Saturday, August 11, 2007

The Goal Beside Your Goal

We often confuse a goal with an end-result and when we do, we fail and get discouraged. Let me take the simple example of weight loss to illustrate this point: We often set a weight loss goal for ourselves; so and so many kilos or pounds, when really weight loss is a result of reaching a totally different goal, namely to eat less and exercise more. The goal is in the action, the rest is merely an end-resulting consequence. Always focus on action goals to take you to where you want to go.

Friday, August 10, 2007

Treat Your Prospects As Customers

Give the consideration, attention and quality service to your prospects that they potentially deserve. Treat them as if they were already your customer. Offer to provide value without the thought of immediate return. Next, treat your best customers as prospects! Never stop courting and super pleasing them. Don't forget to earn your continued business. Well taken care of, your best customers usually become your most profitable business.

Thursday, August 9, 2007

Always Ask For The Next Action

In making sure to get things to move forward, it is a powerful question to always ask for the next action or the next step. Performing a major task or a big project can sometimes be a bit daunting but all you really need, is to focus on the next step to keep things moving forward. This way you make progress toward your goal one step at a time.

Wednesday, August 8, 2007

Get Your People Turned On!

Studies as well as experience show that a group of people performs best when the team is excited, enthused and passionate about what they are doing. It is the leader's primary objective to get the people turned on. Superior performance is usually not a result of complacent happiness but of enthusiasm, excitement and passion.

Tuesday, August 7, 2007

What Do You Want To Be Famous For?

Desire is the starting point of all achievement. The motivation to will to accomplish anything specific can come from many different places. When assessing the motivation of an individual, ask this question: "What is it you want to be famous for?" It is jokingly said that there are two reasons for everything: "That which sounds good and then the real reason". Figure out the real reason for yourself and light the fire of desire!

Monday, August 6, 2007

Apply The 80/20 Rule To Your Time

Time management is really a misnomer; you can not manage time, all you can manage are your priorities and your areas of focus. The 80/20-rule determines that the relationship between cause and effect is non-linear. For example: 20% of all customers will generate 80% of all sales revenue, 20% of all products in a company will generate 80% of the turnover and so on. The point is that there are a few vital factors that generate most parts of a result, and in fact this principle can also be applied to the use of our time. Always focus on your high yield activities!

Sunday, August 5, 2007

Understanding Sales As A Buyer

When we want to improve our selling skills it is useful to think about it from the perspective of the buyer. When we are on the purchasing side of the table we don't want to "get sold to". We want to make up our own mind based on what is being offered, taking the trustworthiness of the sales person into account. A great question to ask when evaluating new sales techniques is: "Would that approach work on me?"
About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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Bottleneck Blog by Urban Gavelin © 2007-2011