Member You - Business

Make 'em Laugh Customer Service
“It was almost like a game,” said Amtrak ticket clerk Shawn. ”I’d single out individuals I thought I could sell business class to over coach. They’d ask what the difference was and I’d tell them. You get more room, you get early boarding, you get a $3.00 coupon for the Bistro Car, AND more importantly, you get our respect. I acted really deadpan sincere when I sai

ed for our help?

Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.

Ask yourself: If the customer decides to fix or i

Words. Words. Words.
They're only words. Some believe the school-yard taunt: "Sticks and stones can break my bones, but words can never hurt me." They're wrong. Words can hurt you in the workplace.I'm not referring to the caustic ones spoken (or received) tainted with sarcasm, irritation, anger or frustration, carrying an emotional punch. I'm talking about simple, everyday, norm

The competitive situations that people are facing today are much more intense and complex than they’ve ever been before. Most often we typically focus on other companies trying to win the same business we’re pursuing, and we label these the “competition”. We identify positioning and relationship-building strategies as important when competing against another company, but there are other serious issues hidden within the client’s own organization that are equally important, and that are frequently overlooked in our strategy. Competition is defined as any alternative solution.
Customer decides not to do anything. This is the greatest overlooked type of competition. Change is hard. The customer is doing nothing, because it’s easier than spending resources and energy to do something new. There must be a high degree of urgency to convince someone to buy something. In this scenario salespeople need to be concerned with the issues that might cause a potential customer not to take any action.
Ask yourself: What are the costs or consequences to the client for doing nothing and how can I make the client aware of these? If the customer decides to do nothing, what do we need to do to maintain our presence there until they have a more immediate need for our help?
Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.
Ask yourself: If the customer decides to fix or im
The Primacy Of Planning
“@#$%& it! Will you quit bugging me with your planning meetings – I’ve got work to do!”That was a statement made to me by a manager when I asked him - for the third time - to work with a group of us assigned a critical project. The project, if carried off well, would have profound effects on the long term health of the business. But it ended up fizzling a
important when competing against another company, but there are other serious issues hidden within the client’s own organization that are equally important, and that are frequently overlooked in our strategy. Competition is defined as any alternative solution.
Customer decides not to do anything. This is the greatest overlooked type of competition. Change is hard. The customer is doing nothing, because it’s easier than spending resources and energy to do something new. There must be a high degree of urgency to convince someone to buy something. In this scenario salespeople need to be concerned with the issues that might cause a potential customer not to take any action.
Ask yourself: What are the costs or consequences to the client for doing nothing and how can I make the client aware of these? If the customer decides to do nothing, what do we need to do to maintain our presence there until they have a more immediate need for our help?
Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.
Ask yourself: If the customer decides to fix or i
Networking in Business
There are different ways to network and we will look at specific approaches one can choose to implement. A mastermind group is a way to network between like-minded business individuals and focuses on a target that the group would like to achieve together. Mastermind groups communicate either in person, for example in a weekly breakfast meeting. Another way is vi
the greatest overlooked type of competition. Change is hard. The customer is doing nothing, because it’s easier than spending resources and energy to do something new. There must be a high degree of urgency to convince someone to buy something. In this scenario salespeople need to be concerned with the issues that might cause a potential customer not to take any action.
Ask yourself: What are the costs or consequences to the client for doing nothing and how can I make the client aware of these? If the customer decides to do nothing, what do we need to do to maintain our presence there until they have a more immediate need for our help?
Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.
Ask yourself: If the customer decides to fix or i
Marketing Goals and Objectives
Do you have a good marketing plan as part of your business plan for your small company? All large corporations and companies do or think they do. It seems rather odd that many small businesses do not be achieve the goals and objectives they wish to achieve when investing in their marketing dollars.Many small businesses do not plan very well their marketing
ght cause a potential customer not to take any action.
Ask yourself: What are the costs or consequences to the client for doing nothing and how can I make the client aware of these? If the customer decides to do nothing, what do we need to do to maintain our presence there until they have a more immediate need for our help?
Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.
Ask yourself: If the customer decides to fix or i
The Entrepreneurial Personality and Home Based Business Opportunity Seeker
What is it that motivates the entrepreneur and true home based business opportunity seeker?Of all the hundreds of thousands of people who make the transition every year from employee to entrepreneur, some succeed and others fail.Could there be some common characteristics those who manage to succeed all have in common?Many of these successful ho
ed for our help?
Customer provides internally. Most companies have resources to undertake many things themselves. Although an outside supplier might provide special equipment or talent, you may be faced with an “I can do it myself for less” attitude.
Ask yourself: If the customer decides to fix or improve the situation internally, will that really be a more cost-effective or trouble-free solution? If so, can we become involved in this internal solution?
Customer uses budget for something else. The perceived need is not strong enough to keep the customer from diverting funds to another area.
Ask yourself: If the customer decides to divert funds to another project, are there sales opportunities for us in that project?
In each of these scenarios, salespeople can improve their chances of winning the sale, if they identify hidden competition (the client’s alternative solution), and prepare a strong definition of how their product or service is better able to achieve the client’s goals. It is not enough to rely on a relationship with one buying influence or on past experiences; the more involved you are with the customer’s business issues, the better.
Be aware of internal competition, but keep the spotlight on your strengths. Keep the focus on the customer, and your solutions to what he is trying to fix, accomplish or avoid. Clearly delineate your contribution to their business, looking not just at your product or service strengths, but also at the entire context of your relationship with this customer.
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