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Taking It To The Next Level: December 2010

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Taking It To The Next Level. Wednesday, December 22, 2010. The Secret to Winning Back Customers. There's a difference between lost customers and dead customers. Most sales managers and salespeople don't make that distinction, but Jill Griffin does in her book. Customer Winback: How to Recapture Lost Customers - and Keep Them Loyal. 1 Sales Management Must Drive the Win-Back Program. 2 Establish the Measurement System for Tracking Losses and Win Backs. Sales management needs a system for identifying lost ...

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Taking It To The Next Level: May 2011

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Taking It To The Next Level. Thursday, May 26, 2011. JUST SHAVE THE BEARS. Global warming a problem? Just shave the bears. Putting a sophisticated queue management system into the Department of Motor Vehicles so that people waiting in line feel like it's less of a mob. This is bear shaving. The productive approach would be to redefine what actually happens in that building so the line itself disappears. You have a leaky roof and you shave the bear by buying buckets. From Seth Godin's Blog. 8226; RULE #1:.

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Taking It To The Next Level: April 2011

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Taking It To The Next Level. Saturday, April 30, 2011. 14 THINGS YOUR PROSPECT DOESN'T CARE ABOUT. OCT 21, 2010 by Don Cooper, The Sales Heretic™. Too many salespeople, professionals and business owners are way too in love with themselves and their products and services. As a result, they spend far too much time throughout the sales process talking about things the prospect doesn’t remotely care about. The simple fact is, your prospect doesn’t care about:. 6 The history of your company. Links to this post.

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Taking It To The Next Level: Gaining commitment

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Taking It To The Next Level. Monday, July 30, 2012. Tom Searcy July 5th, 2012. Prospects have a hard time with the C word: Commitment. Sure they have signed on the dotted line. But fear, uncertainty and doubt enter the picture. One of the biggest fears prospects usually have is a quite simple question: "How do we get started? What the prospects want to know is, "What happens between now and then? And you have to be prepared to answer completely and with confidence. And you take it from there. Name and de...

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Taking It To The Next Level: July 2010

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Taking It To The Next Level. Sunday, July 11, 2010. Rapport : An emotional bond or friendly relationship between people based on mutual liking, trust and a sense that they understand and share each other's concerns. Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother. 1 Pay attention to your appearance. 2 Try an occasional bit of disarming honesty.

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Taking It To The Next Level: A cure for toxic salesperson syndrome

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Taking It To The Next Level. Thursday, July 26, 2012. A cure for toxic salesperson syndrome. Tom Searcy July 18, 2012. Does your company have a salesperson that is too valuable to let go but too painful to keep? Toxic sales people are easy to spot in the workplace. Co-workers call them tyrants, jerks, and worse. Most are emotional bullies who treat employees coldly, even cruelly. They are quick to assign blame and even quicker to hog credit for themselves. 66 percent said their performance declined.

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Taking It To The Next Level: March 2008

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Taking It To The Next Level. Sunday, March 23, 2008. How NEXT LEVEL Consulting Co. Helps Businesses Reach Their Full Potential. 61557; A Sherwin Williams auto paint plant boasts of 30 percent higher productivity, 45 percent lower costs and 25 percent fewer employees for equivalent volume over a sister plant. 61557; A Digital Enfield plant yields equal volume to sister plants with half the people and half the space, while realizing a 2.5 times higher rate of first-time-perfect modules. These are just a fe...

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Taking It To The Next Level: Are You Creating Disgruntled Employees?

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Taking It To The Next Level. Thursday, December 20, 2012. Are You Creating Disgruntled Employees? Joseph Folkman 6:00 AM July 23, 2012 blogs.hbr.org. You can't make every worker happy, surely, and should a business even try? What causes employees to become disgruntled and what can be done to prevent it? Take an interest in my development. If a person works hard and gets a pay check he has a job. But if a person works hard, gets a pay check, and learns a new skill, she has a career. Career develop...Commu...

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Taking It To The Next Level: May 2009

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Taking It To The Next Level. Tuesday, May 12, 2009. May 12th, 2009. Don Cooper, The Sales Heritic. Your biggest competitor doesn’t have a brochure, a web site or a business card. It’s never taken a sales training seminar, never goes on road trips and never makes PowerPoint presentations. It doesn’t even attempt to overcome objections, close the sale or ask for referrals. And it will outsell you every day if you let it. Your biggest competitor is doing nothing. What will they risk? Links to this post.