Posts Tagged : Jersey

Outsource for Growth
  1. What is holding you back from Sales Growth?

  2. What areas of your business have you invested into over the last 6 months?

  3. What has been your Return on the Investment?

  4. How important is coaching your customer facing team on sales, and how often do you do it?

If you answered “I am not sure” to any of these questions then what are you doing to give your company its unfair advantage? You maybe missing real sales opportunities…

Deliver the experience today, to ensure the income for tomorrow.

No more mediocrity, its time for the WOW factor.

Yours in Sales & Service

Dan

Managing Director

www.oursalesexperience.com

 

Fitness as a Sport?

Fifteen years ago, 2 fitness entrepreneurs, Lauren Jenai and Greg Glassman introduced a new sport to the world – they called it CrossFit.

CrossFit has since revolutionised the way many professional or aspiring (and even non-athletes), think of fitness. It is a sport that aims to improve an athlete’s general physical preparedness, with this being achieved through the development of ten skills

  • cardiovascular & Stamina
  •  strength & flexibility
  • power & speed
  • coordination & agility
  • balance & accuracy

The sport incorporates elements from other sports and training regimes including Olympic weightlifting, gymnastics, plyometrics, calisthenics, as well as the more familiar disciplines of swimming and running.

In 2005, there were 13 CrossFit -affiliated gyms in the U.S. and now 10 years on there are over 10,000 CrossFit affiliates around the world. Whilst over half of these are in the US, CrossFit also has a presence in Asia, Latin America, Australia, Europe and in May, the launch of the new CrossFit gym in Jersey.

“CrossFit does a phenomenal job of making itself very accessible to all types of people. All of the weights can be adjusted, and movements modified to allow any individual to take part. Because of this, physical disabilities generally do not limit individuals in their potential for participation. McGill Kinesiology Patrick Vellner

When looking at why the CrossFit Fitness model has boomed, the key factor, in article after article, blog after blog, YouTube after YouTube clip was the word Community. If you have ever belonged to a gym or a dojo, a church or a charity organisation, a tight-knit business or a club, then you have felt the allure and power of community, and experienced the stories that accompany it.

To facilitate its global reach, CrossFit makes use of a virtual community Internet model (Wikipedia 2015), using technology to its benefit and localising the success of this worldwide brand in a way that no other fitness offering has done in the past. Proud members posting daily how amazing there ‘WOD’ was or how close they are to their best ever ‘Fran’ – a language that only a committed CrossFit member would understand.

This ethos is continued locally at the ‘Box’ which is owned and run by CrossFit Accredited Trainers Joe Murphy & Grant Hogan, whose mantra is very much replicating the localisation of the CrossFit brand with a Jersey ‘family’ that radiates the word community.

“We train incredibly hard; harder than most thought they were capable of. Everyday our members break down barriers and set new standards for themselves.
Our training is intense (relative to each individual) and it creates a bond among our members that can’t be manufactured.
The community aspect of Jersey CrossFit is our greatest strength. There are no egos, and no room for bad attitudes. Those type of people just don’t fit here. We are fun and supportive, we are competitive, we are strong, we are humble”.

The ultimate aspiration is to compete in CrossFit’s annual event, the Open, where any CrossFit members worldwide do a series of five workouts. There are a variety of categories, including such as those based on age, where teenagers’ between the ages 14 and 17 years old as well as the ‘Masters’ for those older than the age of 40.

The Jersey Box have 8 team members competing in this years Open, and will also be representing the island at the British Championships held later this year.

However, the foundation of CrossFit is about preparing people for any physical goal, not simply for competition, and the key is for a realistic and achievable target meaning people can feel comfortable knowing they are still part of the community but working towards achieving their individual goal – another attraction that has seen the popularity of the CrossFit brand grow.

