When People Label You - July 31, 2008 -
How many times have you heard people telling you things like You will be good as a Dj in a radio station, What you do should be shown on TV, You should be a model instead of being working here, you are a looser, you are good for nothing, etc. and the list goes on.
Well, these are only the opinions of other people, but how does this affect us.
How do you perceive yourself? What is that you want to do?
Most people get influenced by the labels that people put on us. They repeat it so much that we get to the point where we actually believe it. Then we go after it, and we ended up discovering that we werent good at that, and we start getting frustrated.
We go through life waiting for other people to decide what should we do, be of have, by the labels they put on us. Is that really worth it?
Let me ask you
If a person tells you that you will never be successful in life, but that person is broker than broke and has never done nothing in their life, will you believe what he is telling you?
Or viceversa, a very successful entrepreneur tells you that you are going to be the best and achieve all of your goals, will you believe it?
The answer lies within you. I can tell you how great you are and successful, but if you dont believe it, and you dont act upon it. Is it going to happen? Maybe not.
Let me share a quick story about a 9 year old kid.
One day in elementary school, one of the teachers call a 9 year old kid in front of the entire class. Once he was standing in front, he told the entire class Take a good look a this kid right here. This guy is a perfect example of a looser. A person that will never achieve anything in his life, a person that might end up living homeless
How do you think that would have affected a 9 year old kid? Probably destroyed all of his goals and dreams, maybe the teacher was right, maybe he was wrong. Thats just a label that he is putting in this little kid. Good thing that the 9 year old kid did not let other peoples opinions and labels affect him.
How do I know that??
Well, that 9 year old kid was me.
Thats right I was the little kid facing that whole crowd and had to put up with all the criticism and jokes.
But you know what? Im the only one in that class that has 4 businesses, and growing.
Dont let other peoples opinions affect you in any way shape or form, whether is a good opinion or a bad opinion. The best opinion is the one that you give yourself, and you act on it.
When people tell you You are a looser simply reply Im sorry you feel that way, thank you if they tell you You are awesome, you should be an instructor. Just tell them Thank you, Ill keep that in mind.
Most importantly is how do you see yourself.
For a life full of abundance and prosperity,
Your Coach,
Jorge Fernandez de Cordova
www.successismylife.com
Jorge’s Mission is to give those that truly desire it; the tools and the knowledge to get the most out of life helping you achieve your goals and dreams.
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Red Roses: Symbolic of Eternal, Passionate Love - July 31, 2008 -
Red, red roses are symbolic of a passionate love as intense as the deep, rich hue of the velvet-like petals. Roses have been in existence for around 32 million years, and have been used by ancient civilizations including the Greeks, Romans, and Persians for many reasons. Roses have been bred to be colorful, fragrant.
Although a rose of any color can simply be a gift of gratitude, kindness, or affection, over time they have been attributed to a variety of emotions and occasions. Red roses can range in color from bright red to deep burgundy. Varieties include Charlotte, Forever Young, Classy, and Rouge Baiser.
Red roses are given to those to whom you want to show love and passion, people for whom you have great respect, and those who have shown great courage. The number of red roses given can also have a special meaning. A single red rose shows love. A dozen red roses show gratitude, twenty-five red roses show congratulations, and fifty red roses show unconditional love. Two red roses tied together symbolize an engagement.
The shade of the red rose has a meaning as well. Bright red means love, burgundy means unconscious love, and dark crimson is used to show mourning. A withered, red rose, is used to show that the love has ended, and a red rosebud symbolizes youthful love and beauty. True red is considered the lover’s rose, while Amaranth red symbolizes long-standing desire. Cardinal red is the symbol of sublime desire, Carmine red is symbolic of deceitful desire (not true to color) and Fiery red symbolizes the flames of passion.
Combinations of colors mean:
Red and White - Unity
Red and Yellow - Jovial happiness
Red Roses symbolize sincere Love, Respect, Courage & Passion
Red (Dark) Rose reveals unconscious beauty
Red (Single) means “I Love You”
Red & White Roses together signify unity
Single Rose in any color expresses simplicity and gratitude
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Sales Managers: Should You Dress Salespeople For Success? - July 31, 2008 -
If youre a guy and youre lucky enough to have a caring spouse or girlfriend you wont be offended if she occasionally flicks the lint off your lapel or tightens the knot in your necktie.
