The sure fire, fail safe, system for Extraordinary Service!
D –on’t get emotionally involved. Your job is to solve the problem not have a fight about who’ right or wrong. When you get emotional you have lost control.
I – nvite the client to vent. In other words give them a mental enema! There is no way anyone is ready to listen when they have a problem until they have all that pent up negative karma.
S – Show empathy & give Strokes That doesn’t mean you agree and talk bad about your co-workers or company. Just simply say I understand, I appreciate your situation. Strokes are sincere comments about someone’s qualities or characteristics. They have a tendency to make people feel better about themselves.
A- ction. What action is necessary at this point to solve the problem? Your action and their action.
R – esults. What results can we expect from the action?
M – ake and offer. Now it’s time to take your service hat off and put on your sales hat. They are not the same. You can’t control the outcome, you can only control if you make the offer or not. You will miss every shot you never take! You will also be surprised at how many clients accept your offer.
Additionally never make the decision for your clients. You are actually doing them a dis-service if the offer would benefit them is some way!
For more information about sales development goto www.thetrainingroup.com
Tuesday, January 03, 2006
No Time to Kill
Clint Black wrote a great song a few years ago. 'No Time to Kill', and it has never been more true than today. Work with me here as I develop the basis for this theory.
The first Baby boomer turned 60 years of age Jan. 1, 2006. The baby boomers have the most power of any generation due to the simple fact that there are over 71 million of us. In 1945 the soldiers returned from WWII and that began the basis of the population explosion. SEX. Yes SEX is the basis of population. In 1964 ‘The Pill’ was approved and began widespread population declination. So between 1945 and 1964 70+ million people were born. That's 19 years for those who are bad at math. Yeah I know we’ve all heard that before. But let’s take a look at the spending habits of this population group. And what that means.
The average age of Baby Boomers is 52 which means the middle of the baby boomers were born in 1954. Most of the baby boomers got out of college and/or into the work force between ages 18 – 25 which was about 1974. Here they began to earn money. In 1974 a great paycheck was about 30k a year. At age 30 most had a home, a couple of cars, and were making about 35-50k a year with 2.1 kids. Suburbs sprang up and at the same time technology started doubling at about every 15 years. By the mid 80’s technology was doubling about every 10 years. And in the ‘90’s the Baby Boomers were entering into their peak earning period. Which also translates to their peak spending years.
Between ages 40 and 60 most baby boomers will become empty nesters, downsize housing and spend for luxury and comfort. Most will also inherit assets from their passing parents. This translates into a ton of expendable income!
Now it’s 2006, and that puts us in the middle of the peak earning years for baby boomers…between the ages of 41 and 60. Technology is now doubling every other year. We have a solid 10-12 years for peak spending. This is also a time where the greatest transference of wealth will take place. As baby boomers parents pass on their savings and assets to us. Some more than others of course.
These three things taking place at one time is a historical event. Technology growing at exponential rates, baby boomers entering their peak spending years, and the greatest transference of wealth this country has ever seen! Could you write a better prescription for OPPORTUNITY! With this ton of expendable income, they will buy things. Therefore someone has to sell it to them!
Truly there is no time to kill!
Good things come to those who wait, but only what’s left over by those who go there first!
For more information about sales development goto www.thetrainingroup.com
The first Baby boomer turned 60 years of age Jan. 1, 2006. The baby boomers have the most power of any generation due to the simple fact that there are over 71 million of us. In 1945 the soldiers returned from WWII and that began the basis of the population explosion. SEX. Yes SEX is the basis of population. In 1964 ‘The Pill’ was approved and began widespread population declination. So between 1945 and 1964 70+ million people were born. That's 19 years for those who are bad at math. Yeah I know we’ve all heard that before. But let’s take a look at the spending habits of this population group. And what that means.
The average age of Baby Boomers is 52 which means the middle of the baby boomers were born in 1954. Most of the baby boomers got out of college and/or into the work force between ages 18 – 25 which was about 1974. Here they began to earn money. In 1974 a great paycheck was about 30k a year. At age 30 most had a home, a couple of cars, and were making about 35-50k a year with 2.1 kids. Suburbs sprang up and at the same time technology started doubling at about every 15 years. By the mid 80’s technology was doubling about every 10 years. And in the ‘90’s the Baby Boomers were entering into their peak earning period. Which also translates to their peak spending years.
Between ages 40 and 60 most baby boomers will become empty nesters, downsize housing and spend for luxury and comfort. Most will also inherit assets from their passing parents. This translates into a ton of expendable income!
Now it’s 2006, and that puts us in the middle of the peak earning years for baby boomers…between the ages of 41 and 60. Technology is now doubling every other year. We have a solid 10-12 years for peak spending. This is also a time where the greatest transference of wealth will take place. As baby boomers parents pass on their savings and assets to us. Some more than others of course.
These three things taking place at one time is a historical event. Technology growing at exponential rates, baby boomers entering their peak spending years, and the greatest transference of wealth this country has ever seen! Could you write a better prescription for OPPORTUNITY! With this ton of expendable income, they will buy things. Therefore someone has to sell it to them!
Truly there is no time to kill!
Good things come to those who wait, but only what’s left over by those who go there first!
For more information about sales development goto www.thetrainingroup.com
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