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Selling to the Different Generations: What to Look For and What to Avoid

It really amazes me on how differently the generations behave in terms of their buying motivations and their spending habits. Although everyone is unique, we can clearly see a generalization among age groups. I believe these differences come from peoples surroundings and their influences consequently we are a product of our environment. Let’s have a look at some of the trends we see in the last few generations assuming a breakdown as follows:

The Ranking Question in Coaching & Why it is Flawed
The Ranking Question, 'so, from zero through to ten how much...' and variations is used very often by practitioner coaches to help the coachee calibrate their experiences, motivations and commitments. However, it can be flawed. Here's why!

Remove Distractions to Ignite Sales Growth Part 2

There are two facets to “individual-specific” distractions: 1) state of mind, and 2) quality of activity. State of mind is the primary culprit. To complicate matters, a person’s state of mind changes constantly. It is important that a sales manager stay in touch with their sales staffs’ lives and how they are feeling. As people transition through the different stages of life, their motivations and distractions change. In addition, daily, their emotions will dramatically affect their ability to become distracted. This article identifies 14 common obstacles to a sales persons time.

Lesson #1: “Take care of your people and they will take care of your customers.”
Marriott got to where he did in the business world by relying on a strong team of colleagues and employees around him. He rose through the ranks by focusing on honing his managerial skills, by ensuring that he was building the best possible team around him.

Lesson #5: Do Well by Doing Good

“He is ill clothed that is bare of virtue,” wrote Franklin. “A good conscience is a continual Christmas.” Despite being wealthy enough to retire comfortably by the age of 42, Franklin continued to pursue civic projects and carry out benevolent acts throughout the rest of his life. He staunchly believed that the good life was achievable in direct proportion to one’s contribution to society and thus, from universities to hospitals to firehouses, Franklin dedicated his resources to giving back.

Lesson #4: Quality Questions Create a Quality Life
“Questions provide the key to unlocking our unlimited potential,” says Robbins. “Quality questions create a quality life. Successful people ask better questions, and as a result, they get better answers.”

J. Willard Marriott Quotes
J. Willard Marriott Quotes

The Myth of A Listers and Influencers
Continuing on the theme of Duncan Watts and the demise of influencers and A listers, CNET Networks conducted a three-part study called "The Influencer Study from CNET Networks: Challenging Perceptions." It explored the structure of social networks, the motivations for giving advice, and methods of acquiring information.

Self-Discipline: A Balancing Act

Self-discipline is a balancing act. We are a collection of values, motivations, intentions, fears, potential, abilities, quirks, strengths and stories we tell ourselves. How all of this translates into self-discipline depends upon how aligned we are with our goals and how we balance priorities day to day. The balance you strike is reflective of your personal style of self-regulation. Are you happy with the way you balance your life or do you tend to let things slide a long time before you notice things are out of whack? One thing I notice about people who are content with their ability to regulate themselves is that they are aware of their priorities, they are clear about them, they take responsibility for them, they take time to focus on them and they have a way of balancing competing demands on their time.

Employee Motivation, Don Imus, and Team Building: Five Secrets of Motivated Teams

Don Imus, a shock jock (someone who shocks their listening audience by saying outrageous statements), was fired from his jobs on WCBS radio and MSNBC television for crossing the line of decency and making racist and sexist remarks regarding the Rutgers University women's basketball team. From a team building and employee motivational point of view, there are tidbits of motivational wisdom to be learned from this situation.

Leading the Horse to Water: strategies for managing motivation
You’ve heard the old saying, “You can lead a horse to water but you can’t make him drink”. What causes one horse to step right up and drink deep and another decide to take a pass? Leaders often ask the same question when frustrated by failed attempts to motivate their people. Sometimes it works. Sometimes it doesn’t.

Building an Effective Talent Management System
Your organization probably manages its cash flow very carefully. After all, if you run out of cash you are in real trouble. But how about running out of talent? Does your organization manage its talent as carefully as its cash reserves? For most organizations the answer is “NO!” In these tough economic times attracting and retaining talented employees can be your key to competitive advantage.

How to be more assertive at work
Assertive at work

Competing motivations creating confusion

How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on. For instance, I recently met the managing director of a medium sized software business who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer more comprehensive version of the product.

The 'dark' side of selling - buyer beware

In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it's too good to be true then it is And so on. As much as I advocate for and encourage healthy, trust based, open transparent customer relationships I am fully aware of the ‘dark side' in the profession of sales. In my travels, sadly I hear of many stories about people being ripped off and taken advantage of often with no idea about what is happening to them until it's too late. All under the guise of selling.

Five Strategies To Reduce Your Recruiting Costs

Economic concerns are causing many businesses to look at all operating costs and find ways to reduce expenses, including the cost of finding and hiring qualified candidates. If using a recruiter doesn't fit in your budget right now, and expensive advertising is yielding so many resumes from unemployed candidates who are desperate for work that you can't manage the inflow, here are five strategies you can implement immediately to reduce your recruiting expenses and find qualified candidates.

