Comments for Wily Manager

Comment on The Wily Guide to 2012 by Glen

Glen — Mon, 16 Jan 2012 17:23:12 +0000

Marcelo,
I also deal in a long sales cycle and a complex product. Jed is right and the closing questions are important but in such a sales cycle you need to know that answer upfront. If its a complex product Im guessing it comes with a high price tag as well. Before you do all the hard work of preparing proposals and going to them for presentations, find out if they are approved to purchase the product (have the funds allocated in their budget) and have calculated the ROI or are merely researching and adjust your time spent and approach accordingly.

If they are purchasing, find out their time-line and do your best to keep them on schedule.

If they go quiet, talk to them, ask questions, ask for updates, use your boss as an excuse and tell them you have to submit a report and need to know where they are in the decision process. You’ve built up a relationship so use it.

Cheers

Comment on Is There Hope for Introverts? by Alternate_Reality

Alternate_Reality — Wed, 11 Jan 2012 13:56:40 +0000

I get what you’re saying by “Recovering-Extrovert”. Because most *typical* extroverts are immature and easily engage in vain talks. Some can accept an introvert better and some not at all.

Still, you’re an introvert. When you used the term “Recovering-Extrovert” it actually really reflects on what you wish to be.

Let people think what they want to think. But you must be clear yourself first. Being introverted is tough,because visuals, colors, sounds, etc. anything from the external put on a high scale are potential to drain an introvert. The problem is here, most extroverts can’t understand the concept at all.

Still, put an introvert in an environment that he/she prefer, plus engage them in a conversation they most prefer and they would seem like an extrovert. It’s a weird irony. I mean I’m an introvert and I have good social skills but small talks I do found subtly draining and sometimes even pointless.

Introversion is also linked with excellent talent, yes. Not to say extrovert aren’t talented/creative. But it’s proven introvert have greater focus and longer attentional span. Plus, because normally introvert can’t bear way too much or too long external stimulation usually they don’t take drugs/smoke as it would drain them faster. Well, the wise ones anyway.

For now, most introvert can only “adapt” to the world. But the truth is, in the usual case the introvert aren’t able to live to his/her full potential much, because of the “repression” and the current stigma that exist. While I don’t think it’s wise to force an extrovert to understand introversion, at the same time I do think an extrovert can be a bit wiser just like an introvert can have good social skills.

But I always keep this inside my head, to prevent myself from fooling my mind: good social skills doesn’t equal to good amount of energy too. Plus how the brain is wired. No one can change it, unless some kind of accident occur that damage the brain, or any kinds of mind altering method/medication that IMO would give even more negative effects than the seemingly illusive impression that extroversion is the only key to happiness.

True, extroverts are mostly happier but are usually extremely dependent. To come up with something completely new, original and inventive or whatever it is to bring good a detached person, capable of thinking outside the box suits this quest the most.

Who knows, someday a typical introvert would not being looked as a loser and gets to connect with everyone but in ways that is different and even more subtle. That’s when most people decide to be a bit more intelligent and realize what’s really really wrong. It’s not impossible, just don’t exist… YET.

Comment on The Wily Guide to 2012 by Jed

Jed — Wed, 28 Dec 2011 18:07:35 +0000

Hi Marcelo – thanks for your question. Sounds like you might take a hard look at the closing questions that you are posing to your potential buyers. My guess is that the type of closing questions is allowing the buyer to put off making the decision.
A “trial close” will help you find out why the buyer might be hesitating … then you can plan how you can resolve his reasons for hesitating. “What more would you need to know before making a desision?”
“What concerns do you have?”
At some point though once you’ve answered the concerns you need to ask more directly for the order with a closing question or statement. “Can we start the paperwork with you to make sure we deliver it to you by the close of business tomorrow?” “Let’s start the process so you can get onto your other priorities. Sound good?” “Would it be better to have the product delivered on Wednesday or Thursday?” Try to leave them with a question or statement that requires a yes or no answer and doesn’t give them an easy out. If you get a no … then ask more trial closing questions to uncover objections but always try and end the converstation/communication with a closing statement asking for the order. Longer selling cycles are also about relationships … sometimes no means no and sometimes it jsut means not right now.

Comment on The Wily Guide to 2012 by Marcelo

Marcelo — Tue, 20 Dec 2011 22:41:56 +0000

Hi there.
I´m writing from Argentina.
I really like your webcast and articles at your website, they are really well done and helpful for my job.

Congrtulations and keep sending them please…!!

I have a question maybe you could send me some ideas.

Sales process for a complex product: after several presentations and a well structured proposal there usually comes a “desert time” where my propspect doesn’t show any sign. No rejection no approval…
What kind of suggestion do you have for these kind of situation (very common…I guess)

Thank you and all the best, Marcelo French

Comment on Here’s a Stupid Idea by David

David — Mon, 26 Sep 2011 16:35:06 +0000

Great video clip! Great reminder to take more risks.

Comment on Inappropriate Behavior in the Workplace: Dealing with Weasels by maya

maya — Fri, 23 Sep 2011 06:38:13 +0000

Sir ,Ilike the way you have explained varies inappropriate behaviour and the ways to tackle them.

Comment on When Command and Control Works by Kim

Kim — Tue, 20 Sep 2011 02:04:33 +0000

Just do it. Only a marketing slogan not management advice.

Comment on Weasels in the Workplace by Bob

Bob — Wed, 07 Sep 2011 12:58:17 +0000

Yep… you got me. I should know better, too. Perhaps it comes from having worked in a grocery store too long, where we did stock poultry.

Comment on Weasels in the Workplace by shane mortensen

shane mortensen — Wed, 07 Sep 2011 05:34:56 +0000

Lost in translation: “Stock”/”Stocking” vs “Stalk”/”Stalking”…

”
Weasels are considered vermin because they stock poultry and rabbits used for commercial purposes. The workplace weasel also undermines commerce – usually by more insidious means than stocking poultry
“

Comment on Managing Former Peers: What Happens After Your Promotion by Kim

Kim — Wed, 31 Aug 2011 03:16:24 +0000

Stupid is one thing, if by wrong you mean illegal or immoral then I’d consider looking for a new job/boss. Now if it’s simply stupid then you should present your business case for a smarter/better option.