#appco

About my company, daily rituals and on the field challenges.

My first day in Charisma Organization was pleasing and tiring at the same time.

Let me tell you something about my company first: Charisma is one of the hundred many baby companies under the huge parent company Appco Marketing. 

What, When, Where APPCO?

Appco Group is the world’s largest direct sales and marketing agency. Since launching in 1998, Appco Group Indiahas established itself as the…

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To be successful in anything, you have to start with an end goal in mind. In a pitch, my end goal is to get a ‘yes’ - or to make progress in the conversation, like securing the next meeting to talk about my products or services. In real life, it’s like building a relationship. I want to impress the person, get a second date, or progress to the next stage.

Perfecting your pitch is a 3-part harmony made up of 70% body language, 20% tone of voice, and 10% of words.

Body language

This is the most important part of a pitch because this is how I can create the most impact. What you see - my facial expression, my hand gestures, me pointing to the visual aid - leaves a more lasting impression than what you hear.

Even when pitching or conversing on the phone, my hands are moving, my eyes are expressive. When I talk with a smile, you can hear the difference, even if you can’t see it.

Body language has a ripple effect that impacts the way I deliver my words. Which brings me to my next point.

Tone of voice

Be careful not to come on too strong. Slow down. Articulate. Pause.

You sound better when the other person has time to process what you’re saying.

Tone of voice plays a strong support role that complements the impact of body language. It communicates energy, sets the pace, conveys emotion, and reinforces the authenticity of your message.

Words

Most people think that using the right words means using big words, because they assume that that is going to impress their audience.

Remember, if your customers don’t understand what you’re saying, they feel dumb, and if they feel bad about themselves, most of the time, it isn’t going to go well.

For example, if you’re talking to me about global warming, and after 5 minutes, I have no idea what you’re talking about - I will feel so low that I won’t want to step up and help. Instead, I will find a way to excuse myself and step away from the conversation.

“This is interesting but I need more information.” What I’m really saying is, “I feel terrible and I want to move on.”

But if you use words that are simple, and I understand what you’re saying, there’s a higher chance we can have a meaningful conversation about the kind of world I want my children to grow up in.

Final note

For a pitch to be successful and effective - you want to either get a yes, or make progress in the conversation.

Whatever your pitch is, say it with passion. When you say something with passion, it shows in your body language and tone of voice, and when customers can feel your passion, they will move - and that move can be signing up, saying yes, or agreeing to meet again.

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Some traditions could help you get ahead.

Chinese New Year or the Spring Festival marks the start of the lunar calendar, and is rich with many important customs that are meant to bring you prosperity, happiness and good luck. Even if tradition isn’t really your thing, there’s wisdom in these practices that could help you ‘up’ your game at work, and perhaps even in life!

1. Spring clean

The state of your work space can affect your state of mind. Take time to declutter every once in a while. You’ll feel more comfortable and at ease when you’re not surrounded by mess or unnecessary items. Little things like keeping your desk clear and organised can have a positive psychological effect on your headspace, and help you be more efficient too.

2. Wear red

It may not be everyone’s best colour, but the general principle of wearing something bold that commands attention (in a good way) has proven to be especially helpful in important work situations like presentations or sales, especially when you need to captivate your audience.

3. New clothes

This is related to wearing red, but we are going to go a little deeper here. While looking sharp at work is an effective way to get your game face on, nothing quite boosts your confidence from the inside out like new underwear. It gets you feeling good about yourself from the moment you start your day, and feeling good about yourself far outweighs any compliment anyone can give you.

  4. Eat oranges

Vitamin C! And that’s not all, oranges are also a great source of fibre and antioxidants, as well as Vitamins A, B and D, calcium, iron and magnesium. It’s great for your complexion, and a glass of fresh orange juice in the morning is a great wake-me-up alternative to coffee, thanks to its tangy twang - with no caffeine crash after. Like everything else in life, consume in moderation.

