- Producer27/11/2016No one can make you feel inferior without your permission.We are in anxious times and many of us feel angry, disappointed, as we grieve for the world we think we have lost. But we need to stay strong and keep our own power when many want to take our power away.Let your love flow outward through the...
Comments27/11/2016 #1 Max CarterSome great advice in this piece.
Maybe we think "they" are better than us. Or more powerful. Or smarter. Or more beautiful!
This is result of comparison and the reward system of popularity within the social construct. Go along with what is popular regardless of it's correctness and find the acceptance we all want. We become so concerned with how we are perceived by others that we cower to the popular.
The problem with agreeing with the masses is the result of every study on the subject that shows when we gather in mass we become dumber and easier to influence
No one is better or more powerful than anyone else. Some people do have a higher intellect and get over it if you meet them. We have allowed ourselves to become Narcissus with the selfie. We then use sex to sell any and everything creating a harmful body image standards that are rewarded for being met and those who do not measure up often find difficulty due to the mass brainwashing in the form of marketing and branding that has been going on forever and the only way it stops is when we stop rewarding them for creating the idea of needing to be as good as or similar to anyone or anything.
Individuality is the gift we are given and then we too often give it away in the name of going with the crowd just so we can feel as though we belong somewhere even if it goes against our own inner feelings of what is best for us.
- 28/10/2016Timothy Hughes Blog: How will #Changemakers impact my sales #socialselling by @Timothy_Hughes #B2bMarketing #salesforce #CMOWhy Today You Need a Customer Changemaker to Close Salesbuff.ly I've been in Sales for 27 years and in that time I've been trained on both Miller Heiman and Holden Sales Methodologies. Both processes are designed to help you sell into business to business...
- Producer03/09/2016Death and Resurrection of a SalespersonEddy was a salesperson. He was thrilled when he scored a job at a company that sells digital training for children. Just look at the size of his new market: Schools, private tutoring - Eddy could nearly feel the warm sand under his feet. Soon he...
Comments07/09/2016 #39 Aurorasa Sima#38 You brought up a great point, @Vincent DiBisceglie. We cannot expect to be treated like humans when we treat buyers like a "piece of budget". Routine, rejection, and pressure are a difficult combination for salespeople, even more so if they do not possess a great deal of social competence.04/09/2016 #33 Franci Eugenia HoffmanThis is great story telling Aurorasa Sima. Your story reminds me of when I was a production underwriter. I wore many different underwriting hats due to the frequent changes in my organization's strategy. I was traveling in Arkansas with my field rep and found we were consistently being upstaged by our competition because we did not have the latest technology. We still lived in the paper world, where our competition brought up quotes and stats on their laptops.
You can't beat the competition if you don't have the right tools and/or the right training. In our case, we weren't even keeping up with the competition. So like Eddy, we didn't win every deal but because of many hours of hard work, we were able to close some nice accounts.
And with many large organizations, where is that "ear" when you need someone that is ranked to listen? We got the usual "they" runaround.04/09/2016 #32 Aurorasa SimaMostly, Mike and his team work for corporations. In the public workshops, all kinds of people come together. This one might have reservation against the phone salesperson while that one gives the marketing manager a look of contempt. And, oh, what is that lawyer guy even doing here? It is nothing short of rewarding to see how already during the first workshop day people develop empathy. Even the struggling salesperson that felt like his manager put him in detention lightens up when he sees how Story Seekers helps him to help his clients better and be more successful. The best is: The euphoria people feel after this class is not a temporary hype. Soft skills stay. If we taught nothing else: The ability to understand the motives of others alone is priceless when you´re in sales-related jobs.03/09/2016 #30 Phil Friedman#24 #18 - Alan @Alan Gelleraps this is a tangential point, but I like the story, and it embodies a punch line that I have used many times through the years in the circumstances that Alan describes. A customer walks into a shop to buy a pair of power shears. The price is $80. The customer says to the shop owner that he can buy them about a mile away for$50. The shop owner asks the customer why he doesn't then buy them at the other store. The customer replies that unfortunately the other store doesn't have any in stock to sell. To which the shop owner says, "Well, when I don't have any in stock, my price is only $40. A number of peripheral factors, beyond price, affect buying decisions -- as I think Aurorasa is pointing out. Sales intelligence involves understanding