Category: Sales

Behavior


When presenting or selling, one must understand the BEHAVIOR of our customer (besides his needs). Every customer behaves differently and our presentation/proposition must be “custom-made” tailored to the “BEHAVIOR” of every customer.

ONE presentation or selling proposition  DOES NOT fit all.

Today, in the tile industry, product differentiation gaps are small. 

The human touch, the attitude, creativity, knowledge to share and services are KEY to add value and influence customers’ inherent BEHAVIOR.

Example
A customer NEEDS tile. But what and where  he ends up buying, how much he spends – will depend on how we have aligned ourselves to his BEHAVIOR.

Be GREAT in everything we do.
Our personality is equally important as our technical knowlege.

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Reply please …..

Challenges will occur.

What can go wrong, may go wrong.

Deadlines may be missed or deferred.

However,  the

– Speed of Communicating and

– Managing Expectations are key to resolving issues.

Even if one has a different view point.

Even if one has to say NO.

Do COMMUNICATE QUICKLY to manage the expectations of others.

Keeping silent without closure is simply unacceptable and makes matters worst.

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Learn it all ….

In a recent interview with Business Insider, Microsoft’s CEO Satya Nadella,  credits Stanford psychologist Carol Dweck’s best-selling book, Mindset, as the inspiration for the culture he’s trying to build at Microsoft.

Here’s Satya’s quote

“I was reading it not in the context of business or work culture, but in the context of my children’s education. The author describes the simple metaphor of kids at school. One of them is a ‘know-it-all’ and the other is a ‘learn-it-all,’ and the ‘learn-it-all’ always will do better than the other one even if the ‘know-it-all’ kid starts with much more innate capability.”

“Going back to business: If that applies to boys and girls at school, I think it also applies to CEOs like me, and entire organizations, like Microsoft.”

We could summarize this brilliant strategy in one sentence:

“Don’t be a know-it-all; be a learn-it-all.”

 

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Patience 

 …. in the meantime ….just do your best.

Laugh …and live life to the fullest …..

But just don’t sit quietly and wait. Nobody will help you …if you do not first help yourself.

Do something …. take action ….make things happen. Enjoy the journey ….. have a positive attitude as you overcome challenges. Be focus. Do what has to be done. Ignore the “noise” around you. Forget about the people who belittle you …or made you seem small.

In your heart ….if you are doing the right thing, ignore those who think otherwise.

The efforts put in may even yield greater achievements and results  than you first hoped for. 
You are in control …DO NOT EVER FORGET THIS. The time will come when everyone will see your greatess.
Believe in yourself ….

I do ….

#passionsofwillie


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Selling

Selling

Is about ME

As a person

My character,  my personality

How do I listen and understand

How do I care and know his (my customer) needs

Can I create a need that adds value to his life

Have I served him  sincerely

To the best of my ability

Selling

Should not be 

For the sole purpose of getting a sale

Through deception, coercion, manipulation

Then, I will perhaps

Only tricked him once

Pushed him into a corner once

Annoy him once

There will then be no continuity

Nor repeat orders

I have to respect my customer

Treat him as how I myself would liked to be treated

After all, we are both human beings, he and I

Only at different positions at different times

By the way

The above writings is not only about the “selling profèssion”

In our lives

We are selling everyday

A “customer”  could be our spouse, our child, our parent, our siblings or a relative

Hence shouldn’t we avoid deception, coercion and manipulation ?

Shouldn’t we have respect, sincere-care and love ?

Shouldn’t our personal and professional behaviours be aligned ?

Hence not forcing us to wear a mask depending on the roles we play ?

Can we believe the phrase   “love our customer and he will love us back” ?

If we can”t love even if we have sincerely tried very hard, then it is best to walk away and move on. I know I can’t sell to everyone nor can I please everyone.

Everyday,  I just need to learn to be a better person and be able to add better values (positive qualities and skills)  into  MY life ; so that I can in return enrich and better serve others who I engage with.

Selling is not about a product or service.

More importantly it is about ME.

My customers, my friends, my colleagues, my family

Are all a reflection of ME.

A reflection of my Heart & my Soul.

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It’s Saturday ….

Live an EXTRAORDINARY life.

Filled with passion, love and gratefullness.

Be thankful for who you are , what you have and be excited on who you can serve and help tomorrow to become an even better you.

(A better son, father, brother, salesperson, service provider, human being)

It’s all from the heart ….

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Hey it’s Friday ….

As we ponder what we did over the past week …..what have we learnt ?

Did we do our best ? Did we try to exceed expectations ? 

What did we see ? Different people with different behaviours. Did we get to know and understand them better ? Did we realize that everyone is infact strong in their respective ways ?

“Tomorrow …. what would we do different ? ”  Would we change our PATTERN ?

LEARNING  and Changing is a continuous journey …… and we should always be grateful for the experiences we go thru. Some sweet and some may be challenging.

We smile as we look back ….. we laugh as we move forward …. knowing that we will be a better person starting today.
Willie @ 7 Aprl 17

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Sorry

It’s MY FAULT ….how can I make it up to you ?

When one has the courage to say sorry and apologize sincerely,

one can dramatically change the impression of a “customer”.

A mistake is normal.

We are only human.

It’s the the way we “resolve the mistake ” that differentiates  a  “Champion” versus a “Nobody”.

Be accountable.

One becomes a better and trusted person by the way one corrects his/her  mistakes to make things better.

Customers respect and appreciate this if it’s done sincerely from the heart.

Strong bonding and relationships are built through challenging situations.

When everything is smooth, there is NOTHING to prove.

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To win

A quote my manager once told me long ago.

If you wish to go to heaven, you must first “die a good death”.  Literally …one must first suffer and endure pain ….before being to taste ultimate success.

When one is young and have the energy …put in a good days work … be brave …take risks. 

Lead YOUR life. Be EXTRAORDINARY. make your life meaningful.

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