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Add You - Sales and the City
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.How often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate. There is no such thing as a “born salesperson,”
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you fin
It’s a mistake to think that because a customer has expressed dissatisfaction with your product or service they will not come back to you.They won’t return if you handle the situation badly. However, some of your most vociferous complainers could become your most loyal customers, because you handled the situation well and treated them with respect.This means recognising some essential traits:• Customers want to be respected• They want attention• They want
Here is how a popular TV show looks at it:
In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in New York City?
Here’s how your customers may be seeing things:
In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in Sales City?
Relationship selling, you always hear that, “it’s all about the relationship”. But relationships, like people come in all shapes and sizes, yet most sales people have a very singular approach. Regardless of whom they may be talking to, or more accurately at, they approach things the same way with everyone. Rolling through the same questions, hoping for the same old answers, and ignoring answers they are not prepared for or don’t fit their agenda.
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you find
A retail store is only as effective as the productivity of its employees. Your employees are critical to the operation of your store and by providing a work environment that is conducive to success, you will increase the level of productivity within your retail business. Not only will your employees be more satisfied while they work, but your customers will also form favorable impressions of your business from the employees they interact with while shopping. It is important that your empl
Here’s how your customers may be seeing things:
In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in Sales City?
Relationship selling, you always hear that, “it’s all about the relationship”. But relationships, like people come in all shapes and sizes, yet most sales people have a very singular approach. Regardless of whom they may be talking to, or more accurately at, they approach things the same way with everyone. Rolling through the same questions, hoping for the same old answers, and ignoring answers they are not prepared for or don’t fit their agenda.
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you fin
Many healthy companies fall into the trap of their success. They tend to be more ‘technology’ driven mode rather than being ‘market’ driven. Many companies developed the product first then start out looking for the market. Successful companies look at the market first then start developing the products.Exxon Chemicals was the first largest faxed machine supplier in the world. But Exxon Chemicals was ahead of its time and after making horrendous financial losses, decided to
Relationship selling, you always hear that, “it’s all about the relationship”. But relationships, like people come in all shapes and sizes, yet most sales people have a very singular approach. Regardless of whom they may be talking to, or more accurately at, they approach things the same way with everyone. Rolling through the same questions, hoping for the same old answers, and ignoring answers they are not prepared for or don’t fit their agenda.
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you fin
A man drives down the highway each day on his way to work. On Monday he gets a flat tire. Like anyone else, he takes his lumps, changes his tire, and moves on.One month later, almost to the day, the same darn thing happens. Just his luck. Only this time, its raining and he is forced to return home after changing his tire because he had gotten his new suit filthy in the process.Convinced that he's hitting a string of rotten luck, the man buys a good raincoat, and develops a fa
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you fin
The History of Gift CardsWhoever created the idea of gift certificates was a marketing genius. The idea of taking someones money (which is valid anywhere) and giving them a certificate redeemable only at your restaurant was a pure stroke of brilliance. It made gift giving easy and guaranteed the restaurant profits either through redeemed or lost certificates.The problem with paper gift certificates was that they took time to issue, track and redeem. Usually,
Often it’s not just the sales reps’ fault, but their managers’. They go back to the office and are greeted by: “Did you ask him…..?”; “Did you find his pain?”; “What’d he say to that?”; “Really, what did he mean by that? What’d ya say then? Ah, he doesn’t get it! So, when’s he gonna close?”
As a result some sales reps focus on getting the “right answers” for their managers, account plans and CRM fields, rather than focusing on the prospects’ answers, and what’s right for a long term relationship.
Relationships in life vary from person to person, and to make them work, you have to realize this and constantly adjust. Depending on the people involved, different things will advance and enhance the relationship, while other things will impair them. How many times have you found that after an initial encounter with someone, things really don’t progress? The other person just doesn’t seem to be in tune with your view, needs or interests. No effort is made to understand how to engage you or stimulate you by focusing on your interests or desires. Soon, you realize that the other person is only able to view, understand and value things from a single perspective: theirs.
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