SALES - 3 MORE QUICK TIPS - FOR SALES MANAGERS

DECISION MAKERS:

Have your salespeople send you a list of names and positions of the people they contact and see how many secretaries, purchasing officers, clerks and other strange characters they are talking to. If they have developed a “milk run” just to keep their call rate up remember the experts tell us (last time I heard) it costs about US$220 per call. That’s a lot of money to smile at a secretary who can’t approve any purchases.

NO FEAR:

Sales people need to overcome their fear of rejection and have no call reluctance. They need to understand risk in their profession comes from developing too few customers and prospects, not from having too many. They have to accept rejection as part of their life and do not allow a prospect’s rejection to effect and control their mental attitude. Fear can be reduced by planning, being prepared for every step of the selling process backed by solid product knowledge. Even a well developed prospecting script with prepared responses to all of the major questions and objections they might encounter can help.

DESTROY THE SALES SCRIPT… DON”T PITCH

Selling, or more correctly helping the prospective customer through the process of deciding that what you have to offer is a worthwhile solution to satisfy his or her wants (or needs if you must) should be a conversation not a one, two, three (or ten) act play. If you or your salespeople are using a script (and many still do) you are probably not listening to the customer you are just pitching. You need to let the customer explain what he or she wants and then know enough about your product or service to explain how it provides the solution or benefit desired.

Looking for a sales job in tough times you, will need a great resume: how to write a resume !

"What's the balance of your Trust Bank?"

Quote: Steven Covey, in his "7 Habits of Highly Effective People" first introduced the notion of trust, not as a soft social virtue, but as a hard edged economic driver that can be deposited and withdrawn from one's emotional bank account. He suggested that it takes a long time to build up the trust balance by way of small deposits and this balance can be quickly depleted with just one withdrawal - as in this example… :enduote

Wisdom from Bob Sheldone MD Australian National Learning Institute

The rest is here:

http://www.management-issues.com/2009/3/31/opinion/whats-the-balance-of-your-trust-bank.asp

Time for a new resume?! resume form and and information on how to write a resume

Ric-oeglearn

Getting Squeezed by Your Employer

"More employers are using the recession as an excuse to roll back employee benefits, force unpaid time off or fire workers."

quote: from article “This is the worst I’ve ever seen it,” said Lewis Maltby, president of the National Workrights Institute [assume US], about the number of employers “squeezing” employees in the name of a bad economy. :end quote

Interesting read the full article is at:

http://www.msnbc.msn.com/id/30154965/

Time to update your resume... resume form index how to write a resume with examples

Ric-orglearn

'It's time for an assessment of career goals'

Some truly well thought out advice...

"Whether you are jumping into a job search or considering an alternative path, you need to revamp your resume while your work experience is still fresh on your mind. You don't need to hire a professional to do the work for you. Resume writing is a skill that everyone should develop, and there are cheap and easy ways to learn." There is more about doing your resume.

This comes from an excellent article in the Winston-Salem Journal where they also discuss; if you are "laid off" the following questions need to be considered...

"Do you need job re-training?" Do you want the same profession? "Do you want to return to work?"

The article is here:

 http://www2.journalnow.com/content/2009/apr/12/after-a-layoff-its-time-for-an-assessment-of-caree/business/

Free resume form fill in the blank resume online! More career advice !

Ric www.orglearn.org

CAREER ADVICE - how to write a resume

New information regarding how and what to emphasize in your employment cover letter has been added to orglearn as have new resume examples and information.

There is now additional career advice on management in the form of a series of short lessons/articles.

The user interface has been further resourced with more tips on how to write a resume and usability has been expanded in that you can now join the resume form site and submit questions or make comments. 

Ric-orglearn