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Casual Articles - Bite Your Tongue
I have breakfast once a week with a group of individuals with various backgrounds and professions. Since all of them work in or have customer relations, we sometimes get on the subject of the “worst customer I ever had.”You know, the “Screamer” or the “Demander” or various other versions. My friend John and I were talking this morning about Mr. Demanding.Usually you know when you are talking to Mr. Demanding, as the conversation starts with their expectations and a list of tasks to be completed. In addition the world runs on their time. Does this sound familiar?P
Do you have an unreasonable boss? An unreasonable client? (An unreasonable spouse :) )If you do, here's an approach for responding when they make unreasonable demands of you.It's actually based on some advice I recently gave to a good friend of mine.Basically, my friend is a C-level manager with a growing company, who reports directly to the CEO.Now this CEO happens to habitually make unreasonable -- in fact, outlandish -- demands of his people. And true to form, he recently asked my friend to (in my friend's words) "fly to the moon... in a rubber dinghy."Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.
The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intuition proved correct - a few seconds later he continued talking about his needs, and when he had finished discussing his point he paused. The sales person refrained from speaking and her customer began talking again.
During this last monologue the sales person learned the exact information that she needed to close the sale without resorting to discounting. If she had spoken during those moments of silence, she may still have closed the sale but n
“@#$%& it! Will you quit bugging me with your planning meetings – I’ve got work to do!”That was a statement made to me by a manager when I asked him - for the third time - to work with a group of us assigned a critical project. The project, if carried off well, would have profound effects on the long term health of the business. But it ended up fizzling after two months. Why? Because this manager, in a crucial department, didn’t see the need for planning, and wouldn’t ‘play’.Planning can be looked on as a pain in the neck. Often, at the very best, we do it because w
The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intuition proved correct - a few seconds later he continued talking about his needs, and when he had finished discussing his point he paused. The sales person refrained from speaking and her customer began talking again.
During this last monologue the sales person learned the exact information that she needed to close the sale without resorting to discounting. If she had spoken during those moments of silence, she may still have closed the sale but n
From the day we graduate college, most of us are looking for that perfect job, the one that we feel we could never get tired of, the one that we’ve been dreaming of since childhood and, of course, the one that guarantees a fair to high income monthly. However, only a few manage to actually find it, often after years of searching whilst trying many other jobs that bring no professional satisfaction whatsoever. In today’s society it has begun to be increasingly difficult to find a decent job in the same field of activity mentioned in the graduation diploma, forcing many people to rethink
During this last monologue the sales person learned the exact information that she needed to close the sale without resorting to discounting. If she had spoken during those moments of silence, she may still have closed the sale but n
Imagine for a moment that it is your first day in a new sales organization and your sales manager tells you to forget about Quota – block it out of your mind. You may think they’re out of their mind. How can anyone possibly lead a sales organization or manage their individual sales effectively without focusing on Quota?After all, in the world of outside sales, you either meet your Quota or eventually you’ll be outside the door looking to meet some other sales force’s quota.But what if I told you that’s the first step toward exponential revenue growth. Sales success is
During this last monologue the sales person learned the exact information that she needed to close the sale without resorting to discounting. If she had spoken during those moments of silence, she may still have closed the sale but n
Direct marketing is, perhaps, one of the most important aspects of running any business where goods or services are being sold. If you are offering products or services, you want to see results. If done correctly, direct marketing will help you achieve that goal.When you implement direct marketing, you are directly communicating with carefully targeted individuals. These are the people to whom you want to buy your products or services, and from whom you will receive the most business. If marketed correctly, your target consumers will realize that your products and services c
I remember watching my wife use silence as a customer several years ago in a retail store. She had brought a few items to the cash desk and when the sales associate rang them in my wife noticed a discrepancy in price. When she questioned this difference, the employee mentioned that the items in question were not available for the price my wife had thought. Instead of complaining or arguing my wife chose to remain silent. The sales associate immediately began talking to fill up the “dead air” space, and before long, had talked herself into giving my wife the discount she had hoped for. The next time you meet with a client or customer – either face-to-face or over the telephone – bite your tongue. Resist the tempt
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