Thursday, September 6, 2007
By the end of this article, you should have gained enough new knowledge on this subject to be able to explain its main points to another person.
expect the next time you link a discussion about Commercial true Enation Southern California group. When you leave allotment the fascinating Commercial true Enation Southern California group proof below, your links will be absolutely amazed.
You can see that there's doable cost in erudition more about Commercial true Enation Southern California group. Can you think of habits to affect what's been enclosed so far?
The great newscast about the commercial real enation reached the quarter of Southern California due to the immense scope of the people who required for some commercial real enation Southern California navy. With this aftermath that led to the surfacing of thousands commercial real enation Southern California companies, the nation of the commercial real enation Southern California activity lofty up to the peak of popularity.
We hope that you have gained a clear grasp of the subject matter presented in the first half of this article.
So nowadays, you will awfully find some commercial real enation Southern California agencies that will absolutely help every individuals commercial real enation wishes and goals. For that count, because the commercial real enation Southern California activity continues to grow, the surfacing of the commercial real enation Southern California companies across the internet is not at all a big trade. However, the details for commercial real enation Southern California companies is still important for the detail that almost all of the people hardship some commercial real enation Southern California navy.
In order to lift the concern of the readers, few of the functioning commercial real enation Southern California agencies are given for those who piece like concern in commercial real enation Southern California agencies. These few commercial real enation Southern California agencies are also supplyd for you to get some effective information about the commercial real enation Southern California agencies.
So here we go. One of the functioning commercial real enation Southern California agencies that can be found in the internet is the RichSatisdetailion.com. This particular commercial real enation Southern California agency is actually handled by a self named Richard Huh who is an authority in commercial real enation Southern California counts. As such, this commercial real enation Southern California agency is helping all of the Southern California and carroty Countys residential and commercial real enation wishes. In line with that detail, this particular commercial real enation Southern California agency supplys effective information about the commercial real enation Southern California place as well as acting as a great commercial real enation Southern California store for buyers, sellers, and brokers. departure from that, as one of the leaders in commercial real enation Southern California activity, such agency with the sweat of Richard Huh supplys some proof about the commercial real enation Southern California advertise trends and cycles. And commonly, their goal is to convey full satisdetailion to the customers commercial real enation Southern California experience.
Another functioning commercial real enation Southern California agency that contributed to the star of the commercial real enation Southern California activity is the Abbey band. This commercial real enation Southern California agency is an landlord and worker of 4,000,000 agree feet of commercial real enation Southern California properties throughout Southern and inner California. As such, this commercial real enation Southern California agency has been running and charter its case of bureau, industrial, and retail wealth which is considered to be presently costd at approximately $600,000,000. In addition, being one of the functional commercial real enation Southern California agencies, the Abbey bands key focus is to supply its tenants the brilliant feature and commercial real enation Southern California check in the commercial real enation Southern California activity. finally, this commercial real enation Southern California agency has distance open to fit most sizes and wishes, from small topic distance to a superior distance.
Now you can be a assertive authority on Commercial true Enation Southern California group. OK, perhaps not an authority. But you should have something to convey to the register next time you link a discussion on Commercial true Enation Southern California group.
From beginning to end, this article has helped you to learn more about this topic than you probably thought you would ever know.
Want more information on Commercial Real Estate Southern California Agency? http://www.theeconomicestate.info/Commercial_Real_Estate_Southern_California.html has all the information
Removing Resistance
Joe’s had a tough time getting production numbers for the month. He’s done a great job, getting plenty of prospects to listen to his presentations, yet he keeps getting the big stall. No decision is always a decision!
As he checks his email he finds a note from Business Architects regarding the teleconference that evening with Dr. Knowles on “How to Overcome Resistance.”
Joe thinks to himself, “I wonder if this guy might have some answers for me. Sure can’t hurt to listen.”
That evening Joe closes his office door and dials the phone.
As he listens to what Dr. Knowles and Harlan have to say, he gets excited. The pen in his hand is going as fast as it can to get all the information down. “Wow, this makes so much sense but I never thought of it that way before!”
What is being presented that has got Joe captivated?
