Peter Fletcher

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9 traits of great sales people

January 17, 2014 by Peter Fletcher

Woman selling lemonade

Top sales people share 9 traits. Waiting for customers to show up isn’t one of them. Image: City of Boston Archives http://www.flickr.com/photos/cityofbostonarchives/

Have you ever wondered why some sales people seem to effortlessly outperform their peers month-in-month-out?

Well, research conducted on sales people from a group of mid-sized companies in the US has found that top sales people shared the following nine traits.

  1. They see themselves as equals with their customers. Their role is to solve the customer’s problem. They show them respect, but never deference.
  2. They’re comfortable talking about money. For them, money is an expression of value, not something that’s out of their control.
  3. They’re comfortable with silence and use it as a way to allow the customer time to process information and seek clarification. Silence is as much an expression of their confidence as what they say.
  4. They challenge the decision maker if they make a material mis-statement of fact. That takes faith and confidence in their product and their research.
  5. They’re well prepared. They turn up with a pre-agreed agenda, with the necessary research at hand, and well rehearsed presentation.
  6. They don’t rush. They move slowly and deliberately.
  7. They ask great questions. These questions are primarily focussed on what something means rather than what it is.
  8. The follow up really well.
  9. They’re good at all the above, not just their favourite. In other words they work constantly on improving themselves.

Filed Under: Daily blog, Motivation Tagged With: performance, personality traits, sales performance, selling skills

Zen and the art of the cold shower

January 16, 2014 by Peter Fletcher

Rock Garden, Ryoanji Temple, Kyoto, Japan.

Rock Garden, Ryoanji Temple, Kyoto, Japan. Image: Jim G on Flickr http://www.flickr.com/photos/jimg944/

Some conversations change our lives in ways that can’t be imagined or predicted at the time.

For me, one of those conversations took place at the end of a Zen meditation retreat.

Zen retreats are the Olympic marathon of meditation. They’re long and intense and are definitely no place to float away in some cloud of spiritual bliss.

For me they were just plain hard work.

The retreat would start at 5am with the sound of 3 bells. For the rest of the day we sat in total silence working on our koans.

My knees screamed in pain but there were no words. Just silence.

We sat like that for hours. The final bell of the evening sounded at 9pm.

Through it all the silence descended like a big dark doona, exposing thoughts to the glare of awareness and revealing the never-ending chatter of the monkey mind. 

At the end of the retreat the students share a simple lunch together and chat, slowly coming back to the speed of secular life.

On this occasion I got talking to a fellow student about cold showers.

“I could never have cold showers,” I said.

“Yes, you could,” came the response. “You just choose not to.”

“You’re right,” I said. “But not during the winter.”

“You could,” he said. “You just don’t want to.”

He was right. A seed had been planted.

On May 11, 2008 something happened where I was forced to have a cold shower. Maybe it was a broken hot water system. Maybe it was the Veranus Island gas explosion. I can’t remember but I had to have a cold shower or not have one at all. 

I fought it and thought about every possible way to avoid the sting of that cold water.

And then the conversation with my zen friend came back to me. My fear of cold water was all in my mind.

So I climbed into the shower and turned on the water.

It was cold. Very cold.

But as I towelled myself dry I realised I wasn’t dead. In fact I wasn’t even cold. Far from it.

I felt alive, invigorated, pumped, as though I’d just overcome a demon and conquered something big.

But it was one cold shower.

That proves nothing, I thought.

During the course of the day I made a decision to do it again. After my next cold shower I decided to go a week without cold showers. The week turned into the end of winter, which turned into the end of the year, which turned into a year.

One year turned into two, two to three. The rest is history.

So what’s the secret to having cold showers.

The technique I now use I pinched off Bear Grylls. He says that if ever you have to swim in really cold water breathe out until you’ve expelled all of your breath. That stops you from having that take-your-breath-away feeling.

So now I get into the shower, turn the cold tap on, then start breathing out as I step under the water. I keep breathing out until every last drop of my breath is gone.

Guess what? By the time all my breath is gone I can’t tell the difference between cold and hot water, even in the middle of winter.

And now, with nearly 6 years of cold showers under my belt I’m disinclined to start having hot showers. Every time I step under that cold water, especially during the winter, I’m reminded that I have the power to choose the way I respond to my circumstances.  

Filed Under: Daily blog, Life strategies Tagged With: choice, cold showers, meditation, power of the mind, zen

Found a cool idea online? Sharing it is as easy as 1-2-3

January 15, 2014 by Peter Fletcher

Modern Staircase by Toronto Architects & Designers Wanda Ely Architect Inc.

If you’re looking for inspiration for your next renovation or building project, check out Houzz.

Houzz is a place where you can find everything you need for your next renovation project. From inspirational photo boards to tips and expert advice the site has it all.

They even have smartphone apps, which are a great way to while away the time in a doctor’s surgery.

Their regular email newsletter has heaps of cool ideas. This one is about a convertible courtyard in a house in Melbourne.

And the real purpose of this post?

It’s to show you how easy it is to share cool content.

The content below comes direct from the Houzz website. They provide an embed link that allows you to place their content on your site.

It’s literally copy and paste and you have something that you can share with your friends or clients.

Add some commentary, as I’ve done here, and let your readers know why you found the article interesting.

Of course you can do the same thing with Slideshare presentations, YouTube and Vimeo videos and Flickr photos.

Houzz Tour: Convertible Courtyards Change the Game in Australia

Kitchen designs, bathroom designs, and more ∨Ideas for your living spaces, lamps and landscape design.
Find a wall shelf, customizable closet organization and stylish furnishings to whip your closet into shape.

