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| Sales Management Information |
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Beyond the Golden Rule
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale. However if we realize that we are always selling ourselves to others for cooperation and mutual benefit, it goes a long way to greater understanding and connection. Dr. Tony Alessandra, noted that we need to take the golden rule of "Do on to others as you would like to be done onto." And move that one step further to the platinum rule "Do on to others as they would like you to do unto them." It is important to remember that we all have different likes, dislikes and ways of doing things. Just because we like one way or style of doing something, does not mean that the other person will like or even respond to that style. This is why it is important to find out what the other person's interested are. We can ask open-ended questions to discover their likes and dislikes. For example, who, what, when and why are open-ended questions. Did, have and are are closed ended questions that can result in yes / no answers that end the conversation. One of the fastest ways to really annoy someone is to stereo type or label. Don't assume that every man likes sports or that every woman wants to know toilet training techniques. The man many be more interested in geology or fashion design. The woman may be more interested in space travel or quantum physics. There are also the differences in cultures and societies. How we do things in one country can be very different in another. It is very important to stay away from the dualities of: Right / Wrong They are different and it is the differences that have helped develop and move the world forward. With the technology today, we are interacting at an accelerated rate and the exchange of information and different ways of looking at issues has enabled the world to have some amazing breakthroughs and discoveries. If we were all the same the world would collapse. Imagine if everyone wanted to be or do the same things. For example if everyone wanted to be a doctor, what would we do for teachers, scientist, engineers, tailors, bakers, bankers, investors, construction workers, farmers, counselors, writers, programmers etc. The list goes on and on. The point is, the more important it is to get your message across and to have satisfied customers or clients, the more important it is to understand who your audience is and what their likes and dislikes are. When you take the time to discover the other person, you can open yourself to an amazing world of wonder and delight. All the Best! P.S. If you like what you are reading in this
newsletter, you'll love the book, Perceptions-Understanding What you are Really Seeing.
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Careers and Employment Set Yourself up for Trade Show Success Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started. The Spirit Of Change A Highly Conscious Approach To Business Management. For more on this topic please link to Innerwealth Web Site Overcoming Sales Objections for Small Business Networks Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients. Hiring--A Vital Key In Sales Management Success Recently, I was asked to spend some time on the telephone, coaching a client's administrative assistant on how to check out an employment candidate's references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company's overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to others that I serve. The information is so vital to the management process, I decided to reproduce it here as well. Increasing Business Through Distributors You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you? Ten Awesome Ways To Incease Your Sales In Holidays Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too. 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. Speed-up Your Sales Cycle This week's article is my response to a question by David Cohen of Bridge-Soft. The Surest Way to Boost Sales If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it WORKS! Want to Increase the Amount of Business that Your Firm is Getting? Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place. Poor Performance - Fix it by Coaching Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right. Disclosure Laws Favor International Terrorists The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to franchisees 10 days before any purchase is made are the names, addresses, phone numbers of all franchisees in the system. For smaller home based franchises this means home numbers, addresses and personal information. The Four ?D?s of Sales Management Recently I stumbled across some notes that I had kept from a project I had been involved in which involved looking at manager behaviours. The aim of this project was to identify "preferred behaviours" in sales managers when they were working closely with their sales representatives. The outputs were interesting and helped my colleagues identify four main types of sales managers and the differences between effective and ineffective behaviours. 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: 3 Steps To Getting A Sales Meeting The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics you might have. It gives you the ideal opportunity to start building a positive working relationship with your potential customer. Never Trust a Silent Customer Imagine you run a pizza parlour. You have all these neighbourhood families that pop in at least once a week for some pizza, garlic bread and Coke. On an average, one customer spends about $30 per week. But let's assume they spend just $20. Imagine you did something that bugged this customer, but he or she never told you about it. What would you stand to lose if they left? How to Beat the 80/20 Rule in Sales Performance -- Part 2 Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. Leadership - How To Turn The Vision Into A Reality Be clear about where you are now. Audit your strengths and areas for development 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 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?
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