by Richard Higginbotham

Unlocking Potential
reaching goals.

Straightforward frameworks to make
significant leaps in performance.

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Developing value
creating growth.

Creating the mindset for mutual benefit and
expert knowledge to help you Succeed.

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Honing the craft of
ethical business
development.

Client centred, value focused and
helping the client solve their problems.

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Upgrading Sales and Business Development

The Habits Coach exists to promote and further the craft of developing business ethically.

With our help individuals, teams and organisations upgrade their established patterns of behaviour so they have more effective interactions with existing and potential customers.

Research confirms that a high proportion of human behaviour is habitual; we naturally turn familiar tasks into habits that we execute sub-consciously. This frees up the brain for conscious tasks.

The habits we all have range from the very productive to, in some cases, very unproductive ones; in most cases we have a powerful urge to execute each of them.

The Habits Coach focuses on upgrading those habits related to business development at team and individual levels.

WHO WE HELP

Habits don’t just occur at individual level, they become embedded in the behaviour of teams and the culture of organisations.

Good habits create alignment, togetherness and effective engagements with clients and prospective customers.

Bad habits generate cost, prevent growth and create a barrier to reaching full potential.

A willingness to examine current habits to identify knew ways to upgrade performance becomes a habit in itself. This creates a culture of continuous improvement with a powerful impact at individual and team level.

Individuals

Skills and technical knowledge can only go so far.  How an individual performs under pressure is what counts.

Under pressure we all default to our habits.  Good habits help us, bad habits hold us back – better habits take us forward.

Teams

Nothing succeeds like success – it’s a habit. Winning teams get on a roll, they have momentum and feel like they can’t lose.

Struggling teams find it hard to turn the corner – even when everyone pitches in together.

Performance is habitual. Identifying the habits that lead to success and the habits that hold the team back creates a powerful platform for success.

Organisations

Good habits create alignment, togetherness and effective engagements with clients and prospective customers.

Bad habits generate cost, prevent growth and create a barrier to reaching full potential.

At Your Service. Let's deliver the right solution for your business

THE PHILOSOPHY

Research from the CIPD in 2004 backed up by the University of Stamford in 2011 outlined that training alone improves productivity by only 22%. However, when coaching follows training, productivity increases to up to 88%.

Much sales and business development training focuses on theory and process.  We focus on behaviour, developing an understanding of what is helping / holding back and on sustaining a change in behaviour to deliver a long-term shift in performance.

Awareness

A change in performance requires a known baseline.

An awareness of what is currently happening and an assessment of what’s helping and what’s constraining performance provides a solid foundation.

Enabling the individual or team to create an awareness of their own actions also provides an extremely useful check to demonstrate progress.

Responsibility

Knowing what changes need making is nothing without action.

Action to change requires ownership of performance and taking responsibility for change.

Creating both an understanding of how the change will benefit the performer(s), developing simple action plans and by creating a safe environment to try out new methods builds confidence.

Practice

Habits are embedded patterns of behaviour.

Creating better habits, upgrading performance requires completing the shift from conscious incompetence to unconscious competence.

Repeated experience – reinforced with recognition and celebration of success whilst new methods are still slightly uncomfortable – embeds behaviour and creates a new baseline.

It starts with intent. Intent to add value

“People don’t like to be sold to, but they love to buy” Jeffery Gittomer

People like people. They like to be helped. So it stands to reason that they will respond to sales people and sales organisations who are natural, human and helpful.

Much sales theory and training for sales people is complex. We know from bitter experience that this can lead to confusion under pressure or struggling to work out the next step.

We focus on simple frameworks to identify patterns of behaviour (habits) in sellers and customers. Once these patterns are understood, sellers can adapt and upgrade their habits.

The IN5 framework pulls this together to help sellers first build an understanding of clients, their needs and identify points of mutual benefit.

Simple techniques, that in time become intuitive, enable sellers to establish competitive advantage and become more effective.

Improve success-rates for complex sales

Reduce or eliminate wasted effort

Increase certainty and forecast accuracy

Improve team communication

Navigate politics and organisational dynamics

Find the people with greatest situational influence

Identify important influencer characteristics

Use strategy to out-manoeuvre competitors

Anticipate organisational change in key accounts

Account for and overcome competitor threats

Get deals over the line in less time

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