Valhalla Business Solutions - Business Management Consultants

Sales Management Consulting Specializing In... Sales and service Systems, Managing younger generations, Management protocols Coaching effectiveness

Sunday, April 26, 2009

Assumptive Selling (Don't DO IT!)

Profile
Patience
Listen
Recommend

So often I witness sales people in action and I have to be honest it is out right pathetic. Three times this week I have had the opportunity to witness some of the most ineffective behavior.

Truth is I watch ineffective sales people have to get 3-4 times the number of clients to reach their volume goals, compared to an effective sales person. Any business owner knows it is significantly harder to obtain a new customer than cross sell one. Most sales people struggle with both.

Sales people please profile, take the time to have targeted customer questions which turn your customers brain on. This will undoubtedly reveal potential needs your company may have solutions for. The number one rule hear is never, ever make a recommendation during this time. It changes the environment in the conversation. Quickly a sales person frequently makes this mistake and begins to discuss cost and provide numerous product information. This will require a lot of patience becauseintuitively a sales person has solutions to fix a customers issues. Make sure you listen and listen some more.

Lastly once you have listened to all their concerns, feelings, fears, wish lists, etc. Make a formal solution based recommendation.

Labels: banking, Coaching Teams, corporations, cross sell, development, economy, feedback, management expectations, relationships, Restaurant Management, Small Business CEO

posted by Valhalla Business Solutions at 10:08 PM 0 comments

Monday, April 13, 2009

Internal Politics 101

Gossip with peers
Managing perception
Staying networked
Pursue a Mentor

Truth is politics are a main stay in every environment. Managing them is your responsibility, if success is important to you. This is a broad topic which can be very far reaching, so I will only touch on a few items here.

Understanding where you are on the totem pole is critical. Most people sit today in an environment which they have multiple peers and a ladder on the way up, sometimes 3-5 layers high. If elevating your career is important to you, then the number one rule is remove yourself from peer gossip. In a political environment everything you say and do will be used against you. To establish yourself as a leader elevate your empathy skills and turn those complaining, rumor milled conversations your peers engage in, into positives about the company.

Number two, manage peoples perception of you. This can be a very difficult thing to do, often someones self image is not a true reflection of the perception they illuminate.
Things to consider:

Appearance

how you dress
how often do you smile
how do you smell etc.

Taking notes

with your boss
with your employees
in meetings

Communication

consulting your boss on any upper management communication
talk with your boss daily
say yes to projects willingly
don't say yes to everything

Competency

know your department
numbers
forecasts
employees

These are just some things you should be conscience of on a daily basis.

Staying networked is important, stay proactive by using the Valhalla Effective Manager Calendar to assist in staying proactive. Which means have a network lunch frequently. Once a week with people of influence or who directly/indirectly impact your development and your department.

Having a mentor internally can do much for your career. Mentors often have been through similar experience which currently face or will face and can help you navigate the political waters. Or help you with tactical advice to make you more successful in your work.

Labels: Coaching Teams, conflict resolution, development, economy, internal customers, learning, management, management expectations, polotics, relationships, Restaurant Management, Small Business CEO

posted by Valhalla Business Solutions at 6:27 PM 0 comments

Saturday, February 14, 2009

Making Your Internal Customer Relationships Real

Know your employees, peers and managers
Acknowledge their desires
Follow up with what they hold dear

Of all the things that can impact your business, the relationships you establish create longevity for the company. Although this is fundamental, it is frequently skipped or continuously fabricated. For those of you reading this article, take a moment to think about your business relationships. If you are in a corporation, what do you know about your peers, managers and employees? Why they come to work? What motivates them? What is most important in their life? Where do they want to be long term? Have you taken the time to truly care about the people you spend a considerable quantity of your life with?

Now that you have analyzed the business relationships in your life. Were you able to answer these questions about your employees, peers and managers?

How often has anyone asked you the questions above? Would you have a lot to say? My most productive relationships at work, involve a mutual understanding and appreciation for the questions above. If your reading this blog, it is your responsibility to take leadership and acknowledge this about the people around you.

In my years of experience most people don't come to work because they love coming to work. There are external factors that drive them. Such as family, money, vacation, spouse, legacy, relationships, pride, etc. It is your role as a leader to acknowledge and accept what is important to them. As a result you will have employees, management and peers more engaged in your process.

Below is an example of the difference between a great leader and one with cordial relationships...

Average: "John how was your weekend?"
Great: "John I know your were really anxious to see your son Chris's ball game this weekend. How did it go?"

Average: "Cyndee, what outstanding work on your sales reports!"
Great: "Cyndee, what outstanding work on your sales reports, specifically where you highlighted the growth in your effectiveness in customer interactions. You will have that bonus to pay for your wedding in no time!"

Average: "Ralph, you have fallen behind on your sales plan for the third month in a row. I am very disappointed!"
Great: "Ralph, you have talked at length about being number one in sales for the district. I know how important this is to you to make the company sales recognition trip, what can you do to get back on track to being number one?"

Labels: internal customers, management, relationships, Small Business CEO

posted by Valhalla Business Solutions at 10:51 AM 0 comments