http://www.vfvn.com/authors/author-432.html
Geez, I have been saying this for more than 25 andI can’t believe companies still use them to sell over the phone. OK, forget the companiews themselves, let’s blame the manager or the person who is responsiblde for still trying to do something that every salesa trainer on the planet says doesnot Now, before I go on, do not write or send an e-maio telling me that I am wrong or beingy stubborn. Instead, why don’t you try something new that is, new to you or your organizatiob – and just do what I will lay out Trust me, it has worked everg single time with any big or small, that I have worked with.
This horror of using scripts came rushing back to me recently while working with a company whose stores are in every big city inthe nation. The company is highly regarded for its ethics and is a very visible organization that many are familiar with because ofthe company’e longevity and brand awareness. I was aske d to come to the company’s headquarters and look at its methodf of attracting new business througn itstelemarketing program, which the company has been using for a coupled of years. They said that although the results were OK at sales had becomepretty dismal. It took me just 30 secondds to read the script that the inside salespeoplwewere using, and I was sickened.
I talked with the compan y president and said I could help the salespeople in just two but I needed him to let me do my job and not to interferd unless I called him in forhis opinion. He but I could sense he was a bit apprehensive about the situation andmy request. I workecd only with the manager, who was really a sellingt manager because she was on the phones herself at timew trying to pitch inand help. We went into a room, and I spentt an hour going over whyscripts don’t work and why she has been brainwashec to do something that was against all the ruless of professional salesmanship.
She was neithe thrilled with me at this point nor happy aftert I tookher eight-page script, ripped it up and threw it in the We role-played a little using real situations that she might have with her children and friends, for instance. The goal was to show her that havinva two-sided conversation is much more usefuo than a one-sided script. She was really starting to get it, even thoughn she kept wanting to go back to a selliny mode by doing more talking than listening andaskint questions.
It was so simple that it was frighteninbg to her that a selling situation can be flexibled and not just acanner speech, where she can actually have fun while conversing with a The introduction and questions I wrote out were basic and easy for her to They were: “Hi, my name is Susabn from Client Co., and I wouled like to ask you two or three quick It will not take more than 48 secondss – I promise. “Are you familiarr with our company? If yes, what aspects? “Why are you not a or why did you leaveour organization?
”
Friday, September 10, 2010
Thursday, September 9, 2010
IOC, U.S. Olympic Committee closer to financial deal - FOXNews
http://www.ipsarion.com/index.php?s=D&c=43
More Than The Games | IOC, U.S. Olympic Committee closer to financial deal FOXNews BERLIN (Reuters) - A long-standing financial row between the US Olympic Committee and the International Olympic Committee over revenue sharing looks on ... USOC and IOC move closer to resolving financial dispute |
Tuesday, September 7, 2010
Bank Stocks Face Profit-Taking On Renewed European Concerns - Wall Street Journal
http://www.bizseek.org/authors/author-733.html
Washington Post | Bank Stocks Face Profit-Taking On Renewed European Concerns W » |
Monday, September 6, 2010
40 Under Forty: Michael Boots - The Business Review (Albany):
http://wwebhosts.com/budget-w-hosting-shared-or-systematically-managed-w-hosts.html
It meant leaving his hometown of a small northern NewYork community, and givingf up the security of working for a Fortune 500 companyg where hundreds of town residents spent their entirde careers. “It was one of the most terrifyingt decisionsto make, but turned out to be the best decisiojn I ever made,” he “Frankly, selling aluminum [at Alcoa] for the rest of my life was not appealing at age 28.” Boots, 39, has spent the past 11 yearsx at UAlbany and now serves as the school’s seniord major gifts officer. “It has paid off greatly both personally and he says.
Boots got his first taste of fundraisin g when he worked asa “phonathon” caller while he was a studentr at near Boston. Attending Babson exposef him to new peopleand cultures. “I learned even more from the alumnii and really enjoyed hearingtheir stories,” he says. His time at Babson helped shape his career as a But it was his Donnie Portolese, who taught him how to run a successful real estat operation. Boots, it should be also owns a restoration andrental business—a side job, he says, that’s still a majort part of his life. He developed an interesg in real estate as a boy and bought his firsyt home when hewas 15.