how these factors all combine to create perceived value. Good article, good discussion. Cheers!03/09/2016 #29 Mohammad Azam Khan#28 When we're in the public sector we're paid from taxpayers money and so work for them. To keep us organised we are overseen in various shapes like by supervisors, managers, administrators, secretaries (like COOs) and minister's (CEO). These supervisors have a responsibility to ensure good services to the public - which is the profit on the public sector investment. Now here I presume that the need for anything else is removed except for empathy for the public. A straightforward transaction. And, so make the point that in role reversal from private sector selling, these public sector supervisors all should improve their skills on empathy, connection, trust amongst themselves to deliver their responsibility.03/09/2016 #27 Mohammad Azam KhanVery aptly put and revealing including on the quality of trainings' required. I wonder if I can reverse the seller for the public sector role of a managers fiduciary responsibility of delivering good services? A manager pushing for designedly approved services through administrative lapses would require the support and backing of the stewards and captains to reach the client and deliver their rights. Now I suppose it would require further empathy and connection of the administrators' with the public to achieve successful delivery. Or let's say something like that.03/09/2016 #26 Aurorasa Sima#13 @Irene Hackett You must be a very mindful and positive person. From your profile, I can only guess how many times you have been on the receiving end of problems with software projects. And, well let´s call it "overconfident" promises of salespeople. Very glad to hear that you appreciate our approach.
@Robert Cormack mentioned advertising. Advertising is a great example of the fact that some people, as well as businesses, still prefer the BS way. It´s harder to sell if you are telling the people the truth - but more sustainable.03/09/2016 #23 Aurorasa Sima#17 Sales is a part of Marketing, but it´s the only part I understand. I can only thank you for sharing your experience and allowing us to learn from it. You´re the expert.
I think that people with a high EQ are pretty immune to marketing tricks as they try to create emotions that route the impulse to the primitive brain and cause us to act before we can think.
Are you creating brochures or ads in magazines?
Funny anecdote. I bet the doctor felt pretty embarrassed. (:03/09/2016 #21 Aurorasa Sima#15 Extremely important, @Randy Keho, thank you for bringing it up. Why don´t you create a post about it? This important topic deserves more than a little sentence in Eddy´s story. I´m sure I left a lot of business on the table in my active times ... most salespeople don´t make asking for references and referrals a habit.03/09/2016 #18 Aurorasa Sima#16 And when you entered the body shop did you think that distance was a potential issue? I am not saying you can win every deal. But once you know that distance is a key factor you can offer to pick him up personally. Or something-something. If we have a connection I´ll tell you the reason for not buying from you, likely before I sign with the other guy.03/09/2016 #17 Robert CormackEarly in my career (mid seventies), I loved long copy ads—not because they filled every sentence with product promise, but because they actually told a story. Over the years clients wanted shorter copy, shorter headlines. They didn't trust customers' attention spans. That wasn't the problem. Consumers have short attention spans because nobody knows the difference between a story and a long-winded sales pitch. The difference is enormous. I remember one time I was promoting a drug that reduces angiotensin II. Since I didn't know what that was, I did research, I built a long story, based on some scientific summaries, picking out what I found fascinating. We went into research and the first doctor pushed the ad away, saying, "I know what angiotensin is." The moderator was a brilliant young women who leaned across to him and asked, "Can you explain it to me?" The doctor said, "Sure, it' a type of buildup in the vasculature that...well...does pretty much what it says here." He pulled the ad around and read from it. Nobody should ever underestimate storytelling. It's a story, it is not a long-winded sales pitch. One advertising agency in twenty understands that. One client in a hundred understands that.03/09/2016 #15 Randy KehoI recall my "Eddy" days. And, your timeline is spot on. I would add one more thing, though. Once you've established trust with a customer, ask them if they'd act as a reference. Request a few of their business cards in addition to leaving them some of yours.. Your contacts have contacts, too. Get your name out there. I've had potential customers call me out of the clear blue, saying they'd recently spoken with one of my customers and they'd like to speak to me. Contact your customer, thank them, and find out more about the potential customer. You'll have a better idea what they're needs are and be prepared to respond to that never-ending litany of questions. @Aurorasa Sima Great storytelling. Thanks for adding to the All Business hive. It's just what the doctor ordered. I read that somewhere.
