This document discusses different types of prospects and how to handle their objections effectively. It identifies various prospect types including the antagonistic, skeptical, gullible, egotistical, know-it-all, procrastinator, conservative penny-pincher, and others. For each type, it provides guidance on how to understand their perspective and address their specific concerns to improve the chances of a sale. The document emphasizes treating all customers with respect and focusing on understanding their needs to provide the best possible solution.
customer management, handling difficult guest or customer, rude customer management, focusing on customer, all about customer, how to win customer's attitude, how to increase profitability with customer management
Unsatisfied customers will tell between 9 and 15 people about their experience. About 13% of unsatisfied customers tell more than 20 people. This is the reason why you have to be responsible and deal with all customers when they have something to say.
Here are top 10 ways of how to do that.
Presentation delivered by Chris McLay at Leeds Beckett University on 26th May 2016, as part of the event Front Line Support in FE and HE, organised by Academic and Research Library Group's Yorkshire and Humberside branch.
customer management, handling difficult guest or customer, rude customer management, focusing on customer, all about customer, how to win customer's attitude, how to increase profitability with customer management
Unsatisfied customers will tell between 9 and 15 people about their experience. About 13% of unsatisfied customers tell more than 20 people. This is the reason why you have to be responsible and deal with all customers when they have something to say.
Here are top 10 ways of how to do that.
Presentation delivered by Chris McLay at Leeds Beckett University on 26th May 2016, as part of the event Front Line Support in FE and HE, organised by Academic and Research Library Group's Yorkshire and Humberside branch.
These are powerful conversational technique that can get you more sales. Originally “invented” by Milton Erickson.
You can use it anywhere, anytime, with anybody. Just take some time to come up with some choices and you hit the bull's eye.
It works like this:When would you rather meet, “today,” or “tomorrow”? Where today and tomorrow lead to the same thing.
These principles can be used for negotiation skills, conflict resolution
Assertive Communication Skills: How To Be Assertive Without Losing Your CoolMichael Lee
Having assertive communication skills means being able to stand up for what you believe in without resorting to threats or any other form if disrespect. This article shows you how to achieve that.
Selling with Certainty was an event held at the Frankston Arts Centre in March 2015 proudly presented by soldstory.com.au
Scott Cam was hosting, and Shaynna Blaze along with a live panel of experts were answering common questions designed to help consumers feel more confident and in control when it comes times to sell.
The event was highly entertaining and informative.
Researchers in the area of emotional intelligence point out that when it comes to being smart, academic IQ doesn't tell the whole story. Add emotional intelligence to the picture and the concept of smart is more complete.
These are powerful conversational technique that can get you more sales. Originally “invented” by Milton Erickson.
You can use it anywhere, anytime, with anybody. Just take some time to come up with some choices and you hit the bull's eye.
It works like this:When would you rather meet, “today,” or “tomorrow”? Where today and tomorrow lead to the same thing.
These principles can be used for negotiation skills, conflict resolution
Assertive Communication Skills: How To Be Assertive Without Losing Your CoolMichael Lee
Having assertive communication skills means being able to stand up for what you believe in without resorting to threats or any other form if disrespect. This article shows you how to achieve that.
Selling with Certainty was an event held at the Frankston Arts Centre in March 2015 proudly presented by soldstory.com.au
Scott Cam was hosting, and Shaynna Blaze along with a live panel of experts were answering common questions designed to help consumers feel more confident and in control when it comes times to sell.
The event was highly entertaining and informative.
Researchers in the area of emotional intelligence point out that when it comes to being smart, academic IQ doesn't tell the whole story. Add emotional intelligence to the picture and the concept of smart is more complete.
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Here is an incredible and valuable sales training post that will help you overcome objections and excuses with ease. You will also learn how yo control the sale and influence people to buy your products. People pay thousands of dollars for this training and I'm giving it away for free.
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Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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3.
We have all faced different types of prospects
in the due course of our work and the only
thing we are definitely not comfortable with
is letting any particular type of prospect
getting lost due to our inability to handle
them well.
This publication / presentation tries to sort
the different types of prospects broadly and
determine the solutions to their effective
management.
4.
Answer in Advance
Sell What the Product Does - Not the Product
Cost is NEVER the determining Factor
Objections are Consistent - Objectors are not.
5. Always Remember the Math's Approach to
SELLING!!!
ADD : BENEFITS (Quality; What the product or service
does..)
SUBTRACT : Prospect CONCERNS and DOUBTS
MULTIPLY : PLEASURE of BUYING
DIVIDE : COST, over period of time
6.
There are as many different kind of objections as there are
kinds of prospects, so there are many approaches and
variations in the way you handle each one of them.
It is very necessary to Identify the Type of prospect so that
there can be a basic guideline as to how to handle them.
7. The Antagonistic Prospect
The Skeptical
The Gullible
The Egotistical
The Know-it-all
The Procrastinator
The Conservative penny-pincher
The Critical Prospect
The Bargain Hunter
The Good-time Charlie
The Stone-face
8. the animal prospect who is going
to “bear” it in mind…
the insomniac prospect who is
going to “sleep on it”….
the musical prospect who will
make a “note” of it…
the playful prospect who is just
“feeling out the market”...
