Randy Clark's Blog, page 4

When and How to Say No

I didn’t think I’d write a post about when and how to say no. I mean, I say no, right? I’m not as good at saying no as I thought. Recently, a friend asked me to come to their home to help with a project. It wasn’t something I’m especially good at. My wife was home this weekend for the first time in almost two months and I didn’t particularly want to go. However, I said yes. I didn’t stay long. There was plenty of help who knew much more than I, but that’s not the point.

It’s important to say no when a request conflicts with your priorities, values, or well-being or when it’s not feasible or appropriate to accept. Saying no can be a powerful tool for self-care, prioritizing important goals, and avoiding burnout. In my case, it would’ve meant more time with my BFF.

When and How to Say NoWhen to Say No

I went down a rabbit hole about saying no.  I wanted to understand why I didn’t say no and how to say no when I should. Here’s some of what I found.

Time Constraints

If you’re already stretched thin by existing commitments, saying no to new tasks can help you focus on what’s truly important.

Goal Alignment

If the request doesn’t align with your long-term goals or values, it may be best to decline.

Skill Set

If the request requires skills you don’t possess or a time commitment you can’t make, saying no is a reasonable decision. Duh, it was both for me.

Burnout Prevention

Avoid overcommitting yourself and potential burnout by saying no to tasks that strain your energy and mental health.

Self-Care

Prioritize your well-being by declining requests that would leave you feeling overwhelmed or stressed.

Avoiding Resentment

If saying yes to a request would lead to resentment or negative feelings, it’s a good sign to say no. By the way, please don’t blame my friend or hold any resentment.

Lack of Resources

If you don’t have the necessary resources (time, skills, or materials) to fulfill the request, saying no is the logical choice.

Ethical Concerns

If the request is unethical or goes against your values, declining is essential.

Conflict of Interest

If the request could create a conflict of interest, saying no is important.

Setting Boundaries

Learning to say no helps you establish healthy boundaries with others and protect your time and energy.

Self-Respect

Saying no demonstrates self-respect and allows you to make choices that align with your needs and desires.

Improved Relationships

Setting boundaries, including saying no, can strengthen relationships by fostering mutual respect and understanding.

How to Say No

Start by thanking the person for their offer or request. This shows respect and avoids sounding abrupt. For example, “Thank you for thinking of me,” “I appreciate the invitation,” or “I appreciate you considering me.” Next,  use clear and direct language. For example, “I’m sorry, I’m not able to,” “Unfortunately, I can’t commit at this time,” or “I’ll have to decline, thanks for asking.”

If you feel comfortable, you can offer a brief reason for your decline, but it’s not always necessary, such as  “I have a prior commitment,” “I’m swamped with work,” or “I’m not qualified for that.”

Regardless of what you say, always be polite and positive. Maintain a courteous and upbeat tone throughout the conversation, even when saying no. Here are a few more examples.

“Thank you, but I can’t make it this time.”“I’m honored you asked, but I need to decline.”“I’d love to, but I’m currently unable to commit.”“I appreciate the offer, but I have other plans.”“Sorry, but I won’t be able to participate.”So, Why Didn’t  I Say No?

Why didn’t I say no? That’s a good question.  I can say that I didn’t want to disappoint my friend or that I wanted to help and show that  I cared, but the truth is  I didn’t have the courage to say no.  Now, I think  I’m ready to say no when the time comes. If you’re reading this, please ask me to do something for you that’s not a good fit for me, so  I can say no! LOL

How Can I Help You?

I like to help people and organizations, but I consider three criteria before taking an assignment: I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, contact me. 

Does your business have a management training plan? Many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out.

If you enjoyed this post you might also like, How to Use Your Voice for Effective Communication.

Photo by Chloë Forbes-Kindlen on Unsplash

The post When and How to Say No appeared first on Randy Clark Leadership Training.

How to Use a Goal Setting Form (Form Included)

Today, I want to discuss how to use a goal setting form. In two previous posts about goal setting, we discussed the six ingredients of a Goal and “You Cannot “Do” A Goal—You Can Do Activities. Today, I’d like to share ideas about using a goal-setting form with your team.

Where do you begin? Start by gathering objective results from previous production numbers. Objective results may include reliable standards, performance benchmarks, previous results, and numbers. They should not include subjective opinions. Use the following list to be certain you’re ready before setting goals.