- 20/10/2016New podcast episode (it´s mysterious)Aurorasa Coachingaurorasa.podbean.com Aurorasa Coaching´s Podcast - Emotional Intelligence Training, Coaching, Empowerment / Articles:...
Comments28/10/2016 #13 Ben PintoDear Fellow Bees, Hopefully you know where you stand in your meaningful relationships. I can't say I always did.
It's the transactional, day to day, interactions that comprise an even larger part of our lives, time wise, if you are like most.
If we further break that down into one-time happenings and introductory events, and combine that with our ongoing ones, we see that all three give us distinct opportunities to enrich our lives and those of all of the people we meet and/or know.
Aurorasa Sima teaches us what wisdom would eventually teach us if we all lived to a hundred.
Think of Project Phoenix and her other programs as your opportunity to experience 'back to the future' on an emotional journey. Fix what was broken, and prevent future damage all the while lifting those around us!
BE n p INTO, beBee20/10/2016 #3 Michele Williams@Aurorasa Sima, this is a must listen testimonial podcast not just for beBee but also for the power of human connection for well-being and business. Aurorasa, I think you would also enjoy work by the center for positive organizational scholarship at The University of Michigan.
- Producer18/10/201623 Tips para tener más seguidores en PinterestLos 23 consejos que deberías seguir para incrementar tu número de seguidores en PinterestSi has llegado hasta este post es porque seguro que te gusta esa red social tanto como a nosotros. Y claro, como todo hijo de vecino seguro que quieres...
- Producer29/08/2016What's the 'craic': my conversation with Pascal DerrienShortly after the beBee interview series began, I was asked if there were any bees I particularly wanted to learn more about. There were and right at the top of my list was a fellow from Ireland by the name of Pascal Derrien. He seemed a complex...
Comments29/09/2016 #50 Lisa GallagherVery honest and detailed interview @Don Kerr. Learned a lot more about you @Pascal Derrien. I love your approach on life and the fact that you are a very diverse individual. Don, I had a good laugh when you said to Pascal, "Not sure what you smoke," Priceless and it helps to lighten things up for the person answering the questions. Pascal, you wear many hats without bragging rights and I admire you!26/09/2016 #49 Aaron SkogenGreat interview @Don Kerr, enjoyed it. @Pascal Derrien, I enjoyed learning just a bit more about you. I loved driving in Ireland by the way, and since we didn't have a plan from one day to the next, we never stopped to ask for directions. Our only intent was to "get lost" for a few weeks.22/09/2016 #46 Sara Jacobovici@Pascal Derrien, a pleasure to read your interview. My favorite line has to be, "Not sure what you smoke but it seems whatever it is it is making you very perceptive." (Noticed Javier #40 made reference to this.) On a more serious note, however, I appreciate when you said, "I am refusing point blank to be a victim but would also not allow others to be victimized. Not sure I am making sense but it is kind of clear in mind." Because it is clear in your mind, it definitely makes sense! All the power to you for making all the rights choices along the way. Wishing you continued strength and clarity.22/09/2016 #45 Sara JacoboviciGreat interview @Don Kerr. My favorite line has to be, "So if I understand you're sort of a cross between Sid Vicious and Ban Ki-Moon with a healthy dose of Bill Gates and Chris Froome tossed into the mix?" And according to Pascal, you got it! Being a Canuck and not a Yank reminded me of the story of how Canada spells its name. Story goes that there was a misunderstanding when the name was first recorded. The person who spelled the name out loud actually was saying, C, eh? N, eh? D, eh?30/08/2016 #40 Javier beBeeI fully agree with your thoughts, LI basically is dominated by US content. beBee encourage a more global view including insights worldwide. You are not smoking dope :-) . We will be adding translator tools in order to enjoy all the content as soon as possible. CC @Juan Imaz @Matt Sweetwood29/08/2016 #35 Laura MikolaitisGreat interview with @Pascal Derrien - thanks for sharing this Don @Don Kerr. It's so nice to learn more about you Pascal and find out a bit more about what makes you tick. I'm loving the series of interviews that are happening here - such great windows into the hearts and souls of so many talented and bright individuals.
