Use Super Tech for Business Excellence

Posted by henrischauffler on March 31, 2015

The paradigm Shift in Electronics and Industrial Sales

A Paradigm is a set of rules and regulations that does two things:

1.It establishes and defines boundaries.

2.It tells how to behave inside the boundaries

Instill 3 Traits for Excellence and Super Abundance

Joel Barker in his book Future Edge, lists 3 traits; a culture of excellence, innovation and anticipation as the three. He says not one, not two, but all three must be present. A culture of excellence is first and this excellence must permeate from the initial product design to the after-sale product support. W. Edwards Deming was a leader in promoting excellence in the area of TQM or Total Quality Management.

The second key is innovation. Innovation is the way you gain a competitive edge. Innovation joined with the excellence culture is a powerful one two punch. This is not enough for sustained market leadership however, and there is one elusive skill that must be added to the mix.

This skill is anticipation. Anticipation is the clear vision that steers your organization. The skillful application of intelligence to your data to get to the right place at the right time. This clear view into the future will drive great ideas to ascendancy. If this vision is lacking the organization will suffer. An example may be the The Walkman. Sony started the portable music revolution and Apple has swallowed the market share as a shark swallows his prey. Perhaps Sony could have anticipated changing demand and in doing so, forestalled the end of life for the Walk Man.

The Secrets of Super Technology

The Internet is designed for customer and partner intimacy. Every computer which is connected to the Internet is as close to your computer as your own keyboard.

The principal account manager at the contract manufacturer in China can be right in your own office. You customers and your salespeople can be on the same side of the desk even though the desks are on the other side of the world. Super Tech drives customer relationships closer and closer.

We have lived in an evolving world of high-tech which has permeated every corner of our society. The last 10 years has exploded communication and collaboration applications and we define this as Super Tech. Organizations have not taken advantage of revenue creating tools.

Paradigm shifts change the rules and when the rules change so does your world. Super Tech is simple, on-demand software. This software, aligned to your business process, relishes the power of on-demand collaboration. Super Tech is the key to winning in the market place; easy to use powerful on-line software that will change the way business is done and will change the way products are sold.

Timeless Principles To Steer You Through Negotiations

Posted by henrischauffler on March 30, 2015

If you want a sure-fire way to succeed at negotiations whether it’s with your partner over which TV programme to watch tonight, or with a business partner in some high-powered negotiations — then learn these 7 principles of negotiations expressed through 7 timeless quotes:

Principle 1: Negotiating is an essentially human way of interacting. It is the way we progress. Adam Smith, the Scottish economist who wrote “The Wealth of Nations” put it this way: “Man is an animal that makes bargains. No other animal does this. One dog does not change a bone with another.”

Principle 2: Negotiating is not about dividing up a limited cake in ways that are divisive. It is about making a bigger and better cake. David Ghitelman says that the key to making negotiations work isn’t a scarcity mentality but an added value mentality: “Negotiating is about creating value, not dividing wealth.”

Principle 3: Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful outcome. As Dean Tjosvold said: “Co-operative conflict builds people up, strengthens their relationships and gets things done.”

Principle 4: There is a time to speak and a time to shut up in negotiations. When you do more listening than speaking, you actually increase your power. Geoff Burch, the so-called “hell’s angel consultant”, put it this way: “If you’re talking, you’re giving information and therefore giving away power. If you’re listening and asking questions, you’re gaining information, the raw material of knowledge, and therefore gaining power.”

Principle 5: In power negotiations, when the stakes are high, let the other side believe what you want them to believe. But don’t lie or be dishonest. Sun Tzu, the writer of the oldest military treatise in the world, “The Art of War”, put it in these words: “All warfare is based on deception. Therefore when capable, feign incapability. When active, inactivity. When near, make it appear that you are far away. When far away, that you are to lure him. Pretend inferiority and encourage his arrogance.”

Principle 6: Recognise that you will only reach agreement by understanding the deeply-held needs of the other side. In Frank Romer’s words: “People will sit up and take notice of you if you will sit up and take notice of what makes them sit up and take notice.”

Principle 7: You can only succeed in negotiations with a win-win attitude. To quote B.C.Forbes: “Any business arrangement that is not profitable to the other person will in the end prove unprofitable for you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated.”