But what if your sales manager did that, too?
Im not recommending it, but management should take keen interest in how its people look in the field, because appearances count. If your team looks better, theyll be more credible and theyll earn more business.
What should your role be in assuring that they look their best?
Here are five tips:
(1) Dont leave appearances to chance; actively manage them. This starts by discussing the look that you expect your people to maintain. Be an example, point out your sartorial choices and what they should signify to clients. Having been a college professor, I was used to a uniform consisting of a navy blazer, gray slacks, loafers, and an Oxford shirt and Ivy League necktie. But one of my clients said financial services types frowned on this outfit, preferring suits, so I bought the best I could find, in London, actually, and I fit right in.
(2) Place mirrors in offices and in the hallway leading to the reception area. No, preening isnt what were after, but self-awareness is.
(3) Compliment your people when they look sharp. Reinforcement works. Say, Great tie, and Sharp suit, and the like.
(4) Dont be reluctant to correct flaws. Have some shoe polish in your desk, the kind that rolls on. Hand it to the person whose shoes are scuffed, and say with a smile, I expect this back!
(5) Build a short list of shops that cater to your companys tastes. You might brief them on your requirements, and even arrange special employee pricing. They can encourage the best choices, and everybody wins.
While some of you may feel that clothing is personal, I agree, completely, when people are off-duty they can look as they please. But when it is working time, dressing the role is job related and definitely the right of the sales manager to manage.
Dr. Gary S. Goodman is the best-selling author of 12 books, over 750 articles, and the creator of numerous audio and video training programs, including “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant-a favorite among salespeople and entrepreneurs. For information about booking Gary to speak at your next sales, customer service or management meeting, conference or convention, please address your inquiry to: gary@customersatisfaction.com.
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How To Get Cheap Full Coverage Auto Insurance - July 31, 2008 -
Auto insurance is an agreement between auto owner and the insurance company.
Obtaining cheap full auto coverage insurance is extensive and has many options. Help is provided by various insurance companies as well as online and experts for choosing the right package.
A full auto insurance coverage involves a comprehensive insurance coverage, which covers the person involved in all possible facets. This includes compensation for damages caused by other/s under the coverage policy.
The main criteria include:
the kind of insurance company
the age of the person
gender of the person
the age of your vehicle
Car insurance: Cheap full auto coverage insurance policies are more effective for new vehicles. A comprehensive package protects the person as well as his car against any damage. Complete auto coverage car insurance is more expensive but beneficial in case of major accidents.
Points to consider:
checking out discounts offered and comparing the requirements of the state
deductibles for which the quantity to be paid in case of accident. If the deductible is more, the premium will be less
the compensations offered by the company if there is damage due to collision
protecting the owner monetarily in case of accident.
helps in coverage of liability when the client has caused a damage
helps in payment of medical expenses during an accident
collision coverage is also taken care if the client causes a collision.
Free online insurance quotes help obtain getting adequate information about various insurance policies as well as through auto insurance online providers.
Benefits of Free Auto Insurance Online Quotes
By checking out and comparing various auto insurance online quotes in the luxury of their homes using internet.
People can opt for far fetched auto insurance companies
Free auto insurance online quotes also offer additional discounts whenever and wherever applicable.
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Blackberry 8110 Pink - A New Rocking Mobile Phone - July 31, 2008 -
Rock yourself with a new mobile phone Blackberry 8110 Pink that has been introduced by the Carephone Warehouse. This mobile phone is released in pink color in UK for the first time. This shinny handset matches with the style and attitude of people of all ages.
The smart Blackberry 8110 Pink mobile phone has all the advanced and latest features that can wow people easily. Click and record the high quality pictures and videos through this 2-mega-pixel camera. The other features of this beautiful mobile phone are Quad Band, video recording, expandable memory, games and voice dial.
Half QWERTY keyboard is one of the best design and style that lets the mobile phone look slim and elegant. A shinny trackball just below the screen makes this mobile more beautiful. These inbuilt features help the user to operate the handset smoothly and comfortably.
This smart Blackberry 8110 Pink mobile is capable to Wi-Fi. It means a person can access the Internet easily in the areas like home, coffee shop, hospitals, flights etc. The users can store the email addresses up to a limit of 10. The instant messages like Google talk and Yahoo Messenger are also included so that the user can contact with distant friends, relatives and clients within minutes.
