Don’t drop your pants……!

  

               Late last year I met with a Toronto based manufacturing salesman who was insistent that he was a top negotiator and always brought the deals in. I spoke to his VP Sales and found that although he was bringing in the sales, he was actually selling at a low margin. He had to sell three times as many orders as the real top salespeople. On top of that, this individual was working longer days than everyone else.

              After another interview with the salesman and a few questions on some of his orders, I discovered that whenever the customer/prospect challenged him on price, he dropped his pants and agreed to a lower price.

He was selling on price – the client’s price! 

           In any selling situation you must find out the prospect’s real need or you will sell on price!

          Here is one question that will ferret out the prospects need and help you put together a selling strategy based on value.

           Early in the qualification phase of the presentation, ask the prospect this question: “Why don’t you do nothing and save yourself the money?” The client’s answer will tell you the real reason he is in the market to buy your product or service.

Selling with you.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

 (Mississauga).

Tel: 905-275-2907

E-mail: buspilot@bell.net

When You Have to Fire An Employee - 10 Things to Keep In Mind

1. DON’T lie.  A manager makes a huge mistake by trying to not hurt an employee’s feelings, or trying to gloss over performance problems because the manager feels badly about having to terminate the person.  Be direct, be clear and be quick.  You do not have to put the reason in writing, but be aware that an Ontario law gives an employee the right to request that the reason be put in writing.
2. DON’T leak the decision to terminate to anyone who is not on a “need to know” basis.  Allowing the news to come through the grapevine is a sure way to make an already difficult situation ten times worse.
3. DON’T fire someone on a Friday or right before a big holiday.  Earlier in the week allows them to start looking for a job right away, and ensures access to support services if an employee is especially traumatized by the termination.
4. DON’T email or text an employee with the news.  Learn from  Radio Shack's mistake - firing 400 employees via email was the PR nightmare heard round the Internet.
5. DON’T withhold money from their paycheck, other than those items required or allowed by law.  Ontario has very specific laws and regulations about what can and cannot be withheld from a final paycheck.  Even when an employee steals from you, those laws must be followed.
6. DO have a third party present. Typically an HR person, but in any case it is a good idea so that later there is no confusion or ability to misrepresent what was said.  Have that person take notes.
7. DO have a security plan in place.  Think in advance what needs to be done should the departing employee become violent.  Or return with intent to harm others in the workplace.
8. DO follow your own policies and procedures.  Making sure the decision to terminate follows in step with company policies and procedures helps eliminate arguments later that the decision was somehow improper as it did not comply.
9. DO back up the employee’s computer files, and contact your IT person.  Terminated employees have been known to delete or remove files out of spite, or with the intent of taking valuable information with them to a new place of employment.
10. DO contact a labour lawyer in advance if you have reason to believe this termination could lead to a lawsuit (even a frivolous one).

Please not that this information is offered for general information purposes only and is not to be construed as legal advice. Consult your legal advisor for specific recommendations.

Working with you.               

 Chris Wilkinson       

  Certified Business Behaviour & Attitudes Analyst.

Business Coach.

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

E-mail:buspilot@bell.net