REMOVE FEAR OF RISK – Best Sales and Marketing Ideas #46

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 46: REMOVE FEAR OF RISK Many buyers are fearful of the decision you ask them to take. They feel insecure, they lack knowledge, they lack experience, they are conscious of acting for others – what will my boss say? – And all these feelings and more amount to the same thing: they are fearful of failure. They worry about the consequences if the product does not work, does not perform as expected, or any sort of short-fall appears after purchase. The good sales person is aware of this, and sets out to diminish this fear during a sales meeting. But is there more you can do? Idea When Phoebe was six years old… She wanted a kitten. This reminds me of a remark I saw on the internet, attributed to Annabel (also aged six): if you want a guinea pig, start by asking for a pony. Never have I come across a clearer indication of the nature of negotiation: 10 more years and she will be a force to be reckoned with. Sorry, I digress. Imagine that Phoebe’s parents went through the first stage and agreed to her having the kitten. They checked out various sources, and soon found that this difficult...
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ASK FOR REFERRALS – Best Sales and Marketing Ideas #45

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 45: ASK FOR REFERRALS Sometimes we are reluctant to ask for referrals, yet if you recommended to a prospect by someone who already buys from you (and is satisfied), that’s likely to give you a small head start. So why is there a reluctance to ask? Is it embarrassment perhaps, or fear of rejection or failure? It is not likely that an existing and happy customer (obviously don’t ask any dissatisfied ones!) will be angry or upset at your asking. They might see it as inappropriate in some way, but if so they are most likely to decline to politely, not shout at you. Idea Many people do this, but I’ll credit my thinking of it here to the guy who drives me to the airport … Steve runs a taxi company. Actually that description does not his operation a disservice: he runs a “luxury car service”, and specializes in wedding and events, runs to the airport and longer journeys.  He charges just a little bit more than the Mondeo cowboys who frequent the various taxi companies in the town. (Actually I must not malign them all, but some are perhaps just a touch unreliable). Steve always turns up on time, wears...
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SURPRISE THEM WITH YOUR WRITING – Best Sales and Marketing Ideas #44

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 44: SURPRISE THEM WITH YOUR WRITING The written word is not everyone’s strong suit in terms of communication. Sales people often feel more comfortable in face-to face situation, and feel most confident of it too. Faced with having to put something into writing, they can produce something into writing, they can produce something turgid, replete with gobbledegook and “business peak,” that is so over-formal and impersonal that it serves only to alienate people. “Who is this person?” the readers ask themselves. But it is possible for something unexpected and well conceived to create real impact, more so if it stands out from the banality sent by others. Idea From my own past … This is example is from the last stages of the sale, where things can so often stick at a “Leave it with me” stage. It can makes the point that sometimes there is little new left to say. You can only repeat “it’s me again,” especially if you reckon the proposition is good and the only reason for lack of confirmation is timing or distraction, rather than the customer being totally unconvinced. Then the job is to continue to maintain contact, and ultimately to jog people into action, while...
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SHOW PEOPLE YOUR SIZE – Best Sales and Marketing Ideas #43

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 43: SHOW PEOPLE YOUR SIZE Size is an measure contributing to the overall image of an organization. If the entire operation consists of one man and a (small) dog, it is difficult to give the impression of a multinational conglomerate, at least without telling some significant untruths. Certainly successful selling may necessitate some serious exaggeration, but you may draw the line at telling at straight lie, if only on the basis of the risk of being caught out. On the other hand you may be able to e strictly honest and yet give the impression that your company is grander than it really is. Idea From BigStar, an online video and DVD retailer … Wanting people to think of it as a major player, this company budgeted for some advertising. Its logo appeared on several hundred trucks in key regions of its market (New York, Los Angeles and more). The logo was presented in a way that made the trucks look like BigStar’s own vehicles, although in fact it had no delivery fleet, and all deliveries were contracted out. Customer awareness increased substantially, and sales staff stopped having to talk up the company’s size and status, because people simply saw it as...
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MAKE PEOPLE BELIEVE YOU ARE SUCCESSFUL – Best Sales and Marketing Ideas #42

