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Will You Add? - Problem Solving Is The Bedrock Of Successful Selling
A learning organisation is an organisation that learns and encourages learning among its people. It promotes exchange of information between employees, hence creating a more knowledgeable workforce. This produces a very flexible organisation where people will accept and adapt to new ideas and change through shared vision.It is said that the only constant in life is change and organisations are not spared. Change brings about not only uncertainty and risks but also opportunities for growth. Those organisations that can manipulate the information available have a bigger chance to succeed.
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy d
A firm's organisational structure is the result of many things – history, strategy, value chain, product line, competition etc to name but a few.Flat hierarchies tend to foster creativity but why? What if an entity has a tall hierarchy – drastic transformation is often not an option. Imagine you are the CEO of a large multinational, what are you going to do, ask them to alter their organisational structure?Flat hierarchies work because of properties such as a) fast links to decision makers, b) fast feedback processes and c) greater intimacy with the problem.These can be imp
For“foolish consistency” read “dull routine”. Routine – doing things by habit, subconsciously, without thinking – is the enemy of success.
The human mind is a computer. You programme your computer by the input you feed into it: learning, knowledge, experience and so on. If you programme your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success.
How do you build and input images of success into your computer?
By creativity…by thinking.
The fruit of thinking is knowledge; and knowledge is the medium from which skills are built.
In skills learning, there are four steps:
Step One:
The Unconscious Incompetent. They don’t know that they don’t know. The salesperson that is making mistakes, but is not aware of them.
Step Two:
The Conscious Incompetent. They know that they don’t know. This is the beginning of wisdom. The salesperson that is aware they are not cashing in on their full potential and wants to learn how to improve.
Step Three:
The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.
Step Four:
The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.
Note that I say semi-automatic. Even the Unconscious Competent should have the ability and the sharpness to call forth self-awareness.
Purposeful self-awareness, plus a knowing application of skill, generates maximum personal horsepower.
The handmaiden of creativity is Imagination. Imagination is the well that brings forth the new ideas that are essential to your growing success.
Brainstorming is the way to keep imagination active, fresh and alive.
These are the rules of brainstorming new ideas:
• Quantity: Numbers; the more ideas, the greater percentage of success
• No criticism: Don’t pre-judge any idea until you have a basketful to pick from. This is the key. Judgment tends to inhibit imagination
• Free-wheeling: Don’t reject an idea because it is unusual or “off the wall”
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy d
Mergers are the equivalent of society weddings in the business world. But the honeymoon is usually over sooner than expected. Between one half and three quarters of all mergers do not work – they destroy rather than create value. Takeovers destroy almost a third of the acquirer’s pre-acquisition value, according to studies from the ESRC Centre for Business Research. According to most traditional assessment method, which is to simply compare the pre-bid profitability of the acquirer before and after acquisition, acquisitions result in significant improvement in profitability. However
In skills learning, there are four steps:
Step One:
The Unconscious Incompetent. They don’t know that they don’t know. The salesperson that is making mistakes, but is not aware of them.
Step Two:
The Conscious Incompetent. They know that they don’t know. This is the beginning of wisdom. The salesperson that is aware they are not cashing in on their full potential and wants to learn how to improve.
Step Three:
The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.
Step Four:
The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.
Note that I say semi-automatic. Even the Unconscious Competent should have the ability and the sharpness to call forth self-awareness.
Purposeful self-awareness, plus a knowing application of skill, generates maximum personal horsepower.
The handmaiden of creativity is Imagination. Imagination is the well that brings forth the new ideas that are essential to your growing success.
Brainstorming is the way to keep imagination active, fresh and alive.
