Best Practices

Read clients' moods, behaviors to avoid conflict
In dealing with difficult or rude customers, a three-step approach can help salespeople to avoid overreacting. The approach involves taking into consideration human nature and that everyone has good and bad days; figuring out how to read people and body language; and adjusting your approach according to the particular client and that person's mood. Selling Power (free registration) (7/11)

Do unto others ...
You never know whom you might need in order to seal a deal in the business world, so take caution when working with others: Mind your manners and don't burn bridges. "People have a natural tendency to reciprocate," says speaker and business writer Marc Diener. "Be fair, and most people will be fair to you." Entrepreneur (7/2007)

Management

Focused objectives essential in motivating workers
Leadership that provides a strong vision, statement and clear sense of purpose and objectives will inspire employees. Also essential, however, is sustaining the motivation beyond the initial burst of enthusiasm. FastCompany.com (7/10)

Customer Relations

Customer service: The "glue" that holds a business together
Customer service "can be the glue that binds the organization together," says customer management expert David Rance. He urges companies to give the customer service department a seat at the table and allow customer service reps to give feedback on product issues and planning decisions. CustomerThink (7/16)

Training and Presentation

Train current employees for new positions
Consider employees within your team or company to fill positions, and spend the time and money to properly train them -- a model followed by Fortune 500 companies, says business consultant Joan Adams. "Remember, these folks only spend money on things from which they see a measurable return. Training clearly is giving them a bang for their buck," Adams says. Supply House Times magazine (7/2007)

Closing the Deal

Be prepared to take charge after lazy days of summer
"...[B]eing ready for the holiday season is important -- anyone can understand that," says CGSM President Mark Kolier in a SmartBiz column. "But being ready to hit the ground running when everyone is back from vacation after Labor Day requires advanced planning."

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