Casual Articles - Business

Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Two
Communications consists of both speaking and listening. There are studies on the customer side of two-way communications that point out qualities that introverts naturally have what buyers are craving. The key finding is a focus on listening to understand!I don’t usually give personal information readily.Fact is, introverts listen more than talk. Now guess what extroverts who seem to have the corner on the rules in business, do more of? They talk! So, isn’t this terrific? And, it’s quite a coupe in the way that all is balanced in nature.Wh

a positive response?

Let’s see…

It’s always a good idea to start out a request with an acknowledgement. It puts the recipient in a good frame of mind. It is also important to tell the truth. The issue here would be for this participant to find something she could acknowledge. How about this:

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have

Different Ways to Run an Effective Fundraising Campaign
To raise funds for your non profit, you may have to think farther than just relying on ordinary fundraising activities like raffles and selling campaigns. There are several secrets to your fundraising campaigns, which are not available anywhere in many of the books and online resources.1. Real-time Advertising: This is a surefire method that can project your fundraising idea to potential donors. You can advertise your non profit over internet, radio, print media and television.2. Letters: Well written and professional letters will carry your ideas acros

If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.

Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?

Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:

“Dear Wendy,

“I thought the concepts on the cold calling telecall today were valid, however, somewhat rudimentary for me. I would consider purchasing ‘Cold Calling College’ for the scripts…. my Area Director is in Prague [so] I cannot get approval until next Monday. To get the approval I will need to sell its value as being more advanced than what I have thus far seen. Considering these factors… I would like to request that the discount still be offered to me next week.”

It was fascinating that this participant e-mailed to request a favor, an extension on the deadline to purchase the product, yet she chose to start out her request by disparaging the teleclass and the offer. Hmmm… She’s getting in her own way.

I did not take this personally. Actually, I found it to be rather amusing. We have sold many, many copies of “Cold Calling College” and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.

In thinking about this communication I wondered had she sent a different e-mail would I have been more inclined to grant her request? How could this participant have changed her communication to make it more likely to get a positive response?

Let’s see…

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have

Business Banking Account Checklist: Choosing And Operating A Banking Account
A business bank account needs facilities and features that are different than those of a personal bank account. Therefore, stop and think before you open a business bank account with the bank where you have a personal account. You need to research the business banking facilities of more than one bank before you select the one where you can open an account.The Advantage of Opening Business Account with a Familiar Bank: There are advantages of banking with a bank with which you already have a personal account. The bank authorities may be more helpful if they ha

with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard marketing procedure.) Here is an e-mail that I received from one of the participants:

“Dear Wendy,

Let’s see…

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have

Professionally Written Resume: Your Future Depends on It
The only information a potential employer usually has about you as a job candidate is the information presented on a resume and in the cover letter. It is also the only information that a hiring manager may have about the other five hundred candidates. Given that there are often large numbers of candidates applying for one position, you need a resume that will stand out.Using a Professional Resume WriterA professional resume writer is familiar with the job application process, and knows how to present your information in the best possible way. A

val until next Monday. To get the approval I will need to sell its value as being more advanced than what I have thus far seen. Considering these factors… I would like to request that the discount still be offered to me next week.”

Let’s see…

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have

Managers: A Key to Your Survival
Most business, non-profit and association managers live to tell about it only IF they achieve their operating objectives. Very little wriggle room there.But among such managers are those who fail to do anything about the behaviors of those outside audiences that most affect their business, non-profit or association.On top of that omission, they risk their careers by choosing to pursue their operating objectives without using the fundamental premise of public relations. Thus, they fail to produce external stakeholder behavior change leading direct

. Actually, I found it to be rather amusing. We have sold many, many copies of “Cold Calling College” and will continue to do so. One sale more or less will not make or break us. I replied with a polite e-mail that the deadline to purchase was midnight that night and could not be extended.

Let’s see…

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have

CeMAP Training Courses - Study and Learn, or Crash and Burn?
CeMAP training is one of the growth areas in the education and training market today. With the mortgage industry crying out for people who have completed their CeMAP training course and passed their exams, there are a growing number of companies entering the market place offering CeMAP training courses.Unfortunately, as is always the case in these situations, there are CeMAP training courses, and there are those that only claim to be CeMAP training courses. There is a worrying trend developing of trying to push people through the exams faster and faster

a positive response?

Let’s see…

“Dear Wendy,

“Thank you for taking the time to offer this free teleclass.”

This is the truth. The class was free. It took some of my time. This was a statement the participant could easily have made without compromising her feelings about the class.

Next, outline the problem in a positive manner, again always telling the truth. In the original e-mail this participant said, “I would consider purchasing ‘Cold Calling College’ for the scripts… my Area Director is in Prague [so] I cannot get approval until next Monday.” (The subtext of this sentence is that there is nothing important in the product except for the scripts.) How about this instead:

“I’m interested in purchasing ‘Cold Calling College,’ but I need to get my manager’s approval to do so. She is in Prague until next week.”

This approach is much softer and is also true. She did have some interest in purchasing “Cold Calling College.” In this approach she is not promising to buy, she is simply expressing interest in a positive manner. She did not have to minimize the value of the product to make this request.

Next this participant said, “I will need to sell its value as being more advanced than what I have thus far seen.”

This is totally unnecessary information for the recipient, it’s also rather insulting. She should have skipped this sentence altogether.

Then ask for what you want. It is also a good idea to acknowledge that your request is out of the ordinary.

“Would you be good enough to give me an extension on the deadline?”

Had this participant followed this outline, I might very well have granted her the extension she requested.

Think about every communication that you have with a prospect or customer. Ask yourself, “What is my goal?” Then ask yourself, “What is the best way to frame this communication so that I get the desired result?” Ask yourself, “How might my prospect or customer react to my words?”

Asking yourself these questions before you communicate with a prospect or customer will keep you from getting in your own way. It will help you to create easy, stress-free communications. It will also help you get the results you desire.

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What if your approach to web branding has been misguided? Is there a better way to leave a positive impression with your site visitors? This article seeks to answer these questions.

How far are you out on the proverbial limb driving change? What kind of support do those above you provide? You'd be surprised at some of the Bozo's out there disguised as leaders. Read on and learn what 'not to do' when leading change.

Imagine, you just got off the phone with a difficult customer. You feel very uptight, defensive, and upset. Instead of taking a smoke or a snack break, walk five or ten paces to the gym rack, pick up a few dumbbells and do about ten pumps. Feel the blood coursing through your body. Enjoy the release of happy hormones. Pat yourself on the back for doing something positive for yourself. Go back to your workstation refreshed and prepared to take ten more calls. All businesses should invest in exercise equipment. It wouldn't be located in one place, like in an official on-site gym. It would be distributed across the company, so clusters of employees could use equipment dedicated to their specific areas while they work. According to Dr. Gary S. Goodman, this would help morale, increase productivity, improve health and fitness, and lower health care premiums.

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