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Posts Tagged ‘doing business’

Are you Asking the Right Questions?

August 8th, 2014 No comments

Did you know…

  • that professional selling is more than just 'telling?'
  • that in the right circumstances, your prospect wants to be 'sold?'
  • that good selling is not something you do TO someone, it is something you do WITH and FOR someone?
  • that controlling someone in sales is just an illusion?

Even in a society that lacks freedom, people yearn for ways to express themselves! So imagine that in a free society, of course people don't want to feel manipulated into doing something, even if that 'something' might actually be to their benefit.

So as soon as some 'sales person' starts talking, talking, talking before they've

  • asked and listened,
  • asked and listened and
  • asked and listened some more…

what routinely happens is that good prospective clients tune them out. Odds of doing business with them nose-dive. This often leaves the weaker prospect that stays and gets 'sold,' and of course then the challenge is to see how to 'get their deal done.'

listen-credit-ky-olsen-posted-cutting-edge=blog-mhpronews-com-

Image Credit: Ky Olsen

There are organizations in manufactured housing that teach good selling, which is much more than telling.

Good selling is like going to a doctor's office. The doctor – or the MD's staff – has to ask probing questions and then follows those questions up with still more questions, all BEFORE tests are done or a recommendation for treatment is made.

We teach forward thinking professionals to ask the right questions at the right times. Then we suggest the proper marketing that makes the phones ring.

l-a-tony-kovach-2014-louisville-manufactured-housing-show-modern-marketing-mhpronews-com-manufacturedhomelivingnews-com (1)

L. A. “Tony” Kovach presenting to a packed room of MH Professionals.

Change rarely happens over night. But if you are doing the right job – the truly professional way – of marketing and sales in manufactured housing, you will see a steady growth in the number of qualified buyers who will call, come, see, believe and buy from you. Don't worry, you'll still get the credit challenged customers too.

When you learn to engage a cash or good credit customer successfully, you'll realize that selling manufactured homes is a noble profession.

Professionals practice and study, practice and study. Professionals ask questions before making recommendations, correct?

i-do-think-that-a-person-can-adapt-and-change-successfully-into-a-can-do-mindset-provided-he-she-is-willing-to-make-the-commitment-to-learning-jim-clayton(c)2014-life

What would you pay to listen to the industry's self-made billionaire for 45 minutes?
Then would you actively listen – take notes and learn – by
clicking here and watching this two part video?

Shall we close with some OBVIOUS questions?

So where do you go to do your daily reading in MH? And where are you getting your professional training to become a star in manufactured housing? ##

latonykovach-com-brushed-cutting-edge-marketing-sales-blog-mhpronews-com-By L. A. “Tony” Kovach

Foreigners!

November 18th, 2012 No comments

Those who come from a 'foreign' land speak and sound differently than we do. When they learn English, it is their second language. It takes some time to learn how to communicate effectively, so that natives and foreigners understand each other.

The same principle often holds true in business.

We learn a way – "our way" – of doing business. We express or communicate that a certain way. When we hear a new way, it may sound strange, almost like a 'foreign language.'

That experience of something being foreign or different doesn't make what is new right or wrong. It means one must first seek to understand or learn the new idea, lingo and terminology. Once learned, the once foreign concept may make good sense, if properly applied.

One key to such new ideas is to approach them with an open mind. This is often easier said than done. We are used to doing something 'our way' ('my way,' etc.). But if we are unwilling to consider or try what is new, then we are limiting ourselves – perhaps robbing valuable solutions from our business – in the process.

Competition

While held in disdain by some, competition truly is a good thing. A person or a company decides to strive for excellence. Over time, they perform at a level that makes a comparable person or operation "look bad."

The fact that some in a market, arena or field do better than others is proof that other can too. As a successful man share with me, the principle of 'prove one' applies. As soon as you can accomplish a result, you've proven it can be done. Once proven, it can be refined and improved.

Trapped by old ideas

posted on mhmsmThe most common thing that holds owners, managers and professionals back is a lack of willingness to try what is new or different. So there tends to be four broad groups.

First are the leaders. By following a new path that they have tried, tested and works, these may build up an edge so wide that other competitors may never match them. Think McDonald's, Facebook or Amazon as examples.

Then there are those who watch their competitors. They see some new approach tested, they follow suit. If they work hard, they demonstrate that they can do it too.

There is a third group, often larger than the other two. This third group will in time buy into the new idea. But they do it later in the curve. As a result, they often may not benefit as much as the first two groups.

Then there is the fourth group. These are like the buggy whip manufacturer. They don't change at all or not in time. They may fail and go out of business as a result.

Manufactured housing

It is self evident that manufactured housing has gone through a cathartic experience in the last 14 years. This is a wake up call for those who remain. Some have learned to adapt and thrive. Others, may only survive.

That there are thrivers proves that the open mind to success – by embracing what at first seems foreign – you or others can advance and thrive too.

Marketing. Sales. Management. Training. Are you doing things the same old way? Are you hoping for the cavalry coming to the rescue? A different, better result without making any changes? Isn't that just wishful thinking?

Positive changes comes through an open-minded willingness to learn and do what is new. What is foreign shouldn't scare you off! This is true in online marketing. It is true in all marketing, sales and management systems.

So long as the new is ethical and positive, it ought to be embraced. History proves that sooner is better later than later!  

Speaking of foreigners

pilgrim-indian-thanksgiving-flickrcc-credit-enokson-posted-mhpronews-com-cutting-edge-blog…our ancestors or us were all foreigners here in America at one point in time.

Safe travels and enjoy Thanksgiving with those whom you hold dear. ##

PS: Check our many Exclusive and Red Hot Featured Articles for November and see the

other new stories and 'Purely Political' cartoons at MHLivingNews.com too.

l-a--tony-kovachL. A. "Tony" Kovach

MHLivingNews.com=Re-Discovering and Spotlighting the MHLifeStyle

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Office –815-270-0500

latonyk@gmail.com or tony@mhmsm.com

www.MHC-MD.com

http://www.linkedin.com/in/latonykovach= connect with me on Linkedin.

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Whether you think you can or whether you think you can't, you're right. – Henry Ford