(a) Listening attentively

While meeting objections, the salesman should listen to the prospect attentively. He should not interrupt the prospect. Such patience proves to be of great help. The prospect’ this enthusiasm to raise further objections is lost.

(b) Cushioning the jolt

The cushion technique makes the shock of the objection lighter. A third party is placed between the client’s objections and salesman’s views, the cushion is neutral judge.

(c) Anticipating objection

Under this procedure, the salesman anticipates the objections and answers them before the client raise it. The salesman can cover all possible objections to be raised by the prospect and their possible answers during his sales talk. As such the prospect’s objections are killed before they are born.

(d) Preventing objections

The salesman should be very cautious in sales talk. He must surrender his ego. The salesman should also prevent hurting egos of client. All objections should be met in a tactful and inoffensive manner so that the prospect’s sentiments are not hurt.

It’s amazing how many sellers sent to the buyer with only one light hopefully: “Perhaps talking” But people always feel the contempt and perceive it as a personal insult. Therefore, preparation for a presentation – this is an elementary expression of respect for the client.

1. Make sure that you have a plan for presentation

By agreeing to a meeting, the client has given you to understand that he has a problem, and he expects you to help solve it. He expects that you will talk about what’s important for him. And it means that your presentation should answer the question the customer thought: “What will I do?”

To successfully make a presentation, you need to associate your knowledge and experience with client needs.

Another issue of concern to the client – “How long will it take?” From the outset, let his companion, what are you going to tell him what it takes and how long it takes.

Avoid general phrases like “I need some time to tell you about ….” Be specific, say, “I need 10 minutes.”

Before you step over the threshold of his office a potential buyer, your head should be a plan of the meeting. Do not expect to understand on the spot. Hope does not give the confidence that is needed for a successful presentation.

So make sure you have a plan:

How to start a dialogue, to relieve tension and create interest.

In what order to present arguments.

As for the need to return the conversation back on track.

How to respond to possible objections the client.

How to finish a presentation, and complete the meeting.

Then, what effect will make your presentation to the client, depending on how you and your persuasive arguments.

When casting the argument, do not just listing them, explains the significance of each of them, revealing the benefits to the client.

Marshall arguments on the rise, let every other argument would be outweighed previous one.

Repeat the same argument several times, but in different words.

Rely on facts. Lengthy statement: “This will reduce your costs” does not inspire confidence. Say: “This will reduce your costs by 30%.”

Make a visual argument for the client, writing and underlining them.

Liven up the argument by citing examples, enhancing memory (”Remember …”) and the imagination of the customer (”Imagine …”).

For better arguments reduce to a minimum personal recommendations. Instead of “I think” say “is” instead of “I recommend” – “recommended” or “this is a reasonable choice ….”

The most important arguments attach to the client’s memory tone or sound, for example, tapping a pencil on the table.

Always have a couple of weighty arguments in reserve.

2. Make sure you have answers to customer questions

Often meet with a potential buyer passes on its territory, and it makes its own adjustments. Seller’s nightmare – communication with the customer at his desk with a pile of papers and incessant phone. In such circumstances, it all comes down to a struggle for the attention of the interlocutor. So find a way to get him out of office turnover, inviting coffee or just walk.

Ideal – room for negotiation. There you are, and the client – in a neutral territory, and therefore equal.

Well, when during a presentation at the client asked some questions, but they can often sidetrack. In order to avoid violating the integrity of your presentation, tell the other person that you first familiarize him with the substance of the proposal, and then all discuss.

So you will have the ace in the hole, and the “difficult” question you can answer: “Good question. We will come back to him, as agreed, a little later.”

And so at the time of presentation, there are fewer issues to think of ways to build and his speech so that it had the answers. For example: “You probably think,” Okay, but what does this have to my business? “

To attract the attention of the client, use the graphics. These can be photographs, diagrams, tables, but no catalogs, or person on the other immersed in their study. If you are working with ready-made presentation slides, your eyes should be directed to the client, not on the screen.

3. Find a way to involve the client

In order to engage the client in a presentation, take a pause. With good contact customer seeking to fill a pause and continue your thought. Hanging pause may mean that the other person does not agree with what was said by you, or worse, lost interest.

So watch carefully for a reaction client, his gestures, facial expressions and gestures. Wandering eyes, coughing, fidgeting in a chair – are clear signs that something is wrong. So – you need to change the subject and move to the next thesis.

