Have you needed to focus on surviving rather than thriving? As a leader, getting your head up to find the future is your responsibility. If you don’t do it, who will? Begin by recognizing that every business really has just two strategies. The first strategy involves protecting and optimizing your current core business, the mature activity that is paying your bills today. Investing too much of your time in this strategy keeps you mired in …
There are three key ingredients that help earn a customer’s commitment on your proposed solution. Gaining customer commitment on your proposal begins by identifying the key stakeholders in the customer’s decision, learning why they are influential, and aligning the benefits of your proposal to meet their needs. This enables the development of advocates for your proposal within the customer’s organization, and reinforces your position as a problem-solving business partner, not a peddler. Responding to requests …
In its recent study about growth drivers, “Pathways to Growth” evaluated eight proven management parameters to identify why some companies grow on a sustained basis while others fail to grow or experience a short-lived rapid expansion before sliding back to negative performance. Their report specifies key drivers for sustainable growth. Companies seeking to achieve sustainable growth should emulate the proven best practices of small and mid-size organizations that have produced prolonged growth performance. Three of …
Yes, it is Latin: “Coniunctae Feminae” (Women United). It was the title selected for a women’s retreat in recent days; there being some woman who wanted “more” than the typical business seminar. We divided the themes into four parts. Thus: An examination of Temperament (MBTI) and how we function with it A series of stories told by participants which we described as “numinous narratives” (stories of impact and intervention into our lives: a person, an …
Earning the customer’s commitment on your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. Different stakeholders play different roles in the decision process with some being more influential than others. Here are 3 ways to earn commitment from the key decision-makers: 1. Be a partner, not a peddler Act as a problem-solving business person, a partner more committed to making them money than …
Offering something for free to capture attention remains an effective technique – everyone can be seduced by a zero price. But are you attracting the right prospects? Could they become customers who actually invest in your product or service? What is the true price of “free?” Offering something for free often attracts the wrong type of prospect. Something in your message appeals to these folks and they react to the word “free” but they rarely …
“Quaestio mihi factus sum” Yup, it’s Latin. . .from Augustine some 1600 years ago. Typically translated as follows: “I have made a question of myself” or “I have become a question to myself” Or let’s be more colloquial in translating: “I have become a puzzlement to myself” or “I puzzle me” How interesting that a statement so ancient sounds so modern and psychologically contemporary. It’s the statement one hears very often in coaching others; be …
Some companies profess allegiance to their core values while behaving in utter disregard of them. Customers observing this disingenuous behavior doubt the sincerity of that organization’s commitment. Why should customers trust you? Our daily existence in this world depends on our ability to interpret the signals delivered to our brains by our senses. We receive all of our information in this way. These signals are received as sensations, feelings. “We are feeling beings that think …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™ to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer wins to establish the …
[separator top=”40″] Earning your customer’s commitment requires many steps, and Grolistic has teamed up with SalesFitness™ to create 6 video resources highlighting successful techniques that produce thriving customer relationships. Your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. The following video provides guidance on a productive means to earn the customer’s commitment to your proposal by summarizing points of agreement, presenting options and winning when the customer …