Are you getting what you expected from your employees?

Why are my employees not getting their responsibilities completed? In a recent conversation, with a business owner, the frustration of working with their employees has hit an all-time high. Their desperation was clear in the tone and volume of the discussion. “I just don’t get it!!! We work hard to create job descriptions with responsibilities and requirements of what needs to get done. But we still run into the same situation, time after time. They just don’t deliver when I expect it to be delivered.” Did you catch that? Right at the end, there is a clue for the reason on why the relationship was so strained with their employees. Let me share another personal experience I have had with my kids. My wife and I created a chore list for our kids as they were growing. We did this to help teach responsibility and hope to create a good work ethic. We make them purchase their own “fun” items when it is something they want that is outside of birthdays and other holidays. One of the chores was for them to keep their room clean. And as happens in virtually every home… the communication wasn’t exactly clear. You see, the chore to keep their room clean was something we expected to have cleaned and then kept that way. We wanted to room to stay relatively clean on a daily bases. However, our expectations were not the same as what our kids decided the expectations should be for keeping their room clean. You see, if they cleaned their room once a month, they had fulfilled their responsibilities. We obviously, didn’t agree with that conclusions. The lesson – Responsibility and Expectations are two separate things. We often perceive that everyone else is going to be just like us. They will think like us. They have the same background and thus when given a responsibility, will respond with the same expectations on how to complete that responsibility. NOTHING could be further from the truth. But we just assume and don’t ask and the end result is frustration, and strained relationships with all those you come in contact. Now that we can see the problem, the questions is how do we solve or sometimes salvage the relationship once it has become strained. There are two specific paths through which you may need to walk through. The first path is proactively preventing the expectations from being misunderstood in the first place and then next is salvaging the situation once something has been misunderstood. Fixing your misunderstandings: First, you need to listen. Process for listen starts with a review of the responsibilities, to ensure that they are clearly understood. Next, ask how they think the responsibility needs to complete? When will it be completed? What they plan to do in order to accomplish the responsibility? Second, be responsible and take the initiative to clearly lay out your own expectations. It is a matter of having another understand the way in which the responsibility needs to […]

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Getting to the Emotional and Logical Value Greater Than Your Asking Price.

Is the Investment to Purchase your Product Priceless? Welcome, if you are landing on this article and haven’t read the first two about creating the relationship and creating compelling reasons to purchase your product you can click the links. Phase 1: Creating the Relationship. Phase 2: Creating a compelling reason to buy. As you walked through the decision process with your buyer you will note that there are a couple of things that seem to be coming up again and again. The problems that you are solving are going to be either a logical problem (is it logical to purchase the product?) or emotional problem (is the product going to solve my emotional challenge?) To put this a different way, if the buyer is going invest their dollars with you will there be enough value for the MSRP to be ok? Here is where the test of your offer meets its first challenge. If you were able to create the emotional and the logical value high enough, where the customer believes the MSRP is under the perceived value they will jump through all types of hoops to hand over their money. If they believe that you are the only one that can solve this issue there will be no objections and they will purchase willingly. If however, you haven’t been able to answer both the logical and emotional questions, there will be objections that you will need to overcome. Let’s break down the Logic and the Emotional points of the sale and what that actually means. Logical Value Logic is one of the first parts of the brain that operates but may not be the first thing to create a buyers desire to make that purchase. It will, however, wake the buyer up in the middle of the night, in a panic, asking how am I going to pay for what I just purchase? They may also wake up thinking of the return on the investment and realize it was a poor choice to make that purchase. So while we all may know that emotion is the primary reason a buyer make the decision to purchase, logic will allow them to feel good about themselves and the purchase once the emotion has worn off. Think back to one of your many purchases. I would be willing to say that everyone that is reading this has, at one point in time or another, experienced buyer’s remorse. If we are to dissect why you felt bad, it is usually due to either the fact you could not afford to make that purchase or that you found it wasn’t as highly valued as you perceived it to be. Point in this is that the investment a buyer makes must meet the minimum logical perceived value. To avoid this mistake, be sure to include the financial value within the 2nd phase of the sales process. Emotional Value In emotional buyer’s, we discuss the different emotional reasons a buyer will make the decision to purchase. As an overview […]

Getting to the Emotional and Logical Value Greater Than Your Asking Price. See more on: MasterMind Digital

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Why is someone going to purchase your product or service?