- Producer21/09/2016The person or the persona? A revealing portrait of Aurorasa Sima - the person.Don Kerr: First, on my part, a confession. As a writer, a sometimes interviewer, and someone always interested in exploring the space that lies between the mask we present in public and the real person, I am attracted to the individual who, on...
Comments04/11/2016 #111 Paul Walters@Don Kerr Thanks for an insightful and altogether readable interview. @Aurorasa Sima stops by my posts from time to time and I must admit to visiting her profile. Now I know so much more about her...Hopefully one day our paths will cross as it would be an altogether entertaining meeting!04/11/2016 #107 Don Kerr#106 Whom should I put the target on @Wayne Yoshida? Recommendations. The last chap I approached declined for excellent reasons and frankly I took a break while getting the book ready to publish. However, am back in the saddle now if you have recos for willing victims!
- 01/09/2016Below are six powerful phrases you can use to have more productive negotiations and close big ticket deals.6 Powerful, Non-Sleazy Phrases to Use in a Negotiationblog.hubspot.com These six phrases can change the course of an entire...
- Producer28/08/2016#CHECK-IN Dr Margaret Aranda's NewBeeZ: Be a beBee Producer / by Dr Margaret Aranda / So I'm bringing in new bees to flourish even more, and I'm leaving this post to help them more and more. I learned the ropes by going here and there, and know I could have used this kind of help. I started from the...
Comments02/09/2016 #32 Paul "Pablo" CroubalianMy web-app-with-no-name doesn't do much in the way of Twitter analytics. Twitter does that well enough on their own. My app is more of a super-scheduler with the ability to include supportive tweets between members and to build "click-to-tweet"links with images.
To access Twitter Analytics: Click on your profile picture on the far top right. Select "Analytics" from the drop down. The analytics page has 5 tabs, Home, Tweets, Audiences, Events, and More. There's plenty of info there.02/09/2016 #31 Margaret Aranda, MD, PhD#30 @Franci Eugenia Hoffman, I'm Tweeting you left and right, as well as others too. Am sure that this will increase your Twitter profile, and highly recommend a Twitter App that does auto statistics. @Paul "Pablo" Croubalian has one ~ Paul, could you please tell us details?31/08/2016 #29 Margaret Aranda, MD, PhD#25 Thank you so much, @Michael D. Davis, and I'll add that you are right ~ I have never done any synthetic 'marketing ploy' but for the Twitter Challenge I'm now in ~ referenced in this article. Explanation for why I have so many hits: I've been bedridden with a traumatic brain injury and dysautonomia for 10 years. Started with (1) a random car accident: https://www.bebee.com/producer/@margaret-aranda/the-car-accident-that-started-it-all and (2) here's why: https://www.bebee.com/producer/@margaret-aranda/distracted-driving-derails-an-innocent-doctor. I do my best to keep Positive & writing has been a fantastic outlet for me to increase awareness of many things. I am focusing on Caregiving presently, as many of us care for both our aging parents and children. Thank you so much for Stirring us Along, Michael ~ YOU ROCK!31/08/2016 #28 Margaret Aranda, MD, PhD#24 Encouraging all to Google their own names at least once every 3 months. Perfect Cool! And thank you for keeping us On Target (love "Three Ways to Google Yourself" ~I smell Honey!): Goole of my name, Dr Margaret Aranda:
(1) Google just "Dr Margaret Aranda": 49 of the first 59 entries are mine. (I feel embarrassed) (413K hits in 0.35 sec, just to document)
(2) Google #DrMargaretAranda: uhmmm. I guess no one has my name. Top 88 all mine (almost 9 pages)(101K hits in 0.53 sec)
(3) #25 Not sure - Google my blog? "Perseverance" puts me out somewhere after the top 50.
Great exercise, @Michael D. Davis & appreciate your very kind words and deeds here. You've put in tons of effort & I appreciate it!
