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Member You - We Sell Like We Buy - The Ying and Yang of Sales
Is commitment something you gain on the way, or do you need it right from the start?Many projects and business activities fail because of a lack of commitment. Some of these activities stop halfway others near the end – when most commitment is needed – and others do not even get really started. It?s all in the emotion around it. People can be sceptic at first, they are insecure (I know I am) and they wait what others do before they step in.Even in personal relations you cannot do without commitment. Or put it another way; personal relations are relations because of the commitment. You said ?yes? at one point at time. It is possible that commitment fades away down the road. But this is another topic. Any relation starts after commitment.Commitment is not something you gain over a period of time. You need it at day one. Project managers know this and the first step they take in accepting (an existing or new) project is to check the commitment as part of an intake. They know whether a project is viable or not.What you should never do is, if you reckon that there is no commitment, try and pull or push in the hope you will receive it soon. You should rather start with it. Commi
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating,
A family business is defined as one that has 2 or more members of the same family working for it, the business is run for the benefit of the family. Generally speaking most family business does not last longer than 25 years, or 1 generation.There are advantages and disadvantages to working in a family business, one of the main disadvantages are; if thing go drastically wrong it can ruin a family relationship forever; there is also sibling rivalry to take into account. On a positive note family members will be loyal and have a willingness to sacrifice for the benefit of the business. For these reasons it is important the right business is selected when looking to acquire.One of the main things that should be considered when looking to acquire a business is simply; why is the business on the market? Is it because there is a fundamental problem or are the owners simply ‘cashing out’.Other considerations:How will the family business be managed? In an ideal world every family member would have an equal share, however in reality this is not practical as someone needs to have overall authority otherwise decision making could become too problematic, this is one of the factors to c
This is no surprise as in most cases the nature and character of the whole sales organization is a reflection and extension of the VP of sales. After all they set the tone and direction, forming the foundation on which the culture of the organization is built. This can lead to both positive and negative consequences on their teams’ performance and success.
For example, I recently worked with a company that is a leader in their field, a provider of precision technology; six figure deals with six month cycles. The VP of Sales was looking to help his team maintain and improve their edge and increase their ability to engage and sell executives. He had worked with a number of sales improvement firms in the past and was keen to expand his teams’ knowledge and ability.
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating,
It is estimated that returns cost the Consumer Electronics industry more than $10 billion annually, and although returns are unavoidable, it is essential that a means to capture the “true” reason for product returns be developed and implemented. Information obtained from the Consumer Electronics Association (CEA) indicates that over 60% of all returns reflect a reason code of “defective.”This seems quite high in light of the great expense and technology used by manufacturers of electronics in today’s market place. But let us for a moment examine the current method of gathering return information from the end consumer. In most cases when a product is returned a clerk simply asks the reason for the return, the consumer wanting to facilitate a smooth return experience simply states the product “doesn’t work” the product is returned, credit is received, and both parties are happy (especially since the true cost of the return is bore by the manufacturer/distributor).In other cases, warehouse wholesale stores that rely upon consumer memberships ask few if any questions, concerned that a bad returns experience will cause the consumer to cancel his membership. Even certain retailers advertise “
This is no surprise as in most cases the nature and character of the whole sales organization is a reflection and extension of the VP of sales. After all they set the tone and direction, forming the foundation on which the culture of the organization is built. This can lead to both positive and negative consequences on their teams’ performance and success.
For example, I recently worked with a company that is a leader in their field, a provider of precision technology; six figure deals with six month cycles. The VP of Sales was looking to help his team maintain and improve their edge and increase their ability to engage and sell executives. He had worked with a number of sales improvement firms in the past and was keen to expand his teams’ knowledge and ability.
