Welcome to Perfomance Development Strategies.



We partner with our clients to help them determine where they want to go and what results they want to achieve.  Then we help you develop the action plan to make it happen.  We help our clients develop and manage strategic, cultural, and structural changes within their organizations. By working together, we can provide personalized processes and support materials that help turn goals into reality. We help organizations align their plan, people, and systems in order to gain a competitive edge.
We facilitate and coordinate programs to develop your company's human capital, focusing on attitude development, human relations, skill development, and goal setting.

 

...Read More


Customer Service and Customer Loyalty


The mastery of customer service can mean the difference between success and failure. The corporate trend of raising customer service is a business necessity. Customers are more willing to forgive a product failure than a service failure by a ratio of 5 to 1. If customer retention is important, then improving customer service must be the tactic. Unfortunately in many companies, the customer has become a low priority. When people are not treated according to their expectation, they will take their business elsewhere. What’s more, they relay their bad experience to ten or more other people. The question then becomes not whether to improve your companies service standard, but how?

...Read More



What is
coaching? Is it right for you?

Have you ever felt like you are navigating through your professional life alone? If you are like most executives and small business owners the answer is yes. In a corporation, the higher up the ladder you go the harder it is to find someone to discuss dreams, goals, actions, and success strategy. This is also true of the small business owner. Having a coach is like having a needed connection that cannot be made with others. For example:

Your spouse may listen but the dynamics of marriage relationship may cloud perspective and objectivity.

Your friends want to be helpful but they don’t have the training to identify real issues and they don’t have the time commitment.

...Read More


 

PD Strategies Blog

Performance and Development Strategies Blog is the informational place to get timely and purposeful articles on the issues that concern you most.

  • Home
    Home This is where you can find all the blog posts throughout the site.
  • Categories
    Categories Displays a list of categories from this blog.

Sales and Marketing

Posted by on in Sales and Marketing
We visit our doctor solve a problem. That problem has something to do with our health. Let’s say we have a pain in our knee. Our doctor does a thorough examination. She asks us questions such as, where does it hurt? How long has it hurt? She may then suggest some of the causes of such pain such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to our knee pain. She is helping us discover the root cause of our pain so that we will understand the need for surgery, if necessary.   If we are in sales, if we manage a team, or if we teach wouldn’t the doctor’s approach create the best results? According to Dan Pink in his book “To Sell is Human” we have gone from a world of Caveat Emptor (buyer beware) to one of Caveat Venditor...

Posted by on in Sales and Marketing
People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need. If you have been a buyer you know the stress involved in going into a car showroom to buy your next car. With these images in mind it is no wonder that people are reluctant to become salespeople. Now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession or is it something else? It is something else and here is why. If you visit your doctor because you have a pain in your back the doctor does a complete examination and...

Posted by on in Sales and Marketing
People do not like to be sold but they sure like to buy. Most if not all of us are in some form of sales but to be successful we need to more to the buyer side of the table and assist them in buying. So here are seven ideas to help you open a conversation and assist your clients in buying: 1. Don’t use a sales pitch but instead start a conversation. When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves 2. Your central goal is always to discover whether you and your potential client are a good fit. Let go of trying to “close the sale” or “get the appointment.” If you simply focus your conversation on problems that you can help...
Tagged in: Sales Trusted Advisor

Posted by on in Sales and Marketing
If you don’t have a clear message people will not understand you. When asking entrepreneurs about one of the biggest business challenges a large majority with answer Marketing. According to the American Marketing Association, “Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large”. That is a complex statement. I would simply define as being top of mind when your prospect is ready to buy. Do you know your target market?   It is important to define the parameters of your ideal prospects because it will help you to focus on those areas and people with whom you have the highest probability of success! This may be counter intuitive but in defining your market less is more. The best way to do this is to identify your competitive advantage and determine who is most likely...