Joe reviews his notes and realizes he could have applied these ideas on virtually every one of his sales calls that week!
It would have made a difference!
The next day Joe sees a fellow salesperson Zack and says, “Wow, the call I was on last night was awesome! There was so much I can use and can’t wait to get going on it!”
“Like what?” asks Zack.
“Well, a guy named Dr. Eric Knowles was on the teleconference being interviewed by Harlan Goerger about various strategies he has studied to get rid of resistance instead of trying to overcome it!
It was great stuff and here are the two ideas I’m using today!” replies Joe.
Joe begins, “It’s like this, Harlan and Dr. Knowles stated that everyone has resistance and it is always there in varying degrees.
The problem is most people try to overcome it with facts-features-benefits or polish up their proposal to look prettier. It’s what we were taught to do!
What I learned is we need to acknowledge it, deal with it and the majority of the time it disappears!”
“The other day I had one customer that was really picking everything apart. I couldn’t make him satisfied with anything I said or offered.
He was showing a lot of what Harlan and Dr. Knowles called “skepticism resistance”.
I learned during the tele-seminar that I should have addressed the resistance head on and reframed his behavior as a positive instead of a negative.”
“Reframe?” asks Zack, looking confused?
“Yes, take the skeptical resistance and turn it into a positive for both of us.”
Here is how it would work. My customer is getting nit picky and resistant to my suggestion. I should stop and say something like this:
Mr. Customer, I must admit that having a customer like you is a pleasure. So many people just make snap decisions and buy things without really examining the details.
By really examining this proposal like you are, I am sure the business we do together will be of high quality and long term. Thank you for being so cautious in your purchase. What is it I can do to help you be sure of your choice?”
“Huh, he is being a real jerk and you’re going to compliment him?” asks Zack.
“Absolutely”, replies Joe, “you see the resistance he is displaying, is like having an 800 pound gorilla in the room. Both parties know its there, but choose to ignore it, the problem is the gorilla keeps the decision from being made.
It is so simple, we acknowledge the gorilla and then reframe it as a positive behavior. In doing so, our 800 pound gorilla goes away!”
“Joe, my boots are not that high, what kind of BS is this?” snaps Zack.
“I appreciate your skepticism on this; it’s healthy to question new ideas. My question for you is, what could it do for you, if it works?” ask Joe.
“Ya, I could use some help getting more sales,” replies Zack, “Tell me more.”
“It’s just like they said on the teleconference, once the parties involved, acknowledge the resistance that is naturally there, it reduces the importance if not totally making it disappear!”
“You said there were two ideas you were going to use today, what’s the other one?” demands Zack!
“This is really interesting and the more I thought about it the more I realized how many times I use it in my own decision making. It’s called projecting into the future.
My understanding is that when we are asked to make a choice today, our mind focuses on the costs, the implementation and the actions that are going to be needed now. TODAY!
When we make a decision based in the future, we look more at “the results we can have at sometime other than today” because of the decision made today.
Okay, so based on that explanation, which would method would it be easier to get a yes from; present choice or future choice?” asks Joe.
“I would have to say the future choice would be easier, right?” asks Zack.
“That’s right, by talking in terms of the future or guiding them to that future picture using questions; they make the decision based on that future use and result rather than the painful stuff they may encounter today.” Joe replies with a smile.
“Give me an example of this concept?” queries Zack.
“I realize that to trying a new method always takes time and effort when you first start. My question is what do you see happening six months from now when you have mastered this new technique?”
“Well I would hope more sales and bigger checks to cash!” is the reply.
“So think about the day six months from now and you’re at the bank depositing those larger commission checks. How does that feel? Would that be worth some time, effort and investment today to make that happen?” ask Joe.
“Yes it would!” exclaims Zack.
“Now how easy was it for you to say yes to that?” asks Joe.
“Wow that could really work, it felt easy to say yes to that picture six months out!” Zack replies.
“Oh yeah, by the way, during the tele-seminar, Harlan gave lots of examples showing how these tools also work for managers and even parents! As Harlan puts it, no one is exempt from resistance to their ideas from another party!” Joe adds.