Abstracts are convenient because you just keep in mind the main points you want to convey to the client, and depending on the situation. In preparation for the presentation begins with abstracts.

Listing the most important theses, open each one and make the accents, for example: “I want to emphasize,” “It is particularly noteworthy,” or “Look at what it gives.”

When giving a presentation about the effect of the edge remember: it is best to remember what was said at the beginning and end. Therefore, the final part of the presentation using a tally.

Do not belittle yourself by saying something like, “Well, here’s all,” do not ask the interlocutor: “What do you think?” After the presentation of a proposal to consider may not be the most attractive to the customer.

End of the presentation should encourage clients to take action (you can leave the calculations with numbers, to provide test samples) or provide a turnkey solution (we can offer a trial period of use of the product).

4. Evaluate the effect of the presentation

Finally – an idea on how to evaluate the effect of your presentation to the client. I had learned it on the site of John Palmer. In the development of advertising copy John suggests using a “model of stadium” Chet Holmes. The essence of this model are as follows:

Imagine a stadium, the visitors who said: “You go to the stadium, but you do not have to stay there. If the person who arranges the show there will be no interest for you to say things, you can just leave.”

Now imagine that the people who gathered at the stadium, your potential customers, and you – just one who at the podium. Look again at your presentation, take a look around and think: “If they want these people to stay to listen to you late?”

Searching for work as a freelance writer is a large part of making your living. Networking and marketing yourself as well as your skills is what brings home the bacon. The more clients you have the better your income. More clients equal more work. However, there are times when you should avoid certain types of clients and freelancer work.

Plagiarism

There are clients that are requesting you to plagiarize content. They have taken someone else’s work and have asked you to rewrite it. This is not a rewrite job where the original author has released the rights to the client and English may not be their first language. This is all out plagiarism.

No contract

The clients that don’t want to make a contract with you. This is especially important for large jobs where you may be writing huge amounts of content before payment is seen. Imagine landing a job for 50 to 75 articles to be submitted at 600 words each and the client is indicating that a contract isn’t needed. He will be sure to pay you upon receipt of his 75 pieces of work. Unless you have worked with this client for a number of jobs or extended period of time and know them to be trustworthy, walk away from this particular job.

An “iffy” payment process

There are clients that may bring you a job and a payment system you don’t feel comfortable working with. Is the payment date not definite? Are you waiting for their payment from their client to get your payment? If so, you may want to walk away if the payment or job is substantial. Imagine passing up other work to work on this job and finding out you may not be paid for a month or two if ever.

I am not really sure what I want

Clients that continually change their mind about the content they need or don’t have clear directions for what is needed can be a large waste of your time and energy. For example, ten articles are written from the information provided and the client informs you that they need to be rewritten. It wasn’t exactly what he needed. He left out a vital component and you are out of time and money and rewriting his content over again. The second time around he forgot to give you all of the keywords. This is reworking for work you aren’t being paid for.

Deadline in one hour, always

There are clients that seem to always have a one hour deadline. This is stressful to say the least. These are clients where you are at their beck and call 24 hours per day 7 days per week. It makes working other clients work difficult because you must interrupt their work in order to have this client ready to go within the hour. If you are being hired as a personal assistant, take the job. If not, don’t accept the job.

These are helpful hints for those clients that you are better off avoiding. However, if you feel comfortable taking the job, by all means, go ahead. However, a word of warning….your life may be a lot simpler if these clients are avoided.

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How to be a good Customer Service Representative

There are different types of Call, there is a warm call  where in the agent attempts to build rapport to the client before an attempt of telemarketing and there is a cold call where in you will go straight to what your intentions are and drop the call after your intent, But before we go through the types of Call let us look into the basic yet the most important part of it, which is Communication.

Communication is an exchange of information by both the Customer and the Agent whether it is verbal or written, the Customer wishes to make the Agent understand the situation while the Agent intends to grasp where the customers concern is coming from and from there the Agent will check for options that would benefit to resolve the Customers concern.

Now you may ask why I am discussing Communication. Simply because communication will be your key to set the Customers mind into relying on what you can do to help them, believe it or not most of the Customers issue are the Agents poor communication and limited product knowledge, let us all remember that the customers are calling for support because they believe that we are the expert in this field and they rely on our capability to help them with the issues they have in our company , We are there to help them not to for them to educate us,  another thing is being able to relay information.

