Bookmarks du 02/27/2009

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  • In fact, lately Xerox has started to tell its customers not to waste their money on unnecessary machinery purchases and is now selling consulting services to help those customers better manage the equipment they have in order to make their end-to-end printing processes as efficient and cost-effective as possible

    tags: xerox, sales, goal, problems, problemsolving, km, lawyers

  • tags: socialnetworking, socialnetworks, value, businessvalue

  • This got me thinking about my own approach to selling my freelance services. Could I get away with saying something similar to a potential client? I can imagine some of them getting turned off, while I can picture others saying “yes.” I wouldn’t dare try it, of course. The sales process is my least favorite part of online freelancing.

    tags: sales, socialmedia, communities

    • Hard sell strategies are aggressive and usually put a high amount of pressure on the client. The clerk who sold me the shovel is a simple example. Other tactics include cold calls, forceful sales letters, and unsolicited pitches. You’re there to sell, they know it, and you know it €” there’s no gray area.
    • Soft selling focuses on the relationship-building aspect of sales. You don’t put psychological pressure on potential buyers. Instead, you find passive ways to show them that you have the solutions they need.
  • Instead of the standard “org chart” with a CEO at the top and employees growing down like roots, turn the whole thing upside down. Employees are at the top €” they’re the ones who actually get stuff done €” and managers are underneath them, helping them to be more effective. (The CEO, who really does nothing, is of course at the bottom.)

    tags: management, management2.0, support, bottomup, organizationalcharts

Posted from Diigo. The rest of my favorite links are here.

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Head of Employee and Client Experience @Emakina / Ex Directeur Consulting / Au croisement de l'humain, de la technologie et du business / Conférencier / Voyageur compulsif.

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