IN A PERFECT WORLD, just one person representing the client would decide whether to buy your product or service. That individual would identify business needs, sift through the facts and be responsible for weighing up the options.
ALL OF US have attended team meetings that turn out to be a waste of time and money. This often happens even when considerable effort has been made to organise things and fix an agenda.
NO ONE SHOULD underestimate the challenges involved in leading a team. In today’s global business environment, it usually means bringing together and getting the best out of people from different cultures, of different ages and with diverse academic backgrounds, aspirations, experience and financial expectations.
WHY DO WE sometimes fail in our efforts to influence another person? It may be because we are not focusing our attention on the right thing. The natural tendency is to look at every situation from our own point of view. We consider first the ways we need help, believe our own recommendations are best and set agendas that cater to our personal priorities.
AS YOU SIT in a taxi returning to the office, your mind is still racing with thoughts of the just completed sales meeting. The opening was professional, you spent time understanding the client’s situation and background, and real needs were uncovered which your company can address.
WE ALL KNOW the importance of building relationships with our clients as a prelude to winning business and seeing it grow. We attend seminars, read extensively and even participate in day-long training programmes on the subject. Management teams hold lengthy strategy sessions to devise better ways of ensuring long-term relationships exist, and that sales personnel develop them proactively.
NEWS AND INFORMATION have never been as readily accessible as they are today. With the internet, twitter, and podcasts to supplement traditional news sources, it is possible to be in touch with developments around the world every minute of the day.
IT SEEMS THAT hardly a week goes by without news of a scandal hitting the corporate world. Whether it is a matter of shady management practices, diversion of funds to unauthorised accounts or plain corruption, it makes a fascinating read for anyone not directly involved in the scandal.
OVER THE YEARS, salespeople everywhere have been looking for new and better ways to "close the deal". They are constantly searching for hints and techniques to enable them to secure more clients in the shortest possible time.
BEING ABLE TO exert influence is an essential skill in the modem business world. Managers leading a team, colleagues looking for cooperation and employees angling for a promotion all need to know how to influence others.