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Going Global: Communication Across Mental Boundaries plus articles and information on Sales A pleted munication consists of a sender and a receiver. If there is just a sender - like in a pitch Nike Free Run Homme , or a lecture, or a mercial, or advertisement, or even a newsletter - it's not a munication, but an assertion, or a monologue, or an opinion. Sometimes, when we have something we passionately want to say, we bee so involved in formulating the crucial words that might make the listener take heed (we are caught up in needing to be heard) that we forget to ask ourselves one fundamental question: do we want to speak? Or have someone hear us? I just found out how difficult this choice can be on a recent trip to Hong Kong and Shanghai. And this is a problem many of us face when attempting to enter another culture - be it a personal, inner culture, a group culture Nike Free Run livraison gratuite , or a country culture. REMAINING IN OUR OWN WORLD Let me begin by saying that both Hong Kong and Shanghai are where I believe the revolutionaries went when they left the States four years ago. Hong Kong is a very exciting place. I've been there twice now, and find the people smart, innovative, sophisticated, and creative. They are bursting with dynamism and ready to take risks. Shanghai is quite different and less international, but it, too, it exudes excitement and warmth and vibrancy - filled with anticipation and a special glow (with a large dose of humor and a gold-rush mentality). Both cities wele change, believing it's better to face change than stay the same. In fact, I find it more exciting to do business there than in the States right now: from my vantage point as an innovator, it seems to me that America has bee rather risk-averse. The 'dot.' era's disintegration caused the American panies I've done business with to cut back on innovation. As a result Nike Free Run Vente , they're holding on to what they know - however suessful that might be - and trying to make it work. Companies are 'making do' or doing the same thing harderfasterlarger. Before I open up a discussion around global munication, let me take a long 'way round to harp on one of my pet peeves (I'll e back full circle, you'll see): I see this inability to truly go outside our thinking box and do something different as actually harming our revenues and, worse, our future. I see Hong Kong and Shanghai growing, innovating, changing, learning, creating, and barging full throttle into the unknown, and having the massive growth and expansion that es with that type of risk. I'm afraid that America will have a long road to hoe to catch up when it's ready to begin innovating again. Not to mention that the innovators may not want to move back from Asia where the action is. PUSHING PRODUCTS INTO EXISTING SYSTEMS The problem is most apparent to me in the sales field Nike Free Run Soldes , of course. It's the field I have known since the 70s and the field I've been innovating in since the 80s. Our risk-averse behavior is creating its own set of problems, and indeed holding back our revenue growth. Here are the four main issues that I see as making sales more difficult in today's environment: * Competition is global, and products can be easily purchased from anywhere in the world. Products have invisible petition, so pitching and presenting is often done in a vacuum. * Decisions entail highly plex layers of consideration before buyers make final buying decisions. The sales cycle is elongated aordingly and the seller is left out of the loop in the process. * Buyers' demands are almost ruthless: because of the amount of information they can get over the inter, they know exactly what they want, exactly what they can ask for and exactly how much they are going to pay. All of this, before they make a purchase. * Because products seem so similar when viewed on the inter or in marketing descriptions, buyers can't differentiate. They end up moditizing products, and buyers are buying more on price than ever before. Given the above, and the mensurate revenue sluggishness, panies are attempting to close the gap in sales cycles and productprice differentiation by trying to sell harder Nike Free Run Pas Cher , or gather data differently, or offering more product information, or attempting to 'understand buyer's buying patterns' (a tip of the hat to my work over the past decade, but still not touching the heart of the issue), etc. When this isn't working, they are adding software (i.e. CRM), or using incentives to get sales folks to work harder, or using price as an incentive to close deals. All of the above continue to be rooted in conventional sales thinking and are still predicated on the product as being the primary offering, rather than adding new, innovative skills to the sales process itself. In fact, sellers still work hard at making their product fit the buyer rather than the other way 'round. Even the newer form of selling methodologies are different forms of traditional sales Nike Free Pas Cher , just with a customer focus assertion as a new 'angle'. Sales continues to be based on selling something. The belief systems and the very fabric of the thinking has remained the same for a long, long time. And in this global market we're in today, the rules, the thinking, and the focus must change or there will be continued loss of revenues. In the meantime, we'll continue to experience our current problems: Longer than necessary sales cycles. Difficulty closing. Business being lost for unknown reasons. Profit margins slipping as prices get cut to their slimmest margins. Difficulty discovering howwhy people are buying. Great presentations and proposals that don't win the business. Rambling excuses as to when deals might close. With this array of problems, supervisors - who are now hiring 'seasoned' sellers who know their product and market (as if were the magic bullet) - are perplexed, and end up firing the salespeople wPhot
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| Beitrag vom 24.02.2015 - 06:37 |
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