How many times have you opened your email inbox only to find a large list of emails waiting for you on a Monday morning?
Do you either skim through them quickly or delete them without even opening? If so, you’re not alone. Figures show that Mondays and Fridays are the two least popular days of the working week for people to open emails.
It’s hardly surprising when you consider both days are either side of the weekend. So why do businesses still send out some of their most important emails on these days?
A key problem many businesses have is that they look at their email communication as instant news rather than what it should be – part of the marketing communications mix. As a result they often fail to dedicate the same time and effort in developing their eMarketing and email messages.
By dedicating a bit more time to developing the message, you are able to deliver a message that engages the readers.
However your emails will lose effectiveness if the email is sent without considering when the message when the message will be received, including days of the week, time of the day and the time of year that your email is sent.
The goal of any marketing plan is to work towards maximising return on investment, as well as promoting sales opportunities at key points of your business calendar.
Would you send out a Christmas flyer at Easter? Your eMarketing strategy must be combined with the rest of your marketing activity as well as a logical place in the calendar based on your promotion.
Although we may plan to send an email on Tuesday morning, as the week quickly takes over, before you know it, its 16:00 on Friday and the email “has to be sent this week” regardless of how the timing may impact results.
Don’t sacrifice your results for speed. Industry statistics show that there are decidedly better days to send emails if you want them to be opened and acted upon.
The two busiest days of the week for sending emails is Mondays and Fridays – yet for all the emails that were sent, both days achieved an open rate of less than 20%.
Monday is one of the worst days to send email…
Contrary to popular belief, Monday is one of the worst days of the week for emails to be read as people are flat out working on their own issues and plans for the week. They are also clearing up all emails that have come in over he weekend and are more likely to delete those that don’t immediately interest them (or leave them until later then forget about them!)
Friday is also a poor day – as most people are thinking about clearing their desk before the weekend
Compare that to emails that were sent throughout the week –
Tuesdays saw a peak of 24.62% of emails opened.
If you’re still not convinced this small percentage difference matters, consider an email send of 10,000 messages. The difference between 19.82% opened on Monday and 24.04% opened on Tuesday is almost 500 more people reading your email. What Are the Best Times to Send Email?
For similar reasons as the best time of the week, the best times of the day to send an email and hope it gets read and actioned are 10:00 – 10:30 a.m. and 1:00 – 1:30 p.m.
In fact the open rate increases as the day progresses with a low of 21.4% at 8 AM to a high of 34.1% at 5 PM (though the chance of being actioned reduces as the day progresses as they will get added to the overnight emails and/or being seen on a smartphone, and are not that easily readable
Taking these figures into account, planning your emails to be sent on the more profitable days of the week is the obvious solution.
Knowing recipients are more receptive to emails received from Tuesday to Thursday, perhaps it’s time for you to start getting more out of your email campaigns and call to action.
To discuss how KONA’s Hearts and Minds™ Sales Training and Coaching will help your team to smash their targets please contact KONA today on 1300 611 288.
Sales teams are the backbone of successful businesses, responsible for bringing in revenue and driving growth.
Sometimes sales teams can struggle to hit their targets, and it can be challenging to identify the reasons behind this.
Here are three common reasons why sales teams may not be hitting their targets and what you can do to address them.
Lack Of Clear Goals And Direction
One of the most common reasons why sales teams may not be hitting their targets is a lack of clear goals and direction.
Without specific, measurable, achievable, relevant, and time-bound (SMART) goals, sales teams may lack focus and direction.
This can often lead to a lack of motivation and lower productivity.
Sales teams need: • Clear goals • Performance metrics • Incentives that align with the company’s overall objectives
Sales leaders need to set targets that are challenging but achievable, and regularly communicate progress updates to the team.
Providing regular feedback and recognition to the team members who achieve or exceed their goals will help to motivate the team.
