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Casual Articles - Sales Effectiveness: The Chemistry of Questions
Oil Change Customer from Hell or Hoax; You Decide
Evacuation, "E-Vac" Oil System for Oil ChangingHow do most mobile oil change companies remove the used motor oil from the crank case? Well they “Evacuate it” or in the industry we call it “E-VAC” and this means we suck it out of the dip stick tube with a thin tube which is pushed into the crankcase. Many wonder will this get all the oil out? The answer is not all the oil. In many cases there will be some oil left, not much, but 100% is difficult even using the oil plug on the bottom of the pan.Since it will not get all the oil out some consumers wonder; will mobile oil change companies be putting less oil in? This is the wrong question because even places like Jiffy Lube or Wal-Mart cannot get all the oil out and if you did your oil change yourself same thing. A properly used “E-vac” system gets nearly all the oil out. How do I know this? Well when we take the oil out if we loosen the oil pan drain plug we barely get a drop out after evacuation technique. If a consumer has a problem with ‘E-vac’ systems it is because no one has educated him correctly or he is unaware of the process. Most mobile oil change companies will remove the oil he old fashioned way if the customer requests it, thru the oil plug on the bottom of the pan. Oil change companies whether mobile or fixed are service companies and service is what we must do for the consumer.
ver valuable data AND not sound like every other salesperson's “stock”Evacuation, "E-Vac" Oil System for Oil ChangingHow do most mobile oil change companies remove the used motor oil from the crank case? Well they “Evacuate it” or in the industry we call it “E-VAC” and this means we suck it out of the dip stick tube with a thin tube which is pushed into the crankcase. Many wonder will this get all the oil out? The answer is not all the oil. In many cases there will be some oil left, not much, but 100% is difficult even using the oil plug on the bottom of the pan.Since it will not get all the oil out some consumers wonder; will mobile oil change companies be putting less oil in? This is the wrong question because even places like Jiffy Lube or Wal-Mart cannot get all the oil out and if you did your oil change yourself same thing. A properly used “E-vac” system gets nearly all the oil out. How do I know this? Well when we take the oil out if we loosen the oil pan drain plug we barely get a drop out after evacuation technique. If a consumer has a problem with ‘E-vac’ systems it is because no one has educated him correctly or he is unaware of the process. Most mobile oil change companies will remove the oil he old fashioned way if the customer requests it, thru the oil plug on the bottom of the pan. Oil change companies whether mobile or fixed are service companies and service is what we must do for the consumer.
Localization Of Products
Localization means adapting the product or service in such a manner that it is able to successfully sustain itself in a foreign market. Due to the vast diversity between certain markets, merely translating the text from one language to the other is not the solution anymore. A phrase or idiom from English would never carry the same punch when translated to a non-European language. The actual meaning might end up getting ?lost in translation? or end up doing more harm than good. For instance, the Chevrolet ?63 Nova, which in Latin means ?new?, but in Spanish means ?no go?. People in Mexico would not want to buy a car named ?no go?. An in-depth knowledge about the demands of the new region is critical. Extensive research and survey is usually done before launching the product, in order to assess the opportunities and the obstacles.Since most markets would be hostile to the entry of foreign producers or competitors, localization aims at giving the product a domestic touch. Software and operating systems are therefore available in a large number of languages. Once the consumer begins to feels that the product is specifically designed for them, the initial skepticism gives way to an enthusiasm to buy. However, this may not always be necessary. Sometimes the consumers prefer goods that look and feel foreign, due to the brand image that has been made over the
Sales Effectiveness: The chemistry of questionsLocalization means adapting the product or service in such a manner that it is able to successfully sustain itself in a foreign market. Due to the vast diversity between certain markets, merely translating the text from one language to the other is not the solution anymore. A phrase or idiom from English would never carry the same punch when translated to a non-European language. The actual meaning might end up getting ?lost in translation? or end up doing more harm than good. For instance, the Chevrolet ?63 Nova, which in Latin means ?new?, but in Spanish means ?no go?. People in Mexico would not want to buy a car named ?no go?. An in-depth knowledge about the demands of the new region is critical. Extensive research and survey is usually done before launching the product, in order to assess the opportunities and the obstacles.Since most markets would be hostile to the entry of foreign producers or competitors, localization aims at giving the product a domestic touch. Software and operating systems are therefore available in a large number of languages. Once the consumer begins to feels that the product is specifically designed for them, the initial skepticism gives way to an enthusiasm to buy. However, this may not always be necessary. Sometimes the consumers prefer goods that look and feel foreign, due to the brand image that has been made over the
As most seasoned salespeople can tell you, the first issue is never the real issue.
