UNDERSTANDING THE CORPORATE BUYER Written by C.J. Hayden, MCC
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A supervisor must justify choices to a manager, manager to an executive, executive to CEO, CEO to board, board to shareholders. Each one of these people wants to look good to next link up chain, and dreads making a public mistake. If you want your sale to go through, you need to provide your contact with EVIDENCE why you and your solution are best choice. 4. The bottom line rules. When you provide your evidence, it had better include dollars and cents. If you are more expensive than your competition, what added value will you provide? If hiring you will cost more than solving company's problem in some other way, what tangible benefits will they receive that make added expense worthwhile? Individuals and small businesses buy services in category of nice-to-have, often to improve their quality of life or that of their employees. Corporations, especially in lean times, don't. You must sell them something they actually NEED and prove how it will enhance their bottom line. Real-life examples of results at other companies can speak volumes. Illustrations with charts and graphs are more convincing than any brochure. 5. No budget; no project. Even when company needs what you have and thinks you're best one for job, deal won't go through if there's no money in budget. You can ask your contact to try for a budget variance, but no budget usually means your project will be deferred until next fiscal year. Always ask if client has a budget at first meeting. Don't necessarily expect them to tell you how much it is -- price negotiations will come later. But if your contact can't answer budget questions, it's also a strong clue you are not talking to decision-maker. C.J. Hayden, MCC
C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at www.getclientsnow.com
| | 10 Best Ways to Justify Your Airplane PurchaseWritten by Pat Redmond
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6. I can make an airplane payment instead of an IRS payment! With minimal business use (30%), your airplane purchase may be a depreciable asset. New tax laws significantly increased tax benefit to owners. Learn more by downloading a FREE audio TeleClass at: http://www.airplanenoise.com/download_teleclass.htm 7. I can enhance my children's educational experience. Children learn more from an experience rather than sitting in a classroom or reading a book. Trips to Washington D.C., Niagara Falls, Gettysburg, PA, Kitty Hawk are all great reasons to fly family. Re-live your childhood at same time. 8. Flying as therapy? Well, believe it or not, some people fly for its therapeutic benefits. Life's problems seem to disintegrate as altitude increases. Try it next time you're feeling overwhelmed by life's challenges! 9. An airplane is a terrific status symbol. If status is what you're looking for. . . you can't beat an airplane. Not only are pilots looked up to, but when it's your own airplane. . . "You've arrived!" No one even needs to know that airplane is generating a positive cash flow. 10. I just WANT one! Sometimes we just need to satisfy our desires! "I'm worth it." "I've worked hard and this is my reward." "I only live once!" I know you can add to this list! --------------------------------------------------------------------------------
Pat Redmond, helps business owners who are tired of long lines and baggage claims, fly their way to freedom! Enjoy dinner with your family tonight! To learn more about the General Aviation Business, sign up for FREE aircraft purchase tips and tools, visit her site at http://www.airplanenoise.com
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