Why should a person circle his life around work only? Carry this handset for other purposes also. Watch movie clips and listen your favorite songs in this sexy Blackberry 8110 Pink mobile. If you are bored of listening and viewing the same files again and again, then change the stuff completely. Update the other interesting data with the Blue tooth and USB cable devices. These technologies transfer and receive the mobile stuff from other mobiles, computers and laptops easily.
This mobile phone weighs just 91 grams, which includes other features also. Text messages, GPS, contact book, reminders, alarm clock, blackberry maps are some of its basic characteristics. Without these basic features, mobile phone is of no use to anyone.
Hold your breath and get this bright Blackberry 8110 Pink mobile phone quickly, if you find it suitable for your pocket and attitude.
Blackberry Pearl Red, Blackberry Pearl Pink and Blackberry Pearl White are the popular mobile phones and these mobile phones are available on Mobile Phone Shop UK.
The Auther Matt Damon is Sem Consultant for Buy Mobile Deals UK.
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How to Increase Your Sales - Part II - July 31, 2008 -
Or “Why Joan isnt seeing the rewards for her effort!”
One of the reasons people arent successful in building their business is they have no reason to call a customer.
You know the scene - call a customer back to just “stay in touch”. And that ISNT a reason at all.
I was speaking with my “Joan” the other day and she mentioned that she calls 3 customers per day. At first I thought “Wow! She is committed!”
Then I asked what she calls about. We pick up the conversation from there …
~~~~~~~~~~~~~~~~~~~
“Oh, nothing in particular, just to see how they are going.” She knew as soon as she said it she was holding the wrong end of the stick.
“How long have you been doing this?” I asked.
“About 3 months.”
“Won a lot of business?”
“Not really.”
“So why are you doing it?”
“I have to. Directions from above.” As she looked heavenward.
~~~~~~~~~~~~~~~~~~~
I really cant think of a WORSE reason to stay in touch with customers - just to say “Hi!” I would argue both we and they are way to busy to have a casual chat over the phone.
So what do you do? Have a REAL reason to call, write, email or drop in!
The reason many businesses struggle with this is that they dont do their research. And that may be due to time (lack of), poor data capturing facilities or just a general lack of knowledge about the customer.
Whatever it is, its FIXABLE!
Research will tell you quite a few things:
1. whether the customer is in a position to purchase again
2. what their attitude is to growth or consolidation
3. what they may be looking to buy
A whole lot of information that will add value to your call. IF you do the research!
So what could we call the customer about? Well, its going to depend on the nature of your business but heres 5 I can think of:
1. Is the product/service working as you expected?
2. Do you have any issues with the product or service we could help you with?
3. The product/service we provided to you is due for a 3/6/12 month service, when could we drop by to make sure everything is in order?
4. Id like your feedback on the process we took you through, when would be a good time to get your opinion?
5. Youre a valued customer, Id like to buy you lunch, dinner, a drink etc.
Its not hard when you think about it. But you MUST have a reason to call - the customer is busy!
Now, how does this increase your sales?
Well, directly, it may not. However, when you need a testimonial, or need to follow up with someone for further assistance, who are you going to call? Someone who knows you and likes you? Or a complete stranger?
Hint: the second option is far harder and more expensive!
So, what is Joan doing now?
Joan works for a financial company and each customer she calls, she makes sure she has something of value to the customer to offer. The customer is pleasantly surprised by the call but acknowledges it and the effort to make it.
Joan is slowly building a rock solid relationship that will be hard to break, easy to gain referrals from and earn a reputation second to none!
Start doing your research today and start making high value calls tomorrow!
Let me know how you go.
Bill James-Wallace is a Leadership and Management Coach based in Perth, Australia.
He works with private clients as well as in the corporate industry helping transform the leadership and management capabilities of senior executives.
His website contains other “How to Increase Your Sales” articles at http://www.resultdrivensolutions.com.
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Nokia 1208 Review - A Review of the Nokia 1208 Cellular Phone - July 31, 2008 -
The Nokia 1208 is a cell phone for those who want to minimize their cell phone usage expenses. It includes call Time Tracker, Cost Tracker, and Pre Paid Tracker functions. It also produces a Call History and Call Duration Summary.