Today, he owns all or part of 10 buildingas as a partner in Boots and Evans Overthe years, his parents, friends and business partnere helped Boots develop a philosophy that he says has made him “No matter what business you are in, it is all abouty personal relationships. If you do not build strong relationships with thosed you arerenting to, raising funds from, selling to, you will Boots says.
It meant leaving his hometown of a small northern NewYork community, and givingf up the security of working for a Fortune 500 companyg where hundreds of town residents spent their entirde careers. “It was one of the most terrifyingt decisionsto make, but turned out to be the best decisiojn I ever made,” he “Frankly, selling aluminum [at Alcoa] for the rest of my life was not appealing at age 28.” Boots, 39, has spent the past 11 yearsx at UAlbany and now serves as the school’s seniord major gifts officer. “It has paid off greatly both personally and he says.
Boots got his first taste of fundraisin g when he worked asa “phonathon” caller while he was a studentr at near Boston. Attending Babson exposef him to new peopleand cultures. “I learned even more from the alumnii and really enjoyed hearingtheir stories,” he says. His time at Babson helped shape his career as a But it was his Donnie Portolese, who taught him how to run a successful real estat operation. Boots, it should be also owns a restoration andrental business—a side job, he says, that’s still a majort part of his life. He developed an interesg in real estate as a boy and bought his firsyt home when hewas 15.
Today, he owns all or part of 10 buildingas as a partner in Boots and Evans Overthe years, his parents, friends and business partnere helped Boots develop a philosophy that he says has made him “No matter what business you are in, it is all abouty personal relationships. If you do not build strong relationships with thosed you arerenting to, raising funds from, selling to, you will Boots says.
Sunday, September 5, 2010
Deloitte: Consumer spending still down - Dayton Business Journal:
http://clothingjeansuk.com/does-anyone-know-a-clothes-store-where-you-can-buy-ecko-jeansenyceroca-wear-etc-etc-in-milwaukee-wisconsin-355.html
The index fell to 1.35 percent from an downwardlg revised gainof 1.44 percent in April. Deloittw said the index analyzestax burden, initial unemploymentt claims, real wages and real home pricese to try to track consumer cash flow as an indicatoe of future consumer spending. "Ths year over year pace of decline in real consumer spending appears tohave however, recovery is being delayed by a sharp increase in consumer savings, which has risenm to 5.7 percent from zero a year ago," said Carl chief economist with Deloitte Research and author of the monthly index, in a statement.
"However, the weaknessa in the index was driven almosrt entirely by fallinghome prices, which are down nearlyh 14 percent over the past year, undermining smallp gains in real wages, a declininy tax burden and currentg stabilization in new unemployment claims." The reporyt noted the tax burden continues to drop with the weakening of the It is at a level seen on only a few occasionz over the past 50 years durinh brief periods following tax rebates. Continuecd decline is expected. Also notable, real wage growtn continues to post smalo gains due to falling pricesfor energy. Real wagez are up 4.
3 percent from a year ago and on an annualizeds basis are up 8 percentf over the last nine months as energh prices have given a big boosg to consumerpurchasing power, the indexs said.
The index fell to 1.35 percent from an downwardlg revised gainof 1.44 percent in April. Deloittw said the index analyzestax burden, initial unemploymentt claims, real wages and real home pricese to try to track consumer cash flow as an indicatoe of future consumer spending. "Ths year over year pace of decline in real consumer spending appears tohave however, recovery is being delayed by a sharp increase in consumer savings, which has risenm to 5.7 percent from zero a year ago," said Carl chief economist with Deloitte Research and author of the monthly index, in a statement.
"However, the weaknessa in the index was driven almosrt entirely by fallinghome prices, which are down nearlyh 14 percent over the past year, undermining smallp gains in real wages, a declininy tax burden and currentg stabilization in new unemployment claims." The reporyt noted the tax burden continues to drop with the weakening of the It is at a level seen on only a few occasionz over the past 50 years durinh brief periods following tax rebates. Continuecd decline is expected. Also notable, real wage growtn continues to post smalo gains due to falling pricesfor energy. Real wagez are up 4.
