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Click Board! After Action Review Source The After Action Review is a extremely highly effective technique that helps teams and organizations learn how to achieve excellence. This .pdf file has the basic idea. http://www.fireleadership.g ov/toolbox/after_action_re view/aar.pdf The Art of Conversation Here is a guide for the shy person. What do you say after you say hello? What would you say after you said hello to Paul McCartney? Michael Jordan? Be prepared. http://www.entertainmates. com/experts/conversation. asp |
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Well-Spoken
"Good teaching is
one-fourth preparation
and three-fourths pure
theatre>"
Gail Goodwin
"No one realizes how
beautiful it is to travel
until he comes home
and rests his head on
his old, familiar
pillow."
Lin Yutang
"Good teaching is
one-fourth preparation
and three-fourths pure
theatre>"
Gail Goodwin
"No one realizes how
beautiful it is to travel
until he comes home
and rests his head on
his old, familiar
pillow."
Lin Yutang
ManagerZine Archive Favorite
16. Getting to the Heart of
Selling: Part 2--Add Value
Can you imagine customers cheering a
salesperson when he or she enters a conference
room? It has happened. Customers are so taken
by what the salesperson can do in the problem-
solving, catalyst role that they feel grateful.
Customers feel grateful for a salesperson? How?
Adding value is what happens during and after
the sales process. Adding value is what
salespeople do when they are addressing wide
array of customer problems with their extended
product notion. A salesperson who adds value
can make a difference to how the sales process
works, how solutions impact a customer’s
business, how people feel about the solution, all
the while cementing relationships and holding off
competition. Salespeople who make a difference—
I think every salesperson’s goal is to be
welcomed eagerly by customers in their
anticipation of the ideas and insights he or she
will have for their problems.
The image comes to mind of a group of
customers watching their favorite salesperson
from a conference room overlooking visitor’s
parking. The salesperson emerges from a car and
starts walking to the entry. One customer turns to
another and says, “At least, now we’ll get
somewhere.”
Now that’s adding value.
Copyright 2007, Singularity Group, Inc.
16. Getting to the Heart of
Selling: Part 2--Add Value
Can you imagine customers cheering a
salesperson when he or she enters a conference
room? It has happened. Customers are so taken
by what the salesperson can do in the problem-
solving, catalyst role that they feel grateful.
Customers feel grateful for a salesperson? How?
Adding value is what happens during and after
the sales process. Adding value is what
salespeople do when they are addressing wide
array of customer problems with their extended
product notion. A salesperson who adds value
can make a difference to how the sales process
works, how solutions impact a customer’s
business, how people feel about the solution, all
the while cementing relationships and holding off
competition. Salespeople who make a difference—
- Provide continuity from past issues and
problems, past purchases and applications
to future strategies and customer intentions
- Consider a customer’s strategy and long
term needs when developing solutions
- Build alliances and loyalty within the
company by accommodating the needs of a
wide group of stakeholders
- Bring in expertise—technocrats, senior
managers or other resources—to offer what
value is appropriate for the sake of the
customer’s business, not just for a sale
- Knows the customer’s company—how the
business works and what its operating
policies are, its culture, the quality of its
people
- Build a reputation that he or she is
dependable, solid and on the company’s
side, an advocate
I think every salesperson’s goal is to be
welcomed eagerly by customers in their
anticipation of the ideas and insights he or she
will have for their problems.
The image comes to mind of a group of
customers watching their favorite salesperson
from a conference room overlooking visitor’s
parking. The salesperson emerges from a car and
starts walking to the entry. One customer turns to
another and says, “At least, now we’ll get
somewhere.”
Now that’s adding value.
Copyright 2007, Singularity Group, Inc.