Motivating Others

People are self-motivated. The task is to find out what needs and values motivate the individual internally, or more importantly, how to select people who will be naturally motivated by what the environment and job offers. Check out the list of questions to ask. It is an interesting paradox that as a parent, manager, supervisor, or owner, you can stifle motivation, but you cannot create it. If a person has been motivated in the past, but is not now, something may be going on at work or home which is stifling the person’s motivation.

Same, Same but Different

I came across some research on sales motivation which seems to shed some further light on why it is important to use programs which are culturally specific to your sales peoples motivations and values. A major study of sales motivation presented at the annual convention of the Society for Marketing Advances has revealed significant cultural differences driving sales success. It has helped explain why some of the better made-in-the-USA sales management practices aren't more effective in other nations. The answers may lie in what really provides motivation for salespeople.

Top tips on starting up as a franchisee
Have you ever considered setting up as a franchisee? It could be the answer for you if you want the freedom of being your own boss, but also the security of working within some sort of established framework. Here are some tips on what to consider before you take the plunge.

Are you creating competing motivations in your sales force?

I recently met the managing director of a medium-sized software business, who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer, more comprehensive version of the product. It turned out that his sales people earned more commission by selling in the older version than the newer version of his product. And the sales people made the bulk of their income from their commissions rather than from their salaries. There you have it. What makes perfect sense to the sales person does not always work for the organisation or the customer.

Communication Saboteurs: Egos
Misti Burmeister helps three women remember their experiences as young professionals, offering three suggestions on dealing with these new employees.

What Drives You? Understanding Our Motivations
Are there basic drives that are common to all human beings? Which ones are driving us in our daily lives? How are they influencing the choices you make?

The Lost Art of Connecting
No doubt, we live in a mega-connected world. . Linked in, Face book, three email accounts, blogs galore, Blackberries, instant messaging, real-time stock updates, photo downloads from outer space. Most of us are so connected we couldn’t disconnect if we tried (lest we stare down the dark tunnel of technology withdrawals). But I am talking about connecting vs. being connected (read wired).

Evaluating yourself through Questioning to Clarity
You can have everything you want, you just need to know what is is. The evaluation below is designed to clarify your life and action to move to the place where you want to be. Definition is clarity.

Value need not be the Transaction point
Everything has a value but the motivations of the Seller and the Buyer will decide the transaction point - the PRICE

Resumes that Boost Interview Performance

Your resume's primary job is to win you an invitation to an interview. But that's not all it can do. In this article I explain how a great resume increases your opportunity to shine in the interview. Your worst enemy in a job interview is time. Therefore, making the most of the time allocated to the interview is critical to gaining a competitive edge. How do you want to be remembered by the interviewers? As the candidate with whom they spent 75 per cent of the precious, never to be repeated time clarifying your skills, experience and achievements? Or as the candidate with whom they had an in-depth discussion about your ability to contribute to the organisation's future success?

How your Resume can Optimise Interview Time

The primary function of a resume is to secure an invitation to an interview. But that's not all it can do. It can also provide you with a competitive edge at the interview. Because your worst enemy in an interview is time, optimising that limited time is critical. Many interviews devote 50% of more of the precious, never to be repeated time to clarifying your experience and achievements rather than being an discussion about your ability to contribute to the organisation.

Matching the Right Type of Salesperson to Your Customers

The most successful sales managers recognise that all good salespeople must have certain vital skills and motivations. The degree and type required, however, will vary according to what customers need in order to use the product or service. The best strategy is achieved by matching salesperson skills, focus, and motivation to best serve these needs. Market and customer analysis by The HR Chally Group has identified four distinctly different types of customers. They, in turn, respond most positively to four different types of salespeople: - Closers - Consultants - Relationship - Display (Friendly Order Takers)

Puberty, Morality, and Maturity
The stages of moral development parallel our physical evolution. What happens when someone gets stuck in adulthood?

Anger Solutions at Work Can Your Team Survive
With reality TV dictating that the only way to win is to use your team until the team is no longer useful, the dog eat dog mentality is threatening to overtake the corporate world. But do the behind-the-scenes antics that stink of tribalism and "game strategy" translate to the real world? In today's competetive corporate market, would your team sink, swim, float, or survive?

Seven Secrets of Writing That Sells
Even in today’s tech-savvy world information is spread through the written word. Customers have to know what your product, service or idea can do for them—or they won’t buy. So whether you’re writing brochures, Web text or anything in between, you need clear, concise, benefits-oriented copy that really sells.

Decisions and Motivations
Everyone makes decisions differently and is motivated or driven by different things. Being aware of and understanding these differences is really important when managing employees or creating relationships.

Start Me Up!
So, you're thinking about going into business. Giving up the security of paid employment is an exciting leap, but one that involves a certain degree of risk. Here is a practical overview to guide you through those crucial, early days.

Work from Home Based Business: Is It for You?
Despite all the benefits from work from home based business, the reality is working from home is not for everyone. Find what characteristics you need to have to be successful in this business.

7 Things You Need to Know about Employee Motivation
The process of learning how to best motivate your employees is long but rewarding. Employee motivation is one of the greatest factors that influence your business’s ability to generate profit, it’s important that you know how to motivate the people working for you in the most effective way.

