Systems News - Used Office Furniture

Link: http://www.systemsnews.com/newsletter/2008/Nltr04-28-08.pdf

Systems News Members,

There have been some changes to Systems News. As of April 1st, 2008 Carl Bardy will no longer be your main contact. Carl, has taken a position at M.O.I. in Baltimore. We wish Carl all of the best and He is still a major part of the Systems News Team!

Meet The Staff:

Bill Manley: Accounting - billmanley@systemsnews.com
During the next few weeks Bill will be contacting each member to update records and insure that your account is current, you are receiving the newsletter and you are able to post ad’s online.

John Taylor: Marketing - johntaylor@systemsnews.com
John is available for marketing, account upgrades and assistance with any of your Systems News marketing needs.

Jim Veritch: Support - jimveritch@systemsnews.com
Last year Jim went to work with Miva Merchant The World’s Leading ecommerce software. Jim will be available for support and is currently adding Miva Merchant to Systems News and creating many more exciting Internet revenue streams.

Link: http://www.systemsnews.com/newsletter/2008/Nltr04-21-08.pdf

The Seven Deadly Sins of Sales-People

In the late sixth century, Pope Gregory described the seven deadly
sins from the least serious to the most, as superbia, invidia, ira, avaritia, tristia, gula, and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust. What do you think are the seven deadly sins of salespeople?

Lets Look at the second:

Gourmandizing.

Millionaire railroad tycoon Diamond Jim Brady was a legendary gourmand who lived at the turn of the twentieth century. For breakfast he ate eggs, pancakes, pork chops, cornbread, fried potatoes, hominy, muffins, and beefsteak and drank a gallon of orange juice. Lunch consisted of two lobsters, deviled crabs, clams, oysters, beef, and several pies. A platter of seafood and carafes of lemon soda constituted his 4:30 snack. The evening meal began with three dozen oysters, six crabs, and turtle soup. The main course was two whole ducks, six or seven lobsters, a sirloin steak, and servings of vegetables. Dessert included a platter of pastries and often a two-pound box of candy. Does your sales organization include a “Diamond Jim Brady” who devours company resources to the point of gluttony.

Link: http://www.systemsnews.com/newsletter/2008/Nltr04-13-08.pdf

The Seven Deadly Sins of Sales-People

In the late sixth century, Pope Gregory described the seven deadly
sins from the least serious to the most, as superbia, invidia, ira, avaritia, tristia, gula, and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust.

What do you think are the seven deadly sins of salespeople?

I made a list of mine, If you have a good sales article or piece of advice, and would like to share it, please email us at info@systemsnews.com

Lets Look at the first:

Chattering.

Salespeople talk too much on sales calls for a variety
of reasons. Some are nervous chatterers who just can’t keep
their mouths shut. Others think they know more than the customer
so they lecture the customer to death.

Many salespeople feel compelled to recite their canned pitch regardless of the customer’s actual interest. You have conducted a perfect sales call when the customer has been persuaded to buy even though you
listened far more than you spoke.

Link: http://www.systemsnews.com/newsletter/2008/Nltr04-06-08.pdf

The Three-stage negotiation process is a quick and easy method of reaching agreement in the many different short situations you may find yourself.

Typical situations where a short negotiation is used includes domestics requestsand retail purchases.
The three stages are simple:

Open: Say what you want

Bargain: Hammer out the deal

Close: Agree and exchange
Lets Look at the Third: Close

Propose. Make a proposal for the exchange, summarizing what you expect
from the other and what you will give them in return (if anything).

Include everything that you believe is necessary and sufficient to achieve and agreement. Use closing techniques and other negotiation tactics as appropriate.

Watch out for what the other person is doing in this area and resist
any tricks or handle opposition as needed.

Agree. Check to make sure the other person understands the deal and is
ready to make the exchange. Summarize the agreement as necessary. Be
clear about whether the deal is reversible.

Handle opposition as needed, including appropriate use of abjection handling techniques. Write down what has been agreed as necessary.

Exchange. Complete the deal by making any exchanges as agreed. If the
other side has said that they will do something then they should do it.

Ensure you get receipts and other proof of exchange as necessary, particularly if these are needed to reverse the agreement or claim later benefits, such as warranty returns. Be sure to follow up and maybe even offer a little extra reward as a thanks for commitment.

Link: http://www.systemsnews.com/newsletter/2008/Nltr03-31-08.pdf

The Three-stage negotiation process is a quick and easy method of reaching agreement in the many different short situations you may find yourself. Typical situations where a short negotiation is used includes domestics requests and retail purchases.

The three stages are simply:

Open: Say what you want,
Bargain: Hammer out the deal, and
Close: Agree and exchange

Lets Look at the Second: Bargain

Probe. Listen to their response to your request, including any counter requests that they make. Hear any resistance that they offer. Probe for details of what they want, why they want it, and why they may not want to comply with you. If they initiated the negotiation, then you might arrive back at this point, and don't move on to trading until you :
Signal. Show that you are ready to negotiate by sending signals that you might change your request or agree to some alternative arrangement. You can then wait for a signal back for them or, if it seems appropriate, go straight to a trade.

Trade. Put together things that you want with things that they want and offer them as a possible package for the other person to agree. If it looks like you’re close to agreement, then move to closure.

Use Trades to handle objections. Offer something in exchange for them withdrawing their reasons for not agreeing with you.