The Objection Handling Process January 31, 2010
Posted by zimjr03 in Coaching, Marketing Training, Negotiations Training, Sales Training.add a comment
Most sales people hate trying to overcome objections. If they know how to do it and know what to say, the process can be much easier and less stressful. To overcome objections, you need to figure out what the real issue or problem the customer is having. So you need to make sure you are asking the right questions and building trust with the customer. Below are 5 basic tips to help you overcome objections.
1) Listen: Make sure when you ask questions you stop and listen to the customers response. Don’t interrupt them when they are talking. Remember they are trying to tell you what is wrong.
2) Question: When you ask questions, it shows you are interested in helping them through their problem. This helps build trust with the customer helping you not lose the business. Always ask if there are any other issues they want to talk about or you can assist them with.
3) Think: Each objection that is raised, is different as is each person. Think what would the best approach be to handle this objection based on the problem and the customer you are dealing with. If you handling each objection the same way, you will lose your customer for sure.
4) Handle: Once you determine which appropriate objection handling technique, apply it but don’t force it. It has to be a good fit, so watch and listen to how the customer reacts to your suggestions.
5) Check: Make sure with the customer that you have handled the objection to their satisfaction and they are ready to move forward. Don’t just assume the problem is fixed, you need to confirm that everything is okay with the customer first before you move on.
These are five basic tips of handling objections. following these tips will improve customer satisfaction helping make sure a better customer relationship and helping you maintain and even increase your business.
7 Time Management Tips to Decrease Stress at Work January 23, 2010
Posted by zimjr03 in Leadership Skills Training, Management Training, Time Management Training.add a comment
Having excellent time management skills can not only improve your productivity on the job, it can also help reduce your stress levels as well. Time management skills are an essential part of any business professional. Having excellent time management skills can help you take control of your job enabling you to become a high achiever. Below are 7 key tips to take to help you manage your day.
1) To Do List: Create a To Do List to get things done in a timely manner helping to keep you on task with your job responsibilities.
2) Prioritize Tasks: Do the more important and even harder tasks first. Getting through the tougher and more important tasks will make the rest of the tasks seem like a piece of cake.
3) Delegation: Don’t be afraid to pass off other tasks to others but make sure you give them full responsibility to show that you trust they can get the job done.
4) Limit Distractions: Studies show that it can take as much as 5 minutes to regroup your thoughts and get back to work if you’ve been distracted by someone or something. So, close your office door, put your phone on mute, or move yourself to a quiet conference room where no one will bother you.
5) Get Rid of Clutter: Spend 5 minutes at the end of the day to clean and clear your desk of unwanted paper, email, or junk mail. This will help you stay organized on a daily basis.
6) Watch Others: If someone does something well, then copy them! Why reinvent the wheel? If someone else knows how to get things done quicker and more efficiently, then just do what they do.
7) Work in Comfort: Make sure your work environment is comfortable for you. If it’s too hot or cold, bring in a table top fan or blanket. Decorate your office with family photo’s and/or plants to create a relaxing environment for you to work in.
These are just a few time management techniques to use to help reduce your stress at work and help you stay on task with your job and be a more productive worker.
6 Best Practices for Leadership Development March 22, 2009
Posted by zimjr03 in Leadership Skills Training, Management Training.Tags: Leadership, leadership development, leadership traits, managers, supervisors, training
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Many companies fail because they lack proper leadership. Not just leadership from the CEO but from its line managers and supervisors. Listed below are six key leadership traits that should be trained and developed in companies today.
1) Leadership development needs to be aligned to the overall strategy of an organization.
2) Leadership competencies throughout the organization must reflect the values of the organization.
3) Executives must be involved with the design of the Leadership Development program.
4) Companies should develop their own leaders rather than recruit them.
5) The leadership development process should be linked to the organization’s succession plan.
6) The leadership Development program should be continuously evaluated just like any other training program.
5 Facts about Adult Learning March 19, 2009
Posted by zimjr03 in Coaching, Presentation Skills Training.Tags: adult learning, facilitate, learning, learning styles, tampa, training
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Here are some facts on how adults like to learn and some ways to best facilitate to adults in your training classes you might be holding in Tampa or some other part of the country.
1) Adults like to self-discover while learning. It makes them feel more involved in the learning process.
