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Add You - Getting Into Your Buyer's Shoes
With the holiday season fast approaching, more and more businesspeople are considering getting an Australian business visa for a different taste of winter.The Australian winter is actually the friendly reversal of Europe's and the U.S.'s version of deep frost and snowstorm, which is why the Land Down Under is always a top pick for holiday business travels and for business people who'd like to extend their work well into winter.Businesspeople are wising up on the extended opportunities Australia's holiday can give their businesses. Even before harsh winter sets in and forces them out of their own countries
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that
People will do something—including changing their behavior—only if it can be demonstrated that doing so is in their own best interests as defined by their own values.All of us delude ourselves about our achievements, status, and contributions. We overestimate our contribution, and take credit for successes that belong to others. We have an elevated opinion of our skills and our standing among our peers. We ignore our costly failures and exaggerate our impact on net profits.These delusions are a direct result of success, not failure. We get positive reinforcement from our past successes, and we think that t
A few weeks ago, I met Chris* at a networking event. We chatted about what his company was doing and what my business was all about. He quickly realized that his company's online solutions could be beneficial for us and said, "Charlie, we should really meet soon so that I can show you our solutions that can lead you to more business." We had fairly good rapport and my company was then currently considering improvements to our online approach, so I was willing to respond to his suggestion.
A few days later, Chris called me and we set a meeting. During the meeting, he showed me a brochure with all his company's solutions and kept asking whether this or that solution would be of interest to me.
We finally nailed down one area of immediate interest and three areas for future consideration out of the list of around 10 solutions. Then I asked a few technical questions that Chris could only partially answer, so he suggested that I meet one of their software engineers for further clarifications. This was fine with me, especially because the engineer provided me with more satisfactory answers.
Before I left, Chris promised to send me a quote for the more immediate requirement, including some of the options that were briefly mentioned by the engineer. I received the proposal a couple of days later, and after a few more days, Chris called me to check if I received the quote and if everything was clear.
Let's see which aspects of Chris's approach are in line with the "Stop Selling!" approach, and then I'll discuss what a person with the "Stop Selling!" mindset would have done differently:
In line with "Stop Selling!"
The responsiveness and reliability that Chris displayed was perfectly fine and gave me, his potential buyer, the feeling that his is a credible, trustworthy company.
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that h
Shopping for the right tire can be difficult at times as there are numerous brands available, which have tires of different sizes and styles. Tires are made from diverse compounds and engineered to give perform faultlessly under any circumstances. With innovation and e-commerce there have been many technologically advanced in the making and performance of the tires. Many individuals can also choose to customize tires by positioning an alloy that is larger in diameter. Many individuals who think of buying tires usually settle for low quality ones, as they are cheap and affordable, overlooking the fact that such cheap tir
A few days later, Chris called me and we set a meeting. During the meeting, he showed me a brochure with all his company's solutions and kept asking whether this or that solution would be of interest to me.
We finally nailed down one area of immediate interest and three areas for future consideration out of the list of around 10 solutions. Then I asked a few technical questions that Chris could only partially answer, so he suggested that I meet one of their software engineers for further clarifications. This was fine with me, especially because the engineer provided me with more satisfactory answers.
Before I left, Chris promised to send me a quote for the more immediate requirement, including some of the options that were briefly mentioned by the engineer. I received the proposal a couple of days later, and after a few more days, Chris called me to check if I received the quote and if everything was clear.
Let's see which aspects of Chris's approach are in line with the "Stop Selling!" approach, and then I'll discuss what a person with the "Stop Selling!" mindset would have done differently:
In line with "Stop Selling!"
The responsiveness and reliability that Chris displayed was perfectly fine and gave me, his potential buyer, the feeling that his is a credible, trustworthy company.
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that
In your business, does it feel more productive, to be fulfilling the orders, or spending half a day on marketing or planning?You see, the majority of people go into business to escape working for a boss, or the long commute to work or the 9 to 5 boredom. They want freedom, flexibility and a better income.So, they take the incredibly gutsy move and go it on their own. They step right out of their comfort zone and they become the boss!They are enthusiastic, because everything is new and exciting. Their mindset is in exactly the right place, and they attract the orders with their enthusiastic personali
Before I left, Chris promised to send me a quote for the more immediate requirement, including some of the options that were briefly mentioned by the engineer. I received the proposal a couple of days later, and after a few more days, Chris called me to check if I received the quote and if everything was clear.
Let's see which aspects of Chris's approach are in line with the "Stop Selling!" approach, and then I'll discuss what a person with the "Stop Selling!" mindset would have done differently:
In line with "Stop Selling!"
The responsiveness and reliability that Chris displayed was perfectly fine and gave me, his potential buyer, the feeling that his is a credible, trustworthy company.
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that
In a previous article I looked at reasons why training is important and how organisations could look at providing training for employees. In this article I’ll consider some practical ways of going about providing internal training. It must be said that internal training is never expected to replace quality external training but what it can offer is a degree of personalisation and employee involvement that even the best training courses may not achieve. By encouraging employees to generate knowledge and add to their own knowledge, the business or organisation can benefit markedly.Peer TrainingPeer tr
Let's see which aspects of Chris's approach are in line with the "Stop Selling!" approach, and then I'll discuss what a person with the "Stop Selling!" mindset would have done differently:
In line with "Stop Selling!"
The responsiveness and reliability that Chris displayed was perfectly fine and gave me, his potential buyer, the feeling that his is a credible, trustworthy company.
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that
With the advent of the Internet a top business note buyer is literally just a click away. If you know where to look you can find a leading industry professional that will give you a competitive quote for your note usually withing 24-48 hours. If you're looking for an immediate source of cash, there's really no easier way to get it either.Seller financing has become quite popular these days, at it opens up the door to endless possibilities when it comes to selling your business, your house or other property. Yet often sellers, called the payees, find themselves in a position where they want or need a lump sum o
Even if Chris did not have full technical competence, it was not an issue for me as a buyer - I appreciated his efforts in having the engineer answer my questions. Furthermore, the situation assured me that in future dealings, he wouldn't suggest solutions unsuited to my expectations, and that he would understand my expectations in the first place.
The way I was received at his office was very welcoming and certainly immediately improved the already existing good rapport - an important basis for building trust.
What I would have done differently
It actually started at the networking event. As a potential buyer, I found it way too premature for Chris to claim that his company's solutions will lead my company to more business. If he would have shared that his company's solutions helped other companies similar to mine, it would have been much more attractive and believable to me.
Also, instead of saying "can show you our solutions", I would have preferred if he said something like "I would like to discuss with you what you are doing today and what your potential is for more online business in the future." This way, he would have focused on my interests (potentially more business) as opposed to his (their solutions that he wanted to sell).
During our meeting, Chris immediately presented his company brochure with his company's products to see whether any of them would interest me. I would have preferred if he asked about my business first and what kind of online solutions we already had in place. He could have helped me discover which aspects of my current solutions work for me and which aspects create difficulties. Also, we could have developed a vision for my online business for the next couple of years and then together work out a plan on how to get there. His company's products could have been tools to make this plan a reality, and if they turned out unsuitable or insufficient, I would have been grateful for his suggestions on who else could help compleme
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