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Customer Needs Verses Pushing Product
I visited a high end hi fi store on the weekend. The salesperson asked me what I was interested in which was simply something I could play CD's on that gave excellent separation of instruments and vocals. For the ensuing 15 minutes I got a…
Posted on July 29, 2014Front Of Mind or Out Of Mind
I have long held the belief that those who, on a monthly basis, keep in touch with their key prospects and customers are in the top percentile of their industry. At a recent speaking engagement to 70 electricians I asked the question "how…
Posted on July 14, 2014The Expected and Unexpected
I recently found some notes I had taken on a visit to The Castle Inn Hotel in Rhode Island - USA. Here are my notations... Arrived - car door opened by concierge (expected) Luggage carried to reception (expected) Asked if I would like…
Posted on July 10, 2014Leadership not Location
Success is about leadership not location. On one occasion, I consulted with two similar types of business in the same town on the same street. One was doing well, the other was not. Leadership was the key differentiator. While successful…
Posted on June 17, 2014Exceptional Service Doesn't Just Happen
I was recently involved in giving an Exceptional Service award at the Dalby Chamber of Commerce. A great initiative of the chamber and one which is much needed in this day and age of very low service in many organisations. With the…
Posted on June 11, 2014When Bombs Go Off
Occasionally in life, bombs go off. These are events and circumstances that we have no control over. They come out of left field and often overnight. It might be the death of a loved one, litigation from one who has a personal vendetta…
Posted on May 15, 2014The Good and the Bad of BMW Selling Techniques
Over the last number of years I have encountered sales staff from BMW that has left me thinking that the societal ill feelings toward the current day car salesperson was justified - pushy, disinterested if they perceived you didn't look…
Posted on May 11, 2014If You Say It, Do It
Last month I spent an overnighter in a local private hospital after having some leg surgery. The hospital boasted the following tagline: 'first class treatment, world class results' Reading this upon admittance I mistakenly thought they…
Posted on April 27, 2014Increasing closure ratios of quotes and proposals
Thoughts on Increasing closure ratios of quotes and proposals: Filter requests for quotes upfront. If it doesn’t fit your ideal client, sweet spot etc, deal with it immediately Strength of relationship and referrals generally win over…
Posted on March 27, 2014When Operations Impede Progress
Taking the daily operational hat off to focus on the future can be a challenge for the most adept business owner or manager. The day to day running of our businesses and organisations often demand our all, leaving little energy and focus…
