Inspire Leadership Consultancy

When Selling, You Need to Learn to Say NO!

alexaraneta — Mon, 21 May 2012 02:19:26 +0000

by Alex Araneta

Many Sales Manager has had to play the bad cop to a customer or potential client for the simple reason that their salespeople overcommitted. It could be in the form of giving discounts beyond what is acceptable or assuring immediate delivery in spite of the company’s delivery leadtimes to overpromising the benefits their product or service can do. These happens all too often because salespeople are pressured to deliver results after the honeymoon is over and for obvious reasons they enjoyed their honeymoon too much that they have nothing on their sales pipeline which greatly contributes now to their desperation for a sale.

Let’s face it, every customer wants the best of what they want to buy from price to quality to delivery to after-sales service. And every salesperson also desires of having the ideal customer who asks a few questions and is willing to pay for your product or service at your price. Unfortunately in the real world this rarely happens if at all even.

This is why salespeople need to master the art of asking good questions so they may determine what the real need of their customer is. There must be a compelling reason for the customer to want to buy your product or service and if you are able to discover this then it will make it easier for you to be able to say “NO” to the other things that they may ask from you.

I remember when I used to work for a flooring company, my customer was insistent on having a particular flooring at a significantly-discounted price for a medium-cost residential project they were doing. The flooring the customer wanted was one of our premium lines and so no amount of discount would meet the client’s price objective. After some questioning I discovered that the client liked the look of our flooring and nothing more. The fact that it was our premium product with all the bells and whistles didn’t matter to him. He just wanted the look so I told him two things: NO, I cannot give him the same product he wants because we can’t meet his price offer but YES we have a product that could meet his expectations. Then I asked the customer that if this offer was good for him would he agree to purchase the product and once he said yes then I knew we could get his business.

So ask good questions to your customers so you get to identify what the real need and desire of your customer is. Once you know that, make sure the customer agrees with you so that both of you understand that what you are offering satisfies the customer’s real need. Then you can be confident to say “NO” to the customer because you are confident in having met his real needs.

To The Max! Principle #5: Welcome Change

alexaraneta — Fri, 04 May 2012 05:52:06 +0000

Welcome change in your life. That’s principle 5 of To the Max- our program to maximize your relationships and your results. Welcome change. Ang metaphor daw for the workplace today, the environment is no longer like a calm lake. Where you’re in a dragonboat race and everyone is doing the same stroke di ba and you see one mile ahead. Ngayon daw, whitewater rafting situation. Hindi mo alam kung kelan magkakaroon ng alon o bato and you must navigate moment by moment. We have to welcome, in fact some people go beyond that, we have to anticipate change. Wayne Gretzky, the legendary hockey player was asked: How could you have shot so many goals in your lifetime? Sabi niya: Most skaters, skate where the puck is. I skate where the puck will be. Inaasahan niya na. Binabasa na niya ang sitwasyon. Tapos dun siya nagpaplano. Welcome and anticipate change in your life. That’s principle 5 for our program: To the Max! Maximum Results for Maximized Relationships.

Mutya Laxa-Buensuceso on How to Know What You Want

alexaraneta — Thu, 03 May 2012 07:18:30 +0000

It’s all about knowing yourself. Really look inside you and know what you want, what you’re capable of doing, what your competencies are. Matching that with what you really really want even when you were a kid. Most of the time it’s really linked to what you wanted to do as a kid and going back to that. And sometimes that work that we do, is just basically a way to lead us to where we eventually would be or would want to do. It’s a question that’s both internal and external. Internally you do an introspection and you ask yourself. This one my husband and I always talk about this. It’s KKK: Ano and kagustuhan mo, ano ang kaalaman mo at ano ang kakayahan mo. So that’s what you really want, what you’re passionate about. Kaalaman is what you know. Kakayahan is your skill, your competency, what are you equipped with? How can you do this, what kind of enablers do you have? And then, after doing an introspection, then you look outside. You look at what are the opportunities outside? What are the trends? What can I take advantage of? Matching that with the introspective answers. Then you get a fuller sense of what you want to do. What is it that you need to do?

