Why do some businesses, with top priced products and services, thrive in a market where competitive pricing is a major selling point? Businesses, and individual sales people, can learn how to overcome sales objections to price, and sell at the highest prices in any marketplace. Take a look at the ideas and viewpoints that follow, and consider how they can be adapted for your marketplace and your customers. A common reason that we get sales objections to a price is that the customer views the price we are asking as greater than the value of the product. The best way to deal with any sales objection is to pre-empt it and inoculate your sale against the objection before it occurs. Advertising salespeople ask their customers how much each sale, that the advert generates, will be worth to them. Then they show how few sales the advert needs to generate to pay for itself before it starts making a profit for the customer. They turn the return on advertising into a measurable figure and compared it to the investment cost. This is how they overcome sales objections to price when selling very expensive, and unproven, advertising services. Presenting the financial value of what the product will do for the buyer will work in many markets. You can build the value of any products that save time by converting the time saved to a monetary value. This works well for both business and domestic markets. The aim is to build the value of the product to a figure greater than the price in order to pre-empt many sales objections to price. Don't shy away from the price, make it a key point of your sale, and be proud that you don't sell cheap products. You sell products that have value above the price you're charging. There is a fantastic advert on UK television for a premium lager beer. Rather than try and sell it at a low price, to compete with the competition, they make the high price a benefit of the product. They use phrases like, 'Reassuringly expensive.' Think about how you could use the same strategy for your products. Is there a way that you could package them to add to their value, and also use the price as a selling point? If you were selling cars to parents and family focused people, would they prefer a cheap car, or one that was reassuringly priced because you don't want your customers to drive unsafe cheap cars. Safety is another factor to present when overcoming sales objections to price. A key factor to selling at a profitable price is making sure the buyer is aware of what they are comparing your product to when assessing its value. If they see yours as expensive, when compared to a competitor's product, make sure they can also see the additional benefits you're offering. Show them they are not comparing like-for-like. In the UK there is a very price competitive market in living room furniture. Every company has special offers, and discount sales that never end. The furniture at the cut-price stores looks great, as any new furniture does. I know from personal experience that the reason they can sell them so cheap is what's on the inside. This is where they cut the production cost. The customer making a purchase only sees the lavish exterior, and the beautiful materials. They smell the newness. That's what they are picturing in their home when they decide to buy it. Imagine you are a small independent retailer in this market, that sells quality furniture. How would you overcome the objections to your prices when customers compare them to cheaper stores? You could buy the cheapest three-piece-suite being sold by the local cut-price competition, take a chain-saw to it, and cut it in half. Then put it on open display in the entrance to your showroom. Next to it you could display one of your top quality, top priced, well-made suites, also cut in half. This would build the value of your furniture and give customers a reason to buy from you.. When faced with an objection to price don't immediately start looking for ways to offer it cheaper. A reduction in price may get you the sale, but it also eats into your profits. Look instead at ways to build the value of what you are offering to the customer. Practice these sales skills, pick up more sales tips on overcoming sales objections to price. You will then be able to increase or maintain your prices, and stay out of price cutting wars in your marketplace. For more information on sales training focused on Overcoming Sales Objections, go toStephen Craine is a working sales manager and trainer for a major UK company. He uses his experience of sales, motivation training, NLP, and personal development coaching, to achieve results for himself through the achievements of others in a sales environment. All the sales training presented here, and on the website, has been tested and proved by working sales people in real sales situations. There are no acronyms, buzz words, or complicated techniques to market training courses. The focus is on practical sales training that achieves results. Stephen has recently teamed up with a successful clicnical hypnotherapist in Manchester uk to offer sales and career coaching to private clients and small businesses. Combining the power of hypnosis to make personal changes and overcome obstacles, with the practical experience of a professional sales coach, offers a unique training resource. His aim is to help anyone looking to increase sales results, develop their career, or prepare for job interviews. The coachng program can also be tailored for small businesses to give them access to resources usually only avialable to large organisations. |
utorak, 25. studenoga 2008.
sales training uk
utorak, 12. kolovoza 2008.
Defining Cerebral Palsy
Cerebral palsy has many varied definitions, which have probably confused parents with their ambiguity, lack of clarity and complexity. I know when I first came across the term as a parent; I was confused by the varying definitions. The medical world seems particularly good at generating technical explanations of this sort; - explanations, which precisely because of the embedded technical jargon, parents find inaccessible and worrisome. Let's examine some of the explanations, all from professionals, which have been passed to us by parents. You will note in the following definitions that the word 'brain' is mentioned only once and that is in the form of brain 'abnormality: -'
Cerebral palsy is a term used to describe any disorder of movement and posture that results from a non - progressive abnormality of the immature brain.
A term for a non - progressive impairment of muscular function and weakness of the limbs.
A loss or deficiency of motor control with involuntary spasms.
A congenital disease, usually non-progressive and dating from infancy or early childhood, characterized by a major disorder of motor function.A condition with various combinations of impaired muscle tone and strength, coordination, and intelligence.
