Top 7 Ways To Empower Your Employees, Staff, Or Team…

Empowered employees can bring about amazing improvements in quality and productivity while simultaneously improving morale. When managers empower effectively, they never give up responsibility or authority completely. They merely share these two elements with subordinates. In fact, their own authority is often increased.

Here are seven ways you can empower your team, staff, or employee:

1. Assign tasks that will allow your subordinates to grow and take on additional responsibilities. This will be motivational to them because it says to them that you feel they are valuable.
2. Explain the reason for this task being given to them and let them know "what's in it for them."
3. Always give very clear directions. Explain the overview of the project first and then give them the details.
4. To assure that you and the employee are on the same wavelength, allow them to ask questions and have them repeat your instructions back to you. The best way of all is to do it with them, and then have them do part of the task while you observe to assure that they fully understand.
5. Explain why a procedure is done a certain way. If they understand the reason, they can figure things out on their own much easier and not bother you all the time with questions.
6. Demonstrate that you trust your people. Give them the amount of authority they need to complete the project without checking back with you on every detail. However, you should put controls in place so they know when they should check with you.
7. Solicit suggestions from your employees as to better ways of completing the project. You might be surprised at some of the good ideas they come up with. Let them do it their way, if the result will be satisfactory. 
   
   BONUS TIPS 

o        Get the employee's input as to what is a realistic due date. Be specific as to when you decide it will be due. Don't say, "Get this done as soon as possible." If you need it by tomorrow afternoon, say so clearly.

o        Establish priorities for the work. Make certain that they know what needs to be done first and why.

o        Follow up but don't constantly look over their shoulder and be accessible when they need help.

 

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

How to Close More Sales

When you move from 'vacuum salesman' to trusted advisor you seal more deals.

Every day, I hear from someone who calls themselves a "software salesman" or an "insurance saleswoman," and I wonder why they pigeonhole themselves this way.

And then it strikes me: They are product peddlers as opposed to salespeople.

What do I mean by this? Well, a gifted salesperson can sell anything to anyone. Not because they have great products but instead because they are supremely confident about themselves and know they can charm and intrigue virtually everyone they come in contact with.

And the way they perform this magic act, of sorts, is not by touting themselves and bragging about how wonderful they are, but instead by revealing a genuine and unrelenting interest in others. They care about the following:

• What makes their prospects tick.
• Why they are passionate about their work.
• What they value about business, family, life and friendship.
• Who they are as "regular" people, as opposed to their executive titles.
• What their dreams and goals are.

When people recognize that you are truly interested in them, an extraordinary chain reaction occurs. First they think about themselves. Then they think about you, and they appreciate that you have genuine interest in the traits and attributes that make them unique.

They feel engaged. They feel connected to you in a way no sales manual ever discusses or recognizes. They feel a certain intimacy--that is the most powerful sales builder that can ever be unleashed.

None of this is manipulative. It's based on a legitimate interest in and involvement with others that builds a bridge between you and the client. A bridge of faith, trust, mutual interests, even friendship.

When you obtain this level of intimacy, you can sell the world. But paradoxically, it doesn't come across as "selling" because there is no product or service at the forefront. Instead, there is a personality, an intelligent and compelling human being, developing a bond with another.

How do you know when you have achieved this special status with your customers and clients? Consider the following checklist:

• They turn to you for advice on issues outside the realm of business.
• Your relationship evolves into a form that cannot be defined by an order or a transaction.
• It is clear to you that the other person truly enjoys your company. Being together transforms from a "have to do" to a "want to do."

Do you still want to think of yourself as a "real estate salesperson?" Now might be the time to delete that product from your title.

Does your sales candidate really have the knowledge to sell (and will you pay him for his knowledge?)

A 67 sales situations knowledge test, each situation containing 4 choices of action.

6 samples below:

For each sales situation, rank the 4 strategies by indicating your choices as follows: your first

choice of action is 1, your second choice is 2, etc. Each number (1-4) must be used only once

and every box must have a number in it.

1.  Immediately upon successfully completing a sale, you should:

    ___ Seek referrals.

    ___ Try to sell additional products or services.

    ___ Congratulate and reinforce the buyer on the decision.

    ___ Tell the prospect how you are going to follow-up.

2.   Very early in your presentation, the prospect says, “How much is it?”

You should:

___ Tell him the price.

___ Ask the prospect what he expects the price to be.

___ Ask the prospect what kind of budget he has to work with.

___ Advise the prospect you will be discussing the price once you cover the benefits he

    will receive.

 

3.   During the presentation, the prospect makes a statement about your product

or service that is clearly inaccurate. You should:

___ Say “I would like to set the record straight.”

___ Ask “Where did you get your information?”

___ State that his misunderstanding is a common misconception or misunderstanding

    about your product and then clarify.

___ State that your offering is so sophisticated it is easy for some misunderstandings to

    occur, and then discuss how that can happen

4.   You approach your prospect and discover the person you are seeing is not in a

position to make any type of buying decision. You should:

___ Continue to sell in order to develop an internal advocate.

___ Give your presentation to create a need and awareness of your product.

___ Learn who can make decisions and make an appointment to see that person.

___ Have the prospect invite the decision maker to attend your present meeting.

   5.    After you have been with a prospect for 45 minutes, and she says, “We’re done.

    I’m out of time.” You should:

    ___ Attempt to close the sale.

    ___ Ask for a date and time to return and complete your presentation.

    ___ Ask the prospect if you could have a few more minutes.

    ___ Ask the prospect what additional information she needs.

6.    Early in your presentation your prospect says, “I’ll listen, but I’m not going to

    buy anything right now... no matter what!” You should:

    ___ Advise  the prospect you are not there to sell anything, but to discover if he has a

        need for your products.

    ___ Proceed  with your presentation hoping when the prospect needs your product, or

        is ready to make purchases, he will know of your existence.

    ___ Say “I’m not going to ask you to buy anything today.”

    ___ Probe to discover why the prospect is not interested in buying anything.

And 61 more questions. Test takes the candidate about an hour to complete via the internet 24/7.

Reduce the RISK of a costly hiring mistake.

                                                                                             

        Working with you.

Chris Wilkinson

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

8 quick tips for making the most of your next trade show.

1. Ask open-ended questions (eg: “What sector of the industry are you in?”// "So what brings you to the show?"), or merely introduce yourself. Avoid asking prospects closed-end questions like, "May I help you?"

2. Ask prospects how they would like to be contacted. This helps avoid the frequent problem of prospects taking literature and leaving without giving you a business card.

3. Hone your efforts so you focus on just two or three goals for the show. Then make sure to hit all the key points with every contact.

4. Use balloons. Studies show that, for whatever reason, balloons attract people to trade show booths.

5. Stand next to or in front of your display. Avoid putting a table (or anything else) between you and your potential customers.

6. Take advantage of the opportunity to scope out the competition. Do a little detective work on ways you can differentiate yourself and impress clients who can't decide whether to choose you or one of your competitors.

7. Commit to respond to contacts/prospects within 24 hours of shows end with information, follow-up material etc.

8. Send a personal letter to ALL stand visitors thanking them for their visit to your booth. Enclose additional information, or perhaps a testimonial.

REMEMBER:  Your investment in the trade show decays precipitously each day after your return. Capitalize with fast aggressive action SOON after your return home.

Working with you.

 Chris Wilkinson                

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net