pic_1

Steve Bradbury

How I Game: Roller Champions

While my Olympic days are behind me I still like to get that competitive rush. Through gaming, I’ve been able to do just that. Recently the team at Lenovo Australia & New Zealand challenged me to play the soon to be released game, Roller Champions. Check it out!

Introducing the Motley Squad!

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.

The One Percenters are the difference makers

Hi Steven,
I had the pleasure of meeting you at the Asbestos Industry Association meeting a couple of weeks ago, where I bought your book.
I have finished reading it, and I really enjoyed it. Like most Australians I knew absolutely nothing about speed skating, but at least now I know enough to really appreciate it the next time I watch the winter Olympics.
I had never met an Olympic Gold medallist before, other than Dawn Frazer, who was a close friend of my father. They grew up and swam together at Balmain baths, and she rang me to offer her sympathy when he died in 2005.

Like you, I am a bit of a sports tragic. I have been involved with Rugby League and AFL clubs for over 35 years as a trainer / strapper, and I am still doing it today.
I also play over 60’s cricket, and I am going to Perth in November to play in the National Championships for QLD against the other states, from which an Australian over 60’s team will be selected to play a tri-series against South Africa and England.

All of that aside, I really wanted to relate a couple of things that I got from what you spoke about, and from reading your book.

I was chatting to you when you were setting up for your presentation because I had arrive a bit early for the meeting. You were checking that everything was working and you picked up that the fridge at the bar was “humming” and you weren’t too happy about it.
You went over the girl at the bar and asked if the sound was coming from the fridge and could anything be done to stop it while you were doing your presentation. She offered to turn it off.
I have to be honest and say when I saw that happen, I thought “this bloke is a bit of tosser isn’t he? Carrying on about a bloody fridge making a bit of noise?” But now I get it.
You spoke about your 100% attitude to training and competing, detailed preparation and getting the 1 percenters right. The fridge episode was a perfect example of what you talk about. That noisy fridge was possibly going to detract from your presentation by 1% , if at all.
But that wasn’t good enough for you. Even speaking to a bunch of nobodies at the Hamilton Hotel, you wanted to make sure that everything was prepared correctly and ready to go, so that you could give the best presentation you could. On reflection, I really admire that, and I will remember it.

The second matter relates to my 29 year old son Dan. He, like you, and like me, is competitive in everything he does. Always has been, since he was a kid. He was a representative Rugby Union player as a teenager, and started boxing for fitness. The coach saw some ability and convinced him to have his first amateur fight when he was about 19. I watched that fight at Beenleigh and he got smashed for three brutal rounds. I went into the dressing room after the fight and he had broken ribs, a broken nose, swollen eyes and he was a mess. I put my arm around him and said “well mate, you’ve satisfied your curiosity about fighting, so you can give it up now” . He looked up at me and said “No way, I’m going to train hard for the next 12 months and fight again”. He did, and has never been beaten again in 15 fights, including 3 MMA cage fights. He runs Whitsunday Marshal Arts with his mate at Airlie Beach, and has been to Las Vegas this year to corner for Australian fighter Anton Zafir.

But, the real parallel with you Steve, is that a couple of years ago, he entered the QLD Golden Gloves boxing tournament in Brisbane. He had three very tough fights in two days to win his way through to the final of the 65kg division. He beat previously unbeaten guys to make it to the final.
Dan was prepared, as he always is. He stayed hydrated and loose in case anything changed with the scheduling of the final, which his research told him could happen. He didn’t eat, so that his weight was right in case something changed with the scheduling.
Sure enough, he scheduling of the final fight was changed at the last minute.  When Dan  was called up to be there for the final, he arrived to find that his opponent had withdrawn because he had eaten and drank too much and could not be ready in time. Dan was awarded the Golden Gloves medallion.
He climbed out of the ring and threw the medallion  into the garbage bin as walked out the door. He didn’t want to win it that way. Luckily, one of his mates who was there to support him, retrieved the medallion, and kept it to give to Dan when he had settled down.
When I found out about it, I rang him. He said he didn’t want to win it that way, he wanted to win it fair and square. He didn’t want to do “a Bradbury”.  I reminded him of all the training he had done, many hours every day of the week, the injuries, the concussions, the stitches to his eyes and the tough fights he had to win to get to the final. And he had done all the 1 percenters to make sure he was in the best position to perform when the final came around.
That was about 6 years ago, and I have just spoken to him at length about your story and the similarities. Sure, it wasn’t an Olympic Gold Medal, but it was the pinnacle of his career.
I am happy to say that the Golden Gloves Medallion now hangs proudly in his gym. I think now, he gets it.

