Consultative Selling Quotes

You can’t sell it outside if you can’t sell it inside.

Entire industries, including strategic consulting, are built on selling you frameworks for defining, tiering, and quantifying levels of uncertainty, but these calculated bets or residual risks tend to be modeled on assumptions that make them useless, or even dangerous.

The approach of old school consulting companies is to sell the transfer of knowledge. They see themselves as selling information and selling advice. But at Mayflower-Plymouth we see ourselves more like a teacher in the global classroom - we teach businesses and business people how to thrive in business. We provide not just knowledge but also skills and competencies and depth of character and culture and values and habits.

Our approach to consulting is to be more like educators. For us, it's not only about selling the transfer of knowledge... It's also about teaching and equipping businesses to utilize resources and evolve into the better version of themselves so that they can add more value in the world. Our goal is to help businesses to be more capable of adding value.

Being relevant to your customers only when you’re trying to sell something means choosing to be irrelevant to them for the rest of the time.

Technology consultancies that design and sell these advanced AI systems may have difficulty being objective about the potential job displacement caused by those very tools. - Roger Spitz, Disrupt With Impact: Achieve Business Success in an Unpredictable Wold

Consultative, advisory selling is the most cost-effective, the most enduring, the most impactful and the most powerful marketing strategy a business owner could ever devise.

Art is the expression of human creativity and imagination, which produces works to be appreciated primarily for their beauty. It’s emotional. Commerce is the activity of buying and selling, particularly on a grand scale. It’s black and white: either a purchase is made or it isn’t. It’s practical.

It’s really simple. Sell high-value stuff to people who value high-value stuff.

To sell (or serve) effectively, you must focus on your client – even if it creates more work for you. This is a fundamental principle of consultative sales.

The only suitable reference for an early majority customer, it turns out, is another member of the early majority, but no upstanding member of the early majority will buy without first having consulted with several suitable references.

I Cannot Remember I once was a poet too (you gave life to my words), but now I cannot remember Since I have forgotten you (my love!), my art too I cannot remember Yesterday consulting my heart, I learned that your hair, lips, mouth, I cannot remember In the city of the intellect insanity is silence But now your sweet, spontaneous voice, its fluidity, I cannot remember Once I was unfamiliar with wrecking balls and ruins But now the cultivation of gardens, I cannot remember Now everyone shops at the store selling arrows and quivers But neglects his own body, the client he cannot remember Since time has brought me to a desert of such arid forgetfulness Even your name may perish; I cannot remember In this narrow state of being, lacking a country, even the abandonment of my fellow countrymen, I cannot remember

Cixi’s lack of formal education was more than made up for by her intuitive intelligence, which she liked to use from her earliest years. In 1843, when she was seven, the empire had just finished its first war with the West, the Opium War, which had been started by Britain in reaction to Beijing clamping down on the illegal opium trade conducted by British merchants. China was defeated and had to pay a hefty indemnity. Desperate for funds, Emperor Daoguang (father of Cixi’s future husband) held back the traditional presents for his sons’ brides – gold necklaces with corals and pearls – and vetoed elaborate banquets for their weddings. New Year and birthday celebrations were scaled down, even cancelled, and minor royal concubines had to subsidise their reduced allowances by selling their embroidery on the market through eunuchs. The emperor himself even went on surprise raids of his concubines’ wardrobes, to check whether they were hiding extravagant clothes against his orders. As part of a determined drive to stamp out theft by officials, an investigation was conducted of the state coffer, which revealed that more “than nine million taels of silver had gone missing. Furious, the emperor ordered all the senior keepers and inspectors of the silver reserve for the previous forty-four years to pay fines to make up the loss – whether or not they were guilty. Cixi’s great-grandfather had served as one of the keepers and his share of the fine amounted to 43,200 taels – a colossal sum, next to which his official salary had been a pittance. As he had died a long time ago, his son, Cixi’s grandfather, was obliged to pay half the sum, even though he worked in the Ministry of Punishments and had nothing to do with the state coffer. After three years of futile struggle to raise money, he only managed to hand over 1,800 taels, and an edict signed by the emperor confined him to prison, only to be released if and when his son, Cixi’s father, delivered the balance. The life of the family was turned upside down. Cixi, then eleven years old, had to take in sewing jobs to earn extra money – which she would remember all her life and would later talk about to her ladies-in-waiting in the court. “As she was the eldest of two daughters and three sons, her father discussed the matter with her, and she rose to the occasion. Her ideas were carefully considered and practical: what possessions to sell, what valuables to pawn, whom to turn to for loans and how to approach them. Finally, the family raised 60 per cent of the sum, enough to get her grandfather out of prison. The young Cixi’s contribution to solving the crisis became a family legend, and her father paid her the ultimate compliment: ‘This daughter of mine is really more like a son!’ Treated like a son, Cixi was able to talk to her father about things that were normally closed areas for women. Inevitably their conversations touched on official business and state affairs, which helped form Cixi’s lifelong interest. Being consulted and having her views acted on, she acquired self-confidence and never accepted the com“common assumption that women’s brains were inferior to men’s. The crisis also helped shape her future method of rule. Having tasted the bitterness of arbitrary punishment, she would make an effort to be fair to her officials.

