Posts for the ‘Small Business Sales Advice’ Category
Michael Port PBS TV Interview for One On One w/ Steve Adubato
This is a TV interview I did for One On One with Steve Adubato. It’s about 10-minutes long. Usually TV interviews are fast and furious and about sound bites. This show is better than that. We had time to sit down and really talk. I enjoyed it very much. I hope you do too.
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Is your business coming to a screaming halt?
The workplace is under pressure these days. Many companies are feeling extra stress as the economic downturn continues. This extra stress can lead to conflict in the workplace, but it doesn’t have to. Often thought of as negative, conflict can lead to constructive change.
Understanding what I call “Chair 2” (the other guy) is key. Before jumping to any conclusions as tension rises, ask yourself the following questions—
• What are his* needs in this situation? Does he need more information or resources to be successful? Or, is it on the emotional level as a need for a feeling of safety, or more control?
• Is his work and style different than mine? Is he more reactive or proactive? Does he enjoy risk or tranquility? Is he performing a function outside of his job requirements or expertise?
• What are his expectations and perceptions of this situation? What does he expect to happen? What does he want to happen? In what ways may he perceive what is happening? Does he feel respected and valued? Does he need latitude or rules?
• What are some possible outcomes he wants from this conflict? What would be the best resolution for him? Does he view the situation as win-win or a lose-lose? Has he placed himself in the role of victim or a “have-not?”
• Are other conflicts affecting this one? It may be conflicts of time, scheduling, money, resources, company policies even personalities or different personal values.
• Is this a power struggle? Most of us have experienced situations where associates have wielded their power in inappropriate ways. Is this situation a power struggle for territory, resources, attention… Power struggles often cause intentional or unintentional aggressive or passive-aggressive (sabotage) behavior.
As with so many things, it is in how we perceive what is happening that determines the outcome. The more information and “views” we can acknowledge, the better the resolution will be for all.
As you identify what caused the conflict, it is easier to choose the best strategy to move towards resolution.
Have a great day in whatever your adventure
To Success! To Life!
Sharon
* For ease of reading, I have chosen to use as a generic the word “he.” This in no way implies “she” can not experience conflict.
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Formula for Successful Sales
Here’s an easy-to-use formula for a successful sale, I still hold it true however, I am adding an additional insight that some of you may go duh…
+ Decide what you need / wantResults: Win/Win Sales Situation (right?) It may appear simple on the surface but… The Under-promise and Over-deliver Dilemma I used to be a strong proponent of under-promise and over-deliver, however looking back on experiences; I need to qualify that old sales adage. Let’s think this through…You make a sale (service or product, it doesn’t really matter) and you do a great job of under-promised and over-delivered, say, you gave them a bonus or got it to them early or under-budget… But what actually happened? You’ve raised your bar. Yes, you got a job well done, a happy customer and maybe even an “Atta-boy/girl.” But, your customer now expects the new level of service. So, to under-promise and over-deliver again, you must work ABOVE the new expected level of quality, price, service, time-line and professionalism. This may be sustainable for a few sales, but at some point, it is impossible to continue to over-deliver. Your customer is no longer easily impressed – it is now just your “norm” and it becomes your client’s expectation. You’ve taught your client that you can do continue to do it faster, cheaper, better or with bonuses. Let’s just to the very best we can, at the very best (yet fair to us) price we can, when we say we can… the successful sales cycle is about making and honoring commitments, not faster, cheaper etc.…until we’ve given away the store. The purpose of a customer is not to get a sale, the purpose is a sale to get a customer to build a fair and balanced relationship for both you and your customer. Have a great day whatever your adventure. To Success! To Life! Sharon No Comments »+ Determine what your customer needs/wants + one (The + one being the theory of under-promise and over-deliver.)
I don’t say this lightly
Verizon may be the most inept company I have ever experienced in my entire adult life.
I think my next book is going to be a comedy/tragedy about the 4 week drama of trying to get Verizon to do one thing without a major blunder.
I have been counting the hours and over the last 4 weeks I’ve spent 13 hours on the phone with Verizon; 7 of which have been on hold.
I’m on the phone with them again at the very moment. Shocker.
No Comments »Always trying to sell you something…
I’m always trying to sell you something.
Sometimes, I’m just trying to sell you on an idea that will help you think bigger about who you are and what you offer the world.
I put these ideas on http://www.ThinkBigRevolution.com (Membership is free; it will always be.)
Sometimes, I’m trying to sell you on the daily thoughts I have about respect in marketing and loving your work.
I put these ideas on here. (All free; typos included.)
Sometimes, I’m simply trying to sell you on the idea of becoming my friend.
I put these ideas on http://profile.to/michaelport and http://www.linkedin.com/in/michaelport. (Of course, this is free but you’ll have to put up with my family photos, daily reports of personal activities and complete and total over-the-top obsession with my son Jake.)
