dta Worldwide

Difficult or Different - how do you see other people?

Malcolm — Thu, 12 Apr 2012 02:58:58 +0000

How often do you have a disagreement at work? How often do you think people are being difficult. How many times do you find it difficult to deal with customers and colleagues? Wouldn’t it be good if you could see that people are not difficult but just DIFFERENT? By learning about interaction effectiveness that is an acheivable goal.

Take a look here

Management V Leadership

Malcolm — Thu, 12 Apr 2012 02:51:32 +0000

From a recent article in Forbes magazine - and a comment we posted in response.

Read it here

We do a lot of work on leadership with our clients. It is important to maintain a balance between leadership & management as both are vital to success. What we tend to see is that there are many people with good management skills. Because leadership tends to be ‘less tangible’, it is an area neglected by some organisations as being ‘too fluffy’. Leadership of course is not hierarchical, so we can develop leadership in all people, regardless of their position as a manager.

Selling - more than just a numbers game

Malcolm — Sun, 26 Feb 2012 21:35:20 +0000

There are a number of flaws in the ‘traditional’ approach to selling. Sales people need selling skills for sure. What they also need is excellent interpersonal skills. This will help them to tailor each sales call for each customer rather than having a ‘one size fits all’ approach. They need optimism & resilience which comes through emotional intelligence. They need to network - the days of cold calling customers are numbered. Sales people need to understand the customers’ business and what they can do to improve outcomes for that customer. This requires questioning - not just about the ‘need’ for their product - more so about what else will help the customer.

Leadership - not always easy?

Malcolm — Wed, 09 Nov 2011 05:29:50 +0000

dta continues to work with organisations large and small to help develop their people. In recent weeks we have worked with clients in the fashion industry, cinema technology and telecommunications. There are common challenges faced by these companies all of which revolve around people. We are complex beings and taking a linear, methodical approach doesn’t always work. Leadership requires vast amounts of skill and the ability to interact with people of all behaviours. How are you developing your interpersonal skills? Get in touch and we’ll let you know how we’ve boosted leadership capability in many of our client organisations.

Emerging Trends in Professional Selling

Malcolm — Tue, 23 Aug 2011 23:09:30 +0000

Malcolm Dawes, Managing Director at dta WORLDWIDE has been working with a number of co - contributors on a brand new book entitled ‘Emerging Trends in Professional Selling’. If you sell for a living, you manage a sales team, or are responsible for the growth of your business and you want the best outcomes for your sales efforts – this book is for you.

Some of the world’s leading trainers, consultants and coaches in the world of professional selling bring you detailed ideas on how you can improve your personal performance, and the performance of your sales team. Inside this volume you’ll find 12 chapters to ensure you are informed about the latest trends, research and best practice in professional selling and sales management.

For your copy at a special rate - contact us at info@dtaworldwide.com - and quote ‘dta book promo’.

Emotionally Intelligent Selling

Malcolm — Mon, 04 Jul 2011 03:44:46 +0000

dta has been busy delivering workhops on a number of topics over the past few weeks. One of these has been on the subject of Emotional Intelligence (EI). Most of those participating have been in sales and consulting roles. We know that EI and our positive attitude is vitally important in the area of selling. How much do you use emotional intelligence attributes required for high performance in selling? How optimistic and resilient are you? How often do you use empathy in the sales environment? If you want to know more about how EI can improve your sales performance, contact dta now at info@dtaworldwide.com

Optimism

Malcolm — Tue, 07 Jun 2011 01:55:05 +0000

You can never tell what is around the corner. One minute we may be doing well in our job, business or social life the next minute, without warning, all that changes. The way in which we deal with these changes in our lives is pivotal to our ongoing success. How do you respond when things go wrong? Who do you blame? What do you do with the negativity that you feel? Keeping things in perspective and applying positive thinking in any situation will help you. Having an optimistic view and high levels of emotional intelligence will also be of great value in getting through lifes challenges.

Positive Thinking

Malcolm — Mon, 14 Mar 2011 03:50:47 +0000

Through repeated suggestion, the subconscious mind can be put to work for you. It’s about being able to concentrate your mind on your burning desire until your subconscious mind accepts it as fact and begins to devise ways of bringing it about. It’s where hunches come from, sudden flashes of thought & inspiration.

To access the power of auto suggestion, go to a quiet place, perhaps in bed at night. Close your eyes and repeat an affirmation of whatever your goal happens to be. If it’s the accumulation of a sum of money, reiterate the sum and the time limit for its accumulation. If you think positively, positive things happen - if you think negatively - your goals will never be achieved.

Exceptional Customer Service

Malcolm — Wed, 23 Feb 2011 20:52:28 +0000

Exceptional Customer Service

Customer service is something we are all exposed to. Some good and some downright bad. Only recently in the news has been examples of the high number of complaints about poor customer service in some areas of the telecommunications industry. Airlines too get their share of bad press for poor customer service.

It is well accepted that people will continue to do business with a company - even if they have a complaint - when they have received good customer service. dta has recently been working with Fuji Xerox Australia in the Business Services area of the company. Fuji Xerox have long recognised that exceptional customer service is what will ensure that they continue to maintain a good customer relationship with their clients. This in turn will ensure customer loyalty and continued profitable business for Fuji Xerox.

So far around 50 Fuji Xerox staff have attended a workshop to further enhance their customer service skills. Ted Hargraves, National Administration Manager - Business Services at Fuji Xerox Australia commented that ‘our goal is to improve our tools and training in Customer Administration so that our people have the resources and capabilities to manage and effectively respond to customer queries. The “exceptional service training program” has focussed on the required competencies and given us the framework and structure to provide benchmark customer service.

So how do you provide exceptional customer service? Here are some top tips:

Ask the right questions - do you really understand what your customer needs - which may be different from what they want!
Be reliable - if you say you will do something or get back with some information - DO IT!
Keep your customer informed. If circumstances change - let your customer know. Better they are informed about changes than thinking all is happening when it may not be.

To find out more about Fuji Xerox Australia - click here - www.fujixerox.co m

Click here to find out more on providing Exceptional Service to your customers

How do you sell?

Malcolm — Wed, 28 Jul 2010 05:50:15 +0000

How are you selling? Is it using brochures and an approach which means building successful customer relationships depend only on a sale? Or do you try and understand your customers from a more holistic perspective? Don’t just flog your product - know your customer - connect with them help them and add some value. Use your interpersonal skills to engage and with them. After all, they can learn about your product on the web! Q: What is your job as a sales person? A: To know your customer. Do that and you will find success.