Strip-Lining

In our newest series of blogs, were reviewing Negative Reverse Selling and the way it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is really a way of saying and doing the other of what the candidate expects coming from a salesperson, disarming them and creating trust together. We’ve also spent the last couple blogs reviewing abdominal muscles effective NRS sales tool called Strip-lining, where, by using a fishing metaphor. you cast your line to the possibility but instead of reeling them in, you let even more line out and give the possibility a chance to swim a lttle bit, before hooking them and pulling them in.

Strip-lining is usually a great tool to work with in gathering information from the possibility, whilst putting them comfortable. It is not a conventional sales method the spot that the salesperson immediately shares product or service benefits and attempts to sell those on his ‘better” goods and services. Instead, strip-lining helps produce a trusting relationship.

Remember: Prospects are people and the ones are naturally resistance against being “sold.” People be ok with their buying decisions whenever they feel like they made the buying decision themselves and weren’t coerced, tricked, or sold. Strip-lining allows the chance and you, because the salesperson, to get on equal footing and make certain there’s a good match for both people. You won’t look needy wanting to force benefits and features on the outlook. When you discover how to do it effectively, the candidate will qualify themselves, and judge whether or not it is sensible to discuss buying within you. You won’t master this product over night, so practice it and initially test it on smaller prospects before springing it on larger potential customers.

If you choose to do strip-lining correctly, the outlook will easily observe that you are the right person for the task and that there can be a good fit with you together with their company. This outcome sounds unlikely, I know, but it is what happens. Not every time, obviously, although, its not all prospect has to become a customer, either. Strip-lining could help you save time and allow you to develop long-term relationships with customers. By putting the candidate at ease, it will allow you to establish a trusted-advisor type reputation, that helps prevent your customers from comparing prices for better deals. Why? Because they like and trust you! Your customers will get in touch with you if he or she have to make a determination that is related on the product or service which you provide. Furthermore, because when you need to do this right, you are removed as (and they are!) successful and secure, and the ones love

to sell to successful, secure people. Negative Reverse Selling along with the Strip-lining sales technique are necessary tools in every successful salesperson’s arsenal.

Want for more information on Negative Reverse Selling, Strip-lining, as well as other Sandler selling techniques? Check out our upcoming workshops and sign-up for just one at no cost to your account. Here’s a connect to our Eventbrite page, and you’ll discover a workshop over a date and also at a location convenient to suit your needs. Be sure to make use of the Promotional Code: CrashAClass to go to free of charge.

1 Million Jobs

Every year Uganda’s institutions graduate over 400,000 students. The graduates scramble for 150,000 annual job openings near your vicinity. ~0.008% create own jobs, leaving the 71.99% graduates jobless each and every year, these are typically forced to find options to generate income, including activities within the survival-type informal sector and, some choose the sex, criminality and drug industries to outlive. This is on the verge of change! ‘Legacy footfalls’ is delivering Micro Business Incubation & ICT Skilling Program to 627, 000 graduates and 960,000 students from the 121 districts of Uganda.

PROGRAM HOST ORGANISATION

Legacy Footfalls can be an ICT4D nonprofit that utilizes ICT to take out critical skill shortage, produce a technology ahead generation & gives poverty an expiration date in Africa.

The organisation partners with community institutions (Schools, families and Churches) to produce lasting and meaningful change from the lives of isolated communities of Africa by equipping local teams with digital skills, use applied ICT to enlighten community members: uncover inner potential, and challenge each team to innovate methods to social problems affecting their community.

THE CHALLENGE:

47.3% Ugandans live below both poverty line and twice the poverty line, $2.40 every day. (World Bank) More than 18,447,000 people in Uganda are at risk of poverty, this even compares to the 83% unemployed graduates in the nation and is section of the global problem where over 50% of Africa’s graduates are unemployed annually. Children born inside slums of Uganda not simply suffer the impact of poverty today, but you are four times as very likely to become poor adults despite toiling to secure a bachelor’s degree.