Sometimes, I’m trying to sell you on the idea of joining my team and becoming a Book Yourself Solid Certified Coach.
I put these ideas on http://www.BookYourselfSolid.com/certification (The ideas are free but if you want in you’ve got to invest. Lot’s of special offers though, like $2500 off before Dec. 31, 2008. That’s only 3 more days 
Sometimes, I’m trying to sell you on the idea of letting me personally coach you for 5 months in my Book Yourself Solid 15-Week Coaching Program.
I put these ideas on http://www.bookyourselfsolid.com/small-business-coaching-intensive.htm (Tons of free ideas, tele-seminars and resources but if you want me to coach you, you’ll have to invest. Again, lot of specials like 40% off the course starting Jan. 20, 2009.)
Sometimes, I’m trying to sell you on the idea of sending greeting cards–because it’s not what you say or do that people remember but rather how you make them feel.
I put these ideas on http://www.BookedSolidCards.com (At the site, you can send a free card right now.)
Sometimes, I’m trying to sell you on the idea of getting value from reading any one of my award winning and bestselling books.
I put these ideas on http://www.michaelport.com/michael-port-books.html (Download a free chapter from each book).
Sometimes, I’m trying to sell you on the idea of hiring me (or recommending me) to speak to your constituency.
I put these ideas on http://www.michaelport.com/home.html (Free videos galore.)
Sometimes, I’m trying to sell you on the idea of joining the Booked Solid Referral Network to increase your sphere of influence and get more referrals.
I put these ideas on http://www.BookedSolidNetwork.com (1st month is free so you can see and know how it’s going to be.)
Sometimes, I’ll try to sell you on the idea that, in the words of Mark Twain, “I don’t give a damn for a man that can only spell a word one way.”
I sell you on this idea on each and every one of my 10 websites, newsletters, and blog posts.
But, the point is…
There are probably 1000 other things that I’ll try to sell you in the upcoming year. And I want you to know that my goal, first and foremost, is to sell you on the idea of thinking bigger about who you are and what you offer the world. If I
can earn a living in the process, so be it.
And, furthermore, to remind you, as we slide into 2009, that your success, in large part, depends on your willingness (and ability) to sell your friends, community and potential clients on your ideas. New Year’s resolution: Express yourself.
And think big.
I love you very much (and not in a weird way). But for standing in the service of others as you stand in the service of your destiny.
With respect,
Michael Port
author of….
Book Yourself Solid
Beyond Booked Solid
The Contrarian Effect
The Think Big Manifesto (May 09 release)
And regular guy who faces the same issues as you.No Comments »
Sometimes, I’m trying to sell you on the idea of letting me personally coach you for 5 months in my Book Yourself Solid 15-Week Coaching Program.
I put these ideas on http://www.bookyourselfsolid.com/small-business-coaching-intensive.htm (Tons of free ideas, tele-seminars and resources but if you want me to coach you, you’ll have to invest. Again, lot of specials like 40% off the course starting Jan. 20, 2009.)
Sometimes, I’m trying to sell you on the idea of sending greeting cards–because it’s not what you say or do that people remember but rather how you make them feel.
I put these ideas on http://www.BookedSolidCards.com (At the site, you can send a free card right now.)
Sometimes, I’m trying to sell you on the idea of getting value from reading any one of my award winning and bestselling books.
I put these ideas on http://www.michaelport.com/michael-port-books.html (Download a free chapter from each book).
Sometimes, I’m trying to sell you on the idea of hiring me (or recommending me) to speak to your constituency.
I put these ideas on http://www.michaelport.com/home.html (Free videos galore.)
Sometimes, I’m trying to sell you on the idea of joining the Booked Solid Referral Network to increase your sphere of influence and get more referrals.
I put these ideas on http://www.BookedSolidNetwork.com (1st month is free so you can see and know how it’s going to be.)
Sometimes, I’ll try to sell you on the idea that, in the words of Mark Twain, “I don’t give a damn for a man that can only spell a word one way.”
I sell you on this idea on each and every one of my 10 websites, newsletters, and blog posts.
But, the point is…
There are probably 1000 other things that I’ll try to sell you in the upcoming year. And I want you to know that my goal, first and foremost, is to sell you on the idea of thinking bigger about who you are and what you offer the world. If I
can earn a living in the process, so be it.
And, furthermore, to remind you, as we slide into 2009, that your success, in large part, depends on your willingness (and ability) to sell your friends, community and potential clients on your ideas. New Year’s resolution: Express yourself.
And think big.
I love you very much (and not in a weird way). But for standing in the service of others as you stand in the service of your destiny.
With respect,
Michael Port
author of….
Book Yourself Solid
Beyond Booked Solid
The Contrarian Effect
The Think Big Manifesto (May 09 release)
And regular guy who faces the same issues as you.No Comments » 
