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How to End the Cold Calling Game of Chasing a Sale

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4 steps to warm up cold calling conversations

Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale.

Here are 5 important steps to help end the "chasing game" in our cold calling efforts.

1. Avoid reading from a script

Life is not a script, nor are normal conversations. When we read from a script, we’re not being natural. We’re playing a role. And that means we’re chasing a sale rather than enjoying an opportunity to meet someone new and find out if we can help them.

Allowing a conversation to naturally flow helps you enter into a dialogue based on trust, which lets your potential client’s real issues emerge.

Formal scripts, on the other hand, don’t give you the freedom to take conversations in the direction they may naturally want to go. And this feels stilted and awkward.

If you begin to view your cold calls as conversations or dialogues, you’ll find it easy to let go of the idea of scripts. And you’ll sense the shift of the energy in your conversation when the emphasis of the call is about the person you’re talking with and not about your making a sale.

So generate a spontaneous conversation, based on the problems you can help the other person solve. This will diffuse your feelings of being awkward and artificial, and allow you to enjoy the journey.

2. Address a Core Problem

People connect with you when they feel you understand their issues before you focus on yourself and your solutions. Come up with two or three specific problems that your product or service solves. And talk about it with the potential client first, before offering your sales pitch.

When you offer your presentation or solution without first involving the other person by talking about a core problem they might be having, you are focused on the sale rather than the conversation. And your whole energy tends to drive the interaction into a sales mode. Remember, whenever someone feels "chased," they usually run.

So stop for a moment. Convey that you’re a problem solver.  Invite a mutual exchange of information that explores whether there’s a possibility that the two of you might work together. Help them understand that your thoughts and goals are not focused on selling them anything at all.

Most people will welcome your interest in their problem as long as you’re not operating out of the hidden agenda of making a sale. So overcome the temptation to discuss what you have to offer and move into focusing on your caller’s world. Invite discussion, express interest, and stop chasing the sale.

3. Uncover the Truth of the Situation

Make your objective to uncover the truth of the potential client’s situation and to be okay with the outcome, whether it’s a yes or a no.

We can do this by checking in at various times in the conversation to make sure it makes sense to continue the dialogue. If we just move ahead without doing this, we’re in "chase mode." And in this case, we may be chasing something very unrealistic for this particular potential client.

So we ask important questions such as, "Is this a top priority for you to solve right now?"  We may find that the potential client is very interested in working with us, but the budget or staffing may simply be too thin at this time.

We stop at various checkpoints in our conversation to make sure we’re moving ahead together. If our thoughts are fixed only on our own goal of eventually securing the sale, we can miss very important signals that the other person may actually have no intention of following through.

4. Where do We Go From Here?

Here’s something very surprising. Allow the conversation to end without chasing other person into an sales appointment or commitment, and the other person will often be the one who initiates further contact.

So when you feel as if the conversation is coming to a natural conclusion, you can simply say, "Well, where do you think we should go from here?"

This question reassures potential clients that you’re not using the conversation to fulfill your own hidden agenda. It invites the other person to take charge of where things are going, and all you need do is follow along.

When you stop chasing the sale, you’ll be truly surprised at how often the sale gently awaits you within a friendly conversation focusing on the needs of others.

Still waiting on your background Checks

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Background checks of an employee is a critical aspect of the recruitment process. All companies outsource the background checks of their employees to external agencies. Now let us understand why background checks are important. The primary reason why background checks are important is to check the past employment records of the prospective employee, education verification and to check whether the employee has been involved in any unlawful activities. Social security number checks are also done by the employers. Pre employment screening has become one of the most important aspect of the employment process without which companies do not generally give the offer letter to the employees. The HR team insists that a candidate with a clean background is an asset to the company because most jobs involve critical information which the company cannot afford to lose to competition. Let us see how this process is executed by professional screening firms which check the records of an employee.

