Change is a hard word to muster for most people. We don’t like it, and we don’t want it. However, it is necessary. If companies never changed, people would not be provided with a better service or a safer product. Businesses recognize that change is necessary, and that does not necessarily just apply to the product or service that they sell. Employees also need to experience change...
Training: intended for use during an introductory, learning, or transitional period. Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales..
Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great..
Bad Attitudes can hinder a business but with coaching they can be solved. Bad attitudes can tear co-workers apart, can decrease productivity through out the office, and make co-workers unwilling to work together.
We talk often about coaching employees, and constantly helping to develop them into superstar top performers. However as we have all experienced one time or another, sometimes it’s not what you say, but how you say it. If not done in a friendly and open way employees or anyone for that matter could become defensive and closed off. This..
A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's value drivers they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers.
Years ago I was walking through a client site, it was strangely quiet and all the manager's office doors were shut. I asked a manager, “What’s going on around here, why is everyone so quiet today?” He responded by explaining that all the managers were busy doing their yearly reviews of their staff, and that they were due to HR by the end of..
I just spoke to a group about "Coaching Employees with Bad Attitudes" and it was a lot of fun. The thing that managers and leaders do not realize at times is when we do not confront or address employees with bad attitudes the "silence" is non-verbal permission to continue to behave that way. We must as leaders develop skills to confront issues and not..