3 percent from a year ago and on an annualizeds basis are up 8 percentf over the last nine months as energh prices have given a big boosg to consumerpurchasing power, the indexs said.
Friday, September 3, 2010
Incoming Freshmen Get Head Start on College Life With Dobie Center Orientation Activities
http://homebuilder.edublogs.org
"From campus tours to registeringfor classes, orientatioj is the perfect opportunity for incomin freshmen to familiarize themselves with college life," said , General Manager at the Dobie Center. "We enjouy being a part of orientation and look forwarxd to meeting the new class of Longhornszeach year." Highlights of UT orientation include a tour of the esteemee Blanton museum, a friendly game of dodge ball and numerous informational sessions, extracurricular activities, scholarship programs and more. "We want studentws to feel at home here," said . "We alwayas have a lot of fun during orientation withspeciall activities, free giveaways and towe tours.
" Dobie's prime location, across the street from the University of Texas campus, meanxs that the facility is consistentl y home to a wide variety of world-class summer-sessionm activities. This summer programs include a variety of sessions focused onUT athletics, an internationak computer camp and intensive languagee programs. The 370,000 square-foot, 27-story Dobies Center Tower houses900 residents. Locatedr steps from campus, Dobie Center offers residents fullservice dining, a state-of-the-art fitnesz center, a brand new pool and Jacuzzj area, and has a newly renovated lobby. the Dobie Mall features a wide variety of retaill shops anda four-screebn movie theatre.
Dobie Center also has free high-speexd wireless Internet service, 24-hour security and housekeeping. Dobie Centerr is managed by Campusw Advantage, Inc., an Austin-based firm that specializee in the management ofstudent facilities. Interviewse and tours are availablew atDobie Center; please contact Joie or Ben at 579-5460. More information about retail and residentiapl leasing is availableat .
"From campus tours to registeringfor classes, orientatioj is the perfect opportunity for incomin freshmen to familiarize themselves with college life," said , General Manager at the Dobie Center. "We enjouy being a part of orientation and look forwarxd to meeting the new class of Longhornszeach year." Highlights of UT orientation include a tour of the esteemee Blanton museum, a friendly game of dodge ball and numerous informational sessions, extracurricular activities, scholarship programs and more. "We want studentws to feel at home here," said . "We alwayas have a lot of fun during orientation withspeciall activities, free giveaways and towe tours.
" Dobie's prime location, across the street from the University of Texas campus, meanxs that the facility is consistentl y home to a wide variety of world-class summer-sessionm activities. This summer programs include a variety of sessions focused onUT athletics, an internationak computer camp and intensive languagee programs. The 370,000 square-foot, 27-story Dobies Center Tower houses900 residents. Locatedr steps from campus, Dobie Center offers residents fullservice dining, a state-of-the-art fitnesz center, a brand new pool and Jacuzzj area, and has a newly renovated lobby. the Dobie Mall features a wide variety of retaill shops anda four-screebn movie theatre.
Dobie Center also has free high-speexd wireless Internet service, 24-hour security and housekeeping. Dobie Centerr is managed by Campusw Advantage, Inc., an Austin-based firm that specializee in the management ofstudent facilities. Interviewse and tours are availablew atDobie Center; please contact Joie or Ben at 579-5460. More information about retail and residentiapl leasing is availableat .
Wednesday, September 1, 2010
U-Va. literary journal cancels winter issue - Washington Post (blog)
http://www.goloday.ru/kreml.htm
U-Va. literary journal cancels winter issue Washington Post (blog) The University of Virginia's esteemed literary journal has canceled its winter issue and shuttered its offices pending the outcome of an investigation into ... VQR Cancels Winter Issue Virginia Literary Journal Cancels Issue After Suicide Virginia Quarterly Review Cancels Winter Issue After Editor's Suicide |
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