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Effective Presentations - 5 Immutable Laws of Developing Speaker's Notes
In my early days of making presentations, I always thought that notes of presentation or speaker’s notes are not necessary since I have prepared very thoroughly. But as my schedule becomes more hectic due to increasing work commitments and projects, I begin to rely more on speaker notes (as my preparation time for my various presentations gets shorter). For most pe

Innovation Management - Emotion, Habit, and Culture can be Hard to Change!
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no

If you are working in a traditional repeat-business company, you probably have a field based sales team. If so, the team are probably calling on the same customers on a monthly (maybe more frequent) basis. Because your sales team is well trained and enthusiastic, as well as servicing their existing customer base, they will be trying to follow-up new leads and find new customers by networking with other sales people, searching directories and asking existing customers who their main competitors are.

In a nutshell, they’re pretty busy!

There is also a good chance that they have some latitude to negotiate prices; I don’t mean customer terms here, I mean the price of individual items. The customer asks, “how much are your widgets?” and your sales guy replies “?11.29”. The customer then says “Acme Widgets is doing them for ?10.99”, so your guy matches the price and walks away with the order.

Well, that’s a result isn’t it? I don’t know, because, just like you, I don’t know the price at which Acme is selling widgets! Here’s why your sales team shouldn’t do it:

1. Because if the customer can buy from Acme at ?10.99 then, a) your price is too high; b) your product is better, c) your service is better, d) your availability is better. If it’s a), then your prices need reviewing generally and papering over the cracks with one customer won’t resolve the wider issue

Helpful Questions and Tips on Niche Marketing
My clients and students are surprised and delighted to discover that a refined niche marketing strategy not only attracts significantly more business but also provides richer opportunities for self expression. To help you discern your own market niche, try using "where" and "who" questions like the following:"WHERE" QUESTIONSWhere do you consistently

icing their existing customer base, they will be trying to follow-up new leads and find new customers by networking with other sales people, searching directories and asking existing customers who their main competitors are.

In a nutshell, they’re pretty busy!

Well, that’s a result isn’t it? I don’t know, because, just like you, I don’t know the price at which Acme is selling widgets! Here’s why your sales team shouldn’t do it:

Clever Online Business Advertising
Creative and clever advertising - Internet marketing online businesses depend on it. Advertising is the key to any successful online business. Considering how many others are competing for your customer's money, it is not surprising that advertising, online marketing, and promoting on the Internet have become something that every entrepreneur who took an online bus

also a good chance that they have some latitude to negotiate prices; I don’t mean customer terms here, I mean the price of individual items. The customer asks, “how much are your widgets?” and your sales guy replies “?11.29”. The customer then says “Acme Widgets is doing them for ?10.99”, so your guy matches the price and walks away with the order.

Well, that’s a result isn’t it? I don’t know, because, just like you, I don’t know the price at which Acme is selling widgets! Here’s why your sales team shouldn’t do it:

Managers Who Spend PR $$ Wisely
If you are a department, division or subsidiary manager, your budget is a precious possession whether you work for a business, a non-profit or an association. So why stand by while your public relations team spends too much time and treasure on tactics like press releases, column mentions and brochures? Especially when you could be using an aggressive PR blueprint

or ?10.99”, so your guy matches the price and walks away with the order.

Well, that’s a result isn’t it? I don’t know, because, just like you, I don’t know the price at which Acme is selling widgets! Here’s why your sales team shouldn’t do it:

Are You Overqualified for Your Job?
When you are professionally overqualified, there are usually lots of stressful issues, which have to be dealt with.When you are in this situation, there is a constant internal struggle and debate going on in your mind about your presence at that job. You keep asking yourself, “What am I doing here? What am I doing with my life?" You even begin to question wh

mer can buy from Acme at ?10.99 then, a) your price is too high; b) your product is better, c) your service is better, d) your availability is better. If it’s a), then your prices need reviewing generally and papering over the cracks with one customer won’t resolve the wider issue and not all customers will tell you, they’ll just buy elsewhere. If it’s b), c) or d) then you deserve a premium don’t you?

2. Because they don’t really know the Acme price, only the customer’s version of it and buyers always tell the truth don’t they? What’s needed here is some properly structured market research rather than one buyers opinion.

3. Because by freeing the sales team from the ability to negotiate price, they are able to get back to real selling; explaining the company’s proposition and waxing lyrical about your service, quality, availability, delivery frequency, superb sales team, extensive product range etc. Let’s face it, Acme probably doesn’t have them in stock anyway and if it does, it’ll be next Friday before it can deliver them.

4. Because the customer may not be set-up on the right deal. Sales people can be dilatory about reviewing customer terms – it’s admin and their job is selling, right? If your widgets and Acme’s are the same and all other things are equal, is it time to review customer terms?

5. Because it wastes time and effort. Customers will soon

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What would you do if you lost your job tomorrow? How long could you survive economically? Do these questions raise a red flag? They should, because in today's corporate climate of reengineering, downsizing, and outsourcing it could happen to any employee at any time. You need to protect yourself with business survival skills.

Going through the motions of a bad interview is like peeling back the layers of an onion. Sally learned this lesson the hard way, hands-on during an interview that should have been a piece of cake. S...

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Other Added - 5 Good Reasons To Take The 'Price Negotiation' Burden From Your Sales Team

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