Managers and business owners have the power to shut down a conversation or open up a dialogue.
Keith, I got it!” replied Jerry, the director of recruiting for a national remodeling company. “I figured out my weakness in my leadership style and communication. My downfall is, I’m one of the guys.”
Sometimes the real objection is several layers deeper. That’s where you’ll find the one core concern.
For years, I’ve managed salespeople and sales managers. Over two decades later, now an author and Executive Sales Coach™, the one resonating philosophy I hear when speaking with managers that is still alive and well is the 80-20 rule.
Your Most Valuable Proposition (MVP) is a unique feature, product, service or benefit you offer that clearly separates you from the rest.
Stop trying to manage something that you cannot manage in the first place.
The fact is, there are things you are doing right now which are creating the very results you want to avoid.
The next step is to evolve.
Like many contractors who are looking to build their business, you hope to be rewarded with referrals from your customers as a testament to a job well done.
While my contractor does fabulous work, he didn't honor his timelines.
Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is.