08302016Tue
Last updateTue, 23 Aug 2016 8pm

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You’ve got the goods - Do you have the talent?

You’ve checked out the merchandise you plan to sell. You’ve selected the best values for both cost and quality that you are certain will generate rampant excitement in your customers. This stuff is practically guaranteed to jump from the display into the customer’s hearts and lives! It just doesn’t get any better, does it?

Repeating your success – creating business health

Celebrating the products you’ve chosen, honoring the salespeople you’ve hired, basking in the glories of your reputation create the wheels of business health and success. Mastering all of these techniques and carefully nurturing all of the components advances the most important part of business - repeat business!

Once you’ve launched the product line and found the quality staff to successfully sell all the benefits and features to your customers and you’ve begun to build your reputation as a quality organization with integrity and customer service as core values, the next step is to repeat it all! Repeat it and repeat it and repeat it! 

Keeping those fires burning HOT! HOT! HOT!

Keeping your sales staff FIRED UP! and KICKIN’ IT! is one of the fun and creative parts of leading the development of a supercharged QUALITY organization! (Just ask any coach of any professional team!)

So... you’ve hired ‘em! You’re training them carefully and faithfully! The results are starting to percolate all the way through your company! Gotta LOVE that! How are you going to keep them on top of their game - increasing the potential that was evident when you hired them?

Variety! Challenge! Excellence! Mastery! Reward!

Keeping Customers, Part 2

As you become increasingly adept at building personal relationships with customers, a new dilemma crops up: How the heck do you keep track of all those personal details that comprise the lives of each customer? It does no good for anyone if you remember that Little Tommy plays football with the Little Town Cougars if the customer is an avowed bachelor who prefers cats and plants to people. It could be a real disaster if you begin to discuss the recent trip to Mexico with the customer who just spent a month skiing the Alps. People may take exception to "misremembered" life details like that!

Keeping Customers, Part 1

With rock stars, the continued expansion of their fan base determines their success and growth within the industry. Without continued growth and presence to their fans, stars dim and slip into obscurity to suffer the fate of "has beens." For salespersons, the constant growth of their customer base, both with repeat customers and with adding new ones, determines their success and growth within the sales industry.

Goal Setting Part II

Our previous discussion led us to formulate Minimum Goals, Actual Goals, and Stretch Goals. Consider that those are Annual Goals. It is a temptation to take those Annual Goals and divide them by 13 (counting the holiday season as two months) to set monthly goals. That is a simplistic handling of them. However, that method does not consider the actual ebbs and flows of the industry. Valentine’s Day and the holidays of Christmas or Hanukkah represent the potential for increased sales volume. Additionally, occasions such as engagements, weddings, birthdays create opportunities for greater monthly sales volume. Other months tend to create greater challenges to keep sales on an even keel or to surge ahead of projections. 

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