Practical sharing of the phone is made possible by the ability to have up to 5 separate phone books, each phone book capable of storing 200 contacts. A shared contact list can also be constructed. One Touch short cut keys enable direct access to messages, calendar, contacts, and loudspeaker operation. There is even a small flashlight.
The 1.14 inch high by 0.9 inch wide screen displays 65,536 colors. Numbers entered for dialing are displayed in easily read large font.
Short Message Service (SMS) is used for text messaging and supports Concatenated SMS for long messages. Distribution Lists can be created and a Multiple Message function enables sending messages to multiple contacts not in a distribution list. T9 Predictive Text support enables entering text quickly and accurately. Speed Dialing and an integrated hands free loudspeaker are standard. A noise cancellation filter reduces background noise and helps deliver quality sound. A history of dialed, received, and missed calls is maintained and a Vibrate Alert is provided.
Analog/digital Clock, Alarm, Countdown Timer, Stop Watch, Calculator, and Converter functions are included with the Nokia 1208. There is also a Reminder feature and polyphonic ring tones.
The 4.02 inch length, 1.74 inch width, 0.69 inch thick candy bar shape and 2.73 ounce weight present an easily handled phone. The battery can be expected to deliver an average of up to 7 hours of talk time, or 15 days standby time depending on use and network characteristics.
Network communication is via EGSM 900/1800.
The Nokia 1208 is a quality easy to use cellular phone specially designed for those who want to control and minimize their cell phone usage cost.
For more great cellular phone information, visit the Wireless Phone Forum at http://www.TheCellularForums.com/ today. We hope that you enjoyed this Nokia 1208 review!
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Nokia 6030 Review
*Review Below*Key Features
Made In Finland
Ring tones - Polyphonic And Real
Messaging
Text
Multimedia
Approx 150 Messages
Vibrating Alert
Speaker Phone
Battery (Li-ion 850 mAh) Life
Talk Time 2-3 Hours
Standby Mode 320 Hours
GSM/GPRS 850/1900 MHz
FM Radio
500 Entry Phonebook
65000 Color Display 128x128 pixels
Weight: 90 Grams
Di...
Emotions Are The Keepers Of Our Life’s Stories - July 31, 2008 -
Emotions are the keepers of our lifes stories. Everything we desire, avoid, detest, long for, chase after, exalt, reject, deplore is linked to our stories about what it means when x, y, or z happens to us or to someone else. Human beings experience life through their stories and just like in Hollywood, all stories were not scripted to have happy endings. Every story is distilled and encapsulated into one or more emotions. Emotions are the shorthand that allow us to quickly access our stories and apply meaning to an event or a situation. Though we are evolving as a species, human existence is still grounded in a simple belief that our stories represent the absolute and unquestionable truth. All ideas that are assigned the notion of truth set boundaries and limitations for our response. We have limits to happiness, love, well being, wealth, connection to people, the planet, and to the Divine. These limits are held in place by stories. If you can change your story, you will change your life.
All human desires are about being, doing, having things for the purpose of cultivating certain feelings or relieving certain feelings. We cannot know that we are alive unless we feel something. Even intellect and reason guide us to feel a certain way; such as in control, rational, self-assured, safe, or superior. Our patterns of emotions are the keepers of our stories and they permit us to maintain what is by sustaining the energy that is contained in the stories we are living. Its probably apparent to you by now that some stories empower you while others cause you to remain trapped in an unfulfilling life. Whatever we give energy to, continues to live, whatever we release energy from will weaken and eventually die.
Human evolution is a story, we were all born into it and we all play a role in how humanity will evolve over time. Expanding how much of our divine nature we bring into our human existence is the theme of the human story. Each one of us comes in and plays a part in the story by taking on this mission for ourselves. The more we feel victimized and disconnected from each other, from the planet, and from the Divine, the more dramatic and tragic our personal stories will be. If you want to help the world along, set an intention to live as a conscious and loving creator of your life. As you gain skill to influence your own stories underlying premise, you will begin to realize that you are an amazing performer, a masterful storyteller, and life is brimming with magnificence that reflects its divine origins.
We all begin life with little awareness of our potential and in our humble beginnings, unconscious collaboration with others is a great way to create prolific victim stories that seem to take on a life of their own. The story of human evolution is far from over; we have a ways to go before we, as a species, realize our true nature. Each personal story begins when we are born into a story that was already in motion. Some say that we chose our families and thus even played a role in scripting the story of our birth. That may well be true, but the fact that we have forgotten that we are playing a dual role as both the writer and the performer is a situation that can be easily remedied. Now is as good of time as any.
