• sales funnel

    Selling and the Sales Funnel

    With similar competitor products, the differentiator becomes your impact on the customer. Selling is motivating customer commitment: transferring knowledge / information understanding the customer's needs convincing the customer that you have something they need understanding your competition standing out from the competition talking to the right person The Sales Funnel is a way to ensure you...
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  • Folder Settings

    Fix card readers not recognized in Windows 7

    1. From the Start menu, choose "Documents" 2. From the top menu, select "Organize", then "Folder and Search Options" 3. Un-tick "Hide empty drives in the Computer Folder"
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  • TEAC HDR3500T DVR Picture in Picture

    Teac HDR3500T PVR Review

    The HDR3500T Personal Video Recorder (PVR) is a digital video recorder which can record 2 shows at once onto the built in 500GB hard drive or record through the units two USB ports. The USB ports can play various multimedia as well including DIVX and MP3. It competes directly with Topfield, Beyondwiz and TiVo but is substantially cheaper - you can buy it from the Good Guys for $346! The PiP (Picture in Picture) fe...
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  • A typical beer kit

    How to Make Beer - Part 1

    Ingredients If you are a beginner, or just want to play it safe, start with a good kit. I love Coopers Kits, as you can tell. For your initial brews, choose a kit plus 500 grams of light malt. Tip 1: Never use dextrose or cane sugar - always use malt.  Light malt (powdered or liquid) is a good start, but just remember that malt ferments less than dextrose, so you may want to work on about 25% more than the ...
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  • Marinated Chicken Wings

    24 chicken wings, halved 2 cloves garlic, chopped 2cm piece green ginger, roughly chopped cup soy sauce cup olive oil 2/3 cup honey 1/2 teaspoon Chinese five spice powder pepper to taste. 1. Place chicken wings into a baking dish and pierce skin with a skewer. 2. Place remaining ingredients into a small bowl. 3. Using the StickMaster, process until smooth. Pour over chicken wings and allow to marinate for...
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  • Use this utility to change your Login Image in Windows 7 whenever you want

    Change Windows 7 Login Screen Free Utility

    Use this utility to change your login image in Windows 7 whenever you want... Are you tired of looking at that boring Windows 7 screen when you are logging on? Now you can use this utility to let you change your Windows 7 login image whenever you want. Just make sure the images are JPEGs which are less than 256kB and you are good to go. Download it HERE
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  • google plane

    What Planes Look like in Google Maps

    Google Maps has captured some amazing footage in Streetview, Satellite and terrain modes.  Here is a satellite image of a plane flying over Adelaide, Australia.   View plane in a larger map
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  • Winff_Toppy

    Convert Topfield MPEG files to a Standard PC Format

    Converting Toppy TRF-2400 recorded files for PC playback Unfortunately, Topfield 2400/2460 files won't play in Windows Media Player. Toppy suggest you install KMplayer. The Topfield Video files are recorded in the MPEG2 TS (transport stream) format.  To compound this, if you want to edit the files you record, most editing software including Sony Vegas Pro won't handle this format. I have found that the best sol...
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  • Figure 1

    When was the battery invented?

    One of the early attractions that gained public attention was an electrically illu­minated bridge over the river Seine during the 1900 World Fair in Paris. The use of electricity may go back much further. While constructing a new railway in 1936 near Baghdad, workers uncovered what appeared to be a prehistoric battery. The discovery was known as the Parthian Battery and was believed to be 2000 years old, dating ...
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  • class a

    Cherub Books - Class A

    A thrilling book with James Adams, Kerry and Kyle and Nicole to go and befriend Keith Moores son and daughter and bring him to justice. Keith Moore is a cocaine drug dealer and goes to Miami for a holiday. James is invited and takes the chance for the mission and ends up killing a man.
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  • Heavenly Rich Chocolate Mousse

    7g sachet gelatine 125m1 boiling water 250g Lob dark chocolate, melted 300m1 thickened cream, whipped 2 egg whites 1. Combine gelatine and boiling water and mix until the gelatine has dissolved. Allow gelatine to cool. 2. Mix the melted chocolate and whipped cream together in a large bowl. Add gelatine. 3. In a small bowl using the StickMaster with whisk attachment, whisk the egg whites to stiff peak stage and...
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  • arcade2

    Pacman Arcade Cabinet

    This Pac-man cocktail cabinet has been built from scratch. It is based on dimensions fron the original Pacman console, but includes a number of modifications to allow end-to end as well as side-by-side play of arcade games. The console cabinet is made from 18mm MDF (medium density fibro), and a router is essential to get the correct finish. I avoided using the T-molding on the edges, opting instead for...
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  • Topfield TRF2400 Review