Entrepreneurs who kept their day jobs had 33 percent lower odds of failure than those who quit. If you’re risk averse and have some doubts about the feasibility of your ideas, it’s likely that your business will be built to last. If you’re a freewheeling gambler, your startup is far more fragile. Like the Warby Parker crew, the entrepreneurs whose companies topped Fast Company’s recent most innovative lists typically stayed in their day jobs even after they launched. Former track star Phil Knight started selling running shoes out of the trunk of his car in 1964, yet kept working as an accountant until 1969. After inventing the original Apple I computer, Steve Wozniak started the company with Steve Jobs in 1976 but continued working full time in his engineering job at Hewlett-Packard until 1977. And although Google founders Larry Page and Sergey Brin figured out how to dramatically improve internet searches in 1996, they didn’t go on leave from their graduate studies at Stanford until 1998. “We almost didn’t start Google,” Page says, because we “were too worried about dropping out of our Ph.D. program.” In 1997, concerned that their fledgling search engine was distracting them from their research, they tried to sell Google for less than $2 million in cash and stock. Luckily for them, the potential buyer rejected the offer. This habit of keeping one’s day job isn’t limited to successful entrepreneurs. Many influential creative minds have stayed in full-time employment or education even after earning income from major projects. Selma director Ava DuVernay made her first three films while working in her day job as a publicist, only pursuing filmmaking full time after working at it for four years and winning multiple awards. Brian May was in the middle of doctoral studies in astrophysics when he started playing guitar in a new band, but he didn’t drop out until several years later to go all in with Queen. Soon thereafter he wrote “We Will Rock You.” Grammy winner John Legend released his first album in 2000 but kept working as a management consultant until 2002, preparing PowerPoint presentations by day while performing at night. Thriller master Stephen King worked as a teacher, janitor, and gas station attendant for seven years after writing his first story, only quitting a year after his first novel, Carrie, was published. Dilbert author Scott Adams worked at Pacific Bell for seven years after his first comic strip hit newspapers. Why did all these originals play it safe instead of risking it all?

Declan Lynch was a liar. He'd been a liar his entire life. Lies came to him fluidly, easily, instinctively. What does your father do for a living? He sells high-end sports cars in the summer, life insurance in the winter. He's an anesthesiologist. He does financial consulting for divorcees. He does advertising work for international companies in English-speaking markets. He's in the FBI. Where did he meet your mother? They were on yearbook together in high school. They were set up by friends. She took his picture at the county fair, said she wanted to keep his smile forever. Why can't Ronan come to a sleepover? He sleepwalks. Once he walked out to the road and my father had to convince a trucker who'd stopped before hitting him he was really his son. How did your mother die? Brain bleed. Rare. Genetic. Passes from mother to daughter, which is the only good thing, 'cause she only had sons. How are you doing? Fine. Good. Great. At a certain point, the truth felt worse. Truth was a closed-casket funeral attended by its estranged living relatives, Lies, Safety, Secrets. He lied to everyone. He lied to his lovers, his friends, his brothers. Well. More often he simply didn't tell his brothers the truth.

Now, according to Business Week, 94 percent of U.S. corporations ask for electronic resumes. They use software to sift through them, picking out a selection of "finalists" for human managers to consider. What does the software look for? That's what we have to figure out. Some pick out certain words-MBA, Harvard, Excel, fluent Mandarin. Others look for more sophisticated combinations. Plenty of consultants are on call to sell us inside tips. The point is that when we want to be found, whether we're looking for money or love, we must make ourselves intelligible to machines. We need good page rank. We must fit ourselves to algorithms.

Mr. Lawrence drank from his beer. Do you know how I figure out what to do? I look under rocks for slime. I lick the slime with my own tongue. I see the problem for what it is, not what a consultant's methodology says it should be. I find people who are working on something that no one told them to work on, who solve a problem because they can't let it stay unsolved, who don't eat or bathe because it takes too much time. I find the ones selling their ideas to customers without going through the marketing department first. I've gotten good at picking molds off cheeses and turning them into penicillin. People used to wonder where my ideas came from. It was simple: I looked for slimy rocks and moldy cheese, and I watched the bank account like a hawk. It worked well for this company for a long time.

GET BEYOND THE ONE-MAN SHOW Great organizations are never one-man operations. There are 22 million licensed small businesses in America that have no employees. Forbes suggests 75 percent of all businesses operate with one person. And the average income of those companies is a sad $44,000. That’s not a business—that’s torture. That is a prison where you are both the warden and the prisoner. What makes a person start a business and then be the only person who works there? Are they committed to staying small? Or maybe an entrepreneur decides that because the talent pool is so poor, they can’t hire anyone who can do it as well as them, and they give up. My guess is the latter: Most people have just given up and said, “It’s easier if I just do it myself.” I know, because that’s what I did—and it was suicidal. Because my business was totally dependent on me and only me, I was barely able to survive, much less grow, for the first ten years. Instead I contracted another company to promote my seminars. When I hired just one person to assist me out of my home office, I thought I was so smart: Keep it small. Keep expenses low. Run a tight ship. Bigger isn’t always better. These were the things I told myself to justify not growing my business. I did this for years and even bragged about how well I was doing on my own. Then I started a second company with a partner, a consulting business that ran parallel to my seminar business. This consulting business quickly grew bigger than my first business because my partner hired people to work for us. But even then I resisted bringing other people into the company because I had this idea that I didn’t want the headaches and costs that come with managing people. My margins were monster when I had no employees, but I could never grow my revenue line without killing myself, and I have since learned that is where all my attention and effort should have gone. But with the efforts of one person and one contracted marketing company, I could expand only so much. I know that a lot of speakers and business gurus run their companies as one-man shows. Which means that while they are giving advice to others about how to grow a business, they may have never grown one themselves! Their one-man show is simply a guy or gal going out, collecting a fee, selling time and a few books. And when they are out speaking, the business terminates all activity. I started studying other people and companies that had made it big and discovered they all had lots of employees. The reality is you cannot have a great business if it’s just you. You need to add other people. If you don’t believe me, try to name one truly great business that is successful, ongoing, viable, and growing that doesn’t have many people making it happen. Good luck. Businesses are made of people, not just machines, automations, and technology. You need people around you to implement programs, to add passion to the technology, to serve customers, and ultimately to get you where you want to go. Consider the behemoth online company Amazon: It has more than 220,000 employees. Apple has more than 100,000; Microsoft has around the same number. Ernst & Young has more than 200,000 people. Apple calls the employees working in its stores “Geniuses.” Don’t you want to hire employees deserving of that title too? Think of how powerful they could make your business.

Book authors are in high demand for speaking engagements and appearances; they are the new ‘celebrity’ and celebrities gain access. Authors not only make money from royalties or book advances but from their keynotes, presentations and strategically branded product lines. This includes entrepreneurial ideas for you to extend yourself beyond just writing and prepares you to add speaking and consulting to your revenue stream. You have to begin to look outside book sales and towards the speaking market. There are radio, interviews, news, television, small channel television keynotes, lectures, seminars and workshops. These types of events have the possibility to be much more lucrative than just selling books. In essence, the book builds and brands you in the public eye. It gives you credibility and the opportunity to be more than you are. It enables you to now be a voice, a teacher, a leader, an expert - after all, you wrote the book on it!