How to Use a Goal Setting Form The Goal Checklist Should Include:Trackable objectivesClearly defined activitiesA measurable resultTime limitsBe challenging but not impossibleConsider conditions, aiding and hinderingUsing the Goal FormComplete the objective criteria and previous results boxes.Analyze, through observable behavior, activities that will influence the outcome; however, don’t complete the activities section.Calculate realistic objective improvements, but don’t fill in the goal box.Set a period to begin, review, and end the goal, then fill in the blanks.Set a time to review the goal privately with each team member.Put the team member at ease by explaining the purpose is to help them improve; this is not corrective action or punishment.Ask the team member for their realistic goals for each objective. If it’s unrealistic, direct them to a more realistic goal.Review each type of activity and ask the team member what activities they will complete to hit the goal. They don’t have to have an activity for every category; however, you may direct them to any necessary activity. Clearly define the activities with action verbs, such as increase, decrease, add, stop, create, organize, improve, design, etc.How To Use the Goal Form DailyLet’s say 14.3 widgets are needed per day, or 1.78 per hour, to reach the goal of 300 for the month. Is it being done? If so, what activities can be repeated?  If not, what activities need to be adjusted? If the team member is behind the goal, how many widgets are needed daily to get back on pace?Is the team member following company procedures?What behaviors should be reinforced, or what activities need to be adjusted?Are they communicating with others? Do they need help?Are they asking for help? Find out where they need help, with who, about what, when, how, and why.

This is the team member’s goal, not yours. Have them complete the activities section of the goal form. Regardless of how much direction you have given, they should embrace the goals as their own. With this in mind, the more they participate in goal setting, and the less you control it, the better.

OK — READY, SET, GOAL!

Let’s make this happen.

Example Goal Setting Form

Team Member: _____________ Today’s Date: ______________Goal Begins: ________________

Review Dates: ______  _______  ______  ______Ends: _______________________________

Previous Results ______________________________________________________________

New Goal______________________________________________________________________________________________________________________________________________________________________

Action Plan

________________________________________________________

________________________________________________________

Activities to continue

________________________________________________________

________________________________________________________

Activities to stop

________________________________________________________

________________________________________________________

Activities to improve

________________________________________________________

________________________________________________________

Activities to add

________________________________________________________

________________________________________________________

Other activities

________________________________________________________

________________________________________________________

Aiding and/or hindering conditions

________________________________________________________

________________________________________________________

How Can I Help You?

I like to help people and organizations, but I consider three criteria before taking an assignment: I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, contact me. 

Does your business have a management training plan? Many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out.

Photo by Scott Graham on Unsplash

The post How to Use a Goal Setting Form (Form Included) appeared first on Randy Clark Leadership Training.

Writing a Business Case Study in 3 Easy Steps

This post isn’t about formal business case study writing. There are plenty of articles on how to write an academic case study, here’s one Harvard Business School Case Method in Practice. What this post is about is keeping it simple and to the point. Simple to outline, simple to understand, and simple to write.

Writing a Business Case Study in 3 Easy StepsFinding topics

Does your business solve problems? Do you have customers that exemplify the problems you solve? If so, you have the makings of a case study. To identify a topic, consider what problems you solve and what solutions you want to share. What product or service do you want to market?

Where it starts

What’s important in a business case study is getting the message to potential customers in a way that will attract and hold their attention. It begins with the title. The key to an attractive case study title is to make it as clear as possible the problems you solve and the benefit to your customer.

As easy as one, two, three

The 3 parts to this case study formula are based on what will appeal to clients. Most consumers want to know what your product does for them not how it does it. Most people want to know what time it is, not how the clock was built.

1. The Challenge

State the challenge in simple terms. It should be straightforward and to the point. Anyone searching for an answer to the problem should be able to find it in the case study. For example, if your business offers 24 hour service, a case study about a client you helped late at night could be attractive such as, How we got the heat back on at 3AM.

2. The Solution

Make this as uncomplicated as possible. Share the solutions in clear terms..

3. The Outcome

Tell it like it is. Share what happened but most importantly share the benefits the customer received.

Give me 3 steps

If you solve problems, if you have solutions that work, and if you have customers with positive outcomes, then you have a case study. Short, sweet, and effective. What problems do you solve, what’s your solution, and who have you shared it with?

How Can I Help You?

