Sales

salessolve_problemAll business starts with a sale, whether it be of your product or service. In the nonprofit world it may a donation to support your good work. Too often many believe that all there is to sales is a smile and strong handshake, but the best know differently. Shown below and linked to our blog are a number of concepts which can provide for greater success in the selling process.

  • Build Your Organization A Successful Organization Starts With You So often we hear from the owner of a business or the manager of an organization lament about the performance of employees or associates. They speak of it as though they were having an out-of- body experience in which they were completely separated from the activities of the group. When I hear these types of comments, I am reminded of an old Greek phase, translated to the fish rots from the head down.   Leaders often feel ... Read more
  • Simon Sinek Leadership wisdom from Simon Sinek To be authentic is to be imperfect. Authenticity is about imperfection. And authenticity is a very human quality. To be authentic is to be at peace with your imperfections. Great leaders are not the strongest; they are the ones who are honest about their weaknesses. Great leaders are not the smartest; they are the ones who admit how much they don't know. Great leaders can't do everything; they are the ones who look to others to help them. ... Read more
  • Business Success   Building a Successful Business We were recently asked by an Agent in Charge of a real estate office to make a presentation to a number of new realtors. He explained to me that although they had extensive sales and legal training, they had little understanding of how to build a successful business. Real Estate Agents are, in fact, independent contractors and although the agency provides much support, success is the result of their own plans and efforts. The agent explained to ... Read more
  • Staffing and Unemployment Staffing in the 3.8% Unemployment World As you drive down any street over the last several months, almost every business has a Help Wanted sign outside. It’s the sign of the times. With the current low unemployment rate and the health business environment, businesses have a problem servicing their existing customers and growing new business. It is a different world from a few years ago and may require new ways of staffing. Always Be Looking In the past, when the need to hire ... Read more
  • Listening Better Being a Good Listener  It is widely understood that listening is an important skill in a wide range of activities. To be a great leader or manager, you must be a good listener. To be a good salesperson, you must learn to listen to the needs of your customer or client. To be a good teacher, you must listen to the feedback from your class. To be a good parent, you must listen to the questions from your children. Listening is ... Read more
  • Time Management Critical Things Organized and Productive People Do Every Day We often confuse being productive with working as fast as we can, every second of the day. We fear that slowing down to get organized will kill our productivity, but the facts suggest otherwise: The average office employee spends over one hour each day just looking for things. The average U.S. executive spends six weeks per year searching through messy desks and disorganized files for misplaced information. 23% of adults say they're ... Read more
  • Inspiring Leadership Moral Leadership Fortune magazine, in their September 15, 2017 issue, published an article by Dov Seidman entitled "Four Pillars of Moral Leadership." It is based on the guiding precept that while the rules of engagement in business seem to be ever-changing, there are basic rules of moral leadership that stand the test of time. The following is based on the shortened version which is posted here.   MORAL LEADERS: Are Driven by Purpose Inspire and Elevate Others Are Animated by both Courage ... Read more
  • To Listen Listening Recently we attended a conference in Reading PA at Resource Associates, during which Tammy Kohl made a presentation on Listening. I would like to share with you some of the ideas and thoughts. It was a great subject and helpful to us all. First consider on a scale of 0 to 100% what your level of efficiency is. 60% of the time we spend in communications is listening. Studies have shown that the average person listening skills are only 25 % ... Read more
  • Learn to Say No How Do You Define Success? Recently I had a meeting with a colleague and he said something that really hit home. This person is driven and early in his career he made sacrifices with his family to get ahead.  He achieved great financial success and rapidly rose up the career ladder.  However, the financial gain was offset by the costs to his personal life: divorce, disconnected with his children, and even his own health. He told me now that he is older, and ... Read more
  • Agents in Selling The Sales Agents Many companies, who cannot employee full time salesman to cover a market segment or demographic region, utilize sales agents. Webster defines a sales agent as: one who is authorized or appointed by a manufacturer to sell or distribute his products within a given territory but who is self-employed, may or may not take title to the goods, and does not act as an agent for a principal. These agents can be a very valuable part of the sales effort ... Read more