Selling Tactics

Gabriel D asked:


I want to advertise my house to oversea buyers. Is there a website(s) that I can put ads in? What is the best tactic to attract overseas buyers to my Miami, FL. home? =)

EDWARDO

Rocko asked:


Well performing sales people claim the ability of selling “ice to Eskimos”; i.e. they expect you to give them money for useless crap via their beguiling manners. By understanding their underlying strategies, we can break the spell and avoid becoming “suckers” whether it be typical consumers or con-artist victims.

A typical Sales Pitch contains 5 major emphasis’

1) Hope Creation

An investment adviser once said “Even Warren Buffet buys and holds for the long term…” implying that you could become as wealthy as Buffet if you only invested through this particular adviser’s recommended funds.

Logically speaking, turning a few thousand dollars into several billion within a few decades, making 10-20% in the bullish years and losing 30-50% in bearish periods, presents a mathematical impossibility. In fact it gives a negative expectancy but that’s for another discussion.

(Besides, Warren Buffet made his first few million applying short term arbitrage trading mostly along with selling life insurance, hence the sales person’s connotation was a complete deception.)

2) Sense of Urgency

“The fund will become closed to investors by the end of the week, you must act now.” They want you to rush, and avoid thinking rationally as if you do, you could realize how bad of a deal they offer.

Take your time when it comes to your hard earned money. Nobody has the right to rush you. Work through the numbers, check out the competitors, make sure you UNDERSTAND the risks involved.

3) Authoritative Appearance

“I’ve been in this business for 15 years, trust me…”

Do not trust strangers whose only motive lies in extracting wealth from the likes of us. If they really understand the industry so well, why do they still operate in that tiny little office, 9 to 5, struggling to pay the mortgage?

4) Unbiased Appearance

Many sales people like to present themselves as 3rd party entities, giving you a positive “review” of the product/service sold. It gives the illusion of trustworthiness. This aligns with the marketing concept of “placement” in movies or TV shows, where they push the subconscious suggestion of said product/service.

Everybody is biased, one way or another. Pushing a product as a 3rd party usually stems from more deceptive sales people, as they probably have more to hide about the associated product/service.

5) Fear

This is a popular tactic among TV commercials. They present you a problem, then their product/service as the easy fix. E.g. (paraphrasing) pimples will make you extremely unpopular, never get a date, or an invite to Christmas dinner (wooo, so much to fear!); UNLESS, you buy this cream/spray, whatever… You get the drift

Understand that these unfounded anxiety issues do not originate from a lack of advertised products/services.

Armed with the above, I sincerely hope you have become more ready against deceptions in the modern world.



WARREN

Superhero asked:


So out of all the Live action TV shows and films, who do you think best portrayed these characters from Superman? Detailed reasons and intelligent answers please.

Characters

Superman
Clark Kent
Lois Lane
Lex Luthor
Jonathan Kent
Martha Kent
Perry White
Jimmy Olsen

My opinion

Superman - It may be a very common opinion but the actor who best portrayed The Man of Steel Live action is Christopher Reeve. His attitude and voice were almost perfect. He looked like Superman and his costume was the closest to the comics Superman. He had his flaws but he was still the best live action Superman so far.

Clark Kent - Christopher Reeve’s Superman may have been the best but not his Clark Kent. He was too silly and campy. Dean Cain played the best Clark as an adult who was secretly Superman and Tom Welling played the best Clark Kent as a teenager and a man preparing to become The Man of Steel. Dean Cain played Clark Kent as a smart reporter and his Clark Kent was a lot like John Byrne’s Reboot where Clark was the real guy and Superman was the disguise. Tom Welling plays a great coming of age Superman. Though he has his flaws (Like always being a wimp around Lana), he still is the best Clark Kent before he was Superman.

Lois Lane - Erica Durance would probably be at the top of my list as best Lois Lane (Her attitude and good looks are very Lois like) if she met the Man of Steel but since she didn’t, its Teri Hatcher. Though not as pretty or tough as Erica, she is still strong and has attitude. Able to melt at the sight of Superman and dismiss Clark without a second thought, Teri played Lois as a tough as nails reporter who got into trouble very often and even though she always needed rescueing from Superman, she still wasn’t gonna go down a martyr. When she finally decided she loved Clark and found out he was secretly the man in tights, she became a kind and understanding woman who was always ready to make excuses for her love as he dashed off to become Superman.

