It is amazing how much time, effort and money is invested in sales education. However, customer service is not given the same level of resources. If you think about selling as a process, the final phase is never “closing” the sale, it is “servicing” the customer. Once you have been awarded a new customer from an effective sales process, it is now a matter of customer service that determines whether or not your customer is going to stay with you.
“I’d like you to get your room cleaned up now.” If you are a parent, you’ve probably used this phrase yourself. Rather than demanding it be cleaned, I tried a different approach using some negotiating techniques used in business. It worked! After negotiating with my son successfully, I realized that we can utilize business negotiating techniques even on the homefront. Understanding the two common elements present in every negotiation can help you successfully navigate disagreements.
It doesn’t happen often, but occasionally you walk into a class and have issues with one or more of the students.Your key concern is to maintain classroom control and preempt the problems before they begin.You can be prepared for the unique challenges that these students bring to the classroom.When you are prepared, you will recognize the situation and understand how to better handle the circumstance.
According to Dr. Albert Mehrabian, when the words you speak, the tone of voice you use and your portrayal of body language are not in complete alignment, your message becomes less believable.
ZoMexa introduces members to top professionals they don’t already know, but should. ZoMexa offers an innovative and much-needed solution to people who want to discretely find their next job, recruit employees, find partners, or locate new clients in a private, efficient manner. By becoming a member of ZoMexa, a free service, users are connected to key professionals who can help them achieve their goals.
Success in any business can be traced back to the motivation of its employees.People who are motivated are more productive because they push themselves to achieve more, resulting in more productive teams.When the members of your team are experiencing difficulty improving productivity, it may be that their motivation is waning due to a misalignment between their challenge and their capabilities.By adjusting one or the other, team motivations and productivity can also improve.
Training is about imparting knowledge, developing skills, and changing attitudes. Exercises in training programs must be designed properly to maximize the desired results. Effective training classes incorporate the appropriate level of exercises for you to achieve those results. Do you know the four levels of learning exercises? Do you know the best training method and format to achieve the desired level of learning?
The success of your company will depend on how well you and other team members operate together. The collection of individual and team actions will determine the success of a team. Thus, motivating your team becomes a necessary element of successful management. Should you motivate your team with money? Is fear the best motivator? Does motivation change?
The past 18 months have been challenging for many companies.When budgets are tight, training is often the first to get cut.However, now is not the time to scale back on employee development.Now is the time to get the most from a downsized staff.Learning opportunities for employees show you value their growth as an employee and increases employee morale at the same time.Let’s look at what core training competencies you should be focusing on in 2010 and how you can offer training and development on a limited budget.
Everyone Sells. By understanding the key role that you play in the development, delivery and support of products and services to your customers, you can better understand the integral role you play in your company’s success.
Developing employees is a cornerstone to improving the performance of any organization.As the manager, coach and leader of any team, developing will be done through the delivery of proper feedback.Successful managers and leaders play the role of coach for their teams on a daily basis.
iSpeak has been selected for the 2009 Best of Round Rock Award in the ‘Professional Development Training’ category by the U.S. Commerce Association. Each year, the USCA identifies companies that they believe have achieved exceptional marketing success in their local community and business category. These are local companies that enhance the positive image of small business through service to their customers and community.
In today’s sales environment your time is your greatest asset. Investing your time pursuing business that will never close is a disservice to you and your company. It is a slippery slope that will lead to lower commissions, unfulfilled quotas and eventually…a new business card.
Kevin Karschnik of iSpeak will present ‘The Art of Webinar Presenting’ on July 30th at 1:00pm central time.Learn how a well executed webinar presentation can influence how people think and influence the decisions they make.This interactive seminar will teach a proven process to improve and enhance your communication effectiveness in webinar presentations.
Russ Peterson of iSpeak, Inc., based in Round Rock, Texas, was named “Best Sales Trainer” at the the 2009 American Business Awards.With over 2,000 nominations, only 40 Stevie® Award Winners were announced in New York City on June 22, 2009.
Russ Peterson and Kevin Karschnik of iSpeak will present Managing4Success and teach you how to direct a team of people, set goals, communicate, coach, deal with conflict, and persuade others to follow at the Leander Public Library on August 7, 2009.You will understand that a manager is the one person who can create conditions that will determine the caliber of work, and ultimately the success for the company.
The mind has the capability to imagine and picture accomplishments as if they had already been achieved.The more focused and detailed your goal, the greater the sense of reality in your mind on achieving certain objectives.
Kevin Karschnik of iSpeak will present the importance of Customer Service and teach you how to build loyal and lifetime customers at the Holiday Inn New Braunfels on July 21, 2009.You will understand what all customers want from an organization while learning the iSpeak Customer Service model for servicing customers.
Why is it that poor communication seems to be at the root of so many issues? Why do 97% of Fortune 500 executives believe that communication played a key role in the advancement of their career? There is actually a simple answer to these questions: Communication is everyone’s dilemma, but if properly mastered, it can be one of our leading strengths.
For the third year in a row, Russ Peterson of iSpeak, Inc., based in Round Rock, Texas, was named a Finalist on May 18th, 2009 in the “Best Sales Trainer” category for the 2009 American Business Awards.With over 2,000 nominations, only 40 Stevie® Award Winners will be announced in New York City on June 22, 2009.
