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Casual Articles - Are Your Salespeople Confusing Your Prospects And Customers?
Business models have become much more customer oriented and many companies experimenting with different structures in order to discover how to meet their customer’s needs at the lowest cost and for the highest profit. One of the most effective ways of doing so is outsourcing. The globalization in I
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your t
Starting an online business is something that you should be doing. The numbers speak for themselves and if you think that you CAN'T do it...think again.1. Working from home has many benefitsHaving a home based business means reaping a ton of benefits. I mean , working from home is t
Over the years, I have observed hundreds of salespeople, who represented a variety of organizations selling both services and tangible products, lose sales and customers because of their inability to articulate concepts, ideas and benefits professionally.
All of us have one thing in common, regardless of what we sell, how long we have been selling, and whether we are succeeding or failing: we all use words to communicate. I do not mean to play down the importance of non-verbal communication – actually, it makes up a very large percentage of the meaning of the messages we send and receive – but this week I would like to spend a few minutes on the use of words. There are a number of areas we could cover, but I would like to focus on just one – how to prevent misunderstanding by using words that prevent the possibility of confusion.
Let me give you a few examples (please, while you read, see if you can determine my meaning):
1. Our product is BETTER than our competitor’s. (What is better? How much better?)
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your tu
Mystery shoppers visit businesses “disguised as normal customers,” and do the things other customers do—ask questions, make a purchase, make a return—but with a twist. These undercover customers are there to evaluate the businesses and their employees. After a visit, the mystery shopper completes a
Over the years, I have observed hundreds of salespeople, who represented a variety of organizations selling both services and tangible products, lose sales and customers because of their inability to articulate concepts, ideas and benefits professionally.
All of us have one thing in common, regardless of what we sell, how long we have been selling, and whether we are succeeding or failing: we all use words to communicate. I do not mean to play down the importance of non-verbal communication – actually, it makes up a very large percentage of the meaning of the messages we send and receive – but this week I would like to spend a few minutes on the use of words. There are a number of areas we could cover, but I would like to focus on just one – how to prevent misunderstanding by using words that prevent the possibility of confusion.
Let me give you a few examples (please, while you read, see if you can determine my meaning):
1. Our product is BETTER than our competitor’s. (What is better? How much better?)
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your t
Most of us have to work for a living. Since we spend so many hours each week at our jobs, it’s very important that there is a good fit. If you have been feeling less enthusiastic about your work situation recently, maybe you have even begun to wonder if it is time to move on.Here are seven si
All of us have one thing in common, regardless of what we sell, how long we have been selling, and whether we are succeeding or failing: we all use words to communicate. I do not mean to play down the importance of non-verbal communication – actually, it makes up a very large percentage of the meaning of the messages we send and receive – but this week I would like to spend a few minutes on the use of words. There are a number of areas we could cover, but I would like to focus on just one – how to prevent misunderstanding by using words that prevent the possibility of confusion.
Let me give you a few examples (please, while you read, see if you can determine my meaning):
1. Our product is BETTER than our competitor’s. (What is better? How much better?)
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your t
Where’s the Line Between Security and Privacy Issues? Using spy cameras for secret surveillance is not a surprise anymore. There are many examples, like banks, super markets or parking lots. However, one example of secret surveillance is widely debatable. And that is – employee surve
Let me give you a few examples (please, while you read, see if you can determine my meaning):
1. Our product is BETTER than our competitor’s. (What is better? How much better?)
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your t
Whether you call it a management methodology, approach, style, manner, way or even a system, if it lacks one aspect it will not be effective.If you are leading a team or department you are to communicate your tactics. You must tell either how you want activities organized or what the results
2. Our service will EXCEED your expectations. (How much? When? How?)
3. Our prices are LOWER than EVERY one else’s. (How much? Everyone? All the time?)
4. We GUARANTEE your satisfaction. (How? For how long?)
5. We have the FASTEST delivery in the industry. (How fast?)
6. We are the BEST in the wold. (Your turn.)
7. We are the ONLY company that can. (Your turn again.)
In all of the above examples you are setting yourself and your prospect up for disappointment, misunderstanding, confusion and uncertainty. The way to avoid this possibility is to deal in specifics – not generalities, to deal in words that create clear mental pictures rather than clouded ones, and to clarify the interpretation of your message by the other person with probing questions.
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