Transcript:

 

ALEX:                    

Hello everyone, I’m Alex Smith we’ve got Rupert Honywood as usual with us from Business Growth Bureau and what we’re going to be tackling them now is actually we’re going to be going into a bit more of a personal journey and talk to you how do you kind of handle self-sabotage in a sales based environment. Now what we’re going to start with actually the individual basis kind of one-to-one if you’re a single consultant, mentor, trainer, coach and then we’ve actually going to be talking about Rupert’s to personal experience we used to run a company of 65 strong. So let’s start with Rupert initially if I’m a sole consultant and I’m in a sales environment what do I really needs to be thinking about to keep myself on a positive kind of mindset. (00:34)

 

RUPERT:

Yeah, I think relating to that it’s about surrounding yourself with really good people so maybe you’ve got other associates you can work very closely with but also actually just going out physically doing stuff going on networking meeting other like-minded business people communicate people all the time you get a lot of confidence from that which is really good.

One of the things that we tend to find with a lot of coaches, mentors, trainers, consultants, believe it or not is on the first surface they exude confidence and expertise and skills but actually behind it all there can be lots of things which really holding us back. And one of the things that we find now as well as is that, for example if you’ve got the best lead generation prospect nurturing sales optimization process in place to bring a really strong lead flow of opportunities coming through to bits, let’s assume that’s all working fine for you we cover losses and some of the other videos what we tend to find is when there’s opportunity then hand it over to our clients the lack of confidence part is really holding people back and that impacts people two ways: one, is that they’ll delay actually following people through when opportunities are coming along but also they may have a real fear of closing those deals or opportunities. (01:46)

 

ALEX:                    

And why do you find that is that when we speaking to our clients again for people watching selecting they might be able to relate. Why they sometimes struggle to close this piece of business? (01:55)

 

RUPERT:

I think there can because a lot of people we come across is just such nice genuine people to actually ask for the sale or ask for the deal people it’s not in people’s comfort zone it’s especially I think a bit of a British thing the Americans for example tend to be a little more, a little bit, little much more open to this type of thing but also think fundamentally we’ve come a little bit lazy with the evident of social media and all this other type of stuff it’s much easier to engage with people online there or through email. For example email in particular is one of the mediums you have to be particularly careful or cause things could get misunderstood or the real passion enthusiasm have for something it just missed.

So actually the skill of you be able to communicate over the phone or through video conferencing or through meetings is absolute vital. You better get to get your core message across clearly and also be able to interact in such a way they’re asking lots of questions and the good thing is you don’t need to put yourself in a place where you are directly having to ask the cell.  If you position things properly a lot of things a lot of the time you’ll find the cell terms naturally happen because we need to frame things such in the right way that people are most ready to sign the order form. (03:13)

 

ALEX:                    

I suppose it’s a good time to mention we actually have in one of our webinars that we have, we actually have an entire of kind of I suppose you’d call it a 15-minute slot in terms of actually how you deal with a consultative sale process but actually how do you get over self-sabotage and actually how you handle that. Now be quite good to realize for people watching but or listening sorry that if you were to identify three main areas of self-sabotage what could they be?  We’ve already identified a phone call in the follow-up what other areas could they be? Starting in general maybe? (03:41)

 

RUPERT:

It’s starting in general? (03:42)

 

ALEX:                    

Starting so like starting out so people might think I want to start this business I put this great idea or what this great concept, this great service. I’m not sure I can actually put it off would that be a one that we can maybe talk about. (03:52)

 

RUPERT:

People maybe have a great vision and passion for their product or service but actually when it comes to putting it out there that can be real issues of a lack of confidence again and possibly the fear of rejection can be a really big thing around all of this (4:08)

 

ALEX:                    

Yeah and also there’s so I suppose the third thing so obviously we’ve covered actually the follow-up so we’ve started the business with leads coming in but the follow-ups obviously crucial we’ve now just talked a little bit about in terms of getting that business going what would be the 5 final thing of maybe true self sabotage in terms for running a business? (04:25)

 

RUPERT:

I think the voice is that inside your head. Now we all have days which are off days we just have bear to deal with those and actually cut through it and go on. There’s an opportunity all over the place. (04:39)

 

ALEX:                    

Obviously you’ve been in business for quite a while now in your own personal experience what have been some good ways have been able to come overcome those bits of self-sabotage? (04:48)

 

 RUPERT:

Yeah, it might be a good point for me to mention as well about a different type of scenario where possibly I was running a large company because there we had a team of 40-45 telesales people and some of those people, some of the best salespeople ironically enough also tend to be possibly some most highly strong ones because they were so full of enthusiasm and passion and so would love the products that when it came to it people bought in that passion at the other side of the phone.

I would actually with you know being fairly easy case we had to close that opportunity down but equally quite often there’s very same people the following day something would happen at home they come into the office or it may be that they’ve been at a party the night before and they can also be that some of the worst performers as well. So it’s about trying to engage with your team as much as possible to get the best out of them. And also making sure you give them as much support as you can because quite often they have the same challenges that we have you know there is that inner voice sometimes telling us that we can’t do something. (05:51)

 

ALEX:                    

Which is actually a really interesting point because it’s probably quite a good time to come onto to remember the most crucial thing to take away from all of this. Is that whether you’re running a business on your own or whether you’re the manager or a leader with inside attainment just remember you are a human being as well.

What goes on outside of work will usually directly or sometimes indirectly affect you inside of work and vice versa. Now with this, with this in mind it’s probably good to think about how that you should see them as two separate places for an example of that but if you’re a sole consultant or you’re working from home, it’s very important to have different sectors of the house that you work through. So for example put it into the garage your working space put it upstairs out the way of everything else. That once you have finished the working day for example you can go to a completely different environment the front room different areas of the house that you’re not in that same environment all day long.

And the same with the work as well if you do work at home get out of the house make sure that you can have your time for yourself if it’s just work, work well, work all the time there’s no wonder you’re starting to burn out and starting to really struggle with that so that’s something maybe two to really take into consideration. Obviously this is just a bit of, a bit of a bonus session so I suppose we’ll probably wrap it up there. Hopefully you’ve enjoyed listening today or watching on one of our streams, so thank you so much for joining us and we’ll see on the next video. Thank you so much. 07:06

  

RUPERT:

Thank you. 07:07