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Casual Articles - Blame The Salesman!
“Survey suggests bosses not as likable as they think they are” Shanghai Daily, 24 April 2007A recent survey by 51job.com in China found that almost 60% of employees identified their supervisors as "order-issuing lovers" and another 18% referred to their bosses as "critics". In contrast, more than 82% of leaders considered themselves good leaders and friendly to their subordinates.The article suggests these contrasting perspectives are most pronounced in China with its traditional authoritarian culture and lack of flexibility in leadership styles. While that may be true, perhaps the statement "It's not easy for people to find problems with themselves" is universal.Do bosses need to be liked? People respond to authority, particularly in a place like China; that is, until the next opportunity presents itself. Western conventional wisdom suggests that it is important to build trust, credibility and respect; there is no need to be liked. When those characteristi
I’m sure the question crosses the mind of every sal
In some cases, opportunities for a home-based business in the medical billing field can be a scam. There are many ads appearing on the internet, in addition to ads in the classified sections of newspapers that lure people into the idea they will make good money working at home, filing claims for doctors.Beware of these ads until you have thoroughly checked them out. The Federal Trade Commission (FTC) has warned against these advertised business opportunities and has also brought charges against these scammers for misrepresenting not only the possible earnings, but also, not informing the person of the investment required to start this home business.Claims of $20,000 to $45,000 a year earnings potential is normally what is promised in these ads. In many cases, people assume they are applying for a job, as their ads will be listed in the 'help wanted' classified section. Some ads will claim you need no previous experience - just simply purchase their software and
Apart from the “Where is he now? Wonder what he’s doing?” theme that threaded its way through our conversation, we somehow alighted on the rhetorical question, “Why do some excellent sales people fail to perform with certain employers, and conversely, why do some apparently mediocre sales people achieve noteworthy success at certain times in their career?”
I’m sure the question crosses the mind of every sal
Corporate sales and marketing teams are called upon annually to produce more sales with fewer resources. This is difficult enough when sales and marketing are both in the same location. However, modern sales organizations can span the globe.There is also a greater reliance on channel partners: resellers, distributors, agents, or even franchisees. Channel partners need to be highly effective as well; but the corporate marketing team has little control over how aggressive they really are.Channel partners who are aggressive are often pushing their own message. Corporate marketing can spend millions each year developing brands, messages, and offers that correctly position the company. Yet, it takes only a few simple mistakes, to destroy mountains of brand equity.Many organizations choose to centralize lead generation and marketing – “Ivory Tower Marketing”. The all-knowing wizard back at the castle calls the shots for everyone in the field. They create an
Apart from the “Where is he now? Wonder what he’s doing?” theme that threaded its way through our conversation, we somehow alighted on the rhetorical question, “Why do some excellent sales people fail to perform with certain employers, and conversely, why do some apparently mediocre sales people achieve noteworthy success at certain times in their career?”
I’m sure the question crosses the mind of every sal
The “elevator speech” has become the essential tool for savvy business owners, entrepreneurs, and other professionals who use networking and building relationships as key strategies in their marketing efforts. You have only one chance to make a good first impression. A great elevator speech is the key to starting the conversation.When someone asks you the introductory question “What do you do?” you have approximately 15-20 seconds – or the length of a non-stop elevator ride in a 40-story high rise building – to say something that will generate interest in the other person, so they ask you follow up questions about what you do.It sounds simple enough. You just have to create a short pithy statement that compels people to ask more about you or your business.So how do you do this? You start by asking a few key questions and your elevator speech begins to emerge within the answers to these key questions.The first question is “Who is your audience?” Id
I’m sure the question crosses the mind of every sal
What is the biggest obstacle to making a sale? Here’s a clue:"Thinking is easy, acting is difficult, and to put one's thoughts into action is the most difficult thing in the world."- Johann Wolfgang von GoetheThe answer is customer inertia. It’s relatively easy to convince a prospect of the value of your product or service (assuming your product offers a genuine value to customers). Tell your story, give the facts, present the benefits and you’ll soon have your prospect thinking. “This is a good product.” You might even have you prospect thinking “It’s worth the cost.”Now get your prospect to act. Not so easy. And no matter how convinced your prospect may be, he or she isn’t a customer until he or she takes action.There are many reasons for customer inertia: fear of making a wrong decision, complacency, hope that a better product will come along. People resist change; people resist taking action. Whatever the reason for the inertia, your
I’m sure the question crosses the mind of every sal
Girls, girls, girls! Where does their clothing, accessory, hair products, and shoe madness ever end? Oh, and let's not forget about all those nail products. That's the last thing we'd want to do. After all, as we know, women cannot survive without their primping and cosmetic rituals. The nails are about as important as the hair. This is a given! If you don't believe me, just take a look at the next female that passes by. I have to admit that I thank God each day that we men don't have to worry about these redundant grooming issues. As for all the females out there, they seem to like them just fine.I live with three girls. The youngest of these three is seven years old. Go ahead and take a stab at how many nail products she already has. It's a bit ridiculous. The last lime I checked, she had over a dozen nail polishes. Now, I realize what you're currently thinking. Well, why in the heck did I let her get them all, right? It's not me! She has an 18 year old sister and a mot
I’m sure the question crosses the mind of every sales manager or director at least once a day. We didn’t have a clear cut and agreed answer, of course.
We looked at each other, deep frowns on our middle aged foreheads, and attempted to answer this conundrum, dredging up all of our accumulated knowledge on the subject.
Pros and Cons
“Not enough or inappropriate training?”
“Poor motivation?”
“No aptitude?”
“Doesn’t smile enough?”
“Good listener?”
“Great closer?”
“Gets to the bottom of the customer’s needs?”
“Can’t
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