Moving Opportunities to Business

You have a qualified opportunity and you are ready to provide a proposal or a presentation.

What works for you to move the opportunity to business?  What questions do you ask to know if you are on track with your recommendation?   


Communication is always the key and can be the biggest challenge.  

Does the audience understand what you are communicating?   Is everyone on the same page?   Do you, the presenter, understand the prospect' request?


I personally ask a lot of questions to ensure I have a clear understanding.   The challenge is communicating the information back in such a way it is understood and clearly shows the plan of action for the opportunity.


We provide a balance between the technical specifications and what it really means.   I do not provide "speeds, feeds, acronyms" besides the  minimal to ensure we have the correct product specifications.  We provide more technical details when technical personnel are at the table.

One of the focuses our Team is undertaking, is the AlphaKOR Protection Plan.  The goal is to move the conversation from reactionary break/fix to proactive service and support.   Communication is the main key in packaging this big conversation into a short and simple discussion for prospects and clientele to understand.

Once there is an understanding of the proposal and all questions have been answered in regards to the plan of action and return on investment (ROI), how do you close this opportunity?

Usually we know where we are in the sales cycle and the question needs to be asked:  "Does it look like we will be moving forward?" Asking "How would you like to proceed?" may also apply.  "We can start the implementation in two weeks"....


Ever notice when you ask these types of questions,  the objectives are thrown out and you wonder why now?   Know the objectives and overcome them during the proposal/presentation stage.  (Ask more questions earlier in the sales cycle).


My personal favourite objective is falling into the TIO trap.   Anyone want to guess what TIO means?

Managing your Time

How do you manage your time to be more effective?

We have our habits that fit our style and some are good while others are not so good.   How do you change and adapt to be more effective with your time?

First thing every morning I review the task list and create a new one starting with the most important task first.  Having the discipline to complete task one and then move onto task two and so forth down the list is difficult because everything new becomes an instant priority.  

That's one of my bad habits I had to break and at first it felt so wrong, however, the results over the years have proven to be successful and better way to manage my time.

One of the keys to managing your time is to schedule your priorities and not to prioritize what is in your schedule.

Using the three D's every time information is received has become a very good habit.  For example, when I look at my Inbox, each e-mail is opened and one of three things happen:  Delete, Do/Defer as in schedule this task or Delegate with clear direction and deadline.

Something I recently added as an effective tool is creating a Do Not Do List.   Seems strange however reviewing this list helps to remain focus on the priority tasks.

What are your time management tips?

Effective Listening Skills

How well do we listen?  

I catch myself asking someone their name right after I'm introduced - was I really focused and listening? 

Here are some tips on enhancing your listening skills and would like feedback on your good and not so good experiences.  

Don't think about your response while the other person is talking.   Ever notice as soon as the speaker is completed the other person automatically has a response.   More often than not, we have observed the response has nothing to do with the speaker' conversation.  

Listen without forming a bias and wait until the speaker has completed their discussion to understand fully what they are saying before making a response.

Never assume (we all like this one).   If the comment is "I require this right away" does this mean within the hour?  today?  tomorrow?  sometime this year?   Ask for clarification and you will be suprised sometimes your assumption is incorrect.

Focus on the listener and avoid the distractions.   Look at the speaker - make eye contact - instead of looking at your smart phone or others at a neworking event.  

Look forward to hearing some of your experiences.

Letting Go, with Accountability

Letting Go.   Are we ever ready to just let go?

As AlphaKOR continues to grow, I am learning to let go to keep moving in the right direction.  Letting Go requires accountability as responsibilities shift to our team.   It's been an adjustment for everyone including clients who have provided feedback outlining their expectations.   Thank you for making a difference.

As I keep letting go, the focus is on Leadership and teambuilding.    Sounds simple?  Sure if you take away the micro-management and control freak traits that make up your character!    This is good personal growth and actively working on this with better results!

The successes will continue as the team grows and keeps communication open. 

Team communication is very important and outlining each the responsibilities are critical.  Our discussions are about ideas and sharing experiences to create successful opportunities.



Embracing this thing called Letting Go, with accountability.