Записи с меткой «manager»

Innovative Way To Overcome «We Have To Think It Over»

Here is a final, last ditch, Hail Mary close you can try when you get customers who want to think it over and you have tried other ways to get past the objection that didn’t work. This close uses what many perceive as a weakness (the right of rescission) and turn it into a fulcrum that is used to get the sale.

Most managers and salespeople don’t like to talk about the right of rescission but when you are leaving anyway, it may be time to use this close. What is it? Most states have laws that give consumers 3 business days to cancel any contract made in a place that is not the normal place of business for the company. This applies to the customers? home. They have, by law, the right to cancel with a full refund.

For this article, I am going to assume you have some first night special that the customer only gets if they make a purchase on the first night. This package might be $300.00 installation, a full half ton of salt (a $100.00 value) and an extended warranty on the equipment worth $300.00 for a total savings of $700.00 If they make the purchase on the first visit.

Now, let’s assume the customers have told you they want to think it over and that you have tried several other ways to overcome this objection that have not worked. You might say something like, «I don’t blame you for wanting to think about it. In fact, I am glad you want to be sure this is for you. How long do you think it will take to think it over? Would two or three days be enough time? OK. Here’s what I suggest. As I explained, if you go ahead tonight, you get free installation, a full half ton of salt for free and a $300.00 extended warranty. Those items together add up to a whopping $700.00 in savings. I hate to see you miss this opportunity to save so much. I have great news. The state has passed laws that give you three business days to think it over. If you decide to cancel, we are forced by law to cancel and give you a full refund.»

«But here’s the thing. You have two choices. You can send me away tonight and take three business days to think it over. BUT that means you won’t be eligible for our savings package, which as I explained is only available the first time we come out to your home. OR, we can get the paperwork done with the $700.00 savings. Then, you take three business days to think it over. If you have any doubts, just cancel and receive a full refund by law. Either way, you get to think it over. It just doesn’t make sense to think for three days and lose $700.00 when you can think for three days and save $700.00? I’ll get the paperwork started.» Then, put your head down and start writing the order.

Notice I am not suggesting that you end by asking them if they agree or if they want to proceed. You will sell far more if you end with a statement and not a questions like, «I’ll get the paperwork started».

If they say they still want to think, it means they didn’t believe you or that they have another objection. I would suggest that if this happens, you say, «I know you would be taking advantage of this if thinking about it was your only concern. Can I ask, what else is keeping you from making the right decision tonight?» When they answer, you have uncovered the true objection.

Does this close work every time? Absolutely not but it works a lot better than leaving without trying it.

How to Write a Proper Resume and Blow the Competition out of the Water

Learning how to write a proper resume will give you a well designed and effective marketing tool. Resumes written with the hiring manager in mind can greatly improve your chances of landing that that dream job. So how do you make sure your resume is top notch and bullet proof? This short article on how to write a proper resume details some of the most important areas you need to consider if you are going to leave the competition for dead!

Many people start writing a resume thinking the only purpose is to produce a document that will land them a job. This approach usually ends up in a long winded life history of the applicant and makes them look like they are desperate for any job on offer. What you need to remember here is that the main objective of your resume is to land an interview with the company. If the interview goes well, then hopefully you will land the job. Your resume is a doorway to the interview.

The key to a successful resume is making it interesting to the reader. Hiring managers like things they are familiar with, especially resume formats. The reader will be in a hurry and will only scan your resume, so it is important to get your strengths at or towards the top of the resume. Make sure your resume is focused and connected to the initial job application. Show the hiring manager you have ambition and ensure your resume gets this across when you write it. Having ambition will give the employer an idea of where you are planning to go with your career and what you aim to achieve when you arrive. Connect your skills and attributes to actual job experience, as this will support what you are writing in your resume and give the reader something tangible about you to further consider.

It is vital that your resume be tailored for each job you apply for. There is nothing worse that a generic resume and these types of resume are easily found by an experienced reader. Whilst it can take time and effort to keep rewriting your resume for each job you apply for, if you don’t you will be greatly reducing the chances of getting an interview. In the end the whole process will more than likely be a total waste of time. There are some very good products to help you write your resume and save you time when you need to rewrite it for different job applications.

Learning how to write a proper resume isn’t difficult, so long as you think and plan ahead and tailor it to the job you’re applying for.

How Different Personalities Deal With Change

The book «Who Moved My Cheese» by Spencer Johnson and Kenneth Blanchard is a 98-page look at the various ways that we react to change. In the book, there are two mice and two mice-size humans and we see how each reacts when their cheese has been moved — not just moved, but no longer in sight.

