cheap spyder ski suits for women Buying Decisions Are Not Based On Needs






As professionals, you have the tools to assess whether or not a prospect is a good risk for buying your product: you know the type of problem best suited to your product and the signs of ‘need’; you ask good questions, analyze needs with a keen eye and ear; create presentations or professional pitches; and manage objections to ensure understanding and product differentiation.So why do you close only a small percentage of the business you recognize as yours?Going against the beliefs of the sales model, buyers don’t buy because they have a need or an Identified Problem (that visible tip of the iceberg that we sometimes call ‘pain’, different from the hidden pool of historic problems that created and maintain it). Buyers buy because they have a business problem that needs to be resolved BEFORE being in a position to fix it.Indeed, the Identified Problem is merely the visible part of the prospect’s entire range of issues that comprise their problem. And although your solution is seemingly a perfect fit, it will most probably not manage the business problem that created the Identified Problem to begin with, even if the prospect placed the call to you: it’s most likely far too early in the buyer’s decision process.WHAT IS A BUSINESS PROBLEM?A business problem arises when the system that prospects live within makes a change in their rules or policies, relationships or initiatives, and in the process creates that ‘pain’ that your product most probably can resolve.In fact, the point at which the prospect actually decides to solve their Identified Problem usually has no relation to when or how you meet them, or how ‘urgent’ their need seems to be. They might just be beginning their search,cheap spyder ski jackets, be caught in a quagmire of internal stuff (and has nothing to do with you), be absolutely ready to buy NOW (hence those sales that happen in record time), or really not even sure they are going to take any action at all. It’s even likely that the prospect’s Identified Problem has been around for some time and has become so ingrained in the company story that change is not an option no matter how well your product can help them.The prospect’s Identified Problem is merely the tip of the iceberg of the full range of issues that would need to be rectified before a decision to fix it gets made.A prospect’s problem is much bigger than what you can see or your product can manage, and therein lies the dilemma: the piece you can fix is merely one aspect of a set of problems that need resolution. In other words, before they can resolve the part that’s yours to fix, they have other work to do. And sales won’t help you help them.When you ask questions, gather data, or do needs assessments, you are merely attempting to understand or resolve the tip of the iceberg that seems to be an obvious match with your product. But the standard sales competencies do nothing – nothing – to manage the issues that have been happily holding the problem in place: ‘happily’ because if the problem were as much of a problem that we think it is, it would have been resolved already.THE BUYER-SELLER GAPThe buyer-seller gap is really a systems problem, brought about by the imbalance caused by the possibility of change that the buyer is facing. The most important thing to understand here is that no action will take place, no matter how urgent the apparent need, until the buyer figures out how to handle each of the people, policy, or political issues that conspired to create the entire problem to begin with. And every Identified Problem has a string of systems issues behind it: no Identified Problem is an isolated event.Here’s a simple example: when I moved to Taos, NM – a mountain town known for its heavy snows – I desperately needed a new car. My new house was on a road that was not paved, and because of the centuries of snow and ice and mud, an SUV was vital. But because it was winter and the ground frozen, I couldn’t build the garage I needed to protect the car. I also had to wait until my favorite builder came back from his Mexican winter break. So I couldn’t purchase a car until the spring,cheap spyder ski pants for women. Needing a car was my Identified Problem – that tip of the iceberg that was what sellers would have seen if I had been going to car dealerships. But no matter how hard anyone could pitch me on an SUV, there was no decision I could make until the other issues got resolved – the weather, the builder, and the garage. And, the weather was both the creator and maintainer of the Identified Problem.The buyer-seller gap is created by the buyer and seller operating out of two different sets of assumptions: the buying decision assumes the need to manage the internal issues that are creating a problem; sales assumes the need to solve a problem with a specific product.Sales is a solutions-based model: Understand needs. Fix the pain. Solve the problem. But the buyer would have already handled this if they knew how to resolve the underlying issues that need to be managed. Like my car example, if I could have built a garage – that I couldn’t build because of the weather – I would have bought my car – that I needed because of the weather.Buyers merely seek a resolution to a business problem and must take into account the people, policies, rules, and initiatives that created the underlying problem that created the Identified Problem. It is up for discussion whether, when, how, or if the actual Identified Problem itself will end up being solved along the way.Until buyers figure out the dimensions of the underlying problem – how it manifests itself daily, who it’s touching and how, what it needs to look and act like over time, and what levels of responsibility each part must take to ensure a solution and manage the ensuing change – they can’t know what actions need to be taken to fix it. Indeed, if solving the Identified Problem creates