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If You Don’t Care – Don’t Ask.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 22, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

If You Don’t Care – Don’t Ask.

“How are you today?”

 

Sounds good – doesn’t it? If the person asking really cares, it’s great. However, I bet if you keep track of the number of people who ask you this question over a period of time, you’ll find that they may not care about your response.

 

This topic has always been intriguing to me. I believe most people feel uncomfortable answering this question honestly when they don’t know the person who’s asking. It’s considered personal, inappropriate or not relevant to the topic at hand. (When we know the person, and have a relationship with them, this may be very relevant and appropriate.) It’s a “cheesy” way to break the ice when the caller is looking for an answer of “fine” and then hoping to move on to the next topic.

 

My goal is to make sure that people really care when they ask – or that they just don’t use this approach to start a conversation. As a salesperson, please think about this point when you don’t have an existing relationship with the contact.

 

When I receive calls from people I don’t know, and am asked this question – I answer them honestly and with details. They may be looking for a “fine”, but they may get a lengthy answer. For example… Question: “How are you today?” Answer: “Great. I got up early extra this morning, had a great workout at the gym. Then, I stopped by Starbucks and got some coffee. Normally, I have a grande size of their bold coffee of the day, but since they had Sumatra, I had a venti size (large). It was so good; I ordered a second one for the road. Then, on the way to the office…” You get the idea.

 

Another option would be “busy” - which can instantly kill a call.

 

Or, I may say “terrible” and give them some details. This normally will also kill a call; however, you may be surprised at the number of times this response gets no answer at all, or an answer like “great”. In either case, it’s obvious that the person either doesn’t care or isn’t listening. Try one of these answers next time you’re asked “How are you today?” from someone you don’t know (live or on the phone).

 

If you’re looking for an ice breaker, consider making a statement, like “I hope you’re having a great day” or just go into “the purpose of my call is…”

 

In either case, please keep this blog in mind before you ask “how are you today?”

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Winners Announced Western Talent Show benefit for American Cancer Society

Posted By Tracelyn Sutton, American Cancer Society, Monday, May 14, 2018

Western talent Show raised funds and awareness for american Cancer Society

Eight Contestants Performed for the Crowd

Tucson, AZ, May 13th, 2018 - Over 100 attendees crowded into the Sheraton Tucson Hotel & Suites on Sunday, May 6th to enjoy music and dancing with delicious bites and a great western talent show.   

Deb and Tim Rossi, Event Co-Chairs, have been dedicated volunteers for many years and started when Deb was diagnosed with aggressive Cancer in 2008.  Deb has lost seventeen members of her immediate family as well as Tim’s mother to Cancer.   Deb and Tim led the event that went off without a hitch.   Deb is celebrating ten years of being cancer-free.    The Rossi’s are excited to announce the winners of the Western Talent Show.

Winner of the People’s Choice Award:   Rodeo City Wreckettes

Winner of the Celebrity Judge’s Choice Award:  Carissa Carona

 

Emcee, Luigi Fiorino, aka Whyte Panther, entertained attendees with his original songs.  Whyte was asked about the event and he replied, “We had a great turnout and the size of the crowd was exceeded only by their generosity.  The competitors all brought their "A" games and a fantastic time was had by one and all. The committee, the volunteers, the contestants, the performers, and everyone involved contributed so much love and energy that it was hard not to be moved.  We all had a genuinely wonderful time and all learned a lot about the programs and mission of the American Cancer Society to our local community as well as nationwide.  I simply cannot wait for the upcoming gala in September... it will be an immersive dinner theater type event with great food, great people, and a night of entertainment that you DO NOT want to miss!  A heartfelt "thank you" to one and all who participated on the 6th.”  For more information please go to www.acslivedinnershow.com

The Celebrity Judges offered positive advice to each contestant.  We would like to thank Eric Schumacher, Dr. Liz Almli, Shane Harbin, Emily Eldredge, Alan Maymo, Malan Jones, Bruce Andre and Jeannie Tucker.

Each member of the committee has worked hard to make this event special.  We thank the following members: Larry Fox, Wanda Fry, Shane Harbin, Chanel Lopez, Nina Mamula, Key Phillips, Andrea Shirley, and J Beth Wright, and Kevin Fischer.   Thank you to our sponsors, Tucson Medical Center, Sonora Quest Tucson, Norma Zimdahl, and Roche.  Photo credit Darlene Krueger.

