By Alice Heiman
How many of us have had this conversation?
Manager: “How did that sales call go?”
Manager: “Did you close the deal?”
Salesperson: “No, but they love me, and they want the product.”
Manager: “When will it close?”
Salesperson: “Probably this quarter.”
Sound familiar? What does this sales manager know about the sales call his salesperson just finished? The answer: not much.
Coaching salespeople when they return from a sales call is important business. It needs to be done routinely and consistently. Salespeople will do a much better job if they know they may be asked for very specific information after a sales call. Having a post-call report format is a good idea, but a quick email or phone call with the right information can tell you exactly where the salesperson stands with that sales objective. Post-call assessments can be quick and painless. Here are some questions you could ask:
- How did you prepare for the call?
- What was your objective for the call?
- How did you make good use of the customer’s time?
- What questions did you get answered that tell you where the customer is in the sales process?
- What are the next steps?
- What action did the customer commit to taking?
- What action did you commit to taking?
- Did the customer give you a close date?
- How will you follow up this sales call?
Managers will have fewer surprises if they make these questions a part of their daily coaching routine. Benefits include a shorter sales cycle, more effective selling and better close ratios. In the long run, this will lead to more accurate forecasting.
Learn about sales management, leadership, personal branding, social selling, connected communication, content marketing, professional style and financing for business owners at the 2017 Sierra Sales Summit, on Nov. 17 at the Atlantis Casino Resort Spa.
Attendees will receive breakfast and lunch, networking opportunities and a workbook of resources.
Buy your tickets today, or get a sponsorship and bring your whole team. Tickets and more information available at sierrasalessummit2017.eventbrite.com. Use promo code “ADAMSHUB” for 15% off.
Alice Heiman is a sales expert and networking guru with more than 20 years of experience coaching and training sales teams and entrepreneurs to get connected and build relationships that close the deal. Connect with her or read her blog at aliceheiman.com.
You built it but they are not coming. Why aren’t companies flocking to buy from you?
Join Alice Heiman for this fast-paced hour-long workshop. B2B, complex sales can be daunting. Alice will help you create a winning sales process to drive the business you need. Learn how to identify your ideal customer and identify the best approach to build awareness, determine interest, educate, close the deal and get more business and referrals.
Alice is a nationally-recognized sales trainer and consultant. Over the course of her two decades of teaching others the art of selling, she’s earned a host of awards, including Saleswoman of the Year, Marketer of the Year, and the U.S. Chamber of Commerce Small Business Blue Ribbon Award. Alice has made numerous guest appearances on television and radio broadcasts, and has been featured in print publications, including Entrepreneur’s Startups and Selling Power magazines.
Alice developed her sales expertise while at Miller Heiman, Inc. before striking out on her own and establishing Alice Heiman, LLC, in 1997. In her years at Miller Heiman she sold to and trained some of the company’s largest and most complex accounts, including Coca Cola, Dow Chemical, Merck and Hewlett Packard.
Lunchbox Learning Workshop
October 24, 2017
Adams Hub for innovation: 111 W Proctor Street, Carson City, NV
Lunchbox Learning Workshops are free by advance reservation and open to the Northern Nevada business community. Just RSVP to firstname.lastname@example.org. Space is limited, and be sure to bring your lunchbox!
On September 12, from 12-1 PM, join us for From Idea to Action with Diane Dye Hansen, the Adams Hub September Lunchbox Learning session. Diane is principal of What Works Coaching, a Carson City-based business coaching firm which helps entrepreneurs and solopreneurs learn new ways to thrive during periods of transition or crisis.
Moving from idea to execution to fruition is a process that’s not well understood, but learnable, according to Diane. Not surprisingly, most of the impediments we encounter are the ones we create for ourselves.
“Each of us, at some point, enters a loop called the Paradox of Perfection,” Diane explains. “There are three distinct “loops” which can stop our ideas from reaching fruition: a Learning loop, Resource loop and Self-Belief loop. Most of the time, we don’t realize we’re stuck in one of these vicious cycles, and we’re unaware how to get out.”