so much disruption that the internal systems issues will be dismantled or greatly disturbed, no action will be taken. Or just palliative activity will be tried.Whatever they decide, it’s out of your hands: you cannot help buyers manage these issues. And the fascinating thing is that they don’t even begin to understand how all of these elements operate together, or need to be resolved, until they start the process of searching for a solution to their Identified Problem. You assume that once they show up with their Identified Problem, they would have already managed these internal issues. But they haven’t. CHANGE AND SYSTEMS: A BALANCING ACTThe reason for this conundrum isn’t so obvious, except within the world of systems thinking: all systems are balanced. No matter what is happening within a system, each element plays a role that maintains and creates its status quo. Once a decision is made to make a change – and bringing in any sort of fix is a change – the system gets frightened and behaves badly: systems don’t like disruption.If any part of the system acts impulsively rather than from within the unique laws of that system, the system can be harmed. Indeed, everything within the system is organized around maintaining stability. It’s called ‘homeostasis’.Here are some of the rules of homeostasis:
The whole (system) is greater than the sum of its parts.
The system is more important than any one individual and will sacrifice the individual if challenged.
When one part of the system shifts, the entire system shifts.
Each system has a unique goal and modus operandi.
Each system keeps itself in balance and will constantly self-correct in any way necessary to maintain this balance.
Many of the rules within systems are implicit, and often translated uniquely by its members, making the system a living balancing act.
Resistance comes from some part of the system that is threatened when being pushed into unfamiliar territory.
When you introduce ‘change’ into this equation, individual parts will resist, messages will be miscommunicated, sabotaged, and misunderstood, and ultimately, the system will fight to maintain balance.SALES COMES AT THE WRONG TIMEWhen you first meet your prospects, they are in an early or mid-term stage of recognizing the systems elements that must be addressed in order to fix their problems. They can’t be any farther along than that or the problem would have already been resolved.When you first meet a prospect, you see a problem and wrongly assume that you can gather data, do a needs analysis, recognize possibilities for a solution (one that you could possibly offer), and then assume because they’ve got the problem and you’ve got the solution that they should make a purchasing decision. But they don’t.What you cannot see is their unique range of internal issues. You can’t fathom the way the parts of the system are fighting for balance, or resisting, or creating delays. You can’t fathom personality issues or fears, egos or job descriptions, vendor issues or initiatives.Sure, you hear about a small fraction of those things, and sometimes even understand a few of the issues (never all, certainly). Sometimes you even learn about how the buying decisions get made. But only Insiders can affect change.Note that a problem, or a need, doesn’t insure that the system will want to change, know how to change, be willing to go through what would be necessary to change, or take into account any particular needs when entering the change process.But our sales model consists of tools and techniques that solve problems and answer needs around an Identified Problem and product placement, causing the buyer to spend too much time, too early, in targeting what should be the last thing they do. Their first job is to figure out how to manage all of the internal pieces fighting for control, not caring that there is a problem.Until buyers do that, they won’t purchase your solution; focusing on the second phase of their decision process first slows them down. The sales model itself actually causes the length of the sales cycle, and limits the buyer to dealing with you around that part of the problem that is easily visible. FACILITATING DECISIONSYou can create a much more important dialogue if you understand your job differently. Think about your job as a neutral navigator, or a servant-leader, or a Buying Facilitator. Think about your job as being the person who can work with the Inside person to actually lead the change, and your product as one of the cogs in the wheel. Not THE solution, but merely one of the pieces that will go in to the business problem resolution.Buying Facilitation is a systems-management model that approaches this first aspect of the decision process by using a very unique form of question – a Facilitative Question rather than conventional information gathering questions – to lead the buyer sequentially through generic aspects of the system that would need to consider change before being willing to adapt. This might include: leading them to decisions around how they will manage their current vendor, or work toward managing internal stakeholders who are being difficult.Once the buyer recognizes all of these unique systems aspects (which they will do eventually anyway and the time it takes them to do this is the length of the sales cycle) and is en route toward solutions – again, with the aid of the Buying Facilitator in designing solutions and actions – they will not only be able to buy the product much quicker but will automatically choose the Facilitator as their provider. No price objections. No confusion around which product is better.By using a sales model rather than a Buying Facilitation model, you are impeding the buyer’s decision process, elongating the sales cycle, making it difficult to differentiate yourself and causing price objections,cheap spyder ski suits for women. Change your job and change your results. After all: do you want to sell? Or have someone buy?