Filed Under: Daily blog, Marketing Tagged With: Houzz, renovation

How a game the Eagles lost taught me to use my iPhone less

January 14, 2014 by Peter Fletcher

Workers playing on their smartphones

Smartphones are useful but not if they get in the road of true connection. Image: Micah Maziar http://www.flickr.com/photos/mzwp/

In June of 2013 I watched the Eagles play the Bombers at Patterson Stadium. At the time the Bombers were embroiled in a drugs scandal.

The game was a cracker.

At half-time the Eagles led by just 3 points. By three quarter-time they’d manage to push that margin out to 17.

With Job Watson being jeered every time he went near the ball the Bombers had a lot to do. But it was clear they were far from beaten.

It was edge-of-the-seat stuff.

As you probably know, I like to observe. And through the course of this pulsating game I’d spotted a young kid sitting not far from me.

He was playing on his iPhone.

While the rest of the crowd booed and cheered and tried to will their team over the line he was hunched over his phone seemingly oblivious to the theatre that surrounded him.

Now I’m no stranger to technology but I felt a sense of sadness mixed with outrage.

I was sad that this young bloke was missing the spectacle of a titanic struggle and I was outraged that someone had paid good money for a ticket only to have the kid ignore the whole match.

Over the months since I’ve become more acutely aware of our apparent addiction to small screens.

And it’s not just young people.

It’s people of my age and older who are addicted to iPhone notifications but won’t do anything to stop them. It’s tourists who visit the Grand Canyon and see the whole thing through the screen of their smartphone camera. And it’s people who go out to dinner with their phones next to their plate, the whole time taking sneaky peaks to see if they’ve received a text or Facebook notification.

I see this addiction as robbing from our families and communities a sense of deep connectedness.

But there is a better way.

That better way is to make using technology a choice, not a reaction.

Along with a few other goals, I’ve made a decision to spend less time with my phone this year. Sure, I’ll still use it – probably more than most – but it will be on my terms.

I’ve already setup Do Not Disturb so that the phone isn’t buzzing and blinking during the night.

And I’ve stopped taking it to the toilet with me. Seriously, I never did that. It’s weird.

So what’s your take; do we use our smartphones and tablets too much?

Footnote: If you’ve read this far you deserve to know that the Eagles lost 13.13.91 to 15.8.98. It really was a sad night.

Filed Under: Daily blog, Life strategies Tagged With: choice, iPhone, phones, smartphone

Perth fire heroes

January 13, 2014 by Peter Fletcher

Our local volunteer firefighters are true heroes.

They’re people like you and me. They work to put food on the table for their families. They play social tennis on Sunday afternoon.

Except they didn’t yesterday.

Instead, they put their lives on the line to protect their friends and their neighbours and people they’ve never met.

Let’s pause for a moment and say thanks to these men and women.

Their spirit is what makes this city, this state and this country so great.

A firefighter struggles to save lives and homes.

A firefighter struggles to save lives and homes. Image: DFES

A firefighter and fire tanker dwarfed by a raging bushfire.

Let’s get this job done. A firefighter directs a tanker driver. Image: DFES.

Fire truck almost engulfed in flames

A fire truck is dwarfed by flames as firefighters struggle to contain an inferno. Image DFES.

 

Filed Under: Daily blog Tagged With: firefighters, fires, Perth, Perth fires, volunteers

Let’s start finding some real heroes

January 12, 2014 by Peter Fletcher

 

Lance Armstrong competing in the Tour Down Under

Disgraced cyclist Lance Armstrong was a hero to many. Image: Paul Coster http://www.flickr.com/photos/paulcoster/

We want to believe in heroes. We create them from our athletes, our business leaders, and artists.

Their story is always about overcoming seemingly insurmountable obstacles to achieve a lifelong dream.Through it we experience hope and inspiration and the belief that we can do and be more.

We see in them the ambition, the commitment and the dedication we wish we had too.

But all too often, the edifice crumbles when we take a closer look. It did with Lance Armstrong and Bernie Madoff and Jimmy Savile.

So instead of looking for manufactured, celluloid heroes, let’s start looking for the heroes in everday life.

Heroes like the Nigerian mum who fetches water from a distant well each day so that her family might survive. Like the father from an Indian slum who risks his health working in a recycling yard so his son can have an education. Like the teenager who selflessly takes care of her disabled mother while her friends go out to party.

People like these are the true heroes, and yet they’re rarely acknowledged. Their determination and courage and commitment is present every day, but sadly it’s seen by only a few.

These heroes could be your Mum, your Dad, or Joan from down the street.

Come to think of it, they could be you.

Filed Under: Daily blog, Motivation Tagged With: Bernie Madoff, heroes, Jimmy Saville, Lance Armstrong

In 2014, commit to learning

January 11, 2014 by Peter Fletcher

Man teaching child how to ride a bike

In 2014, commit to learning. Image: Aaron Brinker http://www.flickr.com/photos/sahdblunders/

If you want to be successful this year you need to be learning, says marketing guru Siimon Reynolds.

The world is moving too fast for us to do otherwise.

Business is changing uber fast. The cold hard fact is that if you want to succeed at a high level you simply must continually learn new things- sales techniques, time management, finance, leadership, marketing, mind strengthening, brand building, strategy- the list is endless. It can be daunting to think about all the things you don’t know, but that shouldn’t stop you from stepping forward and learning more than you knew yesterday.
In today’s business world, more than ever knowledge is power. Commit this year to dedicating yourself to learning more about what counts.

Today I spent hours learning about Infusionsoft. I learned about creating marketing plans and embedding Infusionsoft inquiry forms onto my website.

How about you? What did you learn today?

Filed Under: Daily blog, Motivation Tagged With: Business, learning, professional development

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About Peter

Speaker, trainer and coach. I write about living, loving and working better. Love a challenge. More...

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