The American Cancer Society is a volunteer and community driven organization.  Through groundbreaking cancer research, free patient programs and services, community outreach, the Society helps people stay well and get well, find cures and fight back.

 

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Tags:  American Cancer society  winner  wreckettes 

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Just one call a day!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 1, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Just one call a day!

 

That’s approximately 250 calls per year. Good things will happen when you make 250 new prospecting calls per year (even better is 2 per day = 500 per year, and so on).

 

I have a client that no matter how busy they with their current clients, makes 1 ice-cold prospecting call per day. She calls it her “Random Call of the Day” and it usually is at about 9:30 every morning (when it’s time to refill her coffee). So far for the year, she has converted 18% of these calls to clients, and another 13% are in the current pipeline. That’s nearly one third of her total calls resulting in sales or future potential. These are excellent results for prospecting calls! The secret to her success is that she has no fear whatsoever making 1 call. She truly believes that the worse thing that can happen is that they say “no” or don’t return her call. That’s okay with her, because the answer was already “no” before she made the call. “Anything I get is a bonus” she says.

 

In the words of Col. Hannibal Smith of the A-Team, “I love it when a plan comes together!”

 

Have a great week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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How Not To Lose Customers

Posted By Frederic Carr, Link Business, Tuesday, April 24, 2018

How not to lose Customers

  

“The easiest way to grow your customers is not to lose them”, so says Robert Clay of Marketing Wisdom. Businesses lose 10% to 20% of their customers each year for numerous reasons and the reasons may startle you. Inattentiveness, lack of communication, lack of extraordinary customer service or service negligence.   Whatever the reason, the consequences of the loss can be catastrophic to businesses of every nature.  However, while there is no magic answer, there are immediate resolutions to help you retain your clients.  

Extraordinary Customer Service: Each and every employee should be dedicated to the idea of delivery of amazing and superlative service to each customer that walks in the door. This means knowing their names, their treatment history, their goals, and their priorities. Also, responding immediately to their needs, going above and beyond the norm, delivering service that you want personally. This is an attitude that needs to be instilled every day, in every way.

Reliable Products and Services: Very few things can turn a customer against your business than unreliability of a product or service. Ensure that what you offer has the stamp of approval of virtually every employee. This means that products and services must reassure customer satisfaction. What that means is satisfaction guaranteed…not just guaranteed but assured. Nothing says confidence like a product or service that the business and employees stand behind. Nothing can ruin customer confidence like a product or service that fails to deliver what is promised. Ensure that the staff is well versed in the value of a product and service and can relate that to the client and ensure that using a product or service is the norm.

Reconnect with the “drifters”: Those clients who have not kept appointments, who have not returned for months, who have not purchased must be reengaged. These clients must be reactivated buy using some basic communication skills that everyone can help with. Emails, phone calls, letters offering specific incentives, special deals and other enticements to return. Every week or month, a select group of drifters can be contacted by the staff and offered encouragement to come in and get a product or service. Minimally, these clients could be a source of dissatisfaction that can be dealt with internally. If there have been problems in the past assure the client that things have changed. These retention ideas are merely a few of the things that can be accomplished regularly that work to ensure that you won’t lose 10 to 20% of your hard won customers.

 

Tags:  customer service  increasing sales  relationships 

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#SynTechAZ Exclusive Interview with Phoenix Business RadioX

Posted By Ashley Vizzerra, ASBA, Wednesday, April 11, 2018

 

ASBA hosted their first SynTech conference last month where business owners connected with experts in the technology industry on everything "tech" they needed to run their business. With exhibitors like Infusionsoft, Cox Business, Technology Solutions, Kaminario, BlueInk, Terra Verde, and more - #SynTechAZ was a HIT!

Phoenix Business RadioX joined us as our Media Sponsor to broadcast live and feature some of the exhibitors in exclusive interviews. Ashley Vizzerra, Member Services Manager, and Ryan Reyes, Director of Strategic Partnerships & Initiatives at ASBA linked back up with Karen Nowicki,Owner/President at Phoenix Business RadioX to give a re-cap of the event!

If you missed out on all the excitement of #SynTechAZ, you can listen to the re-cap and exclusive interviews here

 

Thank You Phoenix Business RadioX!

 

Want to find out what ASBA's doing next? Look out for our emails with all that's upcoming! You can subscribe here. 