When artists start out, no one knows who they are or what they do. Despite this, they start manifesting their vision. A painter begins painting and sharing those paintings with the market. Maybe she sells a cou- ple at a low price, or maybe she can’t sell any. So what does she do? Somehow she begins to share the story behind her art. Why does she paint? Where did she come from? What’s her inspiration? What’s the meaning behind her work? Why does she need—not want, need—to paint? And over time people hear her story: some connect with it and others don’t, but the ones who do connect, who see a reflection of themselves in her story, become her tribe. Maybe eventually she gets a gallerist, manager, patron, or publicist, and they share her resonant story with even more people, growing her tribe. Then what happens? Though the paintings are the same, by combining the work with an authentic, resonant story, our painter magically creates value and demand for her art grows.

Tips for Mailings to Sell Professional Services Credibility is critical here. Descriptive items of fact (such as number of years in business, number of clients served, sample client lists, and so on) can all be of tremendous value. However, “believability” is even more important than “credibility.” The facts about your business, such as years in business, clients served, proprietary methods, and so on are important, but not nearly as persuasive as what clients have to say about their real-life experiences with you, benefits realized, and skepticism erased. Facts and credibility only support persuasion. Consider offering a free initial consultation or a free package of informative literature; this may break down barriers of skepticism and mistrust. Answer the question: why should the reader bother? Similarly, you should work at making the intangible benefits of your product tangible. This can be accomplished with before/after photographs, slice-of-life stories, case histories, or other examples. Demonstrate the value!

This is your opportunity! The Zed, shine your eyes! They call it a big-big name, evaluation consulting, but it is not difficult. You undervalue the properties and make sure it looks as if you are following due process. You acquire the property, sell off half to pay your purchase price, and you are in business! You’ll register your own company. Next thing, you’ll build a house in Lekki and buy some cars and ask our hometown to give you some titles and your friends to put congratulatory messages in the newspapers for you and before you know, any bank you walk into, they will want to package a loan immediately and give it to you, because they think you no longer need the money! And after you register your own company, you must find a white man. Find one of your white friends in England. Tell everybody he is your General Manager. You will see how doors will open for you because you have an oyinbo General Manager. Even Chief has some white men that he brings in for show when he needs them. That is how Nigeria works. I’m telling you.

Fire the Boss. “Big Al, when you join our business, here is what happens. Six months from now you walk into your boss’ office. You sit down in the chair, you put your feet up on his desk and you leave little scuff marks with your heels. “Then you put your hands behind your head and you calmly tell the boss that you can’t fit him into your schedule any longer. You’ve enjoyed working there, but if they have any problems after you leave, they can call you any Tuesday morning at 11:00 a.m. at your normal consulting rate. “Then you get up from the boss’ office, walk out to the main office desk, pick up your personal belongings, wave good-bye to all your fellow workers who said it couldn’t be done, hop into your brand-new bonus car, drive down to the drive-in teller window, deposit this month’s bonus check, and say to the bank teller: “‘Oh, I don’t know. Put this bonus check in savings or checking. It really doesn’t matter. I get these checks every month.’ “And then you drive home and relax, and have a nice glass of your favorite beverage.

And whatever you make of the country-by-country surveys of national happiness that are now published with some regularity, it’s striking that the ‘happiest’ countries are never those where self-help books sell the most, nor indeed where professional psychotherapists are most widely consulted. The existence of a thriving ‘happiness industry’ clearly isn’t sufficient to engender national happiness, and it’s not unreasonable to suspect that it might make matters worse. Yet the ineffectiveness of modern strategies for happiness is really just a small part of the problem. There are good reasons to believe that the whole notion of ‘seeking happiness’ is flawed to begin with. For one thing, who says happiness is a valid goal in the first place? Religions have never placed much explicit emphasis on it, at least as far as this world is concerned; philosophers have certainly not been unanimous in endorsing it, either. And any evolutionary psychologist will tell you that evolution has little interest in your being happy, beyond trying to make sure that you’re not so listless or miserable that you lose the will to reproduce. Even assuming happiness to be a worthy target, though, a worse pitfall awaits, which is that aiming for it seems to reduce your chances of ever attaining it. ‘Ask yourself whether you are happy,’ observed the philosopher John Stuart Mill, ‘and you cease to be so.’ At best, it would appear, happiness can only be glimpsed out of the corner of an eye, not stared at directly.

But if you, like poor old Rolling Stone’s nonprofessional, have come to a point on the Trail where you’ve started fearing your own cynicism every bit as much as you fear your credulity and the salesmen who feed on it, you’re apt to find your thoughts returning again and again to a certain dark and box-sized cell in a certain Hilton half a world and three careers away, to the torture and fear and offer of reprieve and a certain Young Voter named McCain’s refusal to violate a Code. There were no techs’ cameras in that box, no aides or consultants, no paradoxes or gray areas; nothing to sell. There was just one guy and whatever in his character sustained him. This is a huge deal. In your mind, that Hoa Lo box becomes sort of a dressing room with a star on the door, the private place behind the stage where one imagines “the real John McCain” still lives. And but now the paradox here is that this box that makes McCain “real” is: impenetrable. Nobody gets in or out. That’s why, however many behind-the-scenes pencils get put on the case, be apprised that a “profile” of John McCain is going to be just that: one side, exterior, split and diffracted by so many lenses there’s way more than one man to see. Salesman or leader or neither or both: the final paradox—the really tiny central one, way down deep inside all the other campaign puzzles’ spinning cubes and squares and boxes that layer McCain—is that whether he’s “for real” depends now less on what’s in his heart than on what might be in yours. Try to stay awake.

