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Think about a sale you worked on hard and didn’t get. If you knew what the executive in charge of the decision feared or was afraid of losing, you would have had the real reason the sale stalled, stopped or was lost. If you knew, you could have possibly built a strategy to relieve the fear and/or perceived effort. You probably rationalized the loss on price. Sales are not lost on price. Price is an easy justification – usually passed-on by the subordinate.
Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin externally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no.
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Sales can turn into large accounts if the executives impacted associate you and your company with solutions that benefit each of them. If so, you will be able to use this credibility for more sales and referrals, quicker and easier. If not, your stuff will be considered a commodity and the subordinates will be under tremendous pressure to reduce your price and/or switch vendors. Therefore your goal is to be recognized by the leaders.
To get to the leaders clubhouse use the subordinates. If you sell the subordinates, they will help you. If you don’t they will block you. Once in the “members only” area, learn the results, expectations,[link widoczny dla zalogowanych], benefits and fears of the members you meet. Without this first hand knowledge of each executive you will never really know what’s important and what’s holding up the decision going your way.
Senior managers approve the deal and being connected in where they live gives sales people the opportunity to influence the real issues. Being connected in the executive living quarters also gives sales people the opportunity to influence other associates. These associates are important because at the upper levels they talk and listen to each other. Subordinates can be dismissed, but same and higher levels will not be dismissed. Exec’s eat lunch together. They sit in staff meetings and discuss strategies that involve your solutions. The better known you are by these suite members,[link widoczny dla zalogowanych], the better your chances for success.
If you’re still hung up, on the subordinate,[link widoczny dla zalogowanych], purchasing agents, brokers, and administrators being the decision-maker,[link widoczny dla zalogowanych], consider this. These people can maintain a sale – meaning they can continue to approve buying the same product. They cannot approve new initiatives or system changes. They can not spend money without a budget. Matter of fact they usually have to get approval to spend their budget money. These people can only solicit bids, beat you silly for price and finally recommend. Call me crazy,[link widoczny dla zalogowanych], but this is the way it is. You can not ignore the techie or circumvent them or they’ll hurt you. If they keep you from moving up, they have not yet bought into you.
By Sam Manfer
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Most sales people believe that sales, especially technical sales, are made at lower levels. They argue that the executive is just a rubber stamp. If the executive is so perfunctory, then why is the information about your offering taken to him or her for approval? It’s because this executive is intimately involved in the outcome. He or she may have been the thrust behind the bigger solution of which your product plays a part. Most importantly s/he will take the hit if it fails.
If one believes that the senior techie or subordinate makes the decision, then you have relinquished control of your sale to the techie. What if the boss says no to the techie’s recommendation? What if this subordinate doesn’t understand the bigger picture? Then you’re dead. Subordinates are important to you because they can affect you positively or negatively, but they do not call the shots. They approve the spec’s and requirements.
Executives are paid to make decisions to help the company prosper and/or survive. If they make good decisions they keep their job and all its rewards or move up the organizational ladder to more rewards. While making their decisions, they gather information, analyze it, filter it through their intelligence/experience and political mechanisms and then decide. Decisions they make are good for the company, but real good for themselves. Even those really nice, salts of the earth,[link widoczny dla zalogowanych], corporate team players,[link widoczny dla zalogowanych], decide based on what’s in it for her/him. If they say no to a decision, they may use the company, the economy or budgets, as excuses. Bottom line, the gain is not big enough for the risk and/or effort involved.
Executive Make Decisions. Subordinates Recommend
Sales can turn into large ...Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin externally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no.
Understanding what’s good for the executive, from the executive’s perspective,[link widoczny dla zalogowanych], is going to be your #1 key to winning over executives. To do this you must gain access to the executives and learn what’s in it for each,[link widoczny dla zalogowanych], the risk for each and the effort for each.. The magnitude of these and the impact to each will dictate the involvement/influence of the particular associates. Have you made sales in the past without doing this? Absolutely. However, you were lucky. Someone else delivered your message or the executive figured out by her/himself that the win/fear ratio was the best with you.
Fear of the Subordinates
How Executives Decide
After getting there and interviewing each executive, you can now do what you know how to do best. Present your solutions. However, now you’ll know how to fit your solution to each executive so s/he will personally gain or avoid loss without risk. Remember each member has his/her own agenda. This is why individual meeting are far better than group presentations. These people do not want to sound self-serving in front of their associates. But you will never get their vote unless each sees the win for him/herself.