Inadequate Training and Coaching
Sales is a constantly evolving field, and the sales team needs to keep up with the latest trends, techniques, and technologies to stay competitive.
Without adequate training and coaching, sales teams may struggle to keep pace with changing market dynamics. This can negatively impact their performance.
Sales leaders need to provide regular training and coaching to their teams to ensure they have the skills and knowledge needed to succeed.
Leaders should provide ongoing support and mentorship to help salespeople develop their skills and confidence.
Poor Lead Quality and Insufficient Lead Generation
Sales teams can only succeed if they have high-quality leads to work with.
If the lead generation process is insufficient or the quality of leads is poor, sales teams will struggle to meet their targets.
Sales leaders need to work with their marketing teams to ensure the lead generation process is effective.
This includes: • Developing buyer personas • Identifying the most effective lead generation channels • Optimising the lead scoring and qualification process
Sales and marketing teams should work together to ensure there is a consistent flow of high-quality leads that meet the sales team’s needs.
Sales teams are critical to the success of the business, and it’s essential to understand why they may not be hitting their targets.
By addressing the issues, Leaders can help their teams stay motivated, focused, competitive, and drive revenue growth for the business.
Contact KONA today to discuss customised Sales Training for your Sales Team!
However, this approach often leads to customers feeling like they’re not getting the most value for their money.
Instead, it’s important to focus on selling the value of what you’re offering. Here are five ways to do that:
Focus On The Problem You’re Solving
Rather than highlighting the features of your product or service, focus on the problem it solves for the customer.
This can be a pain point they’re experiencing or a need they have that your product or service addresses.
By framing your offering as a solution to a problem, customers will be more likely to see its value.
Emphasise The Benefits
Instead of listing the features of your product/service, focus on the benefits it provides.
For example, if you’re selling a software tool, instead of listing all the features it has, highlight how it can:
Save time
Increase efficiency
Improve workflow
Customers will be more interested in how your offering can help them than the specific features it has.
Tell A Story
People connect with stories, so use storytelling to convey the value of your offering.
Share stories of customers who have used your product/service and how it has helped them.
This can help potential customers see the value of what you’re offering and imagine how it could benefit them as well.
Offer A Guarantee
Offering a guarantee can help customers feel more confident in their purchase and see the value of what you’re offering.
For example, if you’re selling a product, offer a money-back guarantee if the customer is not satisfied.
This shows that you stand behind your offering and believe in its value.
Provide Excellent Customer Service
Customer service can be a key factor in how customers perceive the value of your offering.
If you provide excellent customer service, it will build trust and loyalty, which can translate into customers seeing the value of what you’re offering.
Make sure to be responsive, helpful, and courteous in all your interactions with customers.
By using these tips, you can sell the value of your offering rather than just its features or price.
When customers can see the value that your product or service will have for them, they will be more likely to make a purchase.
Contact KONA to discuss tailored Sales Training for your Sales Team!
The occasional setback is inevitable in sales and can often make us feel that we are not making progress.
When the feeling of discouragement after a setback is left unresolved, it can leave you incapable of moving forward and achieving your goals.
There are ways you can recover from a setback and make a comeback!
Five Ways to Overcome a Setback and Build Resilience
1. Acknowledge the Setback
Everyone experiences a set-back at some point. If you have one, the first step is to acknowledge the problem.
Recognise that there is no turning back and take it as a learning experience.
2. Consider the Worst-Case Scenario
Thinking of the worst possible outcome for a situation can make you feel a little bit better, as well as giving you a better understanding of what happened.
When you experience a setback, it is a good idea to consider what the worst possible outcome would look like.
3. Re-assess your Position
Re-Assess Your Vision for Moving Forward
Once you have thought about the worst possible outcome, you should go back and re-assess your vision for moving forward.
Consider things like:
What is the goal I want to achieve?
What can I do differently to ensure this doesn’t happen again?
How can I learn from this set-back?
4. Learn your lessons and be Resilient
It is most important to maintain a positive outlook when dealing with a setback.
