Feeling like the big guy here after the end of a long week. Here’s my Friday Five Recap for the week:
Tag: Sales
Are you a natural born closer? Take the Test.
We are all “selling” in our daily activities – whether it is selling a product or service, an idea or our point of view. So, I found this post to be thought provoking.
Yet, I found myself bristling at the author’s use of the terms “dominance”, “gaining the willing obedience of the customer”, “gaining dominance over a submissive customer” and “exerting their will over the customer.” The movie classic Glengarry Glen Ross immediately came to mind. However, I think his point of view has merit as does his self-test which is very good. I would encourage you to read the full post at the HBR Blog Network: Are You a Closer? Take the Test. I’ve excerpted the self-test and a few quotes below.
(P.S. Last minute addition. The subject of my post Pure Sales. All Human. scored a 7 on the test below. And he was doing high-fives around the office. His Sensei didn’t have the heart to tell him his own score. Youngsters. Will they never learn. :))
Continue reading “Are you a natural born closer? Take the Test.”
Pure Sales. All Human.
January, 2000. It’s an unseasonably steamy day in Miami. My sales manager comes into my office and asks for a few minutes. “Keep an open mind,” he says. “I think there’s something here…I think.” And he pauses. I note his discomfort. Hmmm. Highly unusual. (This coming from someone that even today, more than 10 years later, I consider to be one of the brightest, most confident and most effective sales managers that has worked for me.)
He then stumbles into his request: “Would you spend 10 minutes with him and if you don’t agree, we’ll show him the door.” With that introduction, the bar was set limbo style – ankle biting level.
What Buyers Want From A Salesperson in 2012?
Leaders: Are you Participative? Laissez-faire? Narcissistic? Or Toxic?
“…The managerial grid model was developed by Blake and Mouton in 1964 and they concluded their studies in five different leadership styles (Autocratic or authoritarian style, Participative or democratic style, Laissez-faire or free rein style, Narcissistic leadership, Toxic leadership). The styles are based on the leaders’ concern for people and their concern for goal achievement.”
Thank you Beatrix @ Your Leadership Is Your Success! – Leadership History (2/3): Behavioral Models