These are the rules of brainstorming new ideas:
• Quantity: Numbers; the more ideas, the greater percentage of success
• No criticism: Don’t pre-judge any idea until you have a basketful to pick from. This is the key. Judgment tends to inhibit imagination
• Free-wheeling: Don’t reject an idea because it is unusual or “off the wall”
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy d
A pre employment screening usually involves some basic investigation. The most important and common screening is for the authentication of the data in the resume. Many applicants have fake job experiences in their resumes. This might make the resume look attractive but might prove to be harmful to the applicant if the results turn up that the resume has been falsified. Many people expect the employers to take the resume at face value. Of course, a good resume does provide a good impression but if it is falsified, there could be no chance that the employer would consider the candidate.B
Step Four:
The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.
Note that I say semi-automatic. Even the Unconscious Competent should have the ability and the sharpness to call forth self-awareness.
Purposeful self-awareness, plus a knowing application of skill, generates maximum personal horsepower.
The handmaiden of creativity is Imagination. Imagination is the well that brings forth the new ideas that are essential to your growing success.
Brainstorming is the way to keep imagination active, fresh and alive.
These are the rules of brainstorming new ideas:
• Quantity: Numbers; the more ideas, the greater percentage of success
• No criticism: Don’t pre-judge any idea until you have a basketful to pick from. This is the key. Judgment tends to inhibit imagination
• Free-wheeling: Don’t reject an idea because it is unusual or “off the wall”
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy d
Remember that the majority of customers who have a complaint resolved to their satisfaction are more loyal after the event than they ever were before the problem arose.Now don’t use that as an excuse to make a mess of things for every customer. You’ll soon get caught out. But, when things do go wrong, how can you win the customer round?My first story is about my local Sainsbury supermarket.My wife, Maggie, had bought some fruit. But when she got it home we noticed that the grapes looked a bit "manky" and the pineapple was past its sell by date. So I volunteered to take
Purposeful self-awareness, plus a knowing application of skill, generates maximum personal horsepower.
The handmaiden of creativity is Imagination. Imagination is the well that brings forth the new ideas that are essential to your growing success.
Brainstorming is the way to keep imagination active, fresh and alive.
These are the rules of brainstorming new ideas:
• Quantity: Numbers; the more ideas, the greater percentage of success
• No criticism: Don’t pre-judge any idea until you have a basketful to pick from. This is the key. Judgment tends to inhibit imagination
• Free-wheeling: Don’t reject an idea because it is unusual or “off the wall”
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy d
To charge, or not to charge, that is the question. And, if you do charge, how do you do it without feeling guilty?It can be an internal battle when you try to set your pricing. Part of you says, it’s wrong to profit from your gifts. Another part of you reasons that you must make a living in order to keep doing what you love. Still another part of you says that maybe if you charge a fee well under what seems greedy, it will all work out.You are here to share your gifts. You are here to live your passion. We live in a physical Universe where the exchange for goods and services is mo
• Combinations: Combine ideas and see what kind of offspring they produce.
Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.
The aim of creativity is problem solving. That’s the essence of successful selling.
The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy desire
• Help the prospect find the right reasons for a favourable decision
Selling is nothing more than an exercise in problem solving. By constantly keeping your imagination and creativity at work, you will develop the best attitude for problem solving. You will build an unending source of ideas. You will become an idea producer and this will be your source of “value add” that will differentiate you from your competitor.
Differentiate Between Activity and Accomplishment
Activity relates to being busy but accomplishment equates to getting meaningful things done. It takes energy to fail. The successful salesperson channels their energy into creative, productive channels leading to pre-defined goals.
Accomplishment is measured by the amount of creativity involved.
And Finally: Value Added Asks:
“What service or benefit can I add to what I give my customer, other than my product?”
Not just service in the sense of speedy delivery, prompt follow-up and personal attention, which are normal adjuncts of any real sale…but a real plus idea, something extra of value to him beyond the immediate transaction…that goes beyond the nine dots of your job…
Value Add, through idea giving, is the ingredient that earns you the right to ask for the order, and to expect it!
Copyright © 2006 Jonathan Farrington. All rights reserved
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