If You Fail to Plan, You Plan to Fail!

planning-to-succeed-natural-laws-of-management-arte-marenPlanning is a very important and easily learned technology. It has often been said that if you fail to plan, you plan to fail. So true. But a real plan (and I define a good plan as one that gets done,) is not a list of to-do items. It is the creation of your future.

“THE SUCCESS OF ANY EVENT IS DIRECTLY PROPORTIONAL TO THE TIMELY PREPARATION.”1

Excerpt from my book The Natural Laws of Management: The Admin Scale, Chapter 11, PREPARATION, Page 51.

Arte Maren, International Speaker, Writer and Business Consultant

 

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

Do You Have Your Admin Scale?

 

natural-laws-of-management-arte-maren
Author, Arte Maren

1 Hubbard, policy letter titled Too Little Too Late

 

 

 

Advertisements

Sales Gold: Converting Want Into Demand, Part II

happy-customer-sales-gold-converting-want-to-demand-300x200

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

 

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

Do You Have Your Admin Scale?

 

natural-laws-of-management-arte-maren
Author, Arte Maren

 

 

 

Sales Gold: Converting Want Into Demand, Part I

what-customers-want-sales-gold-converting-want-to-demand

If you discover a need (and surely you must), you have improved your chances for a sale. But the real gold is having discovered a need that the client did not previously know he had—and that creates demand.

How is that done? By not falling short on probing. Biggest error: find a need, try to sell it. But is that really the greatest need? Often not.

Rule: Find the REAL need and turn the want into Demand!

Arte Maren, International Speaker, Writer and Business Consultant.

arte-maren-business-personal-consultant

Excerpt is from his published book, The Natural Laws of Management: The Admin Scale. Available in hardback and ebook.

Do You Have Your Admin Scale?

natural-laws-of-management-arte-maren
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.

administration-solutions-business-natural-laws-blog-arte-maren

“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

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

Do You Have Your Admin Scale?

natural-laws-of-management-arte-maren
Author, Arte Maren
1 Hubbard, Organization Executive Course

Goals Are a Luxury Earned Through Production

arte-maren-natural-laws-admin-scale-key-to-success
Excerpt from The Natural Laws of Management: The Admin Scale, Chapter 4, VALUABLE FINAL PRODUCTS, Page 17

“While goals are vital, it is so much harder (and less efficient) to judge effectiveness by a person’s verbalized or even written goals than by what that person actually produces. One doesn’t often hear, “Boy, he sure can turn out a good goal.” In fact, too often goals are used as a substitute or excuse for production. Something has to come out the end of the conveyor belt of production and it shouldn’t be good intentions alone.

“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

Do You Have Your Admin Scale?

natural-laws-of-management-arte-maren
Author, Arte Maren

Ask Arte: A Question and Answer Period with Arte Maren

Question: When presenting my product or service in the sales process how can I best judge the prospect’s interest level?

arte-maren-natural-laws-of-management-admin-scale-clearwater-florida

Arte:  Judging interest level is a step that is done AFTER rapport—a connection would be another way to express it—has been established (without which actual interest could be submerged due to lack of affinity).  In the Hubbard management system we refer to it as a “communication line”, meaning there is a palpable connection from salesperson to prospect.

There are several steps to be considered BEFORE one is concerned about interest level. In fact, the interest level is CREATED by these earlier steps.

Having established a “comm line”, one must then determine, discover, and remove any barriers which are present due to prior poor experience with your or similar product or service.

Note well: You cannot get a valid interest level in your product or service if the actual/real interest potential is suppressed by a prior negative of some nature (which could be personal experience, negative word of mouth or rumor).

Having cleared the barriers, you may THEN begin to judge interest by determining WHY they might want the product or service AND to what degree.  This probing section is where you are interested, not interesting.  What is the prospect trying to handle or why do they feel they need your product?  And, knowing what your product or service DOES handle, and handles well, search for their needs.  How?  By KNOWING the “ideal” for their area/industry/product or service within which they deliver.  What would it look like if it was operating optimally (see chapter 22 “The Ideal Scene” in my book The Natural Laws of Management: The Admin Scale at www.adminscale.net).

When comparing your concept of the optimal condition for the prospects company or activity, you can then determine the area or areas most likely in need of your product as the comparison will reveal a departure from that optimal condition.   You will then be able to more easily perceive a potential need and explore it for prospect reaction.  And if it is proving fruitful, pursue it deeper with further questioning in the area.  The rule here: Possible area of need?  Dig Deeper.

Here’s an example of a huge amateur mistake: Prospect tells you they need the product or service because they are “not very good at explaining the product” and the salesperson then proceeds to explain how their product or service totally handles that and here is why…blah, blah, blah.  When, in fact, through digging deeper for exactly WHAT troubles they have in “explaining the product” you may well discover that they have very poor communication skills as the real difficulty.  Another possibility is they, in fact, don’t think the product or service is actually that valuable (real event in my sales career more than once).  And there can be other possibilities such as they do know how to present but someone in their environment is invalidating their abilities.

So, how do you know if your prospect has interest?  By determining, through the 3 steps indicated above, the most important reason for their purchasing your product or service—from their viewpoint—and THEN explaining why and how your product or service handles THAT.

When you provide the solution to a problem that the prospect knows he has but has not been able to handle, you are in positive buying attitude on the part of the prospect. When you discover A NEED THAT THE PROSPECT DID NOT KNOW THAT THEY HAD, WHICH IS CONTRIBUTING TO OR ACTUALLY CAUSING THE UNDERLYING SITUATION WHICH THEY ARE COMPLAINING ABOUT, you are Golden Done Deal.  Wrap it up and take the order.

What about the “Close?” Oh, that? That comes NATURALLY and effortlessly when having done the above.  It is simply Natural Law.

arte-maren-business-personal-consultant

Arte Maren has 40 years experience in sales and administration and is the author of The Natural Laws of Management: The Admin Scale. For more information: www.adminscale.net.

Copyright © ArteMaren, 2017.  All Rights Reserved.

natural-laws-of-management-arte-maren

Do You Have Your Admin Scale? 

Providing Superlative Service

A positive attitude on sales is important too.

happy-customer-service-rep

 

 

 

 

 

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

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

Do You Have Your Admin Scale?

Author, Arte Maren