~ 🎀mags (my beBee nickname)29/08/2016 #24 Michael D. DavisI believe this is what you were requesting @Margaret Aranda, MD, PhD
A Google search for our name, which I actually did three ways just for fun.
First using my name alone; Michael D. Davis: 6 out of the 10 listings on the first page are for me, including the number one position
Second I used a hashtag and my name; #michaelddavis: 8 out of 10 listings on the first page are for me, once again including the number one position
Third I used a hashtag in front of my universal blog moniker; thedailychalkboard: This time I had 7 out of 10 listings on the page, and once again was in the topmost position.
I have worked hard to reach this position in search results, but not by applying special SEO stuff or any means other than being persistent and prolific in what I share.
A 75% rating on Google, especially with a common American name like mine, takes time. It doesn't happen over night and it's not going to happen for you if you don't work at it. Producing what people want to read, or see, or hear will be what gets you where you want to bee.29/08/2016 #23 Margaret Aranda, MD, PhD#18 Oh, you are right! I lost my train of Comment Stream! Thank you for being on target! My mistake as my mind just couldn't believe that you once again (like you have done with my sketching, poetry, and picture/poetry.....off to Editor I go! You are the 2nd person to mention that I could possibly become an Editor! My arms just could not reach that long at the time that I read your note. (You are so so kind) ~thank you so much ((Hugs))29/08/2016 #22 Margaret Aranda, MD, PhD#21 Fondest Hellos, Gordon Pye! Oh Welcome to beBee.com! I'll have to introduce you ~ I'll Inbox you so please do check! I can tell, if I daresay that you like Quotes! We have our Quote-Master (I call him) the one and only @Ben Pinto View more#21 Fondest Hellos, Gordon Pye! Oh Welcome to beBee.com! I'll have to introduce you ~ I'll Inbox you so please do check! I can tell, if I daresay that you like Quotes! We have our Quote-Master (I call him) the one and only @Ben Pinto who has Hive: Quotes - you will love that! And should you discover others' making up their own Quotes, we also have a Hive for Quotes by Actual beez, too! Automotive Engineer hmmm. So you may like to know that for my 30 year old birthday, I bought a 1990 Mustang GT Convertible, 5.0L Silver Anniversary Edition. She hummed! Close
- Producer28/08/2016So you want to produce a little Honey?There are those on beBee who are so adept at blogging and publishing that this little instructional post may seem a little elementary. But there are many Bees out there who have never written a long post or even a wordy Buzz and this post is...
Comments31/08/2016 #36 Margaret Aranda, MD, PhD#29 @Pamela L. Williams: I mentioned it below but it didn't get noticed...we both wrote on this same topic on the same day! Perhaps, @debasish majumder, boxes of bees were dropped off at two different places on the same day! I wonder how often this happens - and our two articles really don't have overlap - that is statistically significant. So interesting...#22 #26 #25 #23 https://www.bebee.com/producer/@margaret-aranda/sharp-check-in-dr-margaret-aranda-s-newbeez-be-a-bebee-producer31/08/2016 #32 Pamela L. Williams#26 I read about the honey production in India. It does have a very beneficial side; bee populations are growing. If you have heard about Colony Collapse Disorder then you know that most of the world is seeing declines in bee populations. India could become the bee/honey capital of the world :-)30/08/2016 #26 debasish majumderyour lovely insight instigate to ponder an alarming issue being prominent in my country, India, where bees are being dispensed from one region to other region in boxes where they can introduce the business of honey and make sizable profit, keeping the peoples economy at stake who are traditionally engaged in honey exporting business. besides, shifting of honey business by transporting bees are directly affecting the overall agricultural economy of the concern place, as the cross pollination and pollination by bees will be inevitably affect the other agricultural produces. so, i guess, being intoducing by number of do's and don'ts will intimidate the new bees to produce buzzes.