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womens moncler jackets sale Buying Silver Rings for a Man






We usually relate jewelry to women, but the truth is that a lot of men have started wearing jewelry recently. Gold rings were very popular before the sudden price hikes of gold. Ever since then, the cost of gold is so high that most people cannot afford to buy any gold accessories. So, what should he do if he wants to buy rings and cannot afford to buy gold ring? The answer is simple; he should try looking at silver rings.The cost of silver is not as high as gold, hence affordable by many. Due to increased demand, their supply in the market has increased significantly. Another advantage of buying silver rings is that they almost look like platinum rings. Jewelers are experts at designing rings. Some of the silver rings are given such a flawless finishing, that they look like they are made out of a much more superior and expensive metal. Sometimes, you can get gold-plated silver rings, but a bit more expensive than non-coated rings. However, we wouldn’t suggest you do so, because over a period of time the gold plating will wear off and the money you spent to have the ring gold-plated would have gone to waste.These rings can be worn daily for rough use and also for formal events, where it is necessary to look well-dressed and classy. Large variety of silver rings is available online. You can go through the catalogues of different jewelry sites to find out what’s in vogue and what the online stores are offering. Although,cheap spyder ski pants for women, the prices of silver rings are affordable, you will find that the prices of rings can be a bit cheaper online,womens spyder ski pants, owing to the fact that operating online is cheaper than setting up an entire store to sell jewelry.If you have a particular design in mind,womens moncler jackets sale, it is very easy to have the ring made. All you have to do is to clearly draw the design and hand it to a jeweler. They are excellent at replicating designs and will flawlessly prepare the ring you want. Your customized silver rings for men could also have some different carvings on them, or some symbols that are of interest to you. They are available in different designs. For men, they are chunky and large. The use of the stones is quite common. You can use precious and semi precious stones in your rings. Usually, the semi precious stones are used for casual rings. The stones are cut in a triangle or square shape, but it depends on your taste as well.Silver rings would make good gifts for your loved ones. If you want to give it to a youngster, you can get skull rings. However, it should go with the personality. For example, if the person you want to gift looks slender, huge skull rings may not suit him. So before purchasing skull rings, personality as well as the taste of the person you want to gift should be taken into consideration. Silver rings are very much in fashion these days and even celebrities have been spotted wearing these rings, which contributed a lot to its popularity.