Creating a Compelling Reason to Purchase Your Product. This is the next phase in the buying process. If you missed the first part of building a relationship with your customer, click here to see the first phase of the buying process. Once you have established the relationship with your customer you now need to take them through the process of understanding your product and why your product will take care of their problem, pain point, or challenge. The need to have your core values in place comes up once again. It will directly influence what you say when discussing your product or service. For example: if your core value is to increase your bottom line you will stop at nothing short of illegal to kill off your competition but if your core value is to have the customer find the best possible solution you would be willing to offer a someone else’s product or service to the buyer. These two opposite extremes will dictate your sales copy, your Features and Benefits, and how all of this is presented. Be careful as you proceed that your moral compass is aligned correctly. You can have tons of success and make a fortune but at the end of the day, if you have [manipulation article hyper link] manipulated your customer you cannot create a legacy you can be proud to leave behind. That said here is how the process works. Your customer is looking for two things, an emotional reason to say yes and then a logical reason to say yes. It now becomes important when crafting your message to walk the customer through all the questions that they will possible raise in why they need to purchase or why you are the only option. The format goes as follows: First, identify the problem that the buyer is experiencing. You then offer the solution to that problem. This process would be repeated as many times as you can identify the problems and the solution that your product offers. There are literally 100’s of 1000’s of examples all over our world in the form of marketing. Weight loss is an easy one to pick on so let’s go there. In this old ad, they hit a couple of problems within the first line. “Excess weight may ruin your health and your looks too.” Problem 1: You aren’t health.  Problem 2: You don’t look good.  Solution: Lose weight. Support 1: Others did it so you can too. Support 2: No risk, money back. There are so many other Problem > Solutions built into the copy. As you dig you can find the support evidence of how it changed others’ lives, it is safe and approved by doctors, and on and on. It also identifies other common problems that come along with dieting, such as starvation and the solution is that you don’t have to starve yourself with this product. If you continue to dissect the ad you will see that the core of this could […]

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Building a Relationship with your customers.

Creating the buying experience by understanding the buying process. I have seen many, many, many sales pitches over my life. I am always fascinated by the approach that the sales person takes in order to make the sale. I have come to the conclusion that the foundations of the sale are always going to be exactly the same but the delivery will always be unique to you. That uniqueness stems from your business mission statement, core values, avatar, and business model.  So while many of coaches adhere to a specific selling model they often forget that the foundations of the sale are what built that model. If you want to change the world and offer a different approach, one that gains customer loyalty and passionate followers read on to discover how to create the foundation. Are you building the Relationship? The first step in any sale is always the relationship. You cannot get to a substantial purchase without creating the relationship with your customer. Now, granted the price of an item will directly in affect the depth of the relationship. For example, someone coming in to purchase a $5 trinket from a street seller isn’t really interested creating a relationship with that seller. It is just too low of a price point to really matter much. If; however, you are building a brand, you are creating a consulting relationship, or offering a course the relationship with your buyers becomes of utmost importance. How do you build a relationship with your customer? We have all heard this but will often just breeze by the thought that the relationship must be built. If you have been in or around sales training the most common phrase is that the buyer needs to “know, like and trust you.” What does that even mean? Let’s break in down in a different format, so that we can maybe find a little more clarity. Are you Listening? In order to break this down, we have to create a base off which to build that relationship. While this seems insanely simple we often miss this simple point…. You LISTEN. Listening to your buyer seems counterproductive. After all, you are not telling them about how great your widget is or how much you are going to change their lives.  Trust me… this one step alone can help you increase your sales in ways that you can’t even image. You will be able to learn what makes them tick, what are the pain points, what problem that if solved will change their life forever, or just what their need is. When you ask the question and then listen you are creating the first step in the relationship, you can create the commonality that is needed in every relationship. If through this you are able to share a big old belly laugh and something that is a deep intimate emotional experience, you have gained something in common which then leads to trust. Do they Trust you? Trust is that ever evolving item that […]

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