The last thing you say just might be the most remembered; therefore, the closing is probably the most crucial factor of a presentation. Is it okay to end with a question and answer session? Should you end with a good story? Should you just smile and sit down? Learn how to close your presentation using a proven formula that will help your audience remember what your delivered.
According to a 1998 study at YaleUniversity, the most persuasive word in the English language is a person’s name.When you can remember someone’s name, it establishes a foundation of trust and respect, while making you appear highly knowledgeable and credible.People love the sound of their own name, and hearing it out loud makes people feel comfortable.
Effectively listening to your customers will give them the feeling that they are important; it will also tell them that you are appreciative of their business.Every customer, as much as they may know they are not your only customer, wants to feel like they are.When was the last time you did not want to feel special?
Why does everyone think the best salesperson is always the best “talker?”It’s as if that is the only skill needed to be a good salesperson?In my 18 years of experience in sales and sales management, I have not found that to be true.Some of the successful salespeople I have observed were good talkers, but oftentimes, they were not the best speakers.In fact, the most successful salespeople I have met were not the best talkers at all.They held a much more valuable selling skill, persuasive questioning.
Goals are measurable, precise, have due dates and most importantly, they are communicated. But even having goals alone will not bring your dreams to reality. There is one critical element that must follow, ACTION!
Why is it that Socrates is regarded as one of the greatest teachers of all time? Did he understand the importance of engaging his students into the problem solving? Was it his amazing ability to have the students take ownership of the problem by creating their own solution? Did his guidance with questions lead the students to their own conclusions? Did Socrates understand that when a student took ownership of the problem and the resolution, they were more likely to understand and retain that knowledge?
We would all want to have a little extra time in our day. Just some extra time to finish that last proposal, send one more email, spend a little more time with the family or just kick back and relax a little more. While it is not possible to actually ‘create’ time, we can learn better methods for managing the time that we have. How can I put more time back into my day? Learn three methods you can implement immediately to improve your ability to remove tasks from your To Do list.
Tomorrow is the big presentation in front of your boss. You just put the final touches on some magnificent PowerPoint slides and now it’s time to think about how you will open your presentation. Is 'Good morning and thank you for your time' and appropiate opening? Should you open with a good joke? This article will explain how CABA can answer the WAILs of your Audience.
As a sales manager, do you want to know the absolute worst thing I’ve ever heard from a current customer? “I see your competitors more than I see you.” That hurts. That’s also an eye opener. Why is it that when a sales person is pursuing a new opportunity or customer, they apply the tender loving care that all customers crave?
With all of the pressures placed on us, it appears that some form of stress will be inevitable for everyone. If you talk to ten people today and ask them each if they have experienced any stress in the past week, my guess is that you will get 10 out of 10 that will say “Yes.” Stress exists because of the pressures applied to us by ourselves, others and by our situation or circumstance. Learn how to manage stress before it manages you!
There is little doubt in my mind that if you have been in sales for any period of time you have heard the analogies or metaphors relating “prospecting” and “selling” to the sport of “fishing.”
When you communicate face-to-face, people receive information through what you say verbally, how you sound vocally, and how it appears visually. The entire package must be synchronized for maximum benefit.
When you delegate tasks, it can create motivation within the individuals on your team, as well as free up your time as the manager. It also provides a learning environment to train your team members for future roles in management. However, delegation can also be one of the most difficult managerial attributes to adopt when not done effectively.
I think everyone will agree that life is full of mysteries. Is that what we should call them, “mysteries?” or are they just “creative puzzles that have yet to be solved? By searching for solutions that are not immediately obvious or even possible through traditional means, you are practicing lateral thinking. The more cliché nomenclature used today is “thinking outside the box."
Challenging people will come in many different types and with many different problems. One of the traps you must avoid is getting hooked. Learn to embrace your challenging experiences with people. Since it is always best to remain focused on solving the issue, the following tips can be implemented when dealing as you work to defuse the Dan in your life.
It only takes a matter of seconds to discern someone's status. At work, it's easy to pick out the VP in a room full of people by how others treat her: making room for her to walk by, greeting her enthusiastically, and allowing her to initiate conversations. Learn how to get more relational power in relationships and a few simple principles you can apply.
Good presentation skills are a key asset in building your personal success story. The Job Outlook 2007 survey conducted by the National Association of Colleges and Employers (NACE) indicates that good communication and presentation skills are the top personal quality sought by employers evaluating a job candidate. A well executed presentation can influence how people think and influence the decisions they make. This interactive seminar will teach a proven presentation process to improve and enhance your communication and presentation effectiveness in every business situation.
While everyone may not be in direct sales with an external customer, anyone interacting with an internal or external customer sells.A professional salesperson understands the customer’s need and assists them in defining the best solution to fill that need.Successful people continue to be successful regardless of what they are selling (ideas, products, or services), who they are selling for, when they are selling and whom they are selling to.
Kevin Karschnik and Russ Peterson of iSpeak know that the ability to communicate effectively is the single most important skill you can posses to ensure success in your career. This interactive workshop will give participants the opportunity to improve the critical communication skills of listening, asking questions and being aware of nonverbal messages.
