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Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We're in the relationship business...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked, Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you are on a deserted island, you must connect with, interact, and influence people every single day. Winning relationships result when people make a positive connection. However, strong relationships seldom happen overnight. It takes time to gain trust, to obtain information, and to demonstrate your integrity. Building strong relationships is a process. It's not magic; it's not chemistry; it's not luck. Because it is a process you can learn it and you can replicate it throughout your organization. The three steps in building winning workforce and business relationships are: What you think your mind set. What you ask the information you gather. What you do the ability to effectively interact with people. Remember, profitable relationships are keys to business and professional success. Skill in building and maintaining relationships are valuable not only to sales people but to everyone from the shop floor to the top floor and everything in between. Marcia Zidle, the 'people smarts' coach, works with business leaders to quickly solve their people management headaches so they can concentrate on their #1 job to grow and increase profits. She offers free help through Leadership Briefing, a weekly e-newsletter with practical tips on leadership style, employee motivation, recruitment and retention and relationship management. Subscribe by going to http://leadershiphooks.com/ and get the bonus report "61 Leadership Time Savers and Life Savers". Marcia is the author of the What Really Works Handbooks resources for managers on the front line and the Power-by-the-Hour programs fast, convenient, real life, affordable courses for leadership and staff development. She is available for media interviews, conference presentations and panel discussions on the hottest issues affecting the workplace today. Contact Marcia at 800-971-7619.
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Careers and Employment The Get Dangerous Quickly Approach to Product/Service Training In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales. We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, time seemed to stop and everyone was motionless. Bills mind wandered. This wasn't a nervous reaction; it was more of a reality check. How to Develop a Proactive, New-Business Sales Team! I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and "up for it!" In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team's sales. These strategies all combine an exciting and proven mix of attitudinal, skills and structural development that really works and what's more they're fun so your staff will want to use them! Why Performance-Based Recruiting Produces Top Sales Performers Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience. How To Have A Successful Retail Sales Event In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful. To Increase Your Sales and Revenue Make Sure To Add Value What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies: SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows Here's the scene. You're at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like... Energize Your Organization No matter what you do, it seems, your employees do only what's absolutely necessary to get along. You've handed out raises across the board year after year. You've been as generous as you can be with various incentives. Now you are at wits end. You ask in frustration, "What will it take to motivate my employees?" How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn't be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturing. The Boss from Hell: Quick to Criticize, Slow to Praise So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch. How to Improve Your Management Procedures Usability Are your people consistently following your procedures? Each year, organizations lose thousands of dollars through common mistakes and lapses in usability. But what does that mean for business owners and executives? The Effective Executive What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose. The Nine Warning Signs that You Need a Sales Video Corporate videos are an important sales tool that can often be overlooked in marketing budgets. Are Your Sales Meetings Boring? Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates. How Exhibitors Can Move More Attendees Closer to Buying Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying? The Top 5 Issues Facing VPs of Sales A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy) When Its DUH? Time at Trade Show - 3 Little Words Save the Day TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client. Online Sales: Secret To Increase Your Sales By Bundling Your Products Microsoft has used this online sales secret to become a giant, and the greatest software company in the world. How Many Salespeople Should I Hire? One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100 sales people if all you can possibly sell this year is a million dollars if everything goes right. So how do you decide how large a staff you need? How To Build A Worldwide Distributor Network When your product is market ready and has a good bargain, it will be no value to you if you don't know who's going to buy it, or how you are going to tell the world about it. Your product will only sell if it has a good wide distribution network.
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