Consider these five definitions: - what strikes you about them? - They are all descriptions of the symptoms of cerebral palsy. Not once is the true cause of cerebral palsy even mentioned. (one even refers to CP as a disease; - Wow!)
What is the cause of cerebral palsy?
The brain is very delicate. Muscles can briefly utilise energy in the absence of oxygen, - the brain cannot. The brain is totally dependent upon its oxygen supply, which it obtains from the blood supply to the brain. A disruption in the blood supply to the brain of just 1 second, will see all the available oxygen in the environment consumed. A 6 second disruption produces unconsciousness. Within minutes, permanent damage is taking place. (Carlson, 2007).
The cause of cerebral palsy therefore needs no complicated definition. It is simple and easy to understand. The cause of cerebral palsy is brain-injury. It is that simple! The brain-injury may have occurred in one of many ways; - oxygen starvation at birth, alcohol abuse or abuse of other drugs, infection, jaundice, malnutrition, or one of many other causes. The important and simple thing to remember is that cerebral palsy is caused by brain-injury; in fact, cerebral palsy is an expression of brain-injury.
What do you mean by an expression of brain-injury?
When I speak of cerebral palsy being an expression of brain-injury I am leading you down a path, which will hopefully allow you to see your child's problems in a new light. Let us take this a little deeper and say that cerebral palsy is also a symptom (or set of symptoms), of brain-injury; - it is the way in which your child's brain-injury expresses itself. There are other expressions of brain-injury, some of which are used interchangeably with cerebral palsy! I put the idea to you that cerebral palsy is a symptom of brain-injury in exactly the same way that a cough may be a symptom of a chest infection. The only reason for the existence of the term 'cerebral palsy' is that it, itself is a convenient marker for specific groups of sub-symptoms; - yes sub-symptoms of brain-injury! These symptoms might include spasticity, athetosis, ataxia, epilepsy, poor visual, auditory and tactile development, impaired motor function, poor language development, difficulties of socialisation, learning difficulties, or many others.
Isn't this just 'nit -picking' over terminology?
No! It is important that this situation is both clarified and simplified. I have misgivings over the continued use of the term 'cerebral palsy,' (as I have misgivings over the continued use of many other labels such as 'autism,' for example). These are terms, which merely describe the symptoms. I believe it is misleading and overly-complex. It is much easier to understand the concept and the possible ramifications of brain-injury, than it is cerebral palsy. Although for the moment, I will continue to use the term 'cerebral palsy' interchangeably with brain-injury, because that is the 'currency' in which you have been dealing, I feel it is important that you should be aware of the problem with terminology and how it has encouraged the development of a focus upon symptoms as opposed to the cause.
I believe that in the case of brain-injury the medical world has fallen into the trap of merely trying to offset the worst effects of the symptoms. In some cases, as in the case of epilepsy, controlling symptoms is a necessary step, but this should be done alongside attempts to treat the cause of those symptoms, as in some cases the focus on treating symptoms can have the effect of making them worse.
Consider this example: A child of one of my clients took her son Michael, to see an orthopaedic specialist. Michael's brain-injury was very severe, he had what the medical establishment calls severe spastic quadriplegia, (again, this is a description of symptoms; - essentially all four limbs were very stiff). Because the excessive stiffness in Michael's left leg was beginning to distort the limb and would have dislocated it, the orthopaedist decided to place a splint on the leg, to keep it fixed in a flexed position. The splint was left on all day, every day for six months and then Michael was taken back to see the orthopaedist to see how the limb was progressing. When the orthopaedist took the splint off Michael's leg, he was horrified to find that the rigidity in the leg was no better; in fact, it was a great deal worse! Why was this do you think? Quite simply, it was because the treatment was focused on a symptom and not the cause, which was producing that symptom.
The signals, which Michael's brain was sending to the leg, were having the effect of making the leg rigid. As far as the brain, in its injured, malfunctioning state was concerned; this was the desired state of affairs. When the orthopaedic consultant placed a splint on Michael's leg, in order to try to relax it, this sent feedback to the brain that the leg was not in the state, which the brain desired (the brain was trying to keep the leg rigid). Therefore, the brain reinforced the signals, which were making Michael's leg stiff, so that when the splint was eventually taken off, the stiffness was worse than before! I instituted a programme of vestibular stimulation in order to correct the chemical imbalance in Michael's lower brainstem, which I thought was causing this problem and within a few weeks, Michael was a more relaxed, more comfortable little boy.
So a primary principle of treatment is, whilst we take note of the symptoms and where they are an imminent threat to the child, we need to see that they are treated, we also concentrate on the cause of those symptoms, the injured brain! The reason those symptoms exist is because brain-injury has prevented the normal developmental processes from taking place, in the brain and consequently in the body. Consequently, to achieve success, we must provide assistance to those normal developmental processes! That is precisely what neuro-cognitive therapy does.
Cerebral palsy is a term used to describe any disorder of movement and posture that results from a non - progressive abnormality of the immature brain.
A term for a non - progressive impairment of muscular function and weakness of the limbs.
A loss or deficiency of motor control with involuntary spasms.