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womens moncler jackets sale Niche Ideas- The Missing Link Between Success or Lack of Progress






What’s causing more savvy small businesses to invest extra time, money and resources in finding niche ideas now? Is tougher competition or sky rocket marketing cost driving these decisions? And how can you take advantage of this growing trend?These are the questions more online forums, blogs and articles continue to ask. Here’s why. A growing crowd of look-a-like products and services makes it harder for businesses to display their uniqueness to prospects. That makes it harder for potential customers to see the forest for the trees.How can you how can you make it easier for your potential customers separate you from your competition? The average consumer looks at, hears or reads thousands of marketing messages a day. When you see so many similar products and services targeting the same prospects how can you stand out?That’s why more savvy people and innovative businesses seek niche ideas. They help separate their business, product or service from the competition.Niche Ideas: The Missing Piece of The PuzzleExperts see niche ideas as the missing piece of the puzzle to help a business, product or service stand out from competitors.The ability to differentiate a business, product or service from competitors is a skill that continues to grow in demand.More consumers face the growing challenge of trying to choose one business, product or service from many similar ones,cheap spyder ski pants for women. The company that can do the best job of displaying their uniqueness usually wins the customer.Many companies make the mistake of assuming because their uniqueness is obvious to them, it’s obvious to their prospects. These same businesses often spend more time with their products than examining the wants and needs of their customers.The following tips will help to spark more niche ideas in you. Result? Making it easier for your prospective customers to separate your business, product or service from the competition.They say success comes in “cans”. See how many of these tips you can do to make it easier for prospective customers to buy from you.1. Can You Find Out What Your Competitors Don’t Like To Do… and Start Doing It.This is a quick and effective way to help prospective customers distinguish your business, product or service from the competition. Attack your competitors weakness, neglect or laziness.For example, if they work only on weekdays, consider opening on week-ends. If they balk at selling to the frugal shopper you target them, see my point?2. Can You Make a Task More Convenient For Your Customer Than Your Competition.Can you male it easier for your customer to order, refer, recommend or get service for your product or service?Convenience is something we all want. We love convenience stores, convenience foods and convent ordering,kids spyder ski suit.The business who can find new ways to bring convenience to their customers will have a powerful niche idea that’s hard to beat.3. Can You Customize or Personalize Your product or Service More Than The Competition?In this age of technology everyone is either an account number, a user name or a statistic.That’s why more people crave getting personal service and buying customized products tailored to their specific needs. Can you think of ways to provide that personal touch – that means so much,womens moncler jackets sale?If you can you’ll have a niche that most large companies will find hard to do. If you can find ways to make your product or service less cookie cutter and more personalized, more people will take notice. Wouldn’t you?


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mens north face jacket Keys to Help You Stay Focused – Key #2 – Steer Clear of Distractions






Yielding to distractions will divert your focus and steal your time. In order to steer clear of distractions, we must be aware of our weaknesses in this area — those temptations that easily sabotage our focus. Distractions can be harmless — even noble — activities. They come in many forms and may be different for everyone.Sandra has a kind heart and wants to help everyone. Friends, colleagues and even strangers often turn to her when they have a need. As a talented copywriter building her own business, she often struggles to balance her desire to do pro bono work for others with building her own company.Potential Distraction: If you’re inclined to want to help everyone or have difficulty saying “no” to requests for your time, you’re not alone. Many business owners deal with this dilemma.Possible Solution: Evaluate how much time you can, or feel you should, give each week or month, and don’t exceed those limits.Potential Distraction: You can’t run a business without a phone, but it can be hard to break a reactive habit of picking up the phone whenever it rings.Possible Solution: Try designating “phone-free” periods during the day when you allow calls to go into voicemail and return them later. This allows productive blocks of time to focus on important tasks.Potential Distraction: Email is efficient, but many now find it’s out of control, consuming too much time,mens north face jacket.Possible Solution: Close your email program and set two or three times a day to read and respond to email. Then schedule these times into your daily plan.Potential Distraction: It’s easy to get bogged down with busywork — the myriad of tasks that need to be done, but certainly aren’t high priorities.Possible Solution: Start each day by clearly defining the one or two most important tasks you must accomplish. Write them out, post them in a prominent place and focus on completing these first. Don’t confuse busyness with productivity!Potential Distraction: You can probably do most things in your business very well, but don’t be tempted to try and do it all yourself.Possible Solution: Learn to let go and delegate in areas where you are weak. Know your strengths and build on them. Spend the majority of your time working in these areas.Potential Distraction: Office clutter is a distraction that can fog your focus, divert your attention and waste your time.Possible Solution: Create an efficient filing system, keep it up to date and then make a habit of putting everything in its place at the end of each day. If necessary, hire someone to help you with this vital task.Entrepreneurs working from a home office face additional distractions.Potential Distraction: TV can become a time-consuming addiction.Possible Solution: Decide before watching when you’ll turn it off — and do it.Potential Distraction: Family interruptions can cause frustrating distractions that prevent concentration.Possible Solution: Plan special time with family, but set and keep clear boundaries when you’re working. Share your frustrations with family members and ask for their help and suggestions. Post a sign that indicates when you are working, or close your office door.Potential Distraction: Working all the time can result in burnout that erodes energy, motivation and focus.Possible Solution: Post hours of business on your website and announce them in your voicemail message. Don’t answer the phone after hours. Set regular business hours,cheap spyder ski pants for women. Get up and dressed early, take care of morning chores, and go to the office (even if it’s across the hall) on time each morning. Take your coffee and morning snack with you to save distracting trips to the kitchen later.There is Enough Time for What’s ImportantWe all have a finite number of hours in each day and, we choose how we spend those hours. When we decide to do something, by default we are choosing to sacrifice something else. We must be selective to stay focused. We must know what’s important to us, and then recognize and avoid distractions that get in the way,cheap north face jackets for kid.


