Casual Articles - Business

How To Hire Top Sales And Marketing Talent In A Full Economy
The economy is at full employment levels and it’s a real challenge if you’re trying to grow your company, to find and attract the best sales and marketing talent in this environment. No longer is it easy to place a Monster ad or put out the word to a couple of friends and expect to find qualified candidates coming to your door.Today it’s a much more challenging proposition. You need to be able to identify, promote and attract A-level tale

Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Real Price Objections could be because a walk-in feels that the perceived value of the course is lower than or equal to the price / fees… or maybe another institute s/he's visited offered the same course at a lesser fees… or maybe they just can't afford your fees right now.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book

The Five Million Dollar Cup Of Coffee!
I was very good friends with Edmund Ezel. He worked at the Falstaff Brewery in New Orleans for 40 years. He told me a story about a cousin of his that was worth a lot of money.Every time he saw his cousin, he would make it his business to be kind to him. Years passed by and he saw in the paper that his cousin had passed away. Edmund told me that he went to his cousin funeral. He knew that his cousin did not have any living relatives.

How often has it happened to you?

A prospect walks into your center, you give him your information. You counsel them to the best of your ability. You have had a good friendly interaction with them.

You think, "Wow, I've really done a great job! This candidate should enroll."

And then you hear, "Your Price is too high" or "Your competitor is cheaper" or "I have a financial problem and can't enroll", or "My god! That's expensive!"

You feel you are against a stone wall.

What do you do?

Understand & Do Your Homework

Understand the objections you commonly hear. Write them out. For example, when someone says, "Your Fees is too high", find out what they mean. Does it mean that they can get the same course cheaper not too far away? Or, did they have some particular fees in mind? Or, do they have financial problems where they can't afford the course right now? You need to know the problem before you can address it.

Comment, Resistance Or Objection?

Price Statement / Comment

This happens when a person is almost sold. They're just airing a feeling when they say, "That's Expensive!" They don't expect a response. If you respond here, you'll probably get drawn into price negotiations which you don't want.

So what should you do?

1. Do Nothing. Pause. Wait. See if they continue. ( Actually this is a very good tactic any time you hear anything about price. It gives you Insight.)

2. Have a prepared statement to deliver here. For example, when a walk-in says, "Thirty Six Thousand for a Computer Hardware course!", you could say, " That includes three Network Operating Systems, DMP, Inkjet & Laser printers and storage devices and Cyber Caf? administration." OR "Yes, our labs are always updated with the latest equipment."

3. Then it is important to move on with the conversation. Don't dwell on the priuce comment. Let it die right there.

Price Resistance

This is when the prospect asks about fees too early in the counseling process and then sticks to his guns saying it is too high. This happens when he's not convinced at all of the value your course can give him.

A Real Price Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book

Continuously Moving Your Marketing Forward
Marketing is an ongoing journey for your business.That might seem like an obvious statement, but the actions of many small business owners might indicate otherwise. For many you build a web site, or create a brochure, or go to a few networking events and then you wait for results to happen. Effective marketing rarely works like that.It takes regular and consistent effort to keep your pipeline full of good high-quality leads

mework

Comment, Resistance Or Objection?

Price Statement / Comment

So what should you do?

1. Do Nothing. Pause. Wait. See if they continue. ( Actually this is a very good tactic any time you hear anything about price. It gives you Insight.)

3. Then it is important to move on with the conversation. Don't dwell on the priuce comment. Let it die right there.

Price Resistance

A Real Price Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book

Are You Tired/Fed-up With Others Being Promoted Right Over Your Head?
Do you remember being 16, 18, 21, full of dreams and aspirations, feeling unstoppable and ready to take on the world? Where is the dream life you had all planned out? Do you now sit quietly while others are being promoted right over your head? Contrary to popular belief, good things DO NOT happen to those who wait. Good things happen to those who go after what they want, with PASSION and FOCUS! Your ONLY obstacle is you! The surprising truth is we

airing a feeling when they say, "That's Expensive!" They don't expect a response. If you respond here, you'll probably get drawn into price negotiations which you don't want.

So what should you do?

1. Do Nothing. Pause. Wait. See if they continue. ( Actually this is a very good tactic any time you hear anything about price. It gives you Insight.)

3. Then it is important to move on with the conversation. Don't dwell on the priuce comment. Let it die right there.

Price Resistance

A Real Price Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book

Planning a Winning Tradeshow Giveaway Strategy
Trade show giveaways are hot marketing tools. They can enhance your company's branding and image, create a positive and memorable association with your company or products, and even help you build a list of qualified leads. But not all tradeshow give away ideas are effective. Quality giveaways with value to the recipient create positive impressions about your brand, where cheap, thoughtless items do the opposite.Tradeshow freebies can be an

Operating Systems, DMP, Inkjet & Laser printers and storage devices and Cyber Caf? administration." OR "Yes, our labs are always updated with the latest equipment."

3. Then it is important to move on with the conversation. Don't dwell on the priuce comment. Let it die right there.

Price Resistance

A Real Price Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book

Dreaded Returns
There is nothing a retailer wants less than for products that have already been sold to be returned and refunded. Those precious dollars that were once on the books are no longer. Some returns may not be significant in price, but they sure do add up, so it is important for any retail store to have protocol and policy for handling these returns so that employees or managers can deal with the problem. This way the customer is satisfied while the

Objection

This crops up late in the counseling process. In fact, it may come up only on your 1st or 2nd follow-up call, if you are not alert.

Whatever it is, s/he is willing to discuss it with you and talk about it.

This entire section in the book helps you deal with Price objections and price resistance. One very important concept on which you should base your efforts is this: You will never be able to change someone's mind by presenting YOUR opinions, arguments and points of view. Their resistance and objections will dissolve only when they begin to doubt THEIR OWN existing beliefs, opinions and arguments.

Premeditated answers and arguments to their basic price objections will not work. Instead ask questions which you have prepared in advance - questions that will make them reveal their real doubts, fears and reasons for objecting to your fees. That's the way to deal with real objections.

An interesting quote to keep in mind is, "Price is not the issue. Value is the issue. If price is an issue in your business, then you'd better take a good look at your product / service." - Tom Winninger.

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You may not have thought of it this way, but the telephone is just another sales counter. The customer at the other end of the phone is just like the customer at the counter, with one big exception: The customer cannot see you!

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