You don’t sell?

most people think they can’t sell..

and some believe they don’t. the truth is we all sell, all of the time.

Every single day of our lives, we just don’t see it as such.

Every day of our lives we’re in communication with other people, we need to collaborate with other people, to get other people to work with us effectively, to keep clients doing business with us, to persuade – however indirectly – new clients to work with us too. We want to show the best side of ourselves so people want to be with us, to work with us. To be at the top of their list !!

It seems obvious really but building relationships takes serious effort and relationships are built on trust. But to do this well, you need to keep honing your core communication skills and most people just don’t bother. Those who do are those we believe are people born with a natural ability to sell, but they are just tuned in better.

Selling is based on relationships and our workshop on Effective and Essential Communication Skills will both open your eyes to how to make the most of your skills so you can build sustainable professional relationships. And of course, having enhanced your natural abilities to communicate effectively, you’ll be better at boosting personal relationships too. It’s a WIN/WIN.

Amongst Colleagues. Parents with their kids. In the workplace. At home. People are responsible for getting things done. All this demands communication skills of the highest order. It involves you being at your best

So a few points to remember

The sales process is NOT about YOU… think about what you can do for the person sitting opposite you

You are only as good as the service you give your customers

Without your customers, you don’t have a businesss

Great Customer Service is only part of the unspoken ‘Rule of Engagement’

When you don’t secure a sale, there’s a reason why.... look for it

See ‘Failure’ as an opportunity

People Buy from you because of YOU……

Perhaps MOST important of all..

Remember 2.2.1… you have two eyes, two ears and one mouth for a reason !!

So, in the words of Oscar Wilde, do “Be yourself, everyone else is taken” and develop your own style that reflects you

click to request details of the next sales workshop – where you’ll get practical sales advice to help you build on the skills you’ve already have

click here for details of our next MUCH MORE THAN WORDS MINI WORKSHOP – HOW TO PRESENT

Why do I?

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Go for it, that is. And believe me I do! Why? quite simply because I can. People ask how on earth I can swim in the ‘snot green sea’ as described by renowned Irish Novelist James Joyce. For years I would watch others take the plunge and think them crazy. Not so long ago, at a time of my life when many of my friends and peers were slowing down, I was starting out again, facing many challenging situations. Some far tougher than I imagined possible. At that time, I felt if I could get into the Irish sea, I could face just about everything! When now I dive into the water at the 40′ and submerge myself totally, I can honestly say there is nothing as energising. All stress vanishes whilst my senses zing to life.

If a day goes by when I don’t get to swim, somehow the day doesn’t feel quite right or have the same energy about it. Even in the winter. Lately, I have heard that in the US, people are paying exorbitant amounts of money to immerse themselves in freezing water. Here in Ireland, we have it for free. And by contrast, we happily pay for bottled water!!

Like one of my swimming buddies here,I’d encourage you to just go. Push the Boundaries. Go for it. Now is the best time of the year to start!!!

If you are lucky, you may see Dolphins. If you are very lucky, maybe porpoises breaking the water. Cormorants. Seals. Wild geese. Sunrises to make your heart soar. And should you swim by the light of the moon at full tide, you’ll be very blessed. Always swim with others. Be safe. Enjoy what nature gives and we have here in abundance.

if you’ve found this post on Social Media, click to sign up and receive idling musings as and when they appear. If you’re a non native English Speaker, it’s another free way to up-skill !

Food for the MIND

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A real conversation. A rarity these days it seems. The disappearing art of conversation on the Dart as mobile phones take control

Yesterday I had the best half hour of conversation for a long time. My journey into town on on the dart (our super little train) set the positive tone for my day. As I sat down, Kryptonite lock in hand, the gentleman seated opposite remarked on my lock and so begin the most fantastic exchange. We spoke of life, of politics, of travel, the current housing crisis, food waste, ecological issues, of education, human rights. It was a breakfast for the mind. Real Mindfood. As people lose themselves in the faceless, impersonal world of social media, reading the latest book on some device or another, catch up with ‘life’, or rather other peoples lives through the brilliantly created apps that are geared to portray snapshots and snippets of a world beyond our reach, here on the train I was enjoying HUMAN CONTACT, dialogue of the highest order. Funny, intelligent, engaging real life topical conversation with a perfect stranger. Only as I was getting off the train and the doors closed behind me, did I join the dots. Tom was homeless. Tom gave me something priceless. He gave me much more than mere words. From the bottom of my heart, I thank him. He gave me more than he will ever know.

