Archive for the ‘Sales’ Category

Stop Wasting Talent-Part-2

Wednesday, January 20th, 2016

Alright, we left off on a good note. I asked:

Your job is rewarding and challenging. This applies to you to. Are you happy? Are you looking? Are you doing a little extra to make sure you don’t lose valuable employees? Okay then, work it!

Several kind readers have shared privately the challenges they face with public vs. private sector staff. The public sector has less money to keep its talent and the private sector is also stretched thin as money to retain good employees is often not a high priority.

So, what are some of the top ways of keeping YOU happy? How do we make sure You stay put? Besides money, what can we offer YOU that help bring real value in your professional and personal life?

With my teams I made a point of doing some of the following.  I wish I knew about all of these.

Armed with this knowledge you’ll have a stronger chance of utilizing, cultivating and keeping talent. Not in order of most important to least because each of us is unique!

  • Train Us– Right below money rest two very important wants. Employees understand that training makes them better, grows knowledge and understanding and increase opportunities for advancement.
  • I Belong!-Feeling like you contribute, matter and make a difference is huge. Being recognized in the hallway matters too. Don’t pass up a chance to chat with your staff. If YOU don’t feel this are you going to consider looking for another position?
  • Information Share– Let your employees in on what’s going on. Let them feel part of the process. Also, allow them easy access to top management so that they can present Thoughts, ideas and even concerns.
  • Recognize a Job Well Done-From first year to seasoned veteran we desire praise and often pick up our game after receiving it. And, giving/receiving praise has a positive chemical reaction in the brain and body! Appreciation is VERY important!
  • Job security- Employees from 21-88 need to know/feel that their job is waiting for them when they arrive every morning. Just a hint that it doesn’t will have them looking from work elsewhere. And in a strong job market the opportunities rest firmly in their court.
  • Kind, tactful and helpful guidance and criticism- The emotional well-being of employee’s matters and it should matter to all managers. As adults, we want to be treated with respect regardless of title and position. Kindness, humor and constructive guidance are far more effective than brute force and a crappy attitude.

 

  • Open the door-let ‘em in- Sir Paul McCartney had it right. Being included and feeing part of what is making the company tick matters to many employees. And, they often bring valuable insight that can be the catalyst to further grow and prosperity for individuals and the company.

 

Working is an honor, privilege and a necessity. 28 years at a Berkshire Hathaway Fortune 500 company and speaking from coast to coast have taught me the value of each of us. Collectively, we have a greater chance of meeting goals, exceeding expectations and having some fun in the process. THIS is what successful companies and great managers strive for. Are you part of this awesome team or do you need to make some changes?

 

Scott Lesnick is a keynote speaker, consultant and author of Kidjacked-A Father’s Story.

Check him out at www.scottlesnick.com

Saying NO to Get to YES!

Monday, April 20th, 2015

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Since birth we’ve been taught that no means no. So ingrained into our psyche, we hear the word and often back down. Yes, there are absolutely times when no is NO!

As adults, we adjust realizing that no can have many meanings. In sales it can mean not now. In leadership and management the same holds true. And, it spans all generations.

However, saying no can bring you to yes because it is an attention getter and has been our entire life. It can also give you time, space and freedom. That’s a YES!

As I speak around the country, people will confide that they’re afraid of saying no while others, state with pride, that they say no too much.

Going off the basic premise that we all like to receive yes’s try these techniques to turn your no’s into yes!

I have had many people contact me with stories of how this has changed their life, increased productivity and captured back some of their precious time. This idea is not new, but we need to be reminded of its power to enable us to gain back control in our hectic lives.

  • Eliminate fear. Not easy to do, but the results are often better than you realize. The issue is that we often convince ourselves of a horrific outcome before we try. Thankfully, we are often wrong. Saying no challenges others to come up with a different, better approach or leave you the heck alone. Win-win!
  • Practice makes When you begin to embrace the power that comes with saying no, you’ll notice that you have more time. That’s true at work, home and relationships that bring you down. Understanding that we balance when we say no with our needs, wants and desires.
  • Yes’s naturally grow in frequency because as stated above we are wired to want to hear yes. This is much more than an experiment, it works. To increase your chances of receiving a yes try following your NO with the word however or but.

It sounds like this:

I understand that you’d like me to work on this project however I have three that I am working on right now that have strict deadlines. Which one would you like me delay so that I can work on this for you? Or, Sue has asked me to complete these projects but if you’d like to ask her to choose which of these I should stop, I’d certainly work on this for you. Chances are the person(s) asking you have no idea what is on your plate. You just told them without being nasty and often will not have more piled on your desk.

 

And that’s just at work. Saying no in your personal life has rewards too. The biggest, being more time for you to do that which means the most. Saying no increases your time allotment that is to be guarded tightly.

 

Remember, like any form of exercise this takes practice. Start off small with those you trust and build.

7 Strategies To Grow Sales

Tuesday, March 4th, 2014

1 – Get to know your customer – their needs, desires and goals.

 2- Now get to know them better- their likes, dislikes and family.

 3- Meet and greet as many of their staff as possible. They possess answers to question you have.

 4- People open up when relaxing. The flow of information grows. Attending a sporting event, dining, golf, coffee, shopping, business functions and more open doors that were once shut.

 5- Say NO to get to YES is a powerful tool that often leads to more conversation. The conversation eventually leads to great sales in a day, week or month.

 6- Um…. Ask for the order!!

 7 – After and only after you’ve listened, understand and have explained why your product/service is essential to their business should you talk about pricing. Pricing is last! Why? Because most people talk about pricing in the beginning of a sales call. Set yourself apart and watch your business grow

Motivational speaker Scott Lesnick presents the concepts of tenacity and persistence so audiences can triumph over challenges, increase performance and focus on what’s truly important to them.
He rescued his two small children who were kidnapped to the Middle East. He wrote the book, “Kidjacked: A Father’s Story.” His blog focuses on parenting, stress relief, health & wellness, plus sales strategies.  Scott is a sought-after inspirational keynote speaker who receives consistent top-box evaluation ratings.