Lex Luthor - Michael Rosenbaum was a pure evil Lex Luthor who made you just want Clark to strangle to death. Even when he was Clark’s friend you could easily tell he was pure evil as his looks and ****** expressions clearly gave away. He was truly a disturbing and creepy son of a.. Never mind. He played the best EVIL Lex Luthor, but if Michael were playing Lex the same way he played him in Smallville during the time when Lex met Superman and was the supposed Saint of Metropolis, he wouldn’t be able to do it unless he changed his tactics. The people of Metropolis would look incredibly stupid to not know he was evil, he has it written all over his face. John Shea played the best DECEIVING Lex Luthor, able to hide behind the public eye and commit serious crimes and cover them up while still retaining his HERO image to the public is pretty darn good. In Lois & Clark, only Superman knew Lex was truly a monster and even Lois thought Lex was a good guy. So in the end, both actors played the character the best in different ways. Michael was purely evil as Luthor and John was a deceiving one. But all in all, the best goes Michael even though he is missing a critical trait Lex Luthor needs.

Jonathan Kent - Its pretty much a no brainer. John Schneider’s Jonathan was a purely good, salt of the earth guy who had a temper but looked to be one of the best Dads on the Earth. He was very Fatherly and loving and sometimes made Clark look selfish and mean compared to him (A lot of times when Jonathan was giving fatherly advice to Clark, and Clark just dismissed it or yelled at his Father, I thought Clark was being quite mean). When he died in the 5th season, it was pretty darn sad. In the end, John Schneider was THE best Jonathan Kent and he set a standard that will be hard to beat.

Martha Kent - Annette O’Toole was hands down the best Martha Kent. She was kind and caring and saw the good in such evil men like Lionel Luthor (Who turned out to become a very good man) where her husband, Jonathan, could not. She was also tough and could defend herself. In the end, Annette O’Toole played the best Martha Kent to date.

Perry White - Lane Smith was THE BEST Perry White. It was much better to hear “Great Shades of Elvis” then “Great Caesar’s Ghost.” He was funny as heck, and was the first and only Perry White who was looking for the truth in what he published rather than just “STUFF” that sells newspapers. Making him an Elvis fan that would use stories of Elvis’ life to lecture Clark, Lois and Jimmy was pure genius. Its nearly impossible to beat this standard and since nobody has really tried, then Lane Smith will R.I.P knowing he is the best Perry White ever.

Jimmy Olsen - Aaron Ashmore is very good but Justin Whalin was the best. He was funny and nerdy at the same time as being a computer whiz and a photographer who helped Lois and Clark get that imformation they needed to write their story. Although it was a mistake to recast Michael Landes, Ju

KERMIT

wannabanswered asked:


Such as Melaleuca, Shaklee, etc. I looked at some of the ingredients of some of these products and some of them have similiar ingredients as the so called toxic products being sold in regular stores. Shaklee has a concentrated supposedly all natural germicide I do more coughing than cleaning with this product. As for Melaleuca I am not sure if all the cleaning products are really non toxic, or “natural. Are these companies just out to get money, or are their products really safer than some of the leading brand name companies such as Pine Sol, Lysol, Clorox. Or are these so called natural companies using scare tactics to get you financially involved with them?

WYATT

Gen Wright asked:


Do you sell low and high ticket products? The two must be sold differently from each other. Using aggressive strategies to sell low ticket items is common practice. When you use aggressive sales tactics and hype for low ticket items, say, from $10 - $100, people think losing that amount of money, if the product doesn’t work well, is okay. Don’t get me wrong. They don’t like spending the money and feeling disappointed. They simply deal with it. When it comes to selling high ticket products, your sales approach has to be different. For high ticket selling, you’ve got to develop a relationship with your prospects. Keep reading for the revealed 7 steps to increase your high ticket selling.

1. Develop a relationship with your prospects to successfully sell high ticket items. A relationship means they need to see samples of your stuff before they will make the decision to give you their money. Developing a meaningful business relationship with your prospects, you’ll turn them into paying customers.

2. Create a business relationship-building plan. Then, enact your plan. A major part of your plan of course includes article marketing. Through article marketing, you are giving those samples of your material I was just talking about a few sentences back. When people read your articles, they will see the quality you provide for your niche.

3. In your business relationship-building plan, that means you must do more than send them to a sales page. You must know your prospect. They must know you. In order for them to trust you, they must know you and what you’re all about. People know a lot about me through my articles and teleseminars. Teleseminars is another vehicle to use to build your business relationship with your customers.

