Some Sales Managers tell their teams that people buy people,but they don't explain why and how you can improve your chances of making a sale. If you fail to build rapport with a customer you lose. Would you do business with someone you didn't like or didn't feel a connection with? Rapport leads to trust and patient understanding of your pitch. It is the most important part of any relationship.Isn't it true that we forgive people more easily when we have an affinity to them. The same is true with your customer.
Rapport is simple to create. This not an earth shattering revelation but many fail to do it. This is how you do it. If you have an ego leave it at the door. Decide to put your customer first and treat them like royalty. When you think like this you can see things from their view point. Just show them you care.There it is. Simple.
Kellcomm,Princes Exchange,Princes Square,Leeds,LS1 4HY, United Kingdom
Saturday 16 July 2011
Darren Kelly - Motivate Yourself Right Now!
The legendary footballer George Best understood he had a problem with alcohol and knew he was going to fix the problem. However, George said it was always going to be tomorrow. He said his intentions were positive, but he just couldn’t get in gear.
Do you find that your goals are never met despite your dreams being strong?
Do you get frustrated when you meet failure and if only? Let’s look at some ways to turbo charge your motivation through better communication with yourself.
1 Create a movie in your mind of what you want to achieve. Step inside that movie and hear the sounds, and enjoy the colours and the impact your success has on you and those around you.
2 Act as if you are already achieving your success. This will help you communicate with yourself and others in a way that attracts success. If you think of yourself as confident and healthy you will do things that will fit the image you have yourself.
3 Promise yourself something special for achieving your goal. Put a picture of that car you want or that holiday destination you love on your wall to keep you motivated.
4 Avoid energy vampires who just want to dump their negative thoughts in your mind. There are some people who are stuck in a negative rut. They are in a job they hate. They are bitter about being passed up for promotion and think they are better than their boss. You can tell them a true story about a friend who lost their job and house through no fault of their own, but they don’t care. Second hand negativity is almost as bad as second hand smoke. There comes a time when you have to realise that they don’t want your help. It is better for you to be a positive environment which will add fuel to your goals.
5 Move right now. Motion creates emotion. If you say you are going to get fit from tomorrow, then start today, even if it’s progressively small. Get into the habit of putting your trainers on and walk or run today. A five minute workout will eradicate the “I’ll start tomorrow” syndrome.
6 Ask for feedback from an expert to keep you on track and encourage you to keep you on course. Read positive books and use workbooks to plan and chart your success.
7 Tell yourself to be patient. We all know that two week diets never work. People lose water and a few pounds and within weeks they are back to being unhappy again. Be realistic while remaining positive. Patience is a skill and it prevents frustration and negativity.
Do you find that your goals are never met despite your dreams being strong?
Do you get frustrated when you meet failure and if only? Let’s look at some ways to turbo charge your motivation through better communication with yourself.
1 Create a movie in your mind of what you want to achieve. Step inside that movie and hear the sounds, and enjoy the colours and the impact your success has on you and those around you.
2 Act as if you are already achieving your success. This will help you communicate with yourself and others in a way that attracts success. If you think of yourself as confident and healthy you will do things that will fit the image you have yourself.
3 Promise yourself something special for achieving your goal. Put a picture of that car you want or that holiday destination you love on your wall to keep you motivated.
4 Avoid energy vampires who just want to dump their negative thoughts in your mind. There are some people who are stuck in a negative rut. They are in a job they hate. They are bitter about being passed up for promotion and think they are better than their boss. You can tell them a true story about a friend who lost their job and house through no fault of their own, but they don’t care. Second hand negativity is almost as bad as second hand smoke. There comes a time when you have to realise that they don’t want your help. It is better for you to be a positive environment which will add fuel to your goals.
5 Move right now. Motion creates emotion. If you say you are going to get fit from tomorrow, then start today, even if it’s progressively small. Get into the habit of putting your trainers on and walk or run today. A five minute workout will eradicate the “I’ll start tomorrow” syndrome.
6 Ask for feedback from an expert to keep you on track and encourage you to keep you on course. Read positive books and use workbooks to plan and chart your success.
7 Tell yourself to be patient. We all know that two week diets never work. People lose water and a few pounds and within weeks they are back to being unhappy again. Be realistic while remaining positive. Patience is a skill and it prevents frustration and negativity.
Darren Kelly - Protect Your Voice
Some people with a major sales pitch or job interview to plan for, think its ok to indulge in alcohol the night before. Apart from looking tired, their voice receives a double blow of no rest and the wrong sort of lubrication.
My years as a very successful broadcaster taught me that my instrument – my voice had to be looked after. The same goes for you.
Pick your times for having a great night out but don’t allow a poor vocal delivery to destroy your chances of success.
1 Practice a 5 minute daily deep breathing routine. When you breathe deeply you not only reduce stress, but you allow your delivery to have more natural volume.
2 Shouting is not good for your voice. How did you feel after going to a concert or a sporting event? Did you feel croaky? The strain on your vocal chords can be felt the very next day.
3 Try a glass of hot water with a spoonful of honey or a slice of lemon before you make a speech.
4 Alcohol, dairy products and smoking wreak havoc with your vocal delivery. How many times have we been subjected to a speaker, who was buoyed up by booze and thought he or she could hold an audience’s attention like the greatest speakers? Their slurred words in between coughs, the memory lapse and unstructured delivery caused boredom, some joviality but mostly embarrassment.
5 Rest is essential when your voice is strained, or when you can feel an illness like laryngitis coming on. Pushing it beyond its ability will strain it and reduce the speed of your recovery.
6 Warm up with a hum. All great communicators warm up their vocal cords before they speak at large events.
7 Find the pitch range that is right for you. If your pitch is too high or too low it can damage your voice. It is best you seek expert advice.
