This document discusses the dysfunctional relationship between consumers and salespeople and provides suggestions for improving it. Traditionally, salespeople are taught to manipulate conversations to close the sale, which creates mistrust. However, focusing on truly helping and serving customers, rather than just making the sale, can change intentions and build real relationships. By prioritizing the customer's wants and needs over their own goals, salespeople can differentiate themselves and engage customers in a more open dialogue.
*5* Proven and Time-Tested Customer Service Strategies to Absolutely Explode ...John Di Lemme
In this presentation, High-End Marketing Consultant John Di Lemme reveals *5* Proven and Time-Tested Customer Service Strategies to Absolutely Explode Your Revenue and Build a Raving Fan Base. John absolutely guarantees that if you implement these strategies in your business, your customer relationships will strengthen and your revenue will increase.
How to greet a customer is one of the hardest things for employees to do right. Use this retail sales training advice from the Retail Doctor to quickly understand what to do and what to avoid when greeting a customer.
7 Common Types of Retail Customers (and How to Sell to Them)Vend
One of the things that makes running a retail store so interesting and fun (most days) is the fact that you can encounter an array of characters at your shop. From easy going shoppers who make small talk, to customers on a mission who just want to get in and out of the store, retailers deal with various types of people on a daily basis.
And as any good merchant knows, there isn’t one single solution or best practice for converting all kinds of customers. Each type comes with its own set of qualities, and retailers have to acknowledge these distinctions and tailor their approaches accordingly.
To help you do this, we’ve compiled a list of the most common types of customers that you may encounter, along with tips on how to approach and sell to each one
*5* Proven and Time-Tested Customer Service Strategies to Absolutely Explode ...John Di Lemme
In this presentation, High-End Marketing Consultant John Di Lemme reveals *5* Proven and Time-Tested Customer Service Strategies to Absolutely Explode Your Revenue and Build a Raving Fan Base. John absolutely guarantees that if you implement these strategies in your business, your customer relationships will strengthen and your revenue will increase.
How to greet a customer is one of the hardest things for employees to do right. Use this retail sales training advice from the Retail Doctor to quickly understand what to do and what to avoid when greeting a customer.
7 Common Types of Retail Customers (and How to Sell to Them)Vend
One of the things that makes running a retail store so interesting and fun (most days) is the fact that you can encounter an array of characters at your shop. From easy going shoppers who make small talk, to customers on a mission who just want to get in and out of the store, retailers deal with various types of people on a daily basis.
And as any good merchant knows, there isn’t one single solution or best practice for converting all kinds of customers. Each type comes with its own set of qualities, and retailers have to acknowledge these distinctions and tailor their approaches accordingly.
To help you do this, we’ve compiled a list of the most common types of customers that you may encounter, along with tips on how to approach and sell to each one
Sound more professional on the telephone.
Be more prepared for your incoming calls.
Take control of all calls.
Deliver an effective sales message.
Handle complaint calls more effectively
Want to improve the Customer Experience in your restaurant, hospitality or re...Larry Hodes
Check out the following slide presentation that you can use for your customer experience/service training. Many concepts such as customer service, complaint handling, teamwork and upselling are dealt with. You are most welcome to save the powerpoint presentation and use it for your training sessions. Take a couple of points/concepts at a time and work through them.
Objectionable Content: How to improve your customer’s experience and your onl...The Marketing Meetup
When a customer leaves your website without buying something, it could be for any number of reasons. The product was out of stock. They couldn’t understand your size guide. They couldn’t find what they were looking for. They found a better offer someplace else. They were browsing at the office but had to abort to get an important piece of work done.The list is potentially endless. It could be all those things or none of them. And it can be hard to know what the reason was that people don’t hang around to tell you. To find out, you can use things like secret shoppers, UX consultants, and DIY tools that record web visits for you to analyse later and figure out what might have caused a drop-off.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
A power point presentation I put together on McConeell & Huba's Creating Custer Evangelists Audio book. Does not include their case studies however it's good information about creating customer evangelists & marketing.
Sound more professional on the telephone.
Be more prepared for your incoming calls.
Take control of all calls.
Deliver an effective sales message.
