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Friday, 14-Sep-2012 05:02 Email | Share | | Bookmark
Eight Sources of Power in a Sales Negotiation

Eight Sources of Power in a Sales Negotiation
This perception of power affects the ability of each party to achieve its own goals, and the more negotiating power you have in comparison to that of your buyer, the fewer concessions you'll have to make.
For each party in a negotiation, there are eight sources of power. These are need, options, time, relationships, investment, credibility, knowledge, and skills. To remember the eight sources of power just remember the acronym NO TRICKS.
N stands for need. The essential question here is: who needs this sale more, the buyer or the Seller? The more intense the buyer's need, the more power the Seller has. The more intense your need to make the sale, the more power your buyer will have.
The "O" in no tricks stands for options. What are the options for each party if an agreement is not reached?
A buyer who believes that your product or service is unique has no other options. Your other options consist of the other sales opportunities you have waiting in the wings. The more options you have, and the fewer acceptable options your buyer has, the greater your negotiating power.
T stands for time, which refers to any impending events that place a deadline on either the buyer or the seller. If the buyer is under time pressure, it usually gives the salesperson negotiating strength.
In commercial real estate, for example, the expiration of an old lease may put time pressure on the tenant to find new office space. The time factor also affects many other purchases related to the move, such as hiring a contractor, selecting office furnishings and business equipment, and so on. A deadline creates time pressure and limits the buyer's opportunity to shop around.
If you are feeling time pressure, perhaps to close the sale by the end of a quota period, your buyer will have time power. Several years ago, I had the opportunity to win my company's annual incentive vacation - a trip to Bermuda. On the last day of the year, I needed a $2,000 sale to achieve my annual quota of $3 million. Needless to say, I felt time pressure! I made hefty concessions that day, but I won the trip.
"R" in NO TRICKS stands for relationship power. How strong is your relationship with your prospect? If you have a high quantity of high quality relationships with your customer you have relation-ship power. But some customers may not allow you to develop these relationships. They may tell you that you can only talk to purchasing. Obviously, in such a situation, you'll have a hard time developing relationship power.
"I" in NO TRICKS stands for investment. How much time andenergy has been invested in the buying process? The moreeffort someone invests, the more committed he or she will beto reaching an agreement. The more energy your buyer putsinto a buying process, the more negotiating power you'll have. Conversely, the buyer's power of investment is enhanced when you've put a lot of time and energy into a prospective sale. If you put 20 hours into preparing a proposal, you'll have a hard time walking away from the deal.
"C" stands for credibility. office sold a portable dictating machine directly to President Carter in the Oval Office. Subsequent photographs of the president showed his dictating machine on his desk. Having the president as a customer enhanced Lanier's credibility. If President Carter had chosen to use his credibility power to get a better price, he certainly could have done so. However, the president had a few other things on his mind than the three hundred dollar purchase price.
"K" in no tricks stands for knowledge. Knowledge is power. You have knowledge power when you thoroughly understand your customers' problems and needs and can foresee how the products or services you are offering will help them achieve those needs.
Conversely, if your customers know as much as you do, or perhaps more, about the application of a particular sales solution, they're less reliant on you. A few years ago, IBM reorganized its sales forced to emphasize industry-specific expertise so that their sales- people would become more knowledgeable about their customers' businesses. IBM has 14 industry sales teams dedicated to areas such as healthcare, travel, and financial services. IBM recognizes that salespeople are not adding value to the buy-sell relationship unless they know more than the buyers do.
Finally rayban wayfarer, the "S" in NO TRICKS stands for skill. Who is the most skillful negotiator?
Buyers are making more buying decisions today, and are getting better at it. Many buyers have attended seminars to improve their negotiating skills, which means they're gaining more skill power. Today, you must constantly improve your skills, just to keep up.
How to Get More Negotiating Power
N - power. For more Need power, uncover more important needs. Think of a prospect you're currently working with, and the problem they have that you can solve. If your prospect decides to do nothing, how much will it cost them? If the cost is significant, you have Need power. If it isn't, you don't. And if you don't know what it will cost them, you didn't uncover a need. Can you get back in there and find out the answer?
For more Options power, you want to influence your prospect's buying criteria early in a sales process. Strive to make the strengths of your offering important to your buyer before the "shopping" phase.
Find out if Time is a factor in the negotiation.
For more Investment power, get your prospect more involved in the decision-making process. Instead of giving them a brochure of your product, take them to one of your installations and show it to them in action. The more energy your prospect invests, the more committed they'll be to reaching a decision - and the more investment power you'll have.
For more credibility power, get testimonial letters from your biggest customers. Ask your best customers what they have found unique about your product and the results they've achieved. You might be surprised with what they tell you!
For more knowledge power, ask more questions throughout the sales process so you learn more about your customers' needs. To test the validity of the information, have more than one source of information from inside your customer's business. Then, if a purchasing agent tries to pull the wool over your eyes with misinformation, you'll be ready.
For more skill power, become a student of negotiations. Ask the best negotiator you know how he or she does it. Buy a book or tape program. Attend a seminar. You too can be a great negotiator, but it won't happen by accident. Clients include BellSouth, IKON, Siebel Systems, as well as many smaller, aggressive growth companies.