Posted by on in Sales and Marketing
The easiest way to lose trust with your customer is by making promises you cannot keep. No one wants to intentionally lie but frankly many people in sales are not completely truthful with their clients. Why? The biggest excuse I hear is that they are afraid to be negative with their client. They think that if they don’t tell the client what they think the client wants to hear then that client or prospect will go somewhere else. That might be true in some cases but wouldn’t you rather be the salesperson who exceeds your customers’ expectations rather the one that disappoints the customer? A skilled salesperson knows how to manage the customer’s expectations and then over deliver on those expectations. No one likes to say no. You want to say yes to everything so that you customer will decide to go with you and your product or service. You really...

Posted by on in Sales and Marketing
Many salespeople start the sales process by asking a closing question? For example, did you ever look at a car and have the salesperson approach you with this question: “What would it take to have you drive home in this new car today?” The salesperson wants you to say yes. However, an experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer will be “Yes!” This means that you first need to determine your prospect’s wants and needs. I have found in my coaching process that most people having trouble with sales do not take the time to ask questions of their prospects before asking for the sale. You won’t make the sale if you move too quickly just as you would not drive to a destination ignoring all traffic lights. Think of the sales buying selling process as a series of...

Posted by on in Sales and Marketing
People do not like to be sold but they sure love to buy. There is a lot of truth in that statement.   Today we have many opportunities to self-select or products and services by researching everything we want to know about a potential purchase. All we have to do is Google it. With all of that why do we need sales? We need sales more than ever but we no longer need or want the old time sales where the salesperson has more information than the customer and uses that information disparity to persuade (or force) the customer to commit. Now we must be more skilled in the sales profession because we are an assistant buyer assisting a highly educated customer find a solution.     Helping provide a solution requires attunement. We will be more attuned if we ask important questions and listen carefully for the answer then ask more questions...

Posted by on in Sales and Marketing
Here in Westchester NY there are many opportunities to make connections at the many networking events. Networking is a great way to build your business. But just like your other business processes, you need to have a networking process. You should have goals and measured outcomes. And here are a few examples of goal categories:    •     Identify suspects (those who might become prospects with further qualification)    •     Develop strategic alliances (sell things that compliment your product or service)    •     Develop referral sources    •     Develop and maintain relationships    •     Interactively prospect    •     Impact sales results You can achieve greater results in your Westchester networking activity if you work on becoming a “center of influence”. Here are three characteristics common to successful centers of influence. The first is trust. Someone must trust you and must feel comfortable with you. So begin with building a relationship. Learn as...
Tagged in: Networking Sales

Posted by on in Sales and Marketing
How do you compare doctors with salespeople?  People have a perception of a salesperson as a pushy person trying to convince someone to buy something he or she does not need. If you have been a buyer you know the stress involved in going into a car showroom to buy your next car. With these images in mind it is no wonder that people are reluctant to become salespeople. Now what is your perception of your doctor when you have a problem or a pain? If you are going because of stress, anxiety, or pain you are looking for the doctor to relieve your pain and solve your problem. This is the exact opposite image that you might feel about sales? Is it the profession or is it something else? It is something else and here is why. If you visit your doctor because you have a pain in your back...

Posted by on in Sales and Marketing
STOP SELLING AND START BUILDING RELATIONSHIPS Sometimes we can all use a friendly reminder that sales today is more about developing relationships rather than closing sales. Here are 7 ideas that will open up your current sales thinking and help you become more effective in your selling activities: 1. Don’t use a sales pitch but instead start a conversation. When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves 2. Your central goal is always to discover whether you and your potential client are a good fit. Let go of trying to “close the sale” or “get the appointment.” If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move...

Recent comment in this post Show all comments

  • Randy Swaim
    Randy Swaim says
    Certified Executive Coach Hi Grant. Long time no see. Great points and yesterday I was working with a new life coach on thes...

