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Articles

A collection of articles from Steven Bradbury, Australia’s first olympic gold medallist and now one a renowned motivational speaker, after dinner entertainer, mc.

SALES – Change Beliefs & Get Results

One of the most important aspects of business success is Sales. Without Sales – your business ceases to exist! Interestingly its one of the things that most business owners want more of.

Here’s the thing. It might be what we want more of, but ask yourself – how do you actually feel about salespeople yourself.

When I say the word “Sales Person” what words come to mind first.

For some of you it’s used car salesman, con artist, pushy, or sleazy.

For others its educator, helpful, good with product knowledge.

If you are wanting to make headway and improve your sales, you firstly need to address the belief that you and your team have about salespeople.

As with most beliefs, it’s what we believe to be true yet, there may not actually be any truth to the matter at all. Just a perspective, from what your environment may have influenced you with.

Over the years I have heard so many stories from clients or their staff saying that they are not good at selling or they don’t respect sales people. The question I ask is “so how do you feel about your customers buying from your competition”. Inevitably, I get “I would hate that because they don’t treat their customer very well or they don’t have the knowledge that we have”. Yet – their beliefs around sales – is the very thing that deters customers rather than attracting them.

So what can you do give yourself and your team the best chance of attracting sales opportunities, converting them and having happy customers who keep coming back.

There are 2 things that make a difference to sales results and they are CONFIDENCE and CERTAINTY.

Lets start with Confidence. This is made up of how you see yourself. The easiest way to change your confidence levels in selling is to increase your knowledge & awareness of yourself and how you come across to the customer. Bearing in mind that customers buy based on how you make them feel. So if they smell fear, or get a whiff of insecurity then they will come up with a reason not to buy from you. Commonly known as an objection. Which sounds like – I need time to think about this. I have to speak with my partner, I can’t afford it and so on.

What can you do to increase your confidence in yourself ?

1. EDUCATE – Read books, undertake sales courses. Doctors, accountants, pilots, teachers, builders and other professionals undertake continual education. Yet most sales people don’t.

2. SELF MASTERY – Understand how people relate to you. Learn your communication style. We use a tool called DISC profiling. It allows you to understand the way you communicate and how you best should communicate with others so they know and like you.

3. OBSERVER – Become a master observer. By this I mean, listen and watch how you show up. Do you dress with confidence. Are you being authentic? Are the words that come out of your mouth , a true reflection & representation of your brand and yourself.

4. SELF TALK – Improve your identity. By this I mean, acknowledge that the results that you are currently getting are a reflection of who you currently see yourself as. Often this is triggered from a subconscious level. To overcome this you will need to develop a page of I AM statements that clearly articulate what you need to be saying to yourself on a daily basis so that you can reprogram your thinking. Eg: I am continually educating myself to improve my sales knowledge, I am becoming a confident and engaging sales person, I am respected for my product knowledge and ability to identify my potential clients needs. I am attracting great opportunities to my business and so on.

5. QUESTION TECHNIQUE – You may not think that you can be a great sales person, but really all you need to be great at is asking the questions that have your customer admit that your product is the answer to their problem. To do this you must be comfortable and confident to ask questions that uncover the true problem that the customer has. This takes guts and practise. Are you up for the challenge?

The next element to consider following on from Confidence is Certainty.

These are the physical sales based doing actions that you need to do so that you get measureable results.

1. Clearly document your sales process. What happens at each step of the way. You and your team should know this off by heart.

2. When you know your sales steps then focus ONLY on the next step rather than fast forwarding to the end and expecting the sale.
A great example of why this is important can be seen in a game of football. How often do you see a player who looks like he is planning to catch the ball, yet when he drops it, you then realise that he was probably thinking about what he was going to do with the ball before he had actually caught it.

3. Conversion rate is an important measurement for a sales person. As I mentioned in the last point, each step is one small part of the sales process and each part needs to be converted so that you can progress to the next stage. Don’t get ahead of yourself.

Remember people are less likely to give you objections or suffer buyers remorse when they feel like they have chosen to buy rather than being sold to.

So what do you need to improve in the areas of Confidence and Certainty so that you can have your customers choose you rather than your competition?

Join me on the Go for Gold Regional Roadshow and along with Charmian Campbell learn new ways of growing and innovating your business profitably and get the mindset needed to achieve.
5 Sept – Cairns
6 Sept – Townsville
7 Sept – Mackay
3 Oct – Gladstone
4 Oct – Rockhampton

BOOK NOW

Author Charmian Campbell is a Global Master Coach and owns The Driven Business Edge. She has worked with hundreds of business owners over the years and shares her knowledge based on real life lessons and results.

OHS Speaker – Steven Bradbury

OHS, Risk Management and Teamwork – Steven Bradbury

The sporting world is high Risk, high Reward. Just before the race with the epic pile up that led to Steven Bradbury winning Australia’s 1st Winter Olympic Gold Medal he spoke to his coach Ann Zhang. Finally Steven had developed experience and judgment. It had taken him 12 years of obsessive training, 4 Olympics Campaigns, 111 stitches in his leg, four litres of blood on the ice and a broken neck.

