Selling to others the way you like being sold to is rubbish. Particularly, if you're selling to the opposite sex.
This slideshow is a quick overview on Gender Selling - the differences between men and women
The document discusses marketing strategies through an analogy to romantic relationships. It provides 9 rules for successful marketing/dating: 1) Know your strengths 2) Don't limit yourself to one type 3) Don't push for long-term commitment early 4) Listen to customers 5) Back up words with actions 6) Keep things fresh 7) Aim to be part of customers' considerations rather than demanding loyalty 8) Build trust but it can be destroyed quickly 9) Give customers space. The overall message is that treating customers with intimacy, empathy and focus on their needs and benefits leads to stronger relationships than traditional brand-centric strategies.
The document provides guidance on how to respond to negative comments from unhappy customers on social media. It advises to evaluate the importance of complaints, respond quickly if issues are being widely shared, and address problems calmly without being aggressive. The response should emphasize with the customer's feelings, explain policies clearly but open to discussion, and offer solutions like vouchers to turn negative perceptions positive.
How to Increase Your Sales when Selling to Different PersonalitiesKelley Robertson
This document discusses how to sell to different personality styles. It notes that people have different communication styles which can make it difficult to connect and reach agreements. There are four main personality styles - Drivers, who are direct and to the point; Expressives, who love to talk; Amiables, who are team players; and Analyticals, who need lots of information. The document advises adapting one's selling style to more closely match the customer's personality style in order to better connect with them and close more sales. Understanding a customer's natural style allows a salesperson to consider their approach before meetings.
Salespeople drive the world's commerce and economy. Selling involves complex skills like communication, needs assessment, negotiation, relationship building, and persevering through rejection. It has its own language where concepts like customers, satisfaction, and objections are defined differently. To succeed, salespeople must have belief in themselves and see every interaction as an opportunity. Their success is determined by their own effort and standards, not a company's demands. A career in sales allows one to achieve financial success and determine their own fate.
The document discusses marketing strategies through an analogy to romantic relationships. It provides 9 rules for successful marketing/dating: 1) Know your strengths 2) Don't limit yourself to one type 3) Don't push for long-term commitment early 4) Listen to customers 5) Back up words with actions 6) Keep things fresh 7) Aim to be part of customers' considerations rather than demanding loyalty 8) Build trust but it can be destroyed quickly 9) Give customers space. The overall message is that treating customers with intimacy, empathy and focus on their needs and benefits leads to stronger relationships than traditional brand-centric strategies.
The document provides guidance on how to respond to negative comments from unhappy customers on social media. It advises to evaluate the importance of complaints, respond quickly if issues are being widely shared, and address problems calmly without being aggressive. The response should emphasize with the customer's feelings, explain policies clearly but open to discussion, and offer solutions like vouchers to turn negative perceptions positive.
How to Increase Your Sales when Selling to Different PersonalitiesKelley Robertson
This document discusses how to sell to different personality styles. It notes that people have different communication styles which can make it difficult to connect and reach agreements. There are four main personality styles - Drivers, who are direct and to the point; Expressives, who love to talk; Amiables, who are team players; and Analyticals, who need lots of information. The document advises adapting one's selling style to more closely match the customer's personality style in order to better connect with them and close more sales. Understanding a customer's natural style allows a salesperson to consider their approach before meetings.
Salespeople drive the world's commerce and economy. Selling involves complex skills like communication, needs assessment, negotiation, relationship building, and persevering through rejection. It has its own language where concepts like customers, satisfaction, and objections are defined differently. To succeed, salespeople must have belief in themselves and see every interaction as an opportunity. Their success is determined by their own effort and standards, not a company's demands. A career in sales allows one to achieve financial success and determine their own fate.
Lovemarks theory and secrets of lovemarksVeli Bahçeci
This document discusses the concept of "Lovemarks" and how brands can inspire passion and loyalty beyond reason. It argues that brands must make emotional connections with customers by demonstrating love through experiences that resonate in the areas of mystery, sensuality, and intimacy. The document provides examples of brands like Apple, Starbucks, and Hollister that have created strong emotional connections through their unique stories and sensory experiences associated with the brand. It introduces Kevin Roberts' "Lovemarks Axis" for measuring how much consumers respect and love a brand, and argues that the goal for brands should be to become "Lovemarks" that have both high respect and high love.
