Tag Archives: personal power

Top 5 – How to Make Outbound Calling a Success

SalesLove them or hate them outbound calling is a very important process in the sales and service arm of any organisation.  When done poorly it can be a terrible experience for the caller and the person receiving the call but when done well it can a true win for both.

An outbound call is a call initiated from a company or business to a prospective buyer, or existing customer with an aim to achieve a goal.  That might be to raise more revenue by having the buyer purchase an item or it might be to upsell products and services to existing customers or to provide them with information.

When outbound calling is done effectively it improves the chance of success significantly, if you or your team are outbound calling to generate sales the top 5 tips listed below is set to put you at the top of the sales ladder. On your way up the ladder Happening People offer you our Top 5 – How to Make Outbound Calling a Success.

1.  Extract the Value and Your Goal
Before you dial a number really know what it is that you are selling. Ask yourself ‘What is the VALUE to your prospective client?” Link the features to the benefits and really understand what the product or service is designed to do. To successfully sell that product or upgrade you really need to convey the value of the product or the service to your customer and remember what your end goal is. This will help you maintain motivation.

2. Know your Target Clients
In a recent online article by www.smarta.com titled ‘ The Art of Cold Calling’ they discussed the merit of cold calling and decided it was not dead in the water as suggested by some.  In fact a strong case was made for its validity especially in the era of social media.  Sales expert Andy Preston said “You need to have done your homework beforehand,” he says. “You cannot make a professional cold call without knowing – at least – the name of the person you are trying to reach. Otherwise you create problems with the gatekeepers. People are far too savvy to pass on calls that begin, “Can you put me through to your head of marketing, please?” It’s pure laziness not to find out the names. It always has been. These days, tools like LinkedIn and Twitter can help you find out those names. And if you don’t do that, you’re daft.”

3. Develop a Structure
Once upon a time outbound scripts where a must.  However in todays more sophisticated markets outbound call scripts can be deadly! It is recommended that you structure the call but keep it natural for research shows no one likes being talked at.  A good structure will help you or your team keep the goal of the call in focus but ensure you do not get your customer or prospective customer offside.  A good structure includes a series of prompts to help you guide yourself as well as a list of questions to keep you on track.  This way you are more able to concentrate on what is being said and you can better tailor the call to the customer.

4. Knowledge and Handling Objections
A great outbound representative has usually developed a thick skin overtime.  There are many areas that are unknown, the level of interest from your customer, their preconceptions of you, your business, your product or service. Their previous experience with your organisation may also be a mystery.  Your ability to navigate these areas and gain knowledge of all these is important to the success of the call.  So too is your ability to handle objections from your customers.  Have a list of objections and possible responses and if you receive any new ones along the way, add these to the list and successful responses you or your team used.

5.  Success and Improvements and measurement
As strange as it can be to hear yourself played back and to receive feedback on calls it is an essential step to improvement and success. Also too make clear notes on all your calls you may be able to rework your list at a later date and turn previous rejections into successful sales and calls.  Measure your success rate

Effective outbound calling is a skill that can be easily acquired.  Happening People have worked with many organisations through our Sales Academy and help their Sales Teams and dedicated Outbound Sales Teams move to the top of their game.  Visit us at www.HappeningPeople.com or call us on 1800 68 67 69.

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Filed under Corporate Training, People Management, Professional Development, Selling

TOP 5_Benefits to Coaching and How to Achieve it

CoachCoaching is goal focused to develop skills in organisations to achieve better results.  Yet in a recent survey conducted by Happening People a huge 45% of respondents were not being coached by their manager.  This is a staggering figure when you consider that coaching provides an enormous amount of benefit to not only the coachee but also the manager and the organisation.

In 1999 Eric Parsloe wrote in his famous book ‘The Manager as Coach and Mentor” that coaching is “a process that enables learning and development to occur and thus performance to improve. To be a successful a Coach requires a knowledge and understanding of process as well as the variety of styles, skills and techniques that are appropriate to the context in which the coaching takes place”.

This week we go beyond just looking at the benefits of coaching we also detail HOW you can go about achieving these benefits with your team and in your workplace.

If you are yet to ‘like’ us on Facebook, take the opportunity now and during the coming week you will receive our bonus benefit to coaching and how to achieve it, this is a tip not to be missed as it looks at the effect coaching has on your reputation.