Maslows ‘Hierarchy of Needs’ theory states that the top three motivations for any human endeavour are;

  • self-actualisation
  • esteem
  • love/belonging

Given the goal driven approach, the physical and mental success rate results and the competitive community it has created, CrossFit founders Glass & Jenai has managed to incorporate the top three of Maslow’s Hierarchy key motivators as part of their culture. Whether or not Maslow’s Heirachy was discussed or outlined in the original Business Plan, Glass & Jenai got it spot on.

Find out more on Jersey’s Crossfit and see for yourself why CrossFit promotes, #FitnessAsASport .

Alternatively, contact Jersey Box owner Joe Murphy at joe@jerseycrossfit.je for more information as well as the chance to get your hands on a limited number of free day passes when the new gym opens its doors in May.

Have you tried CrossFit? What are your thoughts?

Yours in Health

Dan Ireland

Successful Accidents?

“Success is no accident”

What our customers value of the goods and services we offer will inevitably change over time. If we do not keep at least a small step in front or in step with our customers, then we become irrelevant and your competitors end up winning. Keeping in step means continually improving/updating/revitalising/cancelling our products and services.

It means continual attention to the conversations we have with our customers, focusing on their needs and priorities and what motivates them to buy from our companies.

“If you want everything you want, you need to find and sell to people who want what you got”. Zig Ziglar

Its integral to understand that value is dynamic, not static. Companies and sales people that don’t help in moving their customers forward are holding their customers back, and missing out on real opportunities to not just help themselves achieve their goals & targets, but the overall companies goals & targets.

It’s a big question that most entrepreneurs ask daily… what are your thoughts? How would you stay relevant to your customers?

Yours in Sales & Service.

Dan

Managing Director

www.oursalesexperience.com

Why is the customers experience so important?

Some fantastic stats.

Its never always the product or service that was purchased that gets remembered:

  • Its the person delivering the sale,
  • and the experience within that sale.

Today, try and get eye contact and smile at everyone.

Deliver something memorable!

Yours in Sales and Service

Dan

Managing Director

www.oursalesexperience.com

Art or Science?

Is Selling an Art or a Science?

Does it have to do with your creative charisma or the ability to read body language, tone of voice & perfect timing to close a sale?

An interesting topic that has been brought to closer attention in the last few years.

Personally I am in favour of both, with a touch of best practice sharing.

What are your thoughts? Are salespeople just charismatic thick skinned individuals with a gift of the gab, or people who have trained and read and analysed their customer and market.

We hope you have had a fabulous week!

Dan

Managing Director

www.oursalesexperience.com

Sales Statistics

Dedication, persistence and believing that your product or service is genuinely needed by your customer.

These stats do not surprise me at all. Taking yourself out of the sales person shoes, and into the mind of the customer; would you ever buy a product or service that the person selling it to you didn’t believe in? (unless you actually needed to buy it and do not care what the sales person has to say).

Being persistent in a polite way shows that you actually believe in the product or service enough to continue to develop the sales process further.
If we all started out thinking that we have 12 calls to make to close this sale, achieving 5 is amazing. If we continue to think that 1 call is good enough, we will continue to underachieve.

I am the firmest believer that when a salesperson actually believes in their product or service it helps deliver a truly authentic pitch. As a customer you want to hear the passion in their voice, the fact that they recommend the product or service  personally, and furthermore either own one or have a view to own one in the future. Never forget, the service delivered today will be generating the income for tomorrow. Please follow this link to see how to become a Sales Star in 5 simple steps. Yours in Sales & Service.

Dan – Managing Director

www.oursalesexperience.com

“Every accomplishment starts with a decision to try”  Grant Cardone

For the majority of sales people, prospecting and qualifying have always been the least favorite aspects of their jobs.

In the blinkered rush, most sales people, with a new prospect, look purely for a quick sale and qualifying is often skimmed over. Salespeople end up spending time with the wrong people, upsetting a prospect and negatively impacting the effectiveness of the discussion, wasting both theirs and the prospects time.

Qualifying a prospect will make sure that you are not discussing a beautiful Harley Davidson, when the prospect doesn’t have a motorbike licence, and really just looking for a second hand scooter for their son or daughter.

