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This Weeks Featured Article
Six Steps to Sales Success
Every sale involves no less than six ( 6) steps. You must complete each step in order to insure a successful outcome.
Step 1- Meet someone new. Even if you have been doing business with a company for a long time, you had to meet some one new to begin the relationship.
Step 2- Establish a favorable first impression. You need to make the person feel comfotable that doing business with you will be a good thing to do. This involves your demeanor, attire, smiling, concern, and in general putting them at ease.
Step 3- Find out where the pain lies. The new contact is not interested in what you have to sell unless they have a need. So you must discover what is of concern to them long before you can offer any solution.
Step 4- What’s in it for them. People do not like to buy unless there is something in it for them.So you need to make sure that the solution offers a benefit to them. Most people listen to the same radio station (WIIFM) What’s In it for me.
Step 5- Ask for the Order. More sales have been lost when the sales person simply never asked for the order. The customer expects you to ask and often when you don’t they will either simply not buy or will buy from another person who asks for it.
Step 6- Follow-up. Many customers will feel slighted because although they may have liked the product or service without proper follow-up they will go elsewhere for future purchases. Remember it is 5 times as difficult to get new business as it is to get repeat business.
Hank Sullivan
Strategic Use of Time
We live in a 24 / 7 world. We live in an instant world. We live in a world where some people live time zones way from where they work. We carry our computer and phone with us wherever we go. In fact, the first thing people say to a group these days is […]
Failure to Communicate
“What we have here is a failure to communicate.” These words were spoken in the movie Cool Hand Luke and today we hear them repeated over and over. The reason we remember this statement is that we can all relate and we clearly understand what it means. How many times have you thought, when faced […]
What does it take to be a good leader in life and business?
Wisdom is one of the primary characteristics of an outstanding leader - leaders have an insatiable curiosity for discovering and learning new things. Leadership and learning go together. If you have determined that your learning is behind the curve, then recommit yourself to seeking it out at every opportunity, in every conversation, around every corner. […]
Staying Focused
To get better results we must stay focused on the goal. How often have you heard or said:
Times are tough
The economy is bad
There is not enough time
Our prices are too high
We need more customers or prospects
Our competition has a better product
If we accepted those excuses for not achieving our business goals most businesses would go […]
Time Conscious Attitude
We all have the same 24 hours in a day. The quantity of time does not change. There are always sixty seconds in a minute, sixty minutes in a hour. So how can you find an extra hour? The answer is to manage the time that you have available.
It is about our perception […]
Effective Management is based on Cooperation not Coercion
Many managers (owners) have the authority to make decisions and manage their business. They also believe that they have the power. Unfortunately, they are working under a misconception. There is a vast difference between having the authority to manage and having the power to manage.
Authority according to the dictionary is the ability to […]
What is a Certified Business Coach?
A Certified Business Coach is a person who has had formal training in the process of coaching clients in many aspects of business. This person has many years of experience in the business world and is trained in how to help their client improve in all aspects of their business and personal life. The […]
Increase your productivity by getting Organized
Anyone who wants to increase their productivity in their life or profession has to get organized. Often that is easier said than done. The first step in to becoming organized is to set aside a specific amount of time to begin the process. Disorganization reduces your effectiveness and can make you feel out of control. […]
Managing Through Goal Setting
Unless you know what you want to achieve, there’s no way to measure how close you are to achieving that objective. Goals give you a standard against which to measure your progress.
The goals you set for accomplishing the company’s/department’s mission must be in line with the vision and what your company wants you to do. […]
