El arte de negociar
Páginas: 46 (11374 palabras)
Publicado: 4 de octubre de 2010
Time...
to put your people skills to profitable use.
If you find the idea of building relationships attractive, then you should consider a career as a professional Consultant with Investors Group. At Investors Group,we are ready to help you build your own practice today. We offer the advantage of… An entrepreneurial environment Industry-leading training Flexibility and independenceMentorship and support Exceptional income potential Support for community involvement
Forward your resumé to:
Robert O'Keefe, CFP
Senior Vice-President, BC & Alberta
Toll-free: 1-888-249-1401 Fax: 1-204-956-1906 careers@investorsgroupcareers.com www.careersinvestorsgroup.com
Contact us, and find out how we can help you build a practice that can bring you personal and professional rewards farbeyond those associated with a traditional job.
™ Trademarks owned by IGM Financial Inc. and licensed to its subsidiary corporations.This is a full-time opportunity to establish your own variable-income and self-employed business in association with Investors Group. Submissions are subject to an initial and ongoing review process. Investors Group offices are located in all provinces andterritories in Canada. Please submit your Resume/ Application only to one office.
Contents
14
summer 2009
22
6 The Keys of Context: The Million Dollar Skill
Scott Halford
25
8 The 5 Keys To Sales Success
David Batchelor
16 What You Think Makes Sales Sense May Make No Sense At All
Michael Port & Elizabeth Marshall
10 Living Your Vows in a Whirlwind Economy
Seleste Lunsford18 Shorten Sales Cycles by Capitalizing on Trigger Events
Craig Elias
12 Follow Ups, Action Items And Phone Calls…oh My
Julie Morgenstern
22 Communicating For Results
Rick Spence
14 Is The Sky Falling, Or Is The Weather Changing?
Jeffrey Gitomer
25 Sell Like A Champion
Jim Fannin
18
29 When the Economy gets Tough, the Sales get Going. Selling in an Economic Downturn.Brian Pleet, MBA
SUMMER 2009 SalesLife | 3
Letter From The Editor
The Art of…
Reciprocation
Everywhere we turn, negative economic news seems pervasive. The pundits claim it’s the worst financial crisis since the Great Depression. Those on the front line who are responsible for generating sales for their organizations wonder how they can survive this slowdown in buying activity. Overtwo-thirds of sales professionals in North America have never faced these market conditions and are seeking help. Make no mistake - this ‘cloud’ shall pass and there will be ‘sunny sales skies’ again. With every cloud there is a silver lining and hopefully this wake-up call will reinforce the importance of taking nothing for granted in sales. It should also strengthen our resolve to avoidcompromising the fundamental selling skills necessary for our success. Regardless of the current market conditions one thing will continue to be a cornerstone of the sales profession: our ability to develop and sustain trusting and value-based relationships. One pillar of building and sustaining these relationships is reciprocation. The power of reciprocation can be applied to almost any sales situation. Asmall act of thoughtfulness, gesture or expression of appreciation, can return huge dividends. Handwritten thank you cards, newsletters, empathy and gestures of kindness, strengthen relationships and allow us to secure more time and attention from our customers and prospects. Like many companies in this economic climate, The Art of Productions was faced with a challenge in the fall of 2008. Wehad two options - sit on the sidelines and watch, or develop a sales program that was a must attend for professionals who are serious about conditioning themselves to survive and thrive going forward. Needless to say, we went ahead and built a lineup of speakers that is second to none. (We are really excited to present Michael Port, Jeffrey Gitomer, Julie Morgenstern and Jim Fannin, as the key...
to put your people skills to profitable use.
If you find the idea of building relationships attractive, then you should consider a career as a professional Consultant with Investors Group. At Investors Group,we are ready to help you build your own practice today. We offer the advantage of… An entrepreneurial environment Industry-leading training Flexibility and independenceMentorship and support Exceptional income potential Support for community involvement
Forward your resumé to:
Robert O'Keefe, CFP
Senior Vice-President, BC & Alberta
Toll-free: 1-888-249-1401 Fax: 1-204-956-1906 careers@investorsgroupcareers.com www.careersinvestorsgroup.com
Contact us, and find out how we can help you build a practice that can bring you personal and professional rewards farbeyond those associated with a traditional job.
™ Trademarks owned by IGM Financial Inc. and licensed to its subsidiary corporations.This is a full-time opportunity to establish your own variable-income and self-employed business in association with Investors Group. Submissions are subject to an initial and ongoing review process. Investors Group offices are located in all provinces andterritories in Canada. Please submit your Resume/ Application only to one office.
Contents
14
summer 2009
22
6 The Keys of Context: The Million Dollar Skill
Scott Halford
25
8 The 5 Keys To Sales Success
David Batchelor
16 What You Think Makes Sales Sense May Make No Sense At All
Michael Port & Elizabeth Marshall
10 Living Your Vows in a Whirlwind Economy
Seleste Lunsford18 Shorten Sales Cycles by Capitalizing on Trigger Events
Craig Elias
12 Follow Ups, Action Items And Phone Calls…oh My
Julie Morgenstern
22 Communicating For Results
Rick Spence
14 Is The Sky Falling, Or Is The Weather Changing?
Jeffrey Gitomer
25 Sell Like A Champion
Jim Fannin
18
29 When the Economy gets Tough, the Sales get Going. Selling in an Economic Downturn.Brian Pleet, MBA
SUMMER 2009 SalesLife | 3
Letter From The Editor
The Art of…
Reciprocation
Everywhere we turn, negative economic news seems pervasive. The pundits claim it’s the worst financial crisis since the Great Depression. Those on the front line who are responsible for generating sales for their organizations wonder how they can survive this slowdown in buying activity. Overtwo-thirds of sales professionals in North America have never faced these market conditions and are seeking help. Make no mistake - this ‘cloud’ shall pass and there will be ‘sunny sales skies’ again. With every cloud there is a silver lining and hopefully this wake-up call will reinforce the importance of taking nothing for granted in sales. It should also strengthen our resolve to avoidcompromising the fundamental selling skills necessary for our success. Regardless of the current market conditions one thing will continue to be a cornerstone of the sales profession: our ability to develop and sustain trusting and value-based relationships. One pillar of building and sustaining these relationships is reciprocation. The power of reciprocation can be applied to almost any sales situation. Asmall act of thoughtfulness, gesture or expression of appreciation, can return huge dividends. Handwritten thank you cards, newsletters, empathy and gestures of kindness, strengthen relationships and allow us to secure more time and attention from our customers and prospects. Like many companies in this economic climate, The Art of Productions was faced with a challenge in the fall of 2008. Wehad two options - sit on the sidelines and watch, or develop a sales program that was a must attend for professionals who are serious about conditioning themselves to survive and thrive going forward. Needless to say, we went ahead and built a lineup of speakers that is second to none. (We are really excited to present Michael Port, Jeffrey Gitomer, Julie Morgenstern and Jim Fannin, as the key...
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