Casual Articles - Business

Law Firms Should Look to Marketers as Rainmakers
Small and mid-sized law firms around the nation are faced with the proverbial question - what comes first the chicken or the egg? In the case of marketing, many firms are learning that marketing needs to come before client acquisition and investing in quality marketing is

tter way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting be

Medical Transcription Jobs
Medical transcribing means interpreting information of medical records that are dictated by healthcare professionals and physicians. This information includes analysis, progress reports, history of the patients and even letters. It is observed that a lot of legal actions a

If you have ever had the pleasure of attending classes in the fine art of making sales, you will remember that a very important section is “Overcoming Objections.” In class the trainer gives students two lists; frequently used objections and scripted responses for each objection. The trainee is required to memorize the responses and parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

Since then quite a few years have passed and, over time, I found there is a better way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting bea

Innovation Management - changing the world!
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are distinct processes that enhance problem identification and idea generation and, similarly, distinc

s.” In class the trainer gives students two lists; frequently used objections and scripted responses for each objection. The trainee is required to memorize the responses and parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

Electronic Copyboards Make Brainstorming Easy
One of the biggest challenges of taking notes during meetings is scribbling down all relevant facts while digesting presented information in order to offer insights. One either ends up with a lively discussion but no record of what went on, or lots of notes but no personal

he responses and parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

10 Tips for Building Your Expert Status
One of the best ways to separate your business from the others is to position yourself as an expert. Experts charge more, work less, and are highly regarded. Experts regularly experience an inflow of interesting opportunities. They attract business easily and regularly.or encyclopedia salesperson on summer vacation from college. Some vacation!

CeMAP Training - A Fly on the Wall Account
Have you ever wanted to know before hand how a CeMAP training course might run on a daily basis? Well here is a fly on the wall account of a recent CeMAP 2 & 3 combined training course that I attended in London run by Money Marketing Limited for 10 budding mortgage adviser

tter way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with a baseball bat, but integrating probing questions into the conversation to find the prospect’s needs, preferences, dislikes, and deal-killers and using that information to customize the offering as much as possible to fit the prospect’s preferences.

A typical sale goes through a number of steps or phases from the introduction to the discovery of needs to the creation of a proposal. Normally the salesperson talks, the prospects listens then after the proposal is delivered, the objections start appearing. Usually they are pretty predictable, centered on price, terms, quality, esthetics, and

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Protecting Brands From Being #1

At first, it really sounds odd to say that a brand has done a good job protecting itself from being number one in their category. After all, isn't it the goal of many companies to rise to that coveted position? Unfortunately, however, it can be a pratfall and dangerous precipice.

A Staffing Equation: Optimizing the Supply Chain

The Hiring Process is, by its own, a very lengthy initiative, with its just-in-time scenarios, firefighting and disaster recoveries. To add to that, the Hiring Manager’s valuable time is often redundantly over utilized within this process. This paper re-visits the Staffing Supply Chain Process and presents an equation, as a plausible means of increasing its effectiveness.

How Unique Is Your Business? A Competitor's Dilemma

In our efforts to study our competitors we run the risk of marketing just like they do. This is bad news if our competitors are terrible marketers; which is the case in most cases. The emulation of competitors is more common than you may think. Most business owners don’t even realize they are doing it. It’s a phenomenon, where inbreeding of similar marketing strategies produces equally boring and stale results.

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