Kellcomm,Princes Exchange,Princes Square,Leeds,LS1 4HY, United Kingdom
My years as a very successful broadcaster taught me that my instrument – my voice had to be looked after. The same goes for you.
Pick your times for having a great night out but don’t allow a poor vocal delivery to destroy your chances of success.
1 Practice a 5 minute daily deep breathing routine. When you breathe deeply you not only reduce stress, but you allow your delivery to have more natural volume.
2 Shouting is not good for your voice. How did you feel after going to a concert or a sporting event? Did you feel croaky? The strain on your vocal chords can be felt the very next day.
3 Try a glass of hot water with a spoonful of honey or a slice of lemon before you make a speech.
4 Alcohol, dairy products and smoking wreak havoc with your vocal delivery. How many times have we been subjected to a speaker, who was buoyed up by booze and thought he or she could hold an audience’s attention like the greatest speakers? Their slurred words in between coughs, the memory lapse and unstructured delivery caused boredom, some joviality but mostly embarrassment.
5 Rest is essential when your voice is strained, or when you can feel an illness like laryngitis coming on. Pushing it beyond its ability will strain it and reduce the speed of your recovery.
6 Warm up with a hum. All great communicators warm up their vocal cords before they speak at large events.
7 Find the pitch range that is right for you. If your pitch is too high or too low it can damage your voice. It is best you seek expert advice.
Kellcomm,Princes Exchange,Princes Square,Leeds,LS1 4HY, United Kingdom
Darren Kelly - PR LESSON
7 PR Killers You Must Avoid
1 Don’t deliver Press kits that weigh heavier than Mike Tyson. Newsrooms are not very big.
2 Never ask why a story wasn’t run. There could be many reasons.
3 Don’t waste their time with a story of no value.
4 Never lie. A reporter burned will never trust you again. It’s a foolish thing to attempt.
5 Poor Communication will waste a reporter’s valuable time. Either seek expert help if you are unsure or ask an expert to write your press release.
6 Don't get upset if your story is not told as you wanted it to be. It’s a story and not an advert you paid for.
7 Don’t promise an exclusive when it’s not. You damage a reporter's credibility, and that is unfair, and you will not be forgiven.
Kellcomm
A Better Business Day
1 Don’t deliver Press kits that weigh heavier than Mike Tyson. Newsrooms are not very big.
2 Never ask why a story wasn’t run. There could be many reasons.
3 Don’t waste their time with a story of no value.
4 Never lie. A reporter burned will never trust you again. It’s a foolish thing to attempt.
5 Poor Communication will waste a reporter’s valuable time. Either seek expert help if you are unsure or ask an expert to write your press release.
6 Don't get upset if your story is not told as you wanted it to be. It’s a story and not an advert you paid for.
7 Don’t promise an exclusive when it’s not. You damage a reporter's credibility, and that is unfair, and you will not be forgiven.
Kellcomm
A Better Business Day
Darren Kelly- The Carols of Success
C.... Communicate a value and deliver it with integrity.
A.... Attitude is a trait that must be positive and constantly reinforced.
R..... Respect your customers beliefs and goals.
O.... Organisation will save you and your customers valuable time.
L.... Listen to what your customers want and need instead of what you want to sell.
S.... Service which is outstanding enhances customer trust, loyalty and a desire to
refer you to others.
copyright Kellcomm 2010.
Kellcomm,
A.... Attitude is a trait that must be positive and constantly reinforced.
R..... Respect your customers beliefs and goals.
O.... Organisation will save you and your customers valuable time.
L.... Listen to what your customers want and need instead of what you want to sell.
S.... Service which is outstanding enhances customer trust, loyalty and a desire to
refer you to others.
copyright Kellcomm 2010.
Kellcomm,
Darren Kelly - Author - A Kellcomm Christmas Carol - A Sales Inspiration
When people talk about life changing books, Charles Dickens 'A Christmas Carol' gets overlooked.That's because they cannot see beyond a mean Scrooge. The story represents all change, whether it's health, spiritual or business. One of the main points that Dickens makes is that we must take massive action now if we want to change. When you put things off until tomorrow, you allow to the pain to grow.
I have adapted this classic story as a sales and personal inspiration. It's my gift to you.Also includes 'Dickens on Personal Development'.
Enjoy A Kellcomm Christmas Carol at
http://www.youtube.com/results?search_query=kellcomm&aq=f
Kellcomm, Princes Exchange Princes Square, Leeds, LS1 4HY, United Kingdom
I have adapted this classic story as a sales and personal inspiration. It's my gift to you.Also includes 'Dickens on Personal Development'.
Enjoy A Kellcomm Christmas Carol at
http://www.youtube.com/results?search_query=kellcomm&aq=f
Kellcomm, Princes Exchange Princes Square, Leeds, LS1 4HY, United Kingdom
Darren Kelly - Dickens on Personal Development
1. Honesty.
Marley’s ghost delivered an honest message that he backed up with an example of the consequences. Scrooge’s honesty with himself allowed him to accept his mistakes and his need to grow.
2. Danger of Limited Thinking.
Scrooge once thought he was satisfied with his abundance of riches. He built a cocoon of meanness that stunted his spiritual and emotional development.
3. Goals.
Scrooge showed us that to achieve our goal, we must take massive action now! Putting things off until tomorrow not only delays the pain but increases it.
4. Choices.
Scrooge showed us that our beliefs precede reality. Our brain is our hardware, and we have the ability to replace any negative software with the good positive stuff anytime we wish. The ghosts inspired his change of beliefs and in doing so helped him change his feelings, decisions and choices. All these combined to create his new reality.