Now Steve and his coach knew everything:

-Youthful exuberance = 0%
-Over Confidence = 0%
-Knowing the competition = 100%
-Knowing your own limitations = 100%

Everything is Risk VS Reward. Steven Bradbury won Australia’s 1st Winter Olympic Gold Medal through strategy and planning. Steven knows he was lucky, he is probably the luckiest Olympic Gold Medalist in history. In his OHS presentation Steven demonstrates that success in business is about minimizing the risks so that when your opportunity to shine presents itself, you will be in position and prepared to be the next to ‘Do A Bradbury’.

Fact – Thanks to Olympic historian Harry Gordon, in November 2014 the term ‘Doing A Bradbury’ is now in the Macquarie Dictionary!

Before the final Steven and his coach devised that staying out of the way would get him a bronze medal. That strategy got him the gold.

In 2014 Steven Bradbury presented a program 25 times around the country with Linfox called ‘Activity Recovery’. It honed in on Positive Mindset, Early Injury ID, Injury Prevention and supporting an injured workmate. As a recently self insured company Linfox are trying to reduce cost, increase employee moral, reduce risk and speed up recovery time from injury.
Client Testimonial:

Steve surprised me with his prior research, humility, hands on approach and diligence to the Linfox Active Recovery project. He speaks well with empathy and humour making the seemingly dull, but necessary topics around safety engaging for all. Anyone who wants their team to be motivated, entertained and inspired Steve is the man!
John Gorman – GORMAN ENTERPRISES (contracted by Linfox)

OHS PRESENTATION KEY MESSAGES

-Positive Mindset
Fuelling your body to keep your mind switched ON. Meaning not showing up for work hungover from the night before or having eaten McDonalds all week. This puts you and your work mates at greater risk.
We all have tough days at work but if you tell yourself enough times, today will be a good day, you start to believe it.
Negativity breeds quickly. There is no reason to focus on things you can’t control. Break the negativity cycle by developing ‘Triggers’ to switch the positivity back ON. One trigger Steven used during his skating career was a sign on the ceiling that read ‘this is the Olympics get up’. It’s the first thing he saw every morning when his alarm went off at 430am. He knew if he didn’t get up and got beaten at the Olympics that he’d regret it. What Trigger can you develop to keep your mind switched on to positive? No Regrets!

-Teamwork
The ‘jack of all trades’ doesn’t really exist anymore. You need to become expert at your role and rely on your teammates/workmates to execute their role properly as well. A team is only as good as its weakest link.

-Experience and Judgement
Rules, guidelines and procedures are in place for a reason. Usually because somebody in the past has cut a corner to save a little bit of time to clock off 15 minutes earlier, resulting in accident, injury or even death. Most Aussies gain experience and judgement by learning from their mistakes and then getting it right. The consequences of this attitude in the workplace can be dire. The best way to get experience and judgement is to listen and learn from those who have been doing what your doing for a lot longer than you (normally your superiors). Short term gain = Long term pain.

-Steven’s own injuries and recovery process from:
1- A skate blade skewered his thigh. It cut all 4 quad muscles and 3 veins, causing him to lose 3/4 of his blood in 60 seconds (audience sees the crash video). Steven could feel his eyes closing, his organs shutting down. He knew if he lost consciousness he was going to die and that was not an option. After almost dying on the ice ‘a bad day at the office’ didn’t seem so bad. This positive mindset allowed Steven to pursue his goals with more passion than before.
2- A broken neck during a training crash and wearing a halo brace screwed into your skull for 2 months (audience sees photos). During that 2 months Steven had lots of time to think about the ‘Big Picture’. People often overlook thinking big picture, and in the workplace, this leads to complacency.
After he broke his neck everyone around Steven told him that it was time to quit, the doctor told him he would never skate again. Steven went to another doctor. The big picture told him that after the halo brace had been removed he had 18 months until the next Olympics. Before breaking his neck Steven’s had one goal in life – Olympic Gold. After 3 Olympics campaigns it had not been achieved and was no longer realistic. This is where Steven’s mindset changed from Outcome to Process. He longer cared where he finished at the Olympics he would just do everything he and his team knew to the best of his ability every single day for 18 months and see what happened. In the workplace goals and OHS are achieved by focusing on the process not the outcome.