Comments13/09/2016 #4 Ben Pinto@Paul Walters, I like iBallet very much. "I love beer" is very creative, I agree. Black Cat, too. You missed on Mouse University, though. YA!OO is really great when you see it, but when you realize that people will type it that way, you see the inherent problems: YA!OO. I used the same technique on the Pin logo for the hive: https://www.bebee.com/group/pinto12/09/2016 #2 Ben Pinto#1 Hi @Margaret Aranda, MD, PhD, I created this honey on my iPhone and that is why the resolution is bad. The images had been saved there, too.
As far as doing a buzz in your interest fields, I am sure that I will, but I would like to think that the majority of my buzzes are for all people including women, women entrepreneurs, parents, those handicapped through mental illness and invisible illneses. You are first in line and of course...
There will be TAGS for the MAGS.05/09/2016 #1 Margaret Aranda, MD, PhDThese are cool Logos. The resolution on some doesn't look too great - perhaps a reflection of putting the image at 100%? Can you please do a Buzz for Women? Women Entrepreneurs? Positive Parenting? Mental Health? Invisible Illnesses? I'd like to put in an Order while there's no line as of yet lol. HaHaHa. Just do one, seriously dear & Tag me please! Can't wait!
- Producer24/08/2016After a break ... New ambassadors , and some beBee newsHi bees !we are hungry of having new ambassadors, so here you are a list of new ambassadors. We love them all. Thanks for pollinating the world ! *** New ambassadors *** Augusto Santos, Brazil https://www.bebee.com/@augustoverdeAli Anani,...
Comments15/11/2016 #209 Tifany Rodio#205 Obrigada por sua dedicação e comprometimento como embaixadora @Cristiane Bittencourt Spinelli 🐝 Espero que seja só um "até logo!". As portas do beBee sempre estarão abertas para você 😃 Boa sorte em sua trajetória e continuamos contando com você por aqui, mesmo que esporadicamente! Um grande abraço!11/11/2016 #206 Franciane Nunes Paciência Torres@Cristiane Bittencourt Spinelli, você, enquanto embaixadora, representou muito bem o beBee e continuará representando muito bem o nosso Brasil. Obrigada por ter feito parte do time de embaixadores brasileiros, foi uma grande honra em ter sua companhia. Se deixas nosso time é por um motivo muito forte e totalmente compreensível. Mas o que realmente importa agora é que continuaremos a ter você aqui conosco, continuando a nos encher de alegria e inspiração com suas postagens. Lhe desejo muito mais sucesso na sua agitada caminhada profissional. Beijos, Cris!!11/11/2016 #205 Cristiane Bittencourt Spinelli@Marcos Vinicius Fernandes Ferreira @Tifany Rodio e toda equipe meu muito obrigada. Obrigada pelo incentivo desde o início, o apoio, o reconhecimento a cada producer desenvolvido...vocês são demais e fazem a diferença no beBee.
@Franciane Nunes Paciência Torres @Augusto Santos e todos os embaixadores, muiiiito obrigada e torço também pelo sucesso de todos. Infelizmente, não estou conseguindo acompanhar os artigos, mas sei que vocês arrasam e vocês representam muito bem o nosso Brasil.
Gratidão a todos e não me interpretem mal, por favor. Procurei ser justa e verdadeira com o Programa de Embaixadores. Esse é o meu comprometimento.
Sucesso. Gratidão!11/11/2016 #203 Cristiane Bittencourt Spinelli#199 @Javier beBee me desculpe qualquer coisa. Eu realmente AMO o beBee, mas ultimamente estou muito ausente e não conseguindo produzir como eu gostaria e atender corretamente o programa. Estou em uma fase agitada profissionalmente e, gostaria de me dedicar mais, mas não estou conseguindo. Vou continuar como usuária e, sempre que possível trarei novidades, bem como o meu blog de viagens Ser Viajando que vai continuar aqui e promete ser sucesso. Torço de verdade pelo sucesso do beBee e, procurei ser sincera com essa equipe tão encantadora e com a credibilidade do programa de embaixadores. Você é incrível! :-)11/11/2016 #202 Augusto Santos#201 😮 Que surpresa! É uma grande pena mesmo, @Cristiane Bittencourt Spinelli sempre foi um exemplo de abelha, mas eu fico feliz que continue conosco aqui do beBee, sempre produzindo um ótimo mel de alta qualidade. Desejo muito sucesso e realizações em sua carreira Cristiane! Tenha certeza de que somos muito gratos, tanto eu quanto @Franciane Nunes Paciência Torres e @Denise Da Vinha Ricieri , por sua companhia aqui como Embaixadora.😄11/11/2016 #201 AnonymousRealmente é um pena... sentiremos falta da @Cristiane Bittencourt Spinelli como embaixadora... Mesmo assim ficamos felizes em saber que continuará aqui no beBee, sendo uma de nossas abelhas mais queridas, e fazendo buzzes relevantes na medido do possível... Muita sorte e sucesso nos seus projetos pessoais! 😉 CC @Franciane Nunes Paciência Torres Paciência Torres, @Augusto Santos02/09/2016 #192 Margaret Aranda, MD, PhD#184 I know it's been so busy but I wanted to thank you specially for giving us the slideshow of your greatest moments. I know the formatting was a problem on download - and glad you fixed it. I just want you to know that this bee didn't let that escape her memory ;).
