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What it will also do for those that are charged with sales, is well... charge your sales. And for those of you not in a pure “sales” role, keep in mind that all of us sell ideas, concepts and other intangible things every day,[link widoczny dla zalogowanych], both personally and professionally.
People buy from those that they know, like and trust.
Let me explain...
Then came “CONSULTATIVE SELLING.”
What would happen if you asked more questions to potential customers? How would it increase your effectiveness and get more people to like and trust you,[link widoczny dla zalogowanych]?
For a long time, salespeople were seen as “TALKING HEADS” just presenting information on their product or service. The faster they could talk and the more information they could spit out, the better their chances of closing the deal. This worked well until buyers picked up on the strategy, and “fast-talking salesmen” became a catch phrase for salespeople that no one wanted to do business with.
People will want to work with you and buy from you when there’s a good fit. And they will want to tell others about you as well.
There are two forces at work. Consumers have grown weary of sales professionals, and more importantly, people don’t buy based on needs any more. They buy based on their wants.
By Jason E,[link widoczny dla zalogowanych]. Rosado
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So let me ask you...
So how can you get someone to know, like and trust you? Become a trusted advisor. An advisor asks a lot of questions and uses those questions to learn more about the other person and gives helpful, unbiased suggestions.
These may sound like very similar questions but many times it’s by asking closely related questions in different ways that get you to the REAL answer.
So, as a sales person, you need to ask questions to find out what your prospects really want. How else can you help them create the best outcome?
How many of us eat fast food? Why do people smoke or drink? Don’t most of us know that driving our cars is ruining the planet? Yeah… I know, I’m guilty too. And we try to change because we know these are bad, but...
And people don’t want to be ‘sold to’ any longer.
Don’t believe me?
And even when you don’t close the sale, you will gain a reputation for helping others beyond doing what’s in it for you. As a result, your networks will grow and as well as your reputation.
This method integrated probing questions to identify the prospect’s needs,[link widoczny dla zalogowanych]. It included questions like: How long do you have before you need to upgrade? What is your biggest concern about your current supplier,[link widoczny dla zalogowanych]? What would you primarily use this system for,[link widoczny dla zalogowanych]?
· What could be the best outcome for you?
· What is your biggest challenge right now,[link widoczny dla zalogowanych]?
· What would make you really happy in this situation?
· What do you want to accomplish here,[link widoczny dla zalogowanych]?
· Why is that important to you?
· What would it really mean to you, professionally and personally?
All the best,
Jason
It seems pretty straightforward,[link widoczny dla zalogowanych]. Ask questions then do a sales presentation of the solution you offer that best meets the needs of the customer.
By asking probing questions to uncover those wants and digging deep to find out the reasons behind them: their motivations,[link widoczny dla zalogowanych], fears, and even philosophies.
People don’t often answer a question directly the first time because their REAL wants are very personal. We don’t like to reveal ourselves to people that we don’t know, let alone someone that probably has an agenda to sell us something. This brings us to another important point that you’ve probably heard before:
Identify what they want, what they believe in and what they are seeking. Then think about what you can provide – resources, connections, ideas, support, or one of the products you offer if there is a genuine fit. As someone that cares about them and wants them to succeed, you’ll be helping them out tremendously.
Here are a few good questions to ask potential clients and networking partners as you get to know them:
“COACHING THE SALE” or “coaching the client” to make the best decision possible for them is the next phase. Actually, it’s really a paradigm shift, because your highest priority with this process is to be of service to a prospect, not to close the deal. Sound confusing?
Author's Bio:
How do we find out customers’ wants,[link widoczny dla zalogowanych]?
With so many choices, we still generally do what we want - even if it’s not what we need.
But today’s consumers are smarter, more familiar with different options, and have access to much more information.
Give them more opportunities to talk and yourself more opportunities to listen,[link widoczny dla zalogowanych]. You will learn more and be more successful for it.
Instead, they want to be empowered to make a buying decision that will be in their own best interest. And who can blame them?