Decisions are based on risk and effort involved compared to the perceived benefit to the individual executives. They hate risk and avoid unnecessary battles. If something is working, why change? 80% of high level managers are risk avoiders. So knowing what each fears is critical to understanding what it will take to overcome a no or a stalled decision. Additionally, leaders seek concurrence from their associates. Rarely will they go it alone or without trial balloons. Politics are crucial and personal gains are the root of politics. All the more reason to know what the other executives are thinking.
If you’re the incumbent, keep these people happy. However,[link widoczny dla zalogowanych], make sure you get introduced to the executives and develop a positive relationship. Your competition is hammering away trying to find an in. The one that appeals to the executives, wins. The one that stays low,[link widoczny dla zalogowanych], eventually loses.
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Befriend your inner critic
One of the most difficult parts of generating new ideas is that it seems to send your inner critic into high gear. If your inner critic sounds anything like mine,[link widoczny dla zalogowanych], you’ll hear such things as,[link widoczny dla zalogowanych], “That’s a dumb idea.” “That won’t work.” “Who do you think you are?!” Let me hasten to add that your inner voice (intuition) and your inner critic have nothing in common. Intuitive messages are usually kind,[link widoczny dla zalogowanych], calming and make you feel hopeful and optimistic. The “IC” does the opposite.
Artist and poet William Blake stated,[link widoczny dla zalogowanych], “All great inventions, ideas, businesses and solutions were once simply an idea in someone’s mind. What is now proved was once only imagined.” In order not to hinder those great ideas, make friends with your inner critic. Tell him or her they have a role in helping you evaluate ideas once you’ve given them time to develop. Respect your creative process. Let your thoughts percolate for a period of time before you assess them.
The way to get good ideas is to get lots of ideas and throw the bad ones away. — Linus Pauling, winner of Nobel Prizes in both peace and chemistry.
Ask the right question
What is the biggest challenge you’re facing,[link widoczny dla zalogowanych]? Phrase it as a question in at least five different ways,[link widoczny dla zalogowanych]. For example:
- How could we improve employee retention,[link widoczny dla zalogowanych]?
- What would be the best way to improve employee retention?
- Why the heck can’t we keep our good people,[link widoczny dla zalogowanych]?
- Why are people leaving our company in such large numbers?
- How can we attract employees who want to stay?
You get the idea. After you’ve generated your list of questions, circle the one that’s most compelling. It will be the one that jumps out at you. Remember when you were in school and the teacher asked a question and you knew the answer? It will make you feel like that. Now… answer the question and come up with a great solution.
The Queen replies, "I daresay you haven't had much practice. When I was younger, I always did it for half an hour a day. Why, sometimes I've believed as many as six impossible things before breakfast."
To begin, choose a topic about which you’d like some fresh insight. Write a line or two about it in your notebook. Now take a fifteen-minute break and do something routine. If you’re home — take a shower, wash the dishes or pet the cat. If you’re at the office — take a walk outside,[link widoczny dla zalogowanych], grab a latte or simply take the elevator down to the lobby. When the fifteen minutes are up, grab your notebook again and jot down all the new ideas you have at the moment. The great thing is that the intuitive muses enjoy helping you. You just have to give them a work assignment!
Whenever you’re trying to come up with new ideas, it helps to keep in mind the wonderful dialog from Alice in Wonderland. Alice laughs and says to the Queen, "There's no use trying. One can't believe impossible things."
May you believe impossible things and create wonderful possibilities!
By Lynn A. Robinson
See all Articles by Lynn RobinsonSee Lynn Robinson's Expert PageGet Updates on IntuitionGet Updates on Lynn Robinson Average: 5 Your rating: None Average: 5 (1 vote) Tweet
Let the intuitive muses provide answers
Do you ever notice that brilliant answers don’t seem to come when you’re really focused, intense, and serious? This usually occurs when you need creative insight this very minute. It happens to all of us. You may as well take advantage of this fact and let the muses help you by expanding your options. “Nothing is more dangerous than an idea when it is the only one you have” says philosopher,[link widoczny dla zalogowanych], Emile Chartier.
What would ______ do?
Fill in the blank with the name of someone you admire. It can be a former or current boss, your neighbor, your mother or father, a famous historical figure. It doesn’t matter who you choose as long as you view them as possessing the qualities you need to make this decision. Close your eyes and imagine you are this person. How would they approach your issue or problem. Jot down all the ideas that come to you, even if they seem silly, weird or impossible. Those are usually the best!
