How to Handle Disrupters
You’ve just been appointed facilitator for the next meeting, but you know that if it’s to be successful, you’ll have to rein in a few troublemakers. Here are descriptions of four particularly difficult types of meeting disrupters and how to handle them. The repeaters.These people bring up the same issues and points over and over […]
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
Keeping Customers Happy
A customer’s family was nearing the end of a mountain of presents last Christmas when the phone rang. The caller? Not a relative spreading holiday cheer, but a Federal Express customer service representative spending the day playing last-minute Santa. She held in her hand a package she thought could be a gift. Though the package […]
Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. He responded with one of three comments: 1. Keep sending this sort of critical information. 2. Send this to a responsible person on my team, […]
Make ‘Em Laugh
If, during a cold call, you get an “I’m not interested” from a prospect as soon as you state your name, simply smile and respond, “Well, I’d be very surprised if you were at this point!” Your humor may catch the prospect off guard and buy enough time for you to launch your presentation.