A congenital disease, usually non-progressive and dating from infancy or early childhood, characterized by a major disorder of motor function.A condition with various combinations of impaired muscle tone and strength, coordination, and intelligence.
Consider these five definitions: - what strikes you about them? - They are all descriptions of the symptoms of cerebral palsy. Not once is the true cause of cerebral palsy even mentioned. (one even refers to CP as a disease; - Wow!)
What is the cause of cerebral palsy?
The brain is very delicate. Muscles can briefly utilise energy in the absence of oxygen, - the brain cannot. The brain is totally dependent upon its oxygen supply, which it obtains from the blood supply to the brain. A disruption in the blood supply to the brain of just 1 second, will see all the available oxygen in the environment consumed. A 6 second disruption produces unconsciousness. Within minutes, permanent damage is taking place. (Carlson, 2007).
The cause of cerebral palsy therefore needs no complicated definition. It is simple and easy to understand. The cause of cerebral palsy is brain-injury. It is that simple! The brain-injury may have occurred in one of many ways; - oxygen starvation at birth, alcohol abuse or abuse of other drugs, infection, jaundice, malnutrition, or one of many other causes. The important and simple thing to remember is that cerebral palsy is caused by brain-injury; in fact, cerebral palsy is an expression of brain-injury.
What do you mean by an expression of brain-injury?
When I speak of cerebral palsy being an expression of brain-injury I am leading you down a path, which will hopefully allow you to see your child's problems in a new light. Let us take this a little deeper and say that cerebral palsy is also a symptom (or set of symptoms), of brain-injury; - it is the way in which your child's brain-injury expresses itself. There are other expressions of brain-injury, some of which are used interchangeably with cerebral palsy! I put the idea to you that cerebral palsy is a symptom of brain-injury in exactly the same way that a cough may be a symptom of a chest infection. The only reason for the existence of the term 'cerebral palsy' is that it, itself is a convenient marker for specific groups of sub-symptoms; - yes sub-symptoms of brain-injury! These symptoms might include spasticity, athetosis, ataxia, epilepsy, poor visual, auditory and tactile development, impaired motor function, poor language development, difficulties of socialisation, learning difficulties, or many others.
Isn't this just 'nit -picking' over terminology?
No! It is important that this situation is both clarified and simplified. I have misgivings over the continued use of the term 'cerebral palsy,' (as I have misgivings over the continued use of many other labels such as 'autism,' for example). These are terms, which merely describe the symptoms. I believe it is misleading and overly-complex. It is much easier to understand the concept and the possible ramifications of brain-injury, than it is cerebral palsy. Although for the moment, I will continue to use the term 'cerebral palsy' interchangeably with brain-injury, because that is the 'currency' in which you have been dealing, I feel it is important that you should be aware of the problem with terminology and how it has encouraged the development of a focus upon symptoms as opposed to the cause.
I believe that in the case of brain-injury the medical world has fallen into the trap of merely trying to offset the worst effects of the symptoms. In some cases, as in the case of epilepsy, controlling symptoms is a necessary step, but this should be done alongside attempts to treat the cause of those symptoms, as in some cases the focus on treating symptoms can have the effect of making them worse.
Consider this example: A child of one of my clients took her son Michael, to see an orthopaedic specialist. Michael's brain-injury was very severe, he had what the medical establishment calls severe spastic quadriplegia, (again, this is a description of symptoms; - essentially all four limbs were very stiff). Because the excessive stiffness in Michael's left leg was beginning to distort the limb and would have dislocated it, the orthopaedist decided to place a splint on the leg, to keep it fixed in a flexed position. The splint was left on all day, every day for six months and then Michael was taken back to see the orthopaedist to see how the limb was progressing. When the orthopaedist took the splint off Michael's leg, he was horrified to find that the rigidity in the leg was no better; in fact, it was a great deal worse! Why was this do you think? Quite simply, it was because the treatment was focused on a symptom and not the cause, which was producing that symptom.
The signals, which Michael's brain was sending to the leg, were having the effect of making the leg rigid. As far as the brain, in its injured, malfunctioning state was concerned; this was the desired state of affairs. When the orthopaedic consultant placed a splint on Michael's leg, in order to try to relax it, this sent feedback to the brain that the leg was not in the state, which the brain desired (the brain was trying to keep the leg rigid). Therefore, the brain reinforced the signals, which were making Michael's leg stiff, so that when the splint was eventually taken off, the stiffness was worse than before! I instituted a programme of vestibular stimulation in order to correct the chemical imbalance in Michael's lower brainstem, which I thought was causing this problem and within a few weeks, Michael was a more relaxed, more comfortable little boy.
So a primary principle of treatment is, whilst we take note of the symptoms and where they are an imminent threat to the child, we need to see that they are treated, we also concentrate on the cause of those symptoms, the injured brain! The reason those symptoms exist is because brain-injury has prevented the normal developmental processes from taking place, in the brain and consequently in the body. Consequently, to achieve success, we must provide assistance to those normal developmental processes! That is precisely what neuro-cognitive therapy does.
Pretplati se na:
Komentari (Atom)