5. Success.
We learn that success is a very personal thing. It’s not about blindly following the path of another. Scrooge realised that his hard- nosed business mind needed the emotional intelligence Bob Cratchett possessed. This mix of IQ and EQ made him feel genuinely fulfilled.
6 How to Offer a Gift.
The gift of flowers to another person is only as successful as the message delivered with it. Scrooge didn’t just offer gifts after his redemption. He became a part of the gift also.
7. Respect.
The essence of great communication can be summed up in these seven letters. Treat yourself with respect and offer the same to those around you. Mr Fezziwig under whom Scrooge served his apprenticeship gained the respect of his staff by showing them respect and generosity of spirit.
8. Memory.
The Ghost of Christmas Past personified the importance of memory. Scrooge’s growth relied on his ability to honestly reflect on his past. He showed us that we must accept the reason we are in a position today is predominantly related to the decisions we made yesterday.
9. Organisation.
The Ghost of Christmas Yet to Come personified the value of time. When Scrooge asked this ghost to erase the writing on his own headstone he was asking for a chance to change what would be written on it one day. He realised his time was not forever. Time is our most valuable asset. Money can be won and lost and won again but wasted time is gone forever.
10. Excellent Communication.
Marley’s ghost created a master pitch for Scrooge. He was prepared and created a dialogue instead of a self -obsessed monologue. He framed, positioned and explained the situation to Scrooge in a very compelling way. Dickens used the most important punctuation mark in a salesman’s grammar, the question mark. He employed the core questions what and why to develop this very important conversation. Without them, Scrooge would have remained rigid in his meanness and Marley’s ghost might have failed in his aim.
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
Marley’s ghost delivered an honest message that he backed up with an example of the consequences. Scrooge’s honesty with himself allowed him to accept his mistakes and his need to grow.
2. Danger of Limited Thinking.
Scrooge once thought he was satisfied with his abundance of riches. He built a cocoon of meanness that stunted his spiritual and emotional development.
3. Goals.
Scrooge showed us that to achieve our goal, we must take massive action now! Putting things off until tomorrow not only delays the pain but increases it.
4. Choices.
Scrooge showed us that our beliefs precede reality. Our brain is our hardware, and we have the ability to replace any negative software with the good positive stuff anytime we wish. The ghosts inspired his change of beliefs and in doing so helped him change his feelings, decisions and choices. All these combined to create his new reality.
5. Success.
We learn that success is a very personal thing. It’s not about blindly following the path of another. Scrooge realised that his hard- nosed business mind needed the emotional intelligence Bob Cratchett possessed. This mix of IQ and EQ made him feel genuinely fulfilled.
6 How to Offer a Gift.
The gift of flowers to another person is only as successful as the message delivered with it. Scrooge didn’t just offer gifts after his redemption. He became a part of the gift also.
7. Respect.
The essence of great communication can be summed up in these seven letters. Treat yourself with respect and offer the same to those around you. Mr Fezziwig under whom Scrooge served his apprenticeship gained the respect of his staff by showing them respect and generosity of spirit.
8. Memory.
The Ghost of Christmas Past personified the importance of memory. Scrooge’s growth relied on his ability to honestly reflect on his past. He showed us that we must accept the reason we are in a position today is predominantly related to the decisions we made yesterday.
9. Organisation.
The Ghost of Christmas Yet to Come personified the value of time. When Scrooge asked this ghost to erase the writing on his own headstone he was asking for a chance to change what would be written on it one day. He realised his time was not forever. Time is our most valuable asset. Money can be won and lost and won again but wasted time is gone forever.
10. Excellent Communication.
Marley’s ghost created a master pitch for Scrooge. He was prepared and created a dialogue instead of a self -obsessed monologue. He framed, positioned and explained the situation to Scrooge in a very compelling way. Dickens used the most important punctuation mark in a salesman’s grammar, the question mark. He employed the core questions what and why to develop this very important conversation. Without them, Scrooge would have remained rigid in his meanness and Marley’s ghost might have failed in his aim.
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
Darren Kelly - Cold Calling Success
Turning a cold call into a warm conversation is a major skill.
In face to face communication your powers are divided roughly this way.
Words 7%
Tone 38%
Body language 55%
This means on a phone call you are using only 45% of your communication powers.
The number one cause of failure is to accept it is a numbers game. Think about what this tells your subconscious. This is accepting failure before you pick up the phone, and it endorses poor performance. It's a great excuse for a poorly prepared and delivered call. Champions expect success.
There is no best time because you don't know a persons diary or mood. Some sales people make excuses and don't start work until 11am. They finish at 4pm mentally because it's another great excuse. If a call is compelling it will be listened to.
Think!
Preparation, Concentraton and Moderation.
or
Research, Listen and Respect your listeners time.
Donald Trump once told a salesperson " Make me like you. Get to the point, be energetic and offer me a benefit."
When Michael Buble hits the stage, he delivers his songs like he's singing them for the first time. Do you have that same enthusiasm for every call or are you just plodding through a numbers game?
The famous Golfer Jack Niklaus once said he was the best because he could put a bad shot out of his mind quicker than other players could. If a cold call goes wrong do you unknowingly allow that to infect other calls?
Prepare for success and expect it.
We train the brightest minds to communicate more effectively.
Warmest regards,
Darren Kelly.
Author
Love Your Customer, Grow Your Business
Kellcomm,Princes ExchangePrinces SquareLeedsLS1 4HY, United Kingdom
In face to face communication your powers are divided roughly this way.
Words 7%
Tone 38%
Body language 55%
This means on a phone call you are using only 45% of your communication powers.
The number one cause of failure is to accept it is a numbers game. Think about what this tells your subconscious. This is accepting failure before you pick up the phone, and it endorses poor performance. It's a great excuse for a poorly prepared and delivered call. Champions expect success.
