Wednesday, September 29, 2010

A great opportunity for growth

Considering my last post, I thought about skipping over this particular experience.  But let's face it - it opens up a whole new world of inquiry!

I was out shopping for some miscellaneous articles of furniture and finally found what I was looking for in an unexpected location. When I went to the counter to pay for the pieces I selected, I had a saleswoman that was very friendly and talkative. However, it became apparent very quickly that the computer system wasn't cooperating. She begged for my patience and understanding as her computer processed her clicks at a snail's pace. After waiting another length of time, I suggested that perhaps there might be another method to make the sale - perhaps a paper form where she could simply copy my information and process the actual sale later. She said she didn't think there was an alternative method. Another woman came from behind her and pulled out a form for her to fill out. She was surprised, slowly took up a pen, and sat staring at the form as if it was an alien scroll. She started filling in the most straightforward information; before she could finish asking me for my first name, my wife interrupted and took the pen, simply saying it would be quicker if she just let her fill in the blanks. The saleswoman easily relented and actually seemed grateful, and my wife had the form complete in seconds. The saleswoman then hunted about for product number and miscellaneous details. This whole experience was starting to seem a bit surreal. At this moment, the saleswoman casually looked up from filling in price numbers and asked, "What is the rate of sales tax these days?" I stared at her, unable to register if she was joking or not. I couldn't believe my ears. I think I managed to respond and we left as quickly as we could.

I am still ... flabbergasted. Are there really businesses out there whose salespeople are asking customers for basic information? Stop and think about it right now. If you don't know what your business is doing at this end, find out. Test and measure. Access feedback. Does your sales force need training? Get them trained. Get them confident. Get them knowledgeable. That will get your product moving. Don't hamstring yourself by a force that doesn't know what they are doing. Give them the answers and they will get you the bottom line.

Wednesday, September 15, 2010

A sale as slick as satin ... and just that comfortable.

Brad Sugars "says a salesperson should be one of the highest paid people in every company, sales is the engine room of your business ... nothing happens until a sale is made ... get focussed on sales and the rest will take care of itself ... time to make a sale ..."

This goes perfectly with an experience I had a couple of weeks ago.  If salespeople were the engine of the business I encountered, then that place is a steam train that nothing can stop.

I was browsing real estate sites for properties located in another country.  I saw some truly beautiful estates, and was pleased with the thorough information and photos that were provided by the website.  But nothing prepared me for the phone call I got that afternoon.

"Mr. David Green?"  I thought I was in for another survey, another sales pitch, another telemarketer.  Instead, I was introduced to the realtor owning the website I had used to look at properties.  He was the epitomy of courtesy and genuine interest as he explained that he was aware of the real estate that I had been searching and would be happy to answer any of my questions.  We talked for a while, and I realized in short order that he knew in meticulous detail exactly which features I had spent the most time examining.  He elaborated on the value of the properties I had looked at by expounding on demographics, conveniences, and the general layout and feel of the surrounding communities.  He had even spoken to the neighbours, and had complete contact information in case I wanted to talk with them personally.  I was impressed.  We talked a little longer, and he explained that he had also contacted and arranged for appointments should I want to visit the various schools that would be available as options for my children, as he had gathered from my browsing habits that family was important to me.  At this point, I have to admit, I would have liked to shake his hand.  A more intuitive, adept and genuinely courteous salesperson I have not met in a long, long time.  Hats off to this man, gentlemen!  He had an effective means of watching and tracking interest in his product, he was well-versed in all the aspects that might interest his consumers, he delivered his information in a smooth, concise, and perceptive manner, and finished it with an impressive plan of action that made the sale as slick as satin and just as comfortable!  This man swims with the sharks of the sales world ... and probably leads a pack.

Saturday, September 11, 2010

I am pleased to present ... business as usual.

I am pleased to present this blog as a forum for discussion surrounding my favorite topic - business. In short, ladies and gentlemen, this is a place to take entrepreneurial efforts to another level of analogy, synergy, and distinction. Here we will examine the people, places, positions, and personal experiences that come together on the playing field of the world's economy. Business has become a global organism that morphs and squirms and slips and struts.  So let's poke at it and watch what it does.