• Do you support your new manager?

    12 Dec 2018 | 12:00 am

    When Joshua was to be named leader of Israel, the Lord told Moses to "encourage and strengthen him" (Deuteronomy 3:28 NASB). When promoting a new manager, provide encouragement. Identify the leadership skills and the strengths that have built your trust[…]

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May 21
2018

Clear Advertising

Posted by Steve Marr in Untagged 

I tend to look at ads even though I know most of us avoid them.  I am always looking for examples of good advertising. Sometimes I am not able to tell for sure what an ad is selling or marketing.   This is a mistake. An excellent marketer, Dan Rosenthal, provided a clear example of a marketing headline, “Duck for Sale.” Some see it as an oversimplification, but to me the headline is clear and simple.  You know what is for sale, and you're able to respond if you want duck. 

May 12
2018

Drop Inefficiency

Posted by Steve Marr in Untagged 

You may have seen the recent news reports about how British schools were dropping analog clocks.  They are replacing the clocks with those big and little hands with digital clocks because most students can't tell time the old way. Initially I was disgusted thinking about it.  “Good grief,” I thought, “is it true that kids can't read a clock face anymore?”  I wondered if the next step was to change Big Ben in England.

Then I wondered how important was it for somebody to know the time by reading the hands of clock?  Does it really matter whether they read the clock by hands or simply numbers? No. People don't need to keep time my way; they just need to keep time.

May 07
2018

Selling What People Want

Posted by Steve Marr in Untagged 

I like to visit the annual Spring Boating and Outdoor Show in my area. Climbing in and out of RVs, new boats and checking out the latest fishing equipment makes for an enjoyable Saturday afternoon. For the most part, I am more of a looker than buyer. 

I also like to watch the interaction between customers and salespeople. I don't want this to sound judgmental, but few people need a new boat even though many may want a new boat. If one can afford a boat without going into debt and boating is a family recreational activity, I see no problem with buying a boat. However, the boat is still want, not a need. 

May 03
2018

Selling on the Sabbath

Posted by Steve Marr in Untagged 

Many years ago I made the decision not to conduct business on Sunday unless it was an emergency. I have always believed that in most instances Christians need to keep the Sabbath holy and avoid work. I personally avoid shopping on Sunday because I don't want to encourage shopkeepers to stay open. I would prefer that they close on Sunday as Chick-fil-A has done.  However, I understand that not everyone will agree with my perspective.

Apr 30
2018

Get to the Point

Posted by Steve Marr in Untagged 

The number one rule of communication is to get to the point quickly and stay there. I get irritated when I take a call from someone who talks for three to four minutes, and I still don't know why they called me. When a salesperson calls, I tell them they have 30 seconds to tell me their unique sales proposition and why I should consider doing business with them. I do this to save my time and theirs.

In the past I did a 60-second radio feature that was syndicated on over a thousand radio stations worldwide. I used a format that started with an opening statement, gave a Scriptural principle, a business concept, and ended with a concluding statement. Not easy to do in the 59 seconds I was allowed. However, I gained an important benefit; I learned to be concise.

Once you’ve made your point, stay there.  This is especially important when connecting with customers.  Highlight benefits, work through questions and objections, and push toward closing the sale. Building rapport may be crucial in situations where your goal is a long term relationship and you must build trust. However, keep in mind that most business contacts are not going to become your best friends, and you are unlikely to invite them over for a backyard barbecue. Your relationship is business.