 The real challenge in communicating with the customer is the clarity of the intention which becomes the stumbling block of the agents, often times customers speaks very lengthy that you have to summarize it for both of you to understand the issue and for the Customer to immediately decide what resolution they will choose from the options you have given.

 If you want to be a give a Good Impression to further state that you are there to help them, always give the assurance of helping and most importantly, always stay patient because no matter what verbiage you deliver the only words they want to hear from you are “I can guarantee a solution before this transaction is through.”

It is very important for the customer to receive your message well rather than impressing them with your pitch and script this will enable them to choose a solution from the options you have given with the assurance of help from you.

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Make no mistake about it: Self-employment done right is a pretty darned rewarding experience. That being said, it can also be a devastating life draining fun sucking relationship ruining pursuit when done wrong.

First off get used to people, especially those closest to you, when exposed to the words self and employed combined together to interpret that combination as an idiom for unemployed and available at any hour of the day or night for any purpose, no matter how trivial. Initially, it can be difficult for the newly self employed to define the difference to time sucking focus impinging parties, but the sooner a defensible line is drawn the better.

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(Don’t look directly into the puppy dog eyes.)

A handy phrase to use is “When you interrupt during my work hours there will be bloodshed.” Let them figure out if that is present or future tense, it’s more fun that way.

I know all those fantastic and well produced work at home ads on television at 3 am say to throw out the 9 to 5 workday and be there for your family. Those ads are lies. The truth is that no matter what you do, with rare exception you’ll need to make a schedule for yourself and stick to it. That doesn’t mean that the schedule needs to be completely inflexible (after all, when there’s serious injury or flammable materials involved even I will take a few minutes to see if I’m really needed) but it needs to be respected.

To that point, unless you look forward to seeing your venture’s income garnished for alimony and child support and weeping bitter tears of desperation for human contact in order to get yourself to sleep at night, learn to flip the off switch on the day job at a reasonable hour and spend time being a human being.

Get enough sleep to function and go to bed. It is all too tempting to justify a few late nights because you don’t have a boss to yell at you for stumbling in hung over, covered in glitter, unshaven and reeking of cheap perfume from that totally innocent Mah Jong game that ran late and sleeping in to make up for those lost hours of sleep. The problem arises in that the world contains an epic level of not giving a diminutive rodent’s backside to any one individual and you need to keep up with it, not insist that it slow down for your pathetic sleep deprived corpse.

Clients/Customers are not always right. I know you probably accept this as a fact but clients are often so deeply embedded in their own little fantasy worlds that they might need a little education in this area. In fact, clients wallowing in the darkest dankest recesses of inexorable wrongness and are more than happy to drag you into the muck that they have created for themselves. If you fold to a client’s every misguided whim and whimsy without a fair attempt at protesting the travesty, later you can expect an inordinate amount of complaints about your work—especially if you’re a designer.

If the client/customer knows so much about what you do for them, then they are perfectly capable of doing it for themselves. Along the same lines, go through your client/customer list and weed out the ones that consume the most time and energy. You know those ones that call at odd hours and want to be your friend (or believe that psychiatry degrees come in the same packet as your knowledge of php and html), the ones that pay very little but demand top shelf services, the ones that need constant supervision and the ones that always want things done yesterday; fire them. There are plenty of well balanced, adequately financed and pleasant people to work for/sell to that you don’t need to hang tight with a client or customer that sucks you and your business dry.

Invoice immediately, professionally and persistently. There’s nothing rude in demanding payment for services/goods rendered, although some clients will insist on treating you like it is. Presumably these people have their own source of income from which to pay their obligations and would be irate if it were suddenly not honored in a timely manner. Anyone that can’t deal with billing and handling the more than occasional non-payment does not deserve to stay in business.

A few clever clients think that that payment due upon completion means whenever they feel that they have enough money and will demand trite changes to put off the completion of their commissioned projects. The best approach to take is to have explicit contracts when the words due upon completion are involved, describing in detail the client’s full expectations and clearly stating that completion is at your discretion—not theirs. I like to add a little clause that states anything exceeding the original contract is billable. It doesn’t always result in immediate payment, but it does murder the pointless email exchanges between you and the client deader than shit.

Reserve enough from profits to keep your business and household going; do not float your business on your personal funds and hope that things will sort themselves out next month. This is especially necessary if you are bootstrapping a business together on a budget that can only be described as homeopathic—that reserve to keep you in operation is absolutely critical. Although it would be nice to reserve the money in one large chunk, it is relatively simple to open a savings account and deposit a small percentage of each paid project into that account.

