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Member You - Same Stuff - Different Day?
How often do you use stories to color your sales presentations?Answer: Not enough!I guarantee you would use them more if you knew how powerful they are in determining the outcome of the sale!Telling stories is an effective and exciting way to deliver valuable information about your product or service. It also makes your prospect feel at ease with you, which means that they will n
Be sure to train your employees to provide the utmost care after a customer has made a purchasing decision. After a customer makes a purchase we call their emotions the ‘maximum satisfaction time gap’.During this time, reinforce the benefits of your product or service.This is because psychology tells us these customers are more likely to tell their friends (give referrals) about your pro
1) Attitude management: It is easy to maintain a positive outlook and attitude when things are going well. It is a challenge at best to maintain it when the world seems to be falling apart at the seams. I am fully aware of the disappointment that can be caused by lost sales or customers. It is during these times that the real pro’s are able to rise above all of the negative hoopla and push on – no matter what. This takes courage, stamina, belief and an exceptional ability to put the negatives aside even though they seem to be assaulting you from every side. This requires the ability to compartmentalize your life and business - which is to focus on what you can
We have now reached the fourth phase of the PDCA cycle. This article completes the loop (as well as setting the foundation for beginning at Phase 1 again - Continuous Improvement.As mentioned in the previous articles of the set, some benefits may be derived from reading this article in isolation. However, if you get the chance, please read and use the complete set. The a
1) Attitude management: It is easy to maintain a positive outlook and attitude when things are going well. It is a challenge at best to maintain it when the world seems to be falling apart at the seams. I am fully aware of the disappointment that can be caused by lost sales or customers. It is during these times that the real pro’s are able to rise above all of the negative hoopla and push on – no matter what. This takes courage, stamina, belief and an exceptional ability to put the negatives aside even though they seem to be assaulting you from every side. This requires the ability to compartmentalize your life and business - which is to focus on what you ca
When you consider using a recruiter or staff augmentation services, how do you choose a company to work with? How do you ensure that you’re going to get the Right Person and the Right Fit for the position you are trying to fill? Below are four practical points to consider before you engage a service provider:Resume Screening—Industry experts estimate that 30-40% of candidates lie on their res
1) Attitude management: It is easy to maintain a positive outlook and attitude when things are going well. It is a challenge at best to maintain it when the world seems to be falling apart at the seams. I am fully aware of the disappointment that can be caused by lost sales or customers. It is during these times that the real pro’s are able to rise above all of the negative hoopla and push on – no matter what. This takes courage, stamina, belief and an exceptional ability to put the negatives aside even though they seem to be assaulting you from every side. This requires the ability to compartmentalize your life and business - which is to focus on what you ca
It’s great to be multi-skilled…be able to type your own correspondence, do your bookkeeping, answer all phone calls, prepare your PowerPoint presentations, organise your own travel, seminars, pick up and send your mail, pack orders, do your own marketing, do all the photocopying, ring your clients and prospects. However it may not leave you with enough time to focus on what really matters.When
Culture is the lifeblood of an organization. It's the sum total of the history, people, and procedures that define the organization and its work. PJ Bouchard and Lizz Pellet, in their book, "Getting Your Shift Together - Making Sense of Organizational Culture and Change", show how incongruent cultures breed low morale and low productivity, which can result in a devastating impact on the botto
2) Prospecting: This is an easy one: creative salespeople rely on referrals, strategic alliances, networking contacts and advocates who want to help them succeed. If you have not developed them by now it is too late to take advantage of them during any present down times. But, it is never too late to begin to cultivate these types of prospecting resources for the future.
3) Presentation skills: It is critical during these periods that you focus on “real customer needs and desires” and not your own for survival. People buy when they are ready to buy not when you need to sell. This is the time to create a heightened sense of urgency through a unique selling advantage. If you don’t have one - get one. If you have it – now is the time to ensure your prospects are thoroughly aware of what it is. You MUST sell value in these times a
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