I like to help people and organizations, but I consider three criteria before taking an assignment: I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, contact me. 

Does your business have a management training plan? Many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out.

If you like this post, you might also appreciate 5 Things Top Consultants Do.

 

The post Writing a Business Case Study in 3 Easy Steps appeared first on Randy Clark Leadership Training.

How to Grow a Business

Several years ago, I sat in a conference room and brainstormed how to grow a business and expand its audience. I was part of a vision team charged with developing a growth plan for a specific organization. The vision team included two employees, two vendors, two customers, a banker, an attorney, the president of the local BBB, and two respected businesspeople. We met on four occasions and took a hard look at the business and opportunities that were being underutilized or missed.

How to Grow a Business The Plan

We developed a plan that included day-to-day operational recommendations and big-picture guidance. The vision team offered three initiatives to expand the audience.

Add Locations  

The company had proven systems based on procedures, not personalities. So, we determined these systems would be successful when implemented correctly in other geographic areas. The prerequisites included a source of available labor, some skilled and some unskilled, affordable space, and a local economy that would fit the product. Secondary considerations included advertising costs in the marketplace and potential tax breaks. The organization now has several offices located throughout the country.

Expand Marketing

The company had developed a targeted audience and primarily reached it through direct marketing. The vison team suggested that it was time to expand that reach by A—B testing other advertising and marketing avenues. The suggestions included experimenting with PPC (pay-per-click), expanding the website to include more CTAs (Calls to Action), and developing TV ads. All three were successfully implemented.

Offer More Products

At the time, the business (B2C) had thousands of loyal and satisfied customers for its two products. Therefore existing clients were surveyed to learn what other problems the business might solve for them. Today, the company has five divisions, each with separate product lines.

It Didn’t Happen Overnight

Don’t get me wrong. The organization didn’t tackle every recommendation at once, and not every suggestion was followed, nor was every initiative successful. However, by methodically developing all three growth sources, the business grew to be recognized as one of the top providers in its industry.

Set the Stage

Are you ready to grow your audience? I purposely didn’t mention the type of business in this post other than it’s a B2C, and there’s a reason. It doesn’t matter. If I had named the business, many may have thought this approach was only for that industry. It’s not. It can work for any company in any industry.

So, what stage should your business be on? Where’s your vision for growth? Do you know how to grow a business?

How Can I Help You?

I like to help people and organizations, but I consider three criteria before taking an assignment: I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, contact me. 

Does your business have a management training plan? Many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out.

If you enjoyed this post you might also like Growing Your Small Business.

Photo by Nikola Jovanovic on Unsplash.

The post How to Grow a Business appeared first on Randy Clark Leadership Training.

Indianapolis Your Spring Break Destination

Indianapolis your spring break destination, isn’t a joke. When people think about spring break, most picture white beaches, tan bodies, and a bright sun blazing down on a UV-protected back. What most folks don’t think about is Indianapolis. Spring break Indianapolis just doesn’t have that special ring to it, does it? However, if you live in central Indiana and are planning a staycation over spring break or are looking for somewhere to visit that has much to offer besides a beach, then Indy is your best bet.

I’m sharing four spring break Indy activities only to whet your appetite. At the end of the post, I’ve linked to 99 more things to do over spring break in Indy. Enjoy. And don’t forget the sunscreen.

Indianapolis Your Spring Break DestinationA Night at the Zoo with the Your Kids!

“Bring the whole family for an overnight at the Zoo, a nocturnal adventure! You will hear about the Zoo’s animals while learning how to protect local wildlife. Families will get to spend the night at the Zoo and participate in a variety of different activities specifically designed for families, including a craft, games, animal stories, and a special after-hours Zoo tour. Families will be able to experience the Zoo’s butterflies the next day.” — Downtown Indy

Bring the Beach to Indianapolis

So, you’re not heading south this year to the beaches? Why not go for a dip, dive, and water slide right here in Indy? There are plenty of places to bring the kids for a dash and a splash.