Generally a company may ask the screening firm to execute a fixed set of tasks. These may include social security

number trace, employment history background check, criminal background and general employment background screening. It may include other tasks also such as Federal records check, I9 compliance and driver history. The professional screening agency gets down to these tasks immediately and gives a response within the agreed timeframe. Time is critical in this business because if the employer is taking more time in completing the verification checks the employee may join some other company. Based upon the feedback that the company gets from the employment screening service it is decided whether the candidate should be absorbed in the company or not. However, there are certain parameters that are followed by employers before they reject the employee. If it is found that the details given in the records are not matching entirely, then the candidate is not selected at all. However, if there are minor discrepancies the company may consider the case and take a decision on whether to hire the employee or not. The job of an employment screening agency is critical as it can make or break the career of an employee. Therefore it is important for an employer to hire a agency which can do the job professionally with correct results and within the shortest possible timeframe possible.

Even a decade ago employment verification checks were not considered so seriously by employers except the larger multinationals. However, in recent times even smaller companies ensure that the employee records are verified before the employee joins the organization. As a result employment screening services have come into much demand. Let me give you a brief idea of how this job is executed. The screening agency has agents who either call up the respective educational institutes or if required they visit the place physically to check the records provided. They also check the police records, license records and SSN details of employee that is screened. Drug records are also verified by the screening company. The company that hires a professional screening agency saves on time and money. The average turnaround time for a verification agency is less and a

report is generally submitted within 24-48 hours.

A Coupon at the Pump?

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With no end in sight for rising gas prices, fuel retail outlets are eagerly searching for new ways to attract cost-conscious consumers to their pumps this summer.  For gas station operators one solution in keeping gas volumes up while gas prices increase, has been to incorporate a novel concept called Additech, which is basically a “coupon at the pump”. Additech pioneered the "tune-up at the pump" engine care service that dispenses and blends specialty fuel additives into gasoline while consumers pump their gas. The company operates its system at 1,500 fueling positions across 18 states at major retailer fuel centers and expects to have the systems installed at over 2,000 fueling positions in over 450 sites by year-end.  The product offerings range in price from $1.98 - $13.95.

If consumers have any anticipation of saving at the pump this summer, they must be aware of the following data:

·Less than 15% of the energy in gasoline is actually converted into road power; most of the fuel energy is wasted due to exhaust and friction within the engine.

·In a typical gasoline vehicle, 62.4% of the energy is lost in the engine, 17.2% from standby / idling, 2.2% from accessories such as air conditioning, power steering, and windshield wipers, 5.6% from the transmission and other parts of the driveline, leaving 12.6% to move your vehicle down the road.

Improved fuel economy:

·A vehicle that gets 30 MPG will cost you $750 less to fuel each year than one that gets 20 MPG (assuming 15,000 miles of driving annually and a fuel cost of $3.00). Over a period of 5 years, the 30 MPG vehicle will save you $3,750.

Driving more efficiently:

·For each 5 mph you drive over 60 miles an hour, you are effectively paying an additional $0.20 per gallon for gas (cost savings based on an assumed price of $2.91 per gallon). Driving the speed limit improves your fuel economy by 7 - 23%

·You can save $300 - $500 in fuel costs each year by choosing a fuel efficient vehicle.

Maintain your vehicle:

·Repairing a serious engine problem, such as a faulty oxygen sensor, can improve your MPG by as much as 40%

·Repairing a car that has failed an emissions test can improve your MPG by 4%, resulting in effective gasoline savings of $0.12 per gallon.

·Replacing a clogged air filter can improve your gas mileage by up to 10%, resulting in effective gasoline savings of $0.29 per gallon.

·Keeping your tires properly inflated will improve your MPG by 3.3%. Under inflated tires can lower gas mileage by 0.4% for every 1 psi drop in pressure of all four tires.  Gasoline facts:

What we pay for in a gallon of regular gasoline:

·In January 2006 with an average gas price of $2.32 per gallon, 20% went to taxes, 7% distribution and marketing, 13% refining costs and profits, and 60% crude oil

·In 2003 with an average gas price of $1.56 per gallon, 27% went to taxes, 14% distribution and marketing, 15% refining costs and profits, and 44% crude oil

·U.S. consumers purchased an average of 9.145 million barrels a day in 2005, the equivalent of about 35 million fill-ups a day.

·Gasoline imports increased 20% in 2005; averaging more than 1 million barrels a day.

