Do You Encourage Client Loyalty?
Do You Encourage Client Loyalty?…the only way to remain in business or with a sales job is to encourage client loyalty. Otherwise, the non-ending prospecting gets very old. Even worse is the statistic that top producers only earn 25% of all of their possibilities, and the other viewpoint is they lose 75%. Unless developing a long term relationship that builds client loyalty is the first goal, one may as well stop now and find another line of work…
Do You Have A Strategy for Solving Problems?
Do You Have A Strategy for Solving Problems? …During the third year of sales, a trainer taught our class the KISS strategy for everything sales related including solving problems. The acronym stands for ‘Keep It Simple Stupid,’ although I prefer ‘Keep It Simply Solved.’…
Convey Limits Honestly to Achieve More
Convey Limits Honestly to Achieve More…Good first impressions are known to be essential for a continuing journey of goodwill. But an equally important fact is to convey up front your limits in terms of capabilities, and what is beyond your scope. The scope may refer to both time allotment as well as expertise…
Is There Enthusiasm in the Conversation?
Is There Enthusiasm in the Conversation? …Offers arrive in a variety of ways. It is our job to uncover which opportunity best suits our interests and style. When the right offer comes, we feel a surge of excitement followed by great enthusiasm. As we begin to communicate with a higher level energy, others hear and see the enthusiasm in our voices. And as prospective clients connect with our high energy, they ask to learn more!…
Be Uniquely Different in the Way You Give
Be Uniquely Different in the Way You Give…It’s sometimes scary to think we are to give our knowledge to a group comprised of highly successful individuals. For some unknown reason, we believe others know everything while our experience does not compare. But do know this, the executive suite does not always have leaders who know the most; they are instead dependent upon the vast combined experience of their team members…
Use Time-Out to Rejuvenate and Improve Results
Use Time-Out to Rejuvenate…Athletes take a time-out to regroup, and small children are given a time-out to rethink what they just did. The rest of us can also benefit by rethinking what is currently in play…
5 Ideas to Easily Measure Performance
5 Ideas to Easily Measure Performance…Time-efficiency, productivity and inspired motivation all serve to get us to goal quickly. But it’s wise on occasion to slow down to review and easily measure performance…
Delete this Communication Strategy
Delete this Communication Strategy…One particular communication strategy by representatives is highly annoying and only serves to destroy any hope of developing credibility and trust. Witnessing the action twice in one week had me thinking, “I sure hope this isn’t the new trend!”…
How to Bridge Opposite Thinking for An Improved Outcome
How to Bridge Opposite Thinking for An Improved Outcome…A message in my inbox was abrupt but not quite insulting. It certainly was not the outcome I expected. But knowing the sender, I knew it wasn’t intentional. There is no doubt our communication styles are worlds apart from one another…
Experience the Storm to Enjoy the Rainbow Of Possibilities
Experience the Storm to Enjoy the Rainbow Of Possibilities…The thunder was fiercely loud. It was quickly followed by an incredible lightning storm, the likes of which I’ve never before seen. Continual brilliant flashes of light had me getting up from the desk to watch it in action. Two thoughts came to me; the first that it would be the perfect backdrop for a Halloween movie, and the second, how it applies to business…
Opinions Matter and Are to Be Welcomed
Opinions Matter and Are to Be Welcomed…On occasion, we have the urge to blurt out our opinions but tend to hold back. We know that if we do say what’s on our mind, the other person will take offense. On another level, the perspective we hold would provide value. The decision of whether to speak or keep quiet becomes a balancing act, and on some occasions, it is an ‘Oh Well’ with fingers crossed…
When Is It Enough and Time to Walk Away?
When Is It Enough and Time to Walk Away…The thought of ‘calling it quits’ arrives frequently. When a job or project seems to drag on forever without satisfaction the thought of quitting brings a smile to one’s face; but is it the best idea?
Are You Asking Questions that Promote Results?
Are You Asking Questions that Promote Results?…A new collaborative effort can be tricky, particularly when issues arise. Asking sensitive questions becomes a necessity. Unaccustomed to the other person’s thinking, diplomacy is paramount.
Communication Strategies that Improve Results
Communication Strategies that Improve Results…Although there are many styles of communication, improved results may be seen by applying two strategies. The caution is not everyone will buy into their validity. Should you be a person who believes either of the two strategies is wishful thinking, then you are at this moment challenged to reconsider that thought…
Five Steps to Keep Business On Track
Five Steps to Keep Business On Track…It may be common sense for some, but for most people new to the business profession, the five steps to keep business on a specific track are an unknown. The other side of it is a complete lack of understanding as to the importance they hold when it comes to achieving success…
Why Sales Are Lost and What to Do
Why Sales Are Lost and What to Do: It goes without saying that salespeople have a terrible reputation in spite of many admired leaders in the field. Occasionally, I give thanks to a couple of people who are doing everything they may for raising the perception of the profession…
What Does It Mean to Be a Human Being Positively Human?
What Does It Mean to Be a Human Being Positively Human?…What if we did not feel like turning a blind eye toward a homeless person? What if we could see the person underneath the shell? How would our world change?These are questions that I pondered as I moved to Nevada County 2 years ago…
Tough Sales Can Produce Winning Events
Tough Sales Can Produce Winning Events…In an ideal world, every sale would be a breeze. A happy client would drop into your lap and need little in the way of persuasion to adopt your service or buy your product. But as anyone who has worked in sales can tell you—that’s not how it happens…