Cultivating loyalty is a tricky business. It requires maintaining a rigorous level of consistency while constantly adding newness and a little surprise—freshening the guest experience without changing its core identity.” Lifetime Network Value Concerns about brand fickleness in the new generation of customers can be troubling partly because the idea of lifetime customer value has been such a cornerstone of business for so long. But while you’re fretting over the occasional straying of a customer due to how easy it is to switch brands today, don’t overlook a more important positive change in today’s landscape: the extent to which social media and Internet reviews have amplified the reach of customers’ word-of-mouth. Never before have customers enjoyed such powerful platforms to share and broadcast their opinions of products and services. This is true today of every generation—even some Silent Generation customers share on Facebook and post reviews on TripAdvisor and Amazon. But millennials, thanks to their lifetime of technology use and their growing buying power, perhaps make the best, most active spokespeople a company can have. Boston Consulting Group, with grand understatement, says that “the vast majority” of millennials report socially sharing and promoting their brand preferences. Millennials are talking about your business when they’re considering making a purchase, awaiting assistance, trying something on, paying for it and when they get home. If, for example, you own a restaurant, the value of a single guest today goes further than the amount of the check. The added value comes from a process that Chef O’Connell calls competitive dining, the phenomenon of guests “comparing and rating dishes, photographing everything they eat, and tweeting and emailing the details of all their dining adventures.” It’s easy to underestimate the commercial power that today’s younger customers have, particularly when the network value of these buyers doesn’t immediately translate into sales. Be careful not to sell their potential short and let that assumption drive you headlong into a self-fulfilling prophecy. Remember that younger customers are experimenting right now as they begin to form preferences they may keep for a lifetime. And whether their proverbial Winstons will taste good to them in the future depends on what they taste like presently.

The Ten Ways to Evaluate a Market provide a back-of-the-napkin method you can use to identify the attractiveness of any potential market. Rate each of the ten factors below on a scale of 0 to 10, where 0 is terrible and 10 fantastic. When in doubt, be conservative in your estimate: Urgency. How badly do people want or need this right now? (Renting an old movie is low urgency; seeing the first showing of a new movie on opening night is high urgency, since it only happens once.) Market Size. How many people are purchasing things like this? (The market for underwater basket-weaving courses is very small; the market for cancer cures is massive.) Pricing Potential. What is the highest price a typical purchaser would be willing to spend for a solution? (Lollipops sell for $0.05; aircraft carriers sell for billions.) Cost of Customer Acquisition. How easy is it to acquire a new customer? On average, how much will it cost to generate a sale, in both money and effort? (Restaurants built on high-traffic interstate highways spend little to bring in new customers. Government contractors can spend millions landing major procurement deals.) Cost of Value Delivery. How much will it cost to create and deliver the value offered, in both money and effort? (Delivering files via the internet is almost free; inventing a product and building a factory costs millions.) Uniqueness of Offer. How unique is your offer versus competing offerings in the market, and how easy is it for potential competitors to copy you? (There are many hair salons but very few companies that offer private space travel.) Speed to Market. How soon can you create something to sell? (You can offer to mow a neighbor’s lawn in minutes; opening a bank can take years.) Up-front Investment. How much will you have to invest before you’re ready to sell? (To be a housekeeper, all you need is a set of inexpensive cleaning products. To mine for gold, you need millions to purchase land and excavating equipment.) Upsell Potential. Are there related secondary offers that you could also present to purchasing customers? (Customers who purchase razors need shaving cream and extra blades as well; buy a Frisbee and you won’t need another unless you lose it.) Evergreen Potential. Once the initial offer has been created, how much additional work will you have to put in in order to continue selling? (Business consulting requires ongoing work to get paid; a book can be produced once and then sold over and over as is.) When you’re done with your assessment, add up the score. If the score is 50 or below, move on to another idea—there are better places to invest your energy and resources. If the score is 75 or above, you have a very promising idea—full speed ahead. Anything between 50 and 75 has the potential to pay the bills but won’t be a home run without a huge investment of energy and resources.

The ongoing success... reflects two fundamental shifts that have transformed my teaching, consulting, and advisory work since 'Serious Play'. The first is transitioning from the practice of selling solutions to the promise of providing an effective approach. The second is moving from the “transmission of expertise” toward the “cultivation of capability.

People, says Tarantoga, believe what they want to believe. Take astrology for instance. Astronomers, who after all should know more than anyone about the stars, tell us that they are giant balls of incandescent gas spinning since the world began and that their influence on our fate is considerably less than the influence of a banana peel, on which you can slip and break your leg. But there is no interest in banana peels, whereas serious periodicals include horoscopes and there are even pocket computers you can consult before you invest in the stock market to find out if the stars are favorable. Anyone who says that the skin of a fruit can have more effect on a person’s future than all the planets and stars combined won’t be listened to. An individual comes into the world because his father, say, didn’t withdraw in time, thereby becoming a father. The mother-to-be, seeing what happened, took quinine and jumped from the top of the dresser to the floor but that didn’t help. So the individual is born and he finishes school and works in a store selling suspenders, or in a post office. Then suddenly he learns that that’s not the way it was at all. The planets came into conjunction, the signs of the zodiac arranged themselves carefully into a special pattern, half the sky cooperated with the other half so that he could come into being and stand behind this counter or sit behind this desk. It lifts his spirits. The whole universe revolves around him, and even if things aren’t going well, even if the stars are lined up in such a way that the suspenders manufacturer loses his shirt and the individual consequently loses his job, it’s still more comforting than to know that the stars don’t really give a damn. Knock astrology out of his head, and the belief too that the cactus on his windowsill cares about him, and what is left? Barefoot, naked despair. So says Professor Tarantoga, but I see I am digressing.

Threadless is a T-shirt company founded by people with expertise in information technology services, web design, and consulting. Their business model involves holding weekly design contests open to outside participants, printing only T-shirts with the most popular designs, and selling them to their large and growing customer base. Threadless doesn’t need to hire artistic talent, since skilled designers compete for prizes and prestige. It doesn’t need to do marketing, since eager designers contact their friends to solicit votes and sales. It doesn’t need to forecast sales, since voting customers have already announced what numbers they will buy. By outsourcing production, Threadless can also minimize its handling and inventory costs. Thanks to this almost frictionless model, Threadless can scale rapidly and easily, with minimal structural restrictions.

As corporate consultants Richard Maxwell and Robert Dickman say in their book The Elements of Persuasion, “For those of us whose business depends on being able to persuade others—which is all of us in business—the key to survival is being able to cut through all the clutter and make the sale. The good news is that the secret of selling is what it has always been—a good story.