9.
He is the easy prospect, bless his heart, he
believes what we say..
You deal with him in an open & straightforward
manner
Tell him lots of human interest stories
He is more likely to buy because he likes and
trusts you than for any other reason
Deal with him gently but confidently..
He responds to persuasion but is offended with
speed and pressure
10.
She is the skeptical and argumentative
prospect.. Wants to be always right.. Raises
dogmatic doubts with sarcasm, cynicism
underlying it..
Tell her “She has raised a very important issue,
would he mind repeating it”
This ensures two things…
Firstly, that you are giving her importance,
Secondly, she rephrases the whole thing toning
down the objection
11.
In dealing with this prospect, do not argue or
contradict, let her blow off her steam
example…when the prospect brings up a
dogmatic or strong statement in objection form,
you pleasantly say, ”Your question pleases me,
Ms. Prospect, because it gets to the very heart
of the matter and since that is what I like to do,
it indicates we are on the same plane”.. (Even if
the prospect is outright stupid about the
questions raised)
12.
Is same to the skeptical one in type, but one
important thing to remember is that he is hostile for
a reason… it could be because he’s been abused or
misled by a salesperson in the past, maybe a
salesperson did not hear his complaint…
This is the prospect with whom to use the age old
‘3-F FORMULA’
◦ Compliment him for being ‘FRANK’, make him talk
◦ Understand the logic behind her problems and try to
establish a ‘FOCUS’ on his queries
◦ Establish a communication level and cliché for a
common ‘FUNDAMENTAL SOLUTION’ for his problem
13.
He wanted to start a procrastinator’s club
but decided to wait till later. He simply
can’t make a decision.
He went to the psychiatrist and the
psychiatrist said to him “ I understand you
have trouble making decisions”, the
fellow responded “well, yes - and no.”
Win his confidence by being the right kind
of person, demonstrate empathy.
14.
Your belief and conviction in your product and
that it will best meet his needs will be the
determining factor.
Remember, he is having trouble deciding if he
should buy. If you have any doubts that you
should sell, you can rest assured that he won’t
buy. Push him - be firm.
Inner pressure is the key factor. Pressurize him
by asking him a lot of questions.
15.
She’s got to feel she is a ’winner’ and she
won’t feel happy unless she gains some
kind of a concession.
You can handle this in three ways –
Giving her an assurance while pitching a solution
that she is getting your best offer..
Showing her that you are taking a personal
interest in her - “one thing I will do for you which
I normally don’t do for others is..I will personally
...”
Best of all, Increase the package price and then
offer discounts.
16.
He is the loud-mouthed ‘Mr. Obnoxious’…
Attention is what he craves, so give him
attention but in a firm and positive way. You
also challenge that individual.
Inside, he wants to be understood and
appreciated..
Challenge him with a lot of facts - “experts
suggest that… research indicates that..” etc.
17.
Doesn’t want to be bothered with details wants “facts, just the facts, I’ve got things
to do, I’m in a hurry!”..
Be brief, to the point, be business-like
assure him that you can handle the details.
Make it clear that you will take personal
interest, take care that he gets exactly what
he wants, then make sure you follow
through.
18.
‘Jolly Jimmy’ is the playful, good natured
prospect who in many ways can be the most
frustrating of all because on occasion he is
impulsive and indecisive.
He is far more likely to buy from someone he
likes and enjoys being around.
Make friends with him - laugh with him - be
casual.
Then - as a friend - encourage him to go
ahead and take action now so that he can
enjoy maximum benefits.
19.
He wants to feel important, so by all means,
make him feel important. He wants to be on
center stage, so let the spotlight be on him.
By the same token, he likes to know he is not
dealing with “one of the boys”, but rather
someone who is qualified to handle his account.
If you have set a few sales records or if you have
accomplished something significant at work, let
him know it in a non-threatening way.
Mr. Big will know that he is dealing with
someone who is qualified to handle such an
important person.
20.
‘Mr. Know-it-all’ is out to impress
you, so let him. You’ve got nothing
to lose.
You might let him impress you by
paying cash for the order and get
impressed by such a wonderful kind
of a client as he is
Other than this, he is mostly like Mr
Big Shot.
21.
The toughest prospect of all, the one who
doesn’t object at all. He yeses you all
through the interview, smiles, nods and
agrees with everything.
The problem with him is that he is a very
bad mix between Gullible and Jolly but has
significant influence of Indecisiveness.
The best solution here would be to be able
to switch over roles from Professional to
Friend to Professional through the
different phases of the Sale Closure
22.
The true essence of Sales is The Customer and the
importance of the customer is not to be forgotten at
any cost.
All the above types of customers are important to
our Business as we are trying hard to do one thing
and that is SALES.
We can not afford to lose the rarest resource for our
act to go on well. The Customer