 

Tags:  business  events  radio  small business  SynTech  technology 

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How To Sleep Like a Leader

Posted By Chris Aird, With Purpose Business Consultants, Monday, April 2, 2018

As a leader within the company or as the top leadership executive, it can be accurately stated that you did not get to that position by only doing what was required of you or through minimal investment of your time.

It is also, safe to say, that through your dedication, determination, drive and sacrifice you have attained to this level of leadership success.

However, it is also important to remember that, as the leader within the organization, that many are dependent upon your continued success. Specifically, it would be your employees, your stakeholders, your family and above all, YOU!

Therefore, it is important to consistently invest in your well-being and one of the best ways to maintain your health, energy and drive is to Sleep Like a Leader.

It may surprise you that a recent survey conducted by the Harvard Business Review indicated that roughly 43% of business leadership surveyed said that they are sleep deprived 4 out of 7 nights a week https://hbr.org/2016/02/theres-a-proven-link-between-effective-leadership-and-getting-enough-sleep.

Consequently, a few important practical tips may be in order to ensure that you receive the adequate rest that you need to maintain your powerful leadership energy, vision and enthusiasm.

Some of those healthy sleeping tips would include:

  • Maintain a consistent bedtime hour.
  • Although keeping current on the events of the day may be necessary, the high-performing executive should detach from the world events at about an hour prior to retiring.
  • If experiencing difficulty going to sleep, check your diet and limit caffeine intake.
  • Indulge in consistent exercise through the course of the week.
  • As much as possible, detach yourself from communication devices at bed-time (cell phones, computers, tablets, etc.).
  • Instruct leadership staff to limit communication when you are “off the clock.”  Perhaps a separate number can be set up for extreme or emergency conversations.
  • Practical advice would include eating lightly at night as well as sleeping on a comfortable bed and in a sleep inducing environment.
  • Utilize homeopathic sounds such as running water or nature sounds available through inexpensive sound devices or listen to soothing music.
  • Take power naps during the course of the day at all possible.
  • Business travel is sometimes necessary – a few tips to manage jet lag may include staying hydrated, scheduling early arrivals, stay active, trying light therapy, etc.

Lead in your own life, take control, good night and sleep well!

Allow us to serve you and your business organizational needs as well as offering opportunities to mentoring your leadership staff.  You may contact us at (480) 280-6505.

Tags:  ASBA  business  business decision-making  business development  Business growth  business knowledge  Business Learning  Business Planning  business services  change  Employers  entrepreneur  finding your passion  getting unstuck  professional development  small business 

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Top Traits of Successful Sales People

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, March 28, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Top Traits of Successful Sales People

 

Guest Blog from Charlie Ferrell, National Sales Manager – RB Insurance Group

 

1.    Set and achieve goals

 

2.    Continue to learn

 

3.    Stay focused and be positive

 

4.    Have passion for what you do

 

5.    Learn from your mistakes (and don’t be afraid to make them)

 

6.    Be persistent, follow-up and stay in touch (even if you didn’t make the original sale)

 

7.    Always be prospecting

 

Charlie developed this list for successful insurance agents, but I believe it applies to all sales professionals. Thanks Charlie! Learn more about RB Insurance Group, please visit www.rbi-group.com 

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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The IRS "Dirty Dozen"

Posted By Lisa Novack, IRS, Thursday, March 15, 2018

Compiled annually, the “Dirty Dozen” lists a variety of common scams that taxpayers may encounter anytime but many of these schemes peak during filing season as people prepare their returns or hire someone to help with their taxes. Don’t fall prey.

For a detailed description of each scam, please refer to the list below:

  • Falsely padding deductions highlighted in IRS 2018 ‘Dirty Dozen’ tax scams - See IR-2018-54
  • IRS ‘Dirty Dozen’ list of tax scams for 2018 contains warning to avoid improper claims for business credits - See IR-2018-49
  • Taxpayers alerted against falsely inflated refunds in ‘Dirty Dozen’ list; Seniors, many others at risk - See IR-2018-48
  • Fake charities make 2018 ‘Dirty Dozen’ list; taxpayers should be alert to scams involving disasters, worthwhile causes - See IR-2018-47.
  • Tax Return Preparer Fraud Ranks on 2018 ‘Dirty Dozen’: Taxpayers Urged to Choose Reputable Tax Preparers - See IR-2018-45.
  • Despite Major Progress, Identity Theft Still on IRS ‘Dirty Dozen’ Tax Scams List - See IR-2018-42
  • Phone Scams Pose Serious Threat; Remain on IRS ‘Dirty Dozen’ List of Tax Scams - See IR-2018-40.
  • Phishing Schemes Make IRS ‘Dirty Dozen’ List of Tax Scams for 2018; Individuals, Businesses, Tax Pros Urged to Remain Vigilant - See IR-2018-39.