Handle complaint calls more effectively
Want to improve the Customer Experience in your restaurant, hospitality or re...Larry Hodes
Check out the following slide presentation that you can use for your customer experience/service training. Many concepts such as customer service, complaint handling, teamwork and upselling are dealt with. You are most welcome to save the powerpoint presentation and use it for your training sessions. Take a couple of points/concepts at a time and work through them.
Objectionable Content: How to improve your customer’s experience and your onl...The Marketing Meetup
When a customer leaves your website without buying something, it could be for any number of reasons. The product was out of stock. They couldn’t understand your size guide. They couldn’t find what they were looking for. They found a better offer someplace else. They were browsing at the office but had to abort to get an important piece of work done.The list is potentially endless. It could be all those things or none of them. And it can be hard to know what the reason was that people don’t hang around to tell you. To find out, you can use things like secret shoppers, UX consultants, and DIY tools that record web visits for you to analyse later and figure out what might have caused a drop-off.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
A power point presentation I put together on McConeell & Huba's Creating Custer Evangelists Audio book. Does not include their case studies however it's good information about creating customer evangelists & marketing.
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
Our biggest challenge is to have everyone on the team busy, in production, happy, and profitable! Together Everyone Achieves More.
With the amount of competition in the market, it is no longer possible to simply do the bare minimum or maintain the status quo. In addition, marketing budgets alone will not keep buyers in the car.
The Challenge: It is now, more than ever, necessary for the agent to elevate and grow their business within a business. They must engage in each aspect of the process to maximize the potential of their business.
US real estate equity builder Kansas City (usreeb) takes pride in the timely delivery of highly efficient services that are largely result driven.The team attributes their success to a team, impeccable planning, strong business acumen and a passion for providing satisfying services.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
On a daily basis I hear Marketing buzz words bantered about and it becomes obvious people say them and don’t really even know what they mean. I think people use the sacred marketing words like relevant, equity or insights, because they figure no one will challenge them. Of course, everyone puts “strategic thinker” on their Linked In profile. The problem I see is that a generation of Brand Leaders have not been properly trained and it’s starting to show. For the past 20 years, companies have said “on the job” training is good enough. But now the lack of training is starting to show up. The mis-use of these words can be linked to the lack of understanding of the fundamentals of marketing.
Learn a 3 step process that will make people looking at your website, turn into actual paying customers. Despite what they may think, startups don't have an exposure problem, they have a conversion problem.
The Leadership Cycle...Attract Followers, Develop Peak Performers & Produce R...Mike Moore
An effective leader must always be learning, growing and improving their understanding and ability to attract followers, but simply attracting followers isn’t enough. An effective leader also has to have the skills to develop those followers into peak performers who are at their best when their best is needed. Developing their followers into peak performers will also lead some of them to become leaders themselves. Leaders who can help a company grow and produce exceptional results. This leadership cycle creates a culture of performance where constant improvement, innovation and excellence is the norm. In this advanced session you'll learn what it takes to create a leadership culture where you are continuously attracting motivated, passionate people who want to learn, grow and improve themselves.
The ABCs Of Sales Leadership...Always Be CoachingMike Moore
IN an age where people are less and less engaged in their work, coaching becomes more and more important. Leaders Who Coach develop inspired, enlightened and empowered people! In this workshop Mike Moore teaches how to become a sales leader who coaches people to help them constantly be improving their attitudes, skills and action to become their best self!
Leadership in The Age Of Artificial Intelligence!Mike Moore
In the age of AI it isn't really technology that's the disruptor, it's uninspired, unmotivated employees that truly disrupt a business and it's a leaders responsibility to make sure this doesn't happen!
Learning to coach is the key to being an effective leader. In the ABCs Of Leadership, Always Be Coaching, I share what I learned by growing up as a coach's son and being exposed to other great coaches. I have memories of my education about coaching being at 9 years old but understand that coaches sons and daughters are exposed to coaching from their earliest age. This gives them a unique perspective on leadership and coaching. When I choose to go into business I began using what i learned to develop people and create exceptional results. I have continued to study coaching and how to apply it in business. This keynote is an overview of my leadership development course. If you want to be a great leader you need to become an effective coach because Leaders Who Coach Win!
"Fulfilling The New American Dream"
Overcome your industry bias, human nature and understand today's new homebuyer so you can heal the dysfunctional buyer and seller relationship.