·U.S. refinery output was down about 2% in 2005, and is expected to be about 0.3% less than 2004 levels in 2006, due to outages caused by Hurricanes Katrina and Rita.

·The largest U.S. refinery is ExxonMobil in Baytown, TX which produces 557,000 barrels a day.

·Pipelines move about 66% of crude oil annually. There are approximately 200,000 miles of oil pipelines in the U.S.

Convenience Stores:

·The three largest convenience stores in 2004, were Shell Oil Products with 15,821 locations, BP America with 14,200 locations, and Citgo Petroleum Corp. with 13,694 locations.

·Gasoline and Diesel fuel sales totaled $262.6 billion in 2004, accounting for about 66.5% of total sales but only 36.6% of gross margin.

·In 1974 only 15% of convenience stores sold gasoline. In 2004, 79% of convenience stores sold gasoline. Sales increased in a similar manner from 17,370 gallons in 1974 to 107,852 gallons in 2004, a 620% increase.

·Sales of premium and mid grade gasoline have declined from 21.9% in 2000 to 17.4% in 2004 and is projected to continue to decrease as gasoline prices rise and more consumers purchase regular grade gasoline.

Hypermarkets:

·In July 2005, 3,860 hypermarket stores sold gasoline, representing only 2 - 3% of fuel retail locations but 7.7% of the gasoline sales.

·Hyper market retailers sell approximately 298,000 gallons a month, more than double the 108,000 gallon monthly average at convenience stores.

Work at Home. Part time or Full-time!

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Get Rich Quick Scams RevealedRead this article before you consider paying for a "get rich quick" program.

From: Step Plans!Everybody would love to make lots of money quickly, working from home, and only doing a few hours of work per week. I've spent the past two years trying to find a great way of doing this. Only over the course of the past few months have I found any "get rich quick" programs worth buying. I've been trying to make money online for a long time. I had a few small websites, but they never made much more than a few hundred per month. It was easy money and didn't require much work on my part, but I knew there were people out there doing better than I was and I knew I could do as well as them. Now, I've seen a lot of "get rich quick" programs. Most of these people make claims about earning $2000/day with Google or something similarly insane. Almost all of these people are complete liars. Even if they were making $2000/day with Google AdSense, it'd be because they had high - traffic websites with a lot of quality content. I'd know, because in one whole month, I never even made half of what they promised I'd make daily with their programs. Maybe you've already been scammed by one of these fraudsters. Anyway, I finally got sick of what was being offered. I decided I'd look through the all of the "get rich quick" programs I could find and see if there were any that were actually legitimate. I found that there were owners selling their programs for well over $100, but the information in them could be found almost anywhere online for free. Additionally, they all contained out-of-date information, had no e-mail support, no money back guarantees, and broken links in the downloads section. In conclusion, almost all of the programs I found were completely useless. The owners knew it, but they couldn't care less about their customers since they didn't offer refund policies! Amazingly, while looking through all of the programs, I actually did find a few legitimate programs. They were run by ordinary people like you and me, and they had found some great methods of making money from their home by doing very little work. I spent some time working with those programs, and my income is now ten times what it used to be. These programs provided a large amount of great information on how to make extra money on your computer doing very little work. Numerous customers had provided great feedback and reviews for their products. Many of them have started to make money just days after buying! Their programs have excellent prices, and the authors have a group of paid staff who are dedicating to helping you or providing assistance if you need any. I must say I was amazed! If you do decide to purchase any of the programs listed below, I recommend you join quickly. Most of the owners tell me they are getting an overwhelming number of sales and plan on raising prices in the near future, so order while prices are still low! To Your Online Success, Step Plans!

Technology & Business Expansion: Matching Your Data Systems to the Business Growth Needs of Tomorrow

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Fueling the high growth rate for Retailers, Manufacturers and Distributors is a flurry of mergers and acquisitions. In today’s world of mergers and acquisitions, and heavy usage of the Web, companies are facing a new reality. Software that meets the company’s needs now will not be effective after a new acquisition takes place, or if sales substantially increase as a result of using the Web.