You may be the best closer in the industry, have the gift of the gab, or know exactly when the customer is ready to buy, but without a prospect in front of you, and a steady pipeline for you to work with, all those sales development assets are useless.

Who is a prospect?

Absolutely everyone, until of course you have qualified them.

Qualifying Your Prospects

How can sales professionals qualify and select the right prospects with whom to spend their valuable time?

  1. Salespeople must have the right mindset to find and qualify the prospective client. I would recommend thinking like a physician, and asking questions to diagnose your customers situation. Using qualifying models like BANT (Budget, Authority, Needs & Time), ANUM (Authority, Need, Urgency, Money) and Hubspots latest GPCTBA/C&I, you can get a good flavour as to whether or not the prospect is qualified for your product and solution or you are wasting each others time. What makes a physician’s repertoire of questions so valuable is that it helps you focus on being able to get to the heart of the issue very quickly. Physician’s generally lead with the opening question, “Why are you here today?”, or “How can I help you today?”. Both questions are open ended and will get straight to the heart of the matter.
  2. Qualifying through research is also an excellent way of understanding your prospects. It builds an external profile, for example, size of company, industry, number of employees, structure, mission & what the company is about. Thus helping you to visualise how your products and services could fit. Although there is only so much researching your customers external profile can do for you and your ability to forge a new and lasting relationship with the prospect.

Qualifying a prospect does not guarantee you are going to get the sale, but it does guarantee that you will be more effective with your product or service placement.

If you would like to find out more on qualifying a lead, maybe some sample questioning around models like BANT or others, please contact me at daniel@oursalesexperience.com.

Yours in Sales & Service.

Dan

Managing Director

www.oursalesexperience.com

What Is Our Sales Experience?
Our Sales Experience is a team of professionals with a passion for delivering excellent customer service. We have a diverse range of industry experience but any good salesperson will tell you, the process is inherently the same for any product or service. It is the delivery, management and ongoing support that will set you apart from the rest.

Why do we do it?

We want to inspire customer facing people to be passionate about the brand they work for and the products or services they sell. We want to lead from the front and bring our passion for business, and our passion for people to help your business deliver a memorable experience over several sales channels.

Where are we based?

Based in Jersey, but we will be working predominantly with you within your place of work. We will be taking on your brand name, researching your products or (and) services and coming with you or working alongside you to deliver the “hands on approach” we promised.

What do we do?

We are an end to end sales & service company that helps small and medium sized businesses engage better with their customers at varying touch points. By touch points I mean on email or phone, in store, anywhere that you interact with your customer other than online.

How can we achieve it?

We have developed a winning process or guideline, that is not as generic as you will find reading sales handbooks. It is a bespoke product which incorporates a lengthy and hugely successful sales & customer service experience history, centering on your customer and their needs.

What next?

We would love to hear from you! Have a question or a new idea? Let’s talk. We love hearing about exciting concepts. Let us know and we will come up with a professional service that can help you develop your sales channels. We are here also to answer any questions you may have about our company or services.

 

Money can’t buy?

Whats truly important, cost you absolutely nothing.

How difficult is it for people to invest into something that is free to all?

Whilst these are in no particular order, they all resonate with the reasoning as to why we interact with some people and not with others.

Are there any other traits you feel the list is missing?

And importantly, “our service delivered today, will deliver our income for tomorrow”.

The Team at Our Sales Experience.

www.oursalesexperience.com

 

Amateur vs Professional

Its hard enough running the business you own.

Getting inexperienced & cheaper resources involved, especially in customer facing or decision making roles, can make hitting your businesses targets all that much harder.

With tight cash flows, most small businesses restructured and got rid of the very people they need to drive sustainable income and growth.

The team at Our Sales Experience look for missed opportunities within your sales processes. Importantly we know that without you being successful, we can not.

Contact us, let us help you get a head start on your competition.

Deliver an experience that your customers will talk about with their friends, and their friends friends.

Yours in Sales & Service

Dan
www.oursalesexperience.com