There is no best time because you don't know a persons diary or mood. Some sales people make excuses and don't start work until 11am. They finish at 4pm mentally because it's another great excuse. If a call is compelling it will be listened to.
Think!
Preparation, Concentraton and Moderation.
or
Research, Listen and Respect your listeners time.
Donald Trump once told a salesperson " Make me like you. Get to the point, be energetic and offer me a benefit."
When Michael Buble hits the stage, he delivers his songs like he's singing them for the first time. Do you have that same enthusiasm for every call or are you just plodding through a numbers game?
The famous Golfer Jack Niklaus once said he was the best because he could put a bad shot out of his mind quicker than other players could. If a cold call goes wrong do you unknowingly allow that to infect other calls?
Prepare for success and expect it.
We train the brightest minds to communicate more effectively.
Warmest regards,
Darren Kelly.
Author
Love Your Customer, Grow Your Business
Kellcomm,Princes ExchangePrinces SquareLeedsLS1 4HY, United Kingdom
Darren Kelly - How to effectively use Questions and Answers in a presentation
How to effectively use Questions and Answers in a presentation
Great presenters efficiently use a tablet PC for their presentations. They ask questions of their audience, stop the presentation, and write their answers on a computer's desktop, which displays on the screen for everyone to see.
This offers the audience a break and and helps stimulate another part of their brain.
Remember, an excellent presentation should edutain ( educate and entertain) It's very hard to do all three with one approach to your presentation.
Kellcomm, Princes Exchange, Princes Square, Leeds,LS1 4HY, United Kingdom
Great presenters efficiently use a tablet PC for their presentations. They ask questions of their audience, stop the presentation, and write their answers on a computer's desktop, which displays on the screen for everyone to see.
This offers the audience a break and and helps stimulate another part of their brain.
Remember, an excellent presentation should edutain ( educate and entertain) It's very hard to do all three with one approach to your presentation.
Kellcomm, Princes Exchange, Princes Square, Leeds,LS1 4HY, United Kingdom
Darren Kelly and Richard Branson
Posted Jan 2011
When my publisher called to say 'Love Your Customer, Grow Your Business' was ahead of Sir Richard Branson's books on the iTunes Business Chart, I admit my heart sank. I was number 2 on the Best Sellers Chart. Sir Richard Branson has been a major source of inspiration for me. I remember his story 'Losing My Virginity'. He spoke about falling down on the sofa in tears when he felt things were not going to work out as planned.
While I didn't have tears, I will admit to some challenges in writing the book. The research, analysis and self discovery were enlightening and extremely enjoyable but the editing was very tough work.
I wanted to create something that would have a positive impact and not just be a purchase that ended up being listened to once. This meant I had to be harsh on myself to achieve my goal of maximum skills transfer to my readers and listeners.
I asked 100 sales people and 100 customer service agents how they worked and how could I fit my expertise into their busy lives. They gave me the answers, and I got down to work. Thank you for buying it and inspiring me to challenge, motivate and excite you to achieve the success you deserve.
Thank you Sir Richard for your inspiration too.
Warmest regards,
Darren.
Author
Love Your Customer, Grow Your Business
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
When my publisher called to say 'Love Your Customer, Grow Your Business' was ahead of Sir Richard Branson's books on the iTunes Business Chart, I admit my heart sank. I was number 2 on the Best Sellers Chart. Sir Richard Branson has been a major source of inspiration for me. I remember his story 'Losing My Virginity'. He spoke about falling down on the sofa in tears when he felt things were not going to work out as planned.
While I didn't have tears, I will admit to some challenges in writing the book. The research, analysis and self discovery were enlightening and extremely enjoyable but the editing was very tough work.
I wanted to create something that would have a positive impact and not just be a purchase that ended up being listened to once. This meant I had to be harsh on myself to achieve my goal of maximum skills transfer to my readers and listeners.
I asked 100 sales people and 100 customer service agents how they worked and how could I fit my expertise into their busy lives. They gave me the answers, and I got down to work. Thank you for buying it and inspiring me to challenge, motivate and excite you to achieve the success you deserve.
Thank you Sir Richard for your inspiration too.
Warmest regards,
Darren.
Author
Love Your Customer, Grow Your Business
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
Darren Kelly - The King’s Speech and WHY success is not just about HOW TO.
Originally posted - Jan 2011
I sat in the Odeon cinema in Thornbury, Bradford on Saturday night when two tears left my eyes. I watched the struggle of a future King as he attempted to conquer a stammer, so he could speak in public. It reminded me of the communication fear I too once had. As a young executive in 1990 I soaked up the advice of a mentor of mine who said “banks of knowledge and expertise are wonderful, but they are wasted if you cannot articulate them to inspire people to a greater purpose than your own.”
Colin Firth's portrayal of King George VI shows us that all leaders and future leaders must be great communicators. The film demonstrates how the act of personal communication in written or oral form allows a leader to connect more effectively with his or her audience. That audience may comprise of subjects, voters, customers, staff, investors, suppliers or the media. Leaders may have different styles, personalities and methods, but they must be able to communicate on both an emotional and logical level.
The Oscar tipped film makes a powerful point about the journey to communication success. Nobody is born a great or poor communicator. Great communicators of the past and present like Obama, Martin Luther King, Cameron,Winfrey, Indra Nooyi (Pepsi) Jinnah, Nehru, Clinton and Yorkshires own Seb Coe were not born with the gift but improved and perfected their skills on a journey of training. I mentioned in my book ‘Love Your Customer, Grow Your Business’ that Winston Churchill learned his communication skills from an Irish American called Bourke Cochran. Churchill mentioned to the King that he too once had a problem with words. The audience in the Bradford cinema roared with laughter at the future King's practice routine. I did too. I thought that if a future King could “let himself go” to improve his communication skills, why do some leaders neglect this essential part of their job? Some reasons include arrogance, ignorance, laziness and fear. John F. Kennedy adopted the Kings' animated rehearsal before a live TV debate with Richard Nixon in 1960. We all know who looked more relaxed and engaging and who won the US Presidential race that year?
