Why should you try and bond through Questions?

Why these three Questions?

The best reason is that by using these questions is that you make the clients more involved, effective and powerful in the sales process.  Specifically, this will:

Motivate the client to do the talking

Clients – don’t think of them as prospects, but instead as Clients – need to do the talking.  You need to make sure that you fight your normal instincts to talk about the product, to tell everything that you need to know about the product and all of your knowledge.  So instead of boring the client with all of your incredible knowledge, you need to get them to open up to you by asking pointed questions and listening to their answers.  The art of listening is the greatest art that you can have in selling.  By listening to them and then understanding their needs, you can gather to yourself enough goodwill to last a lifetime.

Differentiate yourself from your competitors

The best way to differentiate yourself is by asking questions and then listening to those answers.  There are lots of studies around that show that a majority of salesmen have no idea how to ask good questions, or how to ask good questions.  Once you learn how to ask intelligent, probing questions, you will immediately set yourself apart from your competition.

Show empathy for your clients

Once you start asking questions, you will immediately create a reputation as someone that can be trusted.  Your clients will be eager to talk with you.  Because most people want to jump to a solution – instead of listening to the problem – they lose that all-important credibility.  Before most people buy, they want to know that you can solve their problems.  The environment that you create with your customer will allow you to get the information that you need to solve their problems, which most salesmen are not able to uncover.

Help your client understand their needs while coming to their own conclusions

Many times, the answer will be clear to you way in advance of when your client will realize it.  No matter what you do, you must not tell your client what their problems are.  They need to go through the process of discovering it themselves.  Even the clients that know what their problems already are, you are going to have to ask probing questions to help bring that pain to the surface.  It is that pain that will help them try and discover a solution.

Guide the Client to Take Action

Once they know what their problems are and feel the pain that the problems cause, they will be ready to look for solutions.  Most likely, they will be looking to you to find a solution for that problem.

Figure out how you client makes purchasing decisions

One of the key parts in selling is selling to the right person.  You may become a master at selling, but if it’s too the wrong person, then it won’t matter.  But you want to use your selling techniques to not only find the pain, but to also to find the person that will be able to buy from you.

Why should you try and bond through Questions?

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Relationship Selling - It's all about Who you Connect With

Relationships

Really, it’s all about the relationships that you are able to acquire and nurture.  It is these relationships that create opportunities to sell products and services.

For many people, this idea is really simple.  But for some reason it gets messed up in the process of moving from a conceptual exercise to a practical exercise.   In our personal lives, it really isn’t all that difficult.  We meet people and try to create a relationship with them, by talking to them and trying to understand them and their needs.  Many times, all we really want to do is help them because we care about them.

But for some reason, this understanding gets totally mixed up in the business world.  When we create relationships a business setting, we instead forget all that we have learned from our entire lives and instead move more toward a system of trying to get someone to “buy.”  What we do is to become selfish.  Instead of trying to get to know the other person and what THEY want, people instead tend to move to trying to get what WE want, which is to “sell.”

A true business relationship requires you to understand your customer – get to know their goals, wants, fears, needs and motivations.  The only way to get to know these things is to become a five-year-old child again.  Ask questions, lots of questions.  Like a child, ask “why?”  Ask it over and over until you really get to know your customer.  They want to tell you their story.

Focus on Helping the Customer in Three key Ways

You want to turn your focus to helping the customer.  Here are the three major ways that you can do that:

1. Reduce your customer’s risk.  One of the biggest impediments to selling is your customer has certain fears.  They fear that if they buy your product or service and it doesn’t work out perfectly, or the timing isn’t quite right, or anything else, that they will get punished for that mistake.  It is your job to figure out what their fears are and then to eliminate them, or at least reduce them as much as possible.  You want to make sure that the customer can be proud of purchasing from you.  A good sign is that your customer does not stay up at night, but instead they sleep well as they are confident in your product.


2. Enhance your Competitor’s Business.  Your customer, just like anybody else, really just wants to get ahead in life.  So, if your service can make them look good to their boss as well as their peers (especially those at another company), then this will be seen as a way for them to get a leg up on their career.  When that happens, you will find yourself at the negotiating table all the time.


3. Get your Customer to Reach their Goals.  If you are able to provide a solution to your customer’s problem – whatever that is – then you will become their “go to” guy for nearly anything.  If you can increase profit or decrease cost, especially at a reduced amount of work on their part, then you are simply irreplaceable.