4. Write down your business relationship-building plan ideas on paper. Then, follow up and actually use them. If you can measure your results of using any particular action step, that’s good. You are looking for efficient and productive results of your actions for your business and for your clients.

5. It’s important to write down your ideas on paper and then act on them. Know how you commit to going to a dentist or doctor appointment by writing the appointment details on your calendar? The chances are very likely that you’re going to keep your appointment. Using this same way of thinking, writing down your ideas on paper and enacting them, you do an activity. There will be a result of you choosing to do that activity. In business, measure it to decide if it’s an activity worth continuing to do.

6. Get clear on your goals for selling your high ticket items. Set a monetary goal each month on selling your coaching services. Do things to actually achieve those goals. This way, you control your time most efficiently.

7. Make your focus be on helping people solve their problems. Deliver what you promise you will deliver and then see lots of money in your bank account.



ISIAH

Ari Galper asked:


Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

New Thinking = New Results

Maybe it’s time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we’re not making more sales. Take a look at the table below and thinkabout your current selling mindset. How would your selling behaviors change if you changed your sales thinking?

Traditional Sales Mindset Vs Unlock The Game™ Mindset

1. Always deliver a strong sales pitch. Vs Stop the sales pitch — and start a conversation.

2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit.

3. When you lose a sale, it’s usually at the end of the sales process. Vs When you lose a sale, it’s usually right at the beginning of the sales process.

4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.

5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client — you’ll only trigger more sales pressure.

6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.

7. If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer — it only creates more sales pressure.

Let’s take a closer look at these central Unlock The Game™ concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:

1) Stop the sales pitch — and start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don’t know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, “I’m just calling to see if you’d be open to some different ideas related to lowering the risk of any computer downtime you may be having in your company?” Notice that you are not pitching your solution with this opening phrase.

2) Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to “close the sale” or “get the appointment”– and you will discover that you don’t have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.

3) When you lose a sale, it’s usually right at the beginning of the sales process.

If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation? Did you use traditional sales language like, “We have a solution that I believe you really need” or “Others in your industry have bought our solution, so you should consider it as well”?

When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you from a position of trust. And if trust isn’t established at the outset, honest communication about the problems they’re trying to solve, and how you might be able to help them, becomes impossible too.

4) Sales pressure is the only cause of rejection. Rejection should never happen.

Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients. This makes you able to ask, “Would you be open to talking about issues you might be having affecting your business?”

5) Never chase a potential client–you’ll only trigger more sales pressure.

“Chasing” potential clients has always been considered normal and necessary, but it’s rooted in the macho selling image that, “If you don’t keep chasing, it means you’re giving up — and that means you’re a failure.” This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6) When a potential client offers objections, uncover the truth behind them.

Most traditional sales programs spend a lot of time focusing on “overcoming objections.” These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, “We don’t have the budget,” “Send me information,” or “Call me in a few months,” do you think you’re hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?

Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem” — no matter what clients are “objecting” to — and then using gentle, dignified language that invites them to reveal the truth about their situation.

7) Never defend yourself or what you have to offer — it only creates more sales pressure.

When a potential client says, “Why should I choose you over your competition?,” your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client’s mind at that point?

Something like, “This ’salesperson’ is trying to sell me on why what they have to offer is better, but I **** feeling as if I’m being sold.” Rather than defending yourself, try suggesting that you aren’t going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems –without ever trying to persuade.. Let potential clients feel that they can choose you without feeling “sold.”

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.



BRYAN

Pauline Felward asked:


As the news stories about the woes of the property markets continue to pile up in the media, more people are tempted to put their homes on the market in the present climate to see if they are able to sell ‘at the top of the curve’ and take advantage of the capital gains they have made in the past years of the property bubble.

While experts disagree over the size of the market ‘correction’, or the length of any downturn in the market that is likely to take place over the next few months or even years, there is little doubt that more people will be in a position where they feel under pressure to sell their property as quickly as they can. The danger is that in putting your property up for sale you will be tempted into taking a much lower offer than you should, as well as the stress of dealing with demanding buyers.

On the other hand, being unrealistic about the value of your property, the motivation of your potential buyers, and the market conditions could lead to being stuck in a situation with a property that has been extensively marketed and still does not sell, despite discounts to the price.

