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Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,
Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island, you must connect with, interact, and influence people every single day.Winning relationships result when people make a positive connection.
However, strong relationships seldom happen overnight. It takes time to gain trust, to obtain information, and to demonstrate your integrity. Building strong relationships is a process. It's not magic; it's not chemistry; it's not luck. Because it is a process you can learn it and you can replicate it throughout your organization. The three steps in building winning workforce and business relationships are:
What you think - your mind set.
What you ask - the information you gather.
What you do - the ability to effectively interact with people.
Remember, profitable relationships are keys to business and professional success. Skill in building and maintaining relationships are valuable not only to sales people but to everyone from the shop floor to the top floor and everything in between.
Marcia Zidle, the 'people smarts' coach, works with business leaders to quickly solve their people management headaches so they can concentrate on their #1 job ≠ to grow and increase profits. She offers free help through Leadership Briefing, a weekly e-newsletter with practical tips on leadership style, employee motivation, recruitment and retention and relationship management. Subscribe by going tohttp://leadershiphooks.com/ and get the bonus report "61 Leadership Time Savers and Life Savers". Marcia is the author of the What Really Works Handbooks ≠ resources for managers on the front line and the Power-by-the-Hour programs ≠ fast, convenient, real life, affordable courses for leadership and staff development. She is available for media interviews, conference presentations and panel discussions on the hottest issues affecting the workplace today. Contact Marcia at 800-971-7619.
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Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
Why Performance-Based Recruiting Produces Top Sales Performers
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering.
Five Steps to Maximize Success in Targeting For Growth
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.
Are Your Sales Meetings Boring?
Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates.
When Its DUH? Time at Trade Show - 3 Little Words Save the Day
TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client.You've have product training and sales training, you reviewed your company's web site and literature, you understand the demonstrations, and the marketing ideas behind the exhibit design.
Run a Productive Business From Your Car-Office
The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises.
Management by Osmosis
Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process.
Promoting Your Private Label at Industry Trade Shows
So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab.
Leadership Lessons for Sales Managers
Leadership, like class, is hard to define, but easy to spot.Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.
Getting Off The Advertising And Sales Rollercoaster
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store.
How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail
In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face.
Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition
Business can be like war sometimes.You may have to fight hard to survive.
The Achilles Heel of Management Coaching
While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance.
Increase Retail Sales With Meetups
I recently attended the monthly Italian language Meetup here in Little Rock. Meetups are informal social gatherings of people with similar interests in a particular topic.
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem.
Back-to-School List - 10 Tips for Trade Shows
There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine.
How Exhibitors Can Move More Attendees Closer to Buying
Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying?A.
Want to Increase the Amount of Business that Your Firm is Getting?
Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place.
Building Trust For Lifetime Success
All Small Businesses Need to Gather Community Intel
How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look.
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