5. Be social

Visiting family and friends is a crucial part of Chinese New Year, the way networking is a crucial part of work. Make time for the human connection - whether it’s with your colleagues, your boss or manager, other people in the business, or people in other industries. It shouldn’t always just be about making a sale or trying to get that promotion. It’s also an opportunity to learn from others, support one another, build a stronger team or network, and gain new experiences.

6. Be generous

Traditionally red packets with money in them are given out during Chinese New Year as a way to share blessings and happiness with each other. At work, giving your team a treat to appreciate their effort can be a great way to boost morale and motivate them to achieve their goals.

7. Firecrackers and lion dances

When the occasion calls for it, make some noise! Celebrate successes, big or small - whether it’s hitting an ambitious target or mastering a new skill - and don’t be afraid of a little fanfare. Acknowledging your team’s achievements is one of the most important things you can do as a leader; just ensure you are being fair and tactful, to promote healthy competition.

8. Play games

Those who celebrate Chinese New Year take time off from work to spend time with family and friends - and a lot of that time is typically spent playing card games and mahjong, etc. As a general rule, it’s important to keep a balanced life by taking time off work to play too, whatever play means to you - going to the gym or the park, hitting the dance floor, or trying to beat your friends at video games. Having fun makes you happy, and being happy makes everything better - including Mondays.

A Valentine’s special on the different stages of wooing customers.

You could be giving your all on the field, but are your prospects feeling it? Here’s a fun parallel on how cultivating sales is a lot like dating, and how to adapt your approach to different people.

Stage 1: Acquaintances

What to do: Get to know each other

Critical tool: Elevator pitch

Time to impress: 10 seconds (or less…)

You’ll be surprised - more often than not, the people you meet may not have  heard of your brand, let alone know what it offers. What’s the single most important thing people need to know about your product or service, and how is it relevant to their lives? You won’t hold their attention for long, so keep it tight. Also, they’re likely to walk away at this stage, so be ready to give them something that will allow them to find out more.

Stage 2: Friends - or more than friends?

What to do: Build trust

Critical tool: Proof of impact/results

Time to impress: 30 seconds

They’ve heard of your brand? Great! Now wow them by putting your best foot forward. Be authentic - support your pitch with  strong data or evidence to show that your product or service really works, preferably in pictorial form. Also, be romantic - the art of storytelling is key here, so paint a picture for them, and make sure they’re in it. Still, they may not feel ready to seal the deal at this stage, so don’t be disheartened - find a way to follow up.

Stage 3: Ready to go steady

What to do: Make your move

Critical tool: Simplest possible process

Time to impress: 1 minute

If you catch a customer at this stage, you’re really lucky because someone has done all the work for you. Multiple exposure to the brand through advertising, word-of-mouth or media has prepped them, and now all you have to do is pop the question, right? Wrong. Customers can still drop off at this stage if the conversion process is not user friendly. Make sure you’ve tested it yourself and know the best way around it.

Tip

Just like with dating, desperation can be a deterrent. Be confident, be yourself, and remember to treat prospects like people, not sales!

Make the most of the shortest month in the year.

It’s February, and you might feel the pressure of having fewer days to reach your monthly target. Or, you could turn it into a great opportunity to develop some time-saving habits that could make 2018 your most efficient year ever.

Here are a few small changes that could make a big difference.

1. Plan your outfit the night before.

Your morning routine may be like clockwork, and perhaps you’ve got getting dressed for work down to a pat. Even if you think you’re on autopilot, putting an outfit together does take up more headspace than you think - headspace that could be put to better use, like bracing yourself for the day ahead. Try putting your outfit together the night before, and leave nothing out - down to the details like your underwear, watch, and sunnies. Doing this the night before also gives you extra time to iron your clothes, or be more thoughtful about how you match your socks and shoes, for example. You’ll soon find you won’t just be looking sharper on the job, you’ll also save precious minutes in the morning which will leave you with a clearer head, and more breathing room for breakfast.