Some of the situations you may encounter over this period of toughening market conditions are explored here, along with some possible strategies to help you sell your property at the right time and for the right value.

Be Objective - This is particularly important when you are selling your own home, rather than any kind of investment property, but it is vitally important that you are realistic and able to take the fact that agents or buyers may suggest you sell your property for less than you think it is worth.

This does not mean that you should just give in without a fight to the first offer that comes along, when you are convinced that the property is worth far more, but make sure your position is backed up with solid facts. In market conditions as they are at present, research in the local area is even more important, and can be the key to making your sale successful. Check estate agents’ windows regularly to see what at price similar properties are on the market, as well as how quickly they move.

Also, try to compare your property to other similar ones for sale in the same area, and be as objective as you can. Essentially, these similar properties are your competition for buyers, and you need to know where your property stands in relation to them. Think about things like proximity to schools, shops and leisure facilities on the positive side, and main roads, traffic black spots and industry on the negative.

Knowing all of this, and listing where your property is stronger than most of the other similar properties on the market at the time, will allow you to price your property effectively and realistically, as well as helping in its marketing. The knowledge that your property has the best gardens of the type, or has an extension as a utility room should allow you to bring out the advantages in the details as supplied by the agent, as well as helping you to sell the property when you are conducting viewings.

Aggressive buyers and tactics - One of the biggest problems with selling with the current turbulent market conditions is that buyers will feel they are in a true ‘buyer’s market’. This means they will feel emboldened by the prospect of being more sought-after than the property they are considering buying, a situation that has not occurred in the UK for example, in at least five years. Given this fact, buyers are taking up some practices that have not been seen by vendors for a few years - some of which are just a shift in the landscape and relationship between buyer and seller, other which are a degree more unsavoury or even immoral.

One of the biggest differences that sellers will notice in the current climate is the time factor. Buyers are now far less likely to be rushed into making an offer, or improving an existing offer as they will have the impression that you need them more than they need you. While this can be true, it pays to be prepared to wait for offers and responses to come in.

Of course, this is a legitimate buying tactic in the same way that in a rising market sellers are able to make buyers wait for their responses to try to make sure they would be prepared to move their offer upwards. Buyers will feel that by holding out on making their first or follow-up offer, they are sowing the seeds to make sure that you are ’softened-up’ for a lower offer than would otherwise be normal.

Be aware in this situation of the research you have done on the right price for your property, and be prepared to stick to your guns - but not too much. While it is quite fair to ask for a fair price in negotiation, if you are completely inflexible in the money stakes, you will scare off legitimate and fair buyers.

Once you have accepted an offer for the property, there are other things that buyers may now feel emboldened to do given the market conditions. For one thing, the agreements for fittings and fixtures may go on longer and be more intense that you might expect. Again, buyers will feel that they are in a stronger position to demand that some of the items you would have taken with you remain in place or are prepared to pay less than you want for them.

In this situation you would be well-advised to try to keep the two issues separate, while the buyer may be keen to suggest that unless you move on the fixtures and fittings the whole deal could fall apart. If they continue to be stubborn on this point, and you feel that they are close to pulling out of the sale, there may come a time to make a difficult choice. If you give in to their demands, can you be sure that this is the only issue on which they will be aggressive, or will it be a signal to them that they can push you into a corner in any of the negotiations? Would you prefer to keep this sale, no matter how much you have to smile through gritted teeth, or are you confident in finding a buyer? There is no blanket answer to this, and each situation can only be judged upon your feelings at the time.

One of the more worrying trends in recent weeks has been the idea of buyers gazundering sellers. Gazundering is a process by which buyers agree a sale price and put the wheels of the sale in motion, only to demand a hefty discount on the property price at a very late stage, often just days before completion. The discount demands can be anything up to 20 per cent off the agreed price, and sellers are left with the option of either giving in to the demands of their buyers or risking losing their sale, the house they want to buy and causing the rest of the chain to collapse.

Some websites are deliberately promoting gazundering as a legitimate bargaining tool in the house buying process, and even go so far as to say buyers should have offers accepted on three different properties to maximize the chances of one of their gazundering attempts being successful. Most people will see this as a morally-questionable way of entering into a sale, but be aware that there may be some people out there who are willing to try it.

Make the most of what you have - Many of the properties that are coming on to the market at the moment are quite similar - in some areas there are so many two-bedroom apartments for sale at the moment that sellers are dropping their prices by up to £100,000 (approx $200,000) in order to attract attention from a smaller pool of potential buyers than has been seen for some years.