To The Max! Principle #4:

alexaraneta — Fri, 27 Apr 2012 08:16:38 +0000

Psalms 78 verse 72: David shepherded the people of Israel with an upright heart and a skillful hand. May heart pero hindi panay heart. May skillfull hand. Principle 4 To the Max- Maximum Results. Maximized Relationships. You gotta have skills, you gotta have tools, systems and processes. Adopt systems and processes that will help you maximize your results and your relationships. Alam niyo siguro yung kuwento ni Einstein. Once he was asked by a student what his phone number was. Kinuha niya yung planner niya, hinanap niya yung letter E at binasa niya ang telepono niya. Aba! Sabi ng estudyante niya, Mr. Einstein, the world’s most brilliant mind. You know all the formulas but not your phone number? At sabi ni Einstein, when I write things down, I free my mind. Pag sinusulat ko ang mga plano ko, mas relaxed ako. Hindi ako mashadong nase stress. For example we will teach you in this program that you must divide your areas according to life balance into a minimum of 3. Personal, relational, professional. Hindi panay trabaho lang and pinaplano, hindi pamilya lang, pansarili din. Then you have hope for balance and productivity in your life. Principle 4: Adopt systems ad processes that will help you maximize your relationships and your results in life.

To the Max with Anthony Pangilinan and celebrity guests will be on May 10 at the SMX Convention Center. Call 687-2614 or 7064853 today to reserve your seat. More info here: http://www.inspireleaders.com.ph/upcoming-events/to-the-max/.

Maricel Laxa-Pangilinan – Invite

alexaraneta — Thu, 26 Apr 2012 05:48:43 +0000

Maricel Laxa-Pangilinan is one of the speakers for the To the Max event.

Be Excited to learn the 6 Core Principles to Get You Living the Life You Should be Living! Be Encouraged as you hear the testimonials of guest celebrities as they share how they have reaped personal and professional success by applying these principles. Be Expectant that as you begin applying the principles you will see your life transform “to the max” immediately!

Featuring 4 Celebrity Guests to Share Their Story

• Mutya Laxa
• Kuya Kim Atienza
• Maricel Laxa-Pangilinan

THE SIX CORE PRINCIPLES TO A MAXIMIZED LIFE!

PRINCIPLE 1: KNOW YOURSELF
PRINCIPLE 2: KNOW WHAT YOU WANT
PRINCIPLE 3: BE GROUNDED IN REALITY
PRINCIPLE 4: ADOPT A SYSTEM TO ORGANIZE YOURSELF
PRINCIPLE 5: WELCOME CHANGE
PRINCIPLE 6: GET INSPIRED FROM WITHIN

Learning Investment

Early Bird Rate: P2, 277 + VAT (from April 17 – April 27)
Regular Rate: P2, 477 + VAT
Walk-in Rate: P2, 977 + VAT

Group Discount:
5 participants plus 1 FREE seat
10 participants plus 2 FREE seats
15 participants plus 3 FREE seats
20 participants plus 4 FREE seats

For bookings & sponsorship, call 687-2614 | 7064853

Between Big Shots and Big People

alexaraneta — Thu, 26 Apr 2012 02:18:49 +0000

by Francis J. Kong

There are times when I have to go to our domestic airports regularly.

There are so many out of town speaking engagements that bring me to the airport at early hours in the morning and as uncomfortable as this maybe it is now part of my life I have learned to live with. Many things happen in airports. Long lines, short lines, put your bags, remove your shoes, socks with holes socks without holes and some without socks… and for the life of me I cannot understand why people have to remove their slippers and sandals too and let it slide through the x-ray machine. They’re probably scanning for germs and bacteria. Part of the job I guess.

