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Monday, May 30, 2011

Hold the Mayo

If you run a business and have unhappy people who work for you, you just might want to hold the mayo. The mayo is Elton Mayo, the Human Relations Theorist who coined the fact that if you take care of your people and pay positive attention to them, performance increases. If you grab hold of the Human Relations Theory, and put into the work environment, your business will be more successful.

Companies in desperate mode will often go to their employees and ask them for ideas that might help save the business. But businesses today need to tap the human capital in the best and the worst of times to give the business continual life.
Give real and honest positive feedback and make an employee’s day. Give your people an early afternoon off. Give them some flexible scheduling if you can do it. Pay them fairly and give them bonuses when they exceed performance levels. You do not need a $1000 ad in the paper, when your employees are your advertising. And it is contagious; your customers also become your advertising and marketing arm. Surprisingly, great employees lead to great customers.

The VTR Consulting LLC series of relationship building and agreement selling classes have this critical theory as the bedrock of growth and opportunity. Your Business DNA (Desire, Need, and Attitude) just gets better when you communicate well with your employees as growth partners.

The next time your business has employee issues, open up your menu of opportunity and hold the Mayo.

Tuesday, May 17, 2011

The Ingredients to Relational Success

Being at your best every day at in relationships is not complicated. In Sales, you must first physically take care of yourself. You cannot have a six pack and a pizza every night and be on your A-Game every morning.

Mentally and physically, here is how to maximize opportunity, especially if you sell for a living.

1. Come to work to work; socialize at work only for the benefit of the sale and the customer.
2. Have a definable plan. Goals and objectives are essential.
3. Know your product and services better than anyone else; what is in stock and what is coming.
4 Always be there to lead, help and serve. The customer notices servant leadership.
5. Actively listen with minimum distraction. Be very active, have eye contact, and lean into the conversation.
6. Never have anything less than a POSITIVE attitude from within you. Anything else is unacceptable.

People buy from smiling, listening, organized, energetic, and knowledgeable individuals who want to win for them.

People buy from people like themselves.

Now you are ready for agreement selling. Google "agreement selling" and you will find very little information. It is based on saying YES (Yields Excellence & Success) and is integral to VTR Consulting LLC Sales Training. The customer usually has a problem that needs what we call Opportunity Conversion. Once the problem becomes an opportunity for both you and the customer, regardless of product or service, closing ratio is greatly increased and happiness becomes an objective.

None of this is rocket science, Rhodes Scholarship to Oxford, or brain surgery. If you do everything right, there usually is nothing left. It is so simple that we often don't think it will work. Our base human tendency to OVERTHINK is the biggest challenge in any relationship, no matter if it is personal or professional.

It is the responsibility of all of us to bring process that makes clear and definable results. Everything must be definable, measurable, trainable, and do-able, or we should not do it. Relationship success, especially in sales, is a math game NOT a numbers game. Making your numbers are much easier than creating the strategy to make the numbers. VTR calls this SELL-gebra. You sell in an equation of both variables and constants, and things must equal and balanced for both you and the customer to move forward.

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