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Wouldn't You Like to Close New Business Faster? Practice Answering These Four Questions!
Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of these four questions to the prospects' satisfaction, odds are that you will earn a share of the prospects' business at an acceptable gross margin. Fail, and price will usually become the dominate factor.Understand, however, that you're unlikely to ever hear prospects actually verbalize these questions. Why?Because most prospects respond poorly to change, so until they become extremely unhappy with their c

s? In order to bring assumptions to the surface you must begin the journey of becoming a critical thinker and objectively look at your thoughts. Learn to question and test thoughts and assumptions. Here are some questions to get you started: Question goals, purposes and objectives.

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central pur

Adding Style and Function to Portable Trade Show Displays
Seasoned trade show exhibitors know the importance of having all the right elements in their trade show display-- from design to functionality. And, since every trade show is different -- a different location, different space allotments, or a different focus-- there are many things to consider. Yet one element remains fairly constant -- no matter what trade show you are attending, you have to get your trade show booth to the trade show venue.Therein lies the dilemma. For years, trade show exhibitors here and abroad have asked for a better way to ship their custom-lo

How much time and money is your organization wasting because of faulty assumptions?

The world is rapidly changing. The pace of life is increasing and the pressure to respond intensifies. The world now requires people to learn and relearn, to regularly evaluate the way they work and the decisions that are made. Simply put, as the world continues to become more global the cost of making assumptions goes up.

Every time you accept a proposition as truth without proof or demonstration, you are making an assumption; most of those assumptions are unconscious, and they operate in your thinking without you knowing it. The lenses and filters that people are wearing influence those assumptions. You and I can look at something in two very different ways – with neither of them being right or wrong – just different.

The problem with assumptions is they stifle creativity, put people into ruts and promote conflicts in relationships. Simply stated, assumptions keep people where they are and hinder growth. If you want to increase your effectiveness you have to begin to look at some of the assumptions and beliefs that guide your actions.

People waste inordinate amounts of time and energy on projects and tasks, simply because they assume this is the way it has always been done, so it must be right. People are afraid to rock the boat, afraid of what others may think of them, or they doubt their own thinking and wisdom. Great ideas and famous inventions come when people begin to challenge the status quo, ask questions, and test assumptions.

How does an individual gain awareness of their assumptions? In order to bring assumptions to the surface you must begin the journey of becoming a critical thinker and objectively look at your thoughts. Learn to question and test thoughts and assumptions. Here are some questions to get you started: Question goals, purposes and objectives.

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central purp

A Smart Marketing System
Some people think of marketing as advertising and promotional specials. Others see marketing as high-level planning and strategy. So, to get started, let's talk briefly about what marketing is.When I talk about “marketing”, I am referring to any and all activities that help you plan and deliver your message to your audience. Marketing is what helps your potential customer understand who you are, what you do, what you might be able to do for them and why they should consider doing business with you.Marketing is about understanding why you are in business. It's abo

oes up.

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central pur

Increasing Persuasion with Humor
Many people take for granted the powerful persuading influence of humor. Humor is often tossed off as sheer entertainment or mere speech filler. The truth is, when you engage an audience with humor, you are accomplishing much more than just getting a laugh out of them. Humor disarms an audience, making them more likely to open up to you. Once your prospects feel comfortable with you, they will be more in tune to your message and more likely to remain attentive. Audience members usually like and are drawn to a person who can m

ifferent.

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central pur

The ABCs of Customer Recovery
This week I present 26 little ideas to help you respond to complaints and difficult customers with much more ease….the ABC’s of Customer Recovery.A ct as if every lost customer’s sales come out of your paycheck.Believe the best of customers. Don’t make the mistake of assuming most customers are out to simply get something for nothing. The truth is, less than 1% of customers contact companies with ulterior motives in mind.C ommunicate with diplomacy and tact when you final answer is “no” and when explaining company policy.

and tasks, simply because they assume this is the way it has always been done, so it must be right. People are afraid to rock the boat, afraid of what others may think of them, or they doubt their own thinking and wisdom. Great ideas and famous inventions come when people begin to challenge the status quo, ask questions, and test assumptions.

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central pur

Developing a Marketing Strategy
A well planned market strategy can be vital to the growth of your business. You make business decisions every day, mostly relying on your intuition. While you must make decisions, intuition alone may not provide you with the facts you need to achieve marketing results.A marketing strategy can help you not only define your business goals, but help you develop the activities to acheive them.You can set up your own informal marketing strategy in just a few simple steps. This strategic plan can help you in making decisions later down the road. Find some quite time to

The first step in uncovering assumptions is identifying your goals, purposes and objectives. What is the central purpose of your project? Your group? Your work with this person? Getting clear on the purpose and goals of a project, relationship, or group can help reveal or prevent many preliminary assumptions that are often made.

Question the way problems are shown, questions are formulated and issues are expressed.

What issues have to be addressed? What are the key questions that should be asked? If you don’t correctly identify a problem, you take the road of making assumptions. If you don’t ask the right questions to yourself, another individual, or a team, you are also taking that assumption road. Ask the questions to correctly identify problems, issues or concerns; then test to see if those questions have led you to the core problem.

Question information and sources of information.

What information do you need to better understand what is going on? Where can you get it? How can you test the information? Is it accurate? Is it relevant to this issue? If you are lacking information, assumptions will be made. If you have the wrong information, misleading assumptions will be automatic.

Question interpretations and conclusions.

What do you need to keep in mind with interpretations, judgments and conclusions? It’s helpful to ask: What conclusions am I coming to? What facts do I have to support that conclusion? What conclusions are others coming to? Many assumptions are the result of jumping quickly to a conclusion without weighing the facts or knowing how you interpreted information. Take the time to access your interpretations and conclusions.

Question the point (s) of view be

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Customer Delight = Customer Expectation plus 1. This was the simple formula for delighting your customers that Ken Blanchard informed us of in his book “Raving Fans”. For me this is a great formula, but in itself it also raises a number of questions. For example, to deliver a plus one, to exceed something, you must know what that something is in the first place… so do you? Do you know what your customer expectations are at each moment of contact? I am constantly surprised by how many of our clients don’t. They have their own personal opinions of what their customers’ expectations are, they believe they know, but can they show me evidence, no! They perhaps show me a survey they conducted over 10 years ago and say “I’m sure it’s the same now

As managers, we are spending millions on Six Sigma in an attempt to control our manufacturing processes. At the same time we have a process called Decision-Making that fails half of the time. What a huge competitive advantage can be gained by focusing on and improving our decision-making.

I found a few way that actually boost my profit instantly. Many small businesses needed to create a massive cashflow in the shortest possible time.

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