THE SOLUTION:

There isn’t a doubt that communities which are making major progress from the area of jobs/wealth creation are those inside the fore-front of developing, deploying and exploiting ICTs of their society. A community’s capability and power to accelerate its socio economic development process and gain competitive advantage depends quite definitely on the extent that it can develop, use and then sell on, information, knowledge and technology a single form of other.

This project will deliver 5 mobile hi-tech. business incubation hubs in each district serving approximately 210 graduates and 320 students per hub annually. The hub comes fully installed with tools including film strips, modern day projectors, Promethean boards, language laboratories, audio tapes, tv set, ICT curriculum, sample investment proposals, mobile library, games and skilled instructors.

The hub is really a safe learning platform that provides youth more autonomy to cope with some of the most pressing social issues in their own individual communities; energy efficiency, poverty, water scarcity, disease, and sustainable housing a few.

LONG TERM PROJECT IMPACT:

As this system scales as much as all the 121 districts of Uganda, it’ll expand into ICT research, incubating ICT solution for your African continent which has a focus on;

Data analysis: Develop new data analysis methods allowing the perfect solution is of complex problems inside the transport sector, telecommunications, and building management and others.
Flexible production: “ICT supported Manufacturing Systems” improving the flexibility and efficiency of Africa’s production facilities determined by data analysis and interoperable interfaces.
Robotics integration: Open up inventions in “ICT-supported Manufacturing Systems in Africa”, e.g. human-robot collaboration.

GET INVOLVED:

Sponsor a hub
Bring your skill ~ International staff
Be an ambassador for legacy
Volunteer in Africa today!~Teams & individuals
Donate ~ Take ICT skills where they’ve already never been before

Strip-Lining Sales Technique

In our most recent blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep “throwing more line and let them swim”. However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are in control of the conversation, and you have a better chance of making a sale. Practice this step frequently in low risk situations before using it on your biggest and best prospects.

What should you practice? Getting the fit right means executing as follows:

• Neutral prospects get very hard strip-lines, such as, “It sounds like you’re very happy and I should leave. Before I go, what do you like about who you’re doing business with now?”

• Negative prospects get hard strip-lines, but not as hard as neutral prospects. For example, “Based on what you just said about your current vendor, it makes sense to me why you’re not interested in switching your business to another company. We get great feedback like that from our customers, too, but your vendor sounds really good at what they do. I don’t know if you can do any better than that. There doesn’t seem to be much opportunity for us to work together here, is there?”

• Positive prospects get strip-lines that are just a light tug: “Thanks for reaching out to us. I have to say, your friend Bronwyn gets almost all the credit for having a great experience with us. She was very good about explaining the application problem, and that really helped her have a happy outcome with us. Since I don’t know your application, I’m not sure if I can help you at this point. Could you be nice enough to tell me about it?”

In all three examples, you’ll find three components. Look at each of them, and you’ll see how strip-line responses are structured.

1. The first component is a build-up (a compliment or validation of the prospect’s point of view). In the above, an example of that was, “It sounds like you’re very happy.”

2. The second component is a takeaway (a conclusion that goes in the opposite direction to what the prospect expects). In the above, an example was, “… and I should leave.”

3. The third component is a question (a continuation of the discussion). In the above, an example was, “Before I go, what do you like about who you’re doing business with now?”

Looking at the example above for positive prospects, notice the buildup portion of the response validates how well things went “with Bronwyn” and gives most of the credit to her: “Thanks for reaching out to us. I have to say, your friend Bronwyn gets almost all the credit for having a great experience with us. She was very good about explaining the application problem, and that really helped her have a happy outcome with us.”

The takeaway portion includes words to the effect that you’re not yet convinced you can help the prospect. “Since I don’t know your application, I’m not sure if I can help you as well at this point.”

The third part, the question, is pretty obvious; you ask a question to start to understand the application, the problem, and ultimately the prospect’s pain: “Could you be nice enough to tell me about it?”