You and I are not helpless, impressionable children anymore. Its time to take the pen and begin to rewrite the scripts that were handed to us by our childhood cast of caregivers, family, teachers, and society at large. We are in a period of accelerated learning and higher wisdom and we can accelerate our access to happiness by understanding our role in the creation process and by learning to play that role with finesse, compassion, and with intention. Transformation through stories is very different from therapy. Therapy has its domain, transformation has it own. Dont confuse the two. When you take on a transformational rewrite project, you dont have to resolve the trauma in the womb you experienced or analyze what someone did to you when you were two years old. Human beings have very discernable patterns for assigning stories to their lives. In fact, humanity has a running story and then each culture, generation, race, family, group, and individual spins off their own version of it. Its like a Cosmic Hollywood with its varied genres such as the love story, the tragedy, the hero story, the comedy, the drama, the psychological thriller, the action adventure, the horror story, and the science fiction story. You can watch the 30-second trailer and know exactly what type of story you are dealing with.
The good new is your life is full of 30-second trailers and your emotions are attached to each of them. Of course the 30-second trailers are much longer than 30-seconds but I think you get the point. You can very easily discover the collection of stories that offer up recurring patterns in your life and with a little coaching and support, you can begin to rewrite them. Each time you remove yourself as the Star of a Victim Story, you increase your ability to create and experience more joy, more peace, more love, more well being, more prosperity more of what you truly want to feel in your life. Every rewrite session releases stagnant energy that is locking a life pattern in place. Every session will leave you feeling more empowered to take responsibility for your role and for the stories you are creating and living. Right now you have a very important decision to make, to keep living with your current stories, or to rewrite them; the choice is yours.
Robin Harris is a DesignerLife Coach and the Senior Coach for http://www.RewriteYourLifeStory.com Robin designed this program to help clients understand their life patterns and begin to consciously rewrite them for more love, passion, and prosperity. She offere complimentary teleclasses to introduce the concept of life stories to those who are interested in transforming aspects of their life.
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What Is A Proposal? And Why Do You Need One? - July 30, 2008 -
Do you know anyone who regularly wins bids? Or can boast a balanced relationship between doing the hard work of producing proposals and regularly winning the business?
Im always amazed at how much energy people put into responding to a Request For Proposal (RFP) in relation to the level of success or non-success they realize. And yet they continue to put time and resources into this relatively unproductive activity.
In fact, what is an RFP anyway?
An RFP is the standard format that companies use to figure out what they need to buy and how they need to buy it (not necessarily who they need to buy it from). Actually, its not about vendor choice or price. Its about learning how to make a decision.
In reality, the process is ineffective for everyone: the buyer and the seller. Indeed, RFPs are nothing more than a different form of sales pitch.
I got a delayed call back from a client who was usually timely in his response. I was surprised at the time lag.
Weve just gotten our first RFP from Company X. Theyve always done business with ABC Company before, and this is our first opportunity to get some business with them. Weve got a team of folks working hard on getting this just right so we can get in there.
What is stopping them from using ABC Company this time?
Um, havent a clue. Ill call and ask.
He called back the next day.
Nothing is stopping them. They are using ABC Company. They just needed a second bid.
WHAT DO BUYERS NEED
When salespeople receive an RFP there is the assumption that its open season that if they put together a dynamite proposal, they will win the bid. Its equivalent to the belief that if a seller pitches and presents just the right information in just the right way to just the right people, buyers will be ready and willing and able to buy.
How many millions of great proposals have ended up in the bin? How many millions um, billions of person-hours have gone into proposals that failed? Why? Because the product was bad? Because the proposal was bad? Because the client didnt need the vendor?
Of course not. Then why?
Lets look at this from the buyers side and retrace some of the ideas weve discussed in these newsletters before.
To start with, buyers send out RFPs to those companies they believe can help them. So they have already vetted you by the time you get the RFP. And, quite honestly, they can find out much of what youre including in your proposal on your website. What is it they really need from you then?
Buyers have needs that exist within a complex system of people, initiatives, relationships, and rules. Buyers cant just make a purchase: their internal systems are too complex. They need to cover their bases internally before they bring anything new into their environment. And, when its a decision to do something theyve not done before, or bring in something that will shift existing configurations, they will invariably run up against issues that have far greater consequences than anyone from the outside could imagine.