Posted by on in Sales and Marketing
People approach social media as if it is something cool like a shiny new object. In fact when discussing social media the word “cool” is used repeatedly. Is social media a fun cool object or is it a business tool. I think that the answer to that question is both. People use social media for fun and entertainment but since this blog is about business performance I would like to talk about using social media to get business results. Today businesses and professionals use social media that same way they used to use the Yellow Pages, the newspaper, magazines, and flyers. How did business decide where to put their marketing dollars? To begin with, they analyzed their market. Here are three very simple questions. Who does your business help? How does your business help? Where does your business help? These are basic marketing questions. You may have heard a business coach...

Posted by on in Sales and Marketing
Many business owners know that they should be using social media for their business. However, many are bewildered by all the choices. To make matters worse there are many different social media experts telling them what they should do and what they should say without understanding the business. In my opinion this approach is counterintuitive. Social media is simply a new form of advertising and communication that requires a plan and strategy to be effective. To help connect business reality with the new media I recently teamed up with a social media strategist. Here is some of what we discuss. It is important to have a clear message? How do you differentiate yourself from others? What is your unique value proposition? These questions will take some thoughtful analysis. Ask yourself the following questions: What is the best thing you do? Who is you target market? How to people learn about and...

Posted by on in Sales and Marketing
Many salespeople start the sales process by asking a closing question. For example, did you ever look at a car in a showroom and have the salesperson approach you with the question, “What would it take to have you drive home in this new car today?” An experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer will be “Yes!” Let’s begin with a typical sales call. You start by building some rapport and trust with your prospect. This might include a warm welcome, some opening questions about them or their business, good eye contact, and other such techniques to establish a productive relationship at the beginning of a sales engagement. Once you have established some trust, follow this four step process which will help uncover their wants and needs so that you can offer the solution. 1.   Start by asking your...

Recent comment in this post Show all comments

  • Sheta Kaey
    Sheta Kaey says
    Great post! These are excellent questions for the potential client. I don't believe I've ever asked #3 of anyone...

Posted by on in Sales and Marketing
There is a paradigm shift in sales. And why is this happening? According to Dan Pink in his book “To Sell is Human” it is because we have gone a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. The old term in sales, ABC (Always Be Closing) has been replaced by consultative selling. Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold. Linda Martin, founder of Resource Associates Corporation said, “People do not like to be sold but they sure like to buy”. Doesn’t it make sense then to assist the client in the buying decision rather than...

Posted by on in Sales and Marketing
Becoming a trusted advisor is a process that is built on credibility, trust and respect. Many business advisors and sales consultants talk about how they want to be a trusted advisor to their client. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. I have recently read Dan Pink’s book, “To Sell is Human”. In my opinion this goes to the heart of being a trusted advisor. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact anything a buyer wants to know is on...

Recent comment in this post Show all comments

Posted by on in Sales and Marketing
According to the American Marketing Association, “Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large”. That is a complex statement. Marketing is simply defined as being top of mind when your prospect is ready to buy. Know your target market. It is important to define the parameters of your ideal prospects because it will help you to focus on those areas and people with whom you have the highest probability of success. When defining your market less is more. Start by identifying your competitive advantage and determining who is most likely going to benefit from doing business with you. The tighter you focus that market on your competitive advantages, the more likely you’ll convert those market members to prospects. For example, a financial planner I know differentiates himself by providing specialized services for...

Recent comment in this post Show all comments

  • Kalynn Amadio
    Kalynn Amadio says
    Right on Target You know I'm a believer Grant and your article sums it up nicely for business owners. Our current co...

Testimonial


Grant has worked with us at MAS to provide expert strategic planning knowledge and direction, effective goal setting and team development. I highly recommend his services to anyone who is looking to grow, organize or even redefine their business growth goals. Marshall that he had the greatest sales increase in 2012 30%

December 6, 2012, ~ Lisa Schmid and Marshall Marinace

 


 

Home  |  About Us Business Perfomance  |  Leadership and Coaching  |  Blog  |  Contact us

Copyright© 2016  Performance Development Strategies, LLC. 
P: 914-953-4458   E: grant@pdstrategies.com

Powered By RAC Creative Services