Characteristics that are important in sales include resilience and the ability to adapt in stressful situations.
5. Remember… Pick up and go again!
Here are some reasons why “Going Again” after a sales setback is so important:
Learning Opportunity: Sales setbacks can provide valuable insights and feedback about what went wrong, what could have been done differently, and how to improve for the future. Analysing the situation and understanding the root cause of the setback can help to develop new strategies and approaches.
Resilience Building: Going again after a sales setback demonstrates resilience and determination. It’s important to view setbacks as temporary and not as a reflection of personal failure. By pushing through setbacks, sales professionals can build their resilience and develop a growth mindset.
Opportunity to improve skills: Facing a sales setback can highlight areas where sales professionals need to improve their skills, such as communication, negotiation, or product knowledge. By addressing these areas and seeking out training and development opportunities, sales professionals can increase their chances of success in the future.
Maintaining Momentum: Consistency and persistence are key to achieving sales success. Going again after a setback keeps the sales process moving forward and maintains momentum, rather than allowing the setback to disrupt progress and cause delays.
Prove You Can Turn It Around
Although a setback can be upsetting, you should demonstrate resilience and you prove that you can turn things around.
In business and in life, you are going to have setbacks now and again. What matters most is how you bounce back.
Setbacks shouldn’t stop you from achieving your goals.
Contact the team at KONA to discuss how tailored Sales Training and benefit your team!
Socrates – known as the father of Western philosophy, Socrates was a master of the art of questioning and facilitating meaningful discussions that challenged people’s assumptions and encouraged critical thinking.
Mahatma Gandhi – as a political and spiritual leader in India, Gandhi was a skilled facilitator of peaceful resistance and civil disobedience, helping to guide his followers towards nonviolent solutions to social and political issues.
Martin Luther King Jr. – like Gandhi, King was a powerful facilitator of nonviolent protest and social change. His leadership during the American civil rights movement helped to inspire millions and bring about significant progress towards racial equality.
Nelson Mandela – as a leader in the anti-apartheid movement in South Africa, Mandela was a skilled facilitator of reconciliation and healing. His efforts to bring together different groups and promote forgiveness and understanding helped to pave the way for a more peaceful and just society.
Brené Brown – as a researcher and author, Brown has become a renowned facilitator of conversations about vulnerability, shame, and empathy. Her work has helped to promote more meaningful and authentic connections between people.
These individuals have all had a significant impact on the world through their facilitation skills and have left a lasting legacy that continues to inspire others today.
“Brickwalling” customers is a strategy that Key Account Managers (KAMs) use to protect their most important customers from being contacted by competitors.
It involves creating a barrier between the customer and anyone who might attempt to disrupt the relationship or interfere with the KAM’s ability to serve the customer.
It is important for KAMs to know how to brickwall customers.
Here are a few reasons why:
1. Protecting Key Accounts
KAMs are responsible for managing their organisation’s most important accounts. These are typically the ones that generate the most revenue or have the greatest potential for growth.
By brickwalling these customers, KAMs can prevent other departments or individuals within their organisation from inadvertently damaging the relationship.
2. Maintaining Trust
Trust is critical in any business relationship, but it’s especially important when dealing with key accounts.
By brickwalling customers, KAMs demonstrate to their customers that they take the relationship seriously and are committed to protecting their interests.
3. Creating A Competitive Advantage
If competitors are unable to get access to the KAM’s key accounts, it gives the KAM and their organisation a competitive advantage.
This is particularly important in industries where customers have a lot of choice and are constantly being flooded with marketing messages.
4. Streamlining Communication
By controlling the flow of communication between their key accounts and their organisation, KAMs can ensure that their customers get the information they need in a timely and efficient manner.
This helps to avoid confusion and minimise the risk of misunderstandings.