(Tom is not his real name)

Today I met a Firefighter

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At full tide down at the 40′, you never know who you’ll get into conversation with. I’m there, we’re chatting about the pull of the tide and the next thing, whilst we’re maintaining strict eye level contact as we discreetly peel off our wet togs and get dressed, I’m chatting to one of the nicest guys I’ve met for a long time. Stephen O’Reilly. Firefighter. Instantly I like him. Firefighters have to be good people and you know instantly when you meet someone if this is someone you want to chat with, or politely disengage! The 40′ attracts a very correct crowd of people, in case you are wondering.

A Quick Dip in the Irish Sea by Heather McKay

Now don’t misunderstand me, this post is not about attraction in that sense of the word, it’s about social dynamics. Stephen is so enthusiastic about what he does in addition to his job as a firefighter, I find the more he talks, the more I want to hear. Anyhow, the conversation flows easily and he asks what I do, WORDS, I say, well it’s much more than words – it’s about how we use them. It’s about who you are. Now we’re flying and I get to find out so much more about what drives Stephen and now I understand why he drives across the city to dive into the sea and make the most of one of our most wonderful natural resources. Check out grown.ie. It’s a cool company, who stand by their ethics. I love the clarity of their brand ‘messaging’ and yes, Stephen is a great brand ambassador. The point of all this? Life is one big conversation and I just love it.

‘Good, Bad, Bif, Gone’.

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Something I’m reminded of every day and how we tend to make judgements based on our own preferences. And when we have to adjust our ways of doing something, it’s extraordinary the different emotions this can bring up! One of the fears most people have is around rejection in some shape or form. It can stop us progressing an idea, or doing something as basic as making a phone call. But what lies behind this fear? That’s when what I call a little bit of ‘self dialogue‘ comes into play. A little conversation with myself to see what’s really going on with this thought process and for which, once I’ve rationalized some usually daft notion, it’s a question of ‘Good, Bad, Bif, Gone’. Not always an easy process but one which helps me listen to my gut feelings and may well be useful for you too. Let me explain my perhaps crazy process. The Good/Bad is the question to myself, does thinking or spending any time at all on whatever the issue good or bad for me. BIF, a great sounding little word with strong emotion, meaning for me ‘ Chuck it out’, if worrying or even a little moment thinking about something is not going to be in any way productive, get rid of it. Gone marks the end of it. Out my head, leaving space for other great thoughts to come to fruition. So that’s it. Thought for the day used for something very specific this morning. ‘Good.Bad.BIF and most definitely GONE’ ! May your day go brilliantly 🙂

it just feels right

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The more I work with people whose first language is not English, the more I feel what I’m doing has a real value and the more I have to learn!

Our last workshop brought together an amazing group of people. From Syria, Poland, Korea, Spain, Italy, Venezuela and China. They arrived as strangers and left having shared their experiences, their learning, acquired new skills and as importantly, the confidence to use those skills even more. It made me remember how difficult it was to live in another country and have to learn how to be yourself again through another language. It made me see again how all the skill in the world is worth nothing without the confidence to communicate well and use your skills effectively.

Being able to express yourself in normal every day situations enables you to be who you are. To contribute. To engage. To LIVE a fuller life.

Feeling their frustration, their impatience and seeing their desire to learn to achieve this is what fuels my need to help. The urgency that I sense in people who have held responsible, senior positions in their own country having to do jobs, which yes, they may, just may enjoy but are well below their capabilities is palpable. As a country, as a ‘people’, as human beings we must do more. After all, were not the Irish amongst the earlier travellers to settle in different parts of this world?

