Digg it UP - Business

African American Inventors
He could have added fortune to fame, but caring for neither, he found happiness and honor in being helpful to the world- This epitaph on the grave of George Washington Carver is proof enough of the contribution this great African-American made by inventing new agricultural technologies that revolutionized farming in several parts of the US. He

oking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, ind

Business Cards
“Let me give you my card,” should be a staple in your networking conversations. If you have just started your own business and you do not have business cards, then you need to place it toward the top of your list. Business cards are a relatively inexpensive way to advertise your business effectively.The cost of business cards can rang

If you want to insult your friends, just ask, “Who sold you that jacket?”

Want to complement them? You can, with a slight change of emphasis: “Where did you buy that jacket?

The implication is clear. If you ended up with something ugly or inappropriate, you couldn’t have been in charge of your faculties; you were under the influence of a salesperson.

As a general rule, customers love to feel they’re buying, but they hate the pressures and connotations associated with being sold. Therefore, as a seller, if you can position yourself as being a resource, a helper, a guide, a consultant, an information sharer, then people will feel they’re voluntarily choosing your wares, and their degree of ownership of the process will be heightened, along with their overall satisfaction.

In practical terms, if they choose it, they’re less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.

Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.

How do we pull off this feat?

We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, indu

Franchise Your Business to Enter an Emerging Market
Franchising your existing business might be the best possible way to take the opportunity to enter emerging markets. Markets like India and China have complicated rules and regulations about who is entitled to own and operate a business there. The best way often to circumvent these rules is by franchising your operation in these markets.ng, but they hate the pressures and connotations associated with being sold. Therefore, as a seller, if you can position yourself as being a resource, a helper, a guide, a consultant, an information sharer, then people will feel they’re voluntarily choosing your wares, and their degree of ownership of the process will be heightened, along with their overall satisfaction.

In practical terms, if they choose it, they’re less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.

Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.

How do we pull off this feat?

We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, ind

Private Practice Marketing: Eight Steps to a Thriving Managed-Care Free Psychology Practice
Solid clinical knowledge and skills may be enough for providing good therapy. However, it is not enough to get referrals and attract clients.Getting clients is key to building a thriving practice. But this is where many practitioners struggle.The thing is, you can make a living helping others. But you have to let go of the idea t

less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.

Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.

How do we pull off this feat?

We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, ind

Team Leadership - The Power of Team Leadership in Business
Leaders are often metaphorically compared to eagles. Rightfully so; because like eagles leaders posses a keen since of vision and have a tremendous strength of character. However, the misnomer is when leaders assume they should be found alone like most eagles. The sighting of a noble leader may be rare; however a good leader should never be

salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, ind

Where, Oh Where Should I Go to Network?
For many business people the challenge is how to find time to attend all the available networking functions. Because our lives are packed these days, we all want to make the best use of our time. Some are beginning to understand that focusing on one specific market means less networking, but a better return on the investment of the time.

oking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, inducing more of a “buying” feeling. The last two, closed and leading, are directive questions, and they feel more like we’re being sold, when we hear them.

Therefore, we want to avoid using them too early in the chat; otherwise, we can scare away the prospect. When it’s time to close the deal, however, we’ve earned the right to use more direct probes, having already gently guided the person along to that point.

In future articles I’ll explore related devices, such as “perfect questions™”. These are so well thought out that they give a listener a wide berth, yet induce him to close himself!

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Ten Tips To Workplace Noise Management

Have you streamlined your business with innovative equipment and progressive training, yet, efficiency eludes you? Do you cringe when you hear the words human error? Is the cash register too quiet and the standard office operating procedure chaotic and unproductive? How can you make your business run smoother and demand optimum performance from your team without becoming more stressed yourself? Stress is your company’s worst enemy. The cost in health care, mistakes on the job, troubled family lives and unpleasant work environments often add up to lost revenues for your company. Take a moment to step back and incorporate some stress reducing techniques regarding noise at the workplace. These tips will help management be more successful with employees and employees more successful with customers. Stress-reduction will always help to improve your bottom-line numbers.

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