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cheap spyder ski pants for women Choosing Charms For Children






Buying a little girl’s first piece of jewelry can be a daunting task. You may have the desire to shower expensive pieces upon your beloved daughter or granddaughter, but the truth of the matter is that she probably will not find much merit in a string of pearls, unless it’s to play dress-up with her mother’s heels. There is a solution to this conundrum, and you can be certain that your little girl will appreciate and enjoy the jewelry that you present.Charm bracelets have been a popular choice for children for several years. There are dozens of reasons behind the joy that charm bracelets can bring a young girl, and the practical reasons behind the choice will ease your worries, too. Each charm selected for a bracelet is meant to tell a story,cheap spyder ski pants for women. To a child with an active imagination, these tiny pieces of daydreams come to live on the wrist. Her favorite animal from the zoo, a character from a cherished book,moncler ski jacket, and jeweled beads in her favorite colors are all excellent choices as first-time charms for a new charm bracelet.The beauty of a charm bracelet is that it will never lose its appeal,womens moncler vests online. You can be sure that you will see the charm bracelet again for years to come, even as your little girl grows into a young woman and adds charms that mean things only to her. Keep heart, though, that she will always look upon her first charms fondly and remember exactly where they came from.You can find relatively inexpensive chain bracelets to begin a charm bracelet, but be sure that it is a sturdy material, especially if you hope for the bracelet to last several years. The charms are often made of precious metals that will not fade or chip, but you will be able to find enamel charms that are perfect for the wrist of a child. These enamel charms are often a bit more exotic and flashy, which makes them perfect for a young eye. By selecting things that mean something only to your little girl, you will tell her that she is special and cherished, but you will not have to spend a great deal of money on them.As time passes as she develops her own interests, she will want a solid bracelet to which she can add her own memories. By selecting a silver chain, you can ensure that her bracelet lasts a lifetime.


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cheap spyder ski pants for women How To Take Your Business To A Higher Level






