Closing a Sale

Closing a Sale

Herein are three crucial tips for closing a sale:

1. Earn the Right

Before you can expect your customer to buy your product or services from you, you must first gain the confidence of your customer by delivering on your promises and following up on customer questions.

2. Sell More Value

In a highly price-sensitive market, you will be able to emerge as a winner when you can show more value than asked for price. The thumb-rule is to show to your customer that your product or service has more indelible value than the competition, and the sale is yours.

3. Under Promise and Over Deliver

It is always good to divulge to your customer when to …

Reasons Customers Buy

Buying decisions are continuously the outcome of a change in the customer’s emotional state. People buy for many reasons that include – avoiding pain, reducing risk or loss, prestige or ego, money, enjoyment, pleasure or comfort. It is the reciprocity of the emotions that is crucial, more than the information.

Herein are the three prime forces why customers buy –

1. Basic Needs

Customer’s often will buy your products to fulfill what Maslow describes as the bottom of his hierarchy; things like food and shelter.

2. Brand Recognition

When purchasing products/services your customer is unfamiliar with, branding plays a big role.

3. Prestige

Sometimes your customer might buy from you for an esteem-related reason or for personal enrichment.

One last thought, your customer is convinced …

3 Fashions To Deliver First-rate Customer Service

Words alone are very formidable and they have an enormous impact what your employees and customers think. Only when you set both these group’s expectancies candidly, your organization will be able to excel in both internal and external customer service.

 

Herein are the 3 most crucial fashions you must focus on –

1. Enablement.

The best is when you provide adequate training to your employees so that they learn to make decisions on their own to resolve a customer’s issue without talking to “the boss”. This needs to happen 99% of the time. The boss must only manage exceptions.

2. Kick the Cat.

What employees do when they take their vexations out on their irate customers? Find another creative way for your workforce to vent by …

Leaders are Made, Not Born

Whether you feel the best boss is more of a facilitator among equals or a director who leads from the front, to succeed in any multi-national conglomerate, you need the flexibility to adapt your fashion to your cultural context.

The other day we spoke to a CEO of a prosperous start-up about the crucial makings for triumph. We concurred that leadership is the chief imperative constituent of constructing a blossoming conglomerate. And we unearthed that there is a cosmic variance between a middling leader and a self-aware or progressive leader. Consequently, then the question arose: what are the key characteristics of a progressive leader?

Herein is the answer –

1. Character

Who you are…

As well said by young entrepreneur Tony Hsieh – “For individuals character …

Using the Balanced Scorecard as a Strategic Management System

Ever try to keep a scorecard at a little league football game? Eventually, you will learn to track what is most crucial, ignore the inconsequential errors and just make sure there is a snack at the end. Most well-managed businesses–large and small–use a similar method of employing the Balanced scorecard.

What is Balanced scorecard?

Balanced scorecard has been around awhile – a strategy performance management tool used to improve the level of visibility of strategy implementation. Its originators were Robert S. Kalpan and David P. Norton, and it was introduced into the public arena in their publications.

What are the chief characteristics of Balanced Scorecard?

1. Its emphasis on the planned outline of the organization concerned. 2. The assortment of data items …

Seven Steps to Successful Brainstorming

Even in the best ingeniously booming of small businesses, there are times when you hit ideas well. Every business experiences a time when the best of creative thoughts dries up – the best and the brightest also face creative stagnation.

In this situation, group brainstorming is always effective as it uses the experience and creativity of all members of the team. When individual members reach their limit on an idea, another member’s creativity and experience can take the idea to the next stage. Therefore, group brainstorming tends to develop ideas in more depth than individual brainstorming.

To run a group brainstorming session effectively, do the following –

1. Define the problem you want solved clearly, and lay out any criteria to be met

2. Keep the session focused …

How to Proofread Effectively – Three Tips

Whether you like it or not, writing is part of your everyday life once you are in the corporate world. In our previous blog, we discussed “3 Key Tips for Better Business Writing” – and how only with effective business writing skills, you will be able to enter the realm of effective, always-in-demand businesses.

The process of crafting a multi-page document can be daunting, to say the least. In the business world, woefully not everybody has Shakespearean writing skills and you need to tweak your writing skills to fit in with the corporate fashion of corresponding.

As a professional, you must proof-read all your written communication – be it the two paragraph email or a multi-page document for your client. The enemy of good proof-reading …

The Progression of Performance Management

Mention the idiom “performance review” in practically any workplace, and you will perchance hear a collective moan. No! We are not telling that annual performance reviews are an entire bust. What we are telling is that yearly appraisals divulge merely a slice of the real value that employees deliver.

Yesterday is ancient history. As a manager, what value can I add tomorrow?

1. Highlight the positive

Acknowledge the employee’s contributions and positive efforts. What to say: “There was some improvement in the area of…”

2. Let them talk too

Acknowledge their explanations, even if you do not intend to change your conclusions. What to say: “I invite your input in the review. I want to hear how you see it…”

3. Be a mentor

Be a …

How Good Are Your Presentation Skills?

Presentations are an intrinsic part of today’s workplace. From sales pitches to why you expect more incentives this quarter – your goal is to educate and convince others.

Herein are primarily three levels of presentation skills that you will use in your career –

1. Business Presentations

Business presentations not necessarily always involve public speaking; oftentimes they take place during one-on-one conversations. Most sales pitches and business negotiations, even training lectures –requires you to possess great presentation skills.

2. Public Speaking

In our previous blog post, we discussed on “How to inspire audiences?” – whether you are a CEO, a small business owner, entrepreneur, corporate trainer or simply a sales manager; oratory skills always helps you sell your ideas the incredible way. The archaic rule of the …

Creating The Culture Of Learning

Most of the multinationals spend millions a year in corporate training and employee development programs. Well, our years of training professionals from all walks of life, has shown that one of the most important sources of competitive advantage is your entire corporate learning strategy.

It is crucial, especially when you are in the management to spend enough time consistently on training and development of your own employees. Your employees would sure look back and thank you in their imminent years for enabling them with corporate training, mentoring and coaching – things they often value highly.

We have been working with multinationals and researching this area for nearly twenty years, and looked at nearly every possible area of corporate training. As Peter Michael Senge in his book “The Fifth Discipline: The …

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