Selling as a profession - The Life, Times and Career of the Professional Salesperson - Chapter 1 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
This document compares the skills needed to be a successful stand-up comedian to those needed to be a successful salesperson. It notes that both require connecting with an audience/customer, analyzing their needs, having quick and effective rebuttals, and leaving the audience/customer with memorable reasons to remember the presentation. It argues that some of the best comedians like Jerry Seinfeld and Russell Peters would have also made great salespeople due to their ability to effectively "sell" their humor and connect with audiences.
How to uncover cultural misfits in the interview and selection process using the best hiring strategies. How to use pre-employment assessments and references to get the best cultural team fit.
This document provides an overview of strategies for marketing and selling to women. It discusses how Jody DeVere and Peter Martin have experience in sales, marketing, and developing business solutions. The training objectives are to create awareness of the women's consumer market, learn strategies for selling to women, increase loyalty, and position products as solutions to women's needs. The document then outlines key facts about women as consumers, such as they making over 50% of car purchases and influencing over 85%, and their preference for businesses that understand female customers. It concludes with nine sales tips for relating to women, such as finding commonalities, allowing them to express concerns without interruption, and establishing trust.
Given the growing trend among companies to communicate that they treat consumers with honesty, this research explores the consumers’ reactions towards such claims of integrity across the marketing mix. Extant literature on deceptive marketing, postmodern consumption patterns and trust in marketing suggests a disjunct in the consumers’ evaluation of this strategy. They may support honesty marketing as an authentic approach nurturing trust and consumer-brand relationships, yet they might doubt its authenticity, maintaining a cynical stance towards marketing in general. Embedded in the Swedish consumption-scape, the present qualitative study finds confirmations for both positive and negative standpoints, and reveals two conditional aspects in the evaluation of honesty marketing. First, consumers base their appraisal on the company’s ability to back-up the honesty claim with authentic offerings and marketing integrity. Second, honesty is perceived as a company’s strategic stance made concrete through rather its comprehensive business conduct and not just its marketing communications. Thus the authors conclude that any explicit claim to honesty needs to promoted with caution as it tends to create more cynicism than trust in the postmodern consumer-scape unless undergirded by the company’s track record for business integrity.
What Zig Ziglar says!!! by Shalaka Patil, UBSShalaka Patil
Zig Ziglar was an American author, salesman, and motivational speaker known for his inspirational talks and writings. He advocated selling the benefits of a product rather than just its features to better meet customer needs. Ziglar also emphasized the importance of honesty and integrity in sales, stating that only honesty pays off in the long run. He believed a positive attitude was important for sales success and that people with optimism can handle frustrations and failures better than those with negative thinking.
Selling To Indian Asian Culture March 29 05bthakkar
This document provides guidance on selling and negotiating to the Indian-Asian market segment in the hospitality industry. It outlines key cultural considerations such as the importance of building trust and relationships through good conversation and understanding customers' backgrounds, interests, and values. The document also discusses negotiating strategies like focusing on value over price, being patient, and asking questions to understand customer needs and perspectives. Overall, it emphasizes learning about the culture and customers to develop successful long-term relationships.
The document provides aggressive strategies for buyers to exploit suppliers and negotiate the lowest possible prices. It recommends tactics like never showing sympathy, viewing suppliers as enemies, playing suppliers against each other, asking for concessions until suppliers "give in", boosting their ego to manipulate them, and never accepting the first offer. The overall message is to use intimidation, deception and power dynamics to extract maximum discounts and concessions from suppliers.
There are three types of people that can help accelerate the adoption of new products or ideas: Connectors, Mavens, and Salespeople. Connectors make change happen through their large networks of people and connections. Mavens make change happen through sharing information and identifying new ideas and trends. Salespeople make change happen through their ability to build rapport and persuade others. The document provides questions to help identify whether someone has the traits of a Connector, Maven or Salesperson.
This document discusses the importance of building relationships over social media rather than just focusing on growing audiences and networks. It emphasizes that social media should be used to facilitate real relationships through listening, making interactions personal, serving customers, ongoing engagement, and knowing your audience on a individual level. This leads to greater loyalty, engagement, and increased sales and profits over just awareness or popularity on platforms. The key is focusing on the relationships rather than just the reach or size of the network.
The document outlines the sales process and emphasizes the importance of understanding customers, competitors, changes, and one's own company. It discusses the need for salespeople to prioritize customers by having characteristics like caring, patience, fairness, and ethics in order to build long-term relationships. The document also provides puzzles and exercises to illustrate how salespeople can overcome limits and barriers through relationship selling that is consultative and problem-solving oriented.
