Selling: It’s the Why, Not the What!
Reading Simon Sinek’s book “Start with Why” has me thinking about the reasons why some of us may enjoy the sales field. Why do we do what we do?
Some may enjoy the challenge, the thrill of the hunt. Others may do it for the money. Then, there are those, like myself, who do it because they enjoy helping people. They may even go so far as to assist the client with a competitor who has the product or service best suited for their needs. That sounds far-fetched, but that may truly help your client. Few forget that kind of assistance.
Now, it also helps if you carry products, or offer services, that create solutions for your client.
For example, I sell Mobotix security cameras made in Germany. They are innovative and technologically advanced security systems. Mobotix is not inexpensive, and I do not apologize for that. Why? It’s a matter of perspective.
Other cameras are less expensive…initially. However, their life cycles tend to be short. Motors freeze in cold weather and stop functioning. Heaters for these motors can also overheat and the camera becomes limited in its usefulness. The image a lesser expensive camera produces may be fuzzy or distorted. The point is that lesser expensive solutions may require additional maintenance costs, downtime, and even result in the sales cycle being repeated, again. Time and money is expended.
A more expensive solution may actually be cheaper in the long-term as these additional costs are usually avoided. Fram filter TV commercials of many years ago phrased it best, “You can pay me now, or pay me later.” In other words, buy the good stuff first. And yes, I use Fram filters for my vehicle.
No doubt helping clients can be a long process. Your solutions may be new on the market and clients hesitate to purchase. However, you keep persevering and sooner or later they come around. This has happened to me on more than one occasion. Once they are convinced that your product actually is the best solution for them, the sales begin to increase.
Well, what if my products/solutions are just too expensive for their budget? I start with a small order. That gives the client time to use the product and become accustomed to it and its features. If I really believe my solution will benefit them, I have even offered a camera to try for free for one month. Still, if that does not seem to help, I will recommend other suppliers with lower price points. I will not force feed our solutions onto anyone. That only produces a short term solution and does little to build a relationship.
I sell because I like to help people.
See my blog “Help Make Me Successful”. What a client told me when I asked for the sale.
http://donaldoconnorspeaks.blogspot.com/2011/08/help-make-me-successful-what-i-was-told.html
Sunday, February 12, 2012
Thursday, January 26, 2012
Active Speech
According to scientific evidence, what we say accounts for only 7% of what is believed. The way we say it accounts for 38%! What others see accounts for 55%! Incredibly, more than 90% of the impression we convey has little to do with what we say!
The late Steve Jobs employed three specific body language techniques: eye contact, open posture, and gestures. Jobs perfected his presentations by rehearsing weeks in advance. This aided him in internalizing the content which made it easier for him to connect with his audience. Hand gestures were often used to emphasize a point.
Tom Antion, a professional speaker and trainer, suggests that when making an important point the presenter needs to move toward the audience. Your movement should have a purpose. Remember; by standing up you instantly command authority and attention. You are your presentation’s most important visual aid.
Movement also keeps the audience attentive, while relaxing the presenter. Always face your audience when you move, as this adds to a more personal connection.
One of the major hurdles to using actions in a presentation is…the presenter!
The most effective use of action is in its naturalness. Your movements should flow naturally with a conversation, and that’s what you are having, a conversation. For instance, when you tell a story to a friend you freely use gestures and movements to add flavor and entertain. Presentations work much the same way. Your body language needs to look natural, unrehearsed and confident. This takes practice. Remember, actions do speak louder than words! 93% of how you said it is absorbed by your audience.
A challenge to you would be to complete Project 5, Your Body Speaks, from your Competent Communication Manual.
By the way, Toastmasters is a great place to practice!