I have studied the World’s most successful people in business, politics, and media. I discovered the common trait among the most successful people in their field was/is their ability to communicate to motivate, inspire, guide and sometimes entertain. My shyness and lack of communication skills in 1990 were transformed through dedication to practice and the guidance of some of the best mentors in business and media. I later enjoyed a media career broadcasting to radio audiences of nearly a million people and live audiences ranging from 10 people to over 100,000 people. The King's journey reminded me of my own learning curve, and prompted the water in my eyes. I now enjoy working with an exceptional team as we share our expertise with some of the brightest business minds in The UK and Ireland.
The biggest lesson the film offers, however, is not HOW the King succeeded in conquering his impediment but WHY he succeeded. It is the WHY that gave him the fuel to do the HOW TO. Isn’t it true that when we give ourselves a big enough WHY that the challenges of HOW TO don’t seem as big? It was only when the future King knew he would have to wear the crown that he really focused and applied himself with zeal to learn how to give his speech. This gave him the strength to deal with disappointments and setbacks and allowed him to focus like a laser on his goal. A big WHY in business and in life prevents people attempting things half- heartedly or giving up too easily. A big WHY inspires success.
Kellcomm's WHY is that we want to put ourselves in a space where we can help people communicate with ethical influence with themselves, their family and friends and the people they meet in business to ensure maximum success. The Kellcomm techniques are so far advanced from those of the King's tutor, but we share one thing. We have the same absolute passion to help our clients succeed.
What is your WHY that fuels your HOW TO?
I wish you a fantastic week in business and in your personal life.
Warmest regards,
Darren.
Author
Love Your Customer, Grow Your Business
I sat in the Odeon cinema in Thornbury, Bradford on Saturday night when two tears left my eyes. I watched the struggle of a future King as he attempted to conquer a stammer, so he could speak in public. It reminded me of the communication fear I too once had. As a young executive in 1990 I soaked up the advice of a mentor of mine who said “banks of knowledge and expertise are wonderful, but they are wasted if you cannot articulate them to inspire people to a greater purpose than your own.”
Colin Firth's portrayal of King George VI shows us that all leaders and future leaders must be great communicators. The film demonstrates how the act of personal communication in written or oral form allows a leader to connect more effectively with his or her audience. That audience may comprise of subjects, voters, customers, staff, investors, suppliers or the media. Leaders may have different styles, personalities and methods, but they must be able to communicate on both an emotional and logical level.
The Oscar tipped film makes a powerful point about the journey to communication success. Nobody is born a great or poor communicator. Great communicators of the past and present like Obama, Martin Luther King, Cameron,Winfrey, Indra Nooyi (Pepsi) Jinnah, Nehru, Clinton and Yorkshires own Seb Coe were not born with the gift but improved and perfected their skills on a journey of training. I mentioned in my book ‘Love Your Customer, Grow Your Business’ that Winston Churchill learned his communication skills from an Irish American called Bourke Cochran. Churchill mentioned to the King that he too once had a problem with words. The audience in the Bradford cinema roared with laughter at the future King's practice routine. I did too. I thought that if a future King could “let himself go” to improve his communication skills, why do some leaders neglect this essential part of their job? Some reasons include arrogance, ignorance, laziness and fear. John F. Kennedy adopted the Kings' animated rehearsal before a live TV debate with Richard Nixon in 1960. We all know who looked more relaxed and engaging and who won the US Presidential race that year?
I have studied the World’s most successful people in business, politics, and media. I discovered the common trait among the most successful people in their field was/is their ability to communicate to motivate, inspire, guide and sometimes entertain. My shyness and lack of communication skills in 1990 were transformed through dedication to practice and the guidance of some of the best mentors in business and media. I later enjoyed a media career broadcasting to radio audiences of nearly a million people and live audiences ranging from 10 people to over 100,000 people. The King's journey reminded me of my own learning curve, and prompted the water in my eyes. I now enjoy working with an exceptional team as we share our expertise with some of the brightest business minds in The UK and Ireland.
The biggest lesson the film offers, however, is not HOW the King succeeded in conquering his impediment but WHY he succeeded. It is the WHY that gave him the fuel to do the HOW TO. Isn’t it true that when we give ourselves a big enough WHY that the challenges of HOW TO don’t seem as big? It was only when the future King knew he would have to wear the crown that he really focused and applied himself with zeal to learn how to give his speech. This gave him the strength to deal with disappointments and setbacks and allowed him to focus like a laser on his goal. A big WHY in business and in life prevents people attempting things half- heartedly or giving up too easily. A big WHY inspires success.
Kellcomm's WHY is that we want to put ourselves in a space where we can help people communicate with ethical influence with themselves, their family and friends and the people they meet in business to ensure maximum success. The Kellcomm techniques are so far advanced from those of the King's tutor, but we share one thing. We have the same absolute passion to help our clients succeed.
What is your WHY that fuels your HOW TO?
I wish you a fantastic week in business and in your personal life.
Warmest regards,
Darren.
Author
Love Your Customer, Grow Your Business
Love Your Customer Grow Your Business - Darren Kelly
The World’s Most Beautiful Word
“The supreme happiness in life is the conviction that we are loved” - Victor Hugo
Why is it that people use the word mate when speaking to a customer? Is it laziness? Is it habit? Is it carelessness? Is it fear of intimacy? Either way it does nothing to create or improve a relationship. Others words used are bud, lad, lass or luv. If you mean it the affectionate way, have you ever wondered that the person hearing it may think you are too lazy to remember their name?
