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Suggest You - It's Not What You Ask - It's How You Ask It!
Franchising companies have her responsibility to insure that their trademarks are not infringed upon. Just because a franchise company has properly registered the service Marks and trademarks with the proper state and federal agencies does not mean that some one will not try to use such Marks without permission.There is no way that a franchisor can be in all places at once to insure no one has stolen their name. However, a franchisor also has a supreme advantage in that they have franchisees all over the country who can look out for such things. It is for this reason that I decided to address this i
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone
So just what is a capital fundraising campaign? It is a fundraising campaign which has been organized in order to raise a major sum of money for either a building or an endowment. However such campaigns are usually used by non profit organizations and do need a lot of planning. But if they are planned well they can be very successful.Also a capital fundraising campaign is an event which is limited to a specific time period in order that the funds so desperately needed for a particular project can be raised. In some cases the campaign can be for either the acquisition, construction or the renovation
Here are two examples. First, we’ll take a look at the “Wrong Approach”.
As my husband’s company was transferring from California to Florida, we found a new home development which we were anxious to visit. Upon entering, we were greeted by a sales counselor whose "approach" left much to be desired.
Within seconds after entering the model home, I was interrupted by a phone call that I had to take. I exited the model and my husband was left with the sales counselor – who, as I learned later - completely overwhelmed him with her rapid line of questioning. He explained it as the “machine gun” approach making him feel as though he was being interrogated. She (the counselor) never introduced herself, asked for my husband’s name, waited for me to return or took the time to establish any rapport before “opening fire” with her litany of questions.
Here’s a sampling of her questions, delivered in rapid succession:
- Where are you living now?
- How long have you been looking?
- How many communities have you visited?
- When are you looking to move?
- Do you own a home now?
- Do you need to sell your home?”
- Do you have children?
- Do your have pets?
By this time I had completed the call and was on my way back in to the model home only to be greeted by my husband who was on his way out of the model home, motioning me to leave a business card as they could “sure use the help”.
Needless to say, we never returned to this community which we were initially so anxious to visit. And, we’ll never know whether or not this new home development would have been exactly what we were looking for.
Good Approach
Upon entering the model home, the counselor should have first introduced herself. The “better approach” could then have gone something like this:
Suzie: “Hello, my name is Suzie. Welcome to XYZ community. Thanks for stopping in today. Could I get both of your names?”
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone
Even on a great day at work there are so many things that can go badly. Any little glitch can become a negative, stress-inducing experience: the staff member who arrives late leaving the company short-handed, you placed an order for needed inventory in plenty of time but your vendor shipped to it to the wrong address which caused you to be out of stock, the customer who was told her order would be ready on Thursday but now needs it Wednesday, the invoice for “The Acme Company” that should have been filed under “A” for “Acme” instead of “T” for “The”, and on and on. Each of these small glitches caused proble
Here’s a sampling of her questions, delivered in rapid succession:
- Where are you living now?
- How long have you been looking?
- How many communities have you visited?
- When are you looking to move?
- Do you own a home now?
- Do you need to sell your home?”
- Do you have children?
- Do your have pets?
By this time I had completed the call and was on my way back in to the model home only to be greeted by my husband who was on his way out of the model home, motioning me to leave a business card as they could “sure use the help”.
Needless to say, we never returned to this community which we were initially so anxious to visit. And, we’ll never know whether or not this new home development would have been exactly what we were looking for.
Good Approach
Upon entering the model home, the counselor should have first introduced herself. The “better approach” could then have gone something like this:
Suzie: “Hello, my name is Suzie. Welcome to XYZ community. Thanks for stopping in today. Could I get both of your names?”
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone
The federal government continues to pressure executives that fail to add stakeholder value while amassing personal wealth, sending a strong precautionary signal to other executives.The two executive in the best position to recognize the financial conditions as Kmart was heading rapidly toward bankruptcy, CEO Chuck Conaway and CFO John McDonald, are being held accountable by the Securities and Exchange Commission (SEC). The SEC feels the pair made statements that indicated the company's financial difficulties were not as dire as they actually were in the period just prior to the company's January 22, 20
- Where are you living now?
