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Written by Jerry D. Wilson
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Most of you may know the concept of management by exception. This is where a business will look for the exceptions to their business rules and manage the problems that arise rather than micromanage the day to day operations.
This type of management style is best used with fully trained staff, proven business practices in place and an overall smooth operation. Management by exception allows the focus to be on any problems that come up or things that don’t fit the day-to-day normal operation of the business. I propose that you take a similar approach to sales and look for the exceptions in their business operations and focus your proposed solutions on these exceptions. Let these exceptions be your guide to sales success. Focus on the exceptions and keep the focus off of price. |
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Written by Jerry D. Wilson
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People tend to make things more complicated than they need. Success is one of those things that tend to be made more complicated than most. That is what makes success such a hard thing to obtain and even harder to hold onto once achieved. Here are 3 simple rules that can be applied to everyone in sales no matter if you are the salesperson in front of a customer, the manager trying to lead and inspire or the owner just trying to survive in a tough economy. |
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Written by Jerry D. Wilson
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It has be a few years since we went through a recession. According to some economist it has been since 2001 that we have enjoyed a recession. It might be a good time for a refresher course in how to do business during a recession. There are a few key points to consider during tough economic times. Some have to do with common sense, which is always in short supply during a crisis. Others have to do with things that slip our minds and things we simply forget about until they come up again. |
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