“Everything we’ve ever done and all we’re meant to do comes together in harmony with who we are. When that happens, we feel the truest expressions of ourselves.”

Have that cup of coffee with someone in your company, in your social circle who you don’t know, listen to their story. making more time for a coffee? There is always something you can do to make them more welcome and feel at home, so maybe, they, like me, when asked that all important question “where
are you from”, they, like me can say with real warmth and a smile say “from Dublin”. Then the conversation really begins…

Click to talk to arrange a time to talk to me

English not your first language?

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Make no mistake, the reality of the workplace today is that international employees are expected to be able to contribute effectively to their teams and within the organisation FAST. Usually within a very short time of starting in their new job or if they have been there a while and have been promoted, of taking up a new role. Their company expects them to be able to communicate competently and confidently with colleagues and clients.

Employees who do are in many cases quickly recognised, rewarded and often promoted. Those who simply keep their heads down and work hard are often overlooked, their abilities under-estimated and their contribution under-valued and their potential also overlooked.

The very fact that they are employed in many instances because of their native language abilities and may be talking for most of the day in their own language, or languages other than English sometimes, just sometimes is easily forgotten.

And yet, English is the most used language of international business and frequently the common language amongst a multi-cultural workforce.

What’s my point here?

The point is that no matter how well you may understand English, be able to work in English, the more confident a communicator you are, the more you will gain out of your life professionally and personally.

The more proficient you become, the sooner you can integrate more fully, engage with your colleagues and within your community and contribute more effectively.

This makes for a happier and satisfying life for you too, as well as for your company and the company’s customers too. For business owners, the same applies : happier clients and happier staff.

Effective communicators save time and confident communicators connect more easily, whether it is on a one to one basis or many.

Why is this so important?

Clear communication means more effective collaboration. Better collaboration means things get done faster, usually better with less mistakes or misunderstandings. Which means the bottom line for a company, their profit margins are higher !!

But it’s not as easy as it sounds, is it? When you’re a non-native English speaker just finding your feet in a new country, in a new environment, everything can be difficult and extremely challenging. We know this and it is why I began to think how to help and with Andrea Goldman, we’ve developed the Much More Than Words integrated approach to language learning which also tackles the issue of confident communication in the workplace. What it does for professionals is to:

Improve your command of English, to help you know how to use the language appropriately and effectively.
To understand how to communicate your message, spoken or written in the way in which it can produce the best outcome.
And develop your own personal style, which we call your own ‘conversational style’, so that you can talk naturally, feel comfortable and present with confidence.
If you’re in HR, I’d love to have your feedback

There is a full Professional Development Program available and it starts with the Essential Core of Communication. No matter how much technology advances… we all love to talk and be heard.. Feedback and all views welcome 🙂

Where are you from?

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Inspired by Women in Business in Fiji – where the idea for ‘Much More Than Words’ came to me !

An interesting question. I always say ‘Dublin’ of course. I’ve lived here for over 20 years now, first visiting some 30+ years ago. I am immensely proud to say I am an Irish citizen and I come from Dublin. And yet, I am a London girl at heart. London is truly my city too as it is where I spent almost half of my life before settling in Ireland . But hold on, I was born in Wales – but left there when I was one… and I have strong family ties in New Zealand and have been lucky enough to travel extensively and have felt welcome and a strong feeling of belonging in the most unexpected places. So I ask the question again, where are you from? Do tell, I’d love to know….

The start is just the beginning it seems.

You don’t sell…. really ?

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So many people believe they can’t sell, won’t sell and as a result, don’t sell. But we all do sell .. all of the time whether we’re aware of it or not. Friend to friend, parent to child, amongst colleagues. We’re in a constant flow of collaboration. What makes each connection work even better? Quite simply, when the focus is on what we are doing for the other person, rather than what we are hoping to get out of it

Listening rather than waiting to jump in with what we anticipate what we think someone wants to hear before we’ve heard them out. Staying silent when that’s what is needed or appropriate. Being constructive in our comments, not destructive or devastating when there is no need.