Resources: Active Speech
• Toastmaster Magazine September 2007
“Body Language Myths” by Dave Zielinski
• Toastmaster Magazine March 2010
“Be Unforgettable” by Emily Osburne
• Canadian Business Magazine August 2010
“The Key to Exuding Power? Acting!” by Joe Castaldo
• Public Speaking for Wimps by Rich Mintzer
• Wake’Em Up! Business Presentations by Tom Antion
• Presentation Secrets of Steve Jobs by Carmine Gallo
• Everyone Communicates Few Connect by John C Maxwell
• The Quick and Easy Way to Effective Speaking by Dale Carnegie
• Competent Communication Manual by Toastmasters International
The late Steve Jobs employed three specific body language techniques: eye contact, open posture, and gestures. Jobs perfected his presentations by rehearsing weeks in advance. This aided him in internalizing the content which made it easier for him to connect with his audience. Hand gestures were often used to emphasize a point.
Tom Antion, a professional speaker and trainer, suggests that when making an important point the presenter needs to move toward the audience. Your movement should have a purpose. Remember; by standing up you instantly command authority and attention. You are your presentation’s most important visual aid.
Movement also keeps the audience attentive, while relaxing the presenter. Always face your audience when you move, as this adds to a more personal connection.
One of the major hurdles to using actions in a presentation is…the presenter!
The most effective use of action is in its naturalness. Your movements should flow naturally with a conversation, and that’s what you are having, a conversation. For instance, when you tell a story to a friend you freely use gestures and movements to add flavor and entertain. Presentations work much the same way. Your body language needs to look natural, unrehearsed and confident. This takes practice. Remember, actions do speak louder than words! 93% of how you said it is absorbed by your audience.
A challenge to you would be to complete Project 5, Your Body Speaks, from your Competent Communication Manual.
By the way, Toastmasters is a great place to practice!
Resources: Active Speech
• Toastmaster Magazine September 2007
“Body Language Myths” by Dave Zielinski
• Toastmaster Magazine March 2010
“Be Unforgettable” by Emily Osburne
• Canadian Business Magazine August 2010
“The Key to Exuding Power? Acting!” by Joe Castaldo
• Public Speaking for Wimps by Rich Mintzer
• Wake’Em Up! Business Presentations by Tom Antion
• Presentation Secrets of Steve Jobs by Carmine Gallo
• Everyone Communicates Few Connect by John C Maxwell
• The Quick and Easy Way to Effective Speaking by Dale Carnegie
• Competent Communication Manual by Toastmasters International
Thursday, January 12, 2012
Believe in Yourself! What My Grade 9 Gym Teacher Taught Me
I am currently reading Harvey Mackay’s latest book, “The Mackay MBA of Selling in the Real World”. Chapter Two, “Believe in Yourself” helped me recall a lesson my grade nine gym teacher, and football coach, taught me.
Report cards were coming out soon, so our teacher asked each student to write on a piece of paper what mark they should receive in his gym class. We were then instructed to submit our mark to him once class was dismissed. At first, I thought he was kidding, but it was no joke. He wanted our marks. I did not want to be boastful and submit a high mark, despite the fact I did very well in gym. So, I gave myself a very modest 55%.
Shortly thereafter, we received our report cards. I had completely forgotten about my teacher’s request until I checked my mark in gym…55%!
I was stunned and utterly outraged! How could he honestly believe my work in gym was only worth 55%?
The following day I confronted my gym teacher and demanded an explanation for such a low grade. His response was simple and honest.
“I gave you what you believed you were worth.”
His explanation angered me. However, I was upset at myself, not the teacher. He was right!
That was one of the most important lessons I learned in high-school.
Believe in yourself!
Friday, December 9, 2011
Don O'Connor Promoted to General Manager Canada East at BTI
Don O’Connor will assume the new role of General Manager Canada East for Building Technologies, Inc. (BTI) as of January 2, 2012. Mr. O’Connor was a Senior Sales Executive at BTI in 2010-11.
Responsibilities will include, but are not limited to: Sales and marketing strategies, hiring and managing Canada East BTI sales team, client relations, operations, and more.
Mr. O’Connor recently held the position of Operations Manager with sister company, HAMA Investments Ltd. He successfully transitioned the company through initiatives such as new marketing strategies, restructured business plan and implemented new policies and procedures. Costs were reduced while revenue opportunities were increased.
