Oct/090
It still pays to do the right thing…
Last week I presented at a senior executive forum in metro Phoenix. During the discussion the principle of ethics in business and the sales process was raised.
One of my mentors and highly regarded business associates posed the notion that part of the current business dilemma we are experiencing today, has to do with unbridled greed and unethical business practices.
Possibly a subject left to discuss when times are better?
Doing the right thing is not restricted to when the timing is right, but rather a pattern of behavior honed over years of understanding the ethics and standards we follow in our society.
Without getting too preachy, I would suggest each of us examine our own sales process and reestablish the values, rules, and practices we as leaders convey to our entire enterprise.
We often give sales professionals great latitude in dealing with customers and prospects, reconnecting them with your ethical foundation is the right thing to do and good business! Once a reputation is sullied, you all know how long it takes to recoup if ever.
Proper business ethics never go out of style! www.nealabc.com
Sep/090
Easy way out selling on ‘Price’…
In many of our engagements over the last two years we hear sales professionals complain “the old days are gone it’s all about price!”
Price has never been excluded from the equation. Perhaps there was a little less emphasis in the past, but always lurking near the surface.
Although we are in the most difficult economy in our lifetime hasn’t it always been about price, value and relationships?
Sales professionals can become pessimistic allowing the customer and themselves to obsess over price. World class sales professionals continue to dig deep and wide looking for opportunities to creatively bring value, innovation, cost reduction, and relationships to the sales process.
As owners, sales managers, and sales professionals we must all look introspectively and resist the tendency to fall prey to the price mantra.
Do you believe in your goods or services? If so challenge yourself to find the differentiators. Price will has always been and will always remain relative! www.nealabc.com
Aug/090
Staying Relevant in the Sales Game
A couple of months ago my two sons’ and daughter urged me to remain “relevant” by being connected to Facebook, LinkedIn and other social networking offerings.
After an initial defensive response, I pondered their observation and deduced we all must keep moving ahead never accepting the status quo. The notion that we are not a finished product unless we say so is thought provoking!
This is thought provoking for personal as well as professional endeavors.
For owners, sales managers, and sales professionals the question is are you keeping pace?
Are you remaining relevant to the needs, wants and desires of your customers?
Does the market place offer new opportunities that “old “perceptions are preventing you from taking advantage of?
Pose these questions to your sales team, challenge them to think out of the box, encourage them to try new approaches, keep them relevant! www.nealabc.com
Jul/090
Know Your Customer’s Perspective
Most entrepreneurs, CEOs, and sales managers focus internally on their products or services and try to figure out how to make them more appealing to a customer.
This product “pushing” mentality, at least from the seller’s perspective is not in concert with today’s consultative sales approach. Customers want to engage in problem solving vs. product flash.
As a result, knowing your customer from their perspective is the only perspective that counts.
Management needs to help their sales professionals understand customer’s wants and needs both present and future. This requires more of an inquisitive approach, asking more probing questions and understanding the customer’s entire business proposition.
This macro view allows specific products or services to create more value when connected to the customer’s situation. www.nealabc.com