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Casual Articles - What Gets Buyers To Yes
Unemployment is depressing: financial pressures stress you out, looking for work is humiliating, and your fragile self-confidence reels under the blows of indifference and rejection.It becomes harder to get up in the morning, to take care of yourself, to be supportive and loving to those around you, to swing energetically into job search activities.Here are 7 tips on beating those I-want-to-get-a-job-but-nobody-wants-me blues.1. Create a schedule for your week: 5 hours per day (maximum) of looking for work, 2 hours per day (minimum) of relaxing, having fun with others, and appreciating yourself.ffer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more impor
In a previous Marketing Tip I promised you that I will reveal to you a tactic that will improve your business and here it is.I can tell you this - it doesn't matter whether you are a sales person, a small business owner or corporate executive - it doesn't matter whether you sell to businesses or consumers if you'll thoroughly study and consider the information and ideas presented in these emails and take appropriate follow-up actions to switch the emphasis of your marketing into methods that bring direct response and are results measurable you will improve the profit of your business.And I want you to rem
People will say yes to your ideas if they meet their needs or match their view of life in the following areas:
• Principles and values
• Beliefs and opinions
• Needs and wants
So Give People What They Want & Need
People agree to ideas and suggestions that match their needs or views of life. Underpinning all our lives are certain principles and values that we hold to be true. These become guidance for how we conduct our lives. They influence and mould our behaviour. They can differ greatly from person to person and successful influencers always take principles and values into account.
But how?
• Notice what principles and values drive other people
• Ask questions and invite comment and reaction
• Check with those who know them well
Some examples of principles:
‘Integrity and fairness are an integral part of business dealings.’
‘I think that older people deserve courtesy and consideration.’
‘Moral behaviour is part of the fabric of daily life.’
It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions
Beliefs & Opinions
Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:
‘Which is most important to you – reliability or security?’
Wants & Wishes
Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.
Depends What’s On Offer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more import
What gets your attention faster – a faucet with a slow leak or a busted pipe causing a flood? The flood, of course. Does that make the slow leak any less of a threat? No.I’m willing to gamble that right now, you have a slow leak in your business. And, odds are, you won’t address it until you have a flood. What you need to understand is: slow leaks cost more over time. A cost most business professionals can’t afford to absorb.Where is this slow leak? It’s rooted in the time you loose trying to locate a misplaced file. Drip. It’s in the hours and days that are lost when your main computer is otherwi
But how?
• Notice what principles and values drive other people
• Ask questions and invite comment and reaction
• Check with those who know them well
Some examples of principles:
‘Integrity and fairness are an integral part of business dealings.’
‘I think that older people deserve courtesy and consideration.’
‘Moral behaviour is part of the fabric of daily life.’
It would be unproductive to spend time attempting to dislodge these deep-seated principles. Instead, harness them to add leverage to your suggestions
Beliefs & Opinions
Beliefs and opinions can be transient or short-term. Remember when you used to believe in Father Christmas, the Tooth Fairy, giants and witches? Proof can easily dislodge a belief. So too can time.
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:
‘Which is most important to you – reliability or security?’
Wants & Wishes
Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.
Depends What’s On Offer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more impor
Unless you’ve been living under a rock for the last few years, you’re well aware of the online-shopping craze that’s sweeping the country! From rare books and CDs, to cars and vacations, shopping for unusual items and oddities has been simplified with just a click of a mouse with the Internet’s virtual shopping malls. But what about the latest trend- the one about shopping for your “not so atypical” office supplies online? What exactly are your peers and competitors shopping for online, saving both time and fuel in the process? To aid you in your quest, we’ve compiled a list of the “top 5 office supplies shopped for
An early step on the road to influencing others may include having to change lingering beliefs or convictions before you can proceed further.
‘I think that BubbleClean washing machines break down more often than the Tumblingsystem range.’
‘I think that all politicians are corrupt.’
‘I never make decisions on the 13th.’
Each of these beliefs can be dealt with by logical questioning or providing proof or data.
Needs & Necessities
These are fundamental requirements – they have to be met if you are to influence others. Typical needs include: reliability, security, achieving a deadline, meeting a budget, keeping up to date.
‘Because of increasing competition, it is essential that we maintain an image and at the same time keep up to date.’
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:
‘Which is most important to you – reliability or security?’
Wants & Wishes
Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.
Depends What’s On Offer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more impor
Franchise company relations are critical to meet market demands and changes in customer or consumer buying behavior. Franchise relations between the franchisor and the franchised outlets or franchisees paramount to the success of the brand name. When franchise company relation strategies are working smoothly this provides additional efficiencies and therefore a greater chance for increased profits for both the franchisor and the franchisee.To maintain a strong franchise company relations strategy there must be constant communication between both parties. There needs to be feedback from the franchised outlets
‘My team members are under great pressure, so it important to maintain their morale.’
‘The system must not only be reliable but secure, as well.’
Having uncovered needs, you may have to mould or reshape your ideas to dovetail with the requirements of others. Often, people have a hierarchy of needs, so it may be important to discover and use this:
‘Which is most important to you – reliability or security?’
Wants & Wishes
Wants and wishes are not essentials, just a wish list: ‘Wouldn’t it be lovely … if only’. But their fulfilment can be the cherry on your influencing trifle, placed on top with a flourish, after the other person has agreed to your proposal.
Depends What’s On Offer
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more impor
Often folks build in redundancy for systems just in case Murphy Strikes and he will. The more complicated a system is the more possibilities of system failure of one of its components. In aviation we discuss multi-engine aircraft and what happens if you are in a single engine aircraft and the engine quits; then it would sure be nice to be able to keep going on the remaining engine right? Sure, makes sense right?Indeed and now lets take a four engine plane; with four engines there is 4 times the chance of one of the engines quitting and that means once you do land you cannot fly it until it is fixed. Bummer and t
Question: How will your suggestions benefit the other person?
The person or people you are influencing will interpret the benefits of your suggestions in different ways. Some will be interested in the features – the fine details, the nitty gritty of ideas. Others will say ‘How will I benefit?’ Others will seek out the advantages of proposals – how the benefits are different.
Features, Benefits & Advantages
No doubt you are familiar with the differences between features, benefits and advantages, but it is worth re-iterating.
Features
These are built-in aspects of your idea or suggestion – timing, costs, resources etc. They will remain locked up in your idea whether the other person agrees or not.
Benefits
These are far more important than the features of your proposal. They translate boring old features into exciting statements which show clearly how others will gain.
‘This new hardware is made in Germany (feature) which means that we will save time and money on spare parts (benefit).’
Advantages
These are comparative benefits e.g. – increased revenue, greater savings, and faster turn-around.
In Summary: The Benefit Balance Sheet
Most people do not agree whole-heartedly to an idea. There is usually something that niggles, however well you’ve addressed their concerns.
In the end, when we finally say yes to a proposal, it is because the benefits outweigh any disadvantages.
As you plan and prepare your influencing case, list all the benefits and advantages of your suggestions. Use them to tip the balance in favour of yes.
Copyright © 2006 Jonathan Farrington. All rights reserved
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