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The DMAIC Method in Six Sigma
The Six Sigma DMAIC process methodology is a system that brings measurable and significant improvement to existing processes that are falling below specifications. The DMAIC methodology can be used when a product or process is in existence at your company but is not meeting customer specification or is otherwise not performing adequately.DMAIC is an acronym for five interconnected phases:* Define the project goals and deliverables for both internal and external customers* Measure the process to determine current performance* Analyze and determine the root cause(s) of the defects* Improve the process by eliminating defects* Control future process performanceStep One: DefineIn the Define phase, the Six Sigma project team identifies a project for improvement based on business objectives and the needs and requirements of the custo

, choose words and phrases that make your prospects feel like they are being interviewed, rather than interrogated. The last thing you want your prospects to feel is that they’re under interrogation. So use care in your word choices and allow them to open up and let the information flow.

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is th

Attention Independent Professionals -- Questions Are Magic
Questions are magic. If we as independent professionals put questions to proper use, we will not only discover our own special career path, we will be able to get and achieve anything we want. In this article, I share some ideas about how to use the magic of questions.Don't ever hesitate to ASK. Recently a man who was taking one of my classes shared that he had experienced an incredible hour of face-to-face interaction with Brian Tracy, the well known speaker and author. He was attending a convention where Tracy was the featured speaker. "How much did you have to pay for this?" asked another attendee. "The price of a cup of coffee," was the answer. My student had called Tracy ahead of time and asked if they could meet for coffee sometime during the convention. Oftentimes, all we need to do is ASK for something we want and we will be happily rewarded by r

Negotiation in sales can be a tricky process when salespeople don’t know the true needs of their prospects. But the most successful sales and business professionals know how to ask questions that determine what their prospective clients really want. They use questions to open up communications and encourage prospects to share information.

However, using questions to uncover information and to break down barriers at the negotiating table requires more than just asking questions as you think of them. If you ask the right question, you can get the information you need to close the deal. But ask the wrong question, and you risk offending your prospect and losing the sale. Essentially, you must know how to ask effective questions that produce the right response.

Formulating effective questions requires forethought and skill. So use the following seven guidelines for effective questioning techniques the next time you sit down at the bargaining table with a potential client:

1. Plan Your Questions Ahead of Time

Before starting the negotiations, figure out exactly what key issues you’ll be negotiating. Researching the prospect you’re negotiating with, his or her organization, and background relative to the situation enables you to formulate the right questions to get more information.

Find out what type of person the prospect is, whether he or she is an experienced negotiator, and what’s at stake for the other party in the deal. The more you know, the more effective your questions will be. So plan in advance the kinds of questions likely to produce the most information, and the kinds of questions with the most potential for moving you and your prospect toward a solution.

2. Ask Permission to Ask Questions

Questions can sometimes put people on the defensive. To avoid this situation, choose words and phrases that make your prospects feel like they are being interviewed, rather than interrogated. The last thing you want your prospects to feel is that they’re under interrogation. So use care in your word choices and allow them to open up and let the information flow.

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is tha

How to Be Customer Unfriendly
One of my favorite airlines committed a customer interface blunder. They changed the automated telephone menu system for reservations, removed the 24-hour fast-access option for frequent flyers, set up the menu so it changes at various times of the day, and put long recorded messages on the system to ‘educate’ passengers while they wait.I’ve called this airline many times. My fingers know which buttons to push to get what I need without delay. Now my fingers are lost and my ears are listening to long messages. I am still trying to figure out which menu works at which time of day and which buttons I need to push.A similar experience took place when WordPerfect introduced ‘WordPerfect for Windows’ and all the function keys were changed. Long ago, WordPerfect was the word-processing program of choice.But overnight my loyalty to WordPerfect evaporated. As long as I

t asking questions as you think of them. If you ask the right question, you can get the information you need to close the deal. But ask the wrong question, and you risk offending your prospect and losing the sale. Essentially, you must know how to ask effective questions that produce the right response.

