Tags |
|
|
Links |
|
|
Will You Add? - Busting Your Assumptions: Effective Probing Techniques for Sales Professionals
Many people don't like the idea of goal setting; in fact, just the mere mention of the words makes them cringe. However, there is no doubt that goal setting works. The problem is that most people aren't doing it the right way. I am not going to spend time talking about the many aspects of goal setting--the bottom line is that goal setting works and is an important aspect of the L
If you're an employer or a manager then work place absence is costing you money, inconvenience, and upsetting your customers. And as we all know, not all days taken off work are due to genuine sickness. Many employees "take a sickie" because their morale is low and they just don't like or can't do their work.The challenge for employers and managers is to make people
- “I lost the sale because my price was too high.”
- “I know exactly what my customer wants.”
- “I can’t hold a member of my team accountable for the delays in our project because she won’t like me if I do.”
- “I don’t delegate often enough because I know I can do the work better myself. “
These assumptions may be correct. However, they also might only be partially right or they might be absolut
I encourage you using controversy to differentiate your business from your competitors. But when you do, you’d better know what you are doing.A Mitsubishi dealership in Columbus, OH recently decided to run “A Jihad on the automotive market” ad campaign that declares, “Our prices are lower than evildoers’ everyday, just ask the Pope”.I don’t think everybody who hears
- “I know exactly what my customer wants.”
- “I can’t hold a member of my team accountable for the delays in our project because she won’t like me if I do.”
- “I don’t delegate often enough because I know I can do the work better myself. “
These assumptions may be correct. However, they also might only be partially right or they might be absolut
I was a freshly graduated Accounting degree holder when I saw Monty Python's great comedy skit:Man to career counselor: "I'm an accountant, but I want to change jobs."Career counselor: "Why?"Man: "Accountancy is boring, boring, BORing, BORING!, boring, bor . . . ING!"Career counselor to the man: "But, sir, our tests show you're a very boring person."f my team accountable for the delays in our project because she won’t like me if I do.”
- “I don’t delegate often enough because I know I can do the work better myself. “
These assumptions may be correct. However, they also might only be partially right or they might be absolut
Sometimes after you secure IT service contracts, you might be afraid that your customers might give you more than you can handle, or that you won't be able to deliver service on time. But not to worry - if you fully prepare yourself and follow specific guidelines you will be able to follow through with your promises.Experience Breeds ConfidenceWhen offering IT serv
These assumptions may be correct. However, they also might only be partially right or they might be absolut
A big part of an honest online stock broker’s job is keeping customers away from investment pitfalls, a task not even the smartest machine can manage. Investors may like $5 commissions on stock trades, but behind these low prices often lurk excessive costs associated with getting the trade done. Poor trade execution and poor advice often make trading online far more expensive tha
The problem with assumptions is that we are certain they are true. We unquestioningly believe, for example, that if we ask a customer about their needs, we look stupid (shouldn’t I instinctively know their needs?).
Also, making assumptions can easily lead to a negative outcome in our dealings with customers. For instance, I go nuts when a salesperson starts solvin
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.atriclecheck.com/article/40128/atriclecheck-Busting-Your-Assumptions--Effective-Probing-Techniques-for-Sales-Professionals.html">Busting Your Assumptions: Effective Probing Techniques for Sales Professionals</a>
BB link (for phorums):
[url=http://www.atriclecheck.com/article/40128/atriclecheck-Busting-Your-Assumptions--Effective-Probing-Techniques-for-Sales-Professionals.html]Busting Your Assumptions: Effective Probing Techniques for Sales Professionals[/url]
Related Articles:
Enhance Your Business Communication Skills
Maximising Your Communication When Replying to Emails
When A Salesperson Is Better Than His Manager Part III
Bookmark it:
|