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating,
One of the things that a franchisor has to offer a potential franchisee is their brand name. A strong brand name means the built-in potential customers for the franchisee and his franchise outlet. Each franchisor must stipulate how their trademarks and proprietary information within the confidential operations manual will be used during the term of the franchise. It is far better in my opinion to be upfront with this issue into address it in the franchise agreement prior to the signing or exchanging of any monies for the franchise business. It is for this reason that I developed a clause to put into our franchise agreement, which was a little different than most other franchisors. Below is a copy of that clause;3.11.1 Proprietary RightsFranchisee acknowledges the exclusive right, title and interest of Franchisor in and to the Marks. Franchisee agrees that the Service Marks, Confidential Operations Manual, and System are Franchisor’s sole and exclusive property. Nothing in this Agreement or any other agreement will give Franchisee or others any right, title, or interest whatsoever in or to the Service Marks, Confidential Operations Manual, or System as it exists or as it is developed
For example, I recently worked with a company that is a leader in their field, a provider of precision technology; six figure deals with six month cycles. The VP of Sales was looking to help his team maintain and improve their edge and increase their ability to engage and sell executives. He had worked with a number of sales improvement firms in the past and was keen to expand his teams’ knowledge and ability.
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating,
What type of advertising works the best for television repair companies or apliance repair companies? If you own a television repair company what kind of marketing have you been doing and is it working for you now?It seems that the television repair companies are not doing as well as they have in the past and this might be because television sets are so inexpensive these days. In other words it does not pay to fix your old TV when you can buy a brand new one that just came over on the boat from China and only cost $50.Nevertheless the television repairman needs to stay in business and make money and therefore he needs new customers all the time. What kind of advertising should a television repair company do? Well, may I recommend direct-mail marketing advertising in those little coupon packages that are sent out that you often get in the mail?Why you ask? Well because if the direct-mail marketing piece is sent out in a 10 mile radius of the television repair person they will be able to draw from a huge area and perhaps get enough customers to stay in business and generate some worthy word-of-mouth advertising so they can get a steady stream of customers. I certainly hope he
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating,
I can guess that if your are any kind of electrician at all, you can do all the basic trouble-shooting, rewiring, and replacement that any homeowner or business person would require. After all, you are a licensed professional, right? But knowing how to replace a circuit breaker is not what’s going to pay the bills. So what is going to ultimately make you successful? Your accountant, insurance agent, landlord, truck fleet dealer, or your parts supplier? A big “No” should be the answer in all those cases. How about your Yellow Page rep?You have to bring in new customers or establish a reliable base of returning customers. It’s going to take a marketing plan that allows for future growth and increasing profits. Assuming that I you have realized that a Yellow Page program is essential for your success, what do you have in mind? Who do you want to reach and how will you get there? Set aside a reasonable advertising budget that has room to grow as you do. Now, pick up the local directory and survey the YP heading. How many of your competitors are in the book and what are their ad sizes? What will it take to meet or beat them? Now you have an idea of size, it’s time to get to the content of the ad..
From the start, he was very clear as to how he was going to evaluate the providers he was talking with; what his key drivers were, how he would weigh and measure things; what he was willing to invest; what his must and nice to haves were. He was clear on his timelines for exploring, evaluating, deciding and committing. In hind site, when he did sign, he had very effectively executed his “buying process”. And it was no surprise that his team executed their clearly defined “sales process” consistently and efficiently. They were keen to improve, and worked hard to include the new methodology our program delivered. In fact this is the key reality behind why people DO sell like they buy. Many “sellers” do not have a “buying process”, many are not aware of the buyers’ process and its role in the sale. Some are not even cognizant that the important process at play is not their own “sales process”.
This is a common problem; many sales organizations pay only lip service to the prospects’ “buying process”. A study of information management product buyers, showed sellers are more often than not out of synch with their prospects’ buying process, timelines, decision criteria, etc. This is because most Sales VP’s do not have a buying process for their purchases, and therefore do not focus on its importance when they lead their teams. As a result, most are terrible buyers. I worked with another VP, nice guy, but terrible buyer; not terrible because he didn’t buy from me, he did! Terrible because
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