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4 secrets to communicating with clarity PDF Print E-mail
Written by Mark A. Vickers   
Tuesday, 07 July 2015 09:19

After learning to create and present a clear and succinct value proposition, Gerry, the owner of a small company, was overheard lamenting: “I had no idea how important it was to get rid of all those extra words and slow down. How many sales have I lost over the last five years because my prospects didn’t understand my message?”

 

Gerry’s response is typical when business owners and executives realize they have been overwhelming people with information but under-messaging them. From the showroom to the boardroom, your ability to deliver a message with clarity will have a dramatic impact on your success. What is the cost of unclear communication within your organization?

Last Updated on Tuesday, 07 July 2015 09:23
 
Prospects don’t close themselves PDF Print E-mail
Written by Marvin Montgomery   
Monday, 06 July 2015 00:00

Are you sitting back waiting for a prospect to say, “Let’s meet!” or “I’ll take it!”

 

It’s very rare for a prospect to initiate the close — especially since it’s human nature to procrastinate. That’s why you are there. Your role is to get them to commit.

Last Updated on Tuesday, 07 July 2015 09:18
 
When to have a (sales) meeting or how not to waste people’s time PDF Print E-mail
Written by Dave Harman   
Wednesday, 01 July 2015 16:00

Have you ever sat in a meeting, sales or otherwise, and wondered why you were there? Why some of the other people were there? Better yet, have you ever organized and led a meeting where the participants were wondering why they were there? Meetings, if done correctly, can inform or get decisions made or both. Here are some quick tips to make the meeting more productive.

Last Updated on Wednesday, 01 July 2015 16:03
 
How to protect yourself from unethical persuasion PDF Print E-mail
Written by Robert Cialdini   
Tuesday, 30 June 2015 13:56

Have you ever agreed to do or buy something you really didn’t want or need, and later wondered, “Why did I say ‘yes’?” You’re not alone. Whether you ended up doing a colleague’s job, buying nutritional supplements you had little use for, or donating time and/or money to a cause you weren’t passionate about, chances are you said “yes” due to some finely-honed persuasion.

 

Of course, only some of these people had dishonorable motives. The others — representatives of certain charitable agencies, for instance — had the best of intentions, even if you didn’t really want to give in, but did so anyway. Regardless, you may often find yourself in possession of unwanted goods or doing tasks you dislike simply because you feel compelled to say “yes.”

 

It doesn’t have to be that way. If you ever find yourself the recipient of an unwanted or unethical persuasion attempt, there are steps you can take to recognize and disarm it so you have the confidence to walk away unscathed. Here are some suggestions.

Last Updated on Tuesday, 30 June 2015 13:58
 
Just SMILE PDF Print E-mail
Written by Marvin Montgomery   
Monday, 29 June 2015 00:00

Some of you may have heard me share that when I was a manager for JB Robinson Jewelers I would walk up to one of my salespeople and quietly ask them if everything was OK.

Last Updated on Tuesday, 30 June 2015 13:50
 

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