For most people their name is not their badge but a symbol of love, which started when they were a baby. Their parents and family called them that name and mixed it up with cutchy, cutchy coos. The name is embedded with trust and loyalty and unconditional love. It is the name their best friends called them at school, and the name that was written on every birthday card they ever received. Now you come along and try to create an emotional relationship with a word that is so general it fails to cut through.
The greatest communicators in the world make a point of remembering people's names. Some will write down the name as soon as possible or others will ask the person to repeat it or ask a question about it. Is that Zach with a CH or a K?
If you still don’t believe how important a person’s name is you may want to read some more on the man Forbes Magazine valued at $2.8 Billion in 1985. This man made a point of remembering people’s names and using their name whenever he greeted them. This man was Sam Walton. He understood people and it was this ability that helped him create Wal-Mart, the owner of ASDA UK. Walton was known for his sincerity and deep understanding of human emotion.
Another issue you may face is the pronunciation of names.
Have you met a customer with a name foreign to you, and you were unable to say it correctly? The customer may not have been upset because they are used to it. However, wouldn’t you have stood out if you simply asked if they would mind if you enquired about their name. Try this. "I believe that your name is very special, and I don’t want to make a mistake when I say it. Would you please help me spell it phonetically so I don’t make an idiot of myself by saying it incorrectly"?
Which makes you look better in front of your customer, you saying it in error for the next 10 meetings or showing them respect from the start? This also has the added benefit of reducing your stress levels. Now every time you meet your customer you are not thinking “oh dear, how do you pronounce his or her name"?
Love Your Customer Challenge
List the 7 most important people in your life? When you write their name down think about how saying their name makes you feel. If mentioning their name has an emotional effect on you, how do you think they feel about it?
“The supreme happiness in life is the conviction that we are loved” - Victor Hugo
Why is it that people use the word mate when speaking to a customer? Is it laziness? Is it habit? Is it carelessness? Is it fear of intimacy? Either way it does nothing to create or improve a relationship. Others words used are bud, lad, lass or luv. If you mean it the affectionate way, have you ever wondered that the person hearing it may think you are too lazy to remember their name?
For most people their name is not their badge but a symbol of love, which started when they were a baby. Their parents and family called them that name and mixed it up with cutchy, cutchy coos. The name is embedded with trust and loyalty and unconditional love. It is the name their best friends called them at school, and the name that was written on every birthday card they ever received. Now you come along and try to create an emotional relationship with a word that is so general it fails to cut through.
The greatest communicators in the world make a point of remembering people's names. Some will write down the name as soon as possible or others will ask the person to repeat it or ask a question about it. Is that Zach with a CH or a K?
If you still don’t believe how important a person’s name is you may want to read some more on the man Forbes Magazine valued at $2.8 Billion in 1985. This man made a point of remembering people’s names and using their name whenever he greeted them. This man was Sam Walton. He understood people and it was this ability that helped him create Wal-Mart, the owner of ASDA UK. Walton was known for his sincerity and deep understanding of human emotion.
Another issue you may face is the pronunciation of names.
Have you met a customer with a name foreign to you, and you were unable to say it correctly? The customer may not have been upset because they are used to it. However, wouldn’t you have stood out if you simply asked if they would mind if you enquired about their name. Try this. "I believe that your name is very special, and I don’t want to make a mistake when I say it. Would you please help me spell it phonetically so I don’t make an idiot of myself by saying it incorrectly"?
Which makes you look better in front of your customer, you saying it in error for the next 10 meetings or showing them respect from the start? This also has the added benefit of reducing your stress levels. Now every time you meet your customer you are not thinking “oh dear, how do you pronounce his or her name"?
Love Your Customer Challenge
List the 7 most important people in your life? When you write their name down think about how saying their name makes you feel. If mentioning their name has an emotional effect on you, how do you think they feel about it?
Darren Kelly - Kellcomm- A lesson for CEO's from Obama
On Sunday President Obama gave a lesson to CEO’s on how to conduct an interview about serious issues while under pressure. The pressure came from the tornado that is Bill O’Reilly. The Irish American News Anchor is the most popular star on FOX News TV in the USA. He is pro Republican and known for saying what he thinks about Obama's party The Democrats.
You could forgive Obama for shying away, but he receives the plaudits for handling the interview with grace, intelligence and controlled emotion.
O Reilly started off with a thank you to the President for the Government's protection of some journalists in Cairo. The niceties were now over and O’Reilly launched into a series of statements, posing as questions regarding President Mubarak in Egypt. The aim of this style of interview was to force Obama to accept O'Reilly's views as fact and try to override his time to think clearly and cleverly. Obama was too intelligent for that, and he managed to frame his answers to suit his opinion and not the hosts.
Obama called the host "Bill" despite O’Reilly having previously launched various attacks on Obama's performance as US President. Obama demonstrated an ability to dismiss previous verbal bashings so he could concentrate on creating a connection to disarm the host.
O Reilly continued to challenge the President this way with questions about healthcare reform. O'Reilly had to have the last word and refused to allow Obama to finish his answers. The President remained in control, and his body language was comfortable. O’Reilly’s body language was tense throughout the interview as he failed to puncture Obama's cocoon of composure.
Obama won against a bullish O'Reilly because he didn’t allow the host’s energy and style of questioning to dictate his thoughts. He was confident, communicated with clarity and displayed a respect for the host that was not returned.
Kellcomm, ,Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
You could forgive Obama for shying away, but he receives the plaudits for handling the interview with grace, intelligence and controlled emotion.
