Member You - Business

Corporate Governance for Business Owners
It is clear that good Corporate Governance is in the best interests of shareholders of public companies, but how can it benefit shareholders of private companies and other business owners?Will a good system of corporate governance increase the bottom line?One of the elements of a good system of corporate governance is ensuring that the role, and the boards' expectations, of management are understood.SeparationSeparation of the board and management is often lacking when it comes to small medium sized enterprises. Often senior company managers are also members of the board, hence the board may be deprived of one of its most critical roles, the ability to review and direct.It is this element of corporate governance, through use of independent directors, that can help a business improve both its corporate governance and profitability.InfluenceThe influence that a board has on an organisation

k to their goals. When you receive your first check are you disciplined enough not to spend it all and keep a percentage to reinvest in your business? Some people when they see these checks go take a vacation and spend all the money and have none left to reinvest in their business. Do you think you are disciplined enough to make this decision and work with us towards your success.

The walk away close

Good in retail. I would like to shop around and check you competition. Mr. prospect we have been doing business many years and we have a lot of repeat business. Why go through all that trouble and let write it up right now. Everyone who shops here has done it for you. If they still want to shop around say Mr. prospect if you do it today because we only have a few left of end of the contest or whatever I will give you a extra 25 dollars off. If they still want to shop say go ahead I understand how you feel it is a good idea but promise me one thing come back and see me and I will promise you to come back and I will give you the best deal in town. Don't give the final price say I have to talk to my manager. When they come back and if you can't beat

The Wonder Down Under: Unusual Exports
My husband and I attended the Edmonton Home Renovation Show in January (we just bought a new home) and spent some time at a booth with low volume flush toilets. We try to do our part for the environment and were considering a model that has two flush options.I was reading the company literature and noticed that these toilets, "The Wonder from Down Under" were manufactured in Australia. I checked with the salesman and yes indeed, they are imported into Canada all the way from Brisbane. The model with a plastic tank is less expensive, and more popular, but they also have a traditional ceramic model, in addition to a variety of bathroom sinks.Just imagine - these heavy, bulky toilets are manufactured in Australia, shipped across the Pacific Ocean and over the Rocky Mountains, then sold directly to a target market almost halfway around the world!Re-thinking your productA lot of companies assume that th

I have not included many of the old, outdated, offensive, repackaged closes you often hear or read about. The following recommended closes can always be tailored and adapted to fit the style and approach that works best for you. Remember that you should only have to resort to these last-minute closing strategies if you have not completely closed your prospect throughout the presentation. Your goal should be to never have to use these tactics, but in the event that you do, these strategies sure will help.

Secondary close

Close on a minor point i.e. do you want the blue or green. Do you want it delivered or will you take it with you. Do you want the regular or the radials.

Alternative close

Give choice between something and something. Do you want to regular or VIP

Assumption close

Selling past the close. Want this delivered today or tomorrow. Will that be cash or charge.

Take away close

When they hesitate, say just a minute lets make sure we have this in your size or color. Let me see if we have this item in stock. Let me check with my manager.

Summary close

Make a detailed list of benefits and list in order of how the customer would like them.

Puppy dog close

Let the prospect touch taste feel hold and let them become attached.

Ben Franklin

The close involves the thinking process that everyone goes through before they buy something. On a piece of paper, draw a line down the middle and write reasons for and against the purchase of the product. Only do your side and say, well Mr. prospect it looks like you made your decision.

Order sheet close

Fill in the order sheet from the start of the conversation. If they hesitate - say I have a terrible memory for details. If you don't want to go ahead with it I will throw it away.

The relevant story close

People think in terms of stories. Talk about a happy client who was in the same position. They did it and are very happy with the purchase. You can also use a story of someone who walked away and look what happened to them.

Ascending Close

Close with a series of questions that ends with a yes that leads to a close. Desire goes up with yes - Desire goes down with no Every time we say yes to a benefit our desire goes up to sell the product.

3 Question Close

Can you see where this will make you money and be a great business you can do? Are you interested in having your own business and making large amounts of money? If you are going to start your own business, and prepare for your financial future, when do you think would be the best time to start?