When you learn to ask better questions, you get in touch with your genuine sense of curiosity. Your goal is to ask questions that will uncover valuable data AND not sound like every other salesperson's “stock”
Making Change Work
Shaky FoundationsWhilst over 60% of businesses will be looking to implement some form of business improvement initiative over the next 18 months, less than 1 in 4 of these change programmes will achieve any worthwhile results that are sustainable for a further 12 months post the introduction of change.This brings into focus two key problems:1. Some 40% of businesses are not planning to introduce any form of change, even though it is likely that there will be significant changes in their markets.2. Only 15% of all businesses will be successful at implementing and then sustaining their change programme, whatever type of change is introduced.This gap in success is a major issue for the long-term performance of UK PLC, but more importantly is a potential short-fuse time bomb for individual businesses.Shifting SandsThe reason for not planning to change is a major problem with many causes, but the reason for failure of a change programme can be put down to three main causes.- Skill ShortageFailing to invest in obtaining suitable skills relevant to the changes being introduced and/or failing to carry out sufficient skills training.- Management MotivationThe prevailing management style of the organisation will either hinder or support change, and sadly in most cases it hinders change. This
salespeople can tell you, the first issue is never the real issue.Shaky FoundationsWhilst over 60% of businesses will be looking to implement some form of business improvement initiative over the next 18 months, less than 1 in 4 of these change programmes will achieve any worthwhile results that are sustainable for a further 12 months post the introduction of change.This brings into focus two key problems:1. Some 40% of businesses are not planning to introduce any form of change, even though it is likely that there will be significant changes in their markets.2. Only 15% of all businesses will be successful at implementing and then sustaining their change programme, whatever type of change is introduced.This gap in success is a major issue for the long-term performance of UK PLC, but more importantly is a potential short-fuse time bomb for individual businesses.Shifting SandsThe reason for not planning to change is a major problem with many causes, but the reason for failure of a change programme can be put down to three main causes.- Skill ShortageFailing to invest in obtaining suitable skills relevant to the changes being introduced and/or failing to carry out sufficient skills training.- Management MotivationThe prevailing management style of the organisation will either hinder or support change, and sadly in most cases it hinders change. This
When you learn to ask better questions, you get in touch with your genuine sense of curiosity. Your goal is to ask questions that will uncover valuable data AND not sound like every other salesperson's “stock”
Executive Employment Screening
Big companies and corporations need not to hire employees in a hurry especially when the position that has to be filled in is an executive position. That is why most companies nowadays rely on executive employment screening.Executive employment screening allows companies to determine if the candidate who is applying for the position is really honest, capable, and reliable. In some cases, applicants falsify their resumes just to get the high position that they need. They even put wrong information such as their working experience just to be hired. Because of this, companies should be cautious and should exert time, effort, and even money just to determine if the applicant is really the right person to hire since the task of the executive is crucial.What is the duty of the executive?The primary duty of the executive is management of the company in which the individual is employed. He or she directs the work of two or more full-time employees and may be given the authority to hire and fire other employees. The executive employee could be the store manager or the assistant manager.And because of this crucial function that the executive performs, it is really important to hire one who has the experience in any managerial position and one who possess all the qualities of a competent and effective leader. The working experience can be as
Big companies and corporations need not to hire employees in a hurry especially when the position that has to be filled in is an executive position. That is why most companies nowadays rely on executive employment screening.Executive employment screening allows companies to determine if the candidate who is applying for the position is really honest, capable, and reliable. In some cases, applicants falsify their resumes just to get the high position that they need. They even put wrong information such as their working experience just to be hired. Because of this, companies should be cautious and should exert time, effort, and even money just to determine if the applicant is really the right person to hire since the task of the executive is crucial.What is the duty of the executive?The primary duty of the executive is management of the company in which the individual is employed. He or she directs the work of two or more full-time employees and may be given the authority to hire and fire other employees. The executive employee could be the store manager or the assistant manager.And because of this crucial function that the executive performs, it is really important to hire one who has the experience in any managerial position and one who possess all the qualities of a competent and effective leader. The working experience can be as
When you learn to ask better questions, you get in touch with your genuine sense of curiosity. Your goal is to ask questions that will uncover valuable data AND not sound like every other salesperson's “stock”