One of the most powerful things you can do in your business is to ask a lot of great questions. This will empower employees, foster growth, increase the quality of decision making, improve relationships and take you and your business to a new level of effectiveness.
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With just these eight points you should start to understand why the average cost to a company from a data breach is now at $7.2 million per incident. While there is no way to guarantee that a company will not experience an attack,[link widoczny dla zalogowanych], just a few simple tasks will help:
With so many ways customers personal information can be compromised, the best a company can do is to place enough barriers to makes thieves look for easier prey.
Determine who to tell and how can be as devastating to a company as trying to figure out how the breach occurred in the first place. With forty-six different state laws, numerous federal laws,[link widoczny dla zalogowanych], and figuring out which ones apply also requires specialists.
Buying breach insurance is important, but to qualify the company has to have first put in place security and had completed a security analysis.
Train your employees about security and what to watch out for. Hey it’s their jobs too on the line.
Maintain a chain of custody to show you are following appropriate procedures in dealing with the breach. This can help with both legal issues and privacy protection compliance issues,[link widoczny dla zalogowanych].
Bring in a security analysis team to evaluate all these points of vulnerabilities
Develop a plan ahead of time on how to respond to a breach. Companies practice fire drills why not data breach drills.
Ben Worthen, a staff reporter in The Wall Street Journal’s San Francisco bureau,[link widoczny dla zalogowanych], wrote a great article “What to Do if You’ve Been Hacked” on September 26,[link widoczny dla zalogowanych], 2011, where he has highlighted some key things to do. All the points are excellent but the #1 “to do” is to not ignore the attack and hope it goes away. It won’t!
Determine if the breach has infected other computers and other servers. Again the pros will have to do this.
Remove the infection by cleaning all data, updating all anti-malware programs and maybe even scrubbing the computer’s hard drive and re-installing the OS and apps from scratch.
I have written many articles and blogs warning about the cost to a company from a security breach.
Call in post-breach forensic security experts for the investigation as soon as you discover the attack. If your IT people, police,[link widoczny dla zalogowanych], etc. are not properly trained key evidence can be destroyed.
Finally, apologize to your customers. Make them feel that they are important and your respect their privacy. Otherwise you risk lost customers,[link widoczny dla zalogowanych], wasted money to acquire customer in the first place and law suits.
Know the four points of vulnerability; Building, employee,[link widoczny dla zalogowanych], computer and network.
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By Dovell Bonnett
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Here is some advice if your company network has been hacked:
Don’t unplug the affected computer because it can erase key evidence stored in computer memory and not on a hard drive, but do disconnect the it from the network.
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Cease and Desist – A cease and desist order can be issued by either court or agency and is designed to prohibit an individual,[link widoczny dla zalogowanych], business or organisation from continuing a particular activity or protocol.
Capital Gain – In the investment world,[link widoczny dla zalogowanych], Capital Gain refers to the monetary differential between the price which an asset was purchased at and the price that asset is sold for. There are two distinct variations of ‘Captain Gain.’ Realized Capital Gain refers to an asset that has already been sold and from which the investors has reaped a profit. A Unrealized Capital Gain refers to an assets that has not yet been sold by its owner, but were it to be sold would definitely result in a profitable return.
Capped Rate – When discussing Real Estate, a Capped Rate is a specific mortgage rate offered by a financial institution that is guaranteed to not exceed a particular percentage for a predetermined time period.
If you’re an up-and-coming investor or are simply looking to dip your toe for the first time in the investment waters, we hope this list of terms can help streamline your entry into the financial world.
Call Market – Call Market’s are no longer very popular in investing circles. A Call Market is a market where trades only occur at specific times and are placed one at a time,[link widoczny dla zalogowanych], as opposed to continually as regularly seen on the stock market. Buy and Sell Prices are predetermined,[link widoczny dla zalogowanych], as opposed to be determined by the market’s buying and selling activity.
Enjoy,[link widoczny dla zalogowanych]!
Due to overwhelming demand from all of the budding investors that have taken the site to visit our site, we’re continuing on with our Investment Terms You Need to Know Series.