In this situation, the best thing you can do is to make sure that you have maximized the features of your property that are going to attract buyers and make it stand out from all of the other properties of the same type they will have viewed already. If you have a huge kitchen, make sure it is clean and tidy but that people can see you enjoy spending time in there, if the garden is 30 yards longer then the neighbouring properties, make sure it is tidy, the lawn mowed and some colour and life are evident. You may even want to demonstrate the its lifestyle possibilities by putting out garden furniture to show how it can be used.

A recent survey also suggested that spending a small amount of money on refurbishing and remodeling parts of your property can not only get you back almost the same amount of money as the investment you put in, but will also help to make the property stand out to buyers. Purely on a monetary basis, it is said that a minor remodeling of the main bathroom in a property is the best way to spend on the interior of a property, with up to 100 per cent of the investment being made back on the property sale.

Making your property ready for viewings is also important. Some say that brewing fresh coffee or baking bread in the kitchen is the best way of making an impression on people viewing the property, but nothing will stick in their minds more than a well-presented, well cared-for home. The much-vaunted ‘kerb appeal’ factor is very important in creating the right first impression and setting the tone of the viewing. Pets and clutter should both be banished for the duration of the viewing, and if possible and necessary, you may want to send the children and partner to the park for an hour while people are viewing the property.

What you really want to create in a competitive market like we have at the present time is a lasting impression on potential buyers. If you can let each of your viewings leave with a sense that they want to be in your property, and can see themselves happy there, you have won half of the battle and will have a better chance of sticking in their minds.

Think differently - Don’t be afraid to do something a little different in marketing your property to the buyers that are out there. Remember that there are always people who are looking to buy property, even if there aren’t as many as there were, or as many as you might want to see. In fact, many buy-to-let investors are looking to expand their property portfolios now as they see it as a perfect time to buy the properties they want, as well as a time when there will be more people who have to rent instead of buying themselves and getting on the property ladder.

Some sellers will see this as the right time to look into selling their property on their own, and not using an estate agent. Certainly the fees that will be saved on any purchase are a welcome bonus, and perhaps that will allow you to be a little more flexible on your pricing than someone who also has to pay their agent a commission at the end. Selling without an agent is not something that should be tackled without careful thought and preparation however, as doing things wrong will waste time and money, and will ultimately make it difficult to sell the property later through an agent if the independent route fails. Many agents will be reluctant to take on a property that has been on the market independently in the recent past, as they will feel that it has been overexposed to the market, and their chances of success are therefore diminished.

Even if you are using a real estate agent to sell, you can still get creative with your own marketing strategy. There are some wild and interesting ideas of how you can bring attention to your property sale, from having bumper stickers made up and taking out advertisements in local papers on your own. One of the more targeted approaches works very well if your property is in the catchment area of a well-regarded school. Some sellers have been known to hand out flyers at the time when parents are arriving to collect their children, as they often know someone who wants to move to the area.

If your property is particularly attractive and stands out from the crowd, you may want to consider holding an open house for potential buyers to come along. This is a particularly good idea for desirable properties - it brings in interested parties to have a more leisurely look around the property and even to take a little more time to discuss finer points with you personally, and if you are lucky it will also mean that they will see other interested potential buyers arriving to look around and spur them into making a good offer.

Don’t panic! - Despite some of the media stories to the contrary, there are still properties that are being bought and sold across the country, so there are buyers out there. They may not have the huge and easily-accessible finance options that were available a year ago, and they may not be as willing to enter into a bidding war to get your property, but they are still out there. A well-presented, loved, realistically-priced property will sell, as there will be a buyer out there who wants it.

Try to be patient in waiting for viewings, offers and negotiations - not only will you find it stressful; you will also transmit a kind of desperation to the buyer that they can use to drive your price down.

It is also a good idea to have a set of limits and a back-up plan if the market turns out not to want to buy your property in the timeframe you have in mind. Set a lower limit for offers that you will accept, a time limit that you want to lave the property on the market. Should a sale not happen, or the price you are offered is too low, consider updating and improving the property you already have - either for you to continue to enjoy, or for a fresh assault on the market.

If you need to sell quickly - Should you get to the point where you need to sell your property quickly, there are a couple of options that should at least allow you to escape from a sticky financial situation. Sometimes these options are looked down on by many in the industry, and while they do offer opportunities to those involved to make money from buying your property cheaply, they can offer sellers a way out and still give them some equity to play with.

