>If you are reading this article and you are lucky to own a brand new car, and it is parked nearby. If you were approached by a very professional car tyre salesperson, and he offered to immediately replace one or all your tyres on your car for 50% of the retail price of the tyres, would you take up his offer? 99% of people would decline his offer. Next time you use your car, you notice there is a big nail in one of the tyres, and the tyre is collapsing! You are now have a ‘compelling event’ to buy a new tyre, to the correct specification and to the best price. You have moved from being a non buyer to a buyer with an imperative compelling event, you wish you had accepted the business card of the tyre salesperson. If you now switch roles, and you are the tyre salesperson, and you were smart enough to evaluate the buying behaviour before and after the puncture, what would you do differently, regarding sales effort, discounts, proposals, presentations?Business purchases only ever … [Read more...]
>The simple Sales rules of Negotiation
>How many Sales people really understand NEGOTIATION? Sadly too few.Many enter the negotiation cycle without realising they are in a critical part of the Sales Process. Indeed negotiation is not always related to Sales situations. For example we have all had the discussions with our siblings along the line of: "Can you take me to the pictures tomorrow?", responding with: "Only if you tidy your bedroom". Indeed a primitive, but often effective negotiation, and indeed one (if carried out) can lead to a 'win - win' outcome!It is vitally important to recognise when the sales process enters the 'negotiation phase'. Failure to recognise this may be detrimental to your desired outcome, and do the salesman a disservice.So, what is negotiation?I have over the years heard many definitions, but the simple ones are always the best:"The exchange of tradables to facilitate an agreement". Simple!And what are tradables? And more importantly, how many sales men can list them?Tradables are the … [Read more...]
>The simple Sales rules of Negotiation
>How many Sales people really understand NEGOTIATION? Sadly too few.Many enter the negotiation cycle without realising they are in a critical part of the Sales Process. Indeed negotiation is not always related to Sales situations. For example we have all had the discussions with our siblings along the line of: "Can you take me to the pictures tomorrow?", responding with: "Only if you tidy your bedroom". Indeed a primitive, but often effective negotiation, and indeed one (if carried out) can lead to a 'win - win' outcome!It is vitally important to recognise when the sales process enters the 'negotiation phase'. Failure to recognise this may be detrimental to your desired outcome, and do the salesman a disservice.So, what is negotiation?I have over the years heard many definitions, but the simple ones are always the best:"The exchange of tradables to facilitate an agreement". Simple!And what are tradables? And more importantly, how many sales men can list them?Tradables are the … [Read more...]
>Top ten tips for website improvement
>Search Engine optimisation (SEO) is the term used for a range of processes and tools that help to ensure your website is found and, hopefully, found on the first page of any search engine listing for certain words. An entire industry has sprung up as part of the internet revolution. There is one thing that many of these companies have in common. They make the whole process more confusing than it need be and they charge large amounts of money to the customer who then becomes reliant on them. The tips shown below will allow you to get up at least a couple of steps on the ladder to a high performance website. These tips are by no means exhaustive but it will at least start bringing the hits to your site.Tip 1 Website ContentYou just need to look at any website randomly and this point is amply illustrated. The text that you use should be visitor friendly. A visitor wants to see that they are searching for fairly immediately. If you are looking for a manufacturer of widgets the last … [Read more...]
>Top ten tips for website improvement
>Search Engine optimisation (SEO) is the term used for a range of processes and tools that help to ensure your website is found and, hopefully, found on the first page of any search engine listing for certain words. An entire industry has sprung up as part of the internet revolution. There is one thing that many of these companies have in common. They make the whole process more confusing than it need be and they charge large amounts of money to the customer who then becomes reliant on them. The tips shown below will allow you to get up at least a couple of steps on the ladder to a high performance website. These tips are by no means exhaustive but it will at least start bringing the hits to your site.Tip 1 Website ContentYou just need to look at any website randomly and this point is amply illustrated. The text that you use should be visitor friendly. A visitor wants to see that they are searching for fairly immediately. If you are looking for a manufacturer of widgets the last … [Read more...]
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