The Learning Loop occurs when we have a new idea and we think we need to learn more about it. In our quest to understand it better, we start attending seminars and conferences, reading books, and moving from one mentor to another. Though we are learning, we are still unwilling to act.
The next loop is Resource Loop, in which we think we don’t have enough resources to carry out our idea. We believe we need more money or additional team members. The fact is that, we don’t need money to test the viability of our ideas, and teams grow as we begin to express ourselves.
The last loop which can halt progress is the Self-Belief Loop, a common challenge for inventors and would-be entrepreneurs. We fear that somebody will steal our idea or copy our idea, or we may believe that our idea isn’t ready yet. The Self-Belief Loop enables us to talk ourselves out of our own ideas, even while we believe we’re “protecting” them.
Why do our ideas fail to take root? Diane believes that most of us don’t nurture them in the right environment, and instead believe that a truly good idea will produce instant success. (Consider the way ideas and “strokes of genius” are depicted in the media: most “big ideas” appear to be an overnight success.) Just as a plant doesn’t grow instantly, ideas take time and a supportive environment to germinate, root, grow and thrive.
This lunchtime workshop provides practical tools for organizations or individuals, including ways to flush out ideas, and strategies for scheduling the necessary ‘white space’ (time) for ideation.
Diane will also introduce a unique new approach to discovering opportunity in crisis–an idea which has been around since 1400 BC. Diane has dubbed it CRAPPERTUNITY, and created a definition for the first time. So, join Diane, who helps individuals or business in crisis or transition at Adam’s Hub to evaluate, refine your ideas and turn them into actions.
1. Who will benefit from this workshop?
Anyone who is working on an idea for business or personal change.
2. Are there any prerequisites?
Only an open mind.
3. What are the takeaways?
Clarity about your idea(s) and what to do about it
To RSVP for the workshop, email email@example.com or call 775.222.0001. Space is limited. The program will begin promptly at noon. Please feel free to bring your lunchbox!
Diane Dye Hansen is the Chief Inspiration officer and Communication Consultant for What Works Coaching. She has helped local, national and international businesses to discover opportunity, take action and create results. She is a former Editor in Chief of Getaway Reno Tahoe Magazine.
Do you wish your team was more adept at customer service?
Are you frustrated when employees don’t consistently follow your established customer service procedures?
Do you work with the public and need some new “tools” in your kit?
Great customer care begins with great people. (Northern Nevada has lots of those!) But even great employees can struggle with the demands of public-facing jobs, whether in retail, hospitality, professional services, medicine or government. Any organization is only as strong as its weakest link, and bad word of mouth, online and off, can destroy a company’s good reputation.
All world class customer service organizations have three things in common: they have mastered the three key building blocks of world-class customer care–what I call the “roots,” the “structure,” and the “art.” When you understand how these components work together, you can create authentic, satisfying customer experiences in any business. This process increases customer service representatives’ autonomy and confidence while it increases customer satisfaction.
In the class I draw on my 30+ years in the spa and hospitality sector, during which time I managed and led hundreds of front-line employees and consulted for dozens of other companies. I developed a management seminar that was utilized by Ritz Carlton, Four Seasons, Shangri-La, Peninsula Hotels and Park Hyatt to train their spa directors over the course of nearly 15 years. I’m also a graduate of Hospitality Quotient’s “Creating Wows” program in New York. But this simple approach can be used by any company that delivers customer service, face-to-face or remotely, in any market.
Please join us and “level up” your customer service game! The class is open to business owners and employees alike.
Where: Adams Hub for innovation, 111 West Proctor St. Carson City
When: Tuesday July 25, 12-1 p.m.
How: To register, RSVP to firstname.lastname@example.org or call 775.222.0001.