There are so many interesting people inside the airport. There are so many interesting people inside the lounge. And I say this without exaggeration, there has never been an airport experience of mine without running into someone I know or someone who happens to know me. A participant in my seminars, an audience in my talk or maybe somebody who would call my attention because they recognize me from this column. Overall, apart from the sleepiness and the predictable food inside the lounge my airport experiences have been pretty good. And then I am always on the lookout for drama. Drama that happens right before my eyes.

Big Shots, and Big People they come in different sizes and shapes and characters. Big Shots come with many body guards. One to carry his suitcase, another to pave the way so there won’t be traffic and delay, maybe one or two more whose only job is to look menacing. And may I say that they are quite good at what they are doing. I am sure security inside the airport is lacking and that is why they need to bring their personal guards with them.

Big Shots make a grand entrance. Here the drama is about to unfold. What a sight to behold. Accompanied by airport officials I presume because they wear those huge ID’s on their chest. These Big Shots need not fall in line. They are public servants you know and as such they expect to be served. And then I turn around and my smile meets the smiles of other passengers who begin to shake their heads. Maybe our thoughts are on the same wave length. What a reflection of our country. The values we hold dear. Perks and privileges of a democratic government is this it? I really don’t know.

Maybe the wise guy who said this was right:

• An autocratic government is run by an autocrat.

• An oligarchy is run by oligarchs.

• A communist government is run by communists.

• A monarchy is run by a monarch.

And a democratic government is run by demons….

Of course this is not true but when you see sights like these you tend to believe it is. The irony is that there is no respect and admiration from those who watch the drama unfolding. They shake their heads, they mumble words I cannot hear and then they move on. And then there are the Big People. I see them and I recognize them because they are known and they are famous. But they are inconspicuous and they try their best to stay that way. No fanfare no accompanying officials with huge ID on their chests and they do fall in line. Greet them and they greet you back. Move over and let them go first and they refuse with a smile, say a little “Thank you” and gain the admiration of people around them. These are not the Big Shots. These are the Big People.

There is a big difference between the Big Shots and the Big People. Humility is what differentiates them. Maybe I am just tired and maybe having to wake up so early just to go to the airport to catch my morning flight has made me critical and cynical and I apologize for this. But would you blame me if I wish I could see more public figures displaying humility and serving because this is what they are called to do?

We still have a lot of growing up to do don’t we? Borrowing a famous line from famous American comedienne Lily Tomlin and revising it a little for the local context: “”Ninety eight percent of the adults in this country are decent, hardworking, honest Filipinos. It’s the other lousy two percent that get all the publicity. But then, we elected them.”

Everything rises and falls on leadership and I pray to God that He gives us good leaders.

Kuya Kim Atienza for To The Max! Learning Event

alexaraneta — Tue, 24 Apr 2012 05:38:45 +0000

Kim Atienza is one of the speakers for the To The Max! Learning Event

To The Max! Maximum Results, Maximized Relationship
with Anthony N. Pangilinan
on May 10, 2012 | 1PM – 5PM
at the SMX Convention Center, Pasay City

Maricel Laxa-Pangilinan for To The Max!

alexaraneta — Fri, 20 Apr 2012 03:14:44 +0000

To the Max- we want maximum relationships and for me that would be starting in my home. I always remind my children that if we treat each other properly in our home, we can treat everybody else properly outside our home. So everything for me starts in my home. How I treat my children, how I treat my husband and how I take care of myself so I can be the best of myself to my children. You cannot give what you don’t have. That’s why I take care of myself to the max! So that I can have maximum impact to my children. So they can also have maximum impact outside our home. And I know my husband is also benefitting from this when I take care of myself. Because he comes home to a happy home- sometimes. Well most of the time, okay. So come join us and have maximum relationships not only in the workplace but also in your homes.

