stop educating your prospect

"stop Educating Your Prospect!"

Companies spend thousands of dollars every year building product knowledge "Universities". They send their sales people to these product schools to learn the features and benefits of their products. They have them go through the process of becoming "product" experts, with the hope that the expertise they gain will propel them to sales success.

Unwittingly, they promote and fund a process that ends up creating "non supportive beliefs" in the minds of their sales people that...

sales, strategy,attitude

Companies spend thousands of dollars every year building product knowledge "Universities". They send their sales people to these product schools to learn the features and benefits of their products. They have them go through the process of becoming "product" experts, with the hope that the expertise they gain will propel them to sales success.

Unwittingly, they promote and fund a process that ends up creating "non supportive beliefs" in the minds of their sales people that can actually inhibit their success and lose them both sales revenue and profit margins. Those beliefs include the following:

Disseminating product knowledge to my prospect will build my credibility and make sales.

In order for the prospect to understand the value of my offer I must educate them.

Unfortunately, we have found this type of thinking, or "non supportive beliefs", end up creating very difficult selling problems. Once we understand the problems these non supportive beliefs create we can begin to change both our thinking and behavior that will lead us to greater success in sales.

Although being credible to your prospect is important , we believe that having them trust you to provide a solution that will limit the risk they take in making a decision to buy from you is much more important. The way you build that trust is by demonstrating to your prospect, through a complete understanding of their problems, that you reduce the chance of making a mistake in the recommendation you make.

Logically, to gain an understanding of what your prospect needs, would require us to ask questions. Through your questions, you gain a greater understanding of their situation and thereby lower the risk of making a recommendation that is inconsistent with what they need. Asking questions about typical problems and understanding the impact they have on your prospect is much more important than giving out information.

Also, we have found that educating your prospect about your value allows them to use your information and recommendations as a way to "shop" you against the competition, frequently building RFP's and RFQ's around the unique value you have educated them about. This "shopping" model allows them to get competitive bids built around your recommendations that literally extinguish your value and end up creating sameness. This "free consulting" is particularly frustrating and damaging to our technology and intangible service customers.

Educating your prospect may make you feel good but it will end up being your downfall. It's a dead end street that will force you to define your difference by a low price!

 

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02 types of blogs you can build

Types of Blogs You Can Build

The types of blogs you can build are limited only by your imagination and by your willingness to conduct research. For instance, while some bloggers focus on general topics, such as cars, other bloggers narrow the scope of their blogs even further to sub-topics, such as luxury cars or antique cars. From an optimization standpoint, a blog with a narrower scope would likely outperform a blog with a broader scope in terms of conversions or clicks-per-visitor. So, if your goal is to make money, the types of blogs you can build are somewhat limited.

In terms of actual topics for the types of blogs you can build, there are about 9 major areas that are popular for current blogs: business, culture, community, politics, religion, science, travel, online diaries, and gossip. Most blog directories use similar topical categories to order blogs.

In addition to the topic for the types of blogs you can build, you will also want to consider the program used to generate it. This is another way that directories categorize blogs. For instance, blogs can fall under the category of the tool or software that was used to create them. Some blogs are created using Google's Blogger. These blogs are often lumped together in directories as the same "type" of blog. They actually have an auto-surfing system that allows you to jump randomly from one Blogger blog to the another.

Other types of blogs you can build include social networking blogs, which allow members of the same network to interact with each other using various blog functions. Two examples are Livejournal--which was one of the original social networking blog systems--and Myspace, which is currently the largest, boasting a base of around 80,000,000 users. In recent months, marketers and business persons have begun using Myspace to introduce their product to potential customers.

Another type of blog you can build is a video blog or "vlog." These usually contain videos and allow other posts to attach media in comments.

The last types of blogs you can build are geographical blogs. With such a robust blogging atmosphere--with users weighing in from all over the globe--directories, such as Blog Wise will allow users to search for blogs by geographic location. If you believe you have some information you can contribute about your specific region, you may want to start a regional geographic blog.