Time saved daily: 10 - 15 minutes

Time saved in February: 3.5 hours

Time saved in a year: 42 hours

2. Commute instead of drive.

Who knew being eco-friendly could also save you a significant amount of time, money, and not to mention, your sanity. Trade the stress of traffic for extra time in the mornings to get a headstart on your tasks while in the train, or extra time in the evenings to plan your next day. Alternatively, you could allocate commuting time for non-work tasks instead, like responding to texts or catching up on news and social media. That way, you can minimise distractions at work and really focus on knocking things off your to-do list.

Time saved daily: 60 minutes (round trip)

Time saved in February: 20 hours

Time saved in a year: 240 hours

3. Read emails after lunch.

While this works differently for different people, sometimes checking your emails first thing in the morning can really derail you from the tasks you’ve set out to achieve that day. Try doing your toughest task first - it gives you a sense of accomplishment, and makes everything else seem easier! Reading and replying emails in the afternoon can help you ease back into work mode post-lunch. You might also find that you get faster responses, because that’s also the time other people are likely to be reading and replying their emails too.

Time saved daily: 20 minutes

Time saved in February: 6.5 hours

Time saved in a year: 78 hours

4. Standing meetings.

Spend less time in meetings! Long meetings can be one of the biggest productivity-killers in a work day. The average meeting takes about 60 minutes - standing can cut that by 25%. How? Physically, standing keeps you alert and attentive. Psychologically, you feel ready and purposeful. Habitually, you might feel like you want to sit down, which could make you discuss things more efficiently. It’s also a welcome bit of exercise, which we’ll get to in the final point.

Time saved daily: 15 minutes

Time saved in February: 5 hours

Time saved in a year: 60 hours

5. Integrate exercise into your daily tasks.

Walk to the train station. Take the stairs. Pause for quick 1-minute plank breaks. Sit on exercise balls. Stand during meetings! Integrating exercise into your daily tasks will not only make you feel more energised during the day (and increase productivity) - you could also skip the gym if you incorporate enough cardio into your routine.

Time saved daily: 20 minutes

Time saved in February: 6.5 hours

Time saved in a year: 78 hours

It all adds up!

Total time saved daily: 2+ hours

Total time saved in February: 41.5 hours

Total time saved in a year: 498 hours - that’s almost 21 days

Sales – buying or selling something – is at the heart of every business.

 To succeed in sales, you need three components: numbers, a positive attitude, and a quality pitch.

 To progress from being good at basic sales to truly excelling as a salesperson, I find the following eleven points useful:

 1.    Be a true believer

Famous CEO and entrepreneur Patrick Bet-David said, “If you want to excel in sales you need to be a true believer”. When you truly believe in your clients’ products or services then passion and energy for selling them comes automatically.

 2.    Be a master asker and a magnificent listener

Tom Hopkins, one of the all-time famous sales trainers, said, “Be a master asker and a magnificent listener when you are with a customer”. When you listen, you can ask good questions. In sales, listening and asking questions go hand in hand.

 3.    Find a competitive partner

Sports teams perform because they are always competing with other teams. Can you imagine if Manchester United only played football with its own team? Without competition, there would be little incentive to work harder, and there would be no serious preparation by the team. In sales, having someone to compete with can motivate you to be better.

 4.    Relatability

According to Tom Hopkins, the number one quality of any great sales professional is being relatable. It is crucial to make it easy for others to relate to you and trust you, so you should spend more time developing your interpersonal skills, rather than your pitch.

 5.    Abundance mentality

A sales professional needs to have faith in their territory and should have an abundance mentality. Put simply, a person with an abundance mentality knows there is enough of everything for everybody – there are enough sales in your own territory and in every other territory. By adopting such a mentality, you will believe that no matter where you go, you can always find customers to approach and build your sales numbers.

 6.    Pressure to perform

I can confidently tell you that everyone has personal problems. We are always balancing or managing something, and we all feel pressure. As a sales professional, instead of letting pressure stop you from performing, channel it and help it guide you to hit your peak performance.

