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Other Added - When Selling - Upgrade Our Terms, Upgrade Our Image
A good consultant provides specialist abilities and experience, innovative ideas, second opinions (reality checks), unbiased appraisals, and new approaches.A good consultant will leave you with tools, plans, and materials, and will transfer knowledge and resources to help you use them.Avoid making mistakes and wasting time and resources. A small investment and timely, professional advice can mean savings and increased revenues in the future.Adding the services of a consultant can make a difference when time or human resource constraints would otherwise mean a lost revenue, market, promotion, or funding opportunity.Know your limitations and expect a consultant to know theirs. You may have someone on s
Here is a creative tip for giving temporary office space a look of permanence. Discover 'executive suites'.No...we are not talking about expensive ivory tower offices. The term 'executive suites' is a concept ...not a brick and mortar location. It is ideal for anyone needing temporary office space in almost any city of the world.Consider just a few of the many advantages for using executive suites: You can move into this type of temporary office space in a day...and move out in a day.Because executive suites can be obtained fully furnished and staffed, there is nothing to sell or people to fire.Simple rental programs are available that provide use of temporary office
Curb Thy Tongue, Nave
How many of us in the past have heard ourselves say "Here’s my sales pitch" or "Mr. Customer is it time to make a deal?" or "Is it time to sign the contract?".
Horseshoes or Handshakes?
When ever we hear the word "pitch", what comes to mind? Are we pitching horseshoes or making a sales presentation? If it’s selling, doesn’t it make more sense to call it what it is, namely a presentation? Even better, if the situation presents itself, we can substitute the words sales dialogue or sales conversation. Don’t these substitutions sound a whole lot more appealing than the overused word "pitch"?
What if we say "deal", what’s the first thing that comes to mind? Are we playing cards? Or are we trial closing? In my mind when we hear that word we are entering a phase in the sales dialogue that invites a long and painful experience called negotiation. Why? Using the word "deal" conjures up all kinds of images that suggest we are setting ourselves up for a bargaining session on pricing and terms. And this does not even need to happen. As Pogo states, "We have met the enemy, and he is us." We can be our own worst enemy.
Doesn’t it make sense then to eliminate the word "deal" from our vocabulary? By doing so we will probably delay or totally avoid a negotiation session. And these are never fun because we need to be very well schooled in the entire science and art of negotiation. Think about it. Just for starters, a good negotiation assumes both parties have stated their position as an initiation point to the bargaining process. Unless, we already know what the ranked priority of decision criteria are to the customer we end up groping around trying to make the situation fit. There is always that fuzziness in our tummy after leaving one of these because we wonder if we gave away something that we did not need to. What’s worse due to the lack of facts, we were not able to distinguish our value proposition in the buyers mind.
Rather than the word "deal", hereafter let’s substitute the words business transaction.
Contracts and Conundrums
What’s the reaction of our customer when they hear the word "contract"? Having observed it over and over again in Customerland, I can validate we invite our customer to engage in a s?ance with Legalman. This courts disaster since Legalman’s purpose in life is to protect his client and to find problems in contracts. He needs to justify his fee by rewording the structure and content of the contract to be advantageous to the client. Now we are really in a pickle. The sales process slows down, the forecast is no longer accurate and our nerves get tested. Don’t overlook that the "clean" sale we told the sales manager will have some modifications that none of us expected. Then our executive management gets involved since they will be called upon to approve the "custom" arrangement. How’s this image working so far? It can get really ugly when attention is brough
You're interested in becoming a nurse. How do you get into the field? First of all, you need to assess your basic interest. Why do you want to get into nursing? Are you getting ready to graduate from high school and always wanted to be a nurse? Do you want to go into nursing, because a relative is in the profession or your family has a tradition of graduating nurses, and it seems like the right thing to do? Nursing seems like a nice secure profession-the pay attracts you? You've always liked helping others and you care a lot?Have you worked in another career field and want a change for various reasons? Does the "nursing shortage" make you feel like you need to be a part of the "gold rush," because you have read and heard a
What if we say "deal", what’s the first thing that comes to mind? Are we playing cards? Or are we trial closing? In my mind when we hear that word we are entering a phase in the sales dialogue that invites a long and painful experience called negotiation. Why? Using the word "deal" conjures up all kinds of images that suggest we are setting ourselves up for a bargaining session on pricing and terms. And this does not even need to happen. As Pogo states, "We have met the enemy, and he is us." We can be our own worst enemy.
Doesn’t it make sense then to eliminate the word "deal" from our vocabulary? By doing so we will probably delay or totally avoid a negotiation session. And these are never fun because we need to be very well schooled in the entire science and art of negotiation. Think about it. Just for starters, a good negotiation assumes both parties have stated their position as an initiation point to the bargaining process. Unless, we already know what the ranked priority of decision criteria are to the customer we end up groping around trying to make the situation fit. There is always that fuzziness in our tummy after leaving one of these because we wonder if we gave away something that we did not need to. What’s worse due to the lack of facts, we were not able to distinguish our value proposition in the buyers mind.
Rather than the word "deal", hereafter let’s substitute the words business transaction.