BTI’s mission is to provide Canadian building owners and property managers with solutions that simplify management, improve operating margins, decrease energy consumption and increase the valuation of their buildings by implementing smart technologies with best in class service and support. We also strive to provide a more secure and comfortable environment for tenants while offering customized solutions based on honesty and superior corporate citizenship. To ensure long term success with our stake holders, we strive for financial stability, responsible growth and a reliable team of morally firm professionals.
Responsibilities will include, but are not limited to: Sales and marketing strategies, hiring and managing Canada East BTI sales team, client relations, operations, and more.
Mr. O’Connor recently held the position of Operations Manager with sister company, HAMA Investments Ltd. He successfully transitioned the company through initiatives such as new marketing strategies, restructured business plan and implemented new policies and procedures. Costs were reduced while revenue opportunities were increased.
BTI’s mission is to provide Canadian building owners and property managers with solutions that simplify management, improve operating margins, decrease energy consumption and increase the valuation of their buildings by implementing smart technologies with best in class service and support. We also strive to provide a more secure and comfortable environment for tenants while offering customized solutions based on honesty and superior corporate citizenship. To ensure long term success with our stake holders, we strive for financial stability, responsible growth and a reliable team of morally firm professionals.
Friday, November 11, 2011
The Smart Grid: Do Building Owners Really Care? Speak Up in BSRIA Survey
BSRIA (Building Services Research and Information Association) are carrying out the research for a CABA (www.caba.org ) study which is looking at the Smart Grid and its impact on intelligent non-residential buildings, including Net Zero Energy Buildings. We shall be carrying out both telephone interviews and face to face interviews across North America over the next few weeks. I shall be in Ontario 23-25 Nov, then in California until 1st Dec, then Dallas 2-5th Dec and may extend my visit in Texas for a day or two beyond that.
To summarise, the objective of this study is to gauge building owner, tenant awareness and interest in the Smart Grid, initiatives related to energy monitoring and savings and the right way to approach this if Smart Grid and/or Net Zero Energy Building initiatives are to be adopted. We are also looking at timeframes, adoption rates and business opportunities for all stakeholders on the supply side. We are concentrating on Non-residential buildings that have a building management system (BMS).
We would like to spend an hour or so with respondents for a discussion on this subject, as a face to face meeting during the time mentioned above, or by telephone over the next few weeks. No feedback or comments are attributed to individuals or their companies and all respondents will receive a complimentary résumé of the report findings early in 2012.
Look forward to hearing from you.
Regards, Jeremy
Jeremy Towler ¦ Principal Consultant - Intelligent Building Technology ¦ BSRIA Worldwide Market Intelligence
Email: Don O'Connor at millenniumstrategy@yahoo.com if you wish to participate in this survey.
To summarise, the objective of this study is to gauge building owner, tenant awareness and interest in the Smart Grid, initiatives related to energy monitoring and savings and the right way to approach this if Smart Grid and/or Net Zero Energy Building initiatives are to be adopted. We are also looking at timeframes, adoption rates and business opportunities for all stakeholders on the supply side. We are concentrating on Non-residential buildings that have a building management system (BMS).
We would like to spend an hour or so with respondents for a discussion on this subject, as a face to face meeting during the time mentioned above, or by telephone over the next few weeks. No feedback or comments are attributed to individuals or their companies and all respondents will receive a complimentary résumé of the report findings early in 2012.
Look forward to hearing from you.
Regards, Jeremy
Jeremy Towler ¦ Principal Consultant - Intelligent Building Technology ¦ BSRIA Worldwide Market Intelligence
Email: Don O'Connor at millenniumstrategy@yahoo.com if you wish to participate in this survey.
Sunday, October 16, 2011
Upgrading Your Residential Tenant: How To Do It?
The company I work for owns and manages two apartment buildings. One has over 400 units, the other has 200. The larger of the two is located next door to a university and is on a main public transit route. Its primary demographic tenancy, of course, is students.