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 42: MAKE PEOPLE BELIEVE YOU ARE SUCCESSFUL This heading should perhaps be followed by the words, “even when you are not”. There is no question that success, however you may choose to define it, is a sign-one that lends conviction to a sales argument. If you are successful people will figure that you must have customers, and they must be happy customers too or you would soon cease to be successful. Conversely if you are not (yet) successful it is difficult to get a hearing; and this makes it difficult for companies, and sales people, in their early days. Idea Jerry Della Femina throws a party … Jerry Della Femina is a heavyweight of the American advertising business, but it was not always thus. One advertising agency he founded was slow to attract clients, and it looked as if it might well founder. As Christmas approached he decided to pour his last remaining funds into an epic Christmas party. He sent more than a thousand invitations to journalists and potential client, and put on “one hell of a do.” People love to be associated with success. The “big do” indicated success, and a large number of those invited attended. It gave him...
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TELL PEOPLE YOU’VE WON AN AWARD – Best Sales and Marketing Ideas #41

Jose John May 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 41: TELL PEOPLE YOU’VE WON AN AWARD Given that any sales persons needs to build a case, and that one huge reason to buy is not normally going to persuade everyone, you need to produce a weight of a case that is irresistible. Your product may only have a certain number of benefits, and it is difficult to create more (certainly without changing the product), but credibility factors are another matter. Not only may there be many things to add here, you may be able to take action to ensure that there are more Idea Lonely Planet travel guides …. These guides are now well known and successful, but their start was not meteoric and at one time their future hung in the balance. The Lonely Planet Guide to India won the prestigious Thomas Cook Travel Guidebook Award. This might be called lucky, but the company did of course have to ensure that the book was good, and enter it so that it was considered for the award. One of the founders of the company, Tony Wheeler, was quoted as saying, “It took us to another level. It really opened doors and made a huge difference for us”. He was saying more...
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SELL IN COLLABRATION WITH SOMEONE ELSE – Best Sales and Marketing Ideas #40

Jose John May 25, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 40: SELL IN COLLABRATION WITH SOMEONE ELSE Sometimes there are significant problems in selling. One such is when the status quo is powerful. Customers are using something else that they find satisfactory, and it blinds them to the possibility that you are offering something different and better. However good a sales person you are, you may conclude that a sufficient degree of credibility can only come from cooperation with someone else. Idea A personal initiative from the vice chairman of Sony USA … A dramatic example of the principle involved here occurred when technology in the music business first moved away from vinyl records with the invention of CDs. Record companies were wedded to the existing technology, and were intent on avoiding change and protecting their present investment in it. Given this block, the answer for these promoting CDs was to take a step back and ask who is likely to be interested in a new medium that improves the quality of recorded sound. The answer was the recording artists themselves – the music makers. They gave initial demonstrations to this group, with predictable results: the technology really was better and they loved it. Subsequently approaches to the industry, backed by this...
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LINE UP THE WHOLE TEAM BEHIND THE SALES PERSON – Best Sales and Marketing Ideas #39

Jose John May 24, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 39: LINE UP THE WHOLE TEAM BEHIND THE SALES PERSON I once telephone the office of sales person I dealt with regularly for a while (in a plastics company from which I bought ring binders to use on training courses). Since he was usually out “on the road”, I did not expect to find him in except by chance. I asked the switchboard operator for him by name and without comment, and was told, “I’m afraid he’s rarely in the office during the day. He’s only a salesman”. Only a salesman? This was a guy who had spent time telling me that he was the most important contact I could have in his organization, and for all I knew his image was being regularly sabotaged by such remarks on a daily basis. If you wonder why this occurs, consider: there can be something of them and us situation between inside staff and field sales staff. Largely, in my view, this is because the sales role is not understood. The prevailing image is of people able to swan about in their smart company cars all day with very little supervision. If the sales side is misunderstood, then the sales side must do something...
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Short Essay Writing Topics on ‘Drug Abuse’

