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Realizing customer needs is key to
top sales performances
By
Patrick Malone
Special to GwinnettForum.com
SNELLVILLE, Ga., Dec. 5, 2006 -- "It finally occurred to me
that I wasn't selling so much as I was joining the customer in buying.
After that, it was much easier to do business."
Malone |
For years, sales force development has involved product knowledge,
sales tools, sales strategy and tactics and techniques designed
to close more sales. That isn't enough. You know it and so do your
top performers. So exactly what is "it?"
Actually observe top performers, those who have a deep and loyal
client following, and see:
1. Top performers OPEN by taking a very strong and confident
stand about their ability to help the buyer reach a confident
buying decision.
2. Top performers FOLLOW the customer to wherever he/she wants
to take that opening. While listening, top performers are extremely
accurate at imagining how the customer is thinking and feeling
at the moment.
3. Top performers CONNECT themselves and their thinking to fit
in alignment with the customer's current point of view.
4. Top performers RECOMMEND options only when they themselves
believe a given idea is worth pursuing.
5. Top performers CLOSE or end their involvement by reaching final
conclusions, but only when they reach confidence along with the
buyer. They must both reach confidence together. That's the cement
to the relationship: mutually achieved confidence.
Salespeople are most likely to earn the trust and respect of their
customers if they recognize that customers are decision-makers and
treat them accordingly. If both the salesperson and customer see
that making a decision is the goal of a sales interaction, then
they are automatically working toward the same objective.
Effective salespeople are able to put aside their own agenda and
seek to understand a customer's needs, problems, and feelings about
potential solutions. Then, the salesperson can confidently present
ideas and solutions aligned to the customer's goals and objectives.
This leads to working relationships.
Is due process being denied at Hog Mountain
Baptist?
By
Elliott Brack
Editor and Publisher
GwinnettForum.com
DEC. 5, 2006 -- The legal profession often addresses the term "due
process" when trying to settle difficulties. The term is defined
simply: "An established course for judicial proceedings or
other governmental activities designed to safeguard the legal rights
of the individual."
Brack |
The term comes out of the fifth and fourteenth amendment to the
U.S. Constitution (see below). And it has been interpreted over
the years to give wide latitude in ensuring that a person's rights
are considered in legal squabbles.
That came to mind when hearing about the wrangle going on about
possible renaming of a 152 year old church. Some members of the
Hog Mountain Baptist Church have voted to change the name of that
institution, against the wishes of others with ties to the church.
The problem arises as church membership has declined, with not many
attending a meeting where the name change was voted 22-7.
With approximately 75 members of the church, the question that
jumped into my mind was if those not attending were denied due process
about the potential vote.
The church pastor has sought a name change, apparently out of embarrassment
of the name that the church has been called in its 152 year history.
The pastor said he was teased about the name of the church, and
maintained that "pigs are considered dirty in the Bible."
He also points out that there is no official town of Hog Mountain,
though the community has been known by the name since the time frontiersmen
drove hogs and cattle to market from the outer reaches of early
Georgia to Augusta over a trail, often stopping in the community
that would be called Hog Mountain.
Wondering whether absent members had been denied "due process,"
we asked one attorney about the situation. We were surprised at
the answer:
"The courts won't touch that question," he anticipated,
"For time after time, they have refused to enter into controversy
when it concerned two groups: any church question, or any question
involving the Georgia High School Association."
That stopped us cold in our tracks. We had never considered those
two groups linked in any way. But now we hear that apparently the
two are similar, according to the courts.
The uproar over the Hog Mountain name also puzzled us. We have
over the years visited in the community, and have seen house after
house with decorations in cement or plaster of pigs often in yards
or smiling besides their front doors, as proud homeowners celebrated
their community name. Of course, all Hog Mountaineers don't promote
the community name, we would anticipate. But it seems an overplay
to attempt to change a name of an institution that has been around
for 152 years!
The vote's been taken on the church matter. There may be no way
to un-do that, which we lament. Yet at most churches, particularly
Baptist churches (and we know from our being raised a Baptist) that
ministers and members come and go. And who can tell whether the
next generation might seek a return to the days of old, and re-institute
the proud, colorful and unique name, "Hog Mountain Baptist
Church."
* * * * *
For your information, here is the wording of the two amendments
concerning due process.