“Here is the real kicker!
During the teleconference one of Harlan’s guests, Dr. Richard Jonas out of Seattle, WA, called in. Dr. Jonas is working with the top 20% of his sales force using a variation of this method. They’re seeing a 20-40% increase in their closing ratio!
Guess what, Dr. Jonas has agreed to be on a teleconference with Harlan this week to explain to us how he does it!”
“Really, when is that, I have to hear this first hand!” exclaims Zack.
Join Harlan as he interviews Dr. Robert Jonas and how he has applied the Omega Strategies to increase the closing ratios of his top performers!
The date is March 7, 2007 at 7:30 pm CST. Check the side bar of The Influencer for the details!
Questions on what reducing resistance is all about? Contact Harlan@BusArc.com
© Harlan Goerger, 3/2007 all rights reserved
Your most valuable asset- your business reputation
The reputation of your business is the most important factor in the long term success of any and all of your marketing efforts. You recreate your reputation each day with every person who interacts with your business. However, you are not limited to one business reputation, but many reputations that arise in the minds of customers who meet you during your business activities. You must realize that it is vital to remember that you have a reputation with those who have no experience with your business but learned of you from others.
Joan Jett wrote a song from days past that is called Bad Reputation. Joan was a famous rocker of her day, but she also had good marketing sense. She postured herself as the bad girl of the rock world, and the song Bad Reputation was wildly popular. In the ever rebellious world of alternative rock, a woman reveling in her bad reputation was a hot commodity. She likely bent the truth a little in the song when she sang I dont give a damn about my bad reputation as she obviously thought a good amount about her bad reputation, it was what made her marketable! She rode that image to perpetual fame.
Sadly for many of us, a low reputation does not prove to be a useful marketing goal to grow our business. The few contradictions to this rule other than musicians might be trial lawyers, repo men, or bail bondsmen who are often hired for their aggressiveness and sometimes abrasive personalities. For everyone else it just doesnt work like that.
You have to be aware that everything you do, and everything your employees do, in relation to your business contributes to your reputation. There are no Mulligans in business. You can strive to make things right that might have wronged your business reputation. Actually, correcting difficulties properly can help your reputation. However, you cant change the memory of what caused someone to regard your business negatively.
Each experience you have with customers in your business has one of three outcomes that affect your reputation. Of these outcomes, two that are not desirable, the other one is wonderful!
The first one is an experience you have with a client, or potential client, in which you dont make any serious errors, but you also dont set yourself apart from anyone else. This may not seem like the most harmful result, but it isnt far from it. At best, you will be considered normal in the mind of a customer. The customer will either forget you in the future, or consider you a business that was all right last time.
The next outcome happens when you, or your employee, has made such a huge mistake so as to make certain the client is enraged at you. The worst has just happened for your business. Besides losing a client, you have make sure you have lost anyone who happens to talk with that person about your business. The negative potential is enormous. If you as a business owner know allowed this to transpire, then you deserve the evil to come. But often the business owner is unaware of what has transpired if the problem was the employees mistake, or not in their personal interactions with the customer. Dont believe that angered clients will take the time to inform you what transpired. Many times they just never come back and there is no way to remedy it. If you do become aware of the problem, but neglect to fix it, then again you have every right to the negative reputation it fuels. However, if you take the opportunity to go try to fix the issue, you will have employed one the greatest opportunities in business to reassure a client that you value their loyalty and are willing to do what it takes to display concern.
Ending number three is what all business owners should seek in all interactions they have with others. You strive to make the customers, and potential customers, believe that besides supplying top-class goods or services, you have a concern for how those products or services provide for a customers wants. It is about establishing a trusting relationship with your clients so that they know you will always focus on filling their needs. After reaching this goal you know you have cultivated a loyal customer whos value surpasses any purchase they make.
Aiding in the creation such loyal customers is our services focus. Hopefully if you have an interest growing your business based on this style you will give thought to employing our services.
BizRave Inc. provides marketing consulting and internet marketing services for small businesses. Please visit BizRave.com for more information and articles on customer relationship based marketing.