Stick those funds in an interest bearing savings account and unless you’re depositing more money (with each paid project) ignore the account. It’ll come in handy later.

Stay on top of the office work at the end of each business day, big lumps of paperwork and receipt sorting is almost as soul killing as late night cable access programming. Don’t let it build up. No one likes accounting—why? Because screw accounting, that’s why.

Finally, don’t let a lack of incoming projects slow you down. There is no reason to quit working (except vacations, personal days, sick days, and bereavement leave.) Create a stack of income producing personal projects to work on during the slow seasons and work on those with just as much dedication that you would give a paying client. Because, you know, eating food is good.

Individuality:

No two persons are alike, leave alone being equal. Therefore every person has their own unique personality. The personality, attitude, values, thoughts, emotions, etc are very unique and the same person is not the same in two different occasions, forget about comparing two people with the same inputs. These are fuelled by their upbringing, education, experience, environment, etc. So, it is as good as the well established fact that no two fingerprints are alike.

Likes and Dislikes:

Because of the different individuality and mindsets, their likes and dislikes would differ. One person may love vanilla ice-cream while other one would hate it. Therefore, treating each one based on their individuality and their unique wants and needs is essential.

Assumptions Amplify Arrogance:

The worst thing that one can do to anybody else is assuming on behalf of the other person. Nobody else has lived their life except for themselves. So, it is not a good thing to assume that they would like to be so or not. Just because two people are in the same boat for that moment, it does not give one person any right to assume for the other person. Remember assume itself is a bad word – break it and we’ll get “Ass-U-Me” which abbreviates to “making an ass out of you and me”. Nobody wants to be treated like a donkey.

A Tiger Is A Tiger:

If you are a zookeeper, would you feed a tiger with pure vegetarian meals, just because you are a vegan? Or would you feed the deer with lots of meat and complain that it is starving against you, just because you cannot eat without any flesh in the dish? While you would pet a lovely little bunny, hug it and even kiss it, would you do the same with a porcupine, though both animals are typically harmless? When we treat animals as they have to be treated, why not treat humans the way they like to be treated.

So, the great phrase should be rephrased to

“Do Unto Others As They Would Like You To Do Unto Them”

Try this and experience a lot more positive response from the people around you, including your family members and friends.

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Rosemary McArthur, founder of the American Association of Psychics, a professional trade organization with more than 100 members said 90% of her clients are asking questions about the economy and what their lives are going to be in the future. She says she tells the brutal truth so don’t ask her if you don’t want to hear it.” McArthur claims she receives direction from a spirit, “Josha, an “ascended master” from biblical times. I tell people it’s not going to be that bad and things will pick up in the summer.” McArthur predicted.

Most psychics say they keep it simple and answer honestly only if the answer will benefit the person. People are looking for answers anywhere they can get them and paying up to $100 and more for half an hour looks like a good investment to them.

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It seems to me that charlatans are coming out of the closets to take these desperate folks money.

And what good does it do them except to waste away the little money they have? If bad times are coming a psychic is not going to change anything. The best plan to prepare yourself is to pay off your debts, save all the money you can and get your finances in order. That is as much as anyone can do and a psychic isn’t going to help you with that. In fact they will drain you of what money you have. You are the best person to take care of yourself and probably the only one to do it. So get your house in order and be prepared for the worst but hope for the best. We are a hardy people, we’ve had it rough before and survived , we can do it again.

            Your in love with your spouse, and she/he says he wants out, how do you react, so many end this way with a mutual feeling, only the one asking for out had the guts to say so. Many others feel no way, this is not what I want, I still love you, begin to wonder what they did wrong. While others may actual become angry, and accuse the other of having an affair, or worse they become violent.

            How about when you apply for a job, and your not hired, you wonder why, especially if you feel you are more than qualified for the job. Many people don’t realize that perhaps being over qualified is the reason they did not get the job, more than often we always think it is something we did.

            How about when you go to the park with your child, who is very out going and friendly, and he/she attempts to become friends with one of the children and the other child, has no interest, in playing with your child? Usually, a young child will not get upset or disturbed by this but for you, its very painful, you try not to show your feelings, but they are there.

