Building a Quality Organization - What Makes A Good Manager?

Building a Quality Organization – Part 2

Greetings friends! In this article: Frequently we are asked the question, “what makes a good manager?” Before we answer the question, let us consider for a moment the real importance of a branch manager. In looking at the three key jobs at a staffing organization, i.e. owner, sales and staffing coordinators, we find the most vulnerable link is the branch …

Building A Quality Organization - Part 1

Building A Quality Organization – Part 1

Greetings friends! In this article: •  Quality People•  Measuring Productivity•  Time Management – Case Study For the next three newsletters, we will discuss “Building a Quality Organization” If you want a Quality Organization, you must first start with Quality People! Quality People With the introduction of the computer era and the promise of great new efficiency, there was a rush to …

LISTEN – But Keep Your Eyes Open!

Greetings! This is our “Part Two” on the subject of Listening In a previous newsletter, we suggested the value of really listening. Now let’s take that one step further. The salesperson who just came out of that sales meeting, no doubt came our resolving—–next sales call I make, I’ll ask questions, then I’ll really listen, and I’ll come home with …

Drop the Ball, Score A Touchdown

Greetings friends! In the service business – especially the staffing business, there are going to be service failures. We never like to have them but they do offer us an opportunity to remind our customers why they’re doing business with us. We know they’re going to happen, so we are always ready with a Damage Control plan. All of us …

Is Selling Really a Numbers Game?

Greetings friends, We’ve all heard it said about some types of selling …if you make a certain number of calls, you’ll find x number of suspects. Now, if you make x number of calls on these suspects, you’ll make x number of sales – maybe even a certain number of clients! It’s hard to apply that promise in definite terms …

NO Your Competition

Greetings! Can we agree that no-ing your competition means you are beating them – neutralizing them – putting them in second place, or below? Okay. Now let’s talk about knowing your competition, because that’s what you must do if you’re going to no them. If you’re going to get an edge, you better know them almost as well as you …

You Sell It – WHO Buys It.

Dear Readers, It’s not as if you sold grinding wheels. Then you would know to contact the Head of Purchasing or the buyer of grinding wheels in that department….. At one of our recent Workshops we asked the staffing salespeople…”Who Buys your Service?” We wanted them to tell us not what company but who in the companies are the most …

Can You Really Listen and Really Talk at the Same Time?

Greetings friends! Try this with a friend or co-worker: Talk about a meaningful subject to someone while thinking of another subject. Can you do it? Now, ask the other person to talk about something they are interested in while you try to think about something else. Can you do it? The point here is: The person talking does not control …

People Resist Being Told What to Do

Greetings friends! In this article: Previously we talked about how people buy for pain or pleasure, i.e. based on emotion, then justified with logic. To validate this statement, we would quickly conclude the most important objective in making asales call is to develop the emotion of trust – trust in you, in what you say and in what your company …

Why People Buy on Emotions

Greetings! If increasing your sales is on your agenda, ask about our 500% Formula Most people buy for emotional reasons – then justify their decision with logic!! We do it all the time! How many of you own a watch that cost more than $9.95? I do. I have a nice thin-line Seiko Watch that is shiny gold with a …