- How long have you been looking?
- How many communities have you visited?
- When are you looking to move?
- Do you own a home now?
- Do you need to sell your home?”
- Do you have children?
- Do your have pets?
By this time I had completed the call and was on my way back in to the model home only to be greeted by my husband who was on his way out of the model home, motioning me to leave a business card as they could “sure use the help”.
Needless to say, we never returned to this community which we were initially so anxious to visit. And, we’ll never know whether or not this new home development would have been exactly what we were looking for.
Good Approach
Upon entering the model home, the counselor should have first introduced herself. The “better approach” could then have gone something like this:
Suzie: “Hello, my name is Suzie. Welcome to XYZ community. Thanks for stopping in today. Could I get both of your names?”
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone
When you leave a military career, you have a diverse and unique set of skills and work experience, but probably need a “military conversion” resume. The things you can do are valuable in the civilian workforce – but only if private-sector employers understand how your abilities can be of value to their business. Unfortunately, employers sometimes find it difficult to understand how your military skills can benefit a civilian business, and may pass over your resume in favor of another applicant who presents easy-to-understand civilian job experience.With all of your years of experience, you have what it
Needless to say, we never returned to this community which we were initially so anxious to visit. And, we’ll never know whether or not this new home development would have been exactly what we were looking for.
Good Approach
Upon entering the model home, the counselor should have first introduced herself. The “better approach” could then have gone something like this:
Suzie: “Hello, my name is Suzie. Welcome to XYZ community. Thanks for stopping in today. Could I get both of your names?”
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone
When people think about a survey tool, they normally think of Yes-No questions and multiple choices. The Quality Improvement Priority Matrix is a survey tool of a different nature. This article demonstrates how to use the QIPM tool to benefit your company and improve your business decisions.A QIPM survey has many questions.
Each question has two specific items: 1) How important is this to you? and 2) How well is it currently performed. For example, let’s imagine that a company wishes to survey its employees and identify what aspects of the office could be improved. One question i
“Yes, Teri and Tony.”
Suzie: “Is this your first visit to our community, Teri & Tony.”
“Yes it is.” (At this point, my phone rang). “Excuse me Suzie, this is an important call that I have to take, I’ll be back shortly.” (At this time Suzie should stop any question asking and begin developing a rapport with Tony until I return. After I return, the questioning/qualifying would go something like this):
Suzie: “Are you looking for yourself or someone else?”
“Ourselves.”
Suzie: “That’s great Teri and Tony, I have a few additional questions to understand your needs. Then I’ll provide you with a packet of info to help explain our floor plans, options, etc.”
“OK.”
Suzie: “In your selection a new home, what’s the most important factor in the decision making process?”
“Location.”
Suzie: “Does this location meet both of your needs?”
“Yes.”
Suzie: “Aside from location, what else is important to you?”
“The layout”.
Suzie: “When you say layout, could you be more specific?”
“Yes, open concept is very important to us.”
Suzie: “Is there anything else?”
“Yes, a large lot.”
Suzie: “Do you live in the area now?”
“No.”
Suzie: “Where are you currently living?”
“California.”
Suzie: “What brings you to Florida?”
“Tony’s company.”
Suzie: “Oh, that’s wonderful, we’re glad you’re here. How about time frames, how soon are you looking to move?”
“Provided we find what we’re looking for, we’re ready to make a decision now.”
Suzie: “Thanks so much Teri and Tony, for helping me help you. I’d like to make a couple of suggestions. Based on the information you provided, I’d like to recommend you spend some time looking at our Sunburst model. It has a great ‘open feel’ concept. I feel it would meet all of your needs. And, it comes in various elevations. Another benefit to the Sunburst is that we have a model which is just about completed. And, the best part of all - it’s located on a double sized lot. Of course, I encourage you to look at all of our models and welcome your feedback as that’s important to us. I’ll be available to answer any specific questions you have when you've completed your tour.”
Can you feel the difference in these two approaches? In any sales and communication setting it’s important to help create an atmosphere of comfort and interest. Please take a moment to review your everyday approach. It could be costing you sales.
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