Roy's Blog: Sales
May 27, 2013
Does your compensation plan accommodate your salespeople when they LOSE a sale?
Rather than flogging stuff at people, salespeople should be rewarded for doing the RIGHT thing for a customer even if it means sending them to another supplier who has exactly what they need.
At the end of the day, the ONLY thing that matters is the customer relationship.
And if maintaining a trusted connection with someone means you pass the short term sale off to your competitor, then DO IT!
Your customer will remember you for it.
They will most certainly tell others about your integrity and honestly.
And they will return to transact with you because you proved you have their best interests at heart.
March 10, 2013
Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce?
Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are not unique, if you don’t stand-out from the crowd, you won’t get noticed. You will be ignored. You will be “white noise”. You will blend into the background.
You will fall short of what you expect of yourself. It’s as simple as that.
This ebook will show you how to stand-out, not fit-in.
Yes, education is important. And a proven track record of achievement. But it’s not enough. The Herd looking to get ahead is replete with well educated, accomplished people who are dissatisfied with their career.
You need to be MORE than a smart individual who has done stuff. You need to BE DiFFERENT. You need to have a unique brand. You need to be The ONLY one who does what you do. I
My eBook will help you stand-out rather than fit-in.
You will learn the simple, practical things I did to make my mark in fast-paced, technology driven, intensely competitive businesses. Where many people coveted the same leadership positions. Where personal rivalry was deep. Where hand-to-hand combat for advancement was an everyday occurrence.
To survive and advance in my career, I had to develop such winning concepts as The ONLY Statement for YOU!, Muzzle the Ego Beast, Personal $Currency Boosters, The Career Game Plan, Side of the Angels, Line of Sight Leadership, Do-Not-Be-Surprised Tactics, Target the WHO and The Magic Question.
Learn from my innovative career winning approaches and my personal experiences. They are DiFFERENT. They are proven. They will work for YOU!
Let me be your coach, guide and mentor.
You won’t regret it.
What my Readers say…
“In ‘BE DiFFERENT YOU! Roy Osing offers practical advice and proven methods for any professional who wants to be noticed, gain champions and effectively progress their career.”— Josh Blair, EVP Human Resources & Chief Corporate Officer, TELUS Corporation, Vancouver
“Employees are always asking: what does it take to be a future leader – your book tells them if they want to listen. You gave many real life examples that make the read enjoyable but also real for the reader. Thank you so much for taking the time and passing on your learnings to others who are currently in the same situation or will be soon. The path and vision you paved for others to see is insight they would not normally get unless they were being mentored or are living it.”— Shane Sabatino Senior VP, Human Resources, The Brick Group, Edmonton Canada
BE DiFFERENT YOU! is available at the following eRetailers…
March 8, 2013
Never has it been more important for your business to be distinctive—to be different—in the marketplace than it is today.
Consumers are spending fewer discretionary dollars. Competition is intense as businesses jockey for the winning formula to attract customers, remain profitable and survive in this challenging environment. Those that don’t face this reality slowly wither and eventually fail.
In BE DiFFERENT or be dead:Your Business Survival Guide, Roy Osing explains how businesses can navigate the turbulent waters of the contemporary economy. Drawing on his distinguished career as a business executive, entrepreneur and leader in the telecommunications industry, and as a business consultant, Osing gives you the real deal: performance enhancement and survival ideas based on solid business principals that he has successfully implemented in the real world.
Osing focuses on strategies that he has personally developed and executed: things you can do today to immunize your organization against performance decline and business failure tomorrow.
Strategies that work.
For business strategy executives, marketing and sales executives, customer service executives and business owners and entrepreneurs alike, BE DiFFERENT or be dead is an invaluable resource for any leader looking to create a competitive edge for their organization and build long term success.
What my Readers say…
‘I had trouble putting this book down. In these challenging times this is exactly what business leaders need to weather the storm. BE DiFFERENT or be dead by Roy Osing is bang on for sales people, marketing executives, entrepreneurs and owner operators. Learn from Roy…I did!’
— Dr. Peter Legge, OBC, LL.D (HON), CEO/Chairman/Publisher Canada Wide Media Limited
“The business book market is awash in ‘how to’ manuals on a myriad of topics. Some are better than others, most simply a recapitulation of material that is all too familiar. Most make grandiose promises but few deliver. Few are truly different. This book is.”
— Brian Canfield, Director and Chairman of the Board, TELUS Corp
“BE DiFFERENT or be dead is one of the top business books in the U.S.”
—Soundview Executive Book Summaries, Concordville, USA
For business strategy executives, marketing and sales executives, customer service executives and business owners and entrepreneurs alike, BE DiFFERENT or be dead: Your Business Survival Guide is an invaluable resource for any leader looking to create a competitive edge for their organization and build long term success.
January 28, 2013
The role of Sales has been grossly distorted. The Used Car Salesman. The person that pounces on you when you enter a store. The Flogger who pushes a product at you regardless of whether it is a good fit for you or not. The Pressure Man who beats you into submission and you are “forced” to buy just to avoid further torment.
Is this what Sales should be doing? Not from where I’m sitting.
The redemption of Sales can only be achieved by obliterating Sales as we now know it and replacing it by sometime that customers value.
We should redefine the function as Un-Sales and describe it as the folks that DON’T sell.
Here are Six Rules of Un-Sales:
Un-Sales Rule #1 - have a conversation with the customer to learn something about her that might be useful in satisfying what she wants.
Un-Sales Rule #2 - by asking questions and listening, try and discover her SECRETS, the stuff no one else knows.
Un-Sales Rule #3 - take notes of what you learn. No act shows that you care about what she says than note-taking.
Un-Sales Rule #4 - adopt an active SERVING role. Let her control you. Find ways to make her feel good about your relationship. If she looks forward to seeing you, you’re on the right track.
Un-Sales Rule #5 - follow up regularly with her to make sure all is good. This is probably the biggest failure of the Flogger. No follow up communicates that you don’t care. Stay away from this trap.
Un-Sales Rule #6 - be a passionate Advocate for her inside your company. There is nothing worse for her than having to battle your bureaucracy when she needs something. Be there for her. Wage battle for her. Take the hits for her. And learn what it’s like doing business with your company. Maybe you can help improve it.