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Business Management category.
Articles and advice about managing your business.
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
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 […]
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. […]
Connecting with your Customers
Always create a powerful connection with your customer Have you ever thought about the criteria your customers use to evaluate positive service interactions with your organization? According to Zeithaml, Parasuraamn and Berry from their book Delivering Quality Service: Balancing Customer Perceptions and Expectations, there are 5 key areas that customers use to evaluate service:
Reliability- can […]
Management Development and Coaching
Management over the last quarter century has taken on many new and complex dimensions, and this trend is likely to continue. Advancing technology has created new and exciting possibilities in every organization. Progress creates challenge, and the challenge facing management today is: developing an organization that can meet tomorrow’s goals while continuing to meet the […]
Executive Leadership Development
Success in today’s complex global arena is challenging and the rules are changing. For an organization to compete globally, executive leaders will have to create an organizational culture in which everyone is challenged to seek innovative and improved methods of doing business. Leading today’s organization into tomorrow’s competitive arena will require teamwork, collaboration and speed. […]
The Top 10 Ways To Empower Your Employees
The word empower is often over-used. Many employers talk about empowering their employees but often employees feel disempowered. Here’s a list of the top 10 things you can do that will really empower your employees, according to employees, not employers!
1. Allow employees to actively participate in team and company goals.
Look for every opportunity to include […]
Welcome to Strategic Solutions!
Business success is much like victory to athletes who train for years to participate in a sport. During exhaustive and extensive hours of training, there must be an almost fanatical level of commitment and intensity, as well as physical effort. Business people like athletes need coaching. The coach is the individual who helps you uncover […]