Brickwalling customers is an important strategy for KAMs because it helps to:
Protect their key accounts
Maintain trust
Create a competitive advantage
Streamline communication
By doing so, KAMs can maximise the value of their most important customers and ensure that they continue to grow and thrive over time.
Contact KONA today to discuss Tailored Key Account Management Training for your team!
Asking powerful questions is a crucial skill in sales, especially when it comes to uncovering the needs of potential buyers.
By asking the right questions, you can get a deeper understanding of what your customers want, their pain points, and what motivates them to make a purchase.
Here are five ways to ask powerful questions that will help you uncover buyer needs:
1. Open-ended Questions
An effective way to uncover buyer needs is to ask open-ended questions.
These are questions that can’t be answered with a simple “yes” or “no,” and instead require the buyer to provide more detailed answers.
For example, instead of asking “do you need this product?” you could ask “what are your biggest challenges when it comes to X?”
This type of question encourages the buyer to elaborate on their needs, giving you more information to work with.
2. Probing Questions
Probing questions are designed to dig deeper into the buyer’s responses.
For example, if a buyer says they need a product that is easy to use, you could ask “what specific features do you consider important when it comes to ease of use?”
This type of question helps you get a clearer understanding of the buyer’s needs and preferences.
3. Hypothetical Questions
Hypothetical questions can be a useful way to explore potential scenarios with buyers.
You could ask “what would you do if you had access to a product that solved X problem?”
This type of question helps the buyer think about their needs in a different way, and can provide insights into what they value most.
4. Reflective Questions
Reflective questions are designed to help buyers think more deeply about their needs and motivations.
You could ask “what led you to consider purchasing this product?”
This can help the buyer clarify their goals and needs and provide insights into what drives their decision-making.
5. Comparative Questions
Comparative questions can be a useful way to understand the buyer’s preferences and priorities.
For example, you could ask “how important is X feature compared to Y feature?”
This will help you understand which features the buyer values most, and can help you tailor your pitch accordingly.
By asking powerful sales questions, you can gain a deeper understanding of what your customers want or need, and ultimately what motivates them to make a purchase.
Contact KONA today to discuss customised sales training for your team!
Every business has to deal with an unreasonable customer at one point or another
A customer is commonly regarded as being unreasonable when they:
Demand a service or product whether it is provided by your business or not
Are seemingly impossible to appease
Argue the price
Display rude behaviour towards the salesperson
Here are 8 tips you can use to handle an unreasonable customer.
1. Listen Attentively
Listening to your client is the first step in resolving an issue.
Typically an unreasonable customer will believe their request is actually quite reasonable.
Try to see things from your customer’s view point. Being understanding is important when trying to solve the problem.
2. Let Them Know Your Side
After listening to the customer, you should help them to see your point of view as well.
Eg. If your customer is trying to negotiate you down from your price, explain how you have arrived at that price and why.
3. Consider Other Options
If your customer requests additional services free of charge that are not included in the agreement, explain why you can’t fulfill their request.
But, always offer an alternative option.
Think about alternatives that are fair and will benefit both of you.
Consider the following:
Could you deliver on part of the extra demands?
Are there lower-priced alternatives that could meet their needs?
4. Assess The Cost Of Saying “Yes”
If you are the business owner or sales manager, it’s a good idea to calculate he costs linked to catering to unreasonable customers each month. You can then off-set those costs by making changes such as cutting costs in other areas of the business, or raising prices of other products.
It is also beneficial to assess the team’s customer service and negotiation skills.
If you find any issues in these areas, it may indicate a need for staff training.
5. Assess The Consequence Of Saying “No”
Consider what the repercussions are of saying “no”.
Is it possible that you will lose this customer if you deny their demands? If a customer’s demands are virtually impossible and you cannot find an alternative, you can be left with no choice.
You should always carefully assess the situation before saying no, and explain your reasons while remaining calm and polite.
6. Empathise With Them
When you are unable to meet a customer’s request, you should always show empathy.
