Marketing: A Loaded Bank Account Sometimes Means Bankruptcy is Near

A Loaded Bank Account Sometimes Means Bankruptcy is Near

Written by Nikola Grubisa

The first thing required for successful communication - be it in sales or something else - is to find a common interest.

Success is achieved when two individuals agree they have repparttar same goal and are discussing which of them is going to do what in order for them to reach their common goal faster, easier and with greater certainty.

If repparttar 121190 person you are talking with feels, even slightly, that he has been cheated or that you took advantage of him - by him being your means to reaching your goals - he folds from repparttar 121191 game. Often, this other person could be a customer who feels your greatest desire is selling your product - without considering whether that product will meet his needs or desires.

If you don't first harmonize, by finding a common interest, you end up creating a situation wherein each party is engulfed in defending their interests: one is proving why something is good and beneficial to repparttar 121192 other and repparttar 121193 other is defending himself by proving why that same thing is of no use to him and doesn't suit his needs.

By doing this, you presume:

1) You will convince repparttar 121194 other party to accept your truth, or worse ...

2) You can make repparttar 121195 other party feel so "good" about repparttar 121196 purchase that they will be back to buy more from you!

This is often impossible. Sure, your prospects may actually buy, sometimes - but this doesn't come even close to securing a long-term relationship with them and ensure they will repeatedly purchase from you.

The solution is somewhere else, and a very simple one at that: once you discover repparttar 121197 common goals you and your prospect share (such as ensuring greater success for your prospect's company), you help him realize those goals.

Mr. Ron is a sports shoe importer. He was always having problems negotiating with his suppliers. Then he changed something. Before he sat down at repparttar 121198 table again to negotiate with his supplier, he said:

"Look, we all have repparttar 121199 same goal - getting your top-notch sport shoes to repparttar 121200 public. Let's not waste time arguing and fighting over petty issues. Why don't we imagine there's a customer standing here in front of us right now. Let's all put our suggestions on repparttar 121201 table and discuss how each one of us can help make this customer's decision easier and faster and what we can do to make him want to return more often and buy more of your shoes from me."

Just saying these few sentences placed him and his supplier on equal and common ground to negotiate. A few days later, he sent me a note saying this was repparttar 121202 best and fastest deal he ever made. And it was so simple ...

>> How an Importer Cultivates Loyalty From His Customers – Even When »The Competion Offers Higher Percentages«

There's Power in Networking!

Written by Denise Turney

An Ethiopian proverb states - "When spider webs unite, they can tie up a lion." When one considers that small businesses accounted for 53 percent of repparttar

private workforce and 50 percent of repparttar 121189

nation's entire private gross domestic product, it becomes clear that small business plays a large role in our nation's economy. Small business owners gain an enormous power when they join ranks. It is for this reason that networking plays an integral role in repparttar 121190

success of each small business.

As 2002 advances, it is imperative that we embraces repparttar 121191 power of networking. Whether you are a business owner or work for another firm, stepping outside our comfort zone brings promise. Networking is one of repparttar 121192 leading ways businesses learn about upcoming trade shows, business expos, conferences and cultural events where vendors can reach specific audiences. For example, at www.chistell.com we learned about heavily trafficked events around repparttar 121193 country through networking channels we are active in. We attended a few of those events as a vendor last year and moved more books at each of these events in one to two days than we moved in a month at our website. Of course, we are planning to network and attend more of these events in 2002! You don't have to be a marketing guru or a world class speaker to network effectively. In fact, two of repparttar 121194 most important keys to networking are: respect for self and respect for others. I highly recommend that you network strongest in areas closely tied in with repparttar 121195 products that you market and sell. Not only will you discover what does and does not work in your field, you will also hear about events that pull in your target audience in large numbers.

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