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Added for You - Reduce The Sale To The Ridiculous
I am always railing about how the best way to buy a business is to (a) buy a business worth a million dollars or more and (b) use investors -- as opposed to banks, lenders, etc -- to finance that business.But one thing I rarely talk about is the investor's point of view. Why this works out so well for investors and why they are more than willing to help you if any problems come up with that business.Listen: I talk with and work with investors all the time. It's the only way I buy businesses anymore. And I can tell you right now, if you were to sit down with the average investor I deal with and ask him what his biggest concern is when it comes to buying businesses, he would tell you he doesn't have any complaint other than he doesn't see enough deals.It's true. You see, there’s a lot of money out there, but very few projects being worked. In other words, there are actually more investors out there than there are people bringing them good businesses to invest their money in, and they wish there were MORE deals.And this is no my
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative mea
Power is an integral aspect of all negotiations. Those who have it flaunt it. Those who don't, crave it. But is power all it is built up to be? Yes, it is!Everyone possesses some form of power. It is not a unique or rare commodity. It exists within each of us. The ability to reach in and drawing upon it in time of crisis is another matter.People who wind up hospitalized after an operation or accident become astutely aware of their helplessness as they lie waiting for the next onslaught of medical staff to probe, press, check, inject, administer and otherwise subjugate the patient with minimal, if any, feedback on what is happening. Powerless to question, much less manage, what is happening to them, many patients become distraught at the helplessness of their situation. This leads to depression and diminished interest in the outcome. Not a healthy attitude for the patient.Power is an interesting commodity. It can be blatant or subdued. In a negotiation, power is both fact and illusion. Factual power has to do with money, options and time.
Sometimes it is a good idea to simply give your prospects a different frame of reference, or to merely shift their focus slightly. This is kind of the "glass is half full" idea. Levin and Gaeth conducted a study where they gave samples of ground-beef burgers to two groups of tasters. The burgers were exactly the same, but one slight difference in advertising strategy was employed: One group was told the burgers were 75 percent lean, and the other group was told the burgers were 25 percent fat. The group that was told the burgers were 75 percent lean rated them significantly leaner, of higher quality, and better tasting than the 25 percent fat group who rated the burgers as fatty, greasy, and of low quality.
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One: I hate to tell you this, but the tests confirmed that you have extremely high blood pressure. You are most likely going to face some serious complications, and it could turn into a life-threatening situation. You've got to make some dramatic changes in your lifestyle immediately. You need to change your work situation, your sleep patterns, how you eat, and your exercise program.
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative meas
In my career I have frequently noticed that persons who move into positions of power and authority, whether in the business or political world, change, and seldom for the better. When I was promoted to an executive level position years ago, my sister-in-law, who belonged to a strong union all of her career, told my wife that once I was a vice president I would become an unethical creep. I argued that she was biased and that you could keep your perspective and ethics in any position. While I did find some who retained their values and personality, I was surprised to observe that many people in such positions seemed to believe that the position required them to become confrontational, bullying, rationalizing jerks. They interpreted pressures to grow and be productive to mean they must be more cold, authoritarian, absolute and sometimes downright arrogant.Lisa Takeuchi Cullen, in her column in the April 2 issue of Time magazine, implied that there is room for the jerk, the bully, in the workplace, that the success of some explosive personalities such
Sometimes it is a good idea to simply give your prospects a different frame of reference, or to merely shift their focus slightly. This is kind of the "glass is half full" idea. Levin and Gaeth conducted a study where they gave samples of ground-beef burgers to two groups of tasters. The burgers were exactly the same, but one slight difference in advertising strategy was employed: One group was told the burgers were 75 percent lean, and the other group was told the burgers were 25 percent fat. The group that was told the burgers were 75 percent lean rated them significantly leaner, of higher quality, and better tasting than the 25 percent fat group who rated the burgers as fatty, greasy, and of low quality.
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One: I hate to tell you this, but the tests confirmed that you have extremely high blood pressure. You are most likely going to face some serious complications, and it could turn into a life-threatening situation. You've got to make some dramatic changes in your lifestyle immediately. You need to change your work situation, your sleep patterns, how you eat, and your exercise program.