“Want to find the best indoor pools where you can take kids swimming in Indy? Here are the best places to get your kids in the water year-round. Indoor pools are the best places to practice your swim lesson skills during the winter, and all of these locations offer open swim times for the public. My kids love swimming, and I love hearing them have a great time — the giggling, the excitement, and the splashing…lots of splashing!” 11 Indoor Pools and Waterslides — Indy with Kids

Explore Eagle Creek Park

I love the park. It has more than 300 acres of trails, water, and wooded terrain.  I have a 6-mile backwoods hike I love. However, if hiking isn’t your thing, there’s plenty to do in the park. — Eagle Creek Park Activities

Channel Your Inner Race Car Driver

Right smack dab in the center of main street Speedway, you can find state-of-the-art racing carts and tracks year-round. “With a two-level road course and a mini superspeedway, Speedway Indoor Karting can offer multiple configurations and options for karters of all skill levels.”  — Speedway Indoor Karting

Are You Hungry for More?

Is your appetite whetted? Did the four suggestions above start the process? If so, dig in and find your best spring break in Indy. Enjoy.

99 Things to with your kids over spring break in Indianapolis

Indy IS a Destination

Whether you travel over spring break or stay close to home, Indy has much to offer. If you’re hitting the beach on spring break, there’ll be plenty to do in Indianapolis when you return. And if you’re staying, there are countless opportunities right here at the crossroads of America to have a memorable spring break.

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because, if not, many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out. It might help you stop putting off what you want to do.

If you enjoyed this post you might also like, 10 Fun Facts about Indianapolis

Photo by BASIL ANAS on Unsplash

The post Indianapolis Your Spring Break Destination appeared first on Randy Clark Leadership Training.

Creating a Sales Presentation that Doesn’t Lose Sales

Creating a sales presentation isn’t going to be perfect. Here’s the bottom line: Even the best sales presentation isn’t going to land every sale, but a poorly designed presentation can and will lose sales. Everyone who has given a sales presentation has, at one time, walked out of a meeting or ended a call in disappointment because they weren’t fully prepared. Investing time in an organized presentation helps avoid missed opportunities and increases the probability of gaining a sale.

Creating a Sales Presentation that Doesn’t Lose SalesBegan by Building Trust   

The best way to build trust is to be honest, not overpromise, tell the truth even if it hurts, and always put the customer first.

Tell your customer why your company is trustworthy. It doesn’t have to be a long pitch—just the facts. For example, “Randy Clark leadership has helped organizations not only increase their business but also develop leaders, retain employees, and develop a culture of gratitude. I can put you in touch with some if you like.” That took 10 seconds.

Talk About Your Customer’s Needs

Don’t put the cart before the horse. Too often, sales consultants excitedly list the merits of their wares with little or no consideration of whether their products solve the prospects’ problems or fill their needs. Take the time to uncover and discover what’s important to the customer. Ask the customer where their pain is, where they’ve been disappointed, and how you can help. If possible, visit their operation, review their website, and learn about the industry.

Offer Solutions 

Once you understand the customer’s needs, determine if you have a solution. If not, can one be created specifically for them? And if not, do you know who can help them? That’s right. If you can’t help them but you know who might, send them where they may find help. You’ll have built trust for future projects.

If you have the answer, lay it out in simple steps, keeping in mind that the customer wants to know how your product will fill their needs and solve their problems. Stick to those points. In most cases, the customer has little interest in the minutia of how your product is manufactured, shipped, or installed unless it directly solves a problem for them. Most people don’t want to know how the clock was built; they want to know what time it is.

Make it Affordable

You’d be surprised how often a prospect will share their budget if you tell them you want to offer solutions within their budget. But even if you don’t know their budget, you can offer affordable options. Can the project begin smaller than not at all? Are there steps that can be completed and paid for as the project moves forward? Share information about any payment and finance terms available.

Ask for the Sale 

Many salespeople misunderstand this. Offering the terms, sending an estimate, or outlining the cost isn’t asking for the order. Asking for the sale shouldn’t be old-school, hard-close brow-beating. Simply asking, “How’s that sound?” or “If you have no more questions, can we start the ball rolling on this project?” are examples. Put it in your own words, but don’t leave it up to the prospect to ask themselves for the sale.

By taking the time to make these five points part of your presentation, you’ll lower the chance of losing a sale due to a lack of preparation. Consider this: If a salesperson came to you, built trust, understood your needs, offered a solution, made it affordable, and then asked for the order, what would you say?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Photo by Cova Software on Unsplash

The post Creating a Sales Presentation that Doesn’t Lose Sales appeared first on Randy Clark Leadership Training.

Is Rising Inflection Killing Your Cred?

