Monthly Archives: April 2010

How to be confident during the mba interview

How To Be Confident During The MBA Interview

How To Be Confident During The MBA Interview

In this installment of MBA Interview tips, I’m going to tackle a tricky subject…how not to appear desperate.

There is a very fine line between cockiness and desperation. When you’re having your interview, how well you walk that line can mean the difference between getting accepted or having to accept second best.

The advice I am going to give you in this installment is not going to be easy to follow because it reaches the very heart of our souls and existence. In other words…you can’t con a con.

The people who will interview you are pros. They have seen it all. They can tell the posers from the real thing. If you go in there and try to BS them, they’ll know it…and ultimately…you’ll get nowhere in the process.

Probably the most important thing is not to appear desperate. This is actually not too hard to pull off, even if you have to drink some herbal tea before going for your interview. There are several keys to doing this.

First, don’t talk too fast. Too many students try to get in as much information about themselves in record time in order to impress the interviewer. This is one of the fist signs of desperation and it will doom you right from the start. Speak slowly and clearly.

Second, don’t try to cram every little thing you’ve ever done into your interview and don’t tell the interviewer that you’ve dreamt of getting into this school since you’ve been in diapers. It’s not going to wash. They will see right through this.

Third, and I no this sounds like it should be obvious, but don’t beg and don’t get all emotional saying that if you don’t get into this school your life is over. It isn’t over, they know it, and you’ll only come off as being desperate.

You want to speak with confidence but not too cocky. This is the hard one for young people to pull off. They usually go to one extreme or the other. Either they’re too humble or they come off as a total jerk. Find a balance. If you have to, do a mock interview with an older person.

Like it or not, how you handle yourself during the interview in this area is going to make a big difference. So practice your interview skills.

It will prepare you better than anything I know for that big step…getting into the school of your dreams.

To YOUR MBA Success!!!

If you want to really prepare yourself for your MBA Interview, check out this resource.www.mbainterview.info.

How to win customer loyalty

How to Win Customer Loyalty

Copyright (c) 2009 Alan Gillies

An incredible variety of books have been passed around about the pivotal role that customers play in the success of all organizations. A great deal has also been discussed about the tactics that organizations should employ in order to attract and keep these customers. Do any of us actually have the time to look through the ever increasing volume of articles and research papers? Do you want to know the winning method for running your own business – without having to allocate your time to skimming through rows of books and magazines? If your problem seems related, then read on. These ideas are organized here in a short and to the point style, helping you – “step by step”, to create your own customer-oriented success strategies.

- Today’s customers have more selection than they can even understand, and due of this, the endeavour of maintaining customer loyalty is becoming very difficult for businesses everywhere. Customers really want to stick to particular companies, but they end up switching when their existing company isn’t able to provide them with the quality personal service and rock-bottom prices they feel they deserve. Treat your customers as more than mere money machines and try to understand them – strike an emotional cord.

- Be sincere with your customers. Customers don’t need your attitude; they look forward to your empathy. Listen to what your customers are saying, clarify their needs, and then do all you can to help them reach their goals.

- Treat your customers seriously – they can be smarter than you think. Take periodic feedback from your customers and incorporate their ideas into your products and services.

- Your responsibility isn’t finished when the customer leaves the shop with the item. The real challenge, in fact, starts after that. Tracking the customers to learn their level of satisfaction and the overall workings of the purchased products will leave your customers with a pleasant thought that there is someone listening to their grievances.

- Lastly, small gestures can leave lasting impressions. Try to keep track of the Birthdays and Anniversaries of your usual customers. Always strike up a friendly conversation when a customer walks into your place of business. Help them to choose the best product or service for their needs, and most importantly of all – never fleece them.

These simple strategies can help any business become a favourite among its customers. For businesses that can’t blow a million bucks on advertising, these five tips can act as a means toward understanding customer psychology. Winning customers doesn’t always require rigorous effort and planning. Sensitivity in your business dealings along with a great price and a humane approach is all that might be needed to win the long lasting loyalty of your customers.

Know thy prospect: the more you know, the more you will sell

Know Thy Prospect: the More you Know, the More you Will Sell

You’ve got a great product or service. You’ve got your sales pitch down pat. And now you’re on your way to what promises to be a very disappointing sales call.

Of course you must have something to meaningful to say. But to assume that a canned sales spiel is going to work on every sales prospect is a severely misguided notion.

