Management Development Insights

Actionable articles and insights for busy executives

Category: Sales and Marketing (page 1 of 4)

Asking the Right Questions

asking the right questions“Judge a man by his questions rather than by his answers.” ― Voltaire
Once you know  what kind of information you need and who to ask, you have to ask your questions the right way. The right way means the way that gets you the most valuable information possible. Here are some questioning techniques to get that valuable information out into the open…

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Negotiation Techniques – 10 Top Mistakes

negotiation techniquesAs an executive, a business manager or entrepreneur, one of the skills that determine your success is your ability to negotiate. Whether you are negotiating on price, on value, on which idea to implement or you are negotiating to reach a compromise on a difficult issue, it is easy to forget key principles of negotiation in the heat of the moment or in your desire to close the process.

Here are the top 10 mistakes that people make that you should avoid while negotiating:

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Customer Loyalty – 3 Keys

customer loyaltyWhether you are a marketing manager in a multinational, a services manager in a national company or an entrepreneur running a small startup, customer loyalty is like gold dust…

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Is Your Message Compelling Enough?

Is Your Message Compelling Enough?This article is based on the work of an advertising executive called Maxwell Sackheim, a creative thinker who challenged every ad, every copy and message to ensure he would get the best results possible. Let’s say you are creating an ad or writing a message about a golf product to people who play golf. You cannot assume that just because the topic is of interest to them, they will read and act on your message. You have to provoke, to challenge, to compel the readers…

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The Carnegie Principle

The Carnegie PrincipleOne of the mood states that Dale Carnegie thought was particularly important in a presentation was enthusiasm. In one class he held in Philadelphia, a young insurance salesman named Frank Bettger was mumbling his way through an impromptu talk. Carnegie interrupted him and said “Mr. Bettger, are you interested in what you are saying?”. Mr. Bettger replied “Yes, of course I am.” Carnegie then responded by saying “Well then, why don’t you talk with a little enthusiasm? How do you expect your audience to be interested if you don’t put some life into what you are saying?”

 

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People Buy From You

Buy From YouPeople buy from you means they will only buy from you if they like you. This assessment of you comes before they buy what you have to offer: ideas, recommendations, products, services etc. Irrespective of the situation you are in – professional, business, social – you have to sell yourself to get to first base with anyone…

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Marketing Wisdom for 2014

Marketing StrategyIt is 2014 and times have changed, technology has changed and people have changed. In marketing, some things have changed for sure – and some ideas are as old as the hills but still relevant. For organizations planning their marketing for 2014 and beyond, here are some old and new words of wisdom extracted from quotations and articles and tweets by heavy-hitting marketing gurus…

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