Is rising inflection killing your cred? How we say words changes their definition. For example, if I laugh and call someone an SOB, it may be taken as a term of endearment, but if I say it acrimoniously, it has an entirely different meaning. I’m probably going to get my butt kicked. One of the most misused patterns of speech is inflection. Think of inflection as a musical score. For rising inflection, each word in a statement is represented by a note ascending to a higher pitch than the last. Lowered inflection is the opposite. In other words, the statement begins at a higher note and ends at its lowest.

Is Rising Inflection Killing Your Cred?People Use Rising AND Lowered Every Day

When we ask questions, we usually do so with rising inflection, and when we confidently make statements, we employ lowered inflection. It’s when we unintentionally use rising inflection that our communication becomes misunderstood. If I asked you to say, “Kids, it’s time to do your homework,” and you asked using rising inflection, turning the statement into a question, would your children take you seriously?

What Rising Inflection Creates

Many years ago, I taught telephone sales techniques and one of the most important and most difficult tasks was breaking marketers of rising inflection. We use rising inflection when we’re unsure. It’s natural for a new marketer to use rising inflection because they’re new and haven’t developed the knowledge that brings confidence.

In marketing, as in life, people judge others quickly. One rising inflected statement can change a prospect’s perception from interest to doubt. Whether it’s lead generation, sales, or life in general, rising inflection can change the intended meaning of a communication.

If you were at a dance and someone came over and asked you to dance using a timid-sounding rising inflection, would you dance with them? Maybe, but you would hesitate and think about what their lack of confidence meant.

How to Control Rising InflectionIt takes practice

It’s a simple plan but hard work. For some of us, it takes a lot of practice. If you want to sound confident, you must be confident. There’s no substitute for preparation. Preparation breeds confidence. Confident people speak with lowered inflection.

Use your hands

Your voice will follow your hands. Begin a statement with your hands open, palmed, facing out, at eye level, and bring them down (use the same motion you’d use to shoot a basketball) as you make the statement.

Record yourself and break it down

I know you don’t think the recording sounds like you, right? It does. Your ears don’t give you a true representation of your voice because they pick up low sound waves carried through bone. Your voice is higher than you thought it was. Listen and note the times you use unintended rising inflection, and then practice using lowered.

Here are more ideas from Dummies.com How to improve your inflection on the phone.

Where did this post come from—Left Field?

Well, kinda, sorta. I read this research from New Scientist. Confident? Your voice gives you away in milliseconds. My reaction was, that’s nice, but everybody knows rising inflection makes one sound timid and uncertain, don’t they? Apparently not. I also learned that people are quicker to judge than I expected. “Watch what you say, or rather, how you say it. People judge how confident you are in just 0.2 seconds.”

The article went on to say, “Unconfident statements, on the other hand, tended to be higher in pitch and slower than all other expressions, as well as rising in pitch towards the end. Neutral statements were acoustically closer to confident ones, although they were lower in pitch, higher in intensity, and spoken more rapidly.”

How Important is Inflection?

It can make all the difference in the world. Even the most well-crafted presentation will sound timid and weak when spoken with rising inflection. And worse yet, it sets up questions in the listener’s mind, such as:

Why aren’t they confident?Don’t they believe in what they’re saying?What’s wrong with the product or service?What am I missing? Is this a scam?

So, is rising inflection killing your cred?

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because, if not, many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out. It might help you stop putting off what you want to do.

If you enjoyed this post you might also like, How to Use Your Voice for Effective Communication.

Photo by LinkedIn Sales Solutions on Unsplas

The post Is Rising Inflection Killing Your Cred? appeared first on Randy Clark Leadership Training.

How to Achieve Corporate Staff Buy-in

Corporate staff buy-in doesn’t always take the same route. It was said that a corporate president I worked closely with would say no three times before seriously considering any new proposal from his staff. That wasn’t always true of him, but I did learn not to give up after his first no. It also taught me to check my facts, my understanding, and my conviction before I brought a suggestion to him. The process improved my skills in presenting to corporate staff. Here’s what I learned.

How to Achieve Corporate Staff Buy-inBe Prepared

After a few off-the-cuff presentations, I learned that to have any chance at approval for my concept, I needed to come prepared. I’m a verbal processor; the president wasn’t. I’d excitedly come to him with a half-baked idea, which he’d rip apart by asking questions to which I had no answer. I learned the importance of constructing a well-thought-out, fact-based plan before I went to him.

