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Atricle Dump - The Ultimate Competitive Advantage: Trust and Respect
Let me first say that I did not choose 3 ? instead of the usual 3 to be different or clever… I opted for the fraction because I can’t decide whether my ? is really a part of one of the other three, or deserves is own number, so I chickened out and compromised. Judge for yourself…I won’t delve into these in great detail for two reasons… First of all, they are easy-to-grasp concepts, even for novices. Secondly, you’ll find these discussed ad infinitum in cou
Conference events include quite a few different types of activities. Most often they include meals, accommodations, and special speaking engagements. They also may include various types of entertainment. It all depends upon the purpose of the conference. Conference events are often designed to motivate and educate. This can be done either with the conference attendees passively listening to speakers, or through hands on group and team participation. All activitie
Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.
Weighted Values* of Buying Decision Factors(c)
1. Level of Trust in the Salesperson: 87 2. Level of Respect for the Salesperson: 82 3. Reputation of the Company or Product: 76 4. Features of the Product or Service: 71 5. Quality and Service: 58 6. Price (non-commodity): 16 12. Like the Salesperson (rapport): 3 *(Weight = percentage of people listing each factor in their top 5)
The average salesperson knows how to effectively present 4 of the 7 factors cited above: Reputation (#3), Features (#4), Quality and Service (#5), and Rapport (#12). They try to handle the two most important buying decision factors, Trust (#1) and Respect (#2), by establishing Rapport (#12).
Building "Rapport" is an inherently manipulative tactic. Ironically, typical salespeople attempt to establish Trust and Respect, non-manipulative factors, by manipulating people. Building rapport doesn't establish trust and respect, it diminishes trust and respect. That's why only 3% of all buyers surveyed rate 'Li
Many small business owners and managers will often say their personal assistant is invaluable to them yet they often treat them as if they're not.Day after day, week after week the P.A. is in the office, slogging away making sure the work gets done. In many instances it is the P.A. that holds the business / department together.Many of them are so conscientious they won't take time out and will stay at their desk until the work is done. Not only are
Weighted Values* of Buying Decision Factors(c)
1. Level of Trust in the Salesperson: 87 2. Level of Respect for the Salesperson: 82 3. Reputation of the Company or Product: 76 4. Features of the Product or Service: 71 5. Quality and Service: 58 6. Price (non-commodity): 16 12. Like the Salesperson (rapport): 3 *(Weight = percentage of people listing each factor in their top 5)
The average salesperson knows how to effectively present 4 of the 7 factors cited above: Reputation (#3), Features (#4), Quality and Service (#5), and Rapport (#12). They try to handle the two most important buying decision factors, Trust (#1) and Respect (#2), by establishing Rapport (#12).
Building "Rapport" is an inherently manipulative tactic. Ironically, typical salespeople attempt to establish Trust and Respect, non-manipulative factors, by manipulating people. Building rapport doesn't establish trust and respect, it diminishes trust and respect. That's why only 3% of all buyers surveyed rate 'L
New Age Media Concepts issues its first article of many that will focus on the advertising and marketing industry. Business Goal Setting Comments
If you will do small business did you may realize how important is to set goals and if you work with others who are also in business with you then you know it is important for the whole team to stay motivated and to set objectives. You see, in business it is a competitive environment like sports and dually get out what to put in. If you fail to play out you have inadvertently planned to fail.Many people dream of a business of their own and many of those
Building "Rapport" is an inherently manipulative tactic. Ironically, typical salespeople attempt to establish Trust and Respect, non-manipulative factors, by manipulating people. Building rapport doesn't establish trust and respect, it diminishes trust and respect. That's why only 3% of all buyers surveyed rate 'L
Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest."Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable reputation. Unfortunately, the fact of the matter is, people who sell for a living do so in a
If Trust and Respect are so important, why don't most salespeople learn how to establish relationships of trust and respect with their prospects and customers? We've come to the conclusion that there are three reasons:
1. Most salespeople don't know that it can be done.
2. If they learn a process that develops that kind of relationship, they feel uncomfortable using it because it's very unconventional.
3. Trust and Respect are very personal emotions, and sharing emotions is commonly regarded as only suitable for intimate relationships. Most salespeople have a fear of intimacy. Yet, we've found that less than 1/2 of 1 percent of prospects and customers have a fear of intimacy.
Let's suppose you're faced with a very important buying decision. Let's say you have decided to relocate thirty miles away from where you live now, so that you and your spouse will both have shorter commutes to work. So, you need to sell your current home and buy a new one. To whom would you entrust the sale of your most valued possession? Are you going to entrust the sale of your house to a charming and friendly Realtor who tells you that
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