Creating a Career-Advancing Relationship with Your Boss

In a January 2009 Vitality Magazine article, Polly Turner interviewed Deborah Singer Dobson, co-author of Managing Up: 59 Ways to Build a Career-Advancing Relationship With Your Boss (AMACOM, 2000). Dobson says you’re more likely to be perceived as being of value to your organization if: You’re competent. Sounds like a no-brainer, but whether you’re high or low on the organizational chart, you won’t be considered important or taken seriously unless you show that you’re competent at what you do. Dobson recommends setting high personal standards for your performance, and continually striving to exceed those standards. You’re likable. Make it a Read More…

Z Corp Employs Asking Effective Questions To Beat Economic Downturn

Z Corporation, a global leader in the 3-D printing industry, recently enlisted Performance Based Results to re-energize their sales team methodologies to combat the current global economic downturn. We initiated a series of highly charged sessions entitled, Selling-in-a-Tough-Economy which focused on effective questioning techniques to help maintain Z Corp’s competitive edge. Poor questioning methods used by Z Corp in the past were compared to our new and more effective questioning techniques that needed to be implemented immediately. Z Corp representatives made a point that our ability to customize our methodologies to their specific industry challenges was the key to the Read More…

#1 Question to Snatch Business from Your Competition

Last year, your customers bent over backwards to save money. Now that it’s 2010, they must shift their focus toward how to make money. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins–start with this one: What will it take on my part to win that portion of the business you’re currently giving to our competition?” Great salespeople are never satisfied. They’re always hungry for more opportunities. If you have a good relationship in place, you’re asking for more of their Read More…

Win More Sales in 2010 by Asking This One Question

With the economy showing signs of life, now is the time to be sitting down with customers and plan how you’re going to be a strategic partner to ensure their success in 2010. To win more sales, the one question you should be asking your customers is: Tell me about your goals for this year and the action steps you’ll be implementing to achieve them.” The answer you get will reveal what’s important, the resources they’ll need, and how you can play a role in helping them to achieve their goals. Anyone can give lip service to goals. What you Read More…

Price Versus Value: Dealing with Difficult Customers

You’d think your customers would be sensitive to what’s important to their own customers. Surprisingly, that’s not always the case. Consider buyers or purchasing agents who you may routinely call on. These folks have little, if any, contact with their customers who buy from them. All too often, they can be stunningly clueless about their external customer’s needs. Instead they would rather hammer you on lowering your price. How do you convince these folks the importance of understanding value? Here’s a key question to unlock those external customer’s wants and needs: What are the qualities your customers expect from you Read More…