Law of excluded alternative

When we buy something that means we can't buy something else. Willing to pay Vs ability to pay are two different things.

Is the price your only concern??

Are you going to make your decision on this business solely on the basis of price?

Mr. prospect isn't it true you get what you pay for?

The Reduction to the Ridiculous Close

For a mere 22 cents a day you can enjoy the benefits of our product.

Invitational Close

Why don't you give us a try. Why don't you take it.

Tom Hopkins

I can get it cheaper somewhere else....

....that may be true _________ and after all in today's economy, we all want the most business for our money. A truth that I have learned over the years is that the lowest price is not always what we really want. Most people look for three things when making an investment.

1. The finest quality
2. The best service and
3. The lowest price

I have never found a company that could offer all three... I am curious Mr.... which of the three are you willing to give up?

Lost Sale Close

After you have tried everything say the following: “Thanks for your time.” The sales resistance goes down, then ask, ”Mr. prospect may I ask you one question I have tried to present the information the best I knew how. What is the real reason you did not buy today.”

You may then be able to say the following, “Oh Mr. prospect I'm sorry I must not have explained that properly turn around and reclose.”

Discipline Close

Mr. prospect do you consider yourself disciplined? The reason I ask is that our success is tied together and we need to make sure you will work with us towards your success. We need people who will be disciplined and stick to their goals. When you receive your first check are you disciplined enough not to spend it all and keep a percentage to reinvest in your business? Some people when they see these checks go take a vacation and spend all the money and have none left to reinvest in their business. Do you think you are disciplined enough to make this decision and work with us towards your success.

The walk away close

Don't Be Sleazy
Just the other day I was on the phone to a salesperson working for a manufacturer I’m dealing with in one of my businesses when he tried the old sleazy alternate advance - “How about Tuesday at 10 or Thursday at 1?”I nearly laughed him off the phone I was so insulted and bemused that he would try so blatantly to get me commit to a time which suited him for a meeting. The problem here is that most sales people today are still taught the same techniques that worked twenty or thirty years ago and fail to adjust them for today’s world.When your selling to the trade i.e. business to business sales, you have to remember that your often dealing with a prospect who themselves is or has been a salesperson in one form or another. This means that if you persist in using sleazy, pushy salesmanship you will get shut down. Fast!The prospect obviously wasn’t aware that I was an author on the subject of selling and have heard more

my manager.

Summary close

Make a detailed list of benefits and list in order of how the customer would like them.

Puppy dog close

Let the prospect touch taste feel hold and let them become attached.

Ben Franklin

Order sheet close

Fill in the order sheet from the start of the conversation. If they hesitate - say I have a terrible memory for details. If you don't want to go ahead with it I will throw it away.

The relevant story close

Ascending Close

3 Question Close

Law of excluded alternative

When we buy something that means we can't buy something else. Willing to pay Vs ability to pay are two different things.

Is the price your only concern??

Are you going to make your decision on this business solely on the basis of price?

Mr. prospect isn't it true you get what you pay for?

The Reduction to the Ridiculous Close

For a mere 22 cents a day you can enjoy the benefits of our product.

Invitational Close

Why don't you give us a try. Why don't you take it.

Tom Hopkins

I can get it cheaper somewhere else....

1. The finest quality
2. The best service and
3. The lowest price

I have never found a company that could offer all three... I am curious Mr.... which of the three are you willing to give up?

Lost Sale Close

You may then be able to say the following, “Oh Mr. prospect I'm sorry I must not have explained that properly turn around and reclose.”