There is no substitute for time, education and being in action to take a business to the next level. Through time,cheap spyder ski pants for women, and increasing your expertise, it is possible to add value to people’s lives. Sooner, if not later, you will become the expert. You cannot do something for years and years and not expect to become great at it. The key is to find something you love doing and keep at it.Keeping at a business, even if you love it, usually requires stamina, patience and perseverance. It is the ability to allow growth in the form of change. Over time you will see what works and what does not work. You will get feedback from other people who will help you evaluate your business. Feedback from other people is very valuable information. Learn from it.To take your business to the next level keep refining what you are doing. Keep measuring your success and tweaking it for the better. Give up some ideas or parts of your business completely if you have to, but keep building and reshaping the rest. Go with the times and the flow of the economy and what successes your business already has, and keep striving for excellence. In other words, find out what people are buying and the price ranges that are affordable for them and sell that,spyder ski goggles cheap.If you are just starting out, and some people would say that starting out a business is from years one to four, you will have to have a plan for building your success.Sometimes building your business can be in the form of getting educated, as many people acquire university degrees for their careers. Whatever you are doing, whether that be getting educated and/or creating your business, there has to be a plan and a time frame to acquire money.Do not keep putting money into ideas that are not generating cash for you. Stop the outflow and take a hard look at your business plan. Work at the part of your plan that brings in money. Some people may have to go back to basics at this point or even come up with another business plan. Some people find out they have too many business ideas floating around, too many stakes in the fire so to speak, so they need to concentrate and to focus on only one or two–the most lucrative ones. If more education is needed, focus on completing this. Once, one or two aspects of your business is flourishing, you can always add from there.Taking your business to the next level requires personal growth. Why? “If you always do what you have always done you cannot expect different results,womens spyder ski pant.”(This is the definition of insanity.) To get to the next level you have to do something different. The ability to do something different is personal growth.If, for example, what you find to do different adds exponential growth and sales to your business, you would have most likely done this a long time ago. Therefore, keep refining your own knowledge and expectation of what actions you can take to allow progress so that your business grows. Keep in mind that sometimes your business will grow slowly and sometimes your business will take off like wild fire and grow rapidly. When this happens, it is wonderful; you will know that all of your hard work is paying off.


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cheap spyder ski pants for women Top 7 Reasons Why Selling Cars in 2010 is Different Than 50 to Even Just 2 Years Ago






How to sell more cars in the 21st century is very different than the mid to late 20th century. Between the plethora of readily accessible information courtesy of the Internet to financing to quality issues, selling cars is indeed different, but still retains some key similarities,cheap spyder ski pants for women. Here are seven (7) key differences with a couple of similarities.#1 – Profit margins are probably the greatest difference. Years ago there was the familiar horse trading, but with more car manufacturers clamoring for customers, higher legacy costs along with automobiles that last longer, there is not as much room for negotiation. Dealerships attempt to make up these shrinking profits through up selling from fabric guard (protecting interior seats from stains) to undercoating preventing additional rust.# 2 – The education or knowledge base of the customers has exponentially expanded. Now buyers can come in prepared with a variety of reports including Blue Book prices along with what other dealers are charging for a very similar car be it new or used.# 3 – Financing is also much different. No longer are banks the only source for loans. Some automobile manufacturers provide loan opportunities. In other cases, dealerships have established their own lending firms to help out buyers especially those with credit challenges.With the recent contraction of the economy along with tighter lending requirements, loans are not as readily available as they were years ago. Potential customers need to almost have their own credit line pre-approved much like the housing or real estate industry.#4 – Lot traffic has always been a major source for potential new buyers. Yet today those who walk the lot are fewer and again probably more educated.#5 – Dealerships in the past spent thousands on advertising to further their prospecting (marketing) efforts. Now even though some may still engage in this practice, other marketing strategies are being considered including social media,moncler jackets for men.#6 – Years ago people did not have as many choices. There were the domestic big three along with a few European models. Now with the influx of Asian products, there is more competition and more variety of styles.# 7 – Finally, bad news travels far faster today than yesterday. The recent quality problems specific to the millions of vehicles recalled by Toyota demonstrated just how quickly information travels. Years ago, bad news did travel, but not at lightening speeds experienced today.What remains the same is the need for reliable transportation that delivers reasonable gas mileage and offers protection to the driver and passengers. Additionally, consumers are still wanting a car that matches their life style from the sporty models to the mini-vans (station wagons of years gone by),mens spyder ski pants cheap.Yes selling cars today is different than yesterday. However, by knowing these differences and the similarities, you can still be successful as a car salesman or saleswoman.