 

To read the original article, click here.

Tags:  IRS  small business  tax filing  taxes 

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Ignorance Is Not Bliss: It’s Time To Enact A Meaningful Sexual Harassment Policy

Posted By Kristi Feist, Payday HCM, Thursday, March 8, 2018

 

Each day more and more women come forward to share their stories of abuse within the workplace. People are listening.

As women become more emboldened to speak up and as the public becomes more receptive to listening, employers have more to worry about than just the legal repercussions. In the year 2018, merely an accusation could end a career, or even bring down a business. Thus, it is more important now than ever for employers to implement workplace procedures for preventing harassment and properly handling accusations.

Addressing sexual harassment requires first understanding what it looks like. It might surprise you to know that harassment is likely much broader than you think. In general there are two types of sexual harassment—quid pro quo and hostile work environment.

Sexual harassment falls under the category of sex discrimination, which is impermissible under Title VII of the Civil Rights Act of 1964. To be actionable under Title VII, the conduct must be “sufficiently severe or pervasive to alter the conditions of the victim’s employment and create an abusive working environment.” Meritor Sav. Bank v. Vinson, 477 U.S. 57, 67 (1986). A worker need not suffer an adverse economic effect to meet this standard. Rather, the focus is on the unwelcome nature of the behavior.

Thus, even conduct that appears to be tolerated by a subordinate or coworker may constitute sexual harassment if the advances are unwelcome. Considering that the courts struggle with the concept of unwelcome versus welcome conduct, employers and their supervisors should hesitate to assume that seemingly innocent behavior is ok with a female (or even a male) colleague.

When employers receive a complaint of sexual harassment, they must act. In the current climate, the public will not accept a company’s claim of ignorance. Sticking your head in the sand is no longer a viable option when a woman comes to you to say “me too.”

 

 

Payday HCM offers comprehensive on-site HR Consulting Services to help you navigate sexual harassment claims, and proactively create policy to manage your work environments. Our experts can provide you with a complete suite of services, including:

  • Handbook and policy formulation
  • EEOC Manager Training
  • Harassment and discrimination investigations
  • Risk mitigation
  • Interactive trainings on the responsibilities and requirements or managers
  • Interactive trainings on the responsibilities and rights of employees

 

Payday HCM is available on-call and at your location to advise management and employees on subjects such as disciplinary actions, terminations, unemployment claims, performance improvement, federal and state audits, FLSA, FMLA, ADA, ADEA, EEO, Workers’ Compensation, and other applicable regulations and laws. We work with our clients to resolve any employee related issues and maintain compliance with employee related documents: 

http://paydayhcm.com/human-resources-hr-consulting.

Contact our HR Consulting Team today at hr@paydayhcm.com.

 

Tags:  Business  HR  Human Resources  Policy  Small Business 

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What Sales People Can Learn From 1st Responders.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, February 27, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

What Sales People Can Learn From 1st Responders.

 

1st Responders (Police, Fire, and EMT) spend countless hours training and preparing, so they can calmly and professionally handle situations as they arise. Sales professionals can utilize a similar approach to improve sales situations. Consider the steps below to assist your efforts:

 

1. Be prepared at all timesHave your “sales tools” accessible with you in the field. Consider using a check-list to make sure you have extra business cards, sales collateral pads of paper & pens, and any product samples with you (or in your car).

 

2. Always assess the situation before you reactGather information and avoid knee-jerk reactions. Understand the emotional climate of the customer and realize that timing is everything.

 

3. Rely on your training, react accordingly and follow protocolMost situations have some common denominator that you have either seen, or prepared for in the past. Always listen first and then follow your plan or process. This will help eliminate operating on emotion or adrenaline.

 

4. Stabilize the situation and escalate or call for back-up as appropriate - Escalate to a Subject Matter Expert or member of your management team for additional support (don’t wing it). An alternative would be to let the customer know you will find the answer for them and will contact them within a specific timeframe.

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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