Auctioning property in the UK has not really taken off significantly, despite numerous efforts to promote it as a good way to buy property. Some properties are auctioned, and it is often repossessed or probate properties that make up the lots. This can be a good way to make sure that you achieve a reasonable sale, so long as you don’t put an unrealistic reserve price and are prepared to accept a slightly below market value price. If you are lucky enough to have two or more bidders who are keen to get hold of your property you may get a higher price than you imagine.

Another option is to go to one of the quick sale companies in the UK market, who offer a range on service to allow you to sell your home quickly and get your money out in a short space of time. Backed by the fact that they have cash reserves, these companies are able to offer cash within days to most sellers. They make their money from buying properties below the true market value, but that is the price you pay for being able to get your hands on a significant amount of capital in a short space of time. For people who are in more dire financial straits, these companies also offer ’sale and rent back’ schemes to allow them to get their capital out of the property and still have their home to live in.



BARNEY

Patrick Henry Hansen asked:


On February 28, 1953, Francis Crick walked into the Eagle pub in Cambridge, England, and announced that he and James Watson had “found the secret of life.” In just a few weeks of frenzied inspiration, the two men made one of the most profound discoveries in history by building a model of deoxyribonucleic acid (DNA) that demonstrated how the very structure of DNA provides one of life’s most essential features: the storage and transmission of genetic code. The men had solved a problem that had been baffling the scientific community for years—how did the DNA molecule make exact copies of itself? Biochemists already knew that DNA contained a biological code, a genetic language that consists of four types of molecules, known as bases—adenine, cytosine, thymine, and guanine—referred to as A, C, G, and T, but how those molecules made exact replicas of each other was still a mystery. Back in the Cavendish Laboratory in Cambridge, Watson and Crick concentrated on identifying the form of DNA rather than its function. They built model after model of the possible structure of DNA until on March 7, 1953, when they discovered the solution: DNA has a double helix shaped like a spiral staircase with the four bases representing the steps. Their model suggested a mechanism by which DNA could make copies of itself. The two strands of genes that made up the DNA molecule can simply unzip or unravel into reverse images of each other that can act as templates for new strands to build on. The genius of DNA is that its form is its function. Its shockingly simplistic double helix structure allows the molecules to make facsimiles of themselves, and because the bases always bond in the exact sequence, the finished copies are always the same. The concept was stunning in its implications. Using the scientific method, Watson and Crick made the most celebrated discovery of the twentieth century. The double helix now stands as an icon of the scientific understanding of life.

The Science of Selling

The same way DNA consists of the building blocks of life, The DNA Selling Method consists of the building blocks of effective selling. Similar in concept to DNA, The DNA Selling Method is a selling language—a code of questions. It is a process of discovery—a questioning framework whose form is its function.

Like most sales professionals, I learned early in my career that selling was more of a science than an art. I learned that asking the right questions was more important than looking for the right answers; however, knowing the importance of asking the right questions was not enough. My questions seemed random and, at times, even uncomfortable. Asking questions “off the top of my head” was sporadic and ineffective. This unorganized approach quite often left me tongue-tied and unable to communicate effectively. I needed a system—a questioning methodology. I needed a process that was easy to understand, easy to remember, and easy to replicate from one sale to the next. I decided to write down a series of questions that I deemed important to making sales. I then organized the questions into categories. For example, I separated qualification questions from questions that identified client needs. I differentiated need related questions from solution related questions. The result was The DNA Selling Method—a questioning methodology that leads buyers through the sales cycle.

The DNA Selling Method is based on the premise that correct principles of selling have not changed. They have remained unaltered for thousands of years. If we were to view an ancient Persian craftsman selling goods or services to a Greek merchant, his selling skills would be similar, if not exact, to the skills and tactics of a salesperson today. Selling practices may have changed. But correct principles of selling have not.

Like a compass or atomic clock—sellers need to adjust their selling behaviors to reflect accurate and effective selling principles. And the most fundamental—and most universally recognized principle of successful selling—is asking effective questions. The point is that salespeople do not need to invent new selling principles. They simply need to discover them. And that is what The DNA Selling Method does. It helps sales professionals recognize and implement ancient, validated, intelligent selling principles.