Patrick Lencioni’s book Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty. When it comes to client loyalty, Lencioni found that by being completely transparent and vulnerable with customers, service providers like coaches and consultants can build surprisingly resilient levels of trust and loyalty. So what’s stopping you and me from being more vulnerable with our coaching clients? One word. Fear. Lencioni outlines three fears that sabotage client loyalty: fear of losing business, fear of being embarrassed, and fear of feeling inferior. This last fear struck a chord with me. I often coach new coaches. I share ideas for identifying a market niche, marketing to that niche, and finally using their individual strengths to get paying clients in their chosen niche.

The concept of selling solutions isn’t wrong. It’s based on a valid recognition of the enormous unmet needs most customers have. But very few companies have figured out how to implement the concept profitably. Most failed attempts to deliver solutions have suffered from one of two common flaws. First, many are uncompelling or undifferentiated in the customer’s eyes. Sometimes the word solution is simply code for a consultative selling process or an attempt to pitch some kind of service agreement along with the product. Sometimes the solution is more significant, but undifferentiated. Take outsourcing as an example. Many companies have moved to take over and run some customer function, such as the mail room or call center, and then struggled to make money. The reason: In most cases, this is simply a cost-of-capital or -labor play, based on the notion that the contractor can run the operation more cheaply than the client firm. The function’s role in enhancing the customer’s business scarcely changes. Not surprisingly, this purely cost-based value proposition leads to rapid downward pricing pressure and service commoditization. The other major problem with many attempts to create solutions is their complexity. Once a company has developed a compelling solutions offering, reaching and serving the customer often requires the creation of a highly skilled delivery force that is hard to scale up. The result is a small, marginally profitable operation that clings to relevance on the periphery of the business.

When we face complex, human-centered problems that we understand poorly, such as the one Ron Johnson faced at Penney’s, we should avoid framing them by analogy with others situations. Instead, we should invest in understanding problems from the perspective

People are inclined to do what others have already done. People will follow you to your chiropractor, consult your doctor, hire your maid, or go to the movie you recommended—all because of what you did, not what you said. To the degree that you’re sold, you will take action, and to the degree that you take action, you will be successful in selling others!

I’ve been told again and again, at school after school, that career service offices have little or nothing to say to students who are interested in something other than the big four of law, medicine, finance, and consulting. At the recruitment fairs, the last two dominate the field. And some schools go even further. Stanford offers companies special access to its students for a fee of ten thousand dollars—and it is hard to believe that Stanford is the only one. Selling your students to the highest bidder: it doesn’t get more cynical than that. But though the process isn’t often that direct, that’s basically the way the system works. As a friend of mine, a third-generation Yalie, once remarked, the purpose of Yale College is to manufacture Yale alumni. David Foster Wallace (Amherst ’85), has a character put it like this: The college itself turned out to have a lot of moral hypocrisy about it, e.g., congratulating itself on its diversity and the leftist piety of its politics while in reality going about the business of preparing elite kids to enter elite professions and make a great deal of money, thus increasing the pool of prosperous alumni donors.

The remedy is to think about problems more thoroughly, search for missing information, double-check every clue, weigh the pros and cons, and investigate all possible hypotheses

When problem solvers have deep experience in a particular domain, their knowledge is salient and easy to recall, which can lead them to pay more attention to characteristics of the new setting that seem similar and ignore those that are different, and to develop superficial analogies and poor solutions.14 Experience can be a poor guide when working outside your area of expertise or when the nature of your work changes.

PRO TIP: Selling is helping. If you believe your product or service improves the lives of your customers, sales is just education. You’re helping people out. Reframing selling/asking as helping makes it exciting to offer your consulting or window-washing services or provide someone with delicious cookies. Once you accept that truth, asking becomes loads easier and feels much more like a communal gift than a selfish desire.

Technology consultancies that design and sell these advanced AI systems may have difficulty being objective about the potential job displacement caused by those very tools.

You must stop selling and start educating, consulting and advising prospects about the benefits your products and services deliver compared to each and every competitor in your category.

Suraj solar and allied industries, Wework galaxy, 43, Residency Road, Bangalore-560025. Mobile number : +91 808 850 7979 ### Embracing Solar Rooftop in Bangalore: A Sustainable Solution for Your Home Are you keen on reducing your monthly power bills while contributing to a cleaner and more sustainable environment? Investing in solar rooftops could be the answer you’ve been looking for, especially if you're living in Bangalore, a city blessed with abundant sunlight throughout the year. #### The Benefits of Solar Rooftops 1. **Cutting Down Electricity Bills**: One of the most immediate advantages of installing a solar rooftop system is the significant reduction in electricity bills. Solar panels harness sunlight and convert it into electricity for your home. By generating your own power, you can lower your dependence on grid electricity, which often comes with high charges, especially during peak hours. 2. **Environmental Impact**: Transitioning to solar energy is not just about personal savings. It’s a step toward a cleaner, greener environment. By choosing solar panels, you’re reducing your carbon footprint and contributing to the fight against climate change. Each kilowatt-hour of solar energy produced helps to eliminate emissions associated with traditional fossil fuel energy sources. 3. **Incentives and Subsidies**: The government of India and various state governments, including Karnataka, offer attractive incentives, rebates, and subsidies for solar panel installations. These financial benefits make the initial investment more manageable, allowing you to reap future savings sooner than later. 4. **Low Maintenance Costs**: Solar rooftops are designed to be durable and require minimal maintenance. Generally, a good quality solar panel can last 25 years or more, with little upkeep beyond occasional cleaning to remove dust and debris. This longevity ensures that the system remains efficient for years to come. 5. **Increase in Property Value**: Homes equipped with solar rooftop systems often experience an increase in property value. As more homebuyers become environmentally conscious, a solar installation can be a selling point, making your property more attractive in a competitive housing market. #### Sunease Solar: Your Partner in Going Solar Sunease Solar is paving the way for Solar Rooftop in Bangalore. Specializing in solar rooftop installations, Sunease Solar offers tailor-made solutions that cater specifically to your energy needs. With a team of experienced professionals, they guide you through every step— from assessing your energy requirements to designing a system that maximizes efficiency while fitting within your budget. #### How to Get Started The journey to going solar begins with a thorough assessment of your roof and energy consumption. Sunease Solar provides free consultations, allowing you to explore the viability of solar energy in your home. Once you decide to move forward, they will oversee the installation process from start to finish, ensuring that everything complies with local regulations. After the installation, Sunease Solar offers ongoing support, helping to monitor the system’s performance and addressing any concerns you may have. Their commitment to customer satisfaction and sustainable energy solutions makes them a leading choice for solar rooftops in Bangalore. #### Conclusion If you’re ready to reduce your monthly power bills and contribute to a sustainable future, consider investing in a solar rooftop system. With the right partner like Sunease Solar, making the switch to solar can be seamless and beneficial for both your wallet and the planet. It's time to harness the power of the sun and embrace a greener lifestyle—are you ready to take the plunge?