When you strip-line a prospect using all three components of the technique, you are likeliest to uncover the most meaningful information. You now know what a good fit looks like. What does a bad fit look like? Let’s say a prospect calls your office and says, “I’ve heard really good things about your company. A friend of mine, Bronwyn, told me all about you, and I’m very interested in doing business with you.” Obviously, that’s a positive prospect. It wouldn’t be appropriate for you to do a hard strip-line since the prospect is almost ready to buy. Saying to the prospect, “You must have used some other vendors in our space. Why wouldn’t you want to use them now?” will not only confuse the prospect, but would probably ruin the sale. So that’s a bad fit. Instead, you’d want to use the approach I shared with you above, the one that begins “Thanks for reaching out.”

Sometimes the prospect says something that more or less does the buildup for you. In that case, you don’t need to do it, but you still need to do the takeaway and pose the question. For example if the prospect says, “I heard really good things about your company,” you could strip-line by saying, “That’s nice to hear, but we’re not for everyone. Would you like to tell me why you thought it might have been a good idea to call, and hopefully we find out that we’re a good fit”?

In summary: Strip-line very hard with neutral pros-pects, even sounding like you are getting ready to leave the sales call or implying that you think the sales call is over; strip- line hard with negative prospects; strip-line lightly with positive prospects.

Strip-lining is a great way to uncover pain because it’s extremely disarming and helps build trust. When you do it right, it doesn’t sound like you’re selling. Prospects feel like you truly embrace and care about their goals and pain. (As, of course, you do!) If you don’t uncover pain with strip-lining, then perhaps that particular prospect doesn’t have enough pain to do business with you. Strip-lining combined with other pain-finding Sandler approaches will put you in a different league from all those other salespeople who traditionally start with the hard sell, list off features and benefits, and offer prospects free quotes.

Want to learn more about Negative Reverse Selling, and other Sandler selling techniques? Check out our upcoming workshops and sign-up for one at no cost to you. Here’s a link to our Eventbrite page, where you can find a workshop on a date and at a location convenient for you. Be sure to use the Promotional Code: CrashAClass to attend free of charge.

Article Source: http://EzineArticles.com/10152441

Facts About Crude Oil

If you are enthusiastic about knowing about probably the most commonly used commodity called crude oil, you’re on the right page. There is really a lot to understand this commodity, for instance its global use, trading decisions and origins. Let’s take a glance at some from the important facts.

1) It Is A Natural Resource

Basically, crude oil is really a naturally occurring product, which consists of a modest amount of sulfur, oxygen, nitrogen and even more of hydrocarbons. It gets formed from what exactly is left of small animals and plants in the surface of earth after a lot of years. Many natural factors like pressure and warmth turn the remains into oil.

Based for the type of oil plus the method of extraction, you’ll be able to classify it into heavy, extra heavy, medium or light.

2) Crude Oil Is Used In Production Processes

Crude oil is within the list of most critical sources of energy for the planet. It is burnt to provide heat to be a fuel. Aside from this, it’s found in asphalt, lubricants, waxes and plenty of other petrochemicals. Afterwards, the products are used generating into other models like clothes and plastics.

It’s amazing to recognise that everything we come across around us will depend on crude oil over the production process.

3) 5 Countries Produce 50% Of The Oil Used Across The Globe

In 2017, Saudi Arabia, the USA, Iran, Russia and Canada produced around 46 million outside of 92 million barrels of oil. The rest of oil is created by other countries around the globe.

The tariff of this product is suffering from a lot of factors, including political uncertainty and weather. For instance, in severe weather, it’s not possible to extract oil in the ground, which can result in the shortage on the product. As a result, the costs go up. Therefore, experts take these factors into consideration to make sure there isn’t any shortage of oil.

4) Daily Consumption

The width, length and depth associated with an Olympic size pool is 25 meters, 50 meters and a pair of meters respectively. To refill one such pool, usually it takes as many as 1577 barrels of crude oil. You will be amazed to learn that this the quantity of oil consumed on the globe in two minutes.

Now, if traders come to find out that use of oil goes up, it adds the indication which the demand for the commodity goes to increase. So, crude oil is known as an indicator with the economic health on the planet. In a strong economy, the application of oil keeps on rising.