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cheap spyder ski pants for women What White Collar Startups Can Learn From Blue Collar






When most blue collar businesses start, they go about it much differently than white collar businesses. Most Blue collar businesses start by providing a product or service and then build their infrastructure around their revenue. On the other hand, most white collar businesses tend to focus too much in the early stages on setting up their infrastructure and not enough on generating revenue,cheap spyder ski pants for women.An example of this is when an HVAC repair person decides to hang his own shingle and become self-employed. He will focus on finding business and repairing air conditioning and heating systems. He will not concern himself so much with setting up his LLC and bank accounts, or starting a website. He will focus on doing what he does best and then filling in the blanks as he goes. On the other hand, a white collar start-up will form an LLC, open a bank account, start a web site, have a logo created,mens moncler vests cheap, and then sit back and grin and feel like they’ve accomplished something.My suggestion to start-ups without multiple owners is to go sell something first. Generate revenue, and then, if it looks sustainable worry about everything else. I have been approached multiple times by people that have “started a business,” i.e. they have filed articles of organization or a certificate of formation with the state. My response tends to be, “So you like filing two sets of taxes and doing accounting,womens spyder ski outerwear online?” This question typically gets a confused puppy dog look from the new “business owner.” I do not mean to take the wind from their sales but paying a few hundred bucks to the state in order to form a business entity is not starting a business. On the other hand if a person comes to me and says something akin to, “I started moonlighting a while back doing (fill in the blank) and it appears that I can make a living at doing this,” then that is a “business.”I’m not an attorney or accountant so I don’t give legal or tax advice but oftentimes young businesses do not make profit and even if they do, profits and losses are passed through to the owners which is no different than having a sole proprietorship. If taxes aren’t a concern all you are left with is legal liability. Typically any initial liability can be mitigated through some type of insurance policy like general liability or errors and omissions insurance. In my opinion you should focus on building a sustainable and profitable business during the first 6-12 months and then formalize it if it really is a “business.”


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cheap spyder ski pants for women The Invisible Close Sales Nugget – Four Groups That Will Promote You As an Expert to Their List






As I said in last month’s Sales Nugget, 2008 was my best year yet because I added teleseminars to my speaking agenda. I touched a lot of lives and made big bucks doing it.Let’s say you took my advice last month,north face jackets for men. You’re planning your free call on the topic of your book, info product or telecourse. Perhaps you’re using the free or paid tele-seminar to create a product that you’ll sell for years. Or you’re taking an existing product you have and delivering it with a teleseries.Okay, now what? How do you get the word out to folks beyond your own list? How do you pack your rafters with callers? And you DO want to pack those rafters. Think about it. If you have a sales conversion rate of 40%, times 100 callers vs. times 400 callers…. That’s a lot more dollars in your wallet.Luckily, there are at least four groups of folks who will promote you as an expert to their list. Why would they do that? Take a look and see.1. The Goodness of Their HeartsThat’s right, all you have to do is ask. It makes them happy to help others. Why not let them help you? They know that you offer something valuable. They see the fit and the contribution to their own subscribers. So, they’re helping you, as well as offering this gift of introduction to their subscribers. What could be better?2. A SwapA simple old-fashioned swap: they promote you to their list before your upcoming event or promotion and you “owe them one.” You’ll do the same for them. This can be done with or without affiliate bucks in place on the back end.I had affiliate bucks with Andy O’Bryan of copyforcoaches.com and Baeth Davis of thehandanalyst.com when I promoted them to my list, but that’s not why I did it. I promoted them for the same reasons someone would promote you: 1) They know you offer value that would benefit their list, and 2) It’s a swap. They want the future opportunity to speak to your list.3. Show Me the Money! You offer a great service that would benefit their list AND have presented them with an offer they can’t refuse-a compelling affiliate plan. A perfect example is my client and now colleague, Bernadette Doyle of clientmagnets.com. Why did I say yes to promoting her tele-seminar to my list,moncler ski clothing?* Her product offering is excellent.* It filled a need that my clients have about how to fill a workshop, but so do a lot of products out there….* The clincher: She offered me a very lucrative back-end affiliate deal. I couldn’t say no.* I made a lot of money for sending out one email and my clients are still thanking me for it.4. Expert of the MonthAnother group that will promote you to their list are all the people out there with monthly membership clubs and continuity programs. Most are offering a guest expert call each month, which means they have to fill their dance card with great experts who offer value but are not “everywhere.” This could be you! They are motivated to get experts booked and, in many cases, don’t want any reciprocation.I’m pulling back the iron curtain here. This is real insider info,cheap spyder ski pants for women. And it’s all part of the benefit of speaking live or on tele-classes.So capture those leads, make those contacts with other professionals, and we’ll all help each other succeed in 2009!