Know Your Audience

Before presenting an idea to the C- staff—know your players. How do they process information, how do they communicate, and how do they learn? That’s not as difficult as it might sound. To begin with, observe their preferences. For example, do they appreciate a face-to-face conversation or prefer an email? The best way to learn is to ask them. Do they want a PowerPoint presentation on the topic, or would they rather have a written document to peruse? And what are their anchor business beliefs? If you’re uncertain—ask.

Learn from the Past

I learned a huge lesson with the three times no president. Early in our work together, I ruined any chance of gaining approval on an idea by being unprepared. Of course, in my mind, it was his rigidity that destroyed my plan. At times, it even became contentious between him and me until I looked at what had previously worked and what hadn’t worked and then applied that knowledge to future efforts.

Pick Your Time

I learned there were opportune and inopportune times to approach the president with new ideas, never on Monday. Monday was staff day, and we held three. He passionately participated in all three. I never went to him when he was in the middle of solving a problem or if the business was down. I waited until the time was right, business was good, and I had a solution to a problem.

Don’t Fight Small Battles

Okay, so I won a few small battles with the president, but did they distract from bigger issues? Were we keeping score? We didn’t have a lighted scoreboard, but there was a score—if in no other way than the amount of time he had available to hear me out.

Know Your Objectives

If you’re uncertain about your goals and the outcome you expect from your initiative, how will you convince anyone else, especially corporate staff, to give you the go-ahead? Your objective can’t be an ambiguous,”it will help” or “we’ll do better.” It needs to be specific and measurable. How will it help? In what way will we do better?

Numbers Rule

I was working with an HR manager who was committed to employee wellness programs. However, not everyone on the corporate staff was convinced of their usefulness. Some members of the staff didn’t buy into the need for wellness programs. Their opinion was that they were merely for the employee with little or no benefit to the organization; therefore, it was wasteful to commit resources to the program. The HR manager showed the staff how a wellness program affected the bottom line by reducing insurance costs. The numbers speak.

Be a Businessperson

Regardless of how passionate you are about your idea, leave your emotions at the door. There’s nothing wrong with sharing your convictions, but do so in a professional and businesslike manner.

Keep the Door Ajar

As I learned, the first no isn’t always the last. Even if the idea is initially rejected, leave the door open for a future revisit. If it’s turned down, politely accept the decision and mention you’d like to look at it again as circumstances change and evolve.

Perfect Your Pitch Before You Take it to the Corporate Staff 

Presenting ideas to the C-staff is a sales pitch, and like any sales pitch, it needs to be geared toward the customer—in this case, the C-staff. How do they want information shared, what is important to them, and what benefits does your idea bring to the organization? Before you run head-long to the CEO’s office, have a plan.

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because, if not, many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out. It might help you stop putting off what you want to do.

If you enjoyed this post you might also appreciate, How to Create a Customer Service Survey.

The post How to Achieve Corporate Staff Buy-in appeared first on Randy Clark Leadership Training.

10 Things Salespeople Do that Customers Hate

Yes, there are things salespeople do that customers hate. However, hate is a strong word. Personally, I can’t say I hate salespeople who do these ten things, but when they do them, I’m done. Not only am I done, but I tell others about my unfortunate experience, for example, an HVAC company that came to my house last year, but that’s another story. So, what are the top ten things that salespeople do that customers abhor? Here are mine.

My Top 10 Things Salespeople Do that Customers Hate A Song and Dance

I don’t want a canned sales presentation that’s the same for every client.  I want a salesperson who knows and understands my needs. I don’t need or want a song and dance.

A Confidence Buddy-Up Approach

I like to get to know people as much as the next person, but when it’s evident that a salesperson is only trying to find common ground to gain my confidence and build trust, I shut down.

Old School Sales Psychology Techniques

Don’t attempt to trick, cajole, or lead me to a sale because I want to be advised not sold. “Today’s best sales consultants are problem solvers. They don’t have a one-size-fits-all for every customer because no two customers have the same concerns, wants, and needs.” —  Old School Sales vs. New Age Consultants

Short-Term Thinking Rather Than Long-Term Planning

I don’t want to solve a problem today by creating one in the future. Help me with my long-term goals and permanent solutions to my most pressing issues if you want me to listen to what you have to share.