O Reilly started off with a thank you to the President for the Government's protection of some journalists in Cairo. The niceties were now over and O’Reilly launched into a series of statements, posing as questions regarding President Mubarak in Egypt. The aim of this style of interview was to force Obama to accept O'Reilly's views as fact and try to override his time to think clearly and cleverly. Obama was too intelligent for that, and he managed to frame his answers to suit his opinion and not the hosts.
Obama called the host "Bill" despite O’Reilly having previously launched various attacks on Obama's performance as US President. Obama demonstrated an ability to dismiss previous verbal bashings so he could concentrate on creating a connection to disarm the host.
O Reilly continued to challenge the President this way with questions about healthcare reform. O'Reilly had to have the last word and refused to allow Obama to finish his answers. The President remained in control, and his body language was comfortable. O’Reilly’s body language was tense throughout the interview as he failed to puncture Obama's cocoon of composure.
Obama won against a bullish O'Reilly because he didn’t allow the host’s energy and style of questioning to dictate his thoughts. He was confident, communicated with clarity and displayed a respect for the host that was not returned.
Kellcomm, ,Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
The World's Greatest Sales Lesson - Darren Kelly, Kellcomm
Taken from 'The World's Greatest Sales Lesson'
A Note from Darren
Before we embark on an exciting journey into the minds of some of the world’s greatest ever salespeople, I’d like to share a few thoughts with you. I’m thrilled you are here because I know that you have the power to control your own destiny, just like the people you will read about. For over 20 years, I have studied some of the greatest salespeople in many different industries. These people sold visions, products and experiences that changed the world. On their journey to the top, they experienced many of the challenges you are faced with every day. The World’s Greatest Sales Lesson is a book about personal possibilities and limitless thinking, and its goal is to take you into the top five per cent of salespeople in your field. It is so unique because for the first time ever, you have access to eight of the most brilliant business minds, and you will discover how you can think, act and sell like them too. Their success was no accident, and was built on their understanding that Sales is the world’s greatest profession. When I say that Sales is the world’s greatest profession, do I mean it is a profession more valuable than a doctor, a teacher, a scientist, or a lawyer? Well, ask yourself these questions. How did the doctor get her surgical equipment? How did the teacher get her school? How did the scientist get his laboratory? How did the lawyer get her library?
Isn’t it true that somebody did some selling to help these professionals receive the essentials for their jobs? Isn’t it also true that the best people in each of these wonderful professions are great salespeople too? After all, making a sale is simply a transfer of value with logic and emotion, and don’t these industries require people who can persuade, inform and negotiate every day? Wouldn’t you agree that nothing happens in the world until a sale of some sort is made? The most successful people in any profession know they must develop their selling skills.
Some people pour scorn over the tough and sophisticated profession of selling, and I can partly understand why. They may have suffered a salesperson who didn’t listen effectively, who didn’t follow up on a promise, or who didn’t offer worthwhile solutions for their issues. They may have suffered a salesperson who didn’t try to understand them and their business, or one who made exaggerated claims. I can’t deny that like every other profession, there are lazy, deceitful and shoddy salespeople who operate out of line with the ethics of most. This book, however, separates the greatest salespeople from their less stellar counterparts, and puts the pride into the skill and level of care necessary for success in selling.
I am very excited to offer you an insight into the minds and selling secrets of the founders of eight of the world’s most famous brands. When you hear the names Apple, Microsoft, McDonald’s, Nike, Trump, Wal-Mart, Sony and Estée Lauder, you immediately think success. I have discovered what made their founders sell so successfully on a consistent basis, and I will reveal how you can model their success.
The eight great salespeople I have carefully selected for this book changed the world for the better. It’s true that you can pick faults with all of them, but anybody can do that. Have you ever seen a statue erected for a critic? These great salespeople have created jobs and satisfied their customers’ needs and wants, but what they have given the world most of all, is hope. They have provided future generations with a hope for what is possible. Their amazing traits allowed them to lead people to achieve more than they thought possible, and helped their customers enjoy a new level of excellence.
Who are the big names behind these big successes? The people in question are Steve Jobs of Apple, Bill Gates of Microsoft, Ray Kroc of McDonald’s, Phil Knight of Nike, Donald Trump, the original The Apprentice host, and owner of The Trump Organisation, Sam Walton of Wal-Mart, Akio Morita of Sony and the beauty queen, Estée Lauder. These great salespeople sold to themselves, sold to their people, sold to their investors, sold to their partners, and then they sold to the rest of the world.
So, what are the major traits that made these people very successful? These traits are a noble obsession, unbreakable self-belief, a flexible plan, strong personal values, hi-energy, rapport, a desire for knowledge and consistency. You are about to learn how the eighth success traits helped these people build companies that still thrive today. It is important to remember that these people were not born great salespeople. They were made, and you will soon discover how they learned these traits.
Sales is such an inspiring career where you get to meet and learn from other people. You make new friends, and you get to make their lives easier, better or more exciting. This creates a powerful reason to get passionate about every day. The emotional high of selling success comes from knowing your reward is not just financial, but you are making a real difference in the world. If you adopt the skills, secrets, techniques, and technologies in this book consistently, you will have a more fulfilling and rewarding career in Sales. It will help you connect with your customers in an intellectual and an emotional way that no other book has ever offered before.
Whether you are a Sales trainee, a star Sales rep, a Sales manager, or non-Sales type who needs help selling yourself, your ideas, or your products and services, then this book is for you. It is certainly not a standard book on selling because it goes beneath the skin of success in Sales. You may find yourself unlearning old selling techniques and learning new ways to engage your customers. You will develop true sales dialogue with yourself and the people who buy from you. It’s not just your sales that will increase, but the strength and length of your customers’ friendships. It’s about simple, easy-to-use tools that build inner beliefs and instant trust and credibility that can help you sell better than before.
