As a Business Coach I am often asked why some people succeed and others don’t.
Can anyone be successful? What does it take?
Is it skill, knowledge, luck, a combination of these or have they found the ‘magic bullet’ that other people search in vain for?
I often refer people to the famous “Successful people do what unsuccessful people are not willing to do” quote. Attributed in different places to both Jeff Olson and a great hero of mine Jim Rohn.
However I recently attended the Worcester Business School Annual Lecture* where I heard a great presentation by Ken Olisa OBE who is a British businessman and the first black Lord-Lieutenant of Greater London
He spoke a lot of common sense about many things but I took away 2 gems:
- If your organisation needs to change big time then find a guerrilla/maverick in it and empower them. Ken said the problem with most people at the top is that they are always looking in the rear view mirrors!
If of course there is only you and your DiSC profile prevents you from being that maverick then go find someone who is! Possibly a business coach who you may have come across who is a bit ‘different’ and will ask you all the awkward questions that you are probably shying away from. The last thing you need is someone just like you! - “Take a gun to a knife fight!” When I first heard Ken say that it just hit me as being so simple and obvious. What I often refer to as a BFO – a Blinding Flash of the Obvious!
It also made me think of the famous scene in Raiders of the Lost Ark hence the associated picture.
Success is another word for winning, and one way you can do this consistently is to overwhelm your adversary whether that by having a better strategy and/or resources.
When was the last time you reviewed, or got someone to review for you, all the aspects and processes that are involved in your prospect/customer interaction?
- Your marketing material
- The questions that you ask
- Presentations/videos/PowerPoints etc.
- Your proposals
- Closing techniques
- Objection handling
- Account management
- Red Flags! Do you ever ask yourself what could go wrong, then mitigate?
These are just a few. Each one of these, if not done properly and professionally could derail the process and result in you not securing the business.
Have you had any training in these vital areas? I presented last year to a group of business owners, predominately ‘solopreneurs’ and during the evening it became apparent that only 1 person in the room had taken part in any form of sales training.
I said at the time this was staggering because their businesses – and subsequently their lifestyles and that of their families – depended upon them being able to sell. To turn a NO into a YES, and to prevent a NO in the first place.
So in answer to the question posed at the outset. Yes, anyone can be successful but you have to be prepared to be better, and different. Being ‘just good enough’ is no longer good enough!!
Hope this proved of interest and inspires you to be the best you can be.
Ian
IJP Consultancy Ltd
*If you want to watch to Ken’s presentation on You Tube click here.
Ian is a leading Keynote Speaker, Trainer & Business Coach.
Having led teams and projects in the corporate world he now heads up his own consultancy business.
He has spent the last 30 years in Sales & Marketing and has taken a particular interest in the art, science and psychology of selling, which he has shared by training & coaching many teams and individuals over the years.
Ian also recognised that LinkedIn was a massively underutilised marketing tool and now spends a lot of his time working with individuals and businesses to help them use LinkedIn more effectively to find, connect and engage with their ideal clients.
Ian’s consultancy business, in addition to helping businesses be more effective also provides services associated with improving school governance.
Want to know more? Then please ring me, Ian Preston now on 07504 056368, or email me at info@ijpconsultancy.co.uk
I look forward to hearing from you.
