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TIPS ‘‘


Intelligence is the ability to adapt to change. STEPHEN HAWKING


SELLING TIP Make People Feel Special


“Whether rep or manager, you’ll get more from people when you make them feel special,” says one vice presi- dent for corporate development in Fort Lauderdale, Florida. “For ambitious, dynamic individuals,” he adds, “the biggest turnoff is being made to feel ordinary or typical.” How well do you get across the message to customers and subordinates that they inhabit a very special place in your heart? Take the following quiz to find out.


Usually Sometimes Rarely 1. Do you make even secondary customers feel they are very important to you? ____


2. Do you send congratulatory messages to customers and staffers at appropriate times? ____


____ ____


3. In rewarding staff people for outstanding performance, do you give them personalized recognition? ____


4. Do you help customers and reps with personal as well as business problems? ____ 5. Do you acknowledge outstanding performance soon after its occurrence? ____ 6. Do you tie rewards directly to performance achieved? ____ ____


7. When issuing criticism, do you take special pains to ensure it is constructive – not generalized or vague? ____


____ 8. Do your reps know exactly how you feel about them? ____


9. Do you occasionally sit down with subordinates for heart-to-heart chats tailored to their needs? ____


10. Do you encourage reps to voice their individual problems and complaints? ____ ____ ____


Count 10 points for each USUALLY reply, 5 for SOMETIMES, 0 for RARELY. A 60+ plus score ranks you as a motivational pro.


– RAY DREYFACK SELLING POWER MARCH/APRIL 2021 | 5 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION. ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ ____ VIDEO: 11 WAYS TO ENGAGE A VIRTUAL AUDIENCE


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