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Building an Overhead Projector Survival Kit
Many times I am asked what I would presume to be the appropriate tools to have when using an Overhead Projector to make a presentation. Without stating the obvious I would assume that all of you are aware that you would certainly need to have an Overhead Projector. Ahh, b

ered on price, terms, quality, esthetics, and timeliness. So, after a great deal of time and energy is spent going over the various attributes of the product or service and creating a proposal designed to impress the prospect, now the objections start flowing and the salesperson has to overcome them one by one, almost in an argumentative situation

The Silver Bullet For Success: Revealed
Looking for the magic formula or the whiz-bang approach that will unlock your business success? Are you willing to pay hundreds for it? How about thousands? Guess what, you are not alone. Just as people, for ages, have searched for the fountain of youth, entr

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 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 timeliness. So, after a great deal of time and energy is spent going over the various attributes of the product or service and creating a proposal designed to impress the prospect, now the objections start flowing and the salesperson has to overcome them one by one, almost in an argumentative situation

Start Your Own Business
Product Research Basic Principles IntroductionOf all the questions we receive here at Doba, the question of what to sell is far and away the most frequently asked. Many of our customers ask us to tell them exactly which pro

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!

Resume Writing – 3 Features You Must Include
So you are going to sit down and write your own resume – what should go into it? Well of course your contact details – how will they find you if not? There are three other important features that are needed in your resume – they are:ExperienceIf you'

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.

Try Branding Your Business By Blogging
A blog, or web log, is an online diary that people use for all kinds of reasons. Some people use them for hobby purposes – to espouse their opinions about important world events. But as a marketer, you can use a free, simple blog to help brand your business and drives ta

ssible to fit the prospect’s preferences.

Want to Brand? Well, Tell a Story!
The Art of Storytelling (eg. 'Branding')A few years ago at a conference for a large, multi-national corporation, I sat and waited for the keynote speaker. She was described in the program as a woman with all the approp

The better way is to ask questions early in the process to surface potential objections and deal with them as they arise, diminishing them if possible, or modifying objectionable aspects if necessary to resolve those issues and get past them so, when it is time to ask for the sale, in a perfect world there are no objections left. I sure would have sold more encyclopedias this way!

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You should take a week to evaluate your Yellow Page program. Spend a few hours each day carefully giving it some thought. But do you know where to start and where to end? If not, you've come to the right place. Here's today's assignment.

M&A activities bring about significant change involving employees, organizational entities, systems, shareholders, customers, and many other stakeholders. Companies that want to expand, strive to acquire businesses that enhance their product portfolio and secure additional employees with specialized skills. However, many companies enter into M&A activity without recognizing the impact on the organization and the overall impact on the human element within the two merging companies. M&A activities that are improperly managed can result in lost revenue, customer dissatisfaction, and employee attrition.

An approach to size test groups for a campaign has been presented in [Test campaign result accuracy – test group sizing – Part I]. However, how can one be sure that the size of the customer group used (the sample), is sufficient to provide statistically accurate results.

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