2) Using performance objectives gives adults the opportunity to understand the value of the skills and knowledge they are being taught. Make sure you apply these objectives to how the learning can take place at their job.
3) Adults like variety in learning, so make sure you have multiple activities to stimulate both the left side and right side of the brain.
4) Having multiple activities is important when training adults as adults surprisingly have short attention spans. Usually 10 minutes or less is all an adult can handle when it comes to being lectured to so interjecting activities often can increase learning.
5) Adults learn better when you blend your learning styles. Train using a variety of visual, auditory, tactical, and kinetic learning styles. This keeps them engaged when you mix up the learning styles.
Self Discover for Effective Coaching March 1, 2009
Posted by zimjr03 in Coaching.Tags: Coaching, individual, manager, motivate, training
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Help the Employee Develop their own Solutions
People generally know what is right. As a manager your job is to draw the answer out of the individual and not just give them the answer. It’s okay for you to help lead the employee to the correct answer but letting them figure out the answer themselves will allow for the solution to sink in with greater effect and result.
When training and coaching, if you just tell your employee’s what to do and don’t let them self-discover, you can create a situation where they are less motivated because they are just doing what they are told. Letting them self discover will motivate the employee more, plus they can’t blame someone else because it was their idea.
Keys Tips to Improving Presentations February 26, 2009
Posted by zimjr03 in Coaching, Presentation Skills Training.Tags: presenter, train, trainer, training
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Studies have shown that standing in front of an audience and presenting can be one of the most nerve racking things we can do. As a trainer we sometimes get nervous, especially when we are training a topic we don’t know much about or haven’t trained for a long time. So, here are some tips on how to be a good presenter and help calm those nerves.
Practice, Practice, Practice - Practice your presentation and practice what you want to say. Part of our fear comes from us thinking we will forget what we want to say. Practicing helps eliminate that fear. (more…)
Key Benefits to Coaching and Mentoring February 22, 2009
Posted by zimjr03 in Coaching, Leadership Skills Training, Management Training, Time Management Training, Uncategorized.Tags: benefits, Coaching, development, employee, involvement, knowledge, mentoring, strategic activity, succession planning, team, train, training
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There are many people that benefit from coaching and mentoring programs. When training, I always cover who benefits to make sure my participants understand why coaching and mentoring is so important. Getting your participants to understand why and who benefits can get them to buy in to coaching and mentoring more.
The beneficiaries to coaching and mentoring programs are:
- The Coach/Mentor
- The Employee
- The Department
- The Organization
Now, lets look at how each of these groups of benefactors actually do benefit from the coaching and mentoring. (more…)
Be a Better Manager February 19, 2009
Posted by zimjr03 in Coaching, Leadership Skills Training, Management Training.Tags: learn, manage, manager, productivity, skills, training
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The need for good managers today is increasing as people change jobs more frequently. Having good managers can help reduce turn over as well as increase productivity. I believe that just about anyone can be a good manager even though some people possess an inherent ability to manage.
There are many skills to being a good manager and a lot of these skills can be learned through proper training. Listed below are a number of things that can help make you a better manager:
- Have confidence in yourself to do a good job but continuing to learn and get trained on new things to help increase you confidence. (more…)
Tips for Handling Objections February 16, 2009
Posted by zimjr03 in Coaching, Presentation Skills Training.add a comment
1) Listen carefully before responding
Make sure you give the person raising the objection time to complete what they are saying.
2) Paraphrase your understanding of objection
This shows you understand their objection.
3) Acknowledge their point of view
This shows you appreciate their opinion.
4) Answer the objection
Give a response to the objection and restate your appreciation for them raising the objection.
5) Move forward quickly
Don’t dwell on the objection but make sure you satisfy the person with an answer to their objection and then get their permission to move forward.
Time Management Stress Relievers February 12, 2009
Posted by zimjr03 in Management Training, Time Management Training.Tags: delegate, management, to do list
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1) Make a “To Do” list
Plan your day, each day and put the more important things at the top of the list. This will help you accomplish more.
2) Just say “No”
It’s okay to tell your co-workers you can’t help them right now. Finish your tasks first, then help them.
3) Pace yourself
On the large tasks, do a little each day. Don’t wait until the last minute to do it, that’s how mistakes happen.
4) Do it right the first time (more…)