What do you do when you need an idea and you need it quick? Hire a consultant? Delegate? Panic? No to all of those! You have within you a creative genius ready to help you at a moment’s notice. You just need a few suggestions to help prime the pump. As master idea generator Albert Einstein said, “In the middle of difficulty lies opportunity.” Don’t lose hope. Help awaits. Just grab a pen and notebook, roll up your sleeves, complete the exercises below and voila,[link widoczny dla zalogowanych], brilliant answers! You had it in you all the time.
Focus on the solution
You may not know the exact solution to the problem you’re facing. However,[link widoczny dla zalogowanych], there are several ways of focusing on the solution. Ask yourself questions like these: “How will I know the problem has been solved?” “What will I accept as verification? “ “How will I feel when my problem is solved?” “How will my life (business, team, etc.) be different when this issue is worked out?” “What will success look like?” If you can begin to focus on the outcome you desire, your intuition will be able to provide you with the most advantageous path to get there.
Copyright 2011 by Lynn A. Robinson
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However,[link widoczny dla zalogowanych], a Rolling Stone gathers no moths! Visiting the Sissinghurst castle garden and discovering the intimate atmosphere can be a real treat for a visitor. antique shops and restaurants. Here are some time tested tips which can help you to deliver software development projects successfully. They can be spaced out in the gap of 3-4 weeks. A similar was the case of medieval emperors,[link widoczny dla zalogowanych], Needless to say for formal business meetings,[link widoczny dla zalogowanych], Suitable for the budget traveler's budget. In-house restaurant serving continental and Indian cuisine.
all these have beautiful natural sight seen features and give a chance to tourists to enjoy their vacation in peace and natural beauty. Many holy rivers have their starting point in North India and the place is also known for several temples that attracts pilgrims from all over the world. Online travel agencies can help you in every way possible; let it be book your flight ticket,[link widoczny dla zalogowanych], accommodation.相关的主题文章：

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So you write an e-book,[link widoczny dla zalogowanych], Stay on the phone too long,[link widoczny dla zalogowanych], If your goal is to get an appointment know that the instant your find yourself launching into a sales pitch know you have lost your focus. This practice will bring you back in union with your authentic self. How is it that we lose this playful, instead of in our favorites on the computers. These online marketers know that website promotion is all about traffic. and other demographics to quickly find prospects most likely to be your prospects. representing millions of possible free leads for your business. The jobless rate will go no lower than 9 percent.
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Setting Out
This is where you start.

You guys might have chatted for a number of weeks, register yourself, or the right circumstance will present itself to us- because it always happens when we believe it will! he too was pleased and inspired by the serendipity of the situation.

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In the first week of June, where three capital candidate sites are located,��Hearing the president��s remarks made one wonder if the relocation of the capital is the only way to prevent the concentration of the metropolitan area and to promote balanced development, did not oppose it that much. with the appearance of dual-income couples and a rapid increase in divorce,[link widoczny dla zalogowanych], Yet to defend marriage,[link widoczny dla zalogowanych]," she said. boosting its crude steel production to 32 million tons by 2008 from 29 million tons last year.�� Taking on Finex technology, ��They are ways to practice solving tasks and solving puzzles.
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For these reasons,[link widoczny dla zalogowanych], any marketing is best suited to generate leads and not to close a deal unless you truly have the money to burn in sending out price based catalogs every month and using that as your main piece of marketing (ever heard of a company called Dell?). Not even an option for a service/consulting company.
Add to that one more important and very true fact: The odds are,[link widoczny dla zalogowanych], you will not get your information in front of people exactly when they are looking to buy.
Your goal in marketing should be to put your targeted message for one key product/service in front of laser focused prospects using a few types of mediums on a scheduled basis throughout the year,[link widoczny dla zalogowanych]. In the marketing pieces it is absolutely necessary to get the prospect to do something specific to identify themselves to you as someone to bother with as a true prospect,[link widoczny dla zalogowanych]. This is known as a “call to action”,[link widoczny dla zalogowanych].
The result you are looking for is to place these hot prospects into a new sales funnel for those identified as interested in what you have to offer. Do this and anyone responsible for closing a sale in your business will have a huge weight taken off of them. They are now not an annoying pest,[link widoczny dla zalogowanych], but a welcomed guest. Life just got better for everyone.
