Sales Gold: Converting Want Into Demand, Part II

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It’s not what they say, it’s how they feel. A common sales error which leaves fails to escalate from want to demand is misinterpreting the reason given for the real reason for your product or service.

Prospect:  “The equipment keeps breaking down; I need something dependable.  Salesperson: “Oh, our product is very high quality and never needs repair.” This is “sales noise” and omits probing. What equipment does he have? (vital to know not only in the sales process but for competition intelligence also). Hmmmm…good brand…should not be breaking down. More probing needed. (I never take the first thing the prospect offers as the buying signal or real reason of the need until I dig in and get an emotional reaction: a smile, a realization, a comment that is not in the level of boredom).

Rule: Don’t mistake a comment for the real reason. It is something you DISCOVER. New to you, and ideally new to the prospect.

Arte Maren, International Speaker, Writer and Business Consultant

 

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

 

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Author, Arte Maren

 

 

 

What is The Basic Test of All Administrative Solutions?

“There are right ways to handle a group. This is the single fact which most often escapes people attempting to handle groups.

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“Also, for every correct solution there can be infinity of wrong solutions. The right way is a narrow trail but strong. The wrong ways are broad but all lead into a bog. This is the basic test of all administrative solutions. DID THEY WORK?”1

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

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Author, Arte Maren
1 Hubbard, Organization Executive Course

Providing Superlative Service

A positive attitude on sales is important too.

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Selling has a bad reputation. It’s come to mean, in some cases, “forcing something on someone that they don’t want and can’t afford.” That’s not selling. Selling has been a major force in the creation of American society. It’s been a vital link between the producer and the consumer. And the derivation of the word “sell” comes from an old English word sellen, which means “to get, deliver.” It’s the ability to place your product into the hands of the consumer on a rapid basis.

The whole cycle of a product and exchange can be viewed in relation to communication.

Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 7 Superlative Service, Page 32.

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant

Do You Have Your Admin Scale?

Author, Arte Maren

The Natural Laws of Management: Delegate Does Not Mean Dump

It is supremely important that the executive concentrates on those activities that only he or she can do from his or her vantage point.

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The effective action to ensure this occurrence on any regular basis is often short-circuited, made expedient. Functions that indeed do belong outside of the executive office, more profitably done elsewhere, are not formally delegated but unceremoniously dumped.

A “function dump” might well be defined as passing off a function to another without having insured by direct observation or other means that the individual receiving the function not only fully understands its purpose and value, but in fact has demonstrated his or her ability to actually accomplish the function.

But, you say, “this takes time.  It is so much easier to simply dump it”. I’m reminded of the old saying, “You can pay me now or you can pay me later”. You are going to put in the delegation training time and it is best to do it before you start, rather than after you have begun delegating–only to find that it is necessary to redo much of what you have passed on.

An executive conundrum to consider— why is it we never have the time to do it right, but we always find the time to do it over?

Arte Maren, International Speaker, Writer and Business Consultant

Do You Have Your Admin Scale?

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Chapter 2, Natural Law: About Standard Administration

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Standard administration is a collection of truths.  An excellent working definition for truth is “that which works.  And that which works most broadly to that which it is applied.”7

If what you are using is not working, it is relatively untrue.  Policies and procedures are the basic truths or guiding principles.  Company and personal stability depends upon having such written “laws” available and known to all concerned.

The continuance of an organization and its leaders can be said to be entirely dependent upon the skill, training and integrity of those who handle the administrative lines, details and contacts of the group.

“THE BEST GUARANTEE OF STABILITY IS ADMINISTRATIVE SKILL.”8

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant
7 “Truth” (definition), Hubbard, Modern Management Technology Defined.
8 Hubbard, “Stability,” Policy Letter of 20 September 1969, Organization Executive Course.

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Do You Have Your Admin Scale?

Success and Valuable Final Products

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“Successful people do have very pro-survival goals and purposes.  You can see the products of such people around you.  But if good intentions actually exist, then they should manifest as valuable final products.”

Arte Maren, International Speaker, Writer and Business Consultant

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Arte Maren, Author, Speaker and Business Consultant
Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 4: VALUABLE FINAL PRODUCTS
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Author, Arte Maren

Do You Have Your Admin Scale?

Success and Valuable Final Products

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“Successful people do have very pro-survival goals and purposes.  You can see the products of such people around you.  But if good intentions actually exist, then they should manifest as valuable final products.”

Arte Maren, International Speaker, Writer and Business Consultant

arte-maren-business-personal-consultant
Arte Maren, Author, Speaker and Business Consultant

Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 4: VALUABLE FINAL PRODUCTS

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Do You Have Your Admin Scale?