This organizational analysis discusses Dollar Tree, a Fortune 500 company operating over 5,200 dollar stores across the US and Canada. It began in 1953 as a single Ben Franklin store and has grown significantly over the past 60+ years. The document outlines Dollar Tree's focus on responsibility, integrity, and courtesy in their attitude and commitment to doing right by employees and the company. It also briefly mentions recruiting/selection, training, and being a market leader in conclusions.
Mat Morrison - Social Media '09 (a mashup* event)mashup* Event
The document discusses the good, bad, and ugly aspects of social media and compares market norms to social norms. It also explores different definitions of what a brand is, including that a brand is defined by customers and is a person's gut feeling about a product, service, or organization. The document also examines how brands can replace personal relationships and become a guarantee of quality or make promises.
the RE Investment News is the monthly newsletter for Mid-America Association of Real Estate Investors. This month featuring wholesaling with Vena Jones-Cox
The document discusses Seth Godin's 5 levels of permission in marketing: intravenous, purchase-on-approval, points, personal relationships, brand trust, situation, and spam. The levels progress from strangers to loyal customers as trust and profits increase. Higher levels like intravenous and purchase-on-approval give marketers more control over buying decisions but risk losing permission if abused. Lower levels like points, situations, and spam have less trust and responsibility.
The document discusses psychographic segmentation and how it can be used to target audiences for thrillers. Psychographic segmentation divides the market into groups based on social class, personality traits, and lifestyle. The document then describes seven main psychographic groups: Mainstreamers, Aspirers, Succeeders, Resigned, Explorers, Strugglers, and Reformers. It provides details on the characteristics and brand preferences of each group. The document concludes that Explorers and Strugglers would be the best target audiences for a thriller, as Explorers seek adventure and Strugglers seek escape through sensation and impact.
In an environment where customers across the board are rethinking relationships with brands, products and services, it has become even more important to deliver Wow! retail and customer experiences and develop community.
The document outlines 4 steps to determining trustworthiness:
1. Observe how quickly someone speaks - fast talkers may lack confidence or belief in what they're saying.
2. Notice if they interrupt others - interrupting is rude and signals a lack of interest in others.
3. Consider their body language - trusting people make eye contact, smile, and appear engaged rather than distracted.
4. Assess their grasp of facts - trusting sources are honest about evidence rather than selective or opinionated. Checking these factors can help evaluate trustworthiness in sales and politics.
Sales self perception social style & versatility profileAzvantageLLC
The Sales SOCIAL STYLE Self-Perception Profile measures a salesperson’s SOCIAL STYLE and Versatility using an online self-assessment. The profile report is unique to the roles and responsibilities of a sales professional and uses norms of other sales professionals. The Improving Sales Effectiveness with Versatility (ISEV) Concepts Guide is included with the profile.
Lovemarks theory and secrets of lovemarksVeli Bahçeci
This document discusses the concept of "Lovemarks" and how brands can inspire passion and loyalty beyond reason. It argues that brands must make emotional connections with customers by demonstrating love through experiences that resonate in the areas of mystery, sensuality, and intimacy. The document provides examples of brands like Apple, Starbucks, and Hollister that have created strong emotional connections through their unique stories and sensory experiences associated with the brand. It introduces Kevin Roberts' "Lovemarks Axis" for measuring how much consumers respect and love a brand, and argues that the goal for brands should be to become "Lovemarks" that have both high respect and high love.
Selling as a profession - The Life, Times and Career of the Professional Salesperson - Chapter 1 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
This document compares the skills needed to be a successful stand-up comedian to those needed to be a successful salesperson. It notes that both require connecting with an audience/customer, analyzing their needs, having quick and effective rebuttals, and leaving the audience/customer with memorable reasons to remember the presentation. It argues that some of the best comedians like Jerry Seinfeld and Russell Peters would have also made great salespeople due to their ability to effectively "sell" their humor and connect with audiences.
How to uncover cultural misfits in the interview and selection process using the best hiring strategies. How to use pre-employment assessments and references to get the best cultural team fit.
This document provides an overview of strategies for marketing and selling to women. It discusses how Jody DeVere and Peter Martin have experience in sales, marketing, and developing business solutions. The training objectives are to create awareness of the women's consumer market, learn strategies for selling to women, increase loyalty, and position products as solutions to women's needs. The document then outlines key facts about women as consumers, such as they making over 50% of car purchases and influencing over 85%, and their preference for businesses that understand female customers. It concludes with nine sales tips for relating to women, such as finding commonalities, allowing them to express concerns without interruption, and establishing trust.