    Topfield TRF-2400 Masterpiece Review

    The Topfield TFR 2400 Masterpiece is a PVR (Personal Video Recorder) which can record up to 4 channels simultaneously, while allowing you to watch any one of them, or a recorded program on the hard drive. It is superior to other models as it also has video inputs, which mean you can connect analog sources to it and record them. Other features such as IceTV, Flickr and YouTube are available when you connect the...
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  • cherub book series

    Cherub Books

    Cherub books by Robert Muchamore are so popular with kids. The first book in the series is "The Recruit". The Recruit tells James Adams' story from the day his mother dies. Read about his transformation from a couch potato into a skilled CHERUB agent. Lauren, Kyle, Kerry and the rest of the cherubs are introduced to us for the for the first time. James foils the biggest terrorist massacre in British...
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  • gb

    Best Ginger Beer

    Ginger Beer made at hope can taste really good, but beware of exploding bottles. I find that starting with a homebrew ginger beer kit is the best way to go, especially with kids around.
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  • iPad

    iPad by Apple

    Evidence was discovered that Apple was interested in the name "iSlate, prior to settling on "iPad". A search in the Canadian trademark database reveals that Apple's dummy corporation Slate Computing, LLC applied for a trademark for "iPad" under the categories of handheld mobile digital electronic devices with a broad range of applications. This application was filed in July 2009 -- much more recently than the...
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  • Adelaide Rocked by Large Eathquake

    Adelaide, capital of South Australia, has been hit by a large earthquake at around 11.26pm on 16 April 2010. The epicentre was believed to be near Mount Barker in the Adelaide Hills. It had a force of 3.4 on the Richter scale. "I was sitting on the couch watching TV when I felt the whole house shake.  Windows rattled..." one resident said. I was in the kitchen when the ground moved, throwing me to the ground... ...
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  • qualifying

    Qualifying Checklist

    This simple 10 point check-list will help you determine whether all bases have been covered, so you have the maximum likelihood of closing the deal: Have all NEEDS been agreed with the customer (What are they? How did you agree them?) Do you have an effective SOLUTION? (What is it?) Is your solution financially JUSTIFIABLE? (How do you know?) Is the expenditure in the BUDGET? Is FINANCE available? (How...
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  • yoke_flip2

    Yoke Flipping

    This Yoke Flipping technique was first published by Bob Robert. It allows you to turn the image of a computer CRT monitor around, or even mirror it completely. CRT monitors use a deflection yoke at the base of the tube to control the way the cathode ray draws the image. There is an X (horizontal) part and a Y(vertical) control. Each monitor is slightly different, but all will have in common two wires controlling...
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  • How to Make Beer - Part 2

    Three days in... By now, you should have a fermenter bubbling nicely.  You are now looking for an opportune time to rack your brew. This gets it off that initial mass of yeast, which causes "yeast taint". You need to judge this - you  want to pick a time when the bubbling is starting to slow but has definitely not stopped. Tip 5: Until now, the airlock is just an indicator of brewing activity. The bubbling is C...
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Qualifying

Qualifying a lead

Handling an Objection

Apr 11th

Posted by admin in Qualifying

When you encounter an objection from a potential customer, do this:

  1. PAUSE
  2. “Tell me more…”
  3. Empty the customer Ask – “Is there anything else?”
  4. Lock the customer Ask – “If I were to …. would you …”
  5. Present a counter solution
  6. Confirm the details

The Rules for handling a sales objection are:

  • RECOGNIZE IT
  • ASK THE QUESTION – “Do you have any problems with … Are there any issues we haven’t discussed?”
  • SEIZE THE MOMENT

And remember,

  • Never take it personally
  • Listen and be interested
  • Don’t blame
  • Stay calm
qualifying

Qualifying Checklist

Apr 1st

Posted by admin in Qualifying

This simple 10 point check-list will help you determine whether all bases have been covered, so you have the maximum likelihood of closing the deal:

  1. Have all NEEDS been agreed with the customer (What are they? How did you agree them?)
  2. Do you have an effective SOLUTION? (What is it?)
  3. Is your solution financially JUSTIFIABLE? (How do you know?)
  4. Is the expenditure in the BUDGET? Is FINANCE available? (How do you know? How much is it?)
  5. What is their BASIS OF DECISION? (What are their evaluation criteria?)
  6. What is their DECISION MAKING PROCESS? (Who are the players? How do you know what roles they are playing?)
  7. Do More >