Conclusion

By focusing on your customer’s wants and needs, you can become a key part of their business.  By reducing their risk, enhancing their business profile and helping them reach their goals, you will move from simply being a salesman into being a true partner.

Relationship Selling - It's all about Who you Connect With

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The importance of not giving up

The Principle

As business people, we often try to cajole, intimidate and otherwise implore our employees, co-workers and anybody else that we have a relationship with to not give up.  That is, we really want everyone to try their hardest, until the last possible moment.  That way, they can squeeze every ounce of productivity and self-fulfillment out of each day.  This leads to increased profitability (which is nice), but also leads to increased employee satisfaction (which is great as this leads to less turnover, better employees, better morale and a ton of other great effects).

The Reality

Unfortunately, many people (most people?) do not try until the last possible moment.  There are tons of factors for this: laziness (yes, some people are just lazy), fear (some people don’t want to try as they believe that they only get punished for problems and not rewarded for solutions and, therefore, there is only downside to trying – is this your company?), and entitlement (they believe that they don’t have to work super-hard as they don’t need it).

The Lesson

Tonight, the United States tied Portugal in soccer, 2-2.  The real problem is that Portugal scored in the final minute.  The United States appeared to believe that the game was over and essentially quit trying to control the ball.  This led to a quick strike in the end by Portugal.

The Conclusion

The lesson here is simple: find a way to get your employees to keep trying.  This will lead to a host of good problems and keep the bad problems away.

The importance of not giving up

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Free Your Time – Two easy ways to Save Your Life(style)

I truly believe that most work area employees who spend 60 hours a week at work – each and every week – could easily reduce this to 40-45 hours by sending 2 emails a week to their boss.

Here’s the lifestyle blueprint:

E-mail # 1: Exactly what you intend on getting done this week.

 

Email # 2: Exactly what you really got done this week.

 

That’s it. These 2 emails will prevent you from sitting in your chair 60 hrs a week, while improving your relationship with your boss and getting the most effective job you have actually ever before done.

 

Below’s exactly what E-mail # 1 appears like:

 

Subject: My plan for the week.

Dear Boss:

Below is a list of my important tasks for the week in order of top priority. Let me understand if you believe I need to re-prioritize:

Planned Major Activities for the week.

1) Perform X Task.

2) Finish the economic evaluation report that was begun last week.

3) Start Job Y– needs preparation and prep paperwork production. Arranged for Thursday.

 

Open products that I will certainly consider, yet I will not complete by the end of the week.

 

1) Coordinate tasks for year-end financial close.

2) Study Y product for our communal service team.

Let me know if you have anything else that you need. Thank you!

– You.

 

Excuses to Not Sending These Two Emails

My Manager Knows What I am Doing

“But my manager is the one that appoints me the job! He clearly understands exactly what I’m dealing with! Why would I send him this email?”.

 

You are so wrong.  You cannot imagine how clearly wrong you are. Let me clue you in on a little key to your work life. Your manager barely has a concept of just what he is doing on his time – so how is he to know just what YOU are working on.  Just how self-centered of you to think he recognizes every little thing you’re investing your time on at the workplace.

 

Recommendation for e-mail # 1:

Limit on your own to set up 40 hours of organized work.

I have 60 Hours of Work to Do!

“But I have at the very least 60 hours of work to do. Exactly how on the planet am I visiting do it in 40 hours now? That’s difficult; you have no concept how hectic our group is right now.”

 

Have a look at my example e-mail # 1. Did you break your tasks into Must be done vs. Nice to be done or did you left everything into the Must be Done group?

Did you arrange yourself for 60 hrs a week or did your manager timetable you for 60 hrs of week? Think about it.

Your manager’s duty is to delegate you work that you should complete. It is not your manager’s responsibility to figure out how you handle your work. That’s YOUR job!

Reconsider. Where did this idea of you have 60 hrs of work to do come from? Did it come from your employer, or did it originate from you?

I really did not think you had 60 hours of job to do, and neither should you.

I’m Indispensable!

” I’m being straightforward with you. I have at least 60 hours of work to do. I function non-stop and I work during my lunch time. I’ve attempted your dumb little classification technique also, and it doesn’t work. My work just isn’t getting any kind of lighter at any time quickly. I’m pretty certain you reside in this dream world where you could tell your employer that you would simply prefer to look good 40 hours a week and he’ll enjoy with it. I am THAT busy and my employer ANTICIPATES me to function non-stop.”