So it’s time to jump straight in to Happening People’s TOP 5_Benefits to Coaching and How to Achieve it

1. Talent Retention
BENEFIT: Coaching retains talent because employees feel valued and invested in.
Statistically employees are less likely to jump ship when they are provided with training and professional development opportunities as well as being supported by their management team.
HOW: Let each member of your team know you will be formalising coaching sessions with them and why.  Be mindful if you do not sit down with team members routinely they may feel they are being micro managed so take the time to carefully explain what coaching is and the benefits of coaching for them .

2. Morale Booster
BENEFIT: Coaching boosts employee morale.  Employees develop a high level of self-esteem and job satisfaction as positive recognition and feedback is known to increase staff motivation and initiative.
HOW: Openly praise team members not just in coaching sessions, this is more easily done when your team is being invested in, and they form a ‘winning’ culture and success breeds success. There are a number of ideas you can introduce to encourage morale; consider an employee appreciation night or provide movie tickets to the star performer of the week. You could have a ‘knock off early Friday’ for consistently great performance or best improved.

3. Skills Lift
BENEFIT: Coaching upskills your people and strengthens and develops the skills of the overall team
HOW: Develop a skills matrix that details the current skills of your team members, identify with them areas they need to work on to improve.  Meet with them and work together to formulate a plan to achieve these skill uplifts.

4. Productivity Improver
BENEFIT: Coaching Improves productivity as goals are achieved
HOW: Research suggests that individuals can achieve an improvement in work performance by as much as 20-25% simply by goal setting. During the coaching sessions discuss the goals the coachee needs to achieve, break them down into tasks and work through a plan with your coachee to achieve the plan.

5.  Performance Management Tool
BENEFIT: Regular Coaching avoids surprises and defensiveness at performance appraisal time.
HOW: Link the coaching to the KPI’s(key performance indicators) and the overall performance management program. That way your employees will be actively working towards achieving their KPI’s throughout the year.  When they are asked to gauge their own performance they will have already had many discussions with you and the ‘truth’ of their performance will be clear to you both.

As you can see there are so many tangible benefits to Coaching, if you are new to coaching or would like to be more effective as a coach, Happening People can help, click here or call Happening People on 1800 68 67 69 or go to www.happeningpeople.com

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Filed under Coaching, People Management, Professional Development, Uncategorized

Top 5 – How to Manage Your Bosses Time

Time ManagementYou may be wondering why should you or why would you want to manage your bosses time, after all you are super busy just like your boss!  Truth be known upwardly managing your boss or ‘Boss Time Management’ as it is now known has been around for decades and is used by many successful leaders and business managers.

Boss Time Management is essentially employing strategies to manage your boss and the time they have that impacts on you.   We all know the impact placed on us when our boss needs something urgently, we have to juggle other deadlines and appointments and even our own team of people.  By embracing some or all of these top tips you will not only be helping your boss look good which also helps you to look good but you will also be gaining the benefits of having your time less imposed on by your boss.

Sound like a good idea? Well read on and take what you can from our Top 5 on How Manage Your Bosses Time and like all good things we can’t get enough of,   Happening People offer you an extra top tip.  Simply ‘like’ our Facebook page www.facebook.com/happeningpeople and watch out for it in one of this week’s Facebook posts.

1.Volunteer to attend meeting
Volunteer to attend a meeting that are of little worth to your boss but good for your profile..  Ask your boss which of their meetings you can attend on their behalf (maybe not every meeting but try to as often as you can) this will not only ease pressure from your bosses hectic schedule it will give you more ‘face time’ with senior managers and will help up your profile.  Just remember to do a good job!

2. Protect your boss from interruptions

When people suggest escalating straight to your boss see if you can’t help out first. By doing this you will demonstrate to your boss and those you interact with that you are more than capable of doing your job as well as demonstrating your ability to take the initiative, a trait of all good leaders. A hot tip here: If you really think something should be escalated straight to your boss, make sure it is, there is nothing worse for your boss then having an issue get out of hand because it was not escalated to them in a timely manner, so bear this in mind before choosing not to escalate.

3. Take over some of their work
All bosses have tasks they do as a matter of course and that are routine to the job.  Many of these jobs could easily be delegated to their team members but often times your boss is so busy they forget to delegate or they may feel you have enough work to manage and are reluctant to give you more.  Ask your boss what tasks they do that they feel you could manage and when appropriate you would like them delegated to you. By doing this you will gain exposure, experience and broaden your skills as well as become indispensable to your boss!

4. Ask how to gain their approval
Ask your boss exactly what and when they want the work done so you only have to do the task once to gain their approval.  This will not only free up your bosses time but yours too!  This strategy is a good one but a quick word of caution; this strategy can take some time to build.  You want to be seen by your boss as being organised efficient and detailed not nagging, pushy or difficult.  One of the best ways of introducing this strategy is to talk to your boss and let them know you would like to work effectively with them and that to do that you would like to understand with each job/ task request or project what they would like achieved, is there any particular way they would like you to go about achieving it and to what time frame.

