More sales are made with friendship than salesmanship
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.” Your mother never told you to use the alternative of choice close or the sharp angle close on Johnny. She just said make friends. That may have been one of the most powerful sales lessons you ever got. It is estimated that more than 50% of sales are...
Common questions on forklift training and trainers
OSHA doesn’t list qualifications for forklift operators, requiring only that the employer certify the operator. The operator need not possess a driver’s license, but must be at least 18 years old under child labor laws. Beyond that, the operator must go through training under a qualified trainer. Unfortunately, OSHA’s criteria for trainers are somewhat vague. Below are some common questions on forklift training. Does OSHA require a...
The Secrets of Visionary Thinkers: Two simple steps to crushing subconscious assumptions
When we think about famous visionary thinkers, we subconsciously assume that they have some magic characteristic that the rest of don’t have or can’t achieve. But in reality, the only magic they have is an intuitive understanding of how to avoid some very common creative thinking blocks. One of those blocks is the Curse of Knowledge, a cognitive bias, or mental shortcut, that all humans’ share. Stuck Inside the Box: The Curse of...
29% increase in new Industrial Manufacturing Planned Projects in May 2023; Minnesota new to Top 10
IMI SalesLeads has announced the May 2023 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 184 new projects in May as compared to 143 in April in the Industrial Manufacturing sector....
Loyal customers are a breed – and you are the stud
Customer satisfaction is at an all-time high. Customer loyalty is at an all-time low. Why? Simple. Satisfied customers will shop anywhere. Satisfaction is not any indication that the customer will repeat a purchase. As a consumer, you have often been satisfied and never returned to that place of business. A more complicated reason is that business is just now discovering that satisfaction is no longer the measure of customer success –...
Getting closer
I am sitting at my computer on May 14 wondering if my T Bills will be worth anything two weeks from now. I must tell you, on a financial front, we are in deep Dudu if we default on our debts. WHAT A MESS. And if I get bored, I run to YouTube to see what I can find out about where the EV (Electric Vehicle) vs ICE (Internal Combustible Engine) debate stands. Came across one program that was pretty good where they compared EV total cost...
Time to balance out your dealer operations to lessen employee fatigue and low morale
I recently attended the MHEDA’s Annual Convention and Exhibitor Showcase and as always, came home with some great takeaways and new industry connections. The theme of this year’s convention was ‘The Human Factor’, which is the topic at the heart of every organization. One topic specifically addressed employee burnout. As one of the 2023 MHEDA material handling business trends states: ‘Some employees are experiencing worker fatigue...
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