Given the growing trend among companies to communicate that they treat consumers with honesty, this research explores the consumers’ reactions towards such claims of integrity across the marketing mix. Extant literature on deceptive marketing, postmodern consumption patterns and trust in marketing suggests a disjunct in the consumers’ evaluation of this strategy. They may support honesty marketing as an authentic approach nurturing trust and consumer-brand relationships, yet they might doubt its authenticity, maintaining a cynical stance towards marketing in general. Embedded in the Swedish consumption-scape, the present qualitative study finds confirmations for both positive and negative standpoints, and reveals two conditional aspects in the evaluation of honesty marketing. First, consumers base their appraisal on the company’s ability to back-up the honesty claim with authentic offerings and marketing integrity. Second, honesty is perceived as a company’s strategic stance made concrete through rather its comprehensive business conduct and not just its marketing communications. Thus the authors conclude that any explicit claim to honesty needs to promoted with caution as it tends to create more cynicism than trust in the postmodern consumer-scape unless undergirded by the company’s track record for business integrity.
What Zig Ziglar says!!! by Shalaka Patil, UBSShalaka Patil
Zig Ziglar was an American author, salesman, and motivational speaker known for his inspirational talks and writings. He advocated selling the benefits of a product rather than just its features to better meet customer needs. Ziglar also emphasized the importance of honesty and integrity in sales, stating that only honesty pays off in the long run. He believed a positive attitude was important for sales success and that people with optimism can handle frustrations and failures better than those with negative thinking.
Selling To Indian Asian Culture March 29 05bthakkar
This document provides guidance on selling and negotiating to the Indian-Asian market segment in the hospitality industry. It outlines key cultural considerations such as the importance of building trust and relationships through good conversation and understanding customers' backgrounds, interests, and values. The document also discusses negotiating strategies like focusing on value over price, being patient, and asking questions to understand customer needs and perspectives. Overall, it emphasizes learning about the culture and customers to develop successful long-term relationships.
The document provides aggressive strategies for buyers to exploit suppliers and negotiate the lowest possible prices. It recommends tactics like never showing sympathy, viewing suppliers as enemies, playing suppliers against each other, asking for concessions until suppliers "give in", boosting their ego to manipulate them, and never accepting the first offer. The overall message is to use intimidation, deception and power dynamics to extract maximum discounts and concessions from suppliers.
There are three types of people that can help accelerate the adoption of new products or ideas: Connectors, Mavens, and Salespeople. Connectors make change happen through their large networks of people and connections. Mavens make change happen through sharing information and identifying new ideas and trends. Salespeople make change happen through their ability to build rapport and persuade others. The document provides questions to help identify whether someone has the traits of a Connector, Maven or Salesperson.
This document discusses the importance of building relationships over social media rather than just focusing on growing audiences and networks. It emphasizes that social media should be used to facilitate real relationships through listening, making interactions personal, serving customers, ongoing engagement, and knowing your audience on a individual level. This leads to greater loyalty, engagement, and increased sales and profits over just awareness or popularity on platforms. The key is focusing on the relationships rather than just the reach or size of the network.
The document outlines the sales process and emphasizes the importance of understanding customers, competitors, changes, and one's own company. It discusses the need for salespeople to prioritize customers by having characteristics like caring, patience, fairness, and ethics in order to build long-term relationships. The document also provides puzzles and exercises to illustrate how salespeople can overcome limits and barriers through relationship selling that is consultative and problem-solving oriented.
This organizational analysis discusses Dollar Tree, a Fortune 500 company operating over 5,200 dollar stores across the US and Canada. It began in 1953 as a single Ben Franklin store and has grown significantly over the past 60+ years. The document outlines Dollar Tree's focus on responsibility, integrity, and courtesy in their attitude and commitment to doing right by employees and the company. It also briefly mentions recruiting/selection, training, and being a market leader in conclusions.
Mat Morrison - Social Media '09 (a mashup* event)mashup* Event
The document discusses the good, bad, and ugly aspects of social media and compares market norms to social norms. It also explores different definitions of what a brand is, including that a brand is defined by customers and is a person's gut feeling about a product, service, or organization. The document also examines how brands can replace personal relationships and become a guarantee of quality or make promises.
the RE Investment News is the monthly newsletter for Mid-America Association of Real Estate Investors. This month featuring wholesaling with Vena Jones-Cox
The document discusses Seth Godin's 5 levels of permission in marketing: intravenous, purchase-on-approval, points, personal relationships, brand trust, situation, and spam. The levels progress from strangers to loyal customers as trust and profits increase. Higher levels like intravenous and purchase-on-approval give marketers more control over buying decisions but risk losing permission if abused. Lower levels like points, situations, and spam have less trust and responsibility.
