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Teaching and Learning As many of you know I grew up in Montreal, Quebec, Canada. The family rented in the city of Montreal and we owned a small, old house in the Laurentians, about an hour north of Montreal. Our house was on the end of a lake and the lake was home to a […]
Product Support Selling – Preparation Everyone everywhere sells. That is a truth that is little understood. We sell ideas at work and we sell manners at home. There are many things that we sell over the course of our lives. Sales personnel sell for a living, and the skills that they have as individuals are […]
We have just completed the Unit I classes for Parts Management and Service Management in Dallas. It was a lively four days of debate and discussion. I have enjoyed the time and I feel confident that the attendees will have success implementing many of the things they learned. One thing is clear. To succeed in anything […]
The comparison in the last service blog to the doctor is a clear statement on how I view the responsibilities of a service department. We are here to keep the machine operating as it was designed. To reduce the owning and operating costs for the machine owner To protect the residual value of the machine […]
Alex Rogo goes through a radical transformation in operations in order to succeed. The keys are reporting criteria in use. The definitions of the goals and objectives and the tracking mechanisms. Many times our measures lead us astray. This is true with all KPI’s (Key Performance Measures) and everything used in Dashboard management Tools. care […]
After setting objectives for each and every customer for each commodity and service program you are well on your way to selling success. The plan then would be to set up times and schedules for achieving each of your objectives. This takes us to the meetings with your customers. How do you get them to […]
The first last time we talked about the six steps in selling we identified them all. The last time we communicated was on the first step – research. Let’s dig a little deeper into the second one. Objectives Well after having completed all the research on each customer in their assigned territory the sales professional […]
Selling is as old as the hills. It probably started with Adam and Eve, and I am not sure who was selling to whom. People who are not involved in the sales profession are somewhat intimidated by the thought of selling. There is still a negative connotation to being a salesman for many people. Imagine […]
So we have identified the High Potential Customers. We know who they are and where they are and what they buy and what they own. Now we can assign them for market coverage. That means we have to select the number of customers that is appropriate for one person to handle from a geographical and […]