Suraj solar and allied industries, Wework galaxy, 43, Residency Road, Bangalore-560025. Mobile number : +91 808 850 7979 Solar Rooftop in Bangalore – Sunease Solar Bangalore, India's Silicon Valley, is known for more than just its booming tech sector. It is also becoming more and more aware of sustainable energy options. The move toward renewable energy, particularly solar power, has gained tremendous momentum as demand for energy rises and prices rise. Sunease Solar, which focuses on Solar Rooftop in Bangalore, has emerged as a leading name among the many businesses in the city. Why Bangalore's Solar Rooftop? Due to its location, Bangalore is an ideal location for harnessing solar energy. The city has a lot of sunshine all year, so it has a lot of potential for making solar power. Solar roofs give homeowners, businesses, and industries access to this renewable resource, lowering their reliance on conventional sources of electricity and contributing to a more environmentally friendly future. Under net metering policies, putting in a solar rooftop system not only helps cut down on electricity costs, but it also gives you a chance to make more money by selling excess power back to the grid. Furthermore, now is the ideal time to switch to solar energy in Bangalore due to the state government of Karnataka's push for its adoption through subsidies and incentives. Sunease Solar is a leading player in the solar energy industry, providing individualized solar rooftop installations for Bangalore's residential, commercial, and industrial properties. Sunease Solar has established a reputation for dependability, expertise, and outstanding customer service thanks to its dedication to providing solar solutions that are both effective and of high quality. Why should I pick Sunease Solar? Individualized Solar Solutions: Sunease Solar offers individualized solutions to meet each client's unique energy needs. Their team assesses your energy requirements and designs a solar rooftop system that maximizes efficiency and savings for a home, office, or industrial unit. High-Quality Materials: The quality of a solar rooftop system's components determines its efficiency and longevity. Sunease Solar only makes use of the best solar panels, inverters, and mounting structures available. This makes sure that the systems will last, work well, and be able to handle the weather in Bangalore. Complete Service: Sunease Solar offers a complete service, from consultation and site evaluation to system design, installation, and upkeep. Their group of specialists handles every one of the specialized and calculated parts of the establishment cycle, making it consistent and bother free for the client. Government incentives and subsidies: Sunease Solar ensures that customers can take full advantage of the financial support for Solar Rooftop in Bangalore by guiding them through the complicated application process for government subsidies and incentives. Cost-effective and friendly to the environment: You will not only save money on your electricity bills but also reduce your carbon footprint when you choose Sunease Solar. Solar energy is a renewable, clean resource that contributes to a more sustainable environment by lowering emissions of greenhouse gases. Benefits of rooftop solar: Lower utility bills: By generating power directly from the sun, a solar rooftop system can significantly reduce electricity costs. In a city like Bangalore, where energy costs are rising, this is especially beneficial. Independence on Energy: You become less reliant on conventional energy sources and their fluctuating costs with solar power. In the long run, a solar roof installation gives you energy independence and security. Gain in Property Value: Solar rooftop systems make buildings and homes more appealing to prospective buyers and renters. Solar installations are regarded as an important addition that frequently raise property values.

The foreign ministers were unsettled too by the buzz around the report’s insistence on a new diplomatic push that would involve talking to Iran—a kind of regional solution to the Iraq problem. They were rightly suspicious that the Iranians would use their enhanced diplomatic perch that would come with U.S. consultations to further their influence in the region, and the ministers wanted a promise that the United States was not about to sell out to Tehran to end the war in Iraq.

She’d never realized how much humans were controlled by their bodies. The thing nagged night and day. It was always too hot, too cold, too empty, too full, too tired… The key was discipline, she was sure. Auditors were immortal. If she couldn’t tell her body what to do, she didn’t deserve to have one. Bodies were a major human weakness. Senses, too. The Auditors had hundreds of senses, since every possible phenomenon had to be witnessed and recorded. She could only find five available now. Five ought to be easy to deal with. But they were wired directly into the rest of the body! They didn’t just submit information, they made demands! She’d walked past a stall selling roasted meats and her mouth had started to drool! The sense of smell wanted the body to eat without consulting the brain! But that wasn’t the worst part! The brain itself did its own thinking!

I think so. Look, I'm here to let you know I'm selling La Bella Luna," Kane began, and the shock showed on Rodney's face. He started to speak, but Kane stopped him, raising a hand. "And I want you to buy it." "Kane, man, I can't afford this place. And I don't have the credit to get this kind of money," Rodney said. He was up and on his feet, panic now replaced the shock. "Trust me, you can afford it. And I'll carry the note. Avery's firm can draw up the papers," Kane said, realizing for the first time in a long time his super-calm facade was back in place. "I want you to have the place. It's the only way I can let it go." That stopped Rodney in his tracks. His face again went through a variety of changes, until uncertainty settled in. "Can I handle it?" "I think you can. You already do most of the work now. I can stay on as your consultant. Talk you through anything you need help with. I'll also handle the paperwork transfer and be your lender. Paulie would want you to have it," Kane added, nodding his head now.

Those who can’t do, teach. Those who can’t teach, consult. And those who can’t consult, have to get back to work.

International speaker and business consultant Jill Konrath authored the book, How to Sell to Big Companies. Jill shares that when sales people make prospecting calls to large companies, they may have only one-and-one-half minutes on a voice mail to make a great first impression. If they don’t captivate their customer in that brief moment, their phone call will probably not be returned.