If you’re enjoying the series and would like to check out all of the parts in sequential order,[link widoczny dla zalogowanych], don’t hesitate to visit our site.
C.O.D – C.O.D stands for Cash on Delivery. This occurs when a transaction takes places between a buyer and a seller and the items purchased (often goods,[link widoczny dla zalogowanych],) are paid for in full with cash immediately following the delivery.
Cash Cow – In Investment terminology a business or organisation that consistently and dependably produces a cash flow is referred to as a Cash Cow.
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Capital - The initial cash or goods that are investing to generate further income,[link widoczny dla zalogowanych].
Calendar Month – A period of time exactly as listed on the calendar; beginning at the 1st and concluding at either the 30th or 31st day,[link widoczny dla zalogowanych].
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By Arion Gnotta See all Articles by Arion GnottaGet Updates on Internet MarketingGet Updates on Arion Gnotta Average: 0 Your rating: None Tweet A lot of online business owners will focus on the concept of how the search engine optimization services will bring more web traffic to your website They ask business owners to Buy website traffic. The only thing you have to do is to carry out a comprehensive market research. If you think it is difficult to buy online you can also seek expert's assistance in buying the one. why it’s important,[link widoczny dla zalogowanych],S. If you don’t do this and just file each company alphabetically,[link widoczny dla zalogowanych], Given this,[link widoczny dla zalogowanych], for business organizations” identify the market trends through technical analysis.
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My firm organized a Business Plan, Sales Model, Branding and Marketing Strategy, and Public Relations campaign to introduce the etching service. The client was driven, ambitious and thrilled that she was providing a service that was pleasurable and fulfilling both for her and her customers. Recently, while executing her Business Plan, she expanded her service by renting a Kiosk in a major regional mall. She has hired college students to man the kiosk and is in the process of expanding to a second location. Sales have expanded to the point that as her severance funds are almost exhausted, she will be able to support her family on the revenue her new Enterprise is generating.
My prospective client shared that she was most keen about her hobby of Engraving. She showed me a selection of her work. For a number of years this lady had been providing friends and family with commemorative etchings and engravings applied to substrates such as pewter, marble, granite, wood and other surfaces. The work was of excellent quality. This lady had honed her skills but had never before considered selling or commercializing her work. The layoff from her buying position had forced her to start thinking outside of the proverbial box.
I am not suggesting that everyone can succeed without someone else providing their job. Most people simply cannot make it as a solo operator. Entrepreneurs, and a sole proprietor is the incarnation of an entrepreneur, are always willing to take risks. This eliminates those that reflexively look to others for opportunity.
Recently I met with a Retail Chain Store buyer who had been down-sized. She had received a small severance package from her employer,mulberry outlet, and as I Consulted with her she readily confided that she had not enjoyed her work for a number of years and was keen to take the Entrepreneurial path. I probed her for information about hobbies,air jordan, skills or passions that she pursued and enjoyed.
Immigrants almost always come to developed countries without language skills, deep pockets or connections. Invariably they become self-employed and many advance to build prosperous small businesses. A man with an old pickup truck, a ladder and a tool box can find gainful paying work in any neighborhood. Hauling, lawn care,air jordan pas cher, painting, simple building repairs or trimming trees are only a few ways that an aspiring workman can create their own job. The housecleaning service that we use at our home is owned by a lady from El Salvador who labored herself in homes and has built a crew of three women who she now employs.
Today we have forgotten how difficult subsistence life was as recently as the early 20th century. The availability of government assistance in many varied forms has dulled instincts, ambition and the ability to accept any level of risk for too many people. However, for others the loss of a career or job has been the impetus for personal reinvention and the discovery of opportunity in fresher,mulberry, better pursuits. These hardy souls create their own jobs and incomes.
by: Geoff Ficke
Another example of creating one’s own job, and small business opportunity, is seen in a client whose passion was babies. Her own children had been memorialized in a number of unique ways and she was often asked by friends if she could provide commemorative treasures for them. Plaster of Paris molds of baby feet and hands were particularly popular with parents of neonates. My Consumer Product Development and Marketing Consulting firm suggested that she expand the service and as Sales traction occurred introduce a packaged version of the product so that parents and grandparents everywhere could experience the pleasure of interacting with their infants in this most endearing way. The fully packaged version of the product is now being readied and will be introduced to the Juvenile and Baby Product Retail Market this fall.