I have also included some secret bonuses to help you understand these people even more. You will discover seven secrets of an Apple product launch, Warren Buffet’s thoughts on Bill Gates’ sales skills, the true power of Ronald McDonald, and how Nike sold their first trainers. I will also reveal what gives Donald Trump a head start over his rivals, the ten secrets of building audience rapport like Sam Walton, the secret of how Sony sold their pocket radio, and Estée Lauder’s favourite cold calling skill.
Please come with me now, as we look into the minds of eight of the world’s greatest ever salespeople, and discover how you can adopt their secrets, for your success.
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
A Note from Darren
Before we embark on an exciting journey into the minds of some of the world’s greatest ever salespeople, I’d like to share a few thoughts with you. I’m thrilled you are here because I know that you have the power to control your own destiny, just like the people you will read about. For over 20 years, I have studied some of the greatest salespeople in many different industries. These people sold visions, products and experiences that changed the world. On their journey to the top, they experienced many of the challenges you are faced with every day. The World’s Greatest Sales Lesson is a book about personal possibilities and limitless thinking, and its goal is to take you into the top five per cent of salespeople in your field. It is so unique because for the first time ever, you have access to eight of the most brilliant business minds, and you will discover how you can think, act and sell like them too. Their success was no accident, and was built on their understanding that Sales is the world’s greatest profession. When I say that Sales is the world’s greatest profession, do I mean it is a profession more valuable than a doctor, a teacher, a scientist, or a lawyer? Well, ask yourself these questions. How did the doctor get her surgical equipment? How did the teacher get her school? How did the scientist get his laboratory? How did the lawyer get her library?
Isn’t it true that somebody did some selling to help these professionals receive the essentials for their jobs? Isn’t it also true that the best people in each of these wonderful professions are great salespeople too? After all, making a sale is simply a transfer of value with logic and emotion, and don’t these industries require people who can persuade, inform and negotiate every day? Wouldn’t you agree that nothing happens in the world until a sale of some sort is made? The most successful people in any profession know they must develop their selling skills.
Some people pour scorn over the tough and sophisticated profession of selling, and I can partly understand why. They may have suffered a salesperson who didn’t listen effectively, who didn’t follow up on a promise, or who didn’t offer worthwhile solutions for their issues. They may have suffered a salesperson who didn’t try to understand them and their business, or one who made exaggerated claims. I can’t deny that like every other profession, there are lazy, deceitful and shoddy salespeople who operate out of line with the ethics of most. This book, however, separates the greatest salespeople from their less stellar counterparts, and puts the pride into the skill and level of care necessary for success in selling.
I am very excited to offer you an insight into the minds and selling secrets of the founders of eight of the world’s most famous brands. When you hear the names Apple, Microsoft, McDonald’s, Nike, Trump, Wal-Mart, Sony and Estée Lauder, you immediately think success. I have discovered what made their founders sell so successfully on a consistent basis, and I will reveal how you can model their success.
The eight great salespeople I have carefully selected for this book changed the world for the better. It’s true that you can pick faults with all of them, but anybody can do that. Have you ever seen a statue erected for a critic? These great salespeople have created jobs and satisfied their customers’ needs and wants, but what they have given the world most of all, is hope. They have provided future generations with a hope for what is possible. Their amazing traits allowed them to lead people to achieve more than they thought possible, and helped their customers enjoy a new level of excellence.
Who are the big names behind these big successes? The people in question are Steve Jobs of Apple, Bill Gates of Microsoft, Ray Kroc of McDonald’s, Phil Knight of Nike, Donald Trump, the original The Apprentice host, and owner of The Trump Organisation, Sam Walton of Wal-Mart, Akio Morita of Sony and the beauty queen, Estée Lauder. These great salespeople sold to themselves, sold to their people, sold to their investors, sold to their partners, and then they sold to the rest of the world.
So, what are the major traits that made these people very successful? These traits are a noble obsession, unbreakable self-belief, a flexible plan, strong personal values, hi-energy, rapport, a desire for knowledge and consistency. You are about to learn how the eighth success traits helped these people build companies that still thrive today. It is important to remember that these people were not born great salespeople. They were made, and you will soon discover how they learned these traits.
Sales is such an inspiring career where you get to meet and learn from other people. You make new friends, and you get to make their lives easier, better or more exciting. This creates a powerful reason to get passionate about every day. The emotional high of selling success comes from knowing your reward is not just financial, but you are making a real difference in the world. If you adopt the skills, secrets, techniques, and technologies in this book consistently, you will have a more fulfilling and rewarding career in Sales. It will help you connect with your customers in an intellectual and an emotional way that no other book has ever offered before.
Whether you are a Sales trainee, a star Sales rep, a Sales manager, or non-Sales type who needs help selling yourself, your ideas, or your products and services, then this book is for you. It is certainly not a standard book on selling because it goes beneath the skin of success in Sales. You may find yourself unlearning old selling techniques and learning new ways to engage your customers. You will develop true sales dialogue with yourself and the people who buy from you. It’s not just your sales that will increase, but the strength and length of your customers’ friendships. It’s about simple, easy-to-use tools that build inner beliefs and instant trust and credibility that can help you sell better than before.
I have also included some secret bonuses to help you understand these people even more. You will discover seven secrets of an Apple product launch, Warren Buffet’s thoughts on Bill Gates’ sales skills, the true power of Ronald McDonald, and how Nike sold their first trainers. I will also reveal what gives Donald Trump a head start over his rivals, the ten secrets of building audience rapport like Sam Walton, the secret of how Sony sold their pocket radio, and Estée Lauder’s favourite cold calling skill.
Please come with me now, as we look into the minds of eight of the world’s greatest ever salespeople, and discover how you can adopt their secrets, for your success.
Kellcomm, Princes Exchange, Princes Square, Leeds, LS1 4HY, United Kingdom
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