While meeting with a prospective client -- a CEO of a large cleaning supply company -- about purchasing new software, he told me that he was planning to grow his business by end of the year from 300 million to 500 million dollars by acquiring competitors he was negotiating with. When I asked him how he planned to integrate his company’s software with the new companies he was planning to acquire, his response was: “You hit the nail on its head. The software we are using cannot support our future acquisition plans. We will have to let the companies we plan to acquire keep using their current software until we find software that can meet our new needs. Not having the right software will result in a substantial increase of our operating cost. The unfortunate part is that we did not have the foresight to think ahead of the fact that our current software would not be able to support our acquisition plans. Nobody expected that we would grow at this rate and now we have to pay the price.”

Here are 4 unforeseen business disruptions that are likely to happen when your business environment changes:

1. Quite often companies engaged in e-commerce, experience an unexpectedly high volume of sales’ transactions that the current software cannot handle efficiently, resulting in the need for additional labor and excessive operating costs.

2. Frequently, the current software cannot provide the desired analytical information needed, resulting in the downloading of large amounts of data to spread sheets and more complex data manipulation to get the needed reports.

3. When mergers and acquisitions take place, the number of users along with the transaction volume will substantially increase, resulting in the possibility that the current computer system will not be able to handle this sudden change.

4. The acquired company might not have the same business practices as the company doing the takeover, resulting in the possibility that the current software may not be able to handle the new business demands. This can result in multiple software platforms being used creating higher operating costs and additional complexities in the computer infrastructure.

<i>When planning future expansion, steps should be taken to ensure smooth business growth. </i>

Software effectiveness evaluations should be performed the same way as evaluating old equipment in a factory. When evaluating the current software functions, the focus should not be on how well the software meets the business needs today, but whether it can meet the business growth of tomorrow when the company moves to the “next level.” In today’s business reality, which is changing at lighting speed, lack of planning can be a very costly proposition.

Nobody likes change, but not facing the fact that a company’s current software is outdated can result in substantial business disruptions and expenses down the road. The question that should always be asked is: “if the business reality changes drastically resulting in an unexpectedly large amount of new users or volume of data transactions, could the current software be able handle it?”

Choosing The Best Business Broker

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Buying a business today is an involved and complicated process requiring expertise in many different areas (i.e., legal, accounting, tax, business valuation and due diligence). With thousands of businesses available navigating your way to the right one can be an arduous task.

A (http://www.qbsnet.com-Business Broker) can be a very effective tool to identify, locate, screen and value each targeted business and thereafter, in obtaining financing, negotiating the purchase, coordinating the due diligence and supervising the preparation of all transaction documents through the closing.

In the event you as the buyer attempt to purchase a business without the aid of a broker, realize that the listing broker represents the seller who pays his or her commission.  Since most listing brokers will ordinarily not do anything to jeopardize a sale, you cannot rely on the seller's broker to advise you objectively.  Never lose sight of that fact!

For most published listings, the listing broker will "cooperate" and "share" the listing, and the commission, with the broker hired by the buyer.  In this case, it will not cost the buyer any fees or commissions to obtain exclusive representation.

Once you decide to hire a business broker, seek out a (http://www.qbsnet.com-competent professional).  The vast majority are unprofessional and quite dysfunctional when it comes to understanding the transaction, valuing the business and providing customer service and support. Furthermore, most business brokers have never owned or even purchased a business or professionally represented or counseled business owners.  In California, one need only become a licensed real estate broker to sell business opportunities.

At a minimum, a qualified business broker can greatly facilitate find the right business, especially if the broker is well acquainted with your purchase criteria. Although there are many (http://www.qbsnet.com/buying-a-business.php-business listing services), some brokerage firms have software programs that can consider your purchase criteria, investment amount, owner benefits and other factors and produce a more focused and narrow search (see: http://www.qbsnet.com/buying-a-business.php).  This can be extremely important.  As you will soon find out, unlike purchasing real estate, evaluating a business is a very time consuming process. Therefore, it is important to apply your resources effectively.