The document discusses psychographic segmentation and how it can be used to target audiences for thrillers. Psychographic segmentation divides the market into groups based on social class, personality traits, and lifestyle. The document then describes seven main psychographic groups: Mainstreamers, Aspirers, Succeeders, Resigned, Explorers, Strugglers, and Reformers. It provides details on the characteristics and brand preferences of each group. The document concludes that Explorers and Strugglers would be the best target audiences for a thriller, as Explorers seek adventure and Strugglers seek escape through sensation and impact.
In an environment where customers across the board are rethinking relationships with brands, products and services, it has become even more important to deliver Wow! retail and customer experiences and develop community.
The document outlines 4 steps to determining trustworthiness:
1. Observe how quickly someone speaks - fast talkers may lack confidence or belief in what they're saying.
2. Notice if they interrupt others - interrupting is rude and signals a lack of interest in others.
3. Consider their body language - trusting people make eye contact, smile, and appear engaged rather than distracted.
4. Assess their grasp of facts - trusting sources are honest about evidence rather than selective or opinionated. Checking these factors can help evaluate trustworthiness in sales and politics.
Sales self perception social style & versatility profileAzvantageLLC
The Sales SOCIAL STYLE Self-Perception Profile measures a salesperson’s SOCIAL STYLE and Versatility using an online self-assessment. The profile report is unique to the roles and responsibilities of a sales professional and uses norms of other sales professionals. The Improving Sales Effectiveness with Versatility (ISEV) Concepts Guide is included with the profile.
The document discusses marketing strategies through an analogy to romantic relationships. It provides 9 rules for successful marketing/dating: 1) Know your strengths 2) Don't limit yourself to one type 3) Don't push for long-term commitment early 4) Listen to customers 5) Back up words with actions 6) Keep things fresh 7) Aim to be part of customers' considerations rather than demanding loyalty 8) Build trust but it can be destroyed quickly 9) Give customers space. The overall message is that treating customers with intimacy, empathy and focus on their needs and benefits leads to stronger relationships than traditional brand-centric strategies.
Workshop Slides from a custom program that I put together for a few clients of mine. With 4-5 generations at work, each with distinct psychographics, there is bound to be more conflict than in the past. This workshop equips managers and leaders to manage this conflict more effectively.
It is essential for women to develop effective negotiation skills. Learn what can derail your negotiations, how to recognize negotiation opportunities, discover your silent negotiation partner, and strategic moves to enhance your negotiation.
Why People with Large Egos Are Successfulsashapete
This document discusses how self-talk impacts success, particularly in sales. It observes that top sales performers generally have positive self-talk where they believe in their abilities and see opportunities, while poor performers have negative self-talk where they doubt themselves and focus on challenges. A key difference observed between a top salesperson and one who was dismissed was their mental messaging - the top performer conveyed messages of success to themselves and others, while the poor performer focused on negatives. The document suggests improving one's self-talk through positive affirmations and gratitude to impact outlook and results.
COPYWRITING SECRETS OF THE MASTERS - Lorrie Morgan FerreroSadiyya Patel
This document provides biographical information about Lorrie Morgan-Ferrero, a renowned copywriter and founder of Red Hot Copy. It describes how she studied closely with master copywriters and has become highly successful in her own right, with the ability to write copy that bonds with customers and drives loyalty. It notes that she has helped sell products in various industries and now focuses on educating business owners on marketing to women. The document is brought to readers free of charge from her website ProCopyWritingTactics.com.
Tips on how to negotiate to achieve your goalsRj Pontillas
1. The document provides 12 tips for effective negotiation based on a book about negotiation. The tips stress focusing on goals, understanding the other party's perspective, making emotional appeals, adapting to each unique situation, making incremental progress, exchanging value in an agreement, leveraging the other party's standards, being transparent, communicating clearly, addressing underlying problems, embracing differences, and preparing thoroughly.
Interpersonal skills refer to mental and communicative abilities used during social interactions to achieve certain effects. Key interpersonal skills include empathy, building trust through integrity and consistency, active listening without interrupting, understanding different communication styles, assertiveness, and resolving conflicts cooperatively. Mastering interpersonal skills is important for business relationships and competitive advantage, as skills like empathy and trust help create strong connections and commitments.
The document discusses the importance of adopting a retail hospitality approach focused on customer service before, during, and after the sale. It emphasizes understanding the customer perspective, especially the female customer, who makes up the majority of consumers. A retail hospitality approach involves creating a welcoming environment, attentive sales associates who can develop relationships and provide follow up and support, and focusing on customer needs and expectations throughout the entire purchase process and beyond.
