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Actual for You - Do Your Salespeople Have Walk-Away Power?
For those who don't know the lingo, a phone word (or vanity number) is the alpha numeric equivalent to a phone number. For instance, 1300 CREDIT = 1300 273348.For more than 30 years, phonewords have been a phenomena in the United States. Three years ago they entered the Australian market and have shot to popularity in advertising because of t
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a su
It has been estimated that 50 percent to 60 percent of employees paid in the United States participate in a direct deposit service offered by their employers for payroll funds. This is a growing trend as there are many benefits to employers and employees alike. Direct deposit involves a series of steps that culminates in the employee receiving wages
1. The potential for additional business just isn’t there.
2. The time, energy or corporate resources to keep this sale or relationship active are no longer a good investment of your sales time, or your organization’s resources.
3. The prospect/customer continues to try to squeeze more out of you.
4. The relationship is no longer win/win.
5. The competition will do ‘anything’ (things that are not reasonable or ethical) to get the business away from you because they are desperate or unethical. Your client, as a result expects you to match the competition’s offer. Beware!
6. You have lost control of the sales process.
7. Everything you try just doesn’t get the prospect/customer to respond to you.
8. Your intuition or gut tells you to ‘walk away’ from this one.
9. The prospect’s/client’s only interest is in price and they are not concerned about service, quality, or your ability to help them solve problems or grow their business.
10. They lie to you or misrepresent facts.
11. They delegate the buying process to the bottom of the food chain where no one has the authority to make the buying decision.
12. They take more of your time and energy than the sale/relationship/margins warrant.
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a suc
Incorporating online is probably one of the easiest ways to incorporate your business. Incorporating online generally only requires standard information such as the names and addresses of the initial officers, and sometimes their titles. Incorporating online helps take care of all the steps required for the initial filing with the Secretary of Sta
3. The prospect/customer continues to try to squeeze more out of you.
4. The relationship is no longer win/win.
5. The competition will do ‘anything’ (things that are not reasonable or ethical) to get the business away from you because they are desperate or unethical. Your client, as a result expects you to match the competition’s offer. Beware!
6. You have lost control of the sales process.
7. Everything you try just doesn’t get the prospect/customer to respond to you.
8. Your intuition or gut tells you to ‘walk away’ from this one.
9. The prospect’s/client’s only interest is in price and they are not concerned about service, quality, or your ability to help them solve problems or grow their business.
10. They lie to you or misrepresent facts.
11. They delegate the buying process to the bottom of the food chain where no one has the authority to make the buying decision.
12. They take more of your time and energy than the sale/relationship/margins warrant.
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a su
One of the fastest growing careers in the medical field is a medical billing career. This is a career that is well suited for someone who is detail oriented, able to work in a fast paced environment, and is able to get people the information they need quickly. Those who work in this field will have to go to school and earn an associates degree or ce
6. You have lost control of the sales process.
7. Everything you try just doesn’t get the prospect/customer to respond to you.
8. Your intuition or gut tells you to ‘walk away’ from this one.
9. The prospect’s/client’s only interest is in price and they are not concerned about service, quality, or your ability to help them solve problems or grow their business.
10. They lie to you or misrepresent facts.
11. They delegate the buying process to the bottom of the food chain where no one has the authority to make the buying decision.
12. They take more of your time and energy than the sale/relationship/margins warrant.
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a su
Nursing is the nations largest health care profession, with more than 2.7 million registered nurses nationwide, and nursing students account for more than half of all health professions students in the United States. Applications to attend nursing schools continue to increase nicely but did you know that thousands of students are being turned away b
10. They lie to you or misrepresent facts.
11. They delegate the buying process to the bottom of the food chain where no one has the authority to make the buying decision.
12. They take more of your time and energy than the sale/relationship/margins warrant.
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a su
Small business is a hot market for IT consulting. There are different sizes of small businesses and they all have different IT consulting needs. In this article you'll learn some items you should be familiar with in order to provide IT consulting to these businesses.Micro Small Businesses DefinedMicro small businesses are companies tha
There are other reasons, but most will fall into the previous 12.
Here are a few questions to consider:
1. Are you failing to walk away from any business now you feel you should? Why?
2. Are you not walking away from some business for inconsistent reasons?
3. Do you have a walk-away philosophy or strategy?
4. Do you have a successful sales strategy that you use consistently to keep the sales process alive and well when the prospect or client forces you into a walk away position?
Keep in mind that selling is about making sales, not walking away from opportunities because you have too quickly made an emotional decision or judgment call based on the wrong reasons. I am not advising giving up too soon, not using creative sales appeals, or terminating the sales process because you may be over your head. I am, however, suggesting that you have a walk-away philosophy and strategy that you can use as a template when the value of current business or potential business is in question. If you want more information on this critical topic, attend my advanced sales seminar in Charlotte in September. You’ll learn more in two days about how to sell more than in any other seminar available today. I guarantee it!
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