The feedback from your 3 x 1 hour safety presentations has been fantastic. I had a conversation with one of the contract staff before your first presentation and suggested that the presentation would be one of the best hours of his life. He just looked at me as though I was mad. I caught up with him after the session and asked him what he thought: He said, not quite the best hour of his life but it was bloody good. Your presentation style was entirely appropriate for the audience. The impact was enormous and will provide us a base to improve our workplace safety and culture. “Doing a Bradbury” will be the talk of the site for many months.
Ian Bell ?HSSE Lead – Clyde Project ?The Shell Company of Australia Limited

Thanks for an amazing afternoon with the boys during our safety day. You really drove home the importance of working as a team and following procedure. I’m confident this will have a positive impact on our company OHS. Everyone is still on a high and talking about your presentation the next day!
GLEN HUTCHINSON – LEND LEASE

Steven Bradbury is highly skilled at working client objectives into his presentations. Clients looking to instill specific OHS / risk management / teamwork related issues into their staff Steven Bradbury can help you do it.

COMMITMENT AND PEAK PERSONAL PERFORMANCE

The question was posed – Why did I commit so much of my life to being an elite athlete?  At 15 I made the national team, saw the sport at the international level and knew that I would go to the Olympics and wanted to see how good I could get.   

 

Twelve solid years of my life went into being an athlete.  The last 2 or 3 years I competed were the turning point and the hardest.  I was no longer a serious medal contender and had to consider retiring from the sport without having performed my best at the Olympic Games, a failure.  

 

At that point I had competed in three Olympics.   Decision = forget about the gold, the medals, the result, just do everything possible, to do my best.  If I can do that and know in my heart that I brought it to the table at the Olympics, then what place I finish does not matter.   As it turned out my best in 2002 got me that elusive Olympic Gold.  

 

Whatever field you decide to pursue, making a commitment to stick at it no matter what and always striving to do your personal best, will determine how successful you are.

 

10 YEARS ON

I recently celebrated the 10 year anniversary of my historic gold medal win at the 2002 Salt Lake City Winter Olympics.

 

Passing this milestone has made me think of the value of 10 years.

 

Prior to my olympic gold medal win I spent just over 10 years dedicated to training for Olympic competition.  In this time I competed in 4 different Olympic games, was part of the short track relay team that won the first ever Winter Olympic medal for Australia – a bronze in 1994 – had 2 major accidents, worked hard to rehabilitate myself for competition despite the odds, and then competed in the 2002 Olympic games and came away with Australia’s first ever Winter olympic gold medal. 

 

It seemed that this 10 years or so was a lifetime in itself.

 

Conversely, the last 10 years have seem to speed by.  All my hard work and dedication in my Olympic career gave me rise to a new direction.  I am now a successful motivational speaker, MC & Event host, and have spoken at over 500 events both in Australia and internationally.  I have also been blessed with a wonderful wife and 3 beautiful children.

 

Slowly or quickly, the years will pass regardless of what you are doing.  One thing I know is that the more you put in, the more you get out, and that the prize at the end, whatever that may be – a gold medal, a successful career or a happy family –  it makes all the effort worthwhile.

 

Have a look at the Channel 7 coverage of my 10 year anniversary celebration. 

 

DARE TO DREAM!

Whatever your dream, anything is possible.

 

So what turns your dreams into reality?  For me a dream was just the first step.  Passion, persistence and teamwork are the key ingredients to keeping the dream alive. 

 

Passion – make sure you love what you do and have a burning desire to succeed.

 

Persistence – don’t ever give up once you have set your mind to something, no matter what obstacles come your way.

 

Teamwork – make sure to have the right team to support you.

 

My dream was the olympic games.  I was fortunate enough to compete in 4 Olympic games and finally succeeded in winning the gold medal in 2002 at Salt Lake City.

HAVING THE RIGHT TEAM

One success strategy that I did not always do very well was maximise the skills of those around me.  When you are young and one of the best in the world it is easy to start to think you know everything.  

 

There are always people around who can help you.  In professional sport, it might be someone who is an expert on nutrition, injury prevention, technique, race tactics, setting up your equipment, etc, etc.   Make sure to investigate what experts are relevant to your field and seek them out.

 

Many people will offer you advice and most of them won’t know what they are talking about.  Those people need to be listened to and filtered out.  The ones who can really help may not come to you, you might have to find them.  It’s not all about you, success, in any arena, is about having the right team.

ATTITUDES AND BEHAVIOURS

 

Someone once asked what attitudes and behaviours does one need to acquire to be the best in their field.

 

As many of you know I was the first Australian to win Winter Olympic gold at the Salt Lake City Olympics.  My victory may have come in unusual circumstances (watch the race) but was not unfounded.  I had put in over 12 years of hard work and commitment, highs and lows, finally leading to that ultimate moment of triumph.

 

When I was training in the olympics, I used to have a sign on my ceiling, it read: ‘This is the Olympics, get up’.  I knew that my competitors would be getting up and I did not want them to have an advantage over me. 

 

Win or lose I needed to know that no stone was left unturned.  Now, when I think about my sporting career the most satisfying thing is, knowing that I gave everything I had, every training session.

 

This is much the same for any aspect of life or in business.  You need to make sure you “show up” every day, in everything you do.  Leave no stone unturned and always give your best.