The building itself is currently undergoing a multi-million dollar retrofit, mostly exterior. It is approximately 40 years old and continues to have its share of maintenance challenges. Interior upgrades are a slow process as we are attempting full occupancy during the retrofit. Exterior improvements will be complete in two years. The budget is very tight!
Previous property managers were paid a commission for the occupancy rate. Often, "questionable" tenants were allowed residency only to satisfy the commission pay out and boost occupancy numbers. Little concern was given to any consequences of this tactic. The result? Frequent police visits, accusations of drug trafficking and prostitution, among other illicit activities. Place on top of that an ongoing battle with bugs, tenants who don't pay their rent, others who maliciously destroy our property, you know, the usual landlord issues...we have a cocktail of problems!
I have been tasked with the job to oversee the management and clean up of this building, inside and out! I will succeed in making it a better building...but how?
Well, step one was to regain the confidence and respect of the building's staff and management. Something that had been lost along the way. The first three months were spent assessing processes and observing operations. Then, formulating action plans with the current managers. Next, I had to gain the trust of the building owner. He had been badly burned by the previous property management company, an independent contractor who made several costly errors. The owner has become more open to our suggestions, but more work on my part remains.
I then reduced the size of the staff. Poor performers were removed. The reductions had an interesting impact on the remainder of the staff. Most were thrilled to see these people leave! It boosted morale and also put them on notice. Poor performers were no longer welcome at our building! Second, I held a staff meeting. As it turned out, there had never been one before...ever!
The purpose of the meeting was several-fold. I wanted them to understand our goals and make it clear that their suggestions for improving efficiencies were wanted and needed. Some were concerned about their jobs due to the recent staff reductions. I made it clear that if they do their job to the best of their ability their employment was secure. I also introduced Performance Reviews. Again, this type of performance measurement was never used in the past. We needed to illustrate how this new process can be open and beneficial to both staff and management.
Two weeks following the staff meeting I commenced with the Performance Reviews. Each member was given a review to complete and we would compare notes. It was to be an opportunity to learn more about our staff. I was in for some surprises! Many were over-qualified for the tasks they have been assigned. Others were new to the country and grateful for employment. Some even offered new suggestions on how to improve our processes. It was very exciting!
We have installed new Policies and Procedures which will continue to change and grow. Again, this was a first. So far, this has worked well. The staff have responded positively to our objectives and methods of achieving them. I have buy-in!
Now, for the tenants...
As previously stated, most are university or college students. Our turnover is as expected with April and September being our busiest months. The rents have been kept low due to the disruptions the construction retrofits have, and continue, to create. However, this will change when all is complete in two years.
Needless to say, the owner wants to recoup some/most of his investment by raising our rents to new tenants. Please note: We must abide by government regulations when applying for, and comply with, their decision regarding a rent increase. The balance leans heavily in favor of the tenants, at this time. With that said, I would like to see a more stable and responsible tenancy in the near future.
How do we accomplish that? What steps are required to make a successful transition from student housing to something more upscale/profitable? Or, are we going about this all wrong? Should we stick with the status quo?
I would appreciate your thoughts/comments, especially if you have traveled this particular road.
I look forward to hearing from you. I can be reached via LinkedIn, or email me at
millenniumstrategy@yahoo.com
Thank you!
The building itself is currently undergoing a multi-million dollar retrofit, mostly exterior. It is approximately 40 years old and continues to have its share of maintenance challenges. Interior upgrades are a slow process as we are attempting full occupancy during the retrofit. Exterior improvements will be complete in two years. The budget is very tight!
Previous property managers were paid a commission for the occupancy rate. Often, "questionable" tenants were allowed residency only to satisfy the commission pay out and boost occupancy numbers. Little concern was given to any consequences of this tactic. The result? Frequent police visits, accusations of drug trafficking and prostitution, among other illicit activities. Place on top of that an ongoing battle with bugs, tenants who don't pay their rent, others who maliciously destroy our property, you know, the usual landlord issues...we have a cocktail of problems!
