Leadership Simplified: Doug Van Dyke

Leadership Blog

Increase Sales by Increasing Questions

Too many sales professionals believe that if they are talking they are selling. This type of thinking is misguided. The best sales professionals are excellent listeners. They realize that learning, and subsequently educating others, begins with listening. And the road to listening opportunities is paved by the asking of great questions. Keep in mind, there is an art to asking questions. We must be certain to be conversational and not interrogational. Also, the art of the question allows the sales professional to be in control of a conversation without appearing in control. This is a subtle but important distinction that must be understood or practiced during sales training. If you find that you are doing most of the talking when you meet with customers or prospects, think to yourself “Whoa Nelly.” Relax, ask questions, and listen. You will have plenty of time to talk. If positioned correctly, you will find that your prospects and customers begin to sincerely ask you for information. And that, my friend, is a beautiful thing.  

 

Do you want to use this blog post in print or online? 

Please do so, as long as you do not alter the content or embedded links. Also, please include the following information: Doug Van Dyke is a leadership and collaboration consultant, executive coach, and strategic planner. Doug’s book, Leadership Simplified, as well as audios and videos are available at www.leadershipsimplified.com. To learn more about coaching and training services, contact Doug today at .(JavaScript must be enabled to view this email address). 

 

© 2011 DVD Consulting Incorporated, all rights reserved.

Posted by Doug Van Dyke on 2011-08-28 at 09:54 AM
events • (0) CommentsPermalink

Inflation – The Economic Indicator No One is Talking About

Mortgage rates are near all time lows. CD rates are practically zero. Hmmmmn, I wonder about inflation, probably zero, right? No way. Try 3.63% as of July 2011. It is hard to find an investment that will earn you 3.6% these days, yet that’s exactly the return you need to earn if you want your investments to essentially remain the same. I find it quite strange that no one is talking about inflation, which has quietly grown by 300% over the past year. That’s right, in July 2010 inflation stood at 1.24%. In fact, in January 2011 inflation was still a palatable 1.63%.

 

What does all this mean? First, if your business has any type of inventory, you better check your turnover ratios. Any inventory you hold for one year has just lost 3.63% of its value. Secondly, if you are holding cash, it is losing (well, you know the percentage by now) value. I could go on, but keep your eye on the inflation rate. If the economy continues to stay in positive growth territory, a little inflation is okay. If the economy stalls, look out, we enter stagflation territory – a conundrum the United States has not faced since the Carter administration.   

Posted by Doug Van Dyke on 2011-08-27 at 06:31 AM
(0) CommentsPermalink

Collaboration Needed More Now Than Ever

Professional football and basketball leagues have such a divide between players and owners that they seriously consider eliminating or truncating entire seasons of play. Politicians in Washington are so polarized and steeped in self-interest that they almost let an entire nation default. What the heck is going on in our world? Why can’t groups that have every incentive in the world to cooperate, come to sensible agreements that keep actions moving forward? Why all the drama? Perhaps that is it – drama. People seem to thirst for it these days. What I propose is a workplace drama reduction program (WDRP). How does that sound to you? If you have an interest in participating in the WDRP movement consider embracing a leadership tool known as a working agreement. It helps people share their expectations of each other, while building trust and integrity. Many organizations have created working agreements. Perhaps it is time for the word to spread.

Posted by Doug Van Dyke on 2011-08-26 at 05:48 AM
collaboration • (0) CommentsPermalink
Page 1 of 1 pages
 
Member National Speaker's Association Providing service and insight to customers since 1997

Leadership Simplified | P.O. Box 682 | Ellenton, FL 34222 USA
1310 3rd Ave. W. | Bradenton, FL 34205
Telephone: 941.776.1121
©1997 - 2017 DVD Consulting Incorporated

Leadership Simplified. News, Ideas, Seminars, and Workshops for Management Training, Workplace Team Building, Keynote Speaker and Corporate Events