Friday, March 31, 2017

Lemonade anyone?

Image result for making lemons out of lemonade
We have all been there, stuck in yet another meeting or conference call. As a matter of fact as a TSH client you would have an automatic monthly call with your account analyst.  But often people don't see these meetings as a valuable tool. Rather they see it a a waste of your most precious resource, TIME...


So today's post includes a few great ways to get the most our your meetings (or any meetings) and make lemonade out of lemons.. 



1. Treat everyone's time as valuable.

The next time you have a conference call, try thinking like an entrepreneur. Estimate the hourly rate of those attending the call, and see if there’s a more efficient use of their time to get to the result you need. remember everyone in the meeting has valuable time, so listen but also remind people how much you are spending in dollars and cents to have this meeting. 

2. Be engaged and be Involved.


No playing on your cell phone, checking emails etc, no dosing off, and be prepared to answer a question at any time. Or ask a question if you are not clear , make the point and clarify what you don't understand or don't agree with. 

3. Know your goals , and work towards them. 


Meetings are meant for two things, to move results forward or to build relationships. Be clear on your objectives. Are you there to make a specific decision? Are you working to gain buy-in to a change? Knowing why you have each item on the agenda will go a long way to keeping the meeting on track.

4. Not everyone has to get invited to the party.


This one if for my wife, No NOT everyone needs to be at every meeting or social event. When you’re considering flying people in for a meeting, you take a lot of thought to the time out of the field and the expense involved. Don’t let “It’s just a conference call” suck you into a trap of over-inclusion. That kind of thinking compounds quickly. Remember rule #1 as well. 



5. Organize and Conquer, segment your meetings. 


Use a narrowing agenda. Arrange the more general topics up front and then let people drop off as the topics become more specific. Explain what you’re doing and why in advance, so you don’t get people riled up about secret meetings. If you are concerned about certain people be sure that it’s not always the same people invited to drop first. 


6. Set a Schedule and Stick to it. 


Weekly/Monthly check-in calls are great, but mostly because discussion expands to fill the time, when a quick discussion could do. If a regularly scheduled call is important for your team or project, craft the agenda and estimate the time you think you will need. State that intention up front. “Our agenda for today should only last about 30 minutes. Let’s be as productive as possible”. There is no sin in setting up another meeting.

Done well, conference calls can be an effective and efficient way to get the results you need. A little extra planning can save hours of lost time and productivity.

Meeting up soon?

For more information on TSH or MDS call The Systems House, Inc. at 1-800- MDS-5556. Or send a message to sales@tshinc.com



Click here and tell us how we can help you with your business solutions.

Friday, March 24, 2017

Pick me, Pick me...

Industrial Distribution  has an annual survey related to the "value" of a distributor - (Read here if interested), and they asked the question, 

Why do your customers

 do business with you?

Many of the distributors Industrial Distribution asked, said the value of having a personal touch with the customer, and the many things they do to go above and beyond to keep the customer happy is the number one reason.


But we ask the question , do you really know , the survey is really based upon what people think , not what people know. It's not a bad way to find out, but the reality is that as a company , maybe you don't want to be the one with your fingers crossed hoping you get the deal?

Maybe you don't want to be the one guessing at why you didn't close the sale?

If that is the case , the point is made by many great salespeople that process and systems can help. Technology is your friend on this one. Thee message for this week is if you use your software and tools and follow a system,  your close rate will go up. And you will not have to wonder if you will close that deal.

Want to do some research on your own? Here is a list of some of the top 10 sales movies.
All have a lesson to tell, most not that positive, but each unique in their own way.
http://www.ruthlessreviews.com/21427/top-10-movies-about-salesmen/


Did you watch the movies? 

For more information on TSH or MDS call The Systems House, Inc. at 1-800- MDS-5556. Or send a message to sales@tshinc.com

Click here and tell us how we can help you with your business solutions.