I have been tasked with the job to oversee the management and clean up of this building, inside and out! I will succeed in making it a better building...but how?
Well, step one was to regain the confidence and respect of the building's staff and management. Something that had been lost along the way. The first three months were spent assessing processes and observing operations. Then, formulating action plans with the current managers. Next, I had to gain the trust of the building owner. He had been badly burned by the previous property management company, an independent contractor who made several costly errors. The owner has become more open to our suggestions, but more work on my part remains.
I then reduced the size of the staff. Poor performers were removed. The reductions had an interesting impact on the remainder of the staff. Most were thrilled to see these people leave! It boosted morale and also put them on notice. Poor performers were no longer welcome at our building! Second, I held a staff meeting. As it turned out, there had never been one before...ever!
The purpose of the meeting was several-fold. I wanted them to understand our goals and make it clear that their suggestions for improving efficiencies were wanted and needed. Some were concerned about their jobs due to the recent staff reductions. I made it clear that if they do their job to the best of their ability their employment was secure. I also introduced Performance Reviews. Again, this type of performance measurement was never used in the past. We needed to illustrate how this new process can be open and beneficial to both staff and management.
Two weeks following the staff meeting I commenced with the Performance Reviews. Each member was given a review to complete and we would compare notes. It was to be an opportunity to learn more about our staff. I was in for some surprises! Many were over-qualified for the tasks they have been assigned. Others were new to the country and grateful for employment. Some even offered new suggestions on how to improve our processes. It was very exciting!
We have installed new Policies and Procedures which will continue to change and grow. Again, this was a first. So far, this has worked well. The staff have responded positively to our objectives and methods of achieving them. I have buy-in!
Now, for the tenants...
As previously stated, most are university or college students. Our turnover is as expected with April and September being our busiest months. The rents have been kept low due to the disruptions the construction retrofits have, and continue, to create. However, this will change when all is complete in two years.
Needless to say, the owner wants to recoup some/most of his investment by raising our rents to new tenants. Please note: We must abide by government regulations when applying for, and comply with, their decision regarding a rent increase. The balance leans heavily in favor of the tenants, at this time. With that said, I would like to see a more stable and responsible tenancy in the near future.
How do we accomplish that? What steps are required to make a successful transition from student housing to something more upscale/profitable? Or, are we going about this all wrong? Should we stick with the status quo?
I would appreciate your thoughts/comments, especially if you have traveled this particular road.
I look forward to hearing from you. I can be reached via LinkedIn, or email me at
millenniumstrategy@yahoo.com
Thank you!
Wednesday, September 14, 2011
Proposal to Include Afghanistan on National War Memorial Quietly Killed
I read the comments located under this story and some are disturbing!
First, if my memory is correct, it was Jean Chretien and the Liberals that put us in Afghanistan. Second, some may not call this a "war", nonetheless Canadians lost their lives serving this country! Our government sent them into battle. Their ultimate sacrifice needs to be recognized!
And finally, for the comment applauding the Conservatives for using fiscal restraint...the comment is reprehensible! Considering how much our governments (Conservative and Liberal) waste, this well-deserved recognition is a pittance! I support the movement to formally recognize the sacrifice our soldiers have made whether it's on the current war memorial or a new one near Parliament Hill.
First, if my memory is correct, it was Jean Chretien and the Liberals that put us in Afghanistan. Second, some may not call this a "war", nonetheless Canadians lost their lives serving this country! Our government sent them into battle. Their ultimate sacrifice needs to be recognized!
And finally, for the comment applauding the Conservatives for using fiscal restraint...the comment is reprehensible! Considering how much our governments (Conservative and Liberal) waste, this well-deserved recognition is a pittance! I support the movement to formally recognize the sacrifice our soldiers have made whether it's on the current war memorial or a new one near Parliament Hill.
Subscribe to:
Posts (Atom)