1. Plan Your Questions Ahead of Time

2. Ask Permission to Ask Questions

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is th

Interview Questions: How To Stump The Interviewer
In the limited time an interviewer has with you, their mission is to know you and assess your worth, especially in relationship to the other candidates interviewed. Asking you questions is the way they accomplish that mission.Since interviews are two-way streets, your time should be spent assessing the position, the company, the employees and anything else that could sway you toward, or detract you from, the job opening at hand. To accomplish this, you’ll want to come to the interview prepared to ask your own questions. Keep in mind that although an interviewer may like you and want to see you continue through subsequent interview stages, you may decide that, based on their responses to the questions you have posed, the job may not be for you.The following represents a sampling of questions an interviewer may ask. Preparing meaningful responses in advance will imp

at the bargaining table with a potential client:

1. Plan Your Questions Ahead of Time

2. Ask Permission to Ask Questions

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is th

Customer Focus Strategy
For more than twenty years the mantra in private enterprise and public enterprise has been "customer focus". The phrase appears on mission statements, vision statement and "our values" statements adorning private and public enterprise walls alike.The phrase has been embedded in part by an exponential growth in management processes and systems based processes. The advent of systems based methods such as Enterprise Resource Planning and Customer Relationship Management have hard coded customer needs into organisations.Quality methods such as Six Sigma and Total Quality Management have often been used to focus attention on delivering upon customer's needs. The full list of methods which in one way or another beseech the user to have a customer focus would easily fill up this entire column.There is, however, a simple problem.Most organisa

is an experienced negotiator, and what’s at stake for the other party in the deal. The more you know, the more effective your questions will be. So plan in advance the kinds of questions likely to produce the most information, and the kinds of questions with the most potential for moving you and your prospect toward a solution.

2. Ask Permission to Ask Questions

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is th

Creating Your Fundraising Ideas
Though there are enough ideas to propel one’s fundraising ambition, there are certain ground rules to follow while attempting to raise funds. First of all you may need to define in concise terms, everything about your project and its objectives. Ask yourself, how your fundraising effort helps society as a whole. How many people will get the benefit? What exactly are you going to do with those funds? Will it help you to grow personally and socially?Once you’ve laid a solid groundwork, look for fresh and innovative ideas, which are different and beneficial to hundreds of people. The ideas you choose must be socially feasible and economically viable. Never cling to those ideas which are common and repetitive. You may also take care to see that you are not repeating the same idea, which is currently pursued by other people. Let your ideas be innovative and universally beneficial

Start by saying, “So that I can understand where you’re coming from and how we might work more closely together, it would help me if I asked a few question. Is that okay with you?”

Once you have their permission, be sure to ask your questions gently. Instead of saying, “Why do you insist on those terms?” try saying, “So I can better understand your position, can you please explain to me why those terms are so important to you?”

3. Begin with Broad, Simple Questions and Progress to Questions with More Depth

Broad questions prevent your prospects from feeling pinned down, so start with open-ended inquiries. For example, ask them about their main goal for the negotiation. This method will allow the prospects to answer in general terms and to keep their negotiation strategy a secret. Then as you and the other party become more comfortable, move on to narrower, more direct questions.

Direct questions give you specific information, such as facts and figures. “How much to you expect to pay for this service?” is an example of a direct question.

Then as you uncover the facts, you can gradually progress to positioning and strategic questions, such as, “What will it take for you to agree to our offer?” Strategic questions help everyone focus on working out an acceptable agreement.

4. Make Your Questions Simple

Ask questions that are easy to answer. In other words, don’t ask questions that may make your prospect uncomfortable. So avoid personal questions, unless the answer is absolutely vital to your negotiations. For example, a person’s salary is personal information, but a real estate agent has a valid reason for asking prospects to reveal how much they make.

Also, if someone asks you a question that you don’t know how to answer, admit it. Learn how to say, “I don’t know.” But always offer to find out the answer, and promise to get back with them.

5. Once Yo

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Digg it UP - Discover Exactly What Your Sales Prospect Wants in the Negotiation Process

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