This document contains a 15-point reaction paper on the 95 Theses and Cluetrain Manifesto documents. Some key points made in the reaction paper include:
1) Markets consist of conversations between human beings, not just demographic groups. Through the internet, conversations that weren't previously possible can now occur.
2) Hyperlinks on the internet subvert traditional hierarchies by allowing users to freely access information in any order.
3) As markets become more interconnected online through conversations, new forms of social organization and knowledge exchange are emerging, making markets smarter and participants more informed.
The document provides an overview of techniques for effective sales interactions. It discusses four main personality styles (Talkers, Doers, Plodders, Controllers) and strategies for communicating with each style. Examples are given of body language and behaviors associated with each style. The document also outlines a six-step process for successful sales interactions: Approach, Interview, Demonstrate, Validate, Negotiate, Close.
This book provides advice for salespeople to increase their sales and income. It discusses how the top earning salespeople (1) become experts at selling, (2) earn and invest substantial portions of their income, and (3) save and invest over time. Building long-term relationships with customers is key to success in sales. The book emphasizes lifelong learning and recommends salespeople continuously work to expand their knowledge.
The document discusses different types of consumers and recommends strategies for communicating with each type. It describes Trendsetters, who are early adopters and influenced by mystery, intimacy, and sensuality. It describes Opinion Leaders as knowledgeable people who crave information and should be targeted with conversation-worthy, discovery-focused communications. It describes Fragile Brand Consumers as inexperienced, purchasing irregularly and based on emotions, and recommends lifestyle-focused advertising for this group.
This document discusses different customer profiles and strategies for communicating with each profile. It identifies key customer segments including fans, trendsetters, opinion leaders, high value consumers, fragile brand consumers, undecided consumers, and no consumers. For each segment, it outlines the primary communication goal and recommends approaches focused on values, lifestyle, rational benefits, mystery, or innovation. It also discusses models for customer mutations between segments and the importance of influencers.
Some common sales blunders that can cost deals include not doing proper customer research beforehand, focusing on selling rather than understanding customer needs, and poor communication skills like lack of questions or too much talking. Other mistakes are failing to address objections, making unrealistic promises, arguing with customers, focusing on price over value, and not following up after the sale. Salespeople should prepare well, listen more than talk, understand the customer perspective, and adapt their approach for each individual buyer.
Mande White, creator of HighAltitudeMarketingAcademy.com shares the 5 Essential Secrets to Emotionally Connecting with Your Target Audience to Increase Visibility, Deepen Customer Relationships and Boost Revenue in 2010.
This document discusses how understanding customer motivations can help real estate agents guide clients through the decision-making process. It outlines Abraham Maslow's hierarchy of human needs and how different needs may motivate home buyers and sellers. Real estate agents are advised to observe clients, listen to understand their values and priorities, and present choices to determine what features are most important. The document also provides tips on defusing emotions during negotiations and using body language and empathy to be a better negotiator.
The document provides tips on how to properly position a brand to attract the right customers. It discusses the importance of the 4Ps of marketing - product, price, placement, and promotion - working together consistently to deliver the right message to customers. It also identifies four types of customers - those seeking lowest price, value, emotion, and sophistication on a budget. The document stresses focusing marketing efforts on a specific customer type that fits the business's resources and avoiding trying to please everyone, which may please no one. Positioning is about perception and building a brand that attracts the intended customer.
The document discusses the importance of visual merchandising for cafes and coffee shops. It notes that customers make purchasing decisions based primarily on sight and that visual merchandising supports sales by communicating trends, assisting customers, and creating a welcoming environment. Great visual merchandising displays products attractively and clearly to increase profits. Sensory merchandising stimulates all five senses to encourage loyalty and repeat customers through consistency. The document provides tips for cafes such as keeping displays clean, abundant and fresh; highlighting barista skills; and using signage to guide customers.
This document summarizes customer complaints about shopping experiences. It lists common irritations like finding parking, issues with shopping carts, waiting in long lines, uncomfortable temperatures, and stores with dull lighting, colors, music and service. Customers also complain about staff who don't acknowledge them, judge them, or are bored. Salespeople are disliked if they talk too much while pitching products or don't listen to customers. The document encourages feedback on improving shopping experiences.
Visual Merchandising for Small RetailersDebra Templar
This document provides tips and best practices for visual merchandising and store layout to optimize sales. It discusses the importance of visual merchandising in communicating with customers and supporting sales. Specific recommendations include using signs, displays, fixtures and product placement strategically to guide customer flow and highlight key items. Hot spots and other high-traffic areas should feature impulse buys and promotions. Proper use of color, lighting and other visual elements can attract customers and influence purchasing decisions.