So how do you go about finding a good business broker? Our (http://www.qbsnet.com-Quantum Business Solutions Network) professionals have listed a few essential ingredients in your search for a competent business broker (for a description of the full range of business broker services offered to (http://www.qbsnet.com-California business buyers and sellers), please visit http://www.Qbsnet.com).

Before you sign an Agreement

Broker’s profile

The best brokers are affiliated with accredited Associations relevant to their state and profession. For example, in the state of California, the best business brokers are registered with the California Association of Business Brokers (http://www.cabb.org) and the International Business Brokers Association  (http://www.Ibba.org).

Make sure the (http://www.qbsnet.com-California business broker) is qualified to provide competent representation. The firm or the individual should have their own website which is regularly updated with news, articles and business listings. Excellent contact details, company profile as well as having well qualified  professional such as accountants, attorneys, etc.

Expectations

The business broker should clearly attempt to understand your exact purchase criteria, investment objectives, background and experience.  This will ensure that the broker is not wasting your time and missing viable business opportunities in the marketplace (a good business brokerage firm will maintain its own network of listings, many of which are not “published” and unavailable to the general public).  In addition, a competent business broker will continually narrow the focus of the search based upon your constant feedback. There should be a mechanism in place to accomplish this task.  Quantum Business Solution Network employs uniquely designed business buyer software which constantly narrows the search and identification process.

Communication

Take some time before committing to a particular business broker and see how responsive he or she is at the outset.  Attempt to inquire about the nature and scope of the services offered.  Determine if they respond in a timely and comprehensive manner.

The best business brokers are excellent communicators and always respond in a timely manner (in business purchase and sale transactions time kills deals) and often serve an indispensible element toward ensuring the flow of the transaction toward a smooth closing.

The listing agreement/contract should include:

length of time they will be representing you (6-12 months is typical)

the type of the agency relationship offered by the broker (you want the broker to serve as your “exclusive” agent)

the manner and payment of the broker’s compensation

the nature and scope of the brokers duties

About the Author

(http://www.qbsnet.com-Quantum Business Solutions Network) is a full service (http://www.qbsnet.com-Southern California business consulting) and (http://www.qbsnet.com-licensed brokerage firm). Quantum Business Solutions Network is comprised of professionals that combine valuation, financial, marketing, legal, accounting, tax and transactional structuring expertise to initiate, execute and consummate business acquisition and divestiture transactions.

Copyright

&copy; Copyright 2007, Quantum Business Solutions Network. All rights reserved.

This Article is Copyright protected. Republishing & syndication of this article is granted only with the due credit, as mentioned, retained in the republished article. Permission to reprint or republish does not waive any copyright. The text, hyperlinks embedded on the article and headers should remain unaltered. This article must not be used in unsolicited mail.

Best practices for WEBinar

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Preparation

A WEBinar constitutes a communication activity in which image and message will be combined. This is where is clear the importance of customizing the WEB page of the meeting room with your logo and screen where the title, the lead, of your WEBinar appears. You can even choose some music to make the waiting period more agreeable, before the beginning of the WEBinar. In order to interact with the participants, the voice broadcasting is made in parallel with an audioconference. In this regard, we offer a free audioconference service in which the participants make a regular long distance call with access points in Europe and America. The WEBinars' promotion is done via Internet. We have at your disposition, in our international page, a WEBinar's agenda for you to advertise. The persons interested in participating are asked to fill out a registration form that is deactivated after 25 people registered that maximum number of participants that Conferenceware handles.

Progress

Several Conferenceware functionalities contribute to the WEBinar success. First of all, a PowerPoint presentation and the screen sharing in order to make a software demonstration or to display Word or Excel documents, for instance. Also, several presentors might intervine under the conference master guidance. The presentor might send any document to the participants, such as a brochure. Finally, in order to conduct your WEBinar and interact with the audience, you may submit a question, get the answers and display them immediately.

Follow up

At the end of a WEBinar, the participants are usually directed to a WEB page of your choice. It could be a poll for which we offer a free poll service, that includes 100 persons responding a month. The WEBinar report, with all the general information of each participant, is imported on a text, CSV or XML format into your CRM software to generate the contact information. Finally, the recording of a WEBinar allows the presentation any time of a demonstration of your products or services getting the feedback from the spectators through emails.