Discipline Close

The walk away close

Eight Essential Proofreading Secrets to Keep Your Resume Out of the Trash
Do you ever wonder why you did not hear back from an employer once you applied for a position? Is it possible that in your rush to get your resume sent, you made some errors that could have been avoided if you had taken time to proofread?I estimate eight out of every 10 resumes that are submitted to me for review contain obvious errors. From a recruiter's standpoint, those resumes immediately end up in the "no" pile. Follow the tips below and you just may find yourself one-step closer to gaining that interview.1. Take a break between writing and proofreading.Give your eyes a rest and let your information sit overnight. This will give you a fresh perspective on your work.2. Print your resume.When you print your resume, you will be able to determine if the formatting is consistent. You can also double check for potential capitalization and punctuation errors that may be less noticeable on your monitor.<

that leads to a close. Desire goes up with yes - Desire goes down with no Every time we say yes to a benefit our desire goes up to sell the product.

3 Question Close

Law of excluded alternative

When we buy something that means we can't buy something else. Willing to pay Vs ability to pay are two different things.

Is the price your only concern??

Are you going to make your decision on this business solely on the basis of price?

Mr. prospect isn't it true you get what you pay for?

The Reduction to the Ridiculous Close

For a mere 22 cents a day you can enjoy the benefits of our product.

Invitational Close

Why don't you give us a try. Why don't you take it.

Tom Hopkins

I can get it cheaper somewhere else....

1. The finest quality
2. The best service and
3. The lowest price

I have never found a company that could offer all three... I am curious Mr.... which of the three are you willing to give up?

Lost Sale Close

You may then be able to say the following, “Oh Mr. prospect I'm sorry I must not have explained that properly turn around and reclose.”

Discipline Close

The walk away close

How To Market To Construction Industry
The dreadful events like Hurricane Katrina, Hurricane Rita and Tsunami have eaten a large number of buildings and dwellings. Due to this, there are chances of gigantic growth in the construction industry. It is expected that the industry will grow to $1.1 trillion in 2006 and $1.2 trillion in 2007.Moreover, within this, the growth opportunities are great in the segments like residential, retail, office, hospitals and schools. Builders are looking for people who are responsible, sincere, punctual and trustworthy and can supply them efficient and quality products and services.Therefore, you area a contractor or material supplier or technology vendor, take advantage of the situation. Make money out of this simply imbalance equation of demand and supply.How Can You Do This? If you want to reach these builders or other executives operating in the construction industry, you can use traditional methods like trade shows,

rue _________ and after all in today's economy, we all want the most business for our money. A truth that I have learned over the years is that the lowest price is not always what we really want. Most people look for three things when making an investment.

1. The finest quality
2. The best service and
3. The lowest price

I have never found a company that could offer all three... I am curious Mr.... which of the three are you willing to give up?

Lost Sale Close

You may then be able to say the following, “Oh Mr. prospect I'm sorry I must not have explained that properly turn around and reclose.”

Discipline Close

The walk away close

Direct Mail Marketing and Consistent Targeting
When discussing Direct Mail Marketing we also need to discuss consistent targeting of customers. If you own a location-based business then you must consider where your customers come from and how far out you draw the customers from.Does your business draw customers from a 15-mile radius or is your competition much closer and therefore you probably only draw from a 10-mile radius? Do you feel the your customer service is good enough to draw customers out of your competitors service market area? If so, perhaps you want to send direct-mail marketing into your competitors target area.The key would be consistent targeting of those ZIP codes within your radius and sphere of influence. For direct-mail that probably means each area or zip code within the 10-mile radius is hit every three months with a direct-mail marketing piece. This of course includes the targeting of your competitors area or at least those areas in your co

The walk away close

Closing on referrals

Referrals are worth 10-15x's the cold call. Mr. prospect would you happen to know 2 or 3 other people who would be interested in the product. I would really appreciate if you could give me their names and get the phone numbers. Mr. prospect of these 2 which one should I call on first. Mr. prospect could you call bill and tell him I'm coming or make a appt.

Conclusion

Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

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Do you ever wonder if you will really succeed with your small business? You may have a number of special traits, but how well developed are they? Ask yourself these questions to see if you have what it takes.

The best software programs will provide powerful Project Time and costing data in real time with a history overview for comparison so managers can be confident that their teams are producing at their full capacity.

If you want to be better prepared than your competitors in the job market, you need to write your resume and cover letter yourself. Save money and prepare yourself for the interview at the same time. It's a win-win situation.

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