Is the Government of Canada's Shared Services Strategy a Threat to Small Business (Survey Result 1)
Many key stakeholders both within and external to the Government of Canada (GoC) see a shared services strategy as a threat to the Small-Medium Enterprise community? Do you believe that the current GoC shared services is a threat? If yes, why? If no, why?

Ask Questions to Build Better Business Relationships

When people say what's on their mind, their hope and intent is to be heard and understood. Yet more often than you might think, they don't even know what they're talking about. That's because words are symbols for experience, and most of what people say initially is just the tip of the iceberg relative to what's really going on. When people start talking, the first things you hear represent only the surface of a person's thoughts, rather than the deep structure experience, motivations, values and opinions that drive those thoughts. The reality of communication is that when people share their symbols, their words, it's incredibly easy to think you understand when you don't really have a clue!

Globalization of Microfinance Markets: an Overview and Some Conditions for Success by Dr. Jairo Morales-Nieto
Written by Dr. Jairo Morales-Nieto, Executive Director of local economic development consultants InterAfrica Corporate Ltd, this 10-page discussion on the necessary steps to transition from local to global microfinance markets was published in January 2008.

Time Management Strategy - Stop, Take A Step Back & Reevaluate
If things are getting on top of you and you feel like there simply aren't enough hours in the day, it may be time to take a step back and reevaluate your situation. With the pressures of modern life it is easy to lose focus on the goals that are genuinely important to us. If this sounds like you, it is probably time to stop and take a closer look at how you really want to spend your time.

Ten Common Conflict Resolution Mistakes – and How to Avoid Them

Many of us struggle with finding the right approach to handling disputes and disagreements. We don’t always get it right. Sometimes our efforts at dealing with conflict only make matters worse. Whether you’re engaged in a heated debate, a stubborn disagreement, or an outright feud, you’ll need to take a strategic approach to resolving the problem. You’ll be most effective if you avoid making these common mistakes.

4. Penetration Selling -- Penetrating Your Prospect's World
The number one barrier that needs to be penetrated during the Qualifying step of the sale is the lack of knowledge of the key motivations a prospect has for possibly purchasing one of the salesperson’s products or services. And the key tool for penetrating this barrier is...

Playing Politics
When we hear about someone playing politics, it is almost always considered an evil thing, yet engaging in political thought is something each of us do every day. Whenever you are trying to influence the thinking of other people to be more aligned with your own opinions, you are engaging in politics. It is human nature.

What's Your Motivation?
It's become a joke to wonder "what's my motivation?" like an actor, when we have something in front of us to do and just can't seem to get it done. We may complain that we just can't get motivated to do something.

Human Capital Formation by MNEs: Supporting Formal Education

While training is no doubt the major source of HRD activities undertaken by the MNEs, they can also contribute to the HRD of host developing countries by mobilising formal education. One of the MNEs that has invested substantially in formal education is Intel. They have invested in curriculum, educational equipment, infrastructure and technical support to almost all countries where they have production facilities, including Argentina, Brazil, Costa Rica, China, Malaysia, South Korea, India, Russia, Poland, Ireland and South Africa.

Questions Posed: HUMAN CAPITAL FORMATION AND FOREIGN DIRECT INVESTMENT IN DEVELOPING COUNTRIES
The following lists key policy questions on HRD and FDI to be tackled throughout the paper. All the questions will be reviewed and assessed in the concluding chapter.

In the Workplace, Trust is Fragile

Trust in the workplace is fragile. Companies and their leaders have added to the inherent suspicion people carry for their bosses by using the terms trust, teamwork, and transparency as buzz words. They hire consultants, hold special meetings, or do team-building and trust-building exercises. Then everyone goes right back to what they were doing before the feel-good exercise, nothing changes, and skepticism and distrust prevail. What is missing in these often empty exercises is that trust is personal. It is emotional. It is earned. It is a foundation that is built-one brick at a time.

The Low Down Ultimate Secret to Success in Sales
Entrepreneurs are driven by a vast array of motivations, from dollars to dreams. The surest way to succeed is to have discipline, and a solid business plan. The greatest pitfalls, however, can sometimes be hidden among the very tasks that drive us.

Questions to Ask Before Buying a Franchise
Understanding yourself and your motivations might be the best place to start when buying a franchise

Kick-Start Your Motivation!
Procrastination and wasting time are common ailments. Avoid procrastination and make profound improvements in your business by asking yourself a few questions about your motivations.

How Buyers Make Decisions (Part 3)
In last week’s article we discussed the five basic human motivations and how to sell to an achievement-motivated buyer. This week we’ll take a look at recognition-motivated buyers and how they like to buy.

How do you keep it together on a daily basis?
As the professional organizers industry thrives, the small business owner often drowns under piles of paperwork trailing from the kitchen to the bedroom. Each individual has their own approach to business, with various motivations and priorities. What are yours?

4 personality traits to watch when selling your business
Just as there are different sellers with different motivations, there are also buyers with different types of needs and personalities. If you’re the seller of a business or looking to buy, understanding these different personality types may help you be more successful.

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