Consider this concept instead: effective selling is always a dialogue, a conversation. It is an exchange of information. If you’re not receiving twice as much information from your prospect as you’re delivering, you aren’t even coming close to maximizing your sales effectiveness.

It is your job to create and nurture a relationship with your prospect. And the more meaningful that relationship, the greater the rewards for both of you.

Solution selling. Promoting benefits, not features. However you say it, the bottom line is this: the needs and desires of your prospect dictate how you will sell, if you’re actually going to do any selling at all. And in order to craft the right message for THIS client, you will have to get to know them pretty well, at least as it relates to the sale.

Why is this level of personal understanding so critical today? Why do you have to really “know” someone in order to sell to them? Simply because the world and everything in it is at our prospective customers’ fingertips, 24/7. There is nothing your customers don’t have access to. Information about your company, your product or service, about you and your background, who likes you and who doesn’t. And most important of all, everything about your competitor.

The wolf is waiting right outside the door, ready to pounce with a better offer. And your customer knows it. Either you are going to connect with them, or your competition will.

So just what do you need to learn about your prospects, and how do you use that knowledge to make yourself more effective?

1. Find out who your prospects are and what matters to them. The more you know about a sales prospect before you meet, the greater your odds of success. It just stands to reason. People like doing business with people they are familiar with and who understand them. But it goes far beyond a comfort level. By discovering how your prospect thinks, what they like and don’t like, what they are trying to achieve and what they’re afraid of, you can position your product or service as the ideal solution for THEM. For starters, you should at least know your prospect’s age, professional background and education level. But dig deeper. Where were they born? Where did they go to school? Married, or single? Kids? How many? What are their hobbies? Golf or tennis? What specifically are their work responsibilities? What are they trying to accomplish, and what are the greatest challenges facing them in their jobs? How can you find all of this out? ASKask them, their colleagues, their assistants. Ask your co-workers or others you know in your industry? Ask Google! The internet can reveal amazing information with just a few clicks. Remember, when it comes to sales success, knowledge is power.

2. Learn their language. If your sales prospect spoke only Japanese, and you could only barely manage English, the conversation probably wouldn’t get very far, no matter how strong your pitch. But the “language barrier” doesn’t have to be so extreme or obvious to be a deal killer. I’ve seen sales people who showed up for a meeting in traditional business attire instantly disregarded by ultra-casual customers, and vice-versa. Know the style and attitude, the language, your prospects are comfortable with, and then adopt it to the best of your ability. Are they formal or friendly? Will they be offended if you call them by their first name, or completely put-off if you address them as Mr. or Ms.? Are they interested in hearing a great joke, or do they dislike foolishness? Are they young, either literally, or at heart? Or are they seasoned pros who value maturity and experience? One of the best sales pros I know always says that people need at least a dozen reasons to hire you and only one to pass. Don’t let “style mismatch” be that one.

3. Show them how you will make they’re life better. Once you know who your prospects are, what really matters to them and how to speak their language, all that’s left is connecting the dots. Search for ways to reconcile their needs with what you have to offer, and present it in a way that is meaningful to them. This is the essence of solution selling, and it is key to sales success in the current business environment. Think of your sales negotiations a mazeyou’re at one end, your prospect is at the other. Your job is to find the way through, uncover the connection, and unite your desire to sell with their desire for a solution.

No more than 20% of selling is “telling.” The rest is “gelling,” forging strong, personal, mutually-beneficial connections through excellent detective work. Ask questions, watch for clues, use your gut and you’ll be able to deliver precisely what your prospects really need.

Job listings – the online lists stating job vacancies

Job Listings – The Online Lists Stating Job Vacancies

Where ever one goes, one can see that there are so many people in the search of a job. So many people who are qualified and

capable of a vocation but do not have one. Also, there are so many companies in the need of good employees, but are never

satisfied. The need is to have a one stop place where all vacancies can be made visible and jobs can be applied for at the

same time. The internet’s worldwide range has become a useful tool in making this facility possible and it is called job

listings. Now one might start wondering, what are job listings?

Job listings are online lists of job vacancies available in various companies even across various countries in a particular

job type. The question that arises is how to get these job listings? The answer is very simple, you just have to make an

account on one of the sites that supply job listings, this account will require you to post in your resume, whenever some job

vacancies come up that match your resume details, you are mailed a list of the companies offering the job along with job

description, location, and other necessary details. Do not forget to keep updating your resume on such sites from time to

time.