Thursday, 6-Sep-2012 00:51 Email | Share | | Bookmark
Audio Enhancement for Aging Media

Audio Enhancement for Aging Media
Technology is taking us to new places with audio. During lectures, conferences, speeches, press gatherings and other types of speaking engagements, the speaker commonly uses complex audio equipment and teams for direct audio enhancement. Meaning the equipment that is setup at the event provides the cleanest audio both for presentation and for recording.
This extra effort on the front end minimizes the work that audio experts and professionals have to do when packaging recorded audio to other media format for distribution or syndication among news studios, DVD products, etc.
It wasn long ago that speakers did not have the benefit of the high quality audio enhancement techniques we use now during presentations and recordings. Before amplification of audio and recording devices was mainstream, public speakers and those giving lectures had to rely on careful annunciation and voice projection to ensure that everyone in attendance could hear them clearly.
Even with careful annunciation and training in giving speeches, the resulting recordings were limited by the low quality audio technology of the time. Even with improvement in microphones and recording technology cheap ray ban, the audio was still recorded to magnetic tape.
Beyond the professional sphere, personal recordings such as audio letters and diaries recorded to analog media can suffer the effect of time. Important events in family histories can be lost without audio enhancement. Unfortunately, things like atmosphere, sun exposure, gases, dust and humidity can have a toll on tape media that make it virtually impossible to recover even with audio enhancement.
It is important to note here that audio enhancement is not a magic button ray ban aviator, or instant fix for damaged and/or aging audio recordings. Audio engineers can tackle minor artifact, poor volume in audio and segregation of some noises but it cannot repair badly damaged tape.
To counter this issue, some companies rely on oral history transcription and other forms of professional transcription once enhancement is complete. These transcripts can provide a written account of the recorded dialogue. For important audio, this is an effective way to review the audio on older tape without submitting that older tape to continued replays that could severe the media and cause additional damage.
Common Problems Requiring Audio Enhancement
Older media such as reel-to-reels once allowed for recording at different speeds. It wasn uncommon to get an important recording that wound up being recorded at the wrong speed due to mechanical issues and tape deck malfunctions at the time of the recording. Audio engineering makes it easy to adjust the playback speed of media when moving it to a digital recording. This keeps the master intact while providing you with a modern format for playback and review.
Beyond playback speeds, audio enhancement can tone down or remove things like buzzing, hissing, humming, electrical interference, ambient sounds (car horns, motor noise, traffic, nature sounds) and variable tones that interfere with hearing and understanding the spoken dialogue of a recording.
Don give up on old reel to reel recordings, especially if the data is something important to you. Audio enhancement and oral history transcription can breathe new life into your old audio formats.
Textphonic Communications Inc. provides audio enhancement and forensic transcription services. We are also a transcription and translation company specializing in English and Spanish.


Saturday, 11-Aug-2012 03:55 Email | Share | | Bookmark
All About The Ray Ban Company

all about the ray ban company
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You are not swinging Liberal voter - just the Liberals swung pretty far from what they used to be. They replaced no-noncence human basics with demands of the day and big money lobbying. They got what they deserved. Really important question now is - are they able to come back to the base or need to be scrapped and built anew? But this will be a topic for other day.
So long as I in former years went on the gay assumption that every girl's character was on the surface, and I made no effort to probe deeper, I was the confidant, the friend, of many a fine woman. They all smiled at my douce sobriety, but in the end they preferred it to the gaudy recklessness of more handsome men.


Friday, 3-Aug-2012 05:50 Email | Share | | Bookmark
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In 2005, a California Court of Appeal stated that employers are allowed to increase their employees pay in place of providing travel reimbursements as long as there is a mutual agreement between the employer and employee. However, many employees still argue that they should receive overtime pay or reimbursement for travel.
His other trait as the 'cheeky Scouser' came from some spectacularly tall stories that he shared with the other housemates. Though he later emerged as the most popular housemate with the viewers, this was not the case with the other contestants, who frequently nominated Craig for eviction, forcing Craig to face a public vote on several consecutive weeks.
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Monday, 30-Jul-2012 06:23 Email | Share | | Bookmark
Interview with Olivier Masurel

interview with olivier masurel
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