5) Daily Consumption In The USA

In the USA, the daily import of oil is 8 million barrels. While the USA is on top from the list so far as oil production is anxious, nonetheless imports around 8 million barrels each day. There are two causes of it. First, the consumption of oil in the USA is fairly higher than other countries. Secondly, not all from the oil the nation produce is perfectly up to the mark.

So, they’re 5 details of crude oil that will interest you.

Positive Sales Results

In our latest blog, we pointed out Negative Reverse Selling and utilizing strip-lining ways to get neutral prospects dealing with issues with their business and then related pain due to those issues. Negative Reverse Selling is saying and doing the exact opposite of what the candidate expects salespeople to accomplish. Strip-lining is giving the possibility more line to swim with, and allows the outlook to keep talking, which makes it one with the more effective tools within the NRS toolbox. It’s much simpler to gather information as soon as you set the chance into motion, and Negative Reverse Selling is an excellent way to get the pendulum moving.

Let’s have a look at a scenario where strip-lining can be extremely effective in finding a negative prospect moving within the right direction. The prospect says towards the salesperson: “We stood a bad knowledge about your company. I have to show you, I have hardly any interest in employing you from the future”. That’s a pretty a bad prospect, right? So, an excellent strip-lining fact is in order. Salesperson: “Wow, I am really sorry to listen to that. I never learned about this situation. If I were inside your shoes, I wouldn’t work with us again, either. Could you be kind enough to share with me how it happened?”

Notice what are the salesperson did here. The salesperson validated the prospects feelings allowing them vent. We like to label this a “mental enema”. When a person has were built with a bad experience and is also obviously upset and angry, allow them to get it out of their system. They may be emotional and also a bit irrational, but letting them have it all out may go a long way towards helping you to make reparations, and rectify the problem.

Let me share another story, on this occasion a real life situation. I experienced a client inside printing industry named Omar. Omar’s printer was selling printing services to your major company which has a household name, headquartered in New Jersey. Omar’s company was messing up in a big way, delivering late on three shipments uninterruptedly. This really ticked off of the folks for the larger company, prompting the purchasing agency to talk about the salesperson’s head, and call Omar, the Sales Manager. The agent told Omar quite heatedly, “This will be the third period in a row your enterprise has fouled up our orders. We’re through with you.” At this point Omar gave the agent a mental enema. Omar said, “If I had you been, I’d be finished with us, too.” Once validated, the possibility “dumped” (since the sales manager input it) all his pent-up aggravation, releasing enough negativity to finally speak somewhat rationally. Believe it or not, that conversation evolved into a scheduled visit (or, as Omar named it when he was scheduling it, an “exit interview”). Because they ended up being doing business for a few years, Omar could convince the organization it would be an excellent idea to satisfy and develop promises to hand-from the business to your competitor.

Omar flew to New Jersey to meet up with in person with purchasing agent, and allowed the agent to once more validate how he felt about Omar’s company and ways in which they smudged three orders uninterruptedly. Omar listened and nodded, then said, “I probably would have stopped employing us following the second order got fouled up. I totally discover why you are upset. I’d be livid if I had you been.” At this point, the purchasing agent dumped and dumped, and dumped a lot more, dropping all his negativity on Omar. However, at the end of the two-hour meeting, Omar left that has a purchase order. How did he achieve that?

Omar was trained in in Negative Reverse Selling and ultizing strip-lining processes to give his angry client the opportunity to get all his anger out before heading ahead and dealing to fix things. The purchasing agent on the major company was grateful to Omar for letting him vent, and also for rectifying the specific situation going forward. Negative Reverse Selling allowed Omar for making amends for an undesirable experience and move on with some new company. That’s the power of Negative Reverse Selling.

In our next blog, we may go a little bit more in-depth, and breakdown various ways to use Strip-lining Techniques with lots of different prospects.

Want to explore Negative Reverse Selling, as well as other Sandler selling techniques? Check out our upcoming workshops and sign-up for just one at no cost to your account. Here’s a url to our Eventbrite page, to purchase a workshop on the date as well as a location convenient to suit your needs. Be sure to utilize Promotional Code: CrashAClass to go to free of charge.