But people dont make decisions based on information. People make decisions based on meeting their criteria their values, beliefs, ethics, history, fears, hopes, initiatives, relationships, and even unconscious, idiosyncratic reasons that no one from the outside will ever understand.
Sales people have this simplistic belief that if they pitch, present, propose their solution in just the right way that the buyer will know what to do with it. Obviously and millennia of failed proposals, presentations, and pitches will bear me out this doesnt work. (The larger question here, of course, is why they keep doing it.)
WHAT PROBLEM DO RFPS SOLVE
People decide only when criteria get aligned. Once people and groups understand how to get their criteria met, then they need the appropriate information to match the data with the criteria.
But since companies do not know how to line up their criteria, they send out RFPs in the hope that they will get back the type of information that will lead them to discover their criteria.
To help explain this, Id like to go back for a moment to the original example I gave of Company X above. Once we realized that responding to the RFP would do nothing but waste their time, my client and I put together a list of criteria-based Facilitative Questions that we knew (because of my clients expertise as a solution provider) needed to be answered and obviously werent being addressed.
My client sent them a brief letter, telling Company X that theyd love their business, but thought they could help them best by offering the enclosed questions. A sampling of these questions (we actually sent two pages of Facilitative Questions) included:
- How will the product or service fit in with existing systems?
- How will the users know to buy-in to the new solution? How will you know when they are having difficulty?
- What type of service will maintain the new offering and can it be handled internally or need an external resource to manage it?
- What are the different ways that a new product will support the desired results? Create a need for additional systems? Create confusion within the different departments? And how will that be managed?
- How will the buyers know that one solution is better than another?
- How will they know that one vendor will give better service than another vendor before they choose one?
A few weeks later, a representative of Company X called my client and thanked him, saying that he recognized the importance of the questions although he couldnt answer many of them. He said he hoped my client didnt mind, but he was giving the list to ABC Company to incorporate in their solution and that my client would be strongly considered for their next project.
Six weeks later, after the project had already begun, Company X fired ABC Company after an eight-year relationship, and called my client, asking them to pick up the project. The reason? ABC Company was not incorporating responses to our questions within their project plans.
My client got a two-year, multi-million dollar project because of a list of questions or, more accurately, because the questions exhibited to Company X that my client understood their criteria and were aware of the true underlying, systemic issues that needed to be managed. They never responded to the RFP.
HOW CRITERIA CREATES DECISIONS
In general, people in companies do not know how to manage, understand, develop, or uncover their criteria on their own. They are too close to the situation.
Think about yourself for a moment. What is it that you have been promising yourself youre going to do? Go to the gym? Lose weight? Catch up on all your reading? You know you need to do those things. But you dont. Why? Is it because its a bad gym? Or because you like tight-fitting pants? No its because you havent figured out yet how to line up your behavior with your criteria, and until you do, you wont change your behavior [hint: its about changing your beliefs. If you believe you are a healthy person, youll go to the gym whether you like to or not, for example. Your behavior will track your beliefs in order to keep you congruent.].
Once someone from outside can lead you through your personal, unique decisioning process, you are able to recognize the criteria that you need to meet before you can change. After all, systems seek stasis, and whatever product or service you are selling in your proposal no matter how wonderful or how badly needed or how value-packed - it will bring some form of chaos to the status quo. And before the system will seek chaos, it will need to know how to reorganize itself rapidly after the intrusion that the new solution brings with it.
Once buyers know what a solution will have to include, they will know exactly what they need from a vendor and be able to use their criteria to choose efficiently possibly even without an RFP.
As a potential vendor, instead of offering buyers an RFP filled with product and service information, use the RFP as a platform to exhibit your skills. Show them that you recognize your job is one of a true trusted advisor, and you will be helping them decide how to align their criteria and manage their discovery/change in addition to having a great product.
THE SELLERS NEW JOB
Here is the strategy: When you receive an RFP, call the client and ask him/her if you can work through some Facilitative Questions with them.
Then, use the decisioning sequence in Buying Facilitation and go down the Funnel with the questions, starting with helping them discover where they are, whats missing, and how they got there. [Note: for the specifics of the questions and sequencing, go to www.newsalesparadigm.com and buy my new ebook Buying Facilitation: the new way to sell that expands and influences decisions.]
