(Business phone directory) The Ultimate Sales Tip

(Business phone directory) The Ultimate Sales Tip - Give Up the Need to Sell

September 25th, 2009 admin Posted in business |

By rupesh

Most business people will tell you that selling is not their favorite activity. Lets explore a way to look at the process of sales a bit more favorably.

Whether we like it or not—were all in sales. Most of us have an internal dialogue about both selling and closing that is less than positive. Most of us approach the sales portion of our business hoping were not coming off like a salesman.

Most of us hate to be sold to. Most of us have to sell to live. Most of us realize that in order to keep our business afloat, we need to sell. I suggest that you give up that need to sell.

Please notice that I didnt ask you to give up the commitment to sell, but rather the need to sell. The hardest time to do anything is when you need to.

In the revised edition of his book Mans Search for Meaning, the noted psychiatrist and author Victor Frankl coined the term Paradoxical Intentionality. He defines Paradoxical Intentionality as The twofold fact that fear brings about that which one is afraid of, and that hyper-intention makes impossible that which one wishes.

In other words, if you need to do something it makes the task much more difficult. Franks thesis can best be illustrated by an example with which we all can identify.

The last time you needed to get to sleep because you had something important to do the next morning how easy was it to get to sleep? The last time you needed to stay awake for the end of a film how easy was it to stay awake?

So I repeat give up the need to sell. Be committed 150% to making the sale but avoid becoming tied to the outcome of making the sale.

This is contrary to what many of us have been taught. However, if you view yourself as a problem solver rather than a maker of sales this concept will make much greater sense.

I define a problem as, something that exists when there is a difference between what you have and what you want. My definition of business is, The ability to solve other peoples problems and get and make a profit.

Closing is the ability to create an environment in which the prospect can come to the conclusion that our product or service will solve his/her problem.

Based on these definitions, our job becomes a process in which we first uncover whether the prospect has the type of problems our business solves. Next we have to find out if the prospect truly believes that a problem exists (and its important to let the prospect be the judge.)

If the prospect believes that there is a problem, and that the problem is likely to cause monetary or emotional sacrifices, he or she will be more open to having someone who can be trusted help solve the problem. In other words, the prospect begins to close the deal.

Your prospect will begin to convince and influence you that there is a need for your help. He or she will become the source of the sales presentation and the close. As backwards sounding as this may seem its really the way it works.

Because the responsibility of convincing and influencing is assumed willingly by the prospect nearly all of the stress and negativity we associate with selling literally disappears.

Use this approach to selling and youll see a big difference. Instead of a day filled with trying to sell things to people, you will get to solve peoples problems. This is a much more enjoyable way to approach the selling part of your business.

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When Not to Outsource

By Danial Holland

Outsourcing can really be beneficial for a number of reasons. Some companies enjoy benefits such as reduced labor costs, larger workforces, access to industry experts and increased flexibility through outsourcing. However, despite the obvious advantages to outsourcing there are some situations when outsourcing is not a good idea. Although there a number of scenarios where outsourcing is a viable business option there are other scenarios where outsourcing is not the best idea. In these situations it is best to keep the work in-house rather than attempting to make an outsourcing situation work out.

When Outsourcing is Too Costly

One of the primary advantages of outsourcing is a cost reduction. In many cases outsourcing results in reduced labor costs because costs such as social security, health care and workers’ compensation are eliminated. Additionally, the increased efficiency resulting when tasks are outsourced to industry experts can also result in a cost reduction.

Despite these many opportunities for cost reductions, there are some situations where outsourcing might be the more expensive alternative and it may also lead to a financial loss instead of a gain. This may include a situation where the cost of outsourcing to a highly specialized expert exceeds the budget for the project. Fees for individuals with highly specialized degrees or areas of expertise are often quite expensive. Another possible situation is one where finding an individual qualified to complete specialized tasks would be too expensive of a process.

When Outsourcing Causes You to Lose Control

Even when tasks or projects are outsourced the company responsible for the work likes to continue to manage the project and keep close tabs on the progress of tasks. It is important for the company to continue to manage the project even after it has been outsourced because they are the ones who are ultimately responsible for the successful completion of the project. Whenever an individual or company wants to deny the company access to project files or documents, outsourcing is a bad idea. The company who has the vested interest in the outcome of the project should never be excluded from participating in making decisions regarding the project.

Before outsourcing a task or project care should be taken to establish criteria for the management of the project. Depending on the length and complexity of the project it may also be wise to schedule regular meetings to provide updates on the progress of the project. During this time the contractor should provide the employer with all documentation necessary to evaluate the progress of the project and verify it is still on track for completion by the established deadline.

When Outsourcing is Not Permitted

Sometimes outsourcing is not a good idea simply because it is not permitted by contract requirements. Some project contracts may have stipulations stating the work cannot be outsourced to an individual or to another company. Inserting such a clause into a contract document is well within the rights of the clients. When they hire a particular company to complete a project or task, they expect all work related to the project or task to be completed by members of that company unless they specified otherwise when negotiating the contract. Violating the contract documents in this situation is not a good idea. The company could be penalized by the client. Penalties may include withholding payment or refusing to award future projects or tasks to the company.

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What Are The Signs That A Dog May Have Heartworms?

By Satish23

It is surprising how many people are still confused about heartworms and the effects that a heartworm can have on

your dog.

First lets look at what heartworms are and how your dog can become infected.

Heartworms are transmitted by mosquitoes into the dogs blood stream. The immature heartworms called microfilaria

travel through the blood stream.

The microfilaria settle into the heart chambers and major pulmonary blood vessels. This causes a blockage of the

blood flow and pathological changes to the surrounding tissues.

This blockage happens when the larvae grow into adult worms. An adult female heartworm can grow up to fourteen

inches and can live as long as five years.

A female heartworm can produce thousands of microfilariae, which is transmitted into a mosquito when it bites an

infected dog, and subsequently injected into the next dog that that mosquito dines on.

What Are The Signs That A Dog May Have Heartworms?

Usually the first system is weight loss. The dogs hair may become dull and brittle.

The infected dog also may tier easily.

A persistent coughs and or labored breathing.

In more progressed cases victims may vomit blood from ruptured lungs.

If the disease is not prevented or caught in time the result will be a slow painful death from congestive heart

failure.

What Do I Do If My Dog Is Infected?

Treatment is available but it can cost hundreds of dollars, and may be ineffective depending on the degree of

infestation.

The best defense against heartworms is routine checkups with your vet. Giving your dog heartworm medication once

a month easily prevents heartworms.

Warning: You Must Have Your Dog Tested For Heartworms Before Starting Heartworm Medication