sales Issue 5. Sales Cycle is Too Long Unnecessarily

The sales process and sales people’s behaviours can elongate the sales process

To determine what maybe causing this, investigate:
• What preplanning is done – is there a clear ‘advancement’ objective?
• How much time is dedicated to small talk vs commercial conversations?
• How often do you need to go back and ask more questions?
• When are the other stakeholders joining the sales process from your business and from the customers?
• If sales people understand the buyer signals to determine to move forward?

Sales Solvers – Review Planning Expectations; Train Advancement, Questioning Skill; Define the Buying Stages, Sales process and Expectation of Internal Stakeholders.

Improving sales is more than sales training – a sales team takes five areas to be aligned to really shine – Strategy & Standards; Systems & Processes; Sales Skills; Sales Coaching; Success Rewards

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