If you are new to negotiations or still struggling to master the skill, remember these 7 quotes. They are words of wisdom passed down the years and invariably learnt by the painful lessons of experience.

The Necessity of Continuous Sales Training

Posted by henrischauffler on March 29, 2015

The prosperity and popularity of successful companies is obviously the result of continuous training. Without proper sales training, a business is unable to stand out from the rest, thus having poor exposure and low credibility on the market. In order to achieve and maintain the success of their companies, business owners need to make sure that all their team members benefit from frequent sales training. While a short sales training course or seminary can familiarize your sales staff with the fundamentals of sales, the long-term success of your business can only be achieved through the means of ongoing sales training. Ongoing sales training is vital for maintaining the pace with other businesses in your branch and it can also help your company to get ahead of the competition.

Ongoing sales training programs are very important for any business, as they can help salespeople to maintain a good level of sales performance. It is important to note that the great majority of salespeople only improve their selling performance at first, being unable to progress further without frequent sales training interventions. Considering the fact that marketing and sales are a marathon, not a sprint, it is vital to frequently intervene with new, effective sales training solutions among the members of your business.

Proper sales training programs work on multiple levels: they provide the members of your business team with the latest marketing solutions and strategies, strengthen the relationships between the members of your team and also boost the morale and the motivation of your entire sales staff. An effective sales training program can have a very refreshing effect on the entire business, announcing a new stage in the activity of the company.

There are two main categories of sales training: self-study oriented sales training, which allows the trainees to learn on their own and trainer-oriented sales training, taught by a sales “coach”. The first category of sales training includes multimedia training, tradebooks and textbooks that contain various selling techniques and strategies. Trainer-oriented sales training includes programs that involve active participation to courses, seminaries or laboratories. In contrast with self-study oriented sales training materials, trainer-oriented sales training programs are by far the best means of acquiring a wide range of skills and abilities that can considerably increase the sales efficiency of your business.

Trainer-oriented sales training programs have the advantage of offering trainees the chance to engage in role play situations, thus allowing attendants to quickly polish their skills. During the entire program, the trainees are encouraged to express their opinions and ideas, being provided with proper feed-back from their trainers. Trainer-oriented sales training programs can effectively improve the skills and abilities of your business team members, thus enhancing the overall performance of your company.

The Magic of Asking

Posted by henrischauffler on March 27, 2015

People say to me, Maria, I am creating brochures and I am meeting people. I am telling people about my business and I just don’t seem to be getting anywhere. Do you have any suggestions?

When I say to them, “have you asked them to buy your product or service?” I quite often get a blank stare back at me.

“Ask??” You mean I should ask.

Yes, this is a very important part of doing business, and many people have lost sales that they would have received if they had only asked for the sale.

This is called, the close.

Some people have said, “But what if they say no?” So what, the odds are in business that you will have more no’s than yes’s. You see, the more that I have studied marketing, the more I see how true that is. Just consider the no’s practice on your way to a yes.

Some of the most successful marketers out there state that a 10% conversion is good. That means 90% were either not interested or were unable to purchase at this time due to a large variety of reasons.

A no doesn’t mean the end of the world or the end of your business, it just means at this moment they are not interested.

And, ask yourself, how many sales do you believe that you will get if you don’t ask. Not asking is considered the same as leaving money on the table.

Sometimes it means, you just haven’t shown them a benefit that they can relate to.

I have seen examples of people who have changed just a word or two on their web copy and then the sales started pouring in.

If you need to learn how to ask for the sale, there are many books written on the importance of asking and many considered it one of the success secrets in business.

There are countless articles, books and courses on closing a sale and if you haven’t read any of them, I would highly recommend that you do. They go into detail on the early close, the trial close and the final close. As well, I have seen different names given to different styles.

Sadly, the reality is, many people have a sales phobia and would rather socialize at networking event and hope someone will come up and buy their product or service. And believe it or not, other people may think yes it is a good product but you are apparently just showing me today.

So, if the word sales drives you into a frenzy then start by reading, “The Aladdin Factor” by Jack Canfield and Mark Victor Hansen. It is a book on how to ask for and get what you want in every area of your life. And, has in it a formula for overcoming the seven most common “asking fears”

It is important to remember that no matter what business you are in, you are always selling yourself, product and or service and knowing how to do it well will assist and help your clients.

