How can I sell more projects when I'm not sure my team can deliver well on the orders we have? A few weeks ago we polled you with a single question: As a non-salesperson, you still have to sell your services. What, if anything, makes [...]
Imagine you are the captain of a boat. To improve your efficiency you need to pull the control levers and gauges, diverting power to get you to your destination
Facing the thrown down gauntlet Fear. In private healthcare, it’s everywhere I look. Customers fear the product itself. When considering a procedure, they take an incredible amount of time to even pluck up the courage to make a telephone enquiry about it, let alone book [...]
Delivering world-class consultations is within your reach Sometimes I wonder why anyone ever gets into the private healthcare business at all. Healthcare businesses are extremely challenging enterprises. Imagine a business where marketing is fraught with uncertainty because the targets are almost impossible to identify. Often, [...]
Start with being interested Telephone call handlers are handling thousands of calls from customers at this very moment. 99% of them are boring. We have sales people telling customers everything they know about their products. We have customers trying to have their needs understood. We [...]
Leaving your baggage behind you Dan Sullivan, creator of the Entrepreneurial Time Management System, recently made a claim in one of his seminars that immigrants do better economically, and entrepreneurially, than their native counterparts. Having lived in multicultural societies my entire life, and being a [...]
How much practice is needed to master a complex skill? Most managers that green-light training want participants to learn the skills as soon as possible. This is understandable, as one way we evaluate a training investment is by how fast people learn. We want the investment to [...]
The future of training: Get ready to enter the holodeck In my last post I shared how we are using available technology in our training today to cross barriers of distance, time and language. What if we could cross even bigger barriers? What if it [...]
Using Skype to break down barriers of distance, time, money, and language. As I closed my Skype call with a laser eye surgeon in Rome, it occurred to me how easily we can adopt new technologies to help us do so things we couldn’t easily [...]
Calming yourself in stressful situations like objections You have a better chance of successfully overcoming objections if you stay calm and relaxed when encountering them. The steps involved in overcoming objections are not difficult to remember or execute, but any system or protocol will escape [...]