Do Not Over Budget Your Marketing Dollars
Very often I see small business issues with over budgeting in their marketing dollar, as they believe the more they spend more money and customers automatically come in. However this is not necessarily the case. It is important of course to spend and commit marketing dollars if you plan to achieve your goals and objectives in your marketing campaign and run a successful business, but simply spending the money does not necessarily mean you will win.As a founder of a franchising system in 23 states, 450 cities and over 110 major markets I learned quite quickly that I had to watch my franchisees and prevent them from overspending on their marketing budget dollars. All too often they would over spend and run into financial trouble when they did not have to. Sure we could correct this easy enough, but what if were not paying attention? What if that was someone else’s small business with no one to watch over them or help them with their marketing allocations?Having watched this scenario play out time and time again with our franchisee’s customers and our franchisees themselves we finally put together a plan that would make sure that our franchisees would not over budget their marketing dollars, but would rather spend their dollars in multiple different mediums, media and methods to achieve the desired results.And as we got better and better
enuine sense of curiosity. Your goal is to ask questions that will uncover valuable data AND not sound like every other salesperson's “stock”Very often I see small business issues with over budgeting in their marketing dollar, as they believe the more they spend more money and customers automatically come in. However this is not necessarily the case. It is important of course to spend and commit marketing dollars if you plan to achieve your goals and objectives in your marketing campaign and run a successful business, but simply spending the money does not necessarily mean you will win.As a founder of a franchising system in 23 states, 450 cities and over 110 major markets I learned quite quickly that I had to watch my franchisees and prevent them from overspending on their marketing budget dollars. All too often they would over spend and run into financial trouble when they did not have to. Sure we could correct this easy enough, but what if were not paying attention? What if that was someone else’s small business with no one to watch over them or help them with their marketing allocations?Having watched this scenario play out time and time again with our franchisee’s customers and our franchisees themselves we finally put together a plan that would make sure that our franchisees would not over budget their marketing dollars, but would rather spend their dollars in multiple different mediums, media and methods to achieve the desired results.And as we got better and better
Your Business Identity
Customer Service Is No Longer EnoughToo many organizations today focus on the image they have as opposed to their identity. Most medium and large sized organizations have some type of customer service training program for all front line staff. This training usually focuses on service and escalation procedures, handling difficult customer situations, and how to keep a positive attitude and smile when working with customers. Some organizations have facilitated their staff’s mastery of these skills and procedures. You will spot these companies anytime you have a problem. They immediately know what to do, who to call, and what their policy says they can offer you to try to keep your business and keep you happy. It’s impressive when it happens. In today’s world of international mergers and acquisitions, industries that are reinventing themselves and a more fluid change in staffing roles, business is faced with a new challenge: How to create and communicate a business identity to our customers. Good quality service will always be important to customers, but now they also want to know what and who they are dealing with in a business relationship. They want to know what you are in business for, what you believe in, who you partner with, and why it would be good for them to be a long term customer of yours.Identity Versus Imagever valuable data AND not sound like every other salesperson's “stock” questions!
Customer Service Is No Longer EnoughToo many organizations today focus on the image they have as opposed to their identity. Most medium and large sized organizations have some type of customer service training program for all front line staff. This training usually focuses on service and escalation procedures, handling difficult customer situations, and how to keep a positive attitude and smile when working with customers. Some organizations have facilitated their staff’s mastery of these skills and procedures. You will spot these companies anytime you have a problem. They immediately know what to do, who to call, and what their policy says they can offer you to try to keep your business and keep you happy. It’s impressive when it happens. In today’s world of international mergers and acquisitions, industries that are reinventing themselves and a more fluid change in staffing roles, business is faced with a new challenge: How to create and communicate a business identity to our customers. Good quality service will always be important to customers, but now they also want to know what and who they are dealing with in a business relationship. They want to know what you are in business for, what you believe in, who you partner with, and why it would be good for them to be a long term customer of yours.Identity Versus Imagever valuable data AND not sound like every other salesperson's “stock” questions!
The answers you get are only going to be as good as the questions you ask.
I was in a sales call one time and this guy asked the client “What would you change if you had 30 days to make a difference and a magic wand you could wave over your business?” The loo
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