When you have a valuable product or service that improves people’s lives, consider it your obligation to let them know that it exists. You will feel more confident than approaching them as though you are a pest.

Just remember, it’s your job to ask and it’s ok if they say no.

Smile and go on to the person just waiting for your arrival.

The Five Cardinal Sins Salespeople Commit

Posted by henrischauffler on

We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are.

Here are the mistakes, see if you commit them in your own sales career.

1. Failure to maintain a constant presence in the minds of prospects or customers. Quite simply, this is a failure to prospect consistently both outside and inside of existing accounts.

2. A tendency to focus on process over results. The consequence of this is a poorly executed system of prioritization that virtually cripples the salesperson from delivering effective, bottom line results. In short, they are focused on activities rather than results. As a consequence they believe they’re busy (and they are). They are just busy doing all of the wrong things.

3. Me too thinking. Salespeople fail to be creative and innovative. As a consequence, they don’t differentiate themselves, their products or their organization from everyone else in the pack.

4. Failure to listen. This is, perhaps, the most classic and common error. The salesperson who hears but doesn’t listen. The salesperson who interrupts prospects, delivers solutions that are off-target, or simply overwhelms prospects and customers with verbiage that clearly communicates a failure to have really listened to anything the other person has said.

5. Failure to anticipate. A failure to foresee problems in an account. Missing trends, potential problems, needs or necessary solutions that could forestall problems or head off the loss of accounts.

Identifying the problems is one thing. Solving them is, often, quite another. The good news is that awareness is a lot more than 50% of the battle. Are you suffering from some of these maladies? Let’s take a look at a simple quiz that could yield some valuable information for you.

– Do you feel that your prospects or customers are driving hard on price?

– Do your customers ever buy products or services from other suppliers that you could have provided them?

– Do you find you have to revise or redo proposals for prospects?

– Have you had prospects reschedule important meetings with you?

– Do your prospects submit requests for proposals that you hear about at the last minute?

– Do you ever miss out on additional requests for customers?

– Have you missed your sales forecasts for at least 2 of the last 4 quotas?

– Do you feel that your customers or prospects are looking for deeper, better solutions than what you have been providing them?

– Do you feel your prospects or customers get frustrated by errors?

– Do you find prospects failing to involve you in their future plans?

Any “yes” answer means you may have a problem. You need to go about the business of resolving them to the very best of your ability. Recognition and awareness are essential components of sales success.

Target Qualified Sales Prospects

Posted by henrischauffler on March 26, 2015

Use these steps to improve your cold-calling and prospecting:

1. Identify Target Industries

Certain industries are more likely to need your product. Some have clearly defined buying cycles. Narrow your target industries to ones that have both money to spend and a high likelihood of spending it on your product. The final list should include one or two industries.

2. Define Target Job Titles

Your next challenge: Find the people in your target organizations in charge of buying your product or most likely to influence its purchasing decision. In most cases, these buyers and influencers have specific titles and positions. Limit your list to the top three job titles.

3. Create a Prospect List

If you already have a massive list of potential customers, delete everyone not in a target industry and/or without a target title. If you don’t have such a list, purchase one that fits your target industry’s demographics. Aim to create a list of potential customers who actually have the need and authority to buy your product.

4. Develop an Emotional Message

Put yourself in the shoes of the prospective customer. Base on your understanding of the person’s industry and job title & determine the problem — which your product solves — that keeps the prospect awake at night. Develop a message that plays to that fear and piques the prospective customer’s interest in your product. These examples demonstrate the power of emotional messages over factual ones:

Factual Message: We have the best alarm systems in the world.

Emotional Message: What would happen if your premises is left vulnerable?

Factual Message: Our fasteners are far above industry standards.

Emotional Message: Would your clients be happy if you used an inferior product?

Factual Message: Our network consultants are industry certified.

Emotional Message: Why risk your company data to uncertified consultants?

5. Test Your Suspect List and Your Message

Call several individuals on your list to confirm your targets are, in fact, the right people to call. You should also deliver your message to gauge its effectiveness. If there’s a disconnect, reexamine your assumptions, and go back to step one.

