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    Buyer/Seller Relationships...the ABCs of Success
    There are basically three levels of buyer/seller relationships. The first and most common relationship level is Adversarial. This is the traditional win-relinquish relationship where you, the buyer, squeeze your supplier for the very last bit of a discount. You are determined to get the last drop! You are not focused on the cost
    r worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy

    Techniques to Getting More Visibility
    You’ve created your business plan, come up with an awesome business name, created a great web site, joined all the industry specific networking groups you could afford, designated a corner of the house as your office, got business cards and brochures printed out; now you’re handing them to everyone you meet. Now you’re just wait
    "After an Ohio State University convocation, the chairman ran out for an aspirin and the audience fell down laughing. The Story: A distinguished old judge was invited to speak, the decision was made without realizing that the judge was somewhat eccentric and growing senile, He plodded to the lecture and started reading his typescript in a high, cracked voice.

    When he got to the bottom of Page One, he turned the page and continued reading. It soon became apparent that the judge was again reading Page One. And if that was not enough for the startled audience, the third page was Page One.

    Everyone now realized that the materials in the judge's hands were in triplicates. In all, seventeen pages were read three times over by the absent-minded old gentleman before he got off the platform."
    -- Paul Lee Tan

    How embarrassing. How uncomfortable the audience must have felt. How they kept from laughing I'll never know. How could they sit through the entire lecture without doing something about the situation?

    How often do we find ourselves in the same situation? We know that someone needs help, but we feel helpless and hesitant. Or we know that something is wrong, dreadfully wrong, and yet we keep quiet . . . waiting for the ordeal to be over.

    We see the same thing in business. It's like the old children's story of The Emperor's New Clothes. Everyone knows there is a problem but they're afraid to speak. Someone knows that a new procedure has never worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy

    Plan for the Event or Flounder
    Rather than being there to eat the food and drink the drinks, planning before attending an event will change your view.Have you ever attended an event and seen all the people gravitating towards the food and the drinks? That is the first thing people seem to go for. Well, it is natural, especially if you are there alone a
    >When he got to the bottom of Page One, he turned the page and continued reading. It soon became apparent that the judge was again reading Page One. And if that was not enough for the startled audience, the third page was Page One.

    Everyone now realized that the materials in the judge's hands were in triplicates. In all, seventeen pages were read three times over by the absent-minded old gentleman before he got off the platform."
    -- Paul Lee Tan

    How embarrassing. How uncomfortable the audience must have felt. How they kept from laughing I'll never know. How could they sit through the entire lecture without doing something about the situation?

    How often do we find ourselves in the same situation? We know that someone needs help, but we feel helpless and hesitant. Or we know that something is wrong, dreadfully wrong, and yet we keep quiet . . . waiting for the ordeal to be over.

    We see the same thing in business. It's like the old children's story of The Emperor's New Clothes. Everyone knows there is a problem but they're afraid to speak. Someone knows that a new procedure has never worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy

    If an Organization is Only Looking at Quota Performance, They are Missing the Boat with Salespeople
    Apparently the ideal salesman is the one who exceeds his sales quota...but isn't there more to it than that?The characteristics of a successful salesperson will vary due to the market being served, the culture of the sales territory and the organization that the salesperson works for. It’s like a recipe for a cake. Each
    absent-minded old gentleman before he got off the platform."
    -- Paul Lee Tan

    How embarrassing. How uncomfortable the audience must have felt. How they kept from laughing I'll never know. How could they sit through the entire lecture without doing something about the situation?

    How often do we find ourselves in the same situation? We know that someone needs help, but we feel helpless and hesitant. Or we know that something is wrong, dreadfully wrong, and yet we keep quiet . . . waiting for the ordeal to be over.

    We see the same thing in business. It's like the old children's story of The Emperor's New Clothes. Everyone knows there is a problem but they're afraid to speak. Someone knows that a new procedure has never worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy

    The Battle of Positioning -- Altruism or Paranoia?
    Competition in the past has embodied such beliefs of “kill or get killed” which has fostered paranoia with many individuals and companies. Our competitive thinking has been to: defend, hoard, knock off competition, defame and win at any cost. A view propagated by Intel’s Andy Grove that, “only the paranoid survive.”Do
    ne needs help, but we feel helpless and hesitant. Or we know that something is wrong, dreadfully wrong, and yet we keep quiet . . . waiting for the ordeal to be over.

    We see the same thing in business. It's like the old children's story of The Emperor's New Clothes. Everyone knows there is a problem but they're afraid to speak. Someone knows that a new procedure has never worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy

    LEAD Your Customers Away From Returns & Exchanges: Increasing Customer Retention
    Increasing Customer Retention with an Adequate Return PolicyProduct returns and exchanges are a necessary evil in doing business. The method in which a merchant handles returns plays a key role in the company’s customer loyalty. Good return policies equal good return customers. As with most systems in
    r worked for them, but they hold back. Fearing that they will be made the fool, they do nothing. But in today's business world we can't do that. Doing nothing could be ruinous.

    We can't afford people who are afraid to speak up. We can't afford to have ideas not shared. If we don't bring up problems that we see, we can't wait for the runaway train in the market to destroy our company and our jobs. If one person with key information remains silent we are doomed.

    Communication is the key to survival and change. And the key to that communication is trust. We need to know that our ideas will be listened to and be taken seriously. And we need to know that our comments, when given in good faith, will be free from retribution and rancor.

    The emperor might not like being told he has no clothes, but it's certainly better to know that before strolling among the masses.

    The judge at Ohio State might have been embarrassed about reading his papers in triplicate, but if someone had stopped him and helped him reshuffle his papers, the people who gathered to hear his wisdom might have learned something.

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