Easier said than done. Of course. But back to selling. For success in sales, compelling communication is crucial and developing your own style is key. When you’re more comfortable and relaxed, people feel more inclined to engage with you. Logical really. It’s a win/win situation. If any of the following describe where you’re at right now, then take a look at how effectively you’re presenting. Whatever you’re working towards, whether it is a speech, a presentation, a pitch, just remember be clear about what you want people to remember. And most of all, remember…

People remember how you make them feel

Remember…The sales process is NOT about YOU. People prefer to do business with people they like. The most important reason someone does business with you, is because of YOU and how you make your customer feel. The sales process is about how your customer feels, you have to give clearly demonstrate why they should buy from you. Remember too, just because you are ready to sell something, now may not be the time for them to buy even if they want what you are offering. Give them a reason to choose YOU. To come back to you if the time is not right. Think about it, what sets you apart. What can you do that makes their buying and post sales experience better than anyone else can provide. Build that loyalty, over-deliver and you’ll deserve their business. Fall short and someone else will fill that gap…. Fast.

Remember…..You are only as good as the service you give your customers. As well as doing a great job, It is not enough just to do the job well, you need to over-deliver and give your customers much more in terms of service. This is what will set you apart and creates customer loyalty. Always remember…..People remember how you make them feel.

Remember…..Delivering a good service is only part of the unspoken ‘Rule of Engagement’. Ask yourself each time you meet with a customer, what worked, what can I do better next time?

When you don’t secure a sale, there’s a good reason why…. When you’ve done your pitch and your customer is not willing to commit, there’s every likelihood, you’ve not convinced them you’re the right choice. Perhaps there is some fear or risk attached to your customer making that commitment. Some people don’t like to say no or perhaps, the person you’ve just presented to is NOT the decision maker. Price, lack of trust or confidence, unsuitability of what you’re offering are all possible reasons for not buying from you. All possible reasons that you could, if you had been listening or asking the right questions, have known before the end of your presentation.The real questions after an unsuccessful pitch include…….. Did I establish any level of rapport? Did I know what this customer is expecting out of my pitch? Did I ask enough to establish what their motive for buying and degree of urgency to buy before pitching? Did I make a real value proposal in light of this knowledge? If someone wants to think about your proposition, usually they want a better price, are not the decision maker, or think they can get a better deal elsewhere. If you find yourself in this position and they want more time to ‘think about it’, ask how long do they think they need and agree a date to revisit. Ask too, what else can you do to help them decide.

Remember…. People Buy from you because of YOU……

So…. You need to be liked and trusted to secure the sale. Finding your own style of presenting yourself and your company is crucial. When you feel comfortable, you’ll communicate well and with integrity. Then, you begin to build trust.

See Failure as an opportunity. When you don’t get the result you anticipated, it’s a great opportunity to learn from the experience. An experience is what you get when you don’t get what you want – and is worth it’s weight in gold !

Perhaps MOST important of all..

Remember… you have two eyes, two ears and one mouth for a reason !!

So, in the words of Oscar Wilde “Be yourself, everyone else is taken”. Develop your own style that you’re comfortable with and see your business relationships flourish.

mailto:janie@janielazar.com where you’ll get practical advice, build on the skills you already have, and remind yourself of skills you’ve forgotten!

Janie Lazar Consultant, Speaker & Celebrant

making time for what matters most

You don’t sell?

most people think they can’t sell..

Why do I?

Food for the MIND

A real conversation. A rarity these days it seems. The disappearing art of conversation on the Dart as mobile phones take control

Today I met a Firefighter

‘Good, Bad, Bif, Gone’.

it just feels right

English not your first language?

Where are you from?

You don’t sell…. really ?

People remember how you make them feel