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Will You Add? - How To Increase Sales By Using Just One Word
At a recent industry meeting, one of the speakers focused on Human Resource Issues. One area of particular interest to everyone there had to do with Hiring. Virtually everyone in attendance had made a bad hiring decision at one time or another and fully knew the high cost of a bad hire. The speaker advised that it had been hi
Every year, you can expect lists to come out about everything. This year’s top 10 lists include some of the most enlightening revelations about business and the direction business is going. In a recent report, fast food, janitorial services and delivery services seem to be the peak of 2006. How does Rivky’s Art Workshop st
So what is that one word? Agreement This word has truly almost magical power when used during the sales process.
According to Webster, one of my favorite friends, agreement means to being in harmony and understanding between individuals or a contract. The key word is contract. By having agreement means having a verbal contract. Through the articulation of this word by the sales person to the prospect and the prospect positively acknowledging agreement provides permission to go to the next step of the sales process. Fairly simple and straight forward isn't it?
Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you written a proposal only to have it sit in limbo without any action being taken? NOTE: A future article will discuss how
The following 'difficult' questions are common to most tricky or adversarial interviews. In order to convince the interviewer that you are the best person for the job, you must prepare and rehearse your answers meticulously. Study the job description and the candidate profile; research the company; and match your skills and a
So what is that one word? Agreement This word has truly almost magical power when used during the sales process.
According to Webster, one of my favorite friends, agreement means to being in harmony and understanding between individuals or a contract. The key word is contract. By having agreement means having a verbal contract. Through the articulation of this word by the sales person to the prospect and the prospect positively acknowledging agreement provides permission to go to the next step of the sales process. Fairly simple and straight forward isn't it?
Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you written a proposal only to have it sit in limbo without any action being taken? NOTE: A future article will discuss ho
Last Monday I met with a new client – a representative of a local university. She was a very cheerful lady but had no marketing background, and was completely in the dark about what promo item to choose. At the top of her list were custom magnets – she wanted refrigerator magnets with her university logo, and she wanted the e
Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you written a proposal only to have it sit in limbo without any action being taken? NOTE: A future article will discuss ho
A few years back when I moved to Charlotte, NC for the first time, I came with high hopes of starting my business for the first time. We picked Charlotte because it was a growing city with a lot of potential. There was a booming down town and cultural events were starting to make their way to the area.I didn’t know a
Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you written a proposal only to have it sit in limbo without any action being taken? NOTE: A future article will discuss ho
Starved again—I still can’t shed that pesky hunger habit—I walked into a restaurant with great food, slightly stiff prices, and weird service.Sometimes I’m hungry enough to put up with weirdness, but yesterday, was another matter. The sheer absurdity of the joint got to me.Here’s the scene. It’s 4:45 on a Friday
Here is an example of how I use this powerful word within my business coaching practice that truly implies giving one's word through a verbal contract.
After the fact-finding session, I usually ask a closed ended question such as: "Are you in agreement with the situation that I have just described or is there something that I am missing or misunderstanding? Note: The situation includes demonstrating quantifiable results that easily reflect a significant, positive return on investment. I wait for the response both verbal and non-verbal before proceeding to the next question.
I then present how the coaching will proceed including an overview of objectives, schedule, retainer payment and payment of the balance. Since one of my values is to provide a money back guarantee less retainer, my clients feel confident that I am a person of high integrity and performance driven.
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