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womens spyder ski outerwear cheap The Art of Deep Listening & Money






When you are qualifying a prospective client one of the most important tools you can utilize is deep listening – understanding what that person is really saying and then determining if you are the right person to help them solve their problem.As freelance accountants and bookkeepers we work in a profession that deals with one of the most controversial, emotionally charged subjects – money! There is no getting away from it. We deal with numbers and are the messengers that tell a business owner (client) how well or not well their business is doing. Not only are we privy to the private information of the business we are working with, we are also experiencing their emotions around money as well as our own. When you put that all together, it can be pretty rough waters to navigate!That is why two of the most important skills you can adopt is deep listening, (really hearing and understanding what your prospective and current clients are saying) and remaining neutral or non-judgmental to what you are hearing.So let’s start to dispel some of the emotion around money. Money is a transaction tool that is given in exchange for a service or product. It is neither good nor bad. It something given for something received – a balanced relationship. When this relationship is out of balance, emotions are then attached and money becomes a highly charged subject!Our relationship with money is a fragile one and there are innumerous ways in which it can become out of balance and when it is out of balance, emotions, whether we realize it or not are always attached. Some of the more common emotions around money that we experience are guilt, shame and anger. That is why, when speaking with a prospective client it is important to really listen to what is being said and peel back the layers.Here’s what I mean…Last week, I was speaking with a prospective client who very clearly stated that I would not want them as a client. She went on to further say her books and records were anything but stellar and that she keeps her receipts in a shoebox.On the surface, my initial reaction to that statement would be “they cannot afford my services.” I am judging the prospective client and adding the emotion of being disappointed that I will most likely walk away from this meeting without signing a new client.But when I did some deep listening and peeled back the layers here’s what I heard, “I’m not sure I can afford your services and I really need them because my books are a mess and I am ashamed that I cannot handle my money.”By deep listening, I am now in a place of compassion and seeking a solution. In order for this prospective client to speak with me,womens spyder ski outerwear cheap, they had to become vulnerable and trust that I would not judge them harshly. When someone is experiencing guilt or shame around money, like this prospective client they are usually very hard on themselves and make the assumption that everyone else is getting it right, which couldn’t be further from the truth.Had I stayed on the surface thinking this prospective client could not afford my services I would be missing out on the opportunity to really help someone who needs it, whether or not I am the right person or service to assist them.The reality of the matter may be that this prospective client cannot afford your services which is why it is important to perform deep listening and contrast that against the criteria a prospective client must meet in order to work with you.When you master the art of deep listening, qualifying prospective clients and working with your existing clients becomes magical. Here are some tips on how to know you are performing deep listening.oIt’s Not About You – unless the conversation is specifically directed at you or your services that conversation is not about you. Don’t take any of the comments your client or prospective client says personally.oBe Neutral – Listen to what is being said and regard it as neither good nor bad with the caveat that it is bad if it is illegal!oShow Acknowledgment – Most people just want to be heard and acknowledged. During your conversations with your clients or prospective clients, acknowledge what they are saying by meeting them and their issue where they are.Deep listening is an art form that once mastered will help you in all aspects of your business and personal life.Copywrite 2009 SUMSOLUTIONS LLC,cheap spyder ski pants for women. All Rights Reserved,womens spyder ski jackets.


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