Management

Share a nugget of information that will help the dE community. Please keep it to 2 sentences. Short and sweet!

Replies to This Discussion

Permalink Reply by Philip Zelinger on October 28, 2010 at 4:44pm

No aplogies needed or warranted! I understand that it is only the thought starter "tips" that are restricted -- the comments probably aren't and shouldn't be! Frankly, your comments added insights that we shared which were not clearly prioritized or defined in my original tip so we all came out ahead!

Dennis M. Sims said:

Phillip, you're right and I apologize. I didn't know about the policy of how long what we share is to be.

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Permalink Reply by Ron Terry on October 31, 2010 at 11:17am

GMs, GSMs and Sales Managers...have your sales people describe to you their value proposition. Listen for 3 things:

1. What unique value do they bring to the prospect ... over and above what the competition says?
2. How does this value solve the prospect's problem or make his life better and to what degree?
3. Is there enough value that price becomes an important, but lesser consideration?

Let me know if you want to know more about creating powerful value propositions that sell.

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Permalink Reply by Chip King on October 31, 2010 at 11:34am

Great point of view Ron! We have all witnessed Value Proposition number 1---When a customer is laughing and having a good time at the desk with the rep---price goes down a few steps when the customer likes the experience and gains confidence that they have made the right choice in "people".

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Permalink Reply by Bobby Compton on October 31, 2010 at 12:26pm

Spot on.

Motivational Listening!

Tony Edgington said:

Even as a Manager always be willing to listen to your salesman as we tell them, listen more talk less you will find by listening more we even as manager's can learn a lot.

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Permalink Reply by Philip Zelinger on November 10, 2010 at 11:49pm

Judge your own contributions to the team with the same impartial positive constructive manner that you apply to your staff and you will all perform better. Look in the mirror -- not through the glass!