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July 17 – July 30, 2008 Vol. 5, No. 14 |
Growth strategies: How Revision Eyewear built its platform for global expansion
Financing: A new source for startup capital
Great Ideas: Find the opportunity in sales objections
Management: Are you still the right person to run your company?
Peer-to-Peer: How can I encourage my team to go the extra mile?
About PROFIT-Xtra |
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Find the opportunity in sales objections
Most salespeople view objections as roadblocks, says Linda Richardson, a Philadelphia-based sales training specialist, in Perfect Selling: Open the Door. Close the Deal. But objections can be the road to closing sales, if you can resolve them. Richardson offers four keys to turning an objection into a sales opportunity.
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How can I encourage my team to go the extra mile?
The CEO of an Oshawa, Ont.-based wholesaler writes to ask PROFIT-Xtra readers:
"My company has grown from five key staff members to 30 employees in seven years. Because we’re a small company, I’ve tried to instill in my employees the value of pitching in to get the job done regardless of job description or pay. Yet, day in, and day out, my staffers go home at five on the nose, even when there’s a major deadline or a lot of work to still be done. If I ask them to stick around, I run into resistance and attitude. We can’t pay as well as our competitors, but I reward my staff in other ways, such as opportunities for career advancement, flexible hours and company BBQs and Christmas parties. My senior sales team and I do not carry this nine-to-five, “that’s not my job” attitude. How can I encourage my team to be more entrepreneurial? Why don’t they care more about my business?"
If you have experience or advice to share, send it to Peer-to-Peer. If we publish your answer in next week's issue, you could win a copy of Executive Genius: How to Build a High Awareness Company by John Selby & Ahmos Netanel. (Respond anonymously if you wish. Published answers will be edited for length and clarity.)
Have a question for your fellow entrepreneurs? Send it to Peer-to-Peer. |
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