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Digg it UP - More Questions - More Sales
Planning a meeting, corporate event or conference can be a trying task - particularly if you expect the event to be a large one. But before you despair over thoughts of potential meeting mishaps, remember that there is help at hand.There are a number of comprehensive resources to which you can turn when planning a meeting or event - from extensive checklists to professional event planners. And whether you're a practiced corporate event planner or are about to embark on your first ever event-planning effort, it's always essential to make full use of these resources.One of your most significant event planning resources will likely be the venue at which you choose to hold your event. That's because event venues are usually equipped with a range of internal event services and facilities, such as audio-visual technology and dedicated event staff. However, you'll likely still need to outsource various other services, such as transportation and accommodation (if the event requires
Goal setting should really be defined as a person creating the future in advance by writing these goals on a paper and doing what ever it takes to make it happen.Ok, what is the first step? You need to define a goal. You need to know exactly what you want, when you want it, and why you want it. That is your goal. If you don't know exactly what your goal is, you will not commit to it.So you need to know what you want to achieve and WRITE it down on a piece of paper. Having your short term goal or long term goal in your head only may not help that much. Every book says that.When you do write your goals down, you need to ask yourself one important question. Is this goal realistic? Can you really make it work and come true? Do you really believe that you can reach it? Faith is also an important ingredient that can make or break your goal. If you don't think or believe that you can make your goal a reality, then you probably won't.You need to have faith in yourself
Part of that process includes an effective questioning strategy to uncover needs and discover motives. There are numerous strategies that can be applied to the questioning process, but I have found the most effective strategy to be what I call the Moses Questioning Strategy. There were seven questions Moses wanted answered before they crossed the Jordan and invaded Canaan. The implications of the questions are far-reaching, and application to the s
How many times have we run afoul of film producer Samuel Goldwyn’s famous maxim: "A verbal contract isn't worth the paper it's written on"? (I’ve certainly done it). And yet, isn’t life nicer, simpler when you don’t have to worry about creating a paper trail? Why not just trust the people you’re doing business with? Isn’t my word my bond?"Jared" had had the same attitude. Jared is an easy-going computer geek, more interested in creative problem-solving for his tech support clients than printing out every possible piece of paper to cross "t"s and dot "i"s. That said, Jared had a written lease for his office space, under which he was responsible for paying his share of real estate taxes. Last year, the taxes skyrocketed. So when he received the bill, he called the landlord (a college classmate) to work out a payment plan, instead of paying the taxes in a lump sum. Because they were friends, Jared didn’t confirm his agreement in writing, thinking the landlord agreed to the
Part of that process includes an effective questioning strategy to uncover needs and discover motives. There are numerous strategies that can be applied to the questioning process, but I have found the most effective strategy to be what I call the Moses Questioning Strategy. There were seven questions Moses wanted answered before they crossed the Jordan and invaded Canaan. The implications of the questions are far-reaching, and application to the
Bill Ford (a car guy by blood) stepping aside and giving the job to Alan Mulally, formally president and CEO of Boeing Commercial Airlines (a non-car guy) states loudly and clearly that lack of industry specific experience is no reason to hesitate taking on a business you know little or nothing about. With just a bit more focusing you probably have all that you need to be a successful business owner.In the late nineties I took over the responsibility for a $30 million precision parts manufacturing company that served the auto industry. I made a number of trips to Detroit to talk with our customers and our plant received many engineers from our US and foreign based customers. The people employed by the US companies labeled me a non-car guy and basically paid no attention to my comments, ideas and plans. Those who worked for the foreign companies, however, looked at me as a qualified person who, as part of a team, would be able to do his part in finding solutions to problems and imp
Part of that process includes an effective questioning strategy to uncover needs and discover motives. There are numerous strategies that can be applied to the questioning process, but I have found the most effective strategy to be what I call the Moses Questioning Strategy. There were seven questions Moses wanted answered before they crossed the Jordan and invaded Canaan. The implications of the questions are far-reaching, and application to the
“I am really glad we met. I want to do business with you”. How would you like to hear a statement like that? It’s Easy! All you have to do is network. You can take all the great ways there are out there to meet, communicate, and make interactions into transactions but none will be as successful for you as networking. Nothing can every replace that face to face interaction that builds bonds between two people. No other form of contact is so strong to drive your life and your business to the greatest heights.What is networking you may ask? There are many definitions, but it is simply connecting with people of like interests for the purpose of uncovering opportunities, sharing information and learning of best practices. You cannot do it alone. So it is imperative that one gets out and meets new people that they can get help with for information, contacts and business. You will find all parts of your life are filled with networking starting way back in kindergarten. You learn to talk
Everyday I meet small business owners who delegate their marketing responsibilities to a third party and tell me “oh, our marketing guy handles that.”“Handle what?” I ask, then they usually tell me “oh our advertising and other stuff”.Whether you like it or not, whether you perform actively or passively, your business is always marketing.That’s not to say that you should “advertise” everyday. But it means that everything you do in your business should integrate to educate your prospects about the advantages that your business brings to them and each message should reinforce what you stand for.You can develop your unique marketing approach by* Testing,* Executing,* Monitoring,and most importantly, by paying meticulous attention to every penny you spend and bringing the best ROI.It doesn’t really matter if you don’t know what works and what doesn’t work at first.What matters is that you take responsibility to cont
Just recently I had the opportunity to customize our training program for a $9 million service company in the Akron, Ohio area. At first the response to the questioning sequence was hesitant, but as we worked through it, the lights came on and there was 100% buy-in from the sales team and management.
Later, one of the reps emailed me this message, “By using the questioning techniques, I have gained more information than I ever thought possible. The information seemed to flow out of the prospects when I applied the questioning techniques . . . After two days of training, the techniques are already paying dividends and I have tremendous expectations.”
What most sales people need is better informatio
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