The DNA Selling Method is a question-based approach to selling that follows a rational probing sequence and provides sellers with a systematic approach to qualifying accounts and closing sales. Like the four bases of DNA, The DNA Selling Method consists of four probing categories that guide buyers and sellers through the purchasing process:

1. Discovery-Qualification Questions: Questions that discover a buyer’s existing circumstance, account facts, qualification factors, and purchasing capabilities.

2. Need-Problem Questions: Questions that identify a buyer’s needs, problems, and primary buying motives.

3. Ascertain-Pain Questions: Questions that ascertain the negative consequences of unfulfilled needs and/or unresolved problems, i.e., the pain.

4. Solution-Benefit Questions: Questions that focus on the benefits of implementing the proposed solution.

Asking good questions is the cornerstone of any good sales strategy and is a skill that separates elite sales professionals from average sales representatives. Questions divulge information, uncover problems to solve, and equip sellers with information that can be used to deliver account-specific presentations that address the exact needs of buyers.

Think about what separates a good doctor from a bad doctor. Good doctors do not initially worry about getting the right answers. They concentrate on asking the right questions. They make intelligent inquiries, take notes, make observations, and listen. They initially gather information—they don’t provide it. Likewise, great sellers do not initially focus on providing information. They focus on acquiring it. Look at the most brilliant thinkers, innovators, and explorers of our time. They emphasized questions more than answers, a characteristic of highly intelligent individuals. Note the root of the word question is “quest”—the act of seeking or pursuing something, a search beyond that which is already known.

The DNA Selling Method is a logical questioning methodology that helps sales people on their “quest” for information. It is a selling approach that guides sellers through the sales cycle. By asking discovery questions, sellers acquire the information needed to make informed proposals. By asking qualifying questions, sellers spend time and attention on buyers with the greatest purchasing potential. By asking need-problem questions, sellers unearth primary buying motives. By asking ascertain-pain questions, sellers identify the negative consequence of not filling a need or solving a problem. And by asking solution-benefit questions, sellers get buyers to articulate the benefits of the proposed solution.

Self-interest is the catalyst that moves people to act. By asking DNAS questions sales people focus on the interests of the buyer. They ask questions that are customer centric instead of product centric. Common sense? Of course. Common practice? Unfortunately, it’s not.

Because questioning is such a fundamental part of successful selling, it’s important to use an effective questioning methodology—a strategy. By using The DNA Selling Method, sellers add structure, repeatability, and predictability to the questioning, presenting, and selling process. By implementing the DNA Selling Methodology sales people utilize a proven sales methodology that reflects validated selling principles



BRAIN

Stock Trading Basics asked:


BY.-  http://wwww.PracticalDayTrading.com

Beginner traders often fantasize or wonder about how some people are able to achieve tremendous profits by trading stocks just a few hours on a daily or weekly basis.

So going farther than the hype & the bells and whistles that a lot of the called “trading gurus” like to invoke, the real “secrets” of the stock market game are enclosed within the trading set ups and market signals you rely on to decide how to CHOOSE stocks, as well as WHEN to BUY & when to SELL them, or even when to SHORT SELL those that are poised for a profitable fall.

So the clearer your set ups are, the faster you can spot a potentially profitable trading scenario and ACT ON IT reducing your risk.

Complicated technical systems and information overload can make you slow and confuse you right from the start, making you loose money instead of making your profits grow.

In essence, You can be sure that the trading method you employ to approach the stock market and pick stocks can make a big difference in your results as a trader. In order to succeed you will need to FOCUS on a set of simple trading strategies that you can implement without hesitation.

Fortunately some sites on the web do offer more effective and updated day trading methodologies. One of those sites that can show you how to take advantage of certain stocks on positive and negative momentum as well is http://www.PracticalDayTrading.com

They focus on momentum stock trading strategies, that are practical and easier to apply than many other technical systems out there.

Stock trading doesn’t have to be complicated as many people perceive. But you do need to follow a well organized set of rules and tactics, that once you master them, you can aspire to replicate profitable trades with consistency.



RAUL

lll1l1l111l1l111l1l1 asked:


I think Favre would fit well in Man U’s tactics because all English teams like to play long ball and Favre’s hallmark is to heave the ball downfield and hope that one of his teammates gets to it first. Plus he’s French, like Cantona, and he’s much more durable than Ronaldildo. It’s only a matter of time before Senhor Giraffe suffers a career-ending whiplash injury so Man U should sell him ASAP.

PABLO