6. Prepare Them for Your Message

Get your carefully crafted message in front of the potential customer two or three times before making a prospecting sales call. The message can be communicated via email, letter, mailer, advertisement or trade show presentation, but you should never make cold calls unless you’ve primed the customer to be receptive. Laying the groundwork makes it far more likely that a potential customer will actually listen to a sales rep’s call.

Targeted Traffic Is The Secret For Good Sales!

Posted by henrischauffler on March 25, 2015

What’s a targeted traffic made of?

The people that wants to find on Internet, what you are offering on your web site, and visit your web site, are called targeted traffic

What kind of traffic will visit your web site?

You will be visited by:

* People that where looking for other kind of products and services and arrived there by mistake

* People that are looking for similar things to those that you offer at your site

* People that are looking for what you have to offer

You must certainly try to avoid the visits of the first group, and encourage the second and the third group people

The second group, are targeted traffic, and even when they are not going to buy YOUR products, may buy Affiliate Program’s products offered at your web site or provide you a source of income through Adsense

And the third group, is the kind of targeted traffic that’s going to arrive to your web site, with a desire of finding what you are offering, and most probably buy it from you.

The targeted traffic might not be in a buying mood the day that they visit your web site, but they will be receptive to your offerings, and if you give them a reason to return to your web site (having a good content site), they might buy from you in the future.

You may have heard that what you need in order to do a good business with Internet is traffic, tons of traffic. But you don’t need just traffic, you need TARGETED traffic because is the only kind of visitors that will provide you a revenue.

So you don’t need any visitors, you need qualified or targeted visitors that will respond with a positive attitude, and will want to read what you say at your site.

Can you do business with untargeted traffic?

Yes, you can, but it will cost you much more money and time to do it.

For every 100 or 1000 bulk untargeted visitors you might find one that’s really interested in your offer, but if you are in a pay per click campaign you will need to pay for 100 or 1000 clicks to get each sale.

If you are trying to drive traffic through the search engines, is the same, you will need 100 or 1000 times more visitors to get the ones that really care for what you offer.

How can you get targeted traffic?

The most cost efficient way to attract targeted traffic to your web site, is utilizing the search engines, the directories, and links from other related sites.

And how will they provide you with targeted traffic?

They will do it if you reach a high ranking, because if you have the right product or service for your targeted customers, and when they search for it on the search engines or directories, you have your site on place 400, they most likely NEVER find you or buy from you.

So high ranking on the search engines will not only provide you with your targeted traffic, they will also provide you with credibility, and people that find you on their lists, will arrive to your web site, with the kind of mood that you need in a visitor.

Written by Dr. Roberto A. Bonomi

Stop Pointing at Me! Which Way Do You Point Your Accountability Finger?

Posted by henrischauffler on March 24, 2015

There are two kinds of people when it comes to accountability.

Those who point their index fingers outward Those who point their index fingers inward

We all know too well that most people are quick to blame others and slow to take responsibility. They make excuses or tell a long-winded story about what went wrong and why. Obviously these people feel their success or failure is “outside of their control.”

The more powerful belief is that things are within our control. It then follows that we are, in fact, responsible for what happens around us and to us.

I’ve developed a disciplined system that helps people accept accountability. This system breaks down all the components into essential elements. We can develop a less emotional view and a more scientific one.

But before I share that with you, let me take you back a few years in my own life.

In my first career, I was a professional pilot. In the flying business, Captain is the only job to have. But before you can be a Captain, you must first prove yourself as a safe, competent and proficient co-pilot.

(By the way–Here’s a little “behind the scenes” secret info for you. The reason everybody wants to be the Captain? He’s the guy, or girl, who does half the work for 3 times the money.)

Now, why do you suppose the Captain is so well paid for so little work? It’s all because (and this is according to the FAA), no matter what happens on his flight or who does itHE is held responsible.

As a young man, I was trying to build up my flying time and experience. But, most of the Captains would order me to just sit there, work the radios and “DON”T touch anything else!”

You see the problem here. How in the world was I ever going to learn? How was I going to gain the experience I needed to make captain?

I was really getting frustrated.

Then one day, I had the shocking experience of meeting and flying for Jeff Brinkerhoff, a strong-willed Captain of a Lear 25 Business Jet.

Jeff shouted out”Hop in the left seat and start ‘er up. I’ll show you how to really fly this thing!”

