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February 2025
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WHEN ALL ELSE FAILS IN STRATEGY?10/23/2019 Just completed my presentation at the annual CSAE Conference here in Vancouver. Lots of learning, networking, and building up the Canadian association sector's assets.
At the end of my speech, there is always something for everyone. Well, when all else fails, the right diagnosis can lead you to the right solution.
If you haven’t failed, you might done so cautiously that you have not done at all, then doing so might be failing by default- JK Rowling
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THE VALUE OF SILENCE10/21/2019 I have never talked about silence yet in the context of business and in organizations. Silence is as powerful as the words we speak. Learn to use it intelligently.
Silence during conversations is a sign of real power. Not trying to fill the void and overpower the other person.. No trying to put words into their mouths... Not anticipating the negative thereby undermining your efforts... Not being tentative, uneasy, and ready to compromise... Just plain silence, creates the conditions to ask the right question. Let the ideas simmer until it is ready. When words are not enough, silence is the best expression. When it is ready, it is time to act. How are you doing with silence?
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LET THE CUSTOMER BUY10/16/2019 There are major shifts happening in the sales world.
Call it buyers' empowerment. Before they even call or make inquiries, they are already familiar with what you offer, scouted around for the best price, quality, and features, asked around for feedback and comments, and almost always ready to buy. What sales and marketing folks forget is that, instead of ramming through all the features, benefits, and salient points of your services and products, they need to ask the buyer, these probing questions: 1. Why did they come to them? 2. Who they consulted/checked first? 3. What are they looking for outstanding value? as it relates to need Once you know the answers to your questions, you can create an irresistible offer that is incomparable from all the places they had visited/consulted. Emphasize what owning the product or service will have on the quality of their lives or relationships or health or status. Don't forget people buy, not based on logic, but on emotions. |