Look, I understand you. I have actually been there. However prior to I accept that there is nothing you can do, let me ask you one question:

 

Let’s imagine that on Wednesday mid-day, a family emergency pops up and it forces you to take the rest of the week off till the upcoming Monday. Every little thing you were working with Wednesday came to a halt. Meetings were canceled and deliverable dates were missed out on. The rest of your workweek was ruined.

Just what takes place on Monday morning when you return to the workplace?

Are your documents still there? Do you still have a job? Are your co-workers still there?

What concerning the deliverables that scheduled on Thursday that you could not complete and you were the only one that knew the best ways to finish it?

Did the building burn down considering that you couldn’t finish them? I’m suspecting none of this occurred.

On Monday early morning, you picked up exactly where you left off and presume exactly what: Everything was OKAY. The deliverables straggle, yet it’s OKAY since everybody knew you had a family emergency situation to take care of. Assumptions were established and as a result of your family emergency, you might not finish the deliverables. So, in truth the deliverables were never ever late due to the fact that you set assumptions that you couldn’t complete them. New expectations were set on when you can deliver them.

 

Take that exact same exact circumstance and change a family members emergency situation with you simply vanishing for 3 days without saying to any individual where you went.

Exactly how does that transform your Monday morning when you show up?

It will probably wind up something like this.

Due to the fact that you really did not complete your deliverables you screwed up everybody’s schedule! They rely upon you, and you simply destroyed it! They hung around daily to get the data and you never provided it. Now you’re working extra hrs due to the fact that everyone is waiting on you. Just what a jerk you are.

 

Assumptions are powerful. Instead of a family emergency, established assumptions on Monday morning and enjoy exactly how everybody around you adjusts to YOUR timetable. Watch just how your 60-hour week develops into a 40-hour week and nobody will certainly see a thing.

The better you are setting assumptions at Monday morning, the less complicated your life becomes. If you prepare for 40 hrs, you could acquire your planned work done in 40 hours and nobody will complain that you aren’t working 60 hrs. As a matter of fact, you have actually made everyone else’s life much easier due to the fact that they could now plan around you!

 

E-mail # 2 on Friday: Exactly what you got done this week.

 

It looks something like this:

 

Completed this week.

Completed X Report.

Began the preparing for the big project.

Finished the month-end evaluation and provided to financial controller for assessment.

Made a first draft of the project charter, which is presently being examined by Project Manager Z.

Open items.

I have some inquiries about the kick off day of Y Task, however need to get verification by Tuesday early morning.

We need X Report signed off by EOD next Wednesday. Can you follow-up with Jane to get this signed off?

That all for now. Have an excellent weekend.

– You.

 

This Friday report is so straightforward and effective; it’s amazing that people merely leave on Friday without send this to their boss.

 

This report does two points very well: It offers closure to the week and gives your manager an idea of what you can finish in a week. In shorts, it establishes assumptions!

Idea for Email # 2.

Focus on what you finished first and open issues 2nd.

Consistently end Friday on an excellent note. If you have concerns introduce that up on Monday early morning. Do not worry your manager out all week, and it will certainly stress you out also.

Conclusion

Two emails can easily change how you schedule your life.  It moves you from being in your chair 60 hours a week to getting things done in the 40 hours that you are there.  More importantly, your boss will appreciate what you are doing more and consider you a better employee.

 

 Gary Swiftbonds, Our short bio

Free Your Time – Two easy ways to Save Your Life(style)

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Getting a clinical cannabis bond in Colorado

Colorado made news this year by legislating the use of cannabis for entertainment purposes as well as for medical usage.

What is taking place now that both recreational and medical marijuana use is legal? For one point, recreational marijuana usage will be much a lot more heavily exhausted regulated compared to clinical cannabis.  One of these regulations is the clinical cannabis bond.

Just what is a clinical cannabis bond?

While clinical cannabis is presently legal in 20 states and Washington D.C., currently only the State of Colorado needs a clinical cannabis bond (Florida is next on the list, though).  Medical marijuana bonds are commercial types of surety bonds and job bonds much like sales tax bonds.

