Business Articles

August 06, 2010

Deal with Common Objections Early in Process

Youre lucky if buyers clearly voice objections, making it easier to respond. By far, the most difficult buyers are those who cloak their objections and fears under a shroud of silence. Their objections are unspoken and therefore never …
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August 06, 2010

How to Convert Price Objections into Sales

Jim had just finished a fine presentation on the features of his state-of-the-art printers and the benefits his prospect would enjoy when he installed the system in his office.The prospect acknowledged that it was a good product, but then uttered …
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August 06, 2010

Inside Family Business, Behavior-wise

Some of my most valuable discoveries come while Im looking for something else. Call it serendipity or call it dumb luck. If I want to locate my golf shoes on the first playable day of the fall, all I have to do is launch an intensive search for the …
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August 06, 2010

Let Top Performers Know They Are

What salespeople dont know can hurt them. Having a solid grasp on personal performance is necessary to gauge improvement.There was a study published in 1999 by Justin Kruger and David Dunning on how peoples perceived knowledge related to actual …
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August 06, 2010

Negotiating 101: 25 Lessons from 40 Years of Experience

If you ask me what one skill has made the biggest difference in my career, I would answer you, hands down, negotiating. It applies to selling, purchasing, hiring, firing, expanding, downsizing and every other phase of business you can name. Its part …
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August 06, 2010

Re-conceptualizing Performance Success

Two years ago, a local manufacturing company realized that its organizational structure was negatively impacting performance.Decisions took forever, requiring trips up and back down the authority ladder. Collaboration happened only by accident, …
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August 06, 2010

Sustainability can Contribute to Bottom Line

Its no longer a maybe. Greening for small businesses is here.My thanks this month to Vistage member Frank Priznar, CEO of PRIZIM, Inc., for his thoughtful insights on this topic.Perhaps one of the biggest misconceptions about greening is that while …
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August 04, 2010

No-shows don’t have to be no-gos

Have you ever experienced a no-show for an appointment? The temptation is to lose your temper or just slink back to your office.Losing your temper will alienate you from the client. Slinking away suggests that your time isnt valuable and its …
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August 01, 2010

Companies decide whether LEED certification can justify cost

When Lawrence University in Appleton built its newest residence hall in 2003, it built to sustainable guidelines, but did not seek LEED certification. But by 2007, as it planned what has now become the Warch Campus Center, LEED certification was a …
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July 30, 2010

Activity tracking is not a management tool, it’s an exercise in babysitting

How does a manager properly measure the effectiveness of his/her sales people?Most would point to level of productivity. Fair enough. What, exactly, does being productive mean for a sales person?Does one measure productivity through activity or …
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July 14, 2010

Creating a flow chart is first step toward improving process, efficiency

This probably won't surprise you: Most businesses don't really know how they work. For all of the daily conversations about getting things done, most managers couldn't accurately describe how their stuff gets out the door. Don't believe me? Update …
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July 14, 2010

Display advertising can pay dividends as part of overall marketing strategy

As companies struggle with where to put their limited advertising dollars, one often overlooked approach is display advertising, sometimes better known as banner advertising. (see page 15 at the following link)
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