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We have worked with people who were avid Golfers, Hunters,abercormbie france, Fisherman, Cooks and Bakers, Artisans, Inventors, Estheticians, Athletes,hollister, Hobbyists of every stripe, passionate Herbalists,hollister, Fashion designers and many other types of skill sets possessed by people seeking to turn their interests into their work. In almost every case, the result is an opportunity for those willing to create their own job. They even have fun and enjoy what they do for a living.
The simple question I most often hear asked by prospective clients at my Marketing Consulting firm is this: “There are no jobs, how can I find a way to make a living”? The answer to this most elemental question varies widely depending on a person’s background, skills, interests, available financial resources and personal makeup. Invariably the path forward that is most open for many people is to create their own position.
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These are troubling economic times in the United States and in Europe. Even the least informed citizen instinctively understands this fact. Government debt is piling up, countries are bankrupt,hogan, companies are downsizing and hesitant to hire in a time of grating uncertainty. The party environment enjoyed during the decades of the ‘90’s and 2000’s, built on debt and a credit bubble,ray ban, has been followed by a real psychological and fiscal implosion. Very few people are not being deeply affected and facing real lifestyle diminishment in this environment.
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* Know what you're getting into
* Let your VA contribute fully
* Expect to communicate frequently
The foundation for your relationship will begin with your interview process. Be aware that as you are interviewing the VA, she's also interviewing you. The fit has to be there for both people,[link widoczny dla zalogowanych], or the relationship will never be successful. Don't be offended when she behaves as your equal and a business owner in her own right. She is your equal, a business owner in her own right, and deserves to be treated with the same respect you do.
* Freely share your expectations and listen to those of the VA
This relationship is not something you enter on a whim. This is something you enter because you've realized you're not getting where you need to be by yourself, and you want someone else with an administrative skill-set to do the pieces you shouldn't be dealing with on a consistent and ongoing basis. It took you a while to get overwhelmed; be willing to take some time finding the right VA to help you end it.
It's much the same way with your new relationship with your VA. While either of you can end it at any time (based on whatever agreement you might create),[link widoczny dla zalogowanych], don't go into it thinking about that. This shouldn't be something or someone you're "testing out." Go into the relationship assuming that this is going to be one of the best professional relationships of your life,[link widoczny dla zalogowanych], and treat it that way. If it's not,[link widoczny dla zalogowanych], you'll find out quickly enough; usually 30 days is enough for you to learn how right your decision was to work with that particular VA.
Once you trust, don't micromanage. Remember that your VA is a business owner, too, and she stands to gain nothing by doing less than she's agreed to. Assign work, collaborate with her, then let her do her thing. It makes sense, too, that the more you do this, the faster you'll build trust together, and the more you'll get accomplished.
Remember, VAs are professionals in working this way. Let your VA share with you how she runs her practice, what processes and systems she thinks might be helpful to you, how things could be run more simply or more efficiently. While you get to make the decisions about what, if anything, gets implemented, be open to having new ways of working suggested, especially if you're one who leans toward the "I've always done it this way" mode of operating.
* Go into the relationship wholeheartedly
In the interview, go beyond the "What can you do for me" kinds of questions. Be willing to talk as many times as you need to to delve into deeper topics that would tell you whether you are a good match for one another. An example of one of those topics would be: How do we communicate being upset?
* Be flexible and open to change
If you tend to yell a lot, or if your VA tends to blame, aren't those things you should know about each other before you agree to work together?
Just because you've always done something a certain way doesn't mean it's the best way to do it. Be open to the suggestions your VA makes for improvements to processes, products, vendors--anything and everything that touches your business. Remember, great VAs have their information tentacles everywhere, and they're constantly learning about new things and ways of doing business that might just translate into higher productivity and/or greater cost savings for you.