 

 

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0 apr credit cards ok what s the catch

0 Apr Credit Cards - Ok, What's The Catch?

How can credit card companies offer zero APR credit cards and still make money? Well, now that interest rates have gone up they dont so much anymore. But zero APR cards are can still be found if you look, and the Internet is probably the best source. So whats the catch? There are several:
*sdfj

- Most zero APR credit cards offer zero APR for a limited time, normally no more than a year

Carefully read the fine print to find out exactly how much interest youll be payi...

 

 

How can credit card companies offer zero APR credit cards and still make money? Well, now that interest rates have gone up they dont so much anymore. But zero APR cards are can still be found if you look, and the Internet is probably the best source. So whats the catch? There are several:
*sdfj

- Most zero APR credit cards offer zero APR for a limited time, normally no more than a year

Carefully read the fine print to find out exactly how much interest youll be paying later. Some people try to transfer their entire credit card balance to a new zero APR card every year in order to extend their limited time offer indefinitely, but credit card companies are getting wise to this maneuver. Nevertheless, getting a zero APR credit card can be a smart move as long if you read the contract and follow the rules.

- There is usually a an annual fee.

$20 is no problem, but beware triple-digit fees just to get zero APR for 12 months.

- Zero APR card issuers make money from suckers.

So dont be one. Late fees are high, so pay on time. How much of an interest rate is zero APR plus a late fee of $25? You can do the math yourself. The card issuer might also jack up the rate for late payers (they call it a default interest rate). And a default interest rate may apply not only to existing balances but future charges as well.

Zero APR credit cards can be great value if there is a reasonable interest rate after the limited offer period ends and as if you pay all your card bills as they come due. If you do that, then your low interest rate will in effect be paid for by the suckers who snatch up these cards and then dont pay on time.

 

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what on earth is a celiac

"What on Earth is a Celiac?"

Celiac Disease, once considered rare,was recently listed in an article by Reader's Digest Magazine as one of the "Top Ten Diseases Doctors Miss". And prominent studies completed in the past two years indicate that Celiac Disease is not really rare at all, but actually quite common. And if a Celiac is not diagnosed properly, they become vulnerable to a host of secondary autoimmune diseases as well.

celiac,celiacs disease,celiac sprue,wheat allergy,gluten,gluten sensitive,autoimmune disease,irritable bowel syndrome,digestive disease,diarrhea,intestinal disease,bowel disorder,abdominal pain

Diane Jakubowski was diagnosed with Celiac Disease in spring of 2003,and her somewhat confused physician sent Jakubowski to the nearest health food market for answers. Celiac Disease, also known as Celiac Sprue, is a genetically-linked autoimmune disease in which the absorbing surface of the small intestine is damaged by gluten, the protein found in wheat, barley, rye, and sometimes even oats. But as recently as two years ago, this illness was considered very rare in this country, leaving many Celiacs misdiagnosed, under diagnosed, or simply overlooked altogether.

Approximately 1 in 4700 people in the USA are diagnosed Celiacs. But recent medical research indicates that this figure is extraordinarily inaccurate. Suddenly, the long-accepted thinking that Celiac Disease was rare has literally exploded off of the medical horizon. It is now known that 1 in 133 folks in this country (or more) are probably Celiacs...again going undiagnosed...a

 

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what really makes you tick 10 questions you should ask yourself a preparation to self improvement

"What Really Makes You Tick?" 10 Questions You Should Ask Yourself: A Preparation To Self-Improvement

Self-improvement: improvement of one's condition through one's own efforts.

I often see myself as somewhat contented with my life the way things are, but of course it's hard to think of anything else when there are real issues to be discussed.

Still I aspire for something deeper and more meaningful.