The document discusses eight types of buyers and how to motivate each type. The eight buyer types are: Price, WOW, Trust, Convenience, Status, Expert, Caring, and Entertainment. For each type, it provides tips on how retailers can appeal to them, such as designating sales areas for Price buyers, featuring new merchandise for WOW buyers, including testimonials for Trust buyers, and giving the business a fun atmosphere for Entertainment buyers. The overall message is that retailers need to understand different customer types and tailor their marketing and store layout accordingly.
Bumps, Upsells, Cross Sells And Down SellsDebra Templar
The document discusses various upselling strategies for retailers, including bumps, upsells, cross-sells, and downsells. Bumps are simple suggestions made at the point of sale to increase margins, like offering extra accessories. Upsells aim to add value and persuade customers to purchase premium versions or packages. Cross-sells involve identifying complementary products to offer existing customers. Downsells provide scaled-down options if customers decline higher-priced offers. Implementing these strategies can significantly increase profits without additional marketing costs. The key is to first upsell, then bump the upsell, and finally cross-sell other products to established customers.
This document discusses strategies for local area marketing, including getting closer to customers, fine-tuning sales skills, working existing customer databases, teaming up with other vendors, and developing multiple revenue streams. It provides tips for advertising like focusing on benefits over features and rotating ad concepts regularly. Successful promotions should create curiosity, provide information, entertain customers, and match the target audience. Sales should exceed customer expectations through strategic pricing, merchandising, advertising, and store preparation. Social media is also positioned as an important marketing channel. The document is authored by Debra Templar, an Australian retail expert focused on improving customer service and business practices.
This document provides tips for retailers when visiting gift fairs or trade shows to purchase inventory. It recommends spending the first half day observing the marketplace before taking notes and seeing which vendors are busy. It also advises developing a buying plan and budget, introducing yourself to sales reps, asking questions about their products and terms, and taking time to carefully consider purchases rather than rushing decisions. Retailers are encouraged to negotiate for deals, leave paper with reps but not feel pressured, and ensure purchases will appeal to a wide audience. The document also discusses concepts like turnover, stock-to-sales ratios, and the Open to Thrive system for determining purchasing levels.
Christmas trade can be up to 60% of a retailer's annual sales. This slideshow is designed to ignite you and your team, ensuring you have a highly profitable and fun Christmas!
This document provides tips for retail salespeople to improve customer service and increase sales. It emphasizes the importance of greeting customers by name, focusing on customer wants rather than needs, making suggestions to customers to pique their interest, handling objections effectively, and closing the sale while making customers feel good about their purchase. The key is to view each customer interaction as an opportunity to sell more than just the item and create a positive experience that encourages repeat business. Sales associates should avoid being pushy or taking frustrations with one customer out on the next one. The goal is to develop a personal connection and understanding of customers to enhance their shopping experience.
1) Women control the majority of spending and are the largest economic force globally. They dominate higher education and families with highly educated women control more resources.
2) Common misconceptions about marketing to women include that they all aspire to the same beauty standards or are solely focused on motherhood and emotion. Women are diverse.
3) To effectively market to women, portray them as real people with varied lives and values. Focus on consistency, quality and rewarding loyalty rather than stereotypes. Women do not want to feel their time is wasted.
This document discusses strategies for retailers to survive tougher economic times. It outlines two main reasons to go into business: to offer a product/service and to make a profit. It then provides three ways to build a business: attract more customers through marketing, increase average sales through sales, and have customers return more often through service. The key is not to focus on just one of these areas. The document then details seven focal points for retailers to reinvent their business, including working their customer database, teaming up with other vendors, selling more to existing customers, contacting competitors' customers, contacting former customers, and developing multiple revenue streams. Planning time effectively is also emphasized.
This document discusses strategies for effective staffing in retail. It outlines that good applicants want above-average pay, good working conditions, respect, appreciation, fun work close to home. Younger generations want to learn and feel important. Great people don't respond to boring job listings; referrals and networking are powerful recruitment tools. Look for traits like attitude, people skills, motivation, and leadership when identifying strong candidates. Maintaining staff involves creating a great work environment with turnover, exit interviews to improve, and always recruiting to fill openings.