Just like with other surety bonds, clinical cannabis bonds include three parties. The clinical dispensary is called the principal and is called for to publish the bond. The Colorado Department of Revenue is the obligee, i.e. the side calling for the bond. The third party is called guaranty. That’s a surety bond company underwriting the bond, this way assuring that the obligee will after the disorders of the agreement. In case of a violation or if business defaults, the state could sue and be financially recompensed by the guaranty.

How much is a clinical cannabis bond?

Colorado requires clinical cannabis dispensaries to publish a $5,000 bond.  Instead, each year a dispensary pays an annual premium, which is a certain percentage of the complete bond amount.

The premium is primarily based on the credit history rating of the owner of the dispensary. Guaranty bonds companies always assume a 0% loss proportion when underwriting bonds. When they consider the credit history score they try to identify the probability of triggering a case and making them financially accountable. Therefore, if the owner of the dispensary has good credit, the yearly premiums will certainly be someplace between 1 %– 5 % of the clinical cannabis bond. This translates into $50 to $250 annually.

The owner will likely pay between 5 % and 15 % of the bond quantity. Presently, it’s impossible for folks with late tax liens, kid support payments and open insolvencies to get the clinical cannabis bond, and for that reason a permit.

Summary

It is important to note that recreational marijuana will certainly be a lot more greatly taxed compared to clinical cannabis. While clinical cannabis is presently legal in 20 states and Washington D.C., only the State of Colorado requires a bond.  Medical marijuana bonds are commercial types of guaranty bonds and job considerably like customers tax bonds. Merely like with other surety bonds, medical cannabis bonds consist of three social events. Colorado requires clinical marijuana dispensaries to publish a $5,000 bond.

Getting a clinical cannabis bond in Colorado

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Update on Florida's Medical Marijuana law

Medical Marijuana law

Private entrepreneurs are moving much quicker compared to state government in getting ready for the probability that citizens will authorize using marijuana for restricted medical functions in November. There are genuine problems concerning how medical cannabis would certainly be regulated that are currently not addressed by the constitutional amendment and will probably require a lot of regulatory rulemaking. Florida needs to have the same urgency as the private sector, so that it can educate voters on just how it might write guidelines for this brand-new era if the modification is authorized, since Florida should not repeat blunders made by various other states with clinical marijuana.

Current State of Campaign

Current surveys show the clinical marijuana campaign, Modification 2, has additional than the 60 percent citizen authorization called for to be included in the state Constitution. The amendment would certainly permit doctors to back medical weeds for clients with crippling states such as Parkinson’s illness, multiple sclerosis and cancer cells. Patients would certainly be called for to have a state-issued identification card and receive their cannabis from managed dispensaries. Regardless of those basic needs, the change leaves regulative gaps that would need to be filled up. The ballot language leaves the heaviest lifting to the state Department of Wellness, which would establish which could increase, obtain and give the medication. With little or nothing to take place, businesses are emerging around the state with names such as Marijuana Clinic and Cannis-Rx, each wishing to capitalize on the $2.5 billion lawful cannabis market.

The specifications the Legislature lately set up for Charlotte’s Web, a non-euphoric strain of marijuana that is made use of to manage intense epileptic seizures, are a prospective roadway map for more comprehensive clinical weed rule. The costs waiting for Gov. Rick Scott’s signature would certainly limit those weeds farmers to five nurseries around the state that have actually been in business for at least 30 continuous years.

Twenty-one states and the District of Columbia have approved medical cannabis use. Opponents of clinical cannabis in Florida raise numerous valid inquiries regarding product security, doctor and client values and industry oversight. Without smart solutions, Florida would risk ending up being the following The Golden state, which legislated clinical marijuana in 1996. Legislators there failed to achieve statewide regulations and left the activity to regional governments. In the vacuum, marijuana stores proliferated and abuse was plentiful. Now numerous California towns have disallowed the customer of clinical cannabis, endangering accessibility for the seriously unwell that had wished for a practical, legal electrical outlet for pain comfort. Florida is anticipated to issue statewide regulations, and those policies should be balanced to provide sensible access to clinical cannabis to qualified clients without creating possibilities for shops selling the medicine to practically any person at every crossway.

It is easy to understand that the exclusive market sees clinical marijuana as the following huge point. Patient health and wellness and public safety and security ought to be vital. It would certainly assist citizens make a more educated decision in November on clinical cannabis if the state offered higher clarity on just how it would do the modification’s intent to assist specific clients without transforming Florida into California.

Update on Florida's Medical Marijuana law

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