Talk about transformational experiences

From that moment, I knew the kind of leader I wanted to be!

So let me ask you

Are you in the type of sales organization that helps people “Get in the left seat and start ‘er up?”

In other words, do you have the organizational commitment to create Self-Sustained Professionals through providing proven structures for learning and application?

Restaurant Supply a Lifesaver for Caterer

Posted by henrischauffler on March 23, 2015

A few years ago, I was working as a catering manager of a local historic hotel. The hotel had been in terrible condition for many years until a group of investors purchased it and began the long arduous process of renovation. They were able to get the majority of it renovated before the funding started to run out, at which time they opened for business to offset some of the costs of ownership. As a result, all of the rooms, lobby and ballroom were completely renovated, while the restaurant was still in a sorry state. Since the ballroom was booked for events, I was hired to cater, using the kitchen in its un-renovated condition. The kitchen could handle an event every week, but wasn’t ready for the business a new restaurant would bring. So, I took the job, set up shop in the kitchen and began catering every event that came through.

Shortly after the hotel reopened, things started getting very busy. In addition to being full most of the time, people were booking events right and left. I was soon catering two or more events a week, with a schedule booked months in advance. What had started as a part time job was quickly turning into double overtime. They even expanded my floor staff and hired two full time assistants for the food preparation work, which I normally handled myself.

Then, inevitably, the investors who owned the hotel decided it was time to renovate the restaurant. I was quickly told that I wouldn’t be needed anymore. They would use an outside caterer who could bring food in. I really didn’t want the business to end, and while commiserating over its inevitable demise with one of my staff members, he suggested I contact a restaurant supply company just to see what it would cost to set up shop on my own.

This turned out to be one of the smartest moves I’ve ever made. My restaurant supply dealer practically guided me through what I would need and how I should go about setting up my equipment to maximize the amount of food I could produce. He was able to not only recommended the best equipment for my situation, but also gave me several tips on how I could save money and steered me away from some of the unnecessary equipment I thought I had to have. I don’t think I would have even considered starting the business from scratch without his advice, considering my limited budget and lack of location.

As you might have guessed, I decided to take the risk and give it a try. It’s now two years later and business is booming. I still thank my restaurant supply dealer every time I talk to him, because without his knowledge, I might never have taken the chance on myself and my business.

Prospecting Your Customer

Posted by henrischauffler on March 22, 2015

Prospecting Your Customer

When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale.

We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesn’t mean that once we get a sale out of our customer, that we hurry them out the door and move onto the next one.

Build a relationship with your customer. As you close the deal on your sale, talk to your customer, find out what it is they need and can use that you can provide them with.

People love to talk about themselves, so it shouldn’t be too hard to get them talking.

Ask about their job, their family, their pets, their hobbies, etc.

For instance, when I was in banking, working within the branch network and someone came in to open a checking account, I would sit them down at my desk and profile them.

How would I profile them?

I would take down their information and put it into my computer. By doing this I was able to see if this customer was new to our bank or an existing customer.

Now, if they were a new customer, and came in to open a checking account, I could safely assume that their savings account, investments, and loans were at another bank.

This is about the time I would start my profiling. I would ask about the other institutions that he did business with and compare the benefits and features of our products to the ones he had.

I also knew that there was a reason that he decided to open an account with me, perhaps he just wasn’t happy with his existing bank.

Remember, I only told him about our products and services, I did not push them on him. However, I did make notes of everything we discussed, so I could follow up at a later time. I would also leave my customer with a welcome packet consisting of a brochure for each of our products and several of my business cards.

The customer is in the door. You have some of their business. That is fine for the time being. You don’t want to overwhelm them. Build the relationship with them, gradually find out what their needs are by prospecting, than when the time is right, go over a product with them that you believe is ideal to their needs.

If I had an existing customer in front of me, I had the ability to se what they did and did not have, and again, I would go over the benefits and features of our products, taking notes, and following up at a later time.

The next time you have a customer in front of you, prospect them. Find out what they do and do not have with you. Once you have figured this out, offer to explain the benefits and features of products you have that you believe would be good for them. Make notes of the conversations you have with your customers, than follow up with them to talk about the products you had discussed.

Prospecting is simply finding out what a customer needs that they don’t have. Once you have established what their needs are, the rest will come relatively easy. Good luck.

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