Contracts and Conundrums
What’s the reaction of our customer when they hear the word "contract"? Having observed it over and over again in Customerland, I can validate we invite our customer to engage in a s?ance with Legalman. This courts disaster since Legalman’s purpose in life is to protect his client and to find problems in contracts. He needs to justify his fee by rewording the structure and content of the contract to be advantageous to the client. Now we are really in a pickle. The sales process slows down, the forecast is no longer accurate and our nerves get tested. Don’t overlook that the "clean" sale we told the sales manager will have some modifications that none of us expected. Then our executive management gets involved since they will be called upon to approve the "custom" arrangement. How’s this image working so far? It can get really ugly when attention is broug
Is your 30-second commercial or elevator speech powerful? Does it invite others to want to know more? Do you even have a 30-second commercial? How do you know if someone’s really interested and wants to get more information? And what do you say next?A 30-second commercial or elevator speech is a brief introduction of what you do. This is the start of a conversation to find out if someone wants to know more about what you do.Whether you sell products in your home business, or whether you are looking for other distributors, it’s important to take the time to create an interesting, but brief intro to your business.So how do you create an effective 30-second commercial? First, realize that most people are di
Doesn’t it make sense then to eliminate the word "deal" from our vocabulary? By doing so we will probably delay or totally avoid a negotiation session. And these are never fun because we need to be very well schooled in the entire science and art of negotiation. Think about it. Just for starters, a good negotiation assumes both parties have stated their position as an initiation point to the bargaining process. Unless, we already know what the ranked priority of decision criteria are to the customer we end up groping around trying to make the situation fit. There is always that fuzziness in our tummy after leaving one of these because we wonder if we gave away something that we did not need to. What’s worse due to the lack of facts, we were not able to distinguish our value proposition in the buyers mind.
Rather than the word "deal", hereafter let’s substitute the words business transaction.
Contracts and Conundrums
What’s the reaction of our customer when they hear the word "contract"? Having observed it over and over again in Customerland, I can validate we invite our customer to engage in a s?ance with Legalman. This courts disaster since Legalman’s purpose in life is to protect his client and to find problems in contracts. He needs to justify his fee by rewording the structure and content of the contract to be advantageous to the client. Now we are really in a pickle. The sales process slows down, the forecast is no longer accurate and our nerves get tested. Don’t overlook that the "clean" sale we told the sales manager will have some modifications that none of us expected. Then our executive management gets involved since they will be called upon to approve the "custom" arrangement. How’s this image working so far? It can get really ugly when attention is broug
A friend of mine often asks me questions about Internet marketing. Sometimes a technical question, sometimes about layout of a publication or any 'how to .. ' question.But the other day he asked me a question that so many other people asked me that I thought I'd write a short piece on it so you can also check your work.That question, "Why don't my advertisements attract any sales?"I was able to give him some pointers as to just why this was the case and to help make his ads sell like crazy.He had placed an ad in a very popular home business publication. The name of his business was in large bold print across the top of the box. In smaller print he told how long he was in business for. In the smallest p
Rather than the word "deal", hereafter let’s substitute the words business transaction.
Contracts and Conundrums
What’s the reaction of our customer when they hear the word "contract"? Having observed it over and over again in Customerland, I can validate we invite our customer to engage in a s?ance with Legalman. This courts disaster since Legalman’s purpose in life is to protect his client and to find problems in contracts. He needs to justify his fee by rewording the structure and content of the contract to be advantageous to the client. Now we are really in a pickle. The sales process slows down, the forecast is no longer accurate and our nerves get tested. Don’t overlook that the "clean" sale we told the sales manager will have some modifications that none of us expected. Then our executive management gets involved since they will be called upon to approve the "custom" arrangement. How’s this image working so far? It can get really ugly when attention is broug
Trend watching in business has come a long way from being a trend in itself to being a full time profession. Trend watching helps companies by preparing them to adopt new trends in their field of business. Trends change quickly without limitations, but the lack of knowledge and timing about changing trends can result in disaster if a company tries to make a foray into a business whose time has not yet come. Accurate judgment about a trend’s longevity is important before taking the plunge and investing.HOT TRENDS IN BUSINESSHow Do You Spot New And Hot Trends?Don’t restrict yourself to music, sports or the kind of stuff targeted only to the young. A newspaper or a TV commercial will conclusively prove to you wh
Let’s substitute some better language. Try using the word "agreement" next time.
Compare and Combine
Let’s compare what we used to say with new and improved terminology. Here are a few ways to make us be seen by the customer as more professional. Try these.
"Mr. Customer I’d like the opportunity to make a presentation to you about the benefits of my products. By all means this should be an open dialogue between us."
"Mr. Customer, if all is OK with you, may we conclude this business transaction by approving this agreement." There are four things to like about this closing technique. First is the word "may". There is something magical, softer and subtler in this word. We put the customer in a relaxed, non-confrontational frame of mind. We make it easier, comfortable and natural to go forward with the order.
Secondly, by using the words business transaction we side step, if not altogether eliminate, the probability of a negotiation. At the very minimum we psychologically positioned ourself in the customers mind that there is nothing else to talk about, much less negotiate over.
We sound polished, sincere and businesslike without sounding stuffy, strong-armed or soliticious.
Finally, using the word agreement instead of contract avoids costly, extensive and time-consuming delays in the completion of our order. As we all know, the longer the sales opportunity is left unclosed, the greater the chance the order will not be placed. Then the door is open for the competition to hear of the opportunity. And if that happens we will need to answer a whole new round of questions; some of which we or our company may not be able to answer. Now our strategy is disrupted, and ultimately our order may get unhooked.
Benefits When Everything Counts
When everything counts upgrading our terms ends up upgrading our image. And in the competitive world of professional selling where everything counts, smooth terms and phrases go a long way toward building in the buyers mind we are a cut above the competition. Upgrading our language to professional terms demonstrates a professional style that enhances our professional image. Besides, by using smoother language we sound assured, easy to work with and naturally conversational.
Add it all up. We will begin seeing the dramatic effect this has on our customers and prospects because they see us differ
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