Branding Your Ebiz – Creating A Name Your Customers Trust

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If you want customers to spend money with you online, you have to make them feel confident they’re dealing with a legitimate business. They’re giving you their personal information, as well as their credit card number. If your website sends a clear message you run your business from home, they may not feel comfortable entrusting you with that kind of info. That’s why it’s important to create a brand your customers recognize and trust.

What’s a Brand?

A brand is what differentiates you from every other eBiz out there:

• A brand is a set of expectations you create in your customers’ minds in regards to your business. It comprises everything from the quality of your website to your customer service to your actual merchandise. More than just a name and logo, it’s your buyer’s entire experience with your company.

• A brand is a reputation. A good brand adds value to your product—buyers expect a certain quality based on the brand name. If they recognize your brand and have a good association with it, they’re likely to choose it over other similar products, even if it costs a little more.

Your Branding Should Be Consistent

Explains Eileen Parzek, of http://SohoItGoes.com, “Consistently use a brand design throughout all your different marketing material… It gives a sense you’re bigger than you really are.” You need to figure out what your marketing message is and carry that message through all your promotional materials. If you have business cards, press kits, and print materials, they should reflect the design of your website from the fonts and color palette to the logo and tagline.

Your format should also persist through all of your web pages—the layout, the tone of your copy, even your navigation. Having a unified, professional-looking web store can go a long way towards building a customer’s confidence in you. A well-designed site gives your business credibility—customers associate the quality of your site with the quality of service and merchandise they expect from you.

Your Branding Should Be Continuous

Your brand should evolve to reflect the changing needs of your target market—branding’s an ongoing process. It begins, ideally, in your business’ startup phase and continues through the life cycle of your business. Says Parzek, “[Branding] is not something you ever stop doing. You have to be conscious of it at all times.”

Retail Jobs Provide Unprecedented Opportunities

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According to the U.S. Bureau of Labor Statistics, the demand for those people interested in a retail career will soar over the next five to ten years. Retail opportunities are expected to grow in virtually every type of position, but the need for customer service representatives, marketing managers, and counter clerks are projected to grow up to thirty-five percent by the year 2014. The Bureau estimates that companies will need nearly 2.3 million retail salespeople by 2014 and almost 1.8 million cashiers. High-growth jobs in retail also include those who work in merchandise display and who are purchasing managers.

The Flexibility of Retail Jobs

There's truly never been a better time to get a retail job. In addition to the unprecedented number of job openings, retail work has a number of benefits and opportunities that are simply not available in other industries. For example, when you're taking the first steps on your career path, store jobs provide incredible flexibility. You can choose to work part-time or full-time, depending on your schedule and circumstances. Similarly, temporary positions abound during peak seasons, such as mall jobs during November and December or retail jobs at resort destinations during the summer.

The flexibility of retail jobs extends to the type of company for which you wish to work. Perhaps you would enjoy working in an independent boutique, for example, or maybe you enjoy the atmosphere of a "big box" retailer. It could be that mall jobs entice you, or perhaps you like the idea of working for a national or international retail chain. Because retail jobs are so ubiquitous, the choice is completely up to you.

Learning on the Job

Aside from the flexibility offered by jobs in retail, these positions offer education and training that you often don't find in other fields. Large companies may have intensive training programs specifically tailored to the position you're filling and to the company for which you're working. Although you may begin in one position, you can easily earn opportunities for advancement and training in a variety of other retail fields.

While smaller companies often rely upon on-the-job training for their new employees (rather than structured classes), you most likely will have the opportunity to learn a wide variety of skills. For example, if you are hired as a sales clerk in an independent clothing boutique, you may find that you have the opportunity to work on merchandise displays, to help design in-store promotions, and even to accompany the owner to market to select fashion for upcoming seasons.

Financial Benefits of Retail Jobs

Because there is such a great demand for those pursuing a retail career, employers often offer a wide range of financial incentives and benefits to their employees. From health insurance, tuition reimbursement, and retirement plans to parental leave, paid vacation time, and employee discounts, retail jobs can be as financially rewarding as they are satisfying.