5. Help your boss stay on track
Help your boss stay on track on your catch up meetings by setting an agenda, having a project or task list – keep it up to date and on hand. By doing this you will not only make the most of the precious time you spend with your busy boss you will also gain better control over your working week.

Happening People are the leaders in Corporate Training Program and our Time Management Programs have provided thousands of people with the skills to improve their productivity and effectiveness and saved a few boss – employee relationships along the way.  To find out more call us on 1800 68 67 69 or visit our website http://www.happeningpeople.com/contact_us.shtml

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Filed under Corporate Training, Leadership, People Management, Time Management

Top 5 – How to Protect your Mental and Emotional Health at Work

With a slew of reality television shows focused on weight loss and a healthy lifestyle when we think health we often only consider our physical health and not our mental and emotional health.

The workplace is a melting pot of high stress situations, poorly managed tensions, disappearing resources  and hidden agendas and of course an abundance of politics.  Our emotional and mental wellbeing is put to the test repeatedly and we can become worn down.  When this occurs disaster strikes and we become unwell, sending us into a negative spiral.  But is it all doom and gloom?

With a little help from some brilliant minds on mental health we have pulled together our Top 5 on How to Protect your Mental and Emotional Health at Work.

1. Nourish good Relationships
Professor Jane Fisher, the Jean Hailes Professor of Women’s Health at Monash states “Close relationships are one of the most important protective factors for mental health…” says Prof Fisher. “Nourish good relationships, be committed to them, and get professional help to address destructive or negative relationships if necessary.”  Your work day is full of interactions, and relies on your ability to develop good and lasting relationships with a wide variety of people.  Focus on developing strong bonds with colleagues, they really understand what you are going through on a day-to-day basis and can act as a great listening post and support system.

2. Be Kind to Yourself
Sally Connolly, a clinical social worker, therapist and co-founder of Counselling Relationships Online.com suggests making a decision to do something nice for yourself every day and stick to it. “For many people it has to be a conscious process,” says Connolly. “They must take time to do it. I often recommend some simple ritual as a way of honouring themselves.” She recommends something as simple as daily meditation to inspire peace and relaxation. Other rituals might involve:
Planning to make your favourite dinner once a week, or getting to work 20 minutes early to enjoy a chat and a coffee with colleagues, maybe it’s about getting off the bus a couple of stops early and enjoying a stroll home on a Friday evening.

3. Laughter is the Best Medicine
Paul E. McGhee, Ph.D. is a pioneer in humour research and says “Your sense of humour is one of the most powerful tools you have to make certain that your daily mood and emotional state support good health.”  Physically laughter relaxes the whole body, laughter boosts the immune system, laughter triggers the release of endorphins and laughter protects the heart. Emotionally laughter dissolves distressing emotions, laughter helps you relax and recharge and humour shifts perspective. At work the benefits of laughter include allowing you to be more spontaneous, let go of defensiveness, release inhibitions allowing you to do your best work and it allows you to express your true feelings.

4. Never Stop Dreaming
Richard Branson Gazillionaire and entrepreneur “…. you need to take the opportunity to focus on the future. Finding time for aspirational thought is vital. … I spend time every day with my notebooks and iPad, thinking over new dreams and ideas.” Your work day can be filled with procedures, guidelines and protocols.  It can be hard to think outside the square with restrictions placed on our thoughts.  Daring to dream broadens the mind and ignites creativity which in turn boosts our confidence, reduces our stress levels and gives us hope.

5. Keep your Job
Building financial security will help protect your mental and emotional state at work.  When you know your financial future is secure it frees your mind of stress and tension that could otherwise jeopardise your health.  David Koch, presenter, finance Journalist and commentator  has been voted by his peers as one of the ten most influential people of all time in the Australian financial services industry he states “…. the increase in joblessness should prompt action to ensure your position at work is secure. Now is the time to make yourself indispensable by learning, increasing awareness of those around you and taking on a bigger role in everything you do.”

Happening People know that good Emotional and Mental Health as well as Physical Health are vital to your overall well-being and that of your team and organisation which is why we offer Happening Health a program aimed at helping organisations become employers of choice by offering a holistic approach to their employees’ wellbeing.  If you would like to know more or to book a session please call us on 1800 68 67 69 or check out our website www.happeningpeople.com

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Filed under Corporate Health, Corporate Training, Human Resources, People Management, Positive Psychology, Team Building