Digg it UP - Business

How To Make a Fortune with Newspaper Classified Ads
These days, trying to make a fortune online or off-line to most people will seem like just an imaginary dream.And of course to some people it's as easy as 1, 2, 3... And I'm not kidding... reason being, that's because those people have a serious plan of action.And to give You a little secret here, it's actually one of my best secrets... What you need to do to be like these serious plan of action types of people would be to first of all decide how much money you ar

might be thinking:

- He didn't listen to me.
- He doesn't understand me.
- Why did he ask me what I wanted as he clearly wasn't interested?
- I am not sure if it meets my needs. I am confused.
- I am bored and irritated.
- How can I get away from this person?

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the sp

How to Avoid Cashflow Problems
Cashflow problems are the main reason why more than 70% of UK businesses go under in their first year. Although this statistic is fairly shocking, the reassuring fact is that there is a lot that companies can do to manage their cashflow effectively.We have put together our top tips to help you avoid cashflow problems and become a business success story.1. Always run credit checks on companies that you do business withMany people forget or think that it’s no

The secret to presenting to a potential client is "matching." Prior to presenting, you would have asked plenty of questions and uncovered the problems they want solved. The next step then is to present your solution and to do lots of matching.

What do I mean by matching? Matching is where you make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.

Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific problems they have discussed with you. Pile two consists of the features/characteristics they will not care about - as they don't solve any of the problems they have discussed with you. Note that you can only do this sorting if you've asked enough questions before you present.

To prepare for your presentation, look at all the features/characteristics your potential client cares about (pile one). The next step is to then "match" each of the problems they want solved to the feature/characteristic of your service that will solve it for them. When you present, you then show the connection between the problems they have agreed they want solved and the features/characteristics of your service that solves those problems.

If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems. Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.

To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.

Scenario One

The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you a car and proceeds to tell you all about the features of the car that you frankly could not care less about. He just goes on and on telling you absolutely everything about the car. Sound familiar?

Scenario Two

The car salesman asks you what sort of car you are looking for and what is important to you. You tell him. He then shows you a car and describes exactly what features of the car will give you each of the things you said are important to you.

Who would you buy the car from? Would you buy from the car salesman in scenario one or scenario two? Who did matching?

What would you be thinking with the scenario-one car salesman?

You might be thinking:

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the spe

Understanding a Niche
When reading and watching television shows about such people like Andrew Carnegie, John Rockerfeller, Henry Ford, E.I.DuPont, and Bill Gates I take note that all of them started with a small niche market. And - for some time - when I looked at their beginnings I would fantasize about doing what they did and then realize that most of what I fantasized about was being rich like them. (Not a good thing if it doesn't help you make that first step.)So recently I began to p

about - as they solve the specific problems they have discussed with you. Pile two consists of the features/characteristics they will not care about - as they don't solve any of the problems they have discussed with you. Note that you can only do this sorting if you've asked enough questions before you present.

Scenario One

Scenario Two

Who would you buy the car from? Would you buy from the car salesman in scenario one or scenario two? Who did matching?

What would you be thinking with the scenario-one car salesman?

You might be thinking:

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the sp

A Product & Business Opportunity No One Should Be Without
The Lost SocietyThe PerceptionAll throughout North America and Canada there seems to be a growing need for legal assistance for everyday life situations. However, most people fail to seek out legal counsel for one reason or another. Maybe they feel as if they could not afford the lawyer’s fees, or they may feel that if they ignore the problem it will simply work itself out, or they may even think that their situation is not serious enough t

ures/characteristics of your service that solves those problems.

Scenario One

Scenario Two

Who would you buy the car from? Would you buy from the car salesman in scenario one or scenario two? Who did matching?

What would you be thinking with the scenario-one car salesman?

You might be thinking:

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the sp

How to Provide Exceptional Solutions (Not Just Service) to Your Clients
In 2003, I moved to Little Rock, AR, and I was amazed with how helpful my new property manager was. If you haven't moved recently, you may have forgotten all the joy associated with having to arrange to shut off your utilities, phone, cable, etc. and arrange to have them hooked up at your new location. Then, you have to deal with mail forwarding, finding new service providers for all aspects of your life, and then deal with the move itself. When I made a cross-country move in

You tell him. He then shows you a car and proceeds to tell you all about the features of the car that you frankly could not care less about. He just goes on and on telling you absolutely everything about the car. Sound familiar?

Scenario Two

Who would you buy the car from? Would you buy from the car salesman in scenario one or scenario two? Who did matching?

What would you be thinking with the scenario-one car salesman?

You might be thinking:

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the sp

Forget About Saving Time
Myth: You can save time. There is no way you can bank unused hours. Each hour gets spent. Time is the most democratic of resources. Everyone is given the same amount every day. Since every minute is nonrenewable, all that matters is how you are using your time this minute.You might recognize these two colleagues who started work in the same department at the same time.Meet John:He is the last one t

might be thinking:

What would you be thinking with the scenario-two car salesman?

You might be thinking:

- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.

When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the specific problems they have been telling you about. That is what they're interested in and what they will care about. The key to presenting is in the matching!

(c) Tessa Stowe, Sales Conversation, 2006. You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end).

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggitup.net/article/34737/diggitup-What-Has-Matching-Got-To-Do-With-Presenting.html">What Has Matching Got To Do With Presenting?</a>

BB link (for phorums):
[url=http://www.diggitup.net/article/34737/diggitup-What-Has-Matching-Got-To-Do-With-Presenting.html]What Has Matching Got To Do With Presenting?[/url]

A company is like a person. It can fall sick too. Companies can be attacked by viruses such as economic recession, competition, incompetent management etc. Thus company is not an inanimate object. It has a life of its own.

This informative report about Internet marketing will show you three simple steps to take if you are having problems making money with your online business. If you are a new Internet marketer, this article is a must-read.

Online networking has opened up some fantastic business opportunities for solo entrepreneurs. But the question that spring to mind when you're designing your personal page for the purpose of building business relationships is this: just how much personal information do I reveal?

Tags

Links

Digg it UP - What Has Matching Got To Do With Presenting?

Related Articles: