Grolistic Archives - Page 56 of 65

Are You A Partner Or Peddler?

April 29, 2015February 4, 2014 by Bob Schultek

Successful sales people see themselves as problem-solving business partners rather than peddlers. Building enduring customer relationships is their objective, not selling without knowing how customers will benefit. Sales people who seek to be problem-solving business partners first learn what makes their company distinctive in the marketplace and how their unique offering makes money for their company. Then, they leverage this knowledge to produce quantifiable value for their customers. A customer’s current process is their competition. …

The “Can’t See It” Excuse

January 30, 2014January 29, 2014 by Bob Schultek

In a recent posting, Seth Godin offered an illustrator’s analogy about visualizing goals. “If you can’t see it (in your mind, not with your eyes), then you can’t draw it.” (Drawing an owl – 1/7/14) Leadership is about communicating purpose, vision and direction. But it is also about helping your people engage so they can contribute to the big picture. As Seth mentions, there are thousands of concepts about how to lead people, how to …

Building New Relationships

February 19, 2014January 21, 2014 by Bob Schultek

Establishing new relationships requires authenticity and urgency to create an emotional link with a new contact. This bond is most productive when we connect with one another face-to-face, accelerating the development of trust. Email or social media can’t forge this link. An associate was musing how challenging it is for some sales people to establish new relationships. How can you succeed in a sales role when reaching out to new prospects is so challenging? Some …

3 Steps to Energize Your Business for 2014

February 19, 2014January 14, 2014 by Bob Schultek

perMany organizations begin the new year by assessing what worked and what didn’t during the prior year. If your evaluation leads to the conclusion that your business needs to kick start its growth, then consider 3 proven actions that will energize your business. Companies are consumed with surviving and reacting to the marketplace. What began as an opportunistic business loses focus over time, beyond the need to make money. But the risk of failing to …

Make It a Year of Firsts

January 23, 2014January 7, 2014 by Bob Schultek

A couple of weeks ago, I experienced the joy of becoming a first-time grandfather. A beautiful baby boy was delivered by our first born daughter. These are the moments that define a life well lived and we are blessed that mom, dad and baby are all doing well. The year 2014 can be a year of firsts for you too…firsts that drive your growth. Start the new year by considering how these 3 “firsts” can drive …

New Year – Fresh Start

January 23, 2014December 31, 2013 by Bob Schultek

Each new year we get another opportunity to begin anew. It’s a fresh start and expectations are high. Make the most of this new beginning – follow these three points to focus your review. Celebrate success – what worked well last year? What goals were achieved and why? What progress was made towards your vision or mission? Does your team know what was accomplished and how they contributed? Assess direction – where are you going? …

Compelling First Impressions – 3 Steps in 3 Minutes

April 8, 2014December 18, 2013 by Bob Schultek

Never underestimate the power of first impressions. Your first three minutes with a new prospect is your opportunity to put your prospect at ease and gain insights into his or her thinking. The approach you use can begin building trust or destroy the new opportunity. The opening of your first visit with a new prospect is about establishing rapport as a foundation for building trust and confidence. Connect with the person before talking about business. …

Speed Is No Excuse

December 11, 2013December 11, 2013 by Bob Schultek

Responding to inquiries with urgency is a productive principle, but don’t let your speedy reply cost you. Recently, my friend Susan provided a prompt, comprehensive quotation in response to a request from a prospect she has been pursuing for months. She was complimented by her contact for her sense of urgency, her thoroughness in addressing stated needs and her competitive price and delivery. Susan lost the order. Susan’s quotation was specific and complete. Hers was …

Aquinas and “Vision”

January 22, 2014November 22, 2013 by Vic Pergola

Today’s business environment is loaded with “vision” talk (big picture) which often translates down to the individual worker (or job seeker in this economy); and everyone wants to know “what is the vision?” be it corporate or personal. Aquinas had a differing approach and thought: He called it “Visio” Visio is not “out there” It is not a starting point at all It is a “culmination” or a “completion” Visio is a “taproot” from which …