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John Lees Articles
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Sales People Shouldn’t Have to Get Out to Get On! - Click To Read Article Vision, n. “a vivid imaginative conception or anticipation” The Board Of Clients - Click To Read Article A Unique Marketing Strategy… How To Avoid Being an Expert Dunce - Click To Read Article expert dunce n., & n. someone who knows much but sells little To Win In Business, You Must Stay ‘Positively Depressed’! - Click To Read Article “… So the challenge, and indeed the obligation, is to look for problems." To Win The Service Battle...You Must First Declare War! - Click To Read Article “…The business equivalent of a declaration of war is a ‘service promise’ that offers true and distinctive value to customers…” Beware Old Sayings in Business Many Are Outright Lies - Click To Read Article “Knowledge is power” and “the customer is always right” are but two prime examples of nonsense circulated in the world of business Why So Many Senior Managers Become Junior Leaders - Click To Read Article ‘Junior Leaders’ abound in business and they have a profoundly negative effect on people, markets and results. Is Your Company Seen as a General Supplier…or a Generative Supplier? - Click To Read Article This is a critical question to confront, especially if your business is intent on winning new customers… and retaining good customers If You Need To Reduce Profits… Do Some sales Training! - Click To Read Article Take the sales team off the road, pay big money to feed them nonsense, send them back to market worse than ever ... and watch results plummet! How To Build A Winning Team - Click To Read Article The most important step in creating a professional and productive team is to recruit the right people. The Problems Caused By Marketing for Sales - Click To Read Article “When marketing fails to sell ... the sales team fails at selling!” If only customers and prospects went to ‘buying school’ - Click To Read Article “Why is it that customers and prospects rarely if ever complain to companies about the unprofessional, unbusinesslike, unproductive behaviour of their sales people…?” What is The Purpose of Business - Click To Read Article “One of the most interesting facts about leaders in business is that their primary goal is not to be ‘successful’.” How To Create Compelling Value Propositions - Click To Read Article Imagine the futility of sales people ‘trying’ to win new customers and to develop and keep good customers with unremarkable offerings. The Secret Of Sales Success:Mood, Mode, Made! - Click To Read Article “…you can set a new and more dynamic business focus and course, and in the process ensure that the mood of the company is of the highest quality…” The Move From Personal Competency… To Leading a Team - Click To Read Article Managers have no right to expect from staff any more than they are personally willing to project to staff Poor Sales? Bad Marketing! - Click To Read Article Marketing writes the songs so to speak and sales people sing them, so if sales are disappointing you have serious marketing problems Your Sales People – Are They ‘Story-Tellers’ or ‘News Readers’? - Click To Read Article “One fascinates, the other frustrates…” DO YOU SELL FAR MORE THAN YOU CHARGE FOR? - Click To Read Article We might charge for our products or services, but this is not what we sell; we sell progress A Franchise Is Like A Car… But Who’s In The Driving Seat? - Click To Read Article A franchisor provides a franchisee with a franchise, and the franchise resembles a specific kind of car, built for successful journeys ... providing the franchisee takes the driving wheel. TO ‘MAKE MONEY’ YOU MUST SEE TWO ECONOMIES … NOT JUST ONE! - Click To Read Article We must learn how to earn money before we can invest and manage it … Is Your Sales Team Expansive Or Just Expensive - Click To Read Article An effective sales team is a welcome investment, while an ineffective sales team is an unwanted cost... An effective sales team is a welcome investment, while an ineffective sales team is an unwanted cost... When It Comes To SellingWe Are All Born Losers - Click To Read Article “…Look at the evidence of sorrowful selling in our society…” Those Who Serve…Succeed! - Click To Read Article “Serving is an important exercise in giving your personal best, and it just so happens that those who serve ... also succeed!” Service Wins Business, Then Loses it! - Click To Read Article “…no matter how much faith suppliers may place in ‘service’, their customers have little or no interest in the issue at all!” Incentives… and Other Impediments to Sales Success - Click To Read Article If you wanted me to ride a motorbike and I did too, but I had no idea how to ride one, would you organise training for me or an incentive? This is a silly question, of course, however in business incentives are used over and above motivation and training to a frightening extent. The Selling Process- As Seen by Customers - Click To Read Article Customers are experts when it comes to judging the sales performance of their suppliers’ company reps Do You Want or Need Business Growth? - Click To Read Article There’s a big difference between what people want and need in life, and the same principle applies to business. What do financial planners really sell…and how should they sell it? - Click To Read Article What financial planners sell is not what they do, it is what they get done…for clients. The Selling Race With Few Competitors - Click To Read Article “Winners in business sell opportunities ... losers sell overheads!” “Let’s find out what customers think about our service, without having to talk to them” - Click To Read Article Due to their continuing and complete detachment from customers, too many managers insist on using service surveys that actually add to the service problems! Like this article? Share it with your friends
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