Recognize that this isn't a transactional relationship like the one you have with your dry-cleaner. Your VA will be someone you deeply bring into your business and life so that she can make strong contributions to your success. You should want to interact with her daily in some way, collaborating on things, brainstorming, handing off tasks and projects and things for her to create and/or manage for you.
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Trust is built by each partner doing what s/he says, all the time. Additionally, it's propelled forward by each person taking a risk,[link widoczny dla zalogowanych], seeing a favorable outcome, and feeling safe to take another. If you aren't feeling very safe within 30 days of working with your VA, reconsider the relationship. While you may be a person who just needs more time, it also may be that you're in the wrong relationship. We find the vast majority of clients have no trust issues after the first month. If you do, pay attention and at least have a conversation with your VA about it. Perhaps there will be a path forward, and perhaps you'll need to move on, but the conversation is the first step.
* Trust — don't micromanage
* Together, you'll create your own 'best practices' for the work you do together
* Get a strong start before you agree to work together
It's important to communicate what you want and expect, and to listen to and respond to the wants and expectations of the VA you work with. She's likely to have Policies and Procedures for her practice that she'll ask you to read and sign. Take the time to do that. If there's something she expects that you don't agree with or can't do, tell her so. Perhaps there's a way to work around things like that, or perhaps you'll both conclude there's no fit for you. But don't go into a relationship without dealing with this.
Take the time to learn about your VA, both personally and professionally. You never know what skills and talents may be available to you beyond what you would naturally expect. The more you let your VA contribute all she can,[link widoczny dla zalogowanych], the more value she'll create in your business, and possibly your life.
While this lengthens the interview process, if what you really seek is a partner for your success, it's time well spent.
While it's true that you might only have a few hours of ?stuff? that need doing each week, the relationship isn't one that only exists a few hours a week. Your VA is there for you, all the time. And you need to want that kind of partner (in the relationship sense, not the legal) before you move forward into looking for a VA.
* Let the VA guide you about working together
* Expect and be ok with mistakes — until the world perfect automatons, people will make errors
One last thought about micromanaging. Ostensibly, you're working with a VA to help you tackle things that don't need your time and attention. If you have to add micromanaging your VA to your tasks each day,[link widoczny dla zalogowanych], you're not really seeing any value from the relationship, because you'll have replaced what you've given her to handle with overseeing what you've given her to handle.
There are many important things to know when moving into a new relationship with a Virtual Assistant. Here are some of the most important things to think about to help you get a strong start.
Working with a VA can be one of the best things you'll ever do for your business. I encourage you to take your time forming the relationship so that it will long-lasting,[link widoczny dla zalogowanych], and continue to serve you well into your business' future!
Think about your values. Think about what bothers you,[link widoczny dla zalogowanych]. Think about who you are in a relationship and who your complement would need to be. Come up with discussion topics about them. The VAs you interview should have their own that they'd like to discuss as well.
In the corporate world, employees generally begin with a period of evaluation or probation . While it's commonly known that the employee can be let go anytime within that period, that fact isn't focused on. Rather, the employee is made a part of the team, given substantial work to do, and the assumption and hope is that the employee will be around, long-term.
Especially at the beginning of the relationship, the two of you should overcommunicate. It will shorten the learning curve for you both.
No two VAs are identical — nor are the businesses they own. Each has her own way of managing time,[link widoczny dla zalogowanych], organizing and prioritizing, choosing equipment, software, and services. Some of what you use in your own business may be interesting to your VA. Some of what she uses might be interesting to you. Remember, you don't have to use the same work tools to efficiently or effectively work together.
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In fact, if you purposefully let your VA know it's ok to be human and make mistakes, you'll likely see very few. The more energy and attention you put on flawless performance, the more likely you are to find the performance flawed. What you want,[link widoczny dla zalogowanych], however, is someone who will readily admit to mistakes made,[link widoczny dla zalogowanych], have a willingness to correct them quickly, and who learns from them so they don't have to be repeated.
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