Such sites even list part time jobs, summer training vacancies, internship vacancies etc. Though the authenticity of these

sites should always be checked, there are many popular and trusted job sites that facilitate authentic job information and

are trusted by companies and people alike. Some of these sites are monster.com, naukri.com, shine.com etc. apart from job

listings; a good job site would have separate portals or links to other information that maybe helpful for people looking for

a job.

Like market surveys on company credibility, salary comparisons, tips on making a good resume, tips on how to be dressed for

an interview, how to prepare for an interview etc. job search engine sites also help in searching job boards, company

websites, professional associations with the help of the keywords provided by the account holder. This extra information not

just increases the service quality of the site, but also helps in making it more popular in the market.

Niche job search engines search criteria based jobs like field of expertise, position; industry etc. like greenjobspider.com

is a site that can list more than fifty green jobs in just a few clicks. Similarly, JobsOnTheMenu.com searches for jobs in

the hotel and hospitality business. LinkUp.com searches jobs on company websites. SEOJobsFinder.com searches for jobs with

SEO, social media, PPC and copywriting jobs. SimplyHired.com has a New Graduate Jobs filter that helps fresh college

graduates or final year students with limited or even no work experience to find jobs in their area of education and interest

that matches their experience level.  So now you know, with these search engines at hand the world is a much smaller place

and your dream job might just be a few clicks away.

Improving employee retention

Improving Employee Retention

One of the biggest problems facing the field sales department is a high turnover rate. There is a worrying upward trend of sales staff changing jobs more frequently. If good sales people leave the corporation, you will have to deal with monetary losses as a consequence of breaks in turnover, coupled with the cost of training a replacement sales person. Staff retention is as a result often a hot topic for people attending a management course.

The cost of recruiting, placing and training the average salesperson including paying them whilst they are learning the ropes before they are bringing in any revenue is around ?9,000. There is the additional cost of the diversion of the sales managers time taken up in recruitment. Most managers could do without this time consuming task.

Therefore many companies have analysed the various steps that can be adopted in order to reduce sales staff turnover. Guidelines should be put in place for dealing with salespeople who want to leave as follows:

1.React immediately! This means within the first five minutes. A valuable salesperson that has just tendered his resignation becomes your number one priority. Excuses, such as “We will discuss this later, after the meeting this afternoon” are not acceptable. Interrupt or postpone whatever you are doing and speak with the salesperson immediately. This is the only chance you will have of changing their mind.

2.Do not mention the resignation to anyone else! This is extremely important for both sides. The salesperson on the point of resigning must have the opportunity to revise their decision without losing face in front of their colleagues. Silence is also the best policy from the point of view of the company: if you do manage to persuade a top salesperson to stay and their intention to resign was common knowledge, there would be wild rumours of massive pay rises in order to keep them. In principle, you do not use more money as a bargaining chip in order to keep top salespeople.

3.Listen attentively to what the salesperson has to say! Try and find out the precise reason for the salesperson’s intention to resign. Any attempt to try and dissuade the salesperson will fail if you have been unable to ascertain and accept the real reason(s) for this. Give an unvarnished report of the reason(s) to your immediate superior, even if you find this uncomfortable. A major topic on a management course is effective communication and is therefore a core skill required of any manager.

4.Try and find out what opportunities are open to the sales representative in another company: a more interesting area to work in, more money, less stress, more stress or a bigger career step? You only have a chance of convincing the sales representative to stay with the company if you have this information.

5.Think out your arguments! Verify which arguments can be used to try and persuade the sales representative to stay. The safest ones are those which give the reasons outlining why it is in the sales representative’s interests not to go.

6.Remember that there are basically two reasons to tender a resignation: Firstly the sales representative may have had feelings of frustration for a long time and it has taken this one incident to make up his mind to leave. On the other hand, another company may have made them an attractive offer.

7.Solve the sales representative’s problems! Most sales representatives who have declared their intention to resign like the company, their work and their colleagues and would like to stay.

8.Prevent further resignations! Think about the rest of your sales representatives and try and recognise problems early on and deal with them before they become too big!

Implementing these points can help to retain good salespeople and therefore make a positive impact on business performance. By attending a management courses you can develop you skills further.

April 2010
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