In 1988 two consultants, Jim Rosenthal and Juan Ocampo, wrote Securitization of Credit, a road map that helped Citibank and Chase Manhattan survive the South American debt crisis. The book, the first on a subject that soon washed over the financial world like a tsunami, showed the banks, unable to earn their way out of their bad debt situation, that by securitizing the loans on their books—packaging them up and selling them into the secondary debt markets—they could effectively walk away from the loans, albeit while still taking a hit to their balance sheets.

HOW TO SELL WITHOUT SELLING Business problems are like mice. They go unnoticed until they start nibbling your cheese. Just building a better mousetrap will not make the world beat a path to your door. People who don’t have mice won’t be interested—until the mice show up; then they need to know you have the mousetrap. This might sound like the musings of a Zen monk (or perhaps a management consultant from California). But sometimes the right way to sell your product or service is not to barge into your customer’s home with a bunch of free samples. Just be there, at the right time, and make sure the right people know who you are.

Natasha Thompson starting companies online and offline sell lingerie opening a diamond store, She is a business consultant and high risk merchant service.

Although a partner’s compensation depends in large part on the amount of business he brings to the Firm, no one goes out to knock on doors. The Firm waits for the phone to ring. And ring it does, not because McKinsey sells, but because McKinsey markets. It does this in several different ways, all of them designed to make sure that on the day a senior executive decides she has a business problem, one of the first calls she makes is to the local office of McKinsey. The Firm produces a steady stream of books and articles, some of them extremely influential, such as the famous In Search of Excellence by Peters and Waterman.* McKinsey also publishes its own scholarly journal, The McKinsey Quarterly, which it sends gratis to its clients, as well as to its former consultants, many of whom now occupy senior positions at potential clients. The Firm invites (and gets) a lot of coverage by journalists. Many McKinsey partners and directors are internationally known as experts in their fields.

Never Put These Ten Words in Your Pitch Deck Take a close look at your standard pitch deck, the “about us” section on your corporate home page, or your PR material. Highlight every instance of the words “leading,” “unique,” “solution,” or “innovative.” In particular, go find all instances of the phrase “We work to understand our customers’ unique needs and then build custom solutions to meet those needs.” Then hit the delete key. Because every time you use one of those buzzwords, you are telling your customers, “We are exactly the same as everyone else.” Ironically, the more we try to play up our differences, the more things sound the same. Public relations expert Adam Sherk recently analyzed the terms used in company communications, and the results are devastating. Here are the top ten: By definition, there can be only one leader in any industry—and 161,000 companies each think they’re it. More than 75,000 companies think they’re the “best” or the “top”; 30,400 think they’re “unique.” “Solution” also makes an appearance at number seven—so if you think that calling your offering a “solution” differentiates you, think again. If everyone’s saying they offer the “leading solution,” what’s the customer to think? We can tell you what their response will be: “Great—give me 10 percent off.” We don’t mean to be unsympathetic here. You’ll find it’s hard to avoid these terms—heck, we call our own consulting arm “SEC Solutions”! In all of our time at the Council, we have never once met a member who doesn’t think her company’s value proposition beats the socks off the competitors’. And it’s understandable. After all, why would we want to work for a company whose product is second-rate—especially when our job is to sell that product? But what the utter sameness of language here tells us is that, ironically, a strategy of more precisely describing our products’ advantages over the competition’s is destined to have the exact opposite effect—we simply end up sounding like everyone else.

Lederhosen Maker Opens First U.S. Store in Cincinnati By THE ASSOCIATED PRESS Wiesnkoenig (pronounced VEE-sehn-koh-neg), the official supplier of lederhosen for the Munich Oktoberfest, opened its first store in the United States on Wednesday, in a brewery in Cincinnati’s Over-the-Rhine neighborhood. Oliver Pfund, a Wiesnkoenig consultant, said, “We want to show people here in the U.S. you can wear the lederhosen with Chuck Taylors, you don’t have to wear the suspenders.” Founded in 2007, Wiesnkoenig has five stores in Germany and sells in department stores there and in Switzerland and Austria. Mr. Pfund said a brewery was a perfect location. He said the company hoped visitors to the brewery would “have an interest in the German culture, as well.

Unlike stealing or taxing or highhandedly appropriating, exchange is a positive – not a zero- or negative-sum game. If Sir Botany must tempt the peasants with offers of educational services or consultation on interior decorating in order to get the barley, both he and the peasants are better off. If he just grabs it, only he is better off and they are worse off. If I buy low and sell high, I am doing both of the people with whom I deal a favor. That’s three favors done – to the seller, the buyer, and me in the middle and no one hurt except by envy’s sting. The seller and buyer didn’t have to enter the deal, and by their willingness they show they are made better off. One can say it stronger. Only such deals are just.

A management team brought in by George to restructure Lucasfilm seemed concerned mostly with cash flow, and as time went on, they became openly skeptical that our division would ever attract a buyer. This team was headed by two men with the same first name, whom Alvy and I nicknamed “the Dweebs” because they didn’t understand a thing about the business we were in. Those two guys threw around management consulting terms (they loved to tout their “corporate intuition” and constantly urged us to make “strategic alliances”), but they didn’t seem at all insightful about how to make us attractive to buyers or about which buyers to pursue. At one point, they called us into an office, sat us down, and said that to cut costs, we should lay off all our employees until after our division was sold—at which point we could discuss rehiring them. In addition to the emotional toll we knew this would take, what bugged us about this suggestion was that our real selling point—the thing that had attracted potential suitors thus far—was the talent we’d gathered. Without that, we had nothing. So, when our two like-minded overlords demanded a list of names of people to lay off, Alvy and I gave them two: his and mine.

16 marketing vehicles are: 1. Social media marketing 2. Blog marketing 3. Article marketing 4. Lecture marketing 5. Webinar marketing 6. Video marketing 7. Presentation marketing 8. Podcast marketing 9. Workshop marketing 10. Book marketing 11. Drip marketing 12. Referral marketing

Most rich nations use their foreign aid budget mainly to employ their own people and to sell their own goods, with poverty reduction as an afterthought. The 25 percent that is spent in Bangladesh usually goes straight to a tiny elite of local suppliers, contractors, consultants, and experts. Much of this money is used by these elites to buy foreign-made consumer goods, which is of no help to our country’s economy or workforce.

