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Digg it UP - Partner Selling: Serve Your Customers & Be Rewarded
What is an ECQ ?When you apply for a job with the federal government – particularly when submitting a Senior Executive Service (SES) application – you may be required to answer Executive Core Qualification (ECQ) statements. They are also called Quality Ranking Factors on certain positions but are essentially the same thing. The ECQ statements address, in 10 pages or less, five core skill areas. Each question is presented in a Context/Challenge/Action/Result format that is referred to as the CCAR method. The questions are evaluated as a group, with the applicant submitting two or three separate examples of leadership for each question. The examples must show how an applicant took a leadership position at a senior executive level.Merely doing an excellent job of following direction isn’t enough. The ECQ statements are designed to determine your skills as a leader, not a follower. So to complete a successful SES application, y
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one
Many of us have been fooled by the latest work at home hype that is popular today. Letter stuffers, medical transcription, online pyramids, surveys, and even eBay stores may all sound promising, but many times they let our hopes down. In the field of work at home telemarketing you may have discovered that there too just like the others are a lot of promising offers that are nothing more than cheap scams. This can be very disheartening when trying to start a new career. You may even wonder if there really is any legitimate work at home telemarketing jobs out there.The good news is there is! Right now there are many telemarketers making a substantial amount of money by working right out of their own home. The bad news is that these careers take a lot of work to find. Don’t let the hype fool you. Thought it may sound like there are millions of telemarketers making a great deal of money in the comfort of their own home, this is simply
Step 1: Caring! Become a partner with your customers by building a foundation of caring. One strong enough to help prospects buy all they need, want, and desire. Get out from behind your perspective into their perspective. Learn to see your customer's needs through their eyes, their perceptions. Do this, and you will become their trusted partner, rather than just another vendor.
Step 2: Knowledge! Product knowledge is a given, and still; it's important to mention that from this comes the ability to sell benefits. The second kind of knowledge is that which allows you to have direct and meaningful communication with your customers. I've found that a basic understanding of Neuro-Linguistic Programming (NLP), the science of how the brain learns, will assist any salesperson to become substantially more effective.
Step 3: Listening! Listen for NLP indicators. Everybody has a basic learning strategy: Visual, Auditory, or Kinesthetic (feeling). People use each of the three strategies in different learning environments. Yet, most people favor one strategy. Determine your customers preferred strategy by listening to the kind of words they use. Talk with them in their favored terms. As an example, the customer who says things like, "I wonder how this will look on me?" might be a visual. Talk to them in visual terms. Say something like, "Just picture yourself..." This is called direct or matched communication; you are mirroring your customer. Had you said, "Feel this fabric..." You would have had a communication mismatch that would have been less effective in building rapport.
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one
Everyone is concerned about the effects of global warming and protecting our environment, and avoiding the dangers posed by the continued abuse of the environment. Individuals and businesses are finding ways to be more environmentally conscious. The buzzword on being proactive for the environment is Green.Go green with your business promoting. Show your customers that you are as concerned about conserving natural resources and protecting the environment as they are. Show them your willingness to do your part to reduce the amount of waste you create that ends up in land fills and adds further harm to natural resources and our environment.No one who is in business would argue against the need for you to promote your business to be successful. They are under the same pressure as you to promote their businesses well in order to be successful and prosperous. Promotional mugs are the perfect and affordable way to promote your bu
Step 2: Knowledge! Product knowledge is a given, and still; it's important to mention that from this comes the ability to sell benefits. The second kind of knowledge is that which allows you to have direct and meaningful communication with your customers. I've found that a basic understanding of Neuro-Linguistic Programming (NLP), the science of how the brain learns, will assist any salesperson to become substantially more effective.
Step 3: Listening! Listen for NLP indicators. Everybody has a basic learning strategy: Visual, Auditory, or Kinesthetic (feeling). People use each of the three strategies in different learning environments. Yet, most people favor one strategy. Determine your customers preferred strategy by listening to the kind of words they use. Talk with them in their favored terms. As an example, the customer who says things like, "I wonder how this will look on me?" might be a visual. Talk to them in visual terms. Say something like, "Just picture yourself..." This is called direct or matched communication; you are mirroring your customer. Had you said, "Feel this fabric..." You would have had a communication mismatch that would have been less effective in building rapport.
