Crest Dynamics Newsletter May 2022 - PDF Flipbook

Self-Realization May 2022

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Crest Dynamics Management Consultancy PLT

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Selling Skills: The 3 Best Sales Transition Closing Statements Part 2 of 2

“Is there anything else you need to know that will help you decide?”

Notice this is not a question but a positive-focused statement that drives the conversation forward. You use this statement when the prospect has no more questions and is a natural progression to the decision-making phase.

This is enabling the prospect to bring up anything that is still holding them back and asking if there are any questions that are currently unanswered.

You need to have convinced the prospect of the merits of your solution before using this transition statement. It could sound something like this:

It could sound like this:

“Thanks for agreeing to the trial period, Christine. That’s thirty days use of the machine, with back-up support from our team, and you providing the materials for usage. I suggest we go ahead and plan the next stage.”

Another simple step to transition to the close would be: Official Newsletter of Crest DynamicsMid-May 2015

10 Traits of A Leader

May 2022

“So, Tom, we’ve discussed how this new approach will increase engagement within your staff and allow for higher levels of communication to take place within the team. Is there anything else you need to know that will help you decide on what to do?” It allows for the prospect to clarify any outstanding issues and opens the way for the discussion to continue, either by journeying toward the close or by adapting the solution to something that work better for their company. Another sales transition statement that could work is:

Do you see how this statement is a natural progression, assuming quite rightly that the prospect has agreed to the offer? Try one or more of these sales transition statements and see if they take the conversation into the final phase in a natural and non-pressured way. By adopting this approach you won’t have to overcome those sales objections because it’s just a natural progression of the sales process.

“I suggest we go ahead and plan the next stage”

© Sean McPheat

Sales Warrior: Connecting the Heart and Skill

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Inspiring Story: Farm Management Once in a village, two brothers started to work at poultry farm under their father guidance.

Older son went and duly returned with the answer, “Yes.. they can.”

Some years after they started working with their father, the older son noticed that their father would give more responsibility and reward to his younger brother.

After all this, the father asked his older son to wait and listen.

The older son felt it unfair as both worked equally and being older, he should be the one who should be given more responsibility and reward.

He called his younger son and said, “Go to Sammy’s Farm and see if they have any turkey for sale, we need to add to our stock.” The younger son went and returned with the answer, “Yes father.. they have turkey for sale.

He went to his father and said, “I’m older yet you give more responsibility to my younger brother... Why is it so?

They have five turkeys for $10 each or ten turkeys for $8 each. They can deliver them tomorrow.

The father said, “I will tell you but first go to Tammy’s farm and inquire if they have any turkey for sale, we need to add to our stock.”

I asked them to deliver the five unless they heard otherwise from us in the next hour. And I got them agreed that if we want the extra five turkeys we could buy them at $6 each.”

He went and soon returned with an answer, “Yes father, they have turkey they can sell to us..” The father said, “Ok... Then please go and ask them the price.” He again went and returned. He said to his father, “They said we can buy the turkey at $10 each.” Father said, “Good... Now go and ask if they can deliver them by tomorrow.”

After this father looked toward his older son, who now realized why his younger was given more responsibility. He appreciated his younger brother and looked forward to learning more. Moral: How one perceives something, depends on that person. We should do our best to learn from people who understands better. Source: Unknown

Lean Enterprise: What is QC Story? The problem-solving processes of QCC activities will be often presented in the form of a QC Story. Initially this method was used to report Circles’ activities after they had solved their problems. Later it became what is now a problem- solving process. This process is a very effective method for addressing not only chronic problems in the workplace but also unforeseen problems and issues for which the causes have not been identified. Following the standard flow of stories, the QCC members summarize the procedures and identify the main factors in the processes. Below is a depiction of the seven major steps in establishing a QC Story.

In order to be efficient and effective in their problem-solving activities, members follow the Plan-Do-Check-Act (PDCA) cycle, in which they plan for improvement, implement what is planned, check and analyze what has been implemented, and act based on the results of the checks. This problem-solving process is commonly referred to as the QC Story. Each Story shows how QCC members solve a problem in a systematic PDCA manner. By looking at these stories, therefore, those who are not part of the QCC can also learn the problem-solving processes for their own use. . © The Art of Lean

Leadership Book: First, Break All the Rules Book description (from Amazon): What is the secret of talent? How do we unlock it? In this groundbreaking work, journalist and New York Times bestselling author Daniel Coyle provides parents, teachers, coaches, businesspeople – and everyone else – with tools they can use to maximize potential in themselves and others. Whether you’re coaching soccer or teaching a child to play the piano, writing a novel or trying to improve your golf swing, this revolutionary book shows you how to grow talent by tapping into a newly discovered brain mechanism. Why you should read it: “Like most companies, our team has been working from home, and it is part of my job to work with our team to maximize customer success with our solutions. I am constantly looking for ways to both find the best people for our teams and make sure our team is providing their best game,” says Paula Gettman, head of customer success for RealEyes. “This book inspired me to understand the science of the brain’s myelin production and its connection to greatness. Both in myself and in our teams, I am now looking for ways to help us to cultivate and nourish this untapped strength.” “Leaders who want to perform at the top level of excellence, especially with so much disruption to our normal ways of working, need to dip into the power of this idea to find the energy that can easily be depleted in daily work,” says Gettman. “When each person finds their purpose and learns to drive it by understanding the biology of the way our brains work, we can do great work under any circumstance.”

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