They are still your client and unless they are extremely difficult, you don’t want to lose them.
It is a good idea to send them a follow-up email or a phone call after a few days to maintain the relationship and show you care.
7. Show Gratitude
Keep in mind that no matter how unreasonable your customer is, you never know what someone is going through.
A simple thank-you is something you should always do.
It will show the customer that you value the relationship even if they have ended a contract with you or left without making a purchase.
8. Don’t Let Them Leave Angry
Rumours about a business spread rapidly, more so now than ever.
It’s important that a customer does not leave angry, to ensure they don’t post anything on social media, or spreading rumours that can damage the reputation of your business.
Does your sales team have an effective plan to handle unreasonable customers?
Contact the team at KONA to discuss a customised Sales Training Program for your business.
DISC is the most popular psychological profiling assessment available. Read on to learn how individuals, teams and organisations can benefit from their DISC Profile and the insights gained from KONA Group’s guided DISC training.
What is DISC?
DISC is a universal behavioural model used to articulate the common ways that all human beings tend to behave and communicate. It uses the following four behavioural factors:
It creates a language around observable types of behaviour which exist in any group of people.
KONA Training uses DISC when training teams, leadership groups, account managers, sales professionals and other client facing roles.
How do the Four DISC Behavioural Factors Work Together?
To fully understand DISC, it’s important to understand how the four individual components work together.
While a typical person may have one or two dominant characteristics from the DISC model, it’s the combination of the four components of DISC that defines a person’s behaviour.
The four components of DISC create a “behavioural makeup (profile)” unique to every individual.
What Does Each DISC Factor Measure?
D – Dominance
This factor measures how someone handles problems and challenges.
If your highest score is D, you are a Direct communicator.
If your lowest score is D, you are a Reflective communicator.
I – Influence
This factor measures how someone handles people and contacts.
If your highest score is I, you are an Outgoing communicator.
If your lowest score is I, you are a Reserved communicator.
S – Steadiness
This factor measures how someone handles pace and consistency.
If your highest score is S, you are a Predictable communicator.
If your lowest score is S, you are a Dynamic communicator.
C – Compliance
This factor measures how someone handles procedures and compliance.
If your highest score is C, you are a Compliant communicator.
If your lowest score is C, you are a Pioneering communicator.
Who Created DISC?
DISC was created by Walter V. Clarke, an industrial psychologist who created the assessment based on the behavioural theory of William Marston. The assessment was developed in its earliest form in the 1960s.
What Makes TTI SI’s DISC Different from Other Providers?
DISC is a very popular assessment tool, and TTI SI while not the only group to provide a version of DISC Profiling – has built and delivered a DISC profile solution that is industry leading in its accuracy, depth of insights, and consistency.
A Holistic Insight
TTI SI is the only provider who looks at the entire DISC graph, instead of only measuring above the energy line. (The energy line is at 50 on the graphic; anything above it is considered a dominant score.)
By looking at every score in every factor, TTI SI’s method gives a more holistic and complete assessment of a person. This provides more clarity overall and makes the assessment more effective.
Innovation Since Day 1
TTI SI also introduced the first computerised and personalised DISC assessment and reporting tool back in 1984.
In-House Research
TTI SI has been an industry leader for the last 35+ years and has a dedicated research team that works in-house. Our brain lab lets us conduct research that is internally and externally verified and peer reviewed.
Who Can Use DISC?
DISC is a tool that can be used at every level of an organisation.
The assessment measures an individual’s responses, but those responses can be mapped.
For Individuals
DISC uncovers insight into the “how” behind your “why”. It reveals the behavioural makeup that is unique to each individual. Taking and understanding a DISC assessment helps people….
Minimize unnecessary conflict
Increase productivity and engagement
Enhance communication
Maximise their strengths
Develop self-awareness
For Two People: The DISC Comparison Report
TTI SI is able to run a report that compares 2 individuals, this helps share their similarities, highlight their differences, and run through ways they can both communicate with each other.