Thanks again Steve, all the best for the future.

Regards
Garry Zealandsb-and-garry-zealand

6 x 2016 client feedback – Motivator, MC and Comedian?

I recently had Steve speak at one of our events. This was the third time and once again we have had glowing reports from our guests. He is intelligent, witty, entertaining and inspiring. One of the best speakers you can get and he delivers every time. Cant wait to have Steve back again for future events.
Peter Duffy – Endeavour Foundation

We hired Steven Bradbury to MC the launch of our TBC (Telstra Business Centre) Solutions platform. He did an amazing job intertwining our event goals, his own Olympic story, motivation and kept us all laughing throughout. Steve added the celebrity angle and his professionalism and homework on our company and our people ‘hit the mark’ perfectly. Anyone looking for a motivational speaker or an event MC Steven Bradbury should be at the top of your list. Thanks Steve for helping make our product launch memorable.
PAUL GUNTHER – OWNER – TELSTRA BUSINESS CENTRE / HTG

You were the bomb!!!! Everyone loved it and the feedback was incredible. We had heard how good you were but you absolutely overdelivered. Motivational and a stand up comedian, what a great combination. A tremendous day!
TANIA WILSON – CONNECT COLLABORATIVE

Steven was not at all what was expected. After hearing him discuss the history, challenges, training and other obstacles he overcame the whole story blew us away. He was the absolute highlight of our meeting and the team are still raving about him. He really put a different perspective/spin on things and many of us had ah-ha moments.
Tamryn Middleton – Amgen Australia

I was thrilled in the manner to which the evening went and the feedback we received from all was outstanding. Thought you would like to know that the team unanimously rated you as the best guest presenter / speaker we have experienced in the last 7 years. You have a terrific story that will resonate for a long, long time. Thanks again.
MARK SOOKIAS – GENERAL MANAGER – MOTOSPECS

Best Speaker in 7 years !

I was thrilled in the manner to which the evening went and the feedback we received from all was outstanding. Thought you would like to know that the team unanimously rated you as the best guest presenter / speaker we have experienced in the last 7 years. You have a terrific story that will resonate for a long, long time. Thanks again.
MARK SOOKIAS – GENERAL MANAGER – MOTOSPECS

The Bradbury Effect – Sport, science and politics?


Check out this video, there might be some logic in it.

Astra Zeneca – Client Feedback

It was a pleasure and honour to hear of your achievements and ability to remain positive through so many setbacks. Your amazing level of self-drive is inspiring. Everyone I spoke to really enjoyed your 1 hour keynote presentation and I know it will have a lasting positive impact on the mindset of our team. I will pass your details on to our other departments.
Marisa Montanaro – Astra Zeneca

SB to Motivate at Best Agents HQ – Gold Coast – Oct 22

Hear Steven Bradbury Interviewed by Ray Wood from Top Agents

GE Australia Roadshow Aug 5-7 Staff Feed back

GE Australia – 1 Year to go to Rio Olympics Staff Inspiration Events Brisbane Aug 5, Perth Aug 6, Melbourne Aug 7, Sydney Aug 7. This is what some of the staff said:

•“I registered to this event with no expectations, and this morning I contemplated not attending. I am so glad that I did! Steve was engaging, funny, relevant and definitely motivated me to make some changes that may not be easy, but will be worth the hard work in the long run!”

•“Steve was one of the most memorable presentations I’ve been fortunate enough to attend. Money well spent! A number of employees have approached me and raved about the event.”

•“Best GE event I’ve been to in my 18 months with the company. Steve was very engaging, funny, and inspirational.”

•“Great to have an external view, we often get too tied up in the ‘GE world.”

•“It was a great surprise and I felt like he was a colleague as Steve aligned his messages with GE rather than an external speaker – I felt like he knew us.”

•“Steve’s story is well aligned with what is needed for success in business – preparation, persistence, strategy, and the overriding will to win. Great!”