- Producer15/08/2016Killer Question: "How much does it cost?"What are you worth?Today a friend/acquaintance asked me for advice regarding her pricing. She just started to offer training and a prospect has complained about her price. Yes, it happens. Even to great salespeople who attempt to build a connection...
Comments16/08/2016 #24 Harvey Lloyd#21 25 years of construction in both commercial and industrial. Today I own a small school for special education students. Much lower sales effort required. In construction I sat in many lobbies waiting to sell. I was fortunate with a supplier salesman that we tag teamed sales. Whiteboard:) how about portfolio and brochures is all we had, and it seemed a lot easier.
I am fascinated by the whole coaching/training scene. Many of the posts deal with what I term to be fundamental issues. In other words things that in my boomer life were family taught. You better have empathy, respect others and many other aspects or the seat at the table hurt your hind parts. My daughter calls me Ward Clever of the 60's era Leave It Beaver show.
The skills I had to learn were Active Listening and taking negative positions and turning them into opportunities, it took a while. The vision is all that matters. If we are not going to talk about that then I had rather be at home playing with my Grand Children. I don't do fodder.
Good luck with the coaching, from what I see you will do well as there is a target rich environment.16/08/2016 #22 Phil Friedman#13 @Kevin Pashuk - I agree that selling one's services (or good) on price is a mistake. But I simply cannot give credibility to the view that one can simply set pricing by standing on a rock and proclaiming "THIS IS WHAT I'M worth!" And to anyone (not saying you do) who thinks they can set a price five times average market or double high market pricing, I say call me in a year, after your bankruptcy case is finished. Value Is what the market will bear, but what the market will bear depends on a number of complex factors. Obviously, it is a mistake to underprice for fear of losing an order or contract, but it is, in my experience, equally foolish to think that there are no externally imposed limits on pricing. Clients and buyers will pay a premium if they trust and value what you have to offer, but there is a ceiling, albeit idiosyncratic, on what that premium ultimately gets to be. BTW, @Dean Owen and @Aurorasa Sima, the luxury market and its handmaiden conspicuous consumption, cannot be used as a yardstick, because in that niche, how much one pays IS often perceived as contributing value, and so the more common relationship between price and actual value is totally distorted. For example, for a couple thousand dollars, I can custom fabricate as fine a briefcase as you would ever want, as anyone would want. But for conspicuous consumers, that price would not be high enough. And they would prefer to pay $10K for that same bag, provided it had a label that announced that they had paid that and, moreover, that they could, and many others couldn't. Cheers!16/08/2016 #21 Aurorasa Sima#20 Sounds like you were most often the one helping to create the vision - not the list fodder when the RFP went out. Good for you! I changed sides. With Mike Bosworth Leadership I offer Sales Training (I am a trainee only) and my other "part-time" job is a Coaching Biz (Emotional Intelligence, Empowerment). What are you selling?16/08/2016 #20 Harvey Lloyd#19 There is risk using the scale and I experienced that risk several times. But I got immediate resolution to whether the deal was going to be win-win. I typically found that when customers were confronted with the cost vs quality and they were choosing for me, their values changed. They became personal. This would usually open the door for trust to happen. I only want to sell what you need no more and no less. You pick. This also took away the choice usually attributed to seeking vendors and the "How am I going to get cheated" syndrome. Now they got to choose how and by how much they would cheat themselves. I still dabble in the area but to some degree am glad I don't have those pressures anymore. I still find selling one of the most gratifying parts of business. Today though the pressure is on.16/08/2016 #19 Aurorasa Sima#18 I love how you put that, Harvey. And in the day that IS