Jose John May 23, 2013 No Comments
Speech on ‘Drug Abuse’ Drug Abuse is one of the banes of modern society. It has hit all regions and all sections of our society. It is found in rural and urban areas, among poor and the rich, among the men and women. But it is most overwhelmingly practiced by young boys and girls in hostels in almost all educational and technical institution. Drug abuse is there in almost all the countries of the world. India is more vehemently a transit country as it is situated between the Golden Triangle comprising Thailand, Burma and Cambodia and Golden Crescent comprising Pakistan, Afghanistan and Iran where most of the drugs, particularly opium and heroin are produced. Pakistan is the main centre of the world as far as the production of these drugs is concerned, and a large number of drugs pass through India to reach other countries. This takes place through drug mafia who has further links with formidable terrorists and smugglers. And in the process, many young man and women in our own country too fall victims to this diabolical habit. Pakistan, through its ISI, is indulging in a proxy war in Kashmir against India with the help of money earned through this drug mafia. Thus drugs and terrorism have...
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essay on democracy in india

New speech Topics on the Future of Democracy in India

Jose John May 23, 2013 No Comments
Future of Democracy in India India is said to be the largest democracy in the world. Every citizen in India, who is above 18 years, has the right to vote. There are clearly defined areas of legislature, executive and judiciary in India. India has a directly elected Prime Minister, other ministers and legislators. There is a Panchayati Raj in the rural areas. In spite of all this, it cannot be said categorically that democracy is really a success in India. According to the former Chief Election Commissioner, Lyngdoh, not even a single politician in India is committed to democracy. In his opinion, the zamindari system in essence still continues in India. The elected representatives take the five year period for which they are elected as lease for fiefdom in which they can do whatever they like and this exactly is what we see today in India. If we take the pre-retrial remarks of Mr. Lyngdoh seriously, we’d have to infer that real democracy is still to take roots in India. The Indian democracy is endangered from several angles. There are so many communal forces in our country. The politicians and the bureaucrats are all by and large models of corruption. In spite of all the efforts of the Election...
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Short Essay on the Problem of Unemployment In India

Jose John May 23, 2013 No Comments
Problem of Unemployment In India Our country is said to be progressing by leaps and bounds in the matter of economy. But this progress is so lopsided that the net result has been the sharp increase in the number of the unemployed people. Our universities are producing so many graduates all of whom the industry and other institutions cannot absorb. Many young people who can afford are trying to find jobs overseas. That also results in brain drain on a colossal scale. There should be some planning in the matter of producing skilled and highly qualified graduates and post-graduates in various disciplines. It should be correlated to the necessity or possibility of job creation. It is now almost certain that agriculture in our country is not able to absorb many more workers, skilled or others. The main remedy lies in rapid industrialization. It is heartening to note that many new courses are being started by our universities and other institutions like IITs, ITIs, etc. Another positive factor is the large number of scientifically skilled people in our country who have the capacity and capability to absorb and grasp all the new research that is being made in various fields in the world. However, the unemployed people want concrete results...
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Speech Topics on ‘Problem of Child Labor in India’

Jose John May 23, 2013 No Comments
Problem of Child Labor in India Child labour is a major problem in India. It is a great challenge that the country is facing. The prevalence of it is evident by the child work participation rates which are higher in India than in other developing countries. Estimates cite figures of child labour between 60 and 115 million working children in India, the highest number in the world (Human Rights Watch, 1996). It is basically rooted in poverty. It is poverty that forces a child to earn money to support his family. Though it is prevalent in the whole of the country, the problem is acute in socio- economically weaker States like UP, Bihar, Orissa, Jharkhand, Chhattisgarh, Uttarakhand, Madhya Pradesh and North-Eastern States. Besides poverty, lack of education, and accessible sources of credit forces poor parents to engage their children as child labour. The big challenge for India, as a developing country is to provide nutrition, education and health care to these children. There are more children under the age of fourteen in India than the entire population of the United States. Over 85 per cent of this child labour is in the country’s rural areas, working in agricultural activities, such as farming, livestock rearing, forestry and fisheries. This labour...
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New Speech Topics Essay on ‘Human Rights Protection’

