2 Ways to Sell.

I was reading a lot on the subject of sales recently. I had to travel and came across a book on sales. We are all sales people. We have to pitch ourselves to clients or to the HR department for the job, etc. But what happens when you are the actual sales person who has to bring in clients? Are you stuck in a rut and using the same hum-drum tactics.

After much reading, I have discovered the following best sales tactics.

1. Ask for the business directly. This simply is presenting, asking and answering questions, and then stating that you have answered all the questions and it sounds like they (your audience) are ready to move forward. Then, boldly, present the contact and take care of the business now- or as quickly as possible. Being blunt and to the point, yet polite, does work and works often.

2. Time sensitive matters. If a potential client has been on the fence about moving forward, then give them a deadline as to when pricing will expire or go up. Either you have their business or you don’t. The time sensitive issue will clarify this immediately.

There are, of course, other tactics that do work. You want to use something that is ethical and comfortable for you.

Until Monday,

Twyla N. Garrett

What you need to ask your employees.

From time to time I get asked about what business owners should be looking for when it comes to their employees. There isn't a perfect answer. Every situation is unique and every business owner's set of expectations is different. I think the best way to gauge an employee is by starting to ask the right questions before he or she is hired.

Asking someone how they heard about an opening with your company can lead to a lot of information. Does the candidate rely on a social group to connect with others? Is he or she constantly on the computer aggressively tracking down leads? Is he or she seeking a job or a career? Starting with the basic question of "How did you hear about us?" will tell you a lot about the person.

My next suggested step is to ask an employee what they liked about the job (the one you gave him or her) when they started. This will give you insight has to how your company is really viewed and what is being said about your company. I believe in maintaining a friendly but firm workplace. If someone tells me they liked the ability to socialize with their co-workers or "joke around" the best, I have a problem. So, ask questions before someone is hired and throughout their employment.

We all get busy. Knowing about your employees' perceptions can help you hire better people or promote the gems that you already have.

Until next time,
Twyla