So we're all pelted with problems. Honestly it shouldn't even bother or even hinder us to becoming all we ought to be. Aspirations as kids should continue to live within ...

 

 

Self-improvement: improvement of one's condition through one's own efforts.

I often see myself as somewhat contented with my life the way things are, but of course it's hard to think of anything else when there are real issues to be discussed.

Still I aspire for something deeper and more meaningful.

So we're all pelted with problems. Honestly it shouldn't even bother or even hinder us to becoming all we ought to be. Aspirations as kids should continue to live within us, even though it would be short-lived or as long as we could hold on to the dream. They say you can't teach an old dog new tricks or can they?

1. What do I really want?

The question of the ages. So many things you want to do with your life and so little time to even go about during the day.

Find something that you are good at can help realize that small step towards improvement. Diligence is the key to know that it is worth it.

2. Should I really change?

Today's generation has taken another level of redefining 'self', or at least that's what the kids are saying. There are far worse things that they could have had than acne or maybe even promiscuity. So how does that fit into your lifestyle?

If history has taught us one thing, it's the life that we have gone through. Try to see if partying Seventies style wouldn't appeal to the younger generation, but dancing is part of partying. Watch them applaud after showing them how to really dance than break their bones in break-dancing.

3. What's the bright side in all of this?

With so much is happening around us there seem to be no room for even considering that light at the end of the tunnel. We can still see it as something positive without undergoing so much scrutiny. And if it's a train at the end of the tunnel, take it for a ride and see what makes the world go round!

4. Am I comfortable with what I'm doing?

There's always the easy way and the right way when it comes to deciding what goes with which shoes, or purse, shirt and whatnot. It doesn't take a genius to see yourself as someone unique, or else we'll all be equally the same in everything we do. Variety brings in very interesting and exciting questions to be experimented.

5. Have I done enough for myself?

Have you, or is there something more you want to do? Discontentment in every aspect can be dangerous in large doses, but in small amounts you'll be able to see and do stuff you could never imagine doing.

6. Am I happy at where I am today?

It's an unfair question so let it be an answer! You love being a good and loving mom or dad to your kids, then take it up a notch! Your kids will love you forever. The same goes with everyday life! Do you earn enough money? Hate your job? Wanna start your own business?

7. Am I appealing to the opposite sex?

So maybe I don't have an answer to that, but that doesn't mean I can't try it, though. Whether you shape-up, change the way you wear your clothes or hair, or even your attitude towards people, you should always remember it will always be for your own benefit.

8. How much could I have?

I suppose in this case there is no such things on having things too much or too little, but it's more on how badly you really need it. I'd like to have lots of money, no denying that, but the question is that how much are you willing to work for it?

9. What motivates me?

What motivates you? It's an answer you have to find out for yourself. There are so many things that can make everyone happy, but to choose one of the may be the hardest part. It's not like you can't have one serving of your favorite food in a buffet and that's it. Just try it piece by piece.

10. What Really Makes You Tick?

So? What really makes you tick? You can be just about anything you always wanted to be, but to realize that attaining something that may seem very difficult is already giving up before you even start that journey. Always remember, that self-improvement is not just about the physical or philosophical change you have to undergo, but it's something that you really want.

So there we have it. 10 simple questions to ask yourself. Do you want to improve? I do not have all the answers for you. You can only answer for yourself.

Someone once asked me :Daryl, why you working so damn hard? Would earning more money make you happy?

To that I answered :I am not working hard at all. Not as hard as I should, but u enjoyed it. I enjoy the process and the rewards I get. Earning more money does make me happier. It pays for the bills, the nice ring I could get my wife and the vacation I deserve.

Materialistic that reply may seem, but the little materialistic goals in my life gets me moving off my fat behind and seek ways to improve my life.

Self-improvement: improvement of one's condition through one's own efforts

I have my motivation. What about you ?

Yours sincerely
Daryl Yew

 

Find Your Focus - End Procrastination Without Willpower

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