Leaders Who Coach Understand, When Put In Charge, Take Command!Mike Moore
Leadership and management both require that you take in charge. The best way to do both is for leaders and managers to learn how to become coaches and mentors!
Until we learn how to overcome our greatest enemy, our human nature, we're unable to become our very best! Here are three things you can do to become extraordinary!
The Sales Journey...Building Trust & Becoming The Buyers Guide Mike Moore
If you really want to increase your sales, you'll need to build trust and you can't do that when your intention is to make a sale...Learn more and become a customer maker!
Quality work requires high performance! High performers want to be coached to help them reach their peak. This workshop uncovers how to apply the most effective strategies and tactics used by great coaches to business leadership.
If You Want To Increase Sales...Stop Selling!Mike Moore
Traditional selling has created a dysfunctional buyer and seller relationship today. Buyers don't like trust or believe salespeople ad salespeople don't respect buyers ability to make good decisions...It's time to change your intentions and purpose to change this relationship. It's time to stop selling and start making customers!
IBS 2016 Presentation
For people to develop, become their best and give their best effort each day leaders need to coach, inspire and motivate. In this session I share the lessons of great coaches and how to apply them to business and team building in the workplace!
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
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Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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Exploring Patterns of Connection with Social Dreaming
Making Customers Introduction
1.
2. What do consumers think of salespeople?
What do consumers think salespeople care about?
What is a salesperson’s intention every day on their way to work?
Are consumers wrong about salespeople?
“How are you doing?” When an Executive asks the Sales Manager or they ask a
Salesperson…What are they really asking?
What do new home salespeople think of homebuyers?
What do new home building executives think of their salespeople?
Stop the insanity…heal this dysfunctional relationship!
3.
4. Has taught salespeople
• their job is to sell the next person they talk to
• selling is a dialogue but the trick is to control the conversation so it stays
focused on the product, presentation and information to be covered
• selling is a series of questions to get to the answer they want…manipulation
• they learn to close, by closing early and often
• after a closing question, the first person who talks loses
• to build rapport and a relationship ask good questions…to make a sale
• to tell the prospect what they want to hear…to be people pleasers
Creates mistrust between consumers and salespeople
5. Pleasing…Tell Them What They Want To Hear!
is our reaction to avoid conflict and be liked
is what we do to get something for ourselves
often backfires and sabotages the end result we really want
may resolve the issue of the moment, but creates larger
issues for the future
Reinforces the mistrust between consumers and salespeople
6. People feel what we feel
People know our intentions
9. Always do what’s best for the new home shopper.
To care about the new home shopper.
To help and serve the new home shopper…serving not pleasing.
Overcomes the new home shopper’s preconceived perception of
salespeople…new open engagement.
Creates the relationship we’ve all talk about, wanted and tried to
create but sabotaged with traditional sales intentions.
10. Changes salespeople’s job to finding the next person who wants
what they are selling.
Creates real dialogue and conversations that exchange information.
Improves listening skills and salespeople’s intuition and instincts.
Changes the dialogue from selling or pleasing to helping and serving.
Focuses on the end result…homeownership.
Engages consumers so they will participate in the process.
Enables salespeople to know what new home shoppers really want.
Salespeople will set homebuyer expectations and manage their
perceptions more effectively.
11. FOCUS…Please home shoppers, getting FOCUS…Do what’s best for the home
an order, a contract, my commission, shopper, help them, serve them, their home
makes salespeople act and sound the ownership, orders as part of the process…
same…makes company & offers the same differentiates salespeople
IT’S ABOUT US…SO SHOPPERS RESIST IT’S ABOUT THEM…SO SHOPPERS SHARE
My product their reasons for shopping
My knowledge their reasons for buying
My presentation their wants, needs, desires, concerns
My commission their budget
‘My deal’ their lifestyle
IT CREATES…SHORT TERM SELFISH IT CREATES…LONG TERM SELFISH
how many calls…traffic dialogue
how many presentations conversations
how many appointments relationships
how many contracts who did you talk too?
how many cancels customers
12. To assist you, not tell you
To help you, not sell you
To care more about you,
than what’s in it for me.
To always do what’s best for you
By Mike Moore