Blog posts

This month’s Ops Leaders of Tomorrow webinar will be focusing on ‘Planning for a Crisis’ and whilst the topic will be covered in fuller detail then, for now, we are going to head straight to the coal face.

Now that you have created a working environment of rapport and trust, it’s time to set the agenda and expectations for the call or meeting. To stay out of the prospect’s system and work the Sandler Selling System, you will need to establish some ground rules.

You probably spend a lot of time shopping around for the kind of contractor you want to work with.

If you have had the opportunity to work across a broad range of suppliers, you will very quickly identify that all are not equal, and nor should they be.

What suits one, does not necessarily suit another, especially as there is such a broad range of Organiser nuances for suppliers to take into account.

But have you ever flipped it on its head and spent time thinking about what kind of buyer you are and what your business has to offer?

 

Over the last 10 years, social media has become an intrinsic part of marketing events. It has enabled us to reach communities beyond the borders of traditional media, stretched our budgets and allowed us to engage in a dialogue never possible before.

What makes for good communication in a sales call may not be what most sales people understand to be good communication.  When people talk about communication they often confuse this with having good presentation skills or being a great story teller.  There is a place for all these skills but there’s more to communication to this.

My inbox is clear, as is my ironing basket…  I’ve ordered bulbs for the spring and a birthday party, not yet due for another 2 months, is now planned down to the finest of details.

You might ask the question – “why am I telling you all of this?” – And apart from being slightly hurt that you’re not interested in my napkin choices, this is all relative.

You see ironically, I have been putting off writing this article for over a week!

Proving that even the most experienced, organised, list making Operations Manager can fall foul to the procrastinating demon, and find myself uttering the phrase “I’ll just do this first….”