Strategic Solutions – Business Coaching Firm

 Networking to develop sales prospects is not some thing you should do but is something you must do. We live in the age of fast communication and changing business dynamics. If you are not networking assured that your competition is all the time. Networking comes in many forms. It is being an active member of social and civic associations such as the Chamber of Commerce, Business Associations,Rotary, Kiwanis, etc. It also involves attend specific business networking events. In the age of digital networking, it involves things like Linkedin, Facebook, MySpace, Plaxo, Gather.com, Blastoff and many more everyday. Like all aspects of your business, you should develop a plan to incorporate networking into your activity to increase sales.

Prospecting has changed over the years.  Following old methods will get you old results. Doing nothing is unacceptable unless you do not mind losing to your competition. When you are networking , your goal is for people to know who you are and what you do. It is not time to sell.  It is time to get to know people and for them to know you. How often should you be networking? In these days of social media, it can be all the time. But like any activity it needs to be part of your overall plan for success.

If you want more information about sales networking contact Hank Sullivan at hsullivan@stratsolutionsnet

Sales are made when sales people follow an effective process. Some suggest that sales people are

born with the skills to make them successful.   Obviously in order to be successful in sales you must have the personality to engage people. However, just an engaging personality will not insure success. There are 6 six very important steps for a sale to be made. These steps happen in sequence but not always with the same amount of time. Failure to follow these steps will almost certainly result in failure.

Sales Success Steps:

1. The Introduction – you need to make a favorable first impression
2. Gain Favorable Attention- Engage the prospect and sell them on you as a solution provider
3. Discovering Wants and Needs- Uncover the prospects wants and needs
4. Presenting Benefits and Consequences- Present your product or service as a solution to the prospects wants and needs
5. Closing- Get the order
6. Follow-up-  Do more than the customer expects and you will get more than you anticipate

So if you follow this process, you will improve your sales results.

If you want more information about this sales process contact Hank Sullivan at hsullivan@stratsolutions.net or call 510-432-7596

ne of the aspects of the hiring process that’s often overlooked by companies is that of cultural fit.  In other words, how well a candidate fits into the overall culture of the organization. While at first glance, that consideration might not seem too important, it’s actually crucial for ensuring a good hire with a high probability of retention.

There are two measures by which you can assess a candidate’s potential for fitting into the company’s culture. Those two are as follows:

·         The candidate’s values or the things that they hold in most esteem.  One way in which to ensure that the candidates you hire share the same values as your company is to pro-actively promote the company’s values. This can be done by posting them on its website, as well as someplace within the building, such as in the lobby. (The statement of values can also include the company’s mission statement.)

·         The manner in which the candidate likes to work.  This pertains to their “preference for production” and how it stacks up against the company’s standard operating procedures. Do they prefer to work alone? Or do they thrive in a more cooperative atmosphere? If there isn’t a match between the candidates’ most efficient mode of operation and the company’s, problems could arise.

Making a good hire a bad one

There’s no doubt that talent and skill set are important components in determining who to hire. In fact, it could even be said that those are the main factors in the decision-making and hiring process. However, it would be a critical mistake to not take into consideration the importance of a good cultural fit.

Without such a fit, a potentially good hire can sour over time. The employee will gradually become less productive, less motivated, and less likely to remain engaged in their position. All that means, of course, that they’re a prime candidate to leave, which is exactly what you don’t want.

If you have any questions about how we can help you with your hiring needs, contact us at 510-432-7596 or E-mail hsullivan@stratsolutions.net.