Once the nature of the questions becomes obvious they help the buyer discover their own answers - the person you are speaking with will either get others on the phone, or ask you to come in, or do something equally extraordinary (If indeed they are seeking a new vendor. Close to 70% of RFPs are sent just for a second bid and to better understand their criteria for success. Most companies have chosen their vendor before the RFP is ever sent out.). You may not get all the decision makers, and possibly your contact will be the only person you speak with, but take what you can get.
Whatever happens next will move you out of the competition. You will have exhibited your value-add, and either be chosen this time, or receive some future consideration.
This will work in any situation except for government agencies that, by law, need to issue RFPs. But even for government agencies, you can mitigate the standard problems inherent in responding to RFPs by calling your contact and using Buying Facilitation to position your proposal.
Remember that companies need the answers to the Facilitative Questions the answers are for the buyer to learn from, not for the seller to sell with. They will discover the answers eventually with you, or without you.
By using the facilitative questions, you will be:
1. helping the buyer line up all of those mysterious variables that they will need to address prior to making a decision;
2. showing the buyer how to discover and handle hidden problems that they would encounter when bringing in a solution (and that are actually causing them to need an RFP to begin with).
3. demonstrating your ability to be a true consultant and advisor so if nothing else, after you end up responding to the RFP like everyone else, they will know the quality of your service;
4. moving you out of the pack of look-alike competitors.
I cant guarantee that by doing this you will not need to respond to the RFP (although, anecdotally, dozens of people Ive trained have told me they got the business just from the phone call or subsequent visit). But at least you will then know how to create a competitive proposal that includes more than just product information.
After all, at the end of the day, the company sending out the RFP only seeks to get their needs met, cover their bases, learn what they need to learn, and solve their problem with the least amount of disruption.
Responding to an RFP will not give them what they seek. But using Buying Facilitation on them will teach them how to seek precisely what they need to know and give you a more supportive role in the meantime.
Sharon Drew Morgen is the author of NYTimes Best seller Selling with Integrity. She speaks, teaches and consults globally around her new sales model, Buying Facilitation.
http://www.newsalesparadigm.com
http://www.sharondrewmorgen.com
512-457-0246
Morgen Facilitations, Inc.
Austin, TX
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The Elements and Principles of Graphic Design - July 30, 2008 -
Graphic design is actually the art and process of combining text and graphics to communicate an effective language in the design of logos, brochures, newsletters, posters and in fact, any type of visual communication. This is achieved by using the elements and principles of graphic design.
Always keep the design and layout of the graphic design as simple and clean as possible, as the more cluttered it is, the more difficult it is for the customer to find the important stuff! When using colors in your graphic design, it is better to use colors from your set of corporate colors. This is because you should present consistency in all your advertisement media, so that people will know how consistent you actually are! Never use all the colors of the rainbow in one design as this only confuses the customer. Perhaps 2 or 3 colors form your corporate color should be enough for your design!
There are tons of free fonts found in the Internet to incorporate in your graphic design. However, it is not always that you can use all of them. Use a single font for the content of your design, and if required, you could use a different, like a bolder and louder font, for the headings and titles of your graphic design. Using too many fonts only makes the graphic design look messy, and proves to confuse the audience. It is always beneficial to use images in the design of your brochures, company profiles, menus, etc. This way, you can entice your customers by illustrating your points through the images.
In graphic designing, it is important to use contrast colors for the background and the font. If the font is a dark color, then a lighter colored background is preferred. Usually a black and white combination is preferred! While creating your graphic design, it is vital to stand back every once in a while to squint at your creation. Then notice the line of text and images in the graphic design. They should actually direct your customers attention from the top of the page to the bottom, all in a seamless movement. If the line seems to be out of place, rearrange the matter to get a straight line.
When planning your graphic design, the traditional form of Z movement is better where your eye starts at the top left to go to the top right, then making a diagonal to the bottom left to finally end up in the bottom right. This is great for advertisements using lots of graphics or images. Always keep white or empty space in the layout to give some rest to the eyes, and some clarity to the existing information.
These can all be considered to be the elements of graphic designing. Follow them ,to produce a graphic design worth remembering!
Robert is a Freelance Website Designer and Search Engine Optimizer at http://www.digitallabz.com and http://www.webdesignerhouston.com.
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