The Fifth Amendment to the U.S. Constitution reads:
"No person shall be held to answer for a capital, or otherwise
infamous crime, unless on a presentment or indictment of a Grand
Jury, except in cases arising in the land or naval forces, or in
the Militia, when in actual service in time of War or public danger;
nor shall any person be subject for the same offence to be twice
put in jeopardy of life or limb; nor shall be compelled in any criminal
case to be a witness against himself, nor be deprived of life, liberty,
or property, without due process of law; nor shall private property
be taken for public use, without just compensation."
The Fourteenth Article reads (Section 1):
"All persons born or naturalized in the United States, and
subject to the jurisdiction thereof, are citizens of the United
States and of the State wherein they reside. No State shall make
or enforce any law which shall abridge the privileges or immunities
of citizens of the United States; nor shall any State deprive any
person of life, liberty, or property, without due process of law;
nor deny to any person within its jurisdiction the equal protection
of the laws."
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Anonymous
donor presents Aurora with $100,000 match
The Aurora Theatre has been issued a challenge by an anonymous
donor to raise $100,000 to close its Capital Campaign in the next
90 days. If successful in meeting this challenge, Aurora Theatre
will achieve the fundraising goal of $750,000 for our future home
on the square in Historic Downtown Lawrenceville.
Here is how the challenge works: if Aurora raises $100,000, not
only will the donor match that sum dollar for dollar, but the donor
will also give an additional $50,000 to the general operating fund.
Simply stated - for every one dollar given, Aurora Theatre will
receive an additional dollar and fifty cents!
All donations will be recognized for posterity in the sensational
new theatre, destined to be the premiere performance facility in
North Georgia. Special named gift opportunities are still available
but are going fast. As a 501(c) 3 non-profit all donations to Aurora
theatre are tax-deductible, which is a great incentive to donate
by the end of the year. (Donors should get their donation completed
by the end of the year for tax deductions for 2006.)
An excited Director Anthony Rodriguez states: "This is the
best Christmas present I could have imagined. I am overwhelmed by
the generosity of this community." He adds: "Special named
gift opportunities are still available."
Gwinnett Village CID
holds open house for initiatives
Gwinnett Village CID is hosting an open house to present recommendations
on the corridor studies for Jimmy Carter Boulevard, Indian Trail
Road, and Buford Highway. The studies will include five year action
plans and initiatives for improvements to these critical corridors
in the southwestern part of Gwinnett County. The plans will be available
for viewing on December 6 at the Gwinnett Village CID office from
11 a.m. to 1 p.m. and 4 to 7 p.m. A map to the office can be found
at www.gwinnettvillage.com.
Responding to property and business owners concerns, the Board of
Directors for Gwinnett Village has engaged an outside consultant
to evaluate crime trends in the area and provide recommendations
for improvements. Through efforts of elected officials, proactive
policing, and initiatives by the CID, crime is down in this area
by over 12 percent for 2006.
Recommendations are found in the 96 page report located on the
website at www.gwinnettvillage.com.
Those who would like a hard copy sent via mail, should contact the
Gwinnett Village office at 770.449.6515. CID officials are in the
process of working out all appropriate details for the security
plan with elected officials. Look for the implementation strategy
for security improvements later in December.
Georgia
Gwinnett College announces two deans of schools
Georgia Gwinnett College (GGC) has announced two new deans of schools.
Dr. Cathy Moore of Gainesville will be its first dean of the School
of Education, while Dr. Thomas Mundie, most recently at the U.S.
Military Academy, will be the dean of the School of Science and
Technology.
Dr. Moore of Gainesville will develop GGC's education degree program
to help produce graduates capable of meeting the challenges of the
next generation's learners.
GGC's Vice President for Academic and Student Affairs Stanley Preczewski
says: "Increasing the number of teachers is critical to the
success of this region and this state, and with Dr. Moore's proven
leadership, Georgia Gwinnett College will develop a program to produce
the best and brightest." Dr. Moore has more than 19 years of
experience in higher education settings. She most recently served
in a leadership role at Gainesville's Brenau University, where she
was first appointed director of Graduate Programs in 1997.
Dr. Moore gained experience as a professor of education as well
as the director of the child development center while at Brenau
University. She guided the university's successful accreditation
with the National Council for Accreditation of Teacher Education
(NCATE) and established new Master of Arts in Teaching degree programs.
Dr. Moore received her Master of Science and Doctor of Philosophy
degrees in Child and Family Development from the University of Georgia.
She also received a bachelor's degree in Psychology from Georgia
Southern College.
Dr. Mundie brings 27 years of experience in research and higher
education to his role as the first Science and Technology Dean at
GGC. His responsibilities include expanding course offerings with
an aim of broadening the field of available degrees.
