 |
 |
 |
 |
 |
|
 |
 |
 |
|
Thursday, August 28, 2003
Even before your sales presentation or first customer interaction, you need to know exactly what prospects expect to receive from your product or service. It is naive to assume your sales people know the specific touch points for each prospect-- but asking the right questions will make a huge difference to prequalify prospects.
(Continue ... Close more sales with needs analysis questions)
Only skin-deep? Attractiveness pays off, researchers find [IHT: Business]
People want to please attractive people, fortunately the level of ones physical attractiveness is relative within social groups. Attractiveness is also measured by your actions. If you appeal to your employees, you're more likely to be followed.
While this seems like an odd leadership skill, encourage your managers to put their best foot forward. Help employees learn that how they look influences how customers feel. Notice your best sales people are your most attractive.
How to keep your company looking sharp,
Visit any of the most successful companies highly regarded from great customer service-- you'll find a certain level of physical attractiveness in both the people and properties of the organization. This simple investment can improve your revenues, more customers will want to be associated with your organization.
Justin Hitt teaches executives how to create strong business relationships that can increase profits while improving customer loyalty. To learn more about business relationships visit Inside Strategic Relations or call +1 (757) 282-7779Your engineers know things about your product that your customer must know to make an educated buying decision. Encourage engineering teams to work with your companies sales and marketing resources.
For example:
Establish open communications between engineering and marketing to flow this information into sales literature. This open communications helps you create products that address real solutions customers desire and are willing to purchase.
Only about 10 to 25% of your engineering efforts should focus on improvements outside of specific customer demand. It's find to have R&D focused on the next great achievement, but use improvements in the current product to finance these efforts.
Clearly connect the efforts of engineers to those of sales and marketing. Focus on improvements customers will pay for and that can be produced at a reasonable cost.
Regularly bring in small groups of engineers with marketing, sales, and support people to discuss how each group can support each other. Remember, each are all on the same team. When employees know others in these other functional areas they are more likely to work together for common business objectives.
Informal communications also plays an important role in integrating these groups. How well do your engineering, sales, and marketing folks work together?
Justin Hitt, with over 10 years of experience in business to business executive relationships and strategic business intelligence; has reduced costs and improve customer loyalty for professional services and numerous other technology companies. Call +1 (757) 282-7779 or visit his website at http://iunctura.com/Technical companies are outsourcing labor, imports are bring you the materials you need, and finished goods are exported around the world. World trade is easier than ever, it's important to build relationships around the world.
The following 3 steps will help introduce your company to any new country:
You won't see results overnight, in fact, entering another country could take a couple of years. However, it can help stabilize regional economic changes and normalize your companies revenues. For larger business to business companies international business is almost required.
Don't forget to utilize the Internet to establish credibility when reaching out to foreign prospects. Resources like Ecademy can help establish UK contacts, other trade publications serve regional markets like Greater China CRM. Preparation really pays off, you'll foreign parallels of domestic resources that opens new doors with less effort.
Here are some recommended resources on doing business in China, more are available from the Chinese embassy in America (or the American Embassy in China):
Justin Hitt helps executive build stronger relationships that can increase profits and create loyal customers. For more information visit Inside Strategic Relations or call +1 (757) 282-7779© 2001-2008 JWH Consolidated Inc dba Center for Strategic Relations, All rights reserved. Privacy Policy. Sitemap.
