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HAPPY NEW YEAR!
Facing the New Year
The
New Year brings new challenges and opportunities. Each
new year is
a good time to contemplate change. Many people include
a list of personal
resolutions to change themselves for the better.
But
what resolutions have you made for your business? How
will you
adjust your strategic plan? How will you create meaningful
change to spring
your business forward? Success for the new year requires
more dedication and
commitment from your staff. Success means better solutions
and
implementation. It means not only a great strategy but
also the right
management process to make that strategy happen.
In
case you are at a loss for business resolutions or you
honestly
don't have the discipline to see them through to completion,
contact
Management One to see how Winning@Business™ or
Ultimate Retail™ can lead to greater
success for your business.
The Pushin' & the Pullin'
Your
view of inventory affects your entire business. Many
retailers
have a "push" mentality. They go to market
and buy what they like in amounts
that are either random or based on what sold last year.
Once the goods hit
the floor, everyone must push the merchandise out the
door. The burden is
on the sales staff. The sales staff is responsible for
success!
The
"pull" approach is based on customers. Accurate
sales forecasts
gauge customer demand and buyers are directed in their
purchases to provide
what the customers want in the amounts the customers
will buy. Sales
personnel act as part of a team that drives the business
to success.
The
"pull" approach requires a process like Winning@Retail
to identify
the customer demand. The "push" is then made
a lot easier for the sales
staff. The whole business moves forward faster with
a pull and a push in the
right direction.
I Object!!
Lawyers
have it easy in the courtroom in that very time their
legal
adversaries do not take the proper steps, they are able
to interrupt
and announce their objections.
The
situation is not so out in the open when a salesperson
is trying to
carry out his job and close on a sale. His job requires
more listening
and less persuading because he must catch clues in the
conversation which
reveal his customer's true objections. To himself, the
salesperson must decide
if the customer's reservations are valid; then he needs
to explain why the
objections do not equal the potential benefits. Very
seldom can a
salesperson confront objections head-on as that only
sets up an
uncomfortable right vs. wrong conversation which builds
defensive barriers.
Rather,
your strategy should include more in-depth explanations,
further examples, perhaps changing the proposal and
reassuring the prospect
about the true relationship between risk and reward.
A testimonial from a
client can accent your point here. Winning@Sales is
a Management One process that refreshes your sales team
with workable steps that can improve their sales strategies.
Being prepared for the objections that can arise leads
to strong track record of
successful sales!
M1 Clients Make the News Again
The
fashion page of a New York Times December issue highlighted
a Los
Angeles client of Errol Chavkin (Los Angeles). A larger
than 6" x 8"
photo showed owner Nevena Borissova assisting one of
her clients in her
store, Curve. Borissova was also quoted extensively
throughout the article
discussing trends of holiday shoppers. Many bought personal
items this
year while out shopping for gifts for others.
Quote of the Day
"Nothing
happens in the universe until something moves."
- Albert
Einstein
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