This report is a game changer for teams with different communication styles. KONA provides these reports free to companies where we have profiled their staff.
Who Can Use a Comparison Report?
Manager to direct report
2 candidates applying for the same position
Any two people conflicting with each other
New hire to boss
Partners with each other
For Three or More People: The Team Report
The Team Report is similar to the comparison report but includes three or more individuals in its findings. These reports are a great way for an entire team or department to learn more about each other and get a better sense of their strengths and weaknesses as a unit.
It is particularly useful for Leadership. For example key account managers who can use each other’s strengths to best support customers including proposal preparation, tender submissions and then client on-boarding and management.
How Can a Team Report Help You?
Compare your team
Find communication gaps
Gain higher productivity on projects
Smoother internal communication
Understand behavioral style dynamics of team
Become more effective together
One of the best outcomes of a Team Report is that deeper insight into your team as individuals and as a whole. It helps leaders understand how to leverage their teams’ strengths and communicate more effectively overall.
For Entire Organisations
How can an entire company harness the power of DISC for multiple teams? While you can use DISC individually and then find the average score of your entire organization, it’s most effective with smaller teams. Use Team Reports in every department to discover what team needs more development or resources, and to see how different personalities work together in different areas.
By using DISC to help improve individual engagement and productivity, you will improve your organisation overall.
How Can You Use DISC Right Now?
DISC is a foundational assessment for all TTI SI products — it’s an excellent starting point and introduction to the science of one’s self. It’s also an easy concept for people to absorb and apply right away. If you’re looking for quick results, DISC is the assessment for you.
Do you want to take a DISC assessment or start using assessments for your team or organise a facilitated DISC workshop for your team run by a qualified DISC Behavioral Analyst? Let us know here.
DISC Profiles available – Sales, Executive and Management/Staff
KONA Training specialise in facilitating DISC Profiles to corporate groups and we offer onsite or virtual workshops. Our standard DISC workshop is delivered in 4 hours onsite and 3 x 1.5-hour sessions via Zoom or Teams both options use one of our best Australian DISC qualified trainers.
The DISC Facilitated 4-hour Workshops include a certificate of achievement and cover three key areas. The first two modules include the basics of DISC. The third Module is then selected from one of the three outcomes we offer.
Module 1. DISC- Understanding the model. (Core) Module 2. DISC- Understand Ourselves. (Core) Module 3. DISC- Leadership and how to lead others using DISC (Select) Module 3. DISC- Team Building and working better as a team (Select) Module 3. DISC- Customer Profiling and how to better understand your clients (Select)
To organise a free DISC Discover Session — Call 1300 611 288 or email info@kona.com.au
For over 2 decades, our customers have reached out to us because we are an expert Australian team with local and global expertise. We are passionate about empowering individuals and teams growth - developing talents, cultivating leadership skills, and overcome any obstacles.
Let's embark on this transformative journey together.
By submitting this form, you are consenting to receive marketing emails from: KONA. You can revoke your consent to receive emails at any time by using the SafeUnsubscribe® link, found at the bottom of every email. Emails are serviced by Constant Contact
Our team of expert coaches and trainers are dedicated to crafting personalised strategies that align with your unique goals and aspirations. We have the tools and expertise to guide you towards greatness.
By contacting us, you are taking the first step towards transforming your team and achieving the extraordinary.
SYDNEY
Suite 404, 128 Military Rd
Neutral Bay NSW Australia
2089
CENTRAL COAST
Suit 2, 18 Karalta Rd,
Erina, NSW
Australia 2250.
MELBOURNE
Suite 1 | 432 Smith Street,
Collingwood Victoria.
Australia 3066.
LONDON
Suite 1 | 2 Gipsy Hill,
London, SE19 1NL.
United Kingdom.
We cover all States Australia wide including Sydney, Melbourne, Brisbane, Perth, Adelaide and Hobart.
