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My Ambit Secrets – The Ten Communications Qualities – Part 6

My Ambit Secrets – The Sixth Communication Quality – Make Sure Your Body doesn’t distract the Prospect

We continue my Ambit secrets from the Ambit Pro Inviter Series where I train on the “how to” of the ten communication qualities.  The sixth communication quality is:

Make Sure Your Body doesn’t distract the Prospect

 Many things you do will distract your prospect from hearing the content of your message.  By the time you finish reading this post, you will be able to answer this question: What is the number one reason trade show attendees gave for not buying at the show?  You will also have a better knowledge about how your body can distract your prospect(s) from taking action:

In our Ambit Pro Inviter Series, I share more great Ambit secrets about how your body can distract your prospects.  I will discuss some of those here. 

First, there are things that you may be doing to distract your prospects.  Chewing or popping gum is a big distraction.  So is tapping on the table or clicking a pen repeatedly.  Whether you are on the phone or meeting in person – avoid chewing gum, tapping on the table, or clicking a pen.  Remember, to keep your focus on being interested in the prospect’s needs, wants and don’t wants.  If you are popping gum, tapping on the table or clicking a pen, you cannot focus on the prospect.  Moreover, the prospect will see and hear this and think that you are not so interested. 

Next, body odor is another distraction of your body.  If you have been outside in the heat, or recently exerted yourself, then you may have body odor.  You may not smell it yourself, but if your prospect can smell it, they are going to be more focused on how to get away from the smell than on the content of your message.  On the same note, if you wear too much cologne or perfume, it could overwhelm your prospect.  If you do wear such, remember a small dab is quite enough.  Even if you don’t smell that small dab, your prospect will.  Also, consider that your prospect could have an allergy to cologne and perfume. 

Third, with regard to odor, consider your breath.  While none of us intentionally want to have bad breath, sometimes we just do.  It comes from what we consume (eat, drink, smoke) and how recently we brushed our teeth.  Sure, you can use a mint to cover some of the odor, but you don’t want to be sucking on a mint or chewing gum when you speak to a prospect.  If you do not have time to brush your teeth between eating, smoking, or drinking (coffee for example), breath spray is probably the best to use just prior to meeting with the prospect. 

Fourth,  your attire and how you present yourself can also be a distraction.

From the outset you have to consider your audience and the location of the prospect meeting.  If you are going to meet in a health club, then a business suit is definitely NOT a good idea.  In fact, for men, business suits are rarely a good idea.  In our Ambit Pro Inviter Series, one of my Ambit secrets is – men in suits come across as “slick.” There is a time and place where suits are appropriate, however, for that health club meeting, wear nice shorts and a polo style shirt with sneakers.  This is just one of mine examples from our Ambit Pro Inviter Series with regard to attire for men. 

Women – Not to offend, but do not dress in a way that emphasizes your body.  Remember, you want your prospect to focus on the content of your presentation.   Also, do not fix your lipstick or makeup while meeting with a prospect. 

Men – If you are going to wear a tie, wear it properly.  Do not adjust your tie or other portions of your clothing during the meeting.

BOTH – dress neatly.  Again, this does not necessarily mean a suit, but consider whether your clothing is wrinkled or has stains.  Wrinkles and stains can draw your prospect’s focus away from your message to wondering about your clothes. 

Fifth, don’t answer your cell phone during a meeting with a prospect.  Another of my Ambit secrets in our Ambit Pro Inviter Series is – pull the phone out and tell your prospect that you are only going to answer if your babysitter calls, otherwise he or she (the prospect) has your full attention.  This will do two things – it will let the prospect know that they will have your undivided attention and then, hopefully you will get the same from your prospect.

In summary, create an environment where your body and the environment do not distract your prospect.  Maintain good physical and oral hygiene.  Dress appropriately.  Don’t chew gum, click your pen, or tap your fingers.  Make sure your cell phone (and hopefully the prospect’s as well) is not a distraction.

Now, did you correctly answer the question “What is the number one reason trade show attendees gave for not buying at the show?”

If you answered “Bad Breath” you are absolutely correct! 

AND, for the final of today's Ambit secrets:  What do I say about “talking with your hands?”  I believe that after you listen to our Ambit Pro Inviter Series, Call # 2, you will be somewhat surprised.

If you love Ambit First Class training and don’t want to miss new blog posts, be sure enter your email address in the box named "Subscribe to Kevin's Daily Post by Email" found at your upper right of this page to get the blog feed & receive new updates directly to your inbox!  

Genuinely Recognize Your Team Members

"Never miss an opportunity to say a word of congratulation upon anyone's achievement."

- President Lyndon B. Johnson

Everyone loves to be recognized for their achievements. When you give someone recognition, then they feel that they did a good job and want to do even more. When others see someone else being recognized, it generally makes them want to make the same achievement -  if your recognition program is done right.