 7.    T.C.Y.

Do not forget to take care of yourself (T.C.Y). It is important to invest in your image and well-being by getting enough rest and eating healthily. When we are busy speaking to customers, sometimes we forget about ourselves. By taking care of yourself, you will feel positive and energetic, which helps when approaching potential customers.

 8.    Challenging your thinking

As humans, we can have natural tendencies towards negative thinking. Take this opportunity to challenge your thinking by asking yourself these questions:

 “Is this the right approach?”

“If my team feels strongly about this, will I be happy with the decision?”

 When you challenge your thinking, you are giving your mind permission to look for other solutions.

 9.    Sell to kind-hearted people

I sometimes find that we try to sell to people who are not interested, or who are rude or disrespectful. But I find it so much better to approach kind-hearted people with whom I can have a decent conservation, share a few ideas and listen to their feedback. Having a good laugh and sharing stories puts a smile on my customer’s face, and also strengthens my positive mood. So, save your energy and time, and do your best to try to approach a kind-hearted person.

 10.    Strengthen your greatest weapon

According to Patrick Bet-David, your greatest weapon is your mind. Find the time to read books, articles, listen to podcasts and watch educational videos to nourish your mind. Can you imagine having the world’s most powerful computer, but not using it because you don’t have time? Remember that your mind is your super computer, and your greatest tool.

 11.    Expand your comfort zone

As a sales professional, you should not have limits or boundaries. You should be able to move in and out of your comfort zone because you believe you can. When you believe in something, you will push yourself to succeed.

 Boosting your sales numbers is easy if you understand the above simple points. Happy selling.

Making decisions is easy but coming up with better ones isn’t. At times, in our desire to rush things, we fail to consider significant components that would have made our decisions more meaningful. Here are some tips on how you can make choices that have a lasting impact.

 1. Don’t be paralysed by your fear of consequences

Thinking too much about the outcome of your choices is not always good. Instead of focusing on what you should do, think of how people will react to your decision. Always remember that whatever the future holds, people will have something to say that can displease or hurt you. If you know you did something for a worthy cause, then there’s nothing to be bothered about.

 2. Trust your gut

While it is a common notion that good decisions require time, an instinctive choice is just as good. Sometimes, your reasoning can be clouded when you’re bombarded with information. Pay attention to your instincts for they might be telling you a significant yet overlooked story.

 3. Consider your emotions

You may think that emotions are the enemy of decision-making but, in fact, they’re integral to it. Our brains store emotional memories of past choices which we use to inform present decisions. If you’ve already made a particular decision before, recall how it made you feel. Did it leave you satisfied or were you remorseful after making that choice?

 4. Play the ‘devil’s advocate’

It’s easy to defend and justify a favoured opinion and use all the evidence to support it and ignore anything to the contrary, but one must learn to look at the other side of the coin. There are times when we fail to be objective, that’s why it’s important to assume a different role and assess your situation from a different point of view.

 5. Keep your eye on the ball

Steer clear of irrelevant facts and figures that can ruin your focus. If what you’re after is a sound decision, concentrate on the things that truly matter.

 6. Beware of social pressure

If you suspect that you’re making a choice because you think it’s what your boss would want, think again. If you’re a member of a group, never assume that the group knows best, and if you find everyone agreeing, play the contrarian. At the end of the day, it is you who’s responsible for your choices; make sure that these choices are things you can stand up for.

 7. Look at it another way

Our choices are skewed by the way the alternatives are presented because we prefer options that seem to involve gains and are averse to those that seem to involve losses. One helpful step is to write down the pros and cons of a particular decision.

 8. Don’t cry over spilt milk

It is understood that the more we invest in something, the more committed we feel towards it. However, always remember that what’s past is past and we should accept the result of our decisions. Don’t waste your time wallowing in regrets. Channel your energy into things that require more attention.

 9. Limit your options

Don’t be trapped in the paradox of choice – that having more choices is the best. Even in situations when a choice seems far too important to simply satisfy, try to limit the number of options you consider.

 10. Have someone else choose