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    Five common sales obstacles and how to overcome them PDF Print E-mail
    Written by Paul Cherry   
    Friday, 13 March 2015 00:00

    Lucy was a brand new salesperson who wanted to make a big impression. She did everything she could think of to establish relationships with prospects and wow them with her proposals. While she was not failing as a salesperson, Lucy was certainly not leading her team in sales either. After nine months of below average performances, she knew something had to change — but what?

     

    Veteran salespeople know that while every customer is unique, the obstacles to a sale are predictably the same and occur rather frequently. Once you understand these obstacles and the strategies to overcome them, you will have all of the tools you need to make the sale.

    Last Updated on Thursday, 12 March 2015 15:14
     
    A change in thinking can lead to a change in behavior, results PDF Print E-mail
    Written by Darlene Hunter   
    Thursday, 12 March 2015 14:53

    Hard times that sap your energy and leave you frustrated are an inevitable part of life.

     

    Maybe you lost a job. Maybe your finances took a turn for the worse. Maybe your personal life is in disarray or a health problem emerged forcing a lifestyle change.

     

    Such setbacks can leave people feeling afraid, uncertain, angry or unsatisfied.

     

    Overcoming those emotions comes down to a person’s mindset and perspective.

     

    Your attitude is a critical factor that can either hold you back or help you move forward. Everyone needs to take the time to do a pulse check on where they are in their thinking. Is it positive or negative?

    Last Updated on Thursday, 12 March 2015 14:57
     
    Four ways to improve communication at work PDF Print E-mail
    Written by Vivian Ciampi   
    Wednesday, 11 March 2015 08:37

    Throughout my more than two decade tenure as an executive coach and vice president inside corporate America, I have seen millions of dollars senselessly lost merely due to ineffective communication. It’s imperative for achievement-oriented professionals to communicate well in all aspects of their job, as doing so can be the key to cutting through the bureaucracy of an organization and taking control of one’s career as opposed to feeling like a victim of circumstance. Mastering even a handful of skills, such as those cited above, can help professionals better negotiate their way through the proverbial career maze with speed, dexterity and accuracy.

     

    Because modern workplace dynamics have become so complex, leaders have less time than ever to spend coaching and mentoring employees, and to benefit from such guidance for their own professional gain. In addition, universities systematically churn out graduates who have learned black and white technical skills and theoretical concepts, but not how to aptly prepare for, and traverse through, the inevitable “gray area” of a company — the environment and culture that manifests from the multifaceted challenges and forces an organization faces. The result is a glut of entry-level and entrenched professionals who are unprepared, unequipped and unable to effectively communicate in a way that will productively impact their career. While an intangible, the gray area is a very real phenomenon driven by human nature, internal and external politics, industry guidelines, company protocols and market pressures, among other factors.

    Last Updated on Wednesday, 11 March 2015 08:39
     
    How good value and customer experience trump price PDF Print E-mail
    Written by Trevor Gnesin   
    Tuesday, 10 March 2015 16:05

    Over the past several years, a U.S. electronics retail giant has been gradually losing ground in spite of reduced competition and guaranteed lowest prices on high-quality products and services. The reason is simple: the customer ranks low on a priority list that places profits at the top. In today’s open market, with worldwide economic reforms and the digital revolution, customers not only have the ability to connect to infinite product offerings but also to each other. Word of mouth — good or bad — spreads fast and influences buying trends, while shifting the paradigm to a consumer-driven market.

     

    There’s nothing unusual or unreasonable about a customer who considers each purchase of a product or service from a self-centered point of view. After all, they’re paying a price. And it should come as no surprise that when customers feel valued they’re more apt to remain loyal, even to the point of forgiving a company when a product falls apart. It’s likely the reason Ikea continues to surpass high-end home furnishing stores. In addition to transparency, Ikea offers functional and innovative products at a price point many people can afford, and they consistently remind their customers that “It’s OK! You can bring it back.” A simple reassuring phrase like that not only places buyers in a position of power but also gives a company a competitive advantage by creating a loyal customer base.

    Last Updated on Tuesday, 10 March 2015 16:09
     
    It’s not your perfection; it’s your direction! PDF Print E-mail
    Written by Marvin Montgomery   
    Monday, 09 March 2015 00:00

    This tip reminds us that no one is perfect, rather it’s the direction all of us should be striving for in everything we do.

     

     

    There is another saying that I heard that says “Always shoot for the moon because if you miss you will still hit the stars.”

    Last Updated on Tuesday, 10 March 2015 15:54
     

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