To The Max! Principle #3 Be Grounded in Reality

alexaraneta — Wed, 18 Apr 2012 06:56:47 +0000

Let’s look at principle #3 of our program To the Max- Maximum Results, Maximized Relationships. Be aware of what is going on around you. Kasi kung mali ang ating diagnosis sa isang sitwasyon, mali din ang ating prognosis di ba? Minsan tawag diyan SWOT analysis sa mga kumpanya. May force field analysis. Meron pa nga diyan environmental scan. But it all means the same thing. We have to base our plans and our reactions on the reality. Ano ba talaga ang nangyayari in the different areas of our lives? Parang sa Math di ba? May givens. Question, do you question the givens? You accept the givens. The givens in your personal life, your family, your relationships and of course the work environment. Accept them and then you plan around them. You must know where you are. Because if you don’t know where you are, how can you proceed where you want to go? That’s principle #3 of Maximum Results and Maximized Relationships- To the Max!

Building Momentum

alexaraneta — Wed, 18 Apr 2012 03:27:38 +0000

by Francis J. Kong

A fisherman from the city was out fishing on a lake in a small boat. He noticed another man in a small boat open his tackle box and take out a mirror. Being curious the man rowed over and asked, “What is the mirror for?”
“That’s my secret way to catch fish,” said the other man. “Shine the mirror on the top of the water. The fish notice the spot of sun on the water above and they swim to the surface. Then I just reach down and net them and pull them into the boat.”
“Wow! Does that really work?”
“You bet it does.”
“Would you be interested in selling that mirror? I’ll give you Php2,000.00 for it.”
“Well, okay.”
After the money was transferred, the city fisherman asked, “By the way, how many fish have you caught this week?”
“You’re the sixth,” he said.
That’s a fine catch and the word for this is MOMENTUM.

Have you ever watched a basketball team scores continuously every time they do down the court, forces the opponents to commit turnovers maybe three times in a row what would the opposing coach do?
He would call a time out.
And why does he have to do this? Because he wants to break the “MOMENTUM!”
When someone tells you they’re “on a roll,” that’s momentum.
When the sales are coming in, money is pouring in that’s momentum.
When the invitations continue to come and every time you give a performance the reviews are all so positive that is momentum.
When you’re consistently beating deadlines on a project, that too, is momentum.
So now you have a big project and so many people are involved.
How do you build momentum to keep your team on course and accomplish your intended goals?
May I offer a couple of suggestions?
The philosophy behind momentum is to first understand that you build momentum by accumulating small successes. Doug Firebaugh says: “The secret to Momentum in life can be found in the word Momentum… you create it Moment by Moment…”
The bigger the project, the bigger is the payoff as long as momentum is there.

So here are a few suggestions:

1. LET MOMENTUM BE PART OF YOUR PLAN
Have everyone know that the entire team will push all speed ahead once they know how to create momentum.

2. TARGET A FEW SMALL WINS
These may be initiatives that do not cost much, easy to carry out, does not meet much objections and a few small wins give your team the starting push to get momentum going. Choose these small projects, get them done because this is your way of telling the team that you are now on the move.

3. LET SMALL WINS LEAD TO BIGGER GOALS
The reason why suggestion number 2 is crucial it is because you gain the energy and the zeal and most importantly the optimism to be able to tackle bigger goals. But may I suggest that you focus only on important thing and not too many of them. Trying to do too much at once may cause a diffusion of focus and demoralization in the group. You need at least 1 big win to be able to tackle some more.

4. CELEBRATE YOUR SUCCESS
Once you see the successes coming in celebrate publicly. Send e-mails, put it on your company newsletters, congratulate everyone in your team and make sure their bosses are copy furnished. Praising people publicly is one of the best non-monetary motivational tools you can use that prepare them raring to do more and achieve even bigger goals.

It takes a leader with a grand vision to be able to achieve great success.
Peeking through a peephole is no way to stay motivated when you’re moving toward a goal. The big picture is important. The leader with the big dreams–big goals–big rewards–big faith—is the one who can keep his people moving through obstacles and fatigue and discouragement.
Study Jesus in the New Testament and find out how he discipled a handful of rowdy disciples and had them achieve great things that turned the whole world upside down.

Best leadership lesson ever if you were to ask me.