Igniting Workplace Enthusiasm
 
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Results: 261 Article(s) Found
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How do you run your business? Sharp on the cost control, right on top of the quality, working hard on building the brand, watchful of competitors, full throttle on appealing to shareholders and stakeholders? There is one area that is going to become a headache. That is people.
 
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Holding our people accountable is one of the basics of being a leader. They flounder, deadlines pass unheeded, things get missed, work is not completed to a satisfactory standard. Why is that? People are not trying to fail in their jobs, but they do let the team down with their poor performance and lack of accountability. What can we do about it?
 
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Salespeople are very busy, rushing around finding new clients, developing leads, networking, cold calling, attending client meetings, getting stuck into preparing proposals and later executing the follow through on what has been promised. Somewhere in this process some key basics start to go missing. One of those basics is the proper preparation for client meetings.
 
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Do you have a clear image and understanding of your perfect client? Authors often mention about writing for their avatar. This is their imaginary reader. They have a clear picture of whom they are writing for. They know their reader’s hopes, fears, aspirations, behaviors, goals and idiosyncrasies.
 
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Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by the phone from what they were concentrating on, so they are automatically annoyed. They are time conscious because this call was not planned. The person calling them is an unknown quantity so the trust factor is zero or less.
 
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The implication of this title is that if you don’t properly follow through on the sale then you are a loser. Well, it is true - you are a loser. The difficulty of gaining a sale is hard enough, but the real difficulty is to get the re-order. This is where we should all be very finely focused. Rather than approaching a potential client with a sale in mind, what if we set off with the idea of the re-order firmly entrenched in our brain?
 
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Three woeful contributions from salespeople include "we have this widget", "do you want it?" and "we can discount the price". What a mess right there. Yet, left to their own devices, this is the type of nonsense salespeople say to clients. Serving the client' best interests is job one for salespeople so why aren't they having a proper conversation with the buyer?
 
Results: 261 Article(s) Found
 

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