            These are normal everyday things that happen to thousands of people throughout the world, and yet we feel all alone. So recognize how your feeling, and confide in someone you trust. We have all suffered rejection at some point in our lives, and dealing with it is very important. Most importantly never give up, don’t let is affect your self- esteem, and try very hard not to let it depress you. Depression on a small level is normal, but sometimes it can get out of hand, if you feel this is happening to you, speak to your health care provider. Depression and be seriously, sometime deadly.

            If you let any of these things to happen to you, and you let it totally upset you, then “rejection” has won, or the person who caused you this pain, has won! Learn to compensate, by looking at what you have going for you, and be grateful for the small things you have in life.  It may not be the beautiful mansion you wanted when you were younger, but at least you don’t have to worry about keeping the house in order. Perhaps the job you applied for was not really for you, look for something you enjoy, perhaps then your job wont be so cumbersome and can bring you some sort of joy. Finding what you enjoy in life, and turning it into a career, thus helping you to be happy. If your unhappy in life, your job or relationship, then any form of rejection will be compounded, and the pain more severe. Regarding a love affair, think of it this way, had the two of you stayed together longer, perhaps you two would have started arguing, causing hatred and more pain. Perhaps it could have turned violent, or you could have said or done something really horrendous, and made the situation worse.

            Look at rejection as a learning experience of life, and if you learn something from it, you are ahead of the game. An great example is something that happened to me recently, I went out to an “interview” for a new client, now I had not be out there seeking new clients, since my first business started. So now I am starting a new business, heading out to talk to a new client, and I feel things went well, and I wonder what went wrong, yes I started to think “what did I do wrong”.  I look back and say, it was not I.  I review my literature, how we communicated, and I say, ok next time I will be better prepared. I never blame myself. I am new to this, I have a lot to learn; and it takes time to answer questions smoothly, it takes time to become completely experienced. Every day is a new experience and every experience should be view a lesson learned.

Also, when it comes to a drug like marijuana, which has a many real and valid uses in society, America turns a blind eye to the black market and CIA smuggling in drugs to keep minorities of the street (becasue they know that African-Americans and hispanics are more prone to low income situations and are vulnerable to the world of drugs; therefore, they will often turn to selling and or using drugs and sometime in there life be brought into the jail system of the U.S.)  Again, Europe has decriminalized marijuana in large part, while the U.S. has kept marijuana illegal and being arrested with any sort of marijuana charge has led to a permanent record for many and has kept many away from attaining a college degree or a great job that they could have landed otherwise.  This is pathetic.  When marijuana can be used to treat cancer patients, HIV patients, AIDS patients, glaucoma patients, anxiety, and many other disorders and diseases, it is STILL ILLEGAL across the United States.  Even if a few states have decriminalized marijuana it will always be illegal and the laws will always be controversial as long as FEDERAL U.S. LAW DICTATES (explicity in its text) that marijuana is illegal (since Federal law will always trump and supercede state law under any and all circumstances!!)

Why is the U.S. keep a drug with many medicinal purposes illegal?  Especially, when they could otherwise produce it themselves and tax and sell it to its community and fellow citizens.  I guess this is why in the recent ballot vote in the 2009 election in MASSACHUSETTS, the government seems to be willing to pass (what passed as a community vote in MA) a bill which passed in the election in MA to decriminalize marijuana.  The government, especially in a ebbing economy of our day, is willing to decriminalize a drug (because its illegal and they aren’t making any money on it!!) to make a few hundred dollars on every fine they give out for people using and or posessing marijuana.  This is absurd.  What is the government thinking?  Legalize it, produce it, and tax it!  Forget about fines and all this B.S. just to make a few bucks.  Think big, or don’t think at all!

Lastly, the U.S. needs to begin to adopt policies which aim at harm reduction and begin to look at Europe in a new way that inspires new thinking in what is supposed to be “The New World.”  We are not thinking like we are from the new world.  We are thinking like a bunch of conservative whimpos who don’t want to take a chance and break tradition.  Well, while it is important never to forget our heritage nor where we came from, Americans need to lead the way in this era of moderity.  Between the economy, the war on drugs, immigration, global warming, disease and the HIV PANDEMIC!!!!  We need to begin to think for ourselves and make decisions on where we stand and on what issues, and make these issues known to our representatives.  You have the right!!!  If you have never in your life, PLEASE, I beg you, Please, contact your local congressmen and women and representatives and let your voice be heard!!!