Author: Staff

  • Clark, Daniel

    WXYZ: Local Sales Manager, Account Executive

    References:

  • Ross Reck: Listening Builds Loyalty

    ListeningThe key to creating loyal customers is simply listening.  If you listen long enough and hard enough, the customer will tell you exactly what it’s going to take to maintain his or her loyalty.  All you need to do then is act on this information and you are home free.  As simple as this sounds, most of us don’t listen to our customers very well.  We tend to be preoccupied with our own problems and needs rather than those of our customers.  On the other hand, if you can discipline yourself to take the time to actively listen to what your customers have to say, the results are phenomenal!

    For example, I was reading about a sales executive who was reflecting on his first sales job.  He said, “I spent forever getting to know a small handful of customers really well and it paid off handsomely.  In no time at all, I came in at 195 percent of quota, tops in my division.  The vice president of sales at corporate called me and said, ‘Great job, but I noticed that you averaged only 1.2 sales calls a day.  Company average is 4.6. Just think of what you could sell if you could get your average up to par!’” He went on to say, “you can guess my response after I came down off the ceiling; I told him, ‘Just think what the rest could sell if they could get their average down to 1.2.’”

    The reason this salesperson was so successful was that he was taking the time to listen to his customers and then using this information to make sure his product or service was tailored to satisfy each customer’s current needs.  He was able to work smarter instead of harder, which paid off handsomely for him.  As Tom Peters said during a speech several years ago, “If you listen to what your customers have to say and then do something about it, the bottom line is, you’ll get filthy rich!”

    • 100% Employee Engagement Guaranteed! Newly Revised [Kindle & Paperback Editions]

      Now Available from Amazon.com for $15.99

      Kindle and Paperback Editions available from Amazon.com

      Imagine a workplace where every employee is engaged with their work … where every employee shows up each day excited about giving every bit of energy, creativity and passion to performing their job. These employees don’t need to be motivated because they already are and they channel their motivation toward creating a competitive edge for their company that can’t be easily copied. They’re constantly making innovative changes to products, services and customer experiences while providing superior levels of customer service which results in loyal customers. This means higher levels of repeat and referral business which, in turn, translates into significant increases in market share. In addition, absenteeism and turnover rates for these fully engaged employees are far below industry averages because they absolutely love what they do. This book presents a new management model that guarantees an employee engagement level of 100%. If you implement this model in your organization, every one of your employees will become engaged with their work; all working at their full potential. Think of what it would mean to the success of your business or organization if you could get all of your employees engaged with their work.

  • Ross Reck: Winning Over A New Person

    WinnerThe quickest way of winning over a new person is to send them a clear message that you are for real.  One way of doing this is to promise to do something for them and then exceed their expectations with how you follow through on your promise.  For example, if you promise to get this person some information, get it to them before they expect it.  This sends a clear message that you have their best interests in mind which tells them that you’re the kind of person they want to become more involved with. – RossReck.com

    References:

    • Winning by Jack Welch
      Winning by Jack Welch
      Winning by Jack Welch – Available from Amazon.com

      Winning

      Jack Welch knows how to win. During his forty-year career at General Electric, he led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits.

      Since Welch retired in 2001 as chairman and chief executive officer of GE, he has traveled the world, speaking to more than 250,000 people and answering their questions on dozens of wide-ranging topics.

      Inspired by his audiences and their hunger for straightforward guidance, Welch has written both a philosophical and pragmatic book, which is destined to become the bible of business for generations to come. It clearly lays out the answers to the most difficult questions people face both on and off the job.

      Welch’s objective is to speak to people at every level of an organization, in companies large and small. His audience is everyone from line workers to MBAs, from project managers to senior executives. His goal is to help everyone who has a passion for success.

      Welch begins Winning with an introductory section called “Underneath It All,” which describes his business philosophy. He explores the importance of values, candor, differentiation, and voice and dignity for all.

      The core of Winning is devoted to the real “stuff” of work. This main part of the book is split into three sections. The first looks inside the company, from leadership to picking winners to making change happen. The second section looks outside, at the competition, with chapters on strategy, mergers, and Six Sigma, to name just three. The next section of the book is about managing your career—from finding the right job to achieving work-life balance.

      Welch’s optimistic, no excuses, get-it-done mind-set is riveting. Packed with personal anecdotes and written in Jack’s distinctive no b.s. voice, Winning offers deep insights, original thinking, and solutions to nuts-and-bolts problems that will change the way people think about work.

      References:

      1. RossReck.com
      2. Amazon.com
      3. Wikipedia – Jack Welch

  • Claggs, Estella

    WXYZ: TV news writer.