We all react differently to change:

— Some readily adapt
— Some ignore it and hope that life will return to the status quo
— Others actively seek it out

As a person, your success, or failure, depends in part on how well you adapt to change. Do you run screaming like a banshee towards it, ready to conquer? Or do you go sit in a closet, close your eyes and wait for it to go away, hoping that everything will return to «normal»?

The most successful entrepreneurs not only embrace change, they actively seek it out knowing that greater fulfillment, greater success and greater profits come with constant adaptation to the market.

My personal experience has led me to reengineer my business three times so far (and I’m in the process of doing it again) with fabulous results; as I start down one path, things have happened that open my eyes to another path — one I may not have been ready or able to see previously.

My business is ever-evolving and I wouldn’t have it any other way. Stagnant 9-to-5, do the same thing every day work, stay in the same company for 20 years work is not for me…I’d rather have a root canal without Novocain.

How about you? Are you a:

Dynamic Dan

Dan actively searches for things to change in order to engineer his perfect life. He runs about shaking trees to see what will fall out and how he can use that information to his advantage.

Opportunistic Oliver

Oliver doesn’t particularly love change, but knows to look for the opportunities that abound whenever it occurs. In the corporate world, Oliver is the guy who rises to manager almost overnight and no one knows how or why this happened (he saw an opportunity and JUMPED on it). In the entrepreneurial world, Oliver sells dry wood and hot meals from a cart he pulls through the campground on an unexpected rainy day. He looks at any change and finds the opportunity that lies within.

Scared Susie

Every time change roars its head, Susie can be found hiding and wishing that everything would stay as it was and that she doesn’t need to learn new skills or improve old ones. Susie is usually blaming someone, anyone, else for the change in order to justify her hiding. In her world, change is something to be feared. Susie can often be found working in the same job, in the same company until she is forced out.

Most of us tend to fall into either the «Oliver» or «Susie» personality mode with the occasional «Dynamic Dan» appearance. Change is not going away — if anything, the rate at which it happens is exponentially increasing — especially with the internet. In order to succeed, you must be able to anticipate, deal with and adapt to change.

One of the most important things is to look at the situation objectively and understand that you have control over your thoughts and how you react to the change. How you think about the change will determine whether you are an «Opportunistic Oliver» or a «Scared Susie». It’s your life — take control!

How-To Define the Scope of a Project Management

How-To Define the Scope of a Project Management

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By S. Maurer

Defining Needs and Wants is an excellent way to define the scope of a Project Management and to set the parameters for Project Management planning; it can be a catalyst for discussion about what is really needed from the Project Management; and, it can force realistic decisions about what can and can’t be done.

People on Project Management often come together as strangers.

Project Management includes implementing the project plan, along with careful controls to stay on the «critical path», that is, to ensure the plan is being managed according to plan.

When you think of a business/services/manufacturing Director/Manager, typically, you will think of someone who oversees a specific functional business/services/manufacturing area — for instance, a sales team Director/Manager, or the Director/Manager of the accounting department.

Most teams find that the technical portion of the projects is easy.

Project Management are performed for results.

Project Management PM is used by large corporations, governments, and smaller organizations to standardize and reduce the tasks necessary to complete a project in the most effective and efficient manner and covering any field.

Many scheduling applications are tailored to specific manufactures or project types, but all use CPM precedence methodology.

Improve Business Productivity

Improving productivity and reducing costs are now a priority for all companies to remain competitive. This priority should not mean an indiscriminate cutting of resources within a company, but approach it from a strategy to improve competitiveness and productivity, not worsen the quality of their products or services. Generally, one of the most frequent actions in determining the cost reduction is the dismissal of staff. However, this is not always a good measure because it has a series of negative effects: disagreement in the working environment, reduction in productivity and quality, higher staff turnover, disruption of the learning curve and potential costs for contract of new employees as necessary.

Cost reduction should be approached from a systemic approach, including the intimate interplay between the various components of both manufacturing processes and the organizational structure. The reduced cost means to detect, prevent and eliminate the excessive use of resources. Decisions and actions taken by the owners and managers of a company must be first and fundamental objective to achieve the greatest net present value of the future stream of income for the organization. This involves the pursuit of sustained yield in the medium and long term as opposed to the search for revenue in the short term.

There are several methods to reduce costs and improve productivity, but we can take into account some considerations that can be implemented:
Improve the quality, it generates as a result of fewer errors, defective products and repetition of work, thus shortening the total cycle time and reducing resource consumption and the cost of operation. The quality of products and services generate greater customer satisfaction and thus greater fidelity to the company. This can translate into increased sales and a better image of the company, which in turn helps increase the brand value of products and the ability to generate future revenue.