I'm gonna share some tips for a good recognition program:

Ask your team for input. What do they consider a reward and recognition? Do they value cash prizes, free Ambit apparel, Ambition tickets or f-r-e-e le-ads? If they get what they want, they won't feel like you are condescending to them. If you give rewards and recognition that simply means nothing to your team, then it is a pointless endeavor. So, when developing your program give your team a voice.

Tell them what activities you will reward and what they have to do to earn the reward. When your team knows what they have to do to get the recognition, they know where they stand. But, first you need to decide what it is you are going to reward.

For example, you could use any of the 13 activities in the Performance Tracker such as most appointments set, most number of presentations and most customers gathered for a given time period (week, month, quarter).

Tell them the way to rewards is through training. Nothing is more motivating than knowing what to say on the phone and how to say it. When you and your team member(s) set goals for learning - such as a certain phone script, and they meet the goal, reward them. By mentoring them, they learn, and when they meet the goal, they will feel that they earned the reward.

Just remember that genuine recognition will go a long way toward motivating your down-line. Just remember to reward consistently and fairly. If you make it a policy to reward for most phone calls per week, then you must reward every week. On the other hand, if you are doing a short term Consultant/Customer Gathering push for example, make sure your team is very clear that it is a one-time contest.

When you send a card or flowers to a team member who has made an achievement, you will motivate him to make more of those achievements. You will also make him feel that you are interested in them and their success.

So, now your mission is to come up with a recognition program for your team. Remember to include them on the discussion of what types of rewards they would like. If you need ideas, don't forget my suggestion to use any of the activities in the Performance Tracker.

Check out this video clip promotion on what we are doing for our team at Ambition

HAVE A WONDERFUL WEEK!

My Ambit Secrets – The Ten Communication Qualities – Part 5

My Ambit Secrets – The Fifth Communication Quality – Communicate Easily

My Ambit secrets are very valuable when applied.  Today's Ambit secrets are about the fifth communication quality from our Ambit Pro Inviter Series.  The fifth communication quality is Communicate Easily:  No tension or strain; No fakeness; No sounding rehearsed; and No stuttering or hesitating.

If you can communicate easily, then you will be able to tackle your “chicken list.”  In our Ambit Pro Inviter Series  I talk about the “chicken list” we all have.  This is the list of people we put off calling because we are unable to communicate easily with these people. 

Read on for some ideas about how you can start to tackle your “chicken list” and communicate easily with all your leads and  prospects:

NO TENSION OR STRAIN

Collins Dictionary defines tension as: mental or nervous strain, often accompanied by muscular tautness.  Strain is great or excessive pressure on the mind and\or body. 

When you are experiencing strain and tension your body or mannerisms can give you away.  For example, your voice may squeak or quiver. Or you might speak too rapidly, or swallow too much, or play with your jewelry, as just a few examples.  Strain and tension comes from being afraid that you will sound stupid when you speak.  One of my Ambit secrets I share in our Ambit Pro Inviter Series is to be prepared when you speak to your leads. 

One remedy to avoid the tension and strain I share is to be prepared for anything that can come up when speaking to a lead.

NO FAKENESS

Fakeness is representing falsely or pretending to be something or someone you are not.

When you fabricate a feeling, such as happiness, you are being fake.  Another way that you will come across as fake is using “fluff” words such as “awesome” and “incredible” in place of actual content.  For example, if you are excited about our FREE Energy Program, don’t just say “our FREE Energy Program is exciting.  Instead, say, I am excited about our FREE Energy Program because (it puts back money in our household budget and allows me to offer others the opportunity to do the same\whatever reason it makes you excited). 

NO SOUNDING REHEARSED

If you read from a script when speaking to a lead or prospect, then you are going to sound rehearsed.

This does not mean that you don’t actually rehearse ahead of time.  In fact, one of my Ambit secrets about learning or doing something new – drill, drill, drill!  Drilling is rehearsing.  In our Ambit Pro Inviter Series I share that I practiced my “script” tens of thousands of times until he got to the point he could use a 3” x 5” card with bullet points when speaking with leads.  I came to know the objections that come up during these first calls and I is prepared to handle them without sounding rehearsed. 

Rehearse ahead of time to the point you won’t sound rehearsed when you are talking to your leads and prospects.

NO STUTTERING OR HESITATING

The Merriam-Webster dictionary defines stutter as: to speak with involuntary disruption or blocking of speech and hesitate as: to hold back in doubt or indecision  to delay momentarily, pause.

If you stutter or hesitate, you don’t speak for a short period of time because you are embarrassed, uncertain, or worried about what you are going to say or do.  The reason you are embarrassed, uncertain or worried is because you are not confident in our Ambit Opportunity. 

In our Ambit Pro Inviter Series I share my Ambit secrets to being confident in our Ambit Opportunity and Service.  One way to be confident is to be familiar with Ambit Energy the company and\or services(s).  When you are familiar, you will have confidence and you will not hesitate or stutter.

If you love Ambit First Class training and don’t want to miss new blog posts, be sure enter your email address in the box named "Subscribe to Kevin's Daily Post by Email" found at your upper right of this page to get the blog feed & receive new updates directly to your inbox!