Archive for November, 2009
November 14th, 2009 | 
Author: I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales.
And there are some crucial distinctions, though I just want to touch on one, here.
Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.
What do I mean?
First, let’s establish the value of science. When an area of study or conduct becomes scientific: (1) It is systematically and critically monitored, measured, and managed, and recognized as an important process; (2) Its mysteries are revealed over time; (3) And this leads to greater understanding and more consistent control of its causes and effects; its inputs and outputs, and its results and contributions.
Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as a field, also strives to produce consistent, reliable, and ever-improving results.
Specifically, we try to the extent we can to govern carefully those known behaviors that produce and increase “yeses,” and discourage or avoid “no’s.” When we’re failing at this job, we seek understanding to help us to recover quickly and to get back on track.
Telephone selling is, potentially, more scientific than field selling because we can control at least one side of the communication equation: What the seller says, how he says it, when he says it, and how he responds to what the prospect says.
In practical terms, we can SCRIPT the sales process, bringing it to a boil, if not at will then with great consistency, once we have discovered the “laws” underpinning certain types of conversations.
Also, and crucially, we can monitor and manage telephone salespeople in real time, listening, side by side if we wish, to every word being said. When sellers deviate from the call path that has been developed, tested, and proven to work, a finger can be pointed exactly to where the seller needs to get back onto his message.
Nothing else, in any other area of business I know, attains this kind of clear feedback and guidance, nor benefits as much and as directly as this kind of intervention from management
As you know we can preserve the entire transaction in a phone sale through recordings for unlimited playback and analysis, if we deem it to be useful.
By capturing events, live and recorded, we can LEARN MORE and MAKE RAPID ADJUSTMENTS & IMPROVEMENTS.
And then, we can revise scripts for all, and distribute the latest and the greatest, very quickly, applying en masse our newfound knowledge.
The main principle behind the existence of facilities management is that businesses rely on a whole network of essential support services. From receptionists to the security staff, the business relies on a whole network of essential support services. Since facility management is multi-disciplinary, the jobs vary from project managers to cleaners. And since most of the services are not core to the business, many companies outsource such jobs. There are many companies which provide expert facilities. These mainly include building maintenance, cleaning facilities, catering, administration and security.
There are many advantages of outsourcing such tasks. It not only simplifies the process but also minimizes the time and money spent on it. Since time and money are very important resources, one can use them in an existing business or invest in new ventures.
The experience of the facilities management companies is also beneficial to the client company. As these facility management companies have expertise in their field, they do work better than their clients. They have experience and learning which they use more effectively and efficiently.
Most of the facilities management companies offer services tailored to the client’s requirements. Since each organization has different needs, requirements, and demands, the services they seek are different. It is necessary for the facilities management companies to work closely with the customers to understand their business needs. It is necessary for them to view the problem through the client’s eyes. With the flexibility from customized services, facility management can cater to each and every organization as per their requirements.
When you think high quality inkjet printer supplies you think Epson. With the evolution of the inkjet printer market so also have some companies grown and evolved. Epson have taken their rightful place amongst the leaders in the inkjet and inkjet supply industry. Key to the success of any inkjet printer is the quality of its cartridges. Epson have spent a considerable amount of time and money in research and development to produce the quality of cartridge they do today.
Famous for their quick drying, acid free ink catridges that are designed to prevent smudging on a huge variety of media Epson don’t stop there. Constantly striving to be at the forefront of inkjet technology Epson continually push the barriers on what can be achieved with the humble inkjet printer.
A huge concern for most inkjet owners is the cost of inkjet supplies; namely paper and cartridges. Time is something we can never get enough of, are reluctant to give away and, as we all know, we can never take back. Epson ink cartridges have been designed with longevity in mind. If you have a valuable document or family portrait you wish to keep and pass on to loved ones then use original Epson ink. If it’s a disposable document then use the third party products.