Vice President Preczewski says: "His educational acumen and
experiences advance our ability to achieve our vision for a 21st
Century Campus as GGC prepares graduates to enter a hi-tech workplace."
Dr. Mundie was a professor of Life Science with the Department of
Chemistry and Life Science at the military academy in West Point,
N.Y. In addition, he led research programs at the Walter Reed Army
Institute of Research in Washington, D.C., and Tripler Army Medical
Center in Honolulu, Hi.
He has received a bachelor's degree in biochemistry from Mississippi
State University and a doctorate in pathophysiology from the Medical
University of South Carolina.
Corps of Engineers
halts new private docks at Lake Lanier
The U. S. Army Corps of Engineers has stopped issuing permits for
new private docks and upgrades to existing private docks on Lake
Lanier because of low lake levels.
According to a press release from the Corps, permits for private
docks will not be accepted until the lake level rises above 1,064
feet. The lake is currently at 1,062.83 feet above sea level.
This move is in accordance with the Lake Lanier Low Water Action
Plan. It is an action the Corps has taken several times in the past
under similar drought/low lake level conditions. During the last
year, the lake level was at 1069.47 feet on April 23. It fell past
1064 feet on August 4. Normal pool level is 1071 feet.
Lawrenceville library
closed for repairs during December
The Lawrenceville branch of the Gwinnett County Public Library
is closed for renovation. The anticipated re-opening date will be
no later than January 2, 2007.
Meanwhile, the Five Forks branch is the branch closest to the Lawrenceville
branch. Those who have requested materials coming in during the
closed time, may pick up items at the Five Forks branch. For driving
directions to the Five Forks Library, go to http://www.gwinnettpl.org/directions/dir-FFR.htm.
- An invitation: What
Web sites, books or restaurants have you enjoyed? Send us your
best recent visit to a restaurant or most recent book you have
read along with a short paragraph as to why you liked it, plus
what book you plan to read next. --eeb
"Piano
Red" Perryman of barrelhouse piano born at Hampton
Willie Lee Perryman, who performed during his career as "Piano
Red" and as "Dr. Feelgood," was a self-taught pianist
who played in the barrelhouse blues style. His performing and recording
careers emerged during the period of transition between completely
segregated "race music" and "rhythm and blues,"
which was marketed to white audiences.
Perryman |
Perryman was born on October 19, 1911, on a farm near Hampton.
Perryman was an albino African American, as was his older brother
Rufus, who also had a blues piano career as "Speckled Red."
His mother bought a piano for her two albino sons. Both brothers
had very poor vision, an effect of their albinism, so neither took
formal music lessons, but they developed their barrelhouse style
through playing by ear.
By the early 1930s, Perryman was playing at house parties, juke
joints, and barrelhouses in Georgia, Alabama, and Tennessee. He
obtained seasonal employment performing in Brevard, North Carolina,
a mountain resort town, and he commuted back and forth between there
and Atlanta. Perryman developed a repertoire of pop standards, which
were more popular among the white audiences, while continuing his
blues sets in the African American clubs.
In the early 1940s, he took a job at a furniture factory, learned
to upholster for himself, and he maintained this job as a way of
supporting his family throughout the rest of the 1940s.
In 1950 he recorded "Rockin' with Red" and "Red's
Boogie" at the WGST radio studios in Atlanta. Both songs became
national hits. These initial hits enabled Perryman to resume a more
active performing schedule. He entertained in white and black clubs
in Atlanta and was hired to perform at college parties around the
Southeast.
By 1955 Perryman was also working as a disc jockey on WGST, and
later at WAOK as well. By the early 1960s Perryman began to appear
and promote himself as "Dr. Feelgood." This persona initially
began when his band performed dressed as doctors and nurses.
In the late 1970s and early 1980s, Perryman's work was again highlighted,
as followers of roots music began to call attention to performers
of barrelhouse blues. European music business personnel sponsored
a European tour, during which he played at an inauguration party
for German chancellor Helmut Schmidt. In 1983 he was inducted into
the Georgia Music Hall of Fame.
Perryman died in 1985 after an extended struggle with cancer. He
is buried in Dawn Memorial Gardens Cemetery in Atlanta.
What not risking anything
produces for anyone
"And the trouble is, if you don't risk anything, you risk
even more."
-- Erica Jong, via Deb Roberts, Denver, Colo.
Send your thoughts, 55-word short stories, pet peeves
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Forum for future publication.
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is an online community commentary for exploring pragmatic and sensible
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