Training and mentoring

How many times have you started the day wishing you had more time? And thinking how wonderful it would be if someone could miraculously grant you an extra hour or two to help you get through the long list of tasks, meetings and calls you need to complete in your day? 

I am sure most of us can relate to these experiences. Yet, the question is - how often do we begin our day already stressed and overwhelmed?  How many times have we gone around in circles worrying about how much we have to do and getting nothing done?

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Many people will be familiar with the concept of the “positive sandwich” and others may wonder what it is? 

Rather like a sandwich, the two pieces of bread represent positive feedback whilst the filling sitting in the middle signifies the negative comment or corrective action needed. 

Often, people use it to give someone negative feedback and make suggestions in the management of employees, in sales and customer service. 

I fully understand some people are sceptical of the concept, believing it may come across as pandering, false or by watering down the problem, making it an ineffective tool. It may be impractical at times, but I think this happens when we use it incorrectly or in the wrong circumstances.

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Do you know that feeling when you are holidays and walking down the street looking for a restaurant? You are not familiar with the area and the place is bussing with lots of people. There are plenty of choices, yet you don’t know which one to choose.

Some restaurants are busy, some half full and others empty. So, which one do you pick? 

Each time I ask this question in training, most people tell me they would choose the busy one. When I ask why I get similar responses.

They assume it must be good if everyone else is going there. Sometimes they even say they are just drawn to it. So, what does this say about us as people, as buyers or even the human condition?

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Over the years, when people asked what I worked at and I told them “sales” I reckon that sometimes they would conjure a picture in their heads of dodgy characters such as “Delboy” (Only Fools and Horses), “Arthur Daley” (Minder) or even Jordan Belfort (the Wolf of Wall Street).

Although pushy people like these gave sales a bad name, I knew it wasn’t personal. I am thankful that sales has developed a lot over the years where we now focus on “relationship selling” by putting the customer at the centre of the experience. This has taught me the importance of living by key principles which I would like to share with you:

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Over the years, I have often heard people talk about the importance of being passionate about your product or service.  When you think about it, it makes a lot of sense.

Customers want to deal with someone who is enthusiastic and interested in what they are doing or selling. They need to feel convinced they are making the right decision and that the person or company are committed to what they are selling.

However, like anything in life, we need to get the balance right. There are times when we get so excited about something, we can come across as a bit too excitable and scare people away.  Yet, I believe there are other concerns we need to consider.

This was highlighted to me recently, when I watched a well-known business related TV programme, where the potential mentor asked the participant the following question and this is what was said...

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