sales. I would not pay an expensive sales person just to give out quotes. What I did (it´s a few years back when whiteboards were a thing) ... I once printed a triangle, wrote "cheap" "fast" "good" at the ends and said: Choose 2. Any combination. ... I was shivering inside, what if they say "fast and cheap" ... but I was lucky.16/08/2016 #18 Harvey Lloyd@Aurorasa Sima price is really an affirmation of "I don't understand the value of your service." In my sales and marketing days I always loved the folks who asked for free advice. They presented opportunities for educating them on the importance of the services we offered. Discernment was needed in determining the ones that you saw opportunity within. I have found that years of experience can not give away a trade secret of success to another over coffee. Although I may not see the value in your service it is possible that you could show me what I am missing. Price, as is quality, schedule and trust are all parts of a sales equation, let me in one of the doors and I can sell the rest. If you draw two lines on a piece of paper parallel to each other, label the top quality and the bottom cost, scale each line 0-10, you now have a scale in which you can market your services. A cost of 5 and a quality of 7 is unsustainable as is the cost at 7 and quality at 5 (Lose-Win or Win-Lose, respectively). Each customer has to see the quality vs cost analysis in a balanced fashion. I have used these parallel lines to express good, better, best. I always liked selling the good. In the end, after trust is developed, upgrades and add-ons were inevitable.16/08/2016 #17 Aurorasa Sima#16 Glad to hear you are not impacted personally, even though your buddy got hit, sadly. Ewh...taking commission from a salesperson is not only nasty but also not very clever. Could be that it´s a possibility to gain clients - could be the others are able to realize saving potential and synergies following the acquisition.16/08/2016 #16 Randy KehoNo implications for me. However, I found out about the acquisition from a buddy who's company had already been swallowed by the one who just bought its competitor. His commissions were slashed in half after the acquisition, but he's got too many years service to look elsewhere. I spoke to my former general manager, who's retiring in three weeks, and he thinks it's an opportunity for the company to gain customers who don't want to use the new owners. I guess you can be optimistic when you're about to retire. #1116/08/2016 #15 Aurorasa Sima#13 Spot on, @Kevin Pashuk. People buy from people that they trust and that they feel an emotional connection with. There is no doubt in my mind that you had great success with this. And I agree. Once you positioned yourself as the "cheap" vendor coming back is hard.16/08/2016 #13 Kevin PashukA little late joining this excellent discussion @Aurorasa Sima... I did spend several years as a consultant and had to learn about selling value over selling on price. I couldn't just set a premium price and hope that people would pay. I also couldn't comp or reduce my rate too much or I set myself up for a poor relationship in the future. To make a long story short, I learned to use story telling. I could describe the problem. I could describe the customer's expectation of what success looked like. I could describe the steps necessary to get there. And the closing...? "Can you believe we can accomplish all of this for only $X???"16/08/2016 #12 Aurorasa Sima#7 Sorry to hear about the layoffs. Only 1 week notice sounds terrible.
If companies cannibalize themselves and their business model is underbidding, it´s not sustainable.
I get that it´s easier said than done, @Randy Keho View more#7 Sorry to hear about the layoffs. Only 1 week notice sounds terrible.
If companies cannibalize themselves and their business model is underbidding, it´s not sustainable.
I get that it´s easier said than done, @Randy Keho. I´ve been in Sales half of my life. Close
- 19/08/2016I also created a site like @Paul "Pablo" Croubalian's where people could PIN TO REST anything they wanted. The site is called Pin.Paul's Reading ListPaul's Reading List This is where I will post things that I want to hold for later reading, and for later re-reading or later reference, or JUST BECAUSE I REALLY LIKE THEM!!! It's my bookmark hive if you