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative mea
Customer Service-people chuckle, grimace and always have some opinion about whether or not it's available anymore. Some have even mentioned that they feel it's one of those oxymorons like "giant shrimp". I say you can get excellent help, if you know how.Yes, I'm a writer-but only part-time. A girl's gotta pay the bills and this freelance position isn't exactly up there in the pay scale, so I have to maintain a "day job" position and for the most part my job is customer service, so I know of whence I speak.To get someone to help you isn't really difficult or time-consuming, it's not even a secret-one must simply treat the person who is at the other end of the phone (or desk)as if they are not something less than dirt. Truly.An example: Your kitchen faucet is 2 years old, the pull out hose is losing it's finish and instead of "tuscan bronze", polished chrome is peeking out, every time you spray something. The part is under warranty. You would like a new hose. How do you get it?1. Look up your paperwork or at least know how
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One: I hate to tell you this, but the tests confirmed that you have extremely high blood pressure. You are most likely going to face some serious complications, and it could turn into a life-threatening situation. You've got to make some dramatic changes in your lifestyle immediately. You need to change your work situation, your sleep patterns, how you eat, and your exercise program.
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative mea
One crucial factor to the success of your job search is confidence. Being unaware of your own potential, or being too timid to apply for suitable could result in your ending up in a job which does not stretch you and will become boring very quickly.No-one feels supremely confident all the time and a little anxiety before a job interview is perfectly normal. So is the thought that other people might be better qualified that you. However, being so anxiety that you don’t apply for any jobs, or jobs for which you are over-qualified shows a lack of self-esteem. It’s important to remember also that no-one is confident in every aspect of their lives. A student who is an excellent basketball play may be confident on the court but completely lacking in confidence when he has to write an academic assignment.How can you improve your self-esteem and use it your advantage when looking for a job? Here are a few tips to help you:Talk to someone who is familiar with your abilities and who has encouraged and motivated you in the past. This could be a fam
In the following example, notice the two different ways the doctors present the patient with the diagnosis:
Doctor One: I hate to tell you this, but the tests confirmed that you have extremely high blood pressure. You are most likely going to face some serious complications, and it could turn into a life-threatening situation. You've got to make some dramatic changes in your lifestyle immediately. You need to change your work situation, your sleep patterns, how you eat, and your exercise program.
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative mea
Using the right keywords on your electronic resume may just give your application a boost in today's competitive job market. Here's why.These days, many large companies enlist the aid of scanning software to help them sift through the large numbers of applications they receive for a vacancy. Using Optical Character Recognition (OCR) technology can enable a busy HR department to come up with a 'long list' of candidates who meet specific criteria and who could be considered for interview.Creating a resume or cover letter that's suitable for scanning isn't just a question of computer-friendly formatting. Layout matters, to be sure -- and in order for the software to 'read' your resume cleanly, you'll need to make certain that you follow some basic guidelines with regard to choice of non-fancy fonts, placement of key data and crisp, smudge-free print quality. But it's also likely that a scanned resume will be searched for keywords which match the needs of the job.One possible way to find out whether your next targeted employer will scan you
Doctor Two: Well, overall, you're in pretty good shape except your blood pressure is a little higher than we want it. I'm really glad you came in so we can work together on some preventative measures. Actually, there are millions of Americans who have high blood pressure too, so we know of some steps you can take to bring it back under control. If you follow the steps I'll outline, you will quickly see and feel an improvement in your health overall.
Both doctors were talking about the same thing, but their presentations were very different. Doctor Two made sure her delivery was positive and did not overload the patient with all the negative details all at once. The patient will need to understand the reality of the situation and all its implications, but an initial positive and general discussion will better prepare the patient emotionally and psychologically to properly deal with the issue.
The last form of contrast is the more general Comparison Effect. This is closely related to the Door-in-the-Face technique except that instead of presenting an outrageous request upfront, the persuader presents his prospects with an undesirable form of what they are looking for. Then, when the good (or even mediocre) item is presented, the prospect grabs hold of the offer a lot faster. The Comparison Effect focuses on how the prospect is able to compare two options simultaneously and come to the conclusion that the second option really is desirable.
Some real estate companies maintain what they call, "set-up" properties. These are run-down properties listed at inflated prices, which are used to benefit the genuine properties in the company's inventory by comparison. Agents show customers the set-up properties first, then they show them the homes they really want to sell, both of them listed at the same price. The latter home looks much better in comparison to the dump they first saw. This strategy works just as well when showing a $120,000 home after viewing a $90,000 home.
The comparison princip
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