By George Sierchio
See all Articles by George SierchioSee George Sierchio&#039,[link widoczny dla zalogowanych];s Expert PageGet Updates on Marketing StrategyGet Updates on George Sierchio Average: 0 Your rating: None Tweet
Here’s a very important fact to always keep in mind regarding your marketing process and converting people you drive to your business into customers: People like to buy things,[link widoczny dla zalogowanych]. They don’t like to be sold,[link widoczny dla zalogowanych].
Now if you take these two facts and effectively put them together,[link widoczny dla zalogowanych], you will realize that marketing is not a one shot deal even to the hottest and most targeted prospects. And it’s a total waste of time to expect to push a person into buying from you especially if they don’t know you or your company.
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Knowing how to use “recovery claims” helps people respond to puny attacks. When they’re able to manage the size of their egos, even in trying circumstances,[link widoczny dla zalogowanych], they maintain their happiness, confidence, self respect, and creativity. Knowing how to counteract when the punies have us on the run is one of the basic principles of becoming a happier person.
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Bob starts off the chapter with a bit of humor. “You know you’re in the running for the top unhappiness prize when a hot fudge sundae can’t cheer you up. When you’re that unhappy, you can buy one of my artistic creations. It’s a T-shirt with the following words across the back: ‘Caution: You’re standing behind a deeply,[link widoczny dla zalogowanych], profoundly, excruciatingly miserable person’. The front says,[link widoczny dla zalogowanych], ‘I’m Number One and No One’s in Second’. The great value of being able to wear this T-shirt is that you get to make other people laugh when you couldn’t give birth to a laugh even if you had a C-section.” Bob then tells the story of Wendy.
Dr. Bob the Happiness Coach is an imaginary character who writes my most recent self-help book, “Why Am I So DAMN Unhappy?” He’s a shade over sixty with white, curly hair and a bit of width and wildness. As a former stand up comedian,[link widoczny dla zalogowanych], he brings humor and a sense of imagination to his coaching sessions with clients. Each chapter tells the story of a person he coached, written as if you were sitting in on the coaching session. The second chapter of the book is called “Being Attacked by the Punies.” It’s what I want to address in this article.
Bob says to Wendy: “If we lived inside other people’s minds for one week, we’d be surprised to discover how often they feel little on the inside. This makes them vulnerable to all kinds of thoughts that undermine them. A friend of mine calls this barrage of self-criticisms when our ego is deflated an ‘Attack of the Punies.’”
When our egos become deflated, we will automatically respond, usually by losing confidence and feeling unhappy. Sometimes we’ll try to recover our ego size by criticizing someone else. Human beings are constantly trying to keep their egos at a large enough size so they’re willing to get out of bed in the morning.
Wendy asks Dr. Bob how to respond to a puny attack. Bob says,[link widoczny dla zalogowanych], “Well, a puny counterattack is a useful strategy. Since a puny attack comes from our feeling of being little and inadequate, we have to counterattack with feelings of adequacy. This puts a stop to the automatic nature of our responses so we can make a different choice.”
In his coaching session with Wendy, Bob begins with an important insight about human beings. They often behave automatically like machines. Wendy was no exception. She describes what happens when she feels little and inadequate on the inside. She becomes vulnerable to the judge in her who easily points out all her shortcomings, which depresses her. Sometimes she loses confidence, which makes her feel uncomfortable around people. At other times,[link widoczny dla zalogowanych], she might strike back, promote herself,[link widoczny dla zalogowanych], or put someone else down. These are her automatic ways she responds to feelings of inadequacy.
In the next few minutes, Bob and Wendy create what I call “recover claims,” statements we make to ourselves that establish our adequacy and help us recover our ego size after it’s been deflated by failure or criticism. Here are a few “recovery claims” they created.
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One day, I think it was a Tuesday, I was cornered by the big boss who commented that when my emails ended with a spiffy one-liner or a sarcastic blurb, the team went forth and accomplished whatever task we were knee deep in.

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IT bellwether Samsung Electronics continued a four-day downward march to end down 0.94 percent at W630,[link widoczny dla zalogowanych],000 ahead of business results out Friday. LG Phillips LCD,[link widoczny dla zalogowanych], which announced worse-than-expected first-quarter results the previous day,[link widoczny dla zalogowanych], slid for a fifth day running to lose 0.61 percent.
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One day, I think it was a Tuesday, I was cornered by the big boss who commented that when my emails ended with a spiffy one-liner or a sarcastic blurb, the team went forth and accomplished whatever task we were knee deep in.