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In this issue: Book Review |
Customers Play The Game Over the course of our clammy, insect ridden summer, I attended an number of promotional events, run by my customers and attended by their customers and suppliers. I took the opportunity to ask some of the patrons what they look for in a sales person. The answers I collected may be of more than a passing interest to some of you, so here are some excerpts. I have used fictitious names for my sources, in some cases for their own protection and in others for mine. Gullibility was the nub of one answer. Mr W. gleefully explained his orchestrated double act. With the sales person present he says to his IT manager "This seems a great proposal. Providing it’s in the budget I think we should go ahead." Cue - IT manager looks sheepish. Mr W raises eyebrows and exclaims "You have got it in the budget haven’t you?" Camera pans out and swings to my face just in time to catch me repairing a sick expression. Memories of being that sales person briefly disturbed my aloofness. A stiff G&T prepared me for round two, a more pleasant encounter as it turned out. A well dressed lady I shall call Phillipa, related her preferences for the informed sales person. "I feel myself getting cross if a sales person doesn’t know anything" she said. "They win my ear if they know their field and have done their home- work. I cut short interviews with people who are ill prepared." Phillipa’s friend added "I hate pushy sales people". At another event, George, a very fast paced, no nonsense Director, described how he tests sales people. "I like to put them under pressure to see how they perform. Sometimes I ask them how their company is better than a competitor. Sometimes I pose them a difficult business issue to observe how they think. The more value they offer me, the more time I give them." We have smart products and smart marketing. It seems customer sophistication keeps pace. Sales Help - Time Management Getting More Done The key to making time management principles work is a sound motivational platform to build on. At the root of effective time management are carefully constructed goals. In turn, at the root of motivating goals are clearly understood values. The more time invested in goal foundations, the greater the integrity of milestones, objectives and tasks dictated by goals. Most people never attempt to articulate their values. In this context I use the term to describe deep rooted beliefs that make themselves known to us via our conscience. Walt Disney used his famous character Jiminy Cricket to provide depth to Pinocchio’s personality. Our values affect how we feel about our actions and decisions. When our actions conflict with our values we feel uncomfortable or guilty. This saps our energy and has an effect on our productivity. Recognising our values clearly so that we can explain them and write them down is the first step to self mastery. The Art of Winning Conversation Last issue I raved about Emotional Intelligence by Daniel Goleman. This month I am delighted to write about Morey Stettner’s book with at least equal respect. We all know a lot about interpersonal communication. Shining a light on our unconscious knowledge is the work of a brilliant teacher. I use the word not in the common way but to speak of a true master of communication. As all people climb on the shoulders of others, I will speak Stettner’s name loudly when I stand on his. What of the content? Alas I cannot do it justice in this short column.
Article by Clive Miller
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