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one
The short answer is no.I've known lots of Christian job seekers. Most of them share a few characteristics: They believe there's something special about "Christian job search" They think advertising their skills and achievements is wrongful boasting They have remarkably few skills and achievements to advertise They worry a great deal, but profess not to I can't cover all of those here. Let's deal with just the first one.I've helped a healthy number of Christian professionals craft job-winning resumes. You know what's remarkable about each resume?Not one of them mentioned Christianity.Being a Christian is a fine thing, but it doesn't belong blatantly on your resume.Your resume is NOT about your faith, or your opinions, or your clothes. Your resume IS entirely about your job performance and what the You, Inc. brand offers to somebody who wants
Step 3: Listening! Listen for NLP indicators. Everybody has a basic learning strategy: Visual, Auditory, or Kinesthetic (feeling). People use each of the three strategies in different learning environments. Yet, most people favor one strategy. Determine your customers preferred strategy by listening to the kind of words they use. Talk with them in their favored terms. As an example, the customer who says things like, "I wonder how this will look on me?" might be a visual. Talk to them in visual terms. Say something like, "Just picture yourself..." This is called direct or matched communication; you are mirroring your customer. Had you said, "Feel this fabric..." You would have had a communication mismatch that would have been less effective in building rapport.
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one
When anyone wants to start Internet marketing and begin to search relevant information about a small business resource the first question they do is whether they need an Internet marketing strategy.I am not an Internet marketing guru. However, to be success on online business it involves developing a product that will generate income, a web site on which to promote it and an effective online marketing or advertising strategy.Everything depends on you. It depends on yours focus, your energy and attention on the marketing.There is a phrase it says in life and in Internet marketing, it does not matter what you know. It only matters what you do. The meaning here is not what we learn is worthless or valley less of what people make. It is definitively not. The biggest wealth that we conquer is the knowledge that we create. It is the constantly learning.It is all about action. We take action applying ours knowledge.
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one
How do you make one of the daily newspapers or the TV channels do a story on you, your business, your company, or your client? What does it take to sell a story to a journalist? You can send off an email or pick up the phone and speak about your story idea to the journalist. But will the journalist bite it?These are some key points that I gathered from my interactions with the scribes over the years:1. The quality of the story peg - Wherever you go and whichever media we pitch to, it is a good story that sells. What makes a good story peg are relevancy, topicality, and how useful will the story be to the business community and/or newspaper readers. When we offer a good story to a journalist, not only are we helping ourselves but also the journalist in getting a byline or maybe to the front page. For instance, if you give an exclusive to a young journalist, you are helping him/her get noticed in the market and among his/her
Step 4: Questions! Your anatomy demonstrates quality communication—two ears and one mouth. This formula means you should listen twice as much as you talk. How else are you going to hear the answers to the questions that you hopefully ask? Asking about your customer's needs, wants, and desires along with past purchases will help you to know what product features will benefit them.
It is also just as important for you to mirror your customers’ personality types as their NLP learning strategies. In the traditional Myers-Briggs model, open personalities are relationship and social types. Closed are analytical and dictatorial. Fast paced types are social and dictatorial. Slow paced are relationship and analytical. Decide where you fit in and shift to a new model, the paradigm of understanding. If you are a social type, as many salespeople are, be careful with the analytical. You are open and fast paced, the analytical is the opposite—closed and slow paced. This knowledge, if used correctly will assist you to have more direct communication, dig only one tunnel.
Step 5: Benefits! Most people buy benefits, not features. Beware of being the features jockey, a sales person who can talk their customer into (a one-time) submission. Features are the things that manufacturers built into their products. Benefits are how those things make the customer’s life better. Tune in to your customer's favorite radio station: WIIFM - what's in it for me? This will help you to always turn features into benefits.
Step 6: Buying motives! Buying decisions are made emotionally. Then logic is used to justify the emotion. Be a partner to your customer by helping them to
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