Over Promising

Don’t tell me what I want to hear if it’s not going to happen. Prepare me for all contingencies or lose me as a customer forever. “If you over-promise to secure an order, chances are you will have a difficult time with an unhappy customer, who will never call you again, and then tell others about their poor experience. Not such a good plan, is it?” —  Should You Under-Promise to Over-Deliver?

Opinions

Unless I ask for it I don’t need your opinion; I need facts.

Hard Sale

I don’t want to be sold; I want to be helped, advised, and consulted.

Unsolicited Advice

Don’t give me advice I didn’t ask for, especially when it has little to do with solving my problems.

More Work

I don’t want to have to jump through hoops to work with you. Be easy to work with, and put me, the customer, first.

Lies

Lying isn’t only telling a bold face falsehood; when information is withheld, watered down, or spun, it’s still a lie, and that’s the end of the road for me. Once a salesperson has misled me, there’s no coming back.

What’s Your Top Ten?

There are my top ten things I don’t want from a salesperson. What did I omit? What would you add? So, what stories can you share?

 New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Image by OpenClipart-Vectors from Pixabay

 

 

The post 10 Things Salespeople Do that Customers Hate appeared first on Randy Clark Leadership Training.

How to Create an Employee Candidate Profile

Maybe this should be titled why you should create an employee candidate profile. Are you involved in the interview and hiring process for your organization? Having advised managers about hiring over the years, I’ve learned too often they don’t know exactly who they should hire. Do you know who to hire? Have you looked beyond specific job skills, knowledge, and education? Have you considered what traits successful employees in your organization share, and what personalities fit into your culture? If not, I suggest you create an interview profile.

How to Create an Employee Candidate ProfileWork History 

What’s important for this position? Is it specific experience, job stability, time on the job, number of positions, time in between positions, or something else?

Requirements of the Position 

Don’t just consider the knowledge, skills, and education required, but what tools, hours, travel, and character traits are also specific to the position?

Shared Traits 

What traits do successful team members share? Is it passion, hard work, enthusiasm, diligence, a sense of humor, a positive attitude?

Observations 

What do you specifically want to observe? It could be energy level, attitude, people skills, communication skills or even their sense of humor.

After you’ve answered the questions above, create a simple interview profile. The following is an example:

*This is only an example and may not fit your specific needs. In this fictional position turnover has been a concern so job stability is critical. The job does require some travel so reliable transportation is important. 

Work History — Job Stability

• No job hopping — no more than two jobs in the last three years (take into consideration the reason for leaving the position).
• Look for gaps in employment and question these gaps.

Requirements — Transportation

• They must have a current valid driver’s license.
• Reliable transportation that fits the position is required.

Successful traits — Major Accomplishments

• A goal(s) that has been achieved during school, sports, or previous positions.
• An accomplishment that took determination.

Observations (rate them from 1 being great to 5 being unacceptable)

• Communication skills — Did the candidate present clear and complete thoughts?
• Energy level — Were they enthusiastic? Were they passionate about anything?
• Sense of humor — Did they share a sense of humor, and was it appropriate? Does it fit the culture?
• People skills — Were they open, friendly, and warm towards you?
• Motivation — Why do they want to work with you? What are their goals?
• Attitude — Were they respectful, open, honest, and attentive? How did they speak of previous positions?

One key to successful interviewing is to understand who and what will serve your organization best. Do you know who you should and shouldn’t hire? An interview profile may help.

How can we help you?

You can use our recruiting experience to handle the details. We will quickly find the talent you need to stay operational without skipping a beat. We are as helpful and hands-on as you need us to be. Leave the search to us and see how easy the hiring process can be with a professional recruiter in your corner.

Contact us if you’re ready to hear more about how we can help at mandi@we-are-recruiters.com!

About the author

Randy Clark is a speaker, coach, and author. He publishes a weekly blog at Randy Clark Leadership.com. Randy is passionate about social media, leadership development, and flower gardening. He’s a beer geek, and on weekends he can be found fronting the Rock & Roll band Under the Radar . He’s the proud father of two daughters; he has four amazing grandchildren and a wife who dedicates her time to helping others. Randy is the author of the Amazon bestseller The New Manager’s Workbook, a crash course in effective management .

If you found this helpful, you might enjoy this as well What Can You Do When a Valuable Employee Gives Notice.

This post was originally published on We Are Recruiters.  

Photo by Photo by charlesdeluvio on Unsplash

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