Good salespeople spend 20% of their time talking to customers, and the other 80% of their time listening to their customers. Great salespeople do this as well, but with a slight distinction - they ask better questions. Asking powerful questions of your customers can open up doors to new opportunities, as well as give you better insight into how you can help your customers succeed. Here are a couple of examples to get you thinking:
Whenever you purchase new tires for your car, the manufacturer always recommends that you rotate and balance the tires every so often, in order to avoid excessive wear and tear, with the overall goal being to ensure long life and peak performance. The tires on your car are a perfect analogy for your life. If you don't have balance in your life, it is impossible to reach and maintain peak performance. So, how balanced are you?
Here is a quick test to see how balanced you really are. Rank each of the following areas from 1 to 10 (10 being the highest), according to how satisfied you are in each area:
Are you effectively developing your organization? Do the goals of your employees integrate well with the overall goals of your company? Do you have a strong system in place to take advantage of the rapid changes in the business world?
One way to make sure that you are developing your overall organization is to use the following 4 Steps to Organizational Development:
As small business owners, we wear many hats and are constantly solving problems - usually on a daily basis. As we work to tackle daily issues such as increasing sales, improving service levels, growing the company, and staying ahead of the competition, the solution to these issues can sometimes allude us. Often times, we fail to realize the answers and solutions to these issues are right under our noses. We forget to tap into the one resource that can make our business so much easier - our customers! Here are four things that you can do right now to make sure you are leveraging this great resource:
What would it mean to you if you could triple your effectiveness? Imagine how this would change your business. Here are 7 ways to triple your effectiveness immediately:
Martha Stewart. Pompous, arrogant, successful. She took her company to the top through a burning desire to be successful. She is the epitome of the American Dream. Through her business saavy and superior marketing, she took herself to the top. And now, she is teaching us all a valuable lesson about marketing and branding.
Do you rely on referrals to build your business? Most of us do. Do you find when you ask for referrals that you either don't get them, or if you do, that they end up being a waste of your time? If you answered yes, your problem may be that you are not asking for what you want.
It's December. The time of the year for sales people to close out strong, and start planning for next year. During this time of the year, I notice that many sales people decide what they want to accomplish next year as far as their sales numbers go, and then they stop there. This is a tragic mistake, and often is the reason that their plan doesn't equate to success.
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