Jose John May 23, 2013 No Comments
Human Rights Protection Human rights are the rights that we possess as human beings- right to live, liberty and human dignity. Protection of human rights, indicated by the Human Rights Index is a measure of a country’s status or level of development. Protection of human rights is of prime importance because they are the basic rights to be enjoyed by every human being. The issues relating to human rights’ violations not only pertain to humans in general but also specific vulnerable sections like women, children, bonded labourers, persons with disability and refugees. The violation of human rights can be studied in two different perspectives, i.e. during normal circumstances, and during special situations like war. Under normal circumstances the human rights remain, more or less, secure and there are little violations. The citizens have the right to criminal justice and freedom from arbitrary detention and punishment. Emphasis on the aspect of human rights has been laid down by many articles of the Universal Declaration of Human Rights and the International Covenant on Civil and Political Rights. The detention itself may be preventive or punitive. In India, it has been recognised since long that the history of honour of human rights in this field is largely the achievement of the observance...
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School Essay Writing Topics on India’s Historical Monuments

Jose John May 23, 2013 No Comments
India’s Historical Monuments It is said that India is dotted with monuments since antiquity. The country has a rich cultural heritage. Our ancient rulers had great fascination for magnificent buildings like forts, temples and mosques. They built some of the most remarkable buildings in the world. Some of these buildings have vanished in the march of time but many like Taj Mahal, Lai Quila, Qutub Minar, Jama Masjid, Fatehpur Sikri, Caves of Ajanta and Ellora, Sarnath Temple have stood the test of time. The British have also played an important role in giving us some historical monuments. Temple art flourished in the Gupta period architecture. Dashavtar Temple of Degaru is the first example of making Shekhar (top) in temple art. Brahma cave temples and Buddha cave temples are important among Gupta period caves temples. The main temples of Gupta Period are: Bhimrao (Nagged) (Shiva) Toga (Jabalpur) (Vishnu) Degaru (Jhansi) (Dashavtar) Syrup (brick made) (Layman) Udayagiri (Vishnu) Bitargaon (Kanpur, brick made) (Shiva) Kho (Nagod) (Shiva) The rock-cut architecture of the period is represented by two conventional types-the Chaitya and the Vihara. They are mostly found at Ajanta, Ellora and Bagh. The special feature of Chaitya is its emphasis on the colossal image of Buddha seated between two attendants. The Vihara...
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School Essay Writing Topics on Law and Justice in India

Jose John May 23, 2013 No Comments
Law and Justice in India Law and justice are of supreme importance in any society, because, whatever the level of economic development, if there is no justice, fairness and rule of law, there will be dissatisfaction, oppression and anarchy. In India, the Constitution guarantees protection of life, property and personal liberty to the people and provides safeguards against deprivation thereof by any individual, body or state. The adoption of the Constitution on 26 January 1950 did not disturb the existing structure of courts for dispensation of justice. The uniformity of judicial structure was preserved by placing criminal law and procedure, succession, will, contracts, registration of documents, etc. in the Concurrent List. The Indian law and justice is based on the firm foundation of several sources like the Constitution, statutes, case law and customary law. Besides, there are rules, regulations and bye- laws. The judicial decisions of superior courts like Supreme Court and High Courts are also important sources of law. Local customs and conventions which are not against the principles of morality are duly taken into account by courts while administering justice. The judicial system in India is headed by the Supreme Court. Then there are High Courts for each state or group of states. They are followed by...
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