If you’ve tried to do vital #business research using Google and Wikipedia, you may have discovered that the “good stuff,” accurate, professionally-vetted data, is behind paywalls. One such premium database is ReferenceUSA. The Research Ninjas of the #Carson City Library utilize ReferenceUSA and other premium tools on Wednesdays and Fridays while helping #entrepreneurs, solopreneurs, startups and community businesses at Adams Hub (psst! It’s free.)
On Thursday, April 27th at noon, The Carson City Library and The Studio at Adams Hub for #innovation welcome ReferenceUSA Senior Account Executive Nancy Spidle, who’ll share the amazing capabilities of this business-focused database, which offers accurate data on 268 million consumers and 48 million businesses. Learn how to find answers to your burning business questions as you scrutinize markets, search for customers, optimize your supply chain or get a deeper understanding of your competition. Learn how to search smarter, faster and more strategically in this informative free hour-long class.
To RSVP for Lunchbox Learning or reserve a session with a Carson Library Research Ninja, email email@example.com or call us at 775.222.0001.
On Monday, April 24, from 5:30-7:30 p.m., author and #meditation instructor Molly Dahl is bringing a new workshop to Carson City, designed to help participants create healthier, more balanced lives. Dahl, whose 2015 book Youth Positive, Exploring the Unique Genius of Every 21st Century Adolescent shared emotional-balance tactics for teens, is now setting her sights on the area’s stressed-out adults. The event will be held at The Studio at Adams Hub for innovation, best known for business events like Entrepreneurs Assembly. Dahl is eager to reach out to the business community.
“Our constantly-connected, 24/7 lifestyle is depriving us of the full richness of relationships, both with ourselves, our loved ones and even our co-workers,” Dahl explains. “The process that I’ll be teaching, Cultivating Emotional Balance, or CEB, is a proven mindfulness and emotional awareness system.” CEB enables anyone to reduce stress, increase empathy and compassion, avoid burnout, and self-regulate negative emotions.
Workshop Leader Molly Dahl
“These are skills that everyone benefits from, but when practiced by employers, their impact is particularly profound,” explains Dahl. “Entrepreneurs and managers are under a great deal of stress, and their communication can have a large impact on their employees and even customers. Being able to identify and regulate negative emotions makes them much more effective and improves morale in the people they interact with.”
Every community member is invited to the workshop, which will introduce participants to the key practices of CEB. It includes lectures, discussion and small-group practice. Students will also receive access to personal tools and online resources.
The CEB system is based in the western science of emotion and contemplative practices, designed by Paul Ekman, PhD and B. Alan Wallace, PhD. Dr. Ekman is the author of Emotions Revealed, and the scientific genius who took audiences on a journey inside the mind in the Disney-Pixar movie Inside Out. Dr. Wallace is a prolific author and the founder of the Santa Barbara Institute for Consciousness Studies.
Dahl holds a Master’s Degree in Educational Leadership and has been teaching the principles of balanced, healthy living for over 30 years. Her rich and varied background makes her teaching accessible to a wide range of people. Molly is a certified teacher of #yoga, meditation, and Cultivating Emotional Balance. She holds a Certificate in Positive Psychology from The Wholebeing Institute.
• Burnout identification and avoidance
• Understanding the science of emotions, inside and out
• Using mindfulness to manage daily emotions and restore equilibrium
• Short-circuiting destructive behavior caused by negative emotions
• Specific breathing practices to relax and calm the nervous system
• Greater effectiveness at, and ease with, completing tasks and reaching goals
Documented benefits of Cultivating Emotional Balance include:
• Protection from negative psychological and physiological effects of stress
• Highly significant decrease in
• Increase in effectiveness when communicating at work and at home, including significant increases in:
o Empathy, patience and affection for others
o The ability to effectively read and respond to others’ emotions
General registration $35 per person, includes all course materials
Earlybird registration $29 until April 17
Adams Hub client discount registration $25
For more information, contact firstname.lastname@example.org