This document outlines the top 10 common retail business fails and fixes according to Debra Templar, a leading Australian retail expert. The fails include rushing to cut the marketing budget, being blind to customers, being scared of financial reports, ignoring professional advice, being undercapitalized, paying oneself an inappropriate salary, being unaware of competitors, misjudging real rent costs, buying inventory customers do not like, and forgetting to think like a customer. The corresponding fixes provide targeted advice on focusing marketing efforts, engaging with customers, staying financially aware, networking, proper startup capitalization, determining a fair salary, researching competitors, carefully reviewing leases, stocking preferred inventory, and prioritizing the customer perspective. The overall message is that
Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women MagazineCIOWomenMagazine
In this article, we will dive into the extraordinary life of Ellen Burstyn, where the curtains rise on a story that's far more attractive than any script.
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
The Most Inspiring Entrepreneurs to Follow in 2024.pdfthesiliconleaders
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3. Who talks more, women or men? Who uses more gestures, men or women? What tone of voice do women + men use most often? Which gender seems to dominate, and why?
10. Men tend to be much more transactional in buying style. Transactional selling that depends on data, benefits and problem solving has been most comfortable with men and the male way of conducting business. Relational theories are often vague + difficult for male sales professionals to follow.
11. The steps in the transactional model follow the way men think + handle a sale. These are: open the sale, discuss what you offer, describe features + benefits handle objections + close the sale
12. The weakness of this model are: Relationship building is downplayed, communication tends to be one way, the female’s need for detail + connection are often ignored, and the closure of the sale can become manipulative. The challenge for the saleswoman in selling to a man is to stay focused, be direct with facts and not over-communicate.
14. Women have a buying style that is more relational but may move to transactional based on time + the product. Women tend to be more brand loyal than men, but they’ll leave their brand if the service is bad. Selling to men + women at the same time takes skill, flexibility and an understanding of gender differences.
15. Women speak because they wish to speak, whereas a man speaks only when driven to speech by something outside himself – like, for instance, he can’t find clean socks Jean Kerr, actress
16. Women are biologically more emotional than men, and they buy more emotionally. Women tend to trust people with whom they can form a relationship. A woman’s buying style (relational) differs from the typical male style (transactional) in that there is more + deeper communication between buyer and seller during the sales process.
17. When a woman likes a product or a salesperson, she lets others know; lots of others.
19. Developed over the last 20 years, the relational model emphasises establishing a positive relationship with the buyer, male or female Women often buy in an indirect way that includes relationship building in the process even as they cover all of the steps of the Transactional Model
20. There are times when neither a man nor a woman wants a relationship with the salesperson. When selling to men + women together, plan a strategy prior to the call to deal with the unique dynamics of the situation.
22. Dial down your bias toward the opposite gender. Genuinely value the customer. Remain open minded to all data being shared with you by the customer. Listen for facts + feelings. Validate what is truly important to the customer. Prepare a response appropriate to the customer.
23. Common blindspots in Establishing the Relationship can be female sellers becoming over-familiar with the buyer and male sellers not allowing enough time for rapport. In Creating Value, a seller has to show men that the product is the right price and does what is required. Women want to be assured they won’t regret buying.
24. In Discussing Issues, female salespeople need to remember that the male buyer might sound as though he is arguing, when in fact this is just a desire for more data. Male sellers have to use this step to connect more with the female buyer.
25. Delivering Customer Satisfaction means different things to different genders. Women are brand loyal if they’re convinced they received good service. Men will switch without guilt if the price or quality is better elsewhere.
26. Vive la difference (long live the difference) Originally applied to the difference between the sexes, this phrase may now express approval of the difference between any two groups of people, or simply the general diversity of individuals. Wictionary
27. One of Australia’s leading retailing experts, Debra Templar just hates bad customer service and stupid business practices. So… she’s on a mission to change them – one slideshow, presentation, book, or training session at a time: "I don't just want to improve how we do business for the customer’s sake but also that we, as business owners, sell more stuff, make lots more profit, and love our businesses back to life!“ E: debra@thetemplargroup.com.auMobile: 0417 532383Skype: debra.templar www.thetemplargroup.com.au www.twitter.com/DebraTemplar www.linkedin.com/DebraTemplar Photos are from www.istockphoto.com
Editor's Notes
If you offer award wages or low wages, applicants get the message that that’s all you think they’re worth and that you don’t value your staffvery much.Remember most applicants could make more money collecting rubbish or cleaning houses, but they would rather work in your shop.
Staff want to work in clean and up-to-date places. That shouldn’t be a problem because every customer wants that as well, and your shop has a great atmosphere, yes?No one wants to hear “Euuuuwww, you work there?!”People want to be proud of the business and surroundings they work in.
Respecting your staff’s opinions makes them feel part of your business team – it makes them feel important. Let your staff know that you value their views.