As the economic downturn takes center-stage across the world, the selling process has come under scrutiny again like all other business processes. This is a good time to reflect on what selling used to be and how it has changed. The need to overcome buyer resistance and adding real value has never been so keenly felt by sellers..
Author: Asad Zaidi (Page 30 of 34)
It takes a lot of space to list all the things one should do to put out a good presentation. but here’s a quicker way to improve: just don’t do these 6 things
Lot’s of people these days are familiar with SMART goals – S for specific, M for Measurable, A for Achievable, R for Realistic and T for Timebound. In fact, entire training sessions lasting for days revolve around how to make SMART objectives. Gee whiz! Now that we are all familiar with the acronym, it would seem we can all go ahead and set goals more effectively. But the reality as we have all experienced is very different. Many goals we set are never realized (like the New Year fantasies on personal change) because we focus too much on the outcome, not the process . Ninety times out of a hundred, this is a setup for failure…
In one of his famous books called the Ultimate Sales Machine, author/entrepreneur/salesman Chet Holmes uses a quote (no one knows who said this originally)
“Maturity is when all of your mirrors turn into windows”.
Mr. Holmes goes on to say in his book:
“Most people live their lives surrounded by mirrors, focusing on themselves. They see their feelings, their needs. They think about how they come across to other people and whether or not they will get what they want…”
If someone is looking to you for advice, or they want to buy something from you, or they want to seek advice about making a change in their life, it is essentially an effort to improve or enhance their existing situation. The core issue is an emotional need. The actual product itself is just a means to an end; it is not in and of itself the solution. The emotional satisfaction that the product provides, however, is. This is why asking questions is so critical…
Based on research by Center for Creative Leadership (CCL)
These are ideas, strategies and tactics that CCL has developed and refined over many years working with large numbers of clients and many kinds of organizations
Job assignments and the kinds of jobs people have done are crucial in the role of leadership development. CCL has identified these five key challenges that open the door to powerful leadership lessons:
Challenge 1: Unfamiliar responsibilities.
When you practice new skills and expand your knowledge base, you learn how to operate effectively when you are early in a learning curve.
A summarized extract from a series of internet articles by Peter Grazier
Most managers find it not so hard to get proficient in technical aspects of their work, in operations and in processes. But they often struggle with people related matters such as interpersonal communication, handling conflict, motivation, resistance to change etc because this has never been part of the curriculum in most universities other than in superficial ways.
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