Selling Strategies: Strategies for Success Newsletter October 2009 Issue 46
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Published by Emily Huling Selling Strategies
Copyright 2009 Emily Huling. All rights reserved.
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We are working on a new design for this newsletter.
To view a possible style click on this link,
www.sellingstrategies.com/Newsletters/newsletter_test.html
If you have comments or suggestions, please email me at
emily@sellingstrategies.com
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In this October 2009 issue:
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Coming soon! My new book and audio
- Great Service Sells – How CSRs Turn Service into Sales.
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1. Thoughts from the road
Working with aliens
Robert, working at the ticket desk at the Roswell NM UFO Alien Museum, greeted
John and me as if we were long-lost friends. His smile and warmth radiated his
joy of life, people and his job. His expression begged us to ask, “How did you
come to work here?” Robert told us
he’d been working at the museum for two years. He had visited the museum from
his home in upstate New York several years prior as a tourist and fell in love
with the area and the museum. He returned home committed to finding a way to
move to Roswell and work at the museum. “It was my dream and it’s now fulfilled.
I’m living my dream life and my dream job.”
Our general ticket purchase turned into a private tour of this icon of American
culture. During Robert’s lively and passionate tour, it became obvious as to
what happens when you truly love what you do. Because Robert was interested in
his job, he learned everything he could about the subject. Because he cared
about his customers having a good experience, he shared his enthusiasm and his
knowledge. Because he was committed to both the business success of the museum
and the community, he was expert about things beyond his four walls.
Moral to the story: We all have a choice as to how we do our jobs. Some simply
show up. Others have something to show for it.
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Your thoughts lead you where you’ll go. EH
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2. Thoughts from the office
Developing employees is easier than you think
My new workshop, “Grow Your Own Talent,” brings together managers from all
experience levels. The course purpose is for participants to learn strategies
that cultivate employee strengths and develop skills.
I’ve found that a common misconception, and in fact a huge barrier to
employee success, is when bosses believe that it takes extra work for them to
develop their staff. Not true. Here
are simple boss behaviors that support staff growth.
Challenge your staff to think. Boss
questions include: “What do you think?” “Why do you think (or say) that?” “What
would be the result if we follow your suggestion?”
“What’s the benefit?” “What’s the downside?”
Model the behavior your staff should follow. Be certain your attire
appropriately conveys your position and age. Listen well. Give your people your
undivided attention when interacting – whether in person or on the phone. Ask
questions before responding. Practice proper meeting etiquette. Arrive for
meetings five to ten minutes early to greet each person as they get seated.
Follow the agenda you have sent out prior to the meeting and adhere to the time
schedule.
Create opportunities for your staff to engage with others. “Can you help me?”
are four magic words bosses can use to demonstrate confidence in your staff.
Ask for help to train a new employee, introduce a new product or process
at a staff meeting, attend a higher-level meeting on your behalf, or host a
customer or vendor meeting.
Let others do more. It helps people feel good about themselves, builds
confidence, and expands skills. Not
to mention that it makes your job easier!
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The Energizer Minute
This month, tune in to hear How Big Is
Your Window? to convert obstacles into opportunities. Go to the
www.sellingstrategies.com
home page and click on the Energizer Minute.
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3. Have you read…?
Groundswell
by Charlene Li and Josh Bernoff
There are two key groups of people when it comes to using social technologies in
business. Group one includes those
who understand that it’s the future. Then there’s group two who just prays it
goes away. I’ve just recently quit praying about it and have turned my attention
to learning. I’m still dragging on doing!
I was utterly confused as to the why, what, how and when of Facebook, LinkedIn,
Twitter, blogging, wikis, and YouTube videos as they apply to and affect
business until I read Groundswell.
This outstanding book by two principal analysts from Forrester Research
uses layman’s language to help readers rethink business strategy using these
powerful tools.
The term groundswell is “a social trend in which people use technologies to get
the things they need from each other, rather than from traditional institutions
like corporations.” This new
type of interaction has been dubbed Web 2.0. Simply put, it’s people using
technology to connect on their terms and this will ultimately change the economy
as we know it.
This book will change or advance your thinking about social technologies.
Don’t wait until it’s too late to understand how our business world is
changing.
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What people are buying from Selling Strategies to help their people and grow
their business:
Success Strategies for Women
– a CSR audio seminar
Handle Sales Objections
– a CSR and producer audio seminar
How to Compete with Direct Writers
– a Personal Lines agent seminar
How to Create a Sales and Marketing Plan
– a producer self-guided program with workbook
Go to www.sellingstrategies.com
for information and to purchase.
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On the road in 2009
Here’s where my upcoming schedule will take me:
Please get in touch if you’d like to connect when I’m in your area.
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Selling Strategies: Strategies for Success Newsletter is published by Emily
Huling Selling Strategies. For further information contact
emily@sellingstrategies.com.
© 2009 Emily Huling. All rights reserved. Feel free to share our newsletter if
copyright and credit are always included.