Because of these incompatibilities, early adopters do not make good references for the early majority. And because of the early majority’s concern not to disrupt their organizations, good references are critical to their buying decisions. So what we have here is a catch-22. The only suitable reference for an early majority customer, it turns out, is another member of the early majority, but no upstanding member of the early majority will buy without first having consulted with several suitable references.

Having spent the past decade leading and consulting sales teams, I’ve come to the painful conclusion that salespeople are ill-equipped to successfully attack the marketplace for new business. That’s a big statement, but here’s why I believe it is true for the vast majority of the current generation of sales professionals: Most people employed in sales positions today have never truly had to “hunt” for new accounts or new business. Why? Because big chunks of their sales careers to date have been during long seasons of economic prosperity. Most of the 1990s and the period from 2002 through 2007 were boom times. There was incredible demand for what many of us were selling. Salespeople could get away with being passive or reactive and still deliver the numbers.

Partners sell “phase 2” of an engagement by indicating what additional certainty the consulting team could’ve discovered if it’d had more time. Partners also use this structure with clients during interim progress review presentations, such as the presentation at the end of the second month in a six-month project.

If your client can’t beat the competitor in its area of strength, one strategic option is to refocus your client’s business on a competitor’s weakness. If the competitor sells at the lowest prices, has the lowest cost structure, and is realistically unbeatable at the low-price game, you could position your client as the high-priced, highest-quality provider instead.

What Are Each Segment’s Distribution Channel Preferences? A distribution channel, or sales channel, is a company’s means of reaching and selling to customers. For example, websites and mail-order catalogs are distribution channels. Selling through a reseller such as Walmart is another, as is having a sales force that visits clients in person. Different segments of customers prefer to buy through different distribution channels. A client sometimes wants to serve a particular customer segment, but the client’s primary distribution channel is one that customers in that segment refuse to use. This conflict needs to be resolved in order for the client to have an effective strategy.

How Is It Packaged? Packaging refers to what products and services are sold together. For example, years ago McDonald’s noticed that many customers ordered french fries and a soft drink with their hamburgers, so the restaurant shifted from selling hamburgers to selling “meal deals”—bundles of a hamburger or other sandwich, french fries, and a soft drink. The rest of the fast-food industry shifted dramatically in this direction too because other restaurants discovered that selling meal deals instead of separate items increased sales by 30 percent.

ALWAYS CONSULT INSTEAD OF SELL

I realized that every salesperson has her unique strengths. Some are great consultative sellers. Some crush their sales activity goals. Some deliver exceptional presentations. Some are amazing networkers. Some just know how to make their customers feel like family.

With B2B SaaS, sales shouldn’t be sleazy. Instead, it should be an educational conversation. My TinySeed cofounder Einar Vollset says, “When selling SaaS, think of yourself as an unpaid expert who’s helping the prospect solve their problem using software.” You’re not trying to force a fit between your software and your prospect’s problem. You’re putting on your consultant hat to help your prospect define their problem and come up with a good solution. Thinking of yourself as an expert problem solver first sets a good tone for sales demos. When I used to do sales demos, I would introduce myself as the founder and say, “I’m not trying to talk you into anything. I’d just love to show you our tool and get your feedback on how it might fit your needs.” If your tool doesn’t fit their needs, it’s far better to let that prospect move on (maybe with a recommendation for a tool that’s a better fit) than to pressure them into signing up. Don’t waste time or money onboarding someone who’s just going to churn out after a month or two. Qualify before You Demo There are few things worse than showing up to a sales call to find out the person doesn’t have the budget or the need for your product. As someone with intimate knowledge of customers who buy your software, you should have a good idea of the common threads that link them. Asking even a few questions about budget, timeline, and the problem they are trying to solve can be a window into whether it’s worth your time to jump on a demo. Have a Script Even though as the founder you can run a demo with your eyes closed, if you have a standard script, you are always ready to train someone new to take over sales. Say No to People Who Aren’t a Fit If you know someone will not get value from your product or believe they will be a problem to support, do not be afraid to let them know you don’t think they are a fit and recommend competing tools. If you are qualifying people in advance of your demo, this shouldn’t be something you have to do often, but forcing a sale only to have a customer churn out a few months later will waste a lot of resources.

Get Other People to Sell the Product for You A great way to grow your sales is to have more people selling your product. Obvious, right? You can hire salespeople or find external resources to sell the product for you, but at some point your sales force has to consist of more than just you. As a small team of one, I needed to leverage as much help as I could to distribute and sell WebMerge. My primary approach to scaling our distribution was using consulting partners and integration partners. I built a large network of people who liked working with WebMerge and would recommend it to their customers/clients

An Giang Land - What to Note When Transferring Land Use Rights Land and houses in general are gradually contributed and are generally great assets. When transferring land use rights to buy-sell, inherit or donate, it is necessary to check a lot of information to ensure the interests of both parties and minimize risks, especially in disputes. Les terrains et les maisons en général sont apportés progressivement et sont généralement de grands atouts. Lors du transfert de droits d'utilisation des terres pour acheter-vendre, hériter ou donner, il est nécessaire de vérifier de nombreuses informations pour garantir les intérêts des deux parties et minimiser les risques, notamment en cas de litige. . 土地和房屋一般是逐漸投入的，通常是重要的資產。 在轉讓土地使用權進行買賣、繼承或捐贈時，需要核對大量信息，以確保雙方的利益，將風險降到最低，尤其是在發生糾紛時。 homeseekvn.wordpress . com/2021/11/04/dat-nen-an-giang-can-luu-y-gi-khi-chuyen-nhuong-quyen-su-dung-dat/ _ Homeseek Real Estate Consulting Co., Ltd _ Tel: 038 2222 346 _ Address: 185 Trần Hưng Đạo, P. Mỹ Bình, TPLX, AG _ Website: homeseek.vn

Follow-Up Framework Opt-In: Offer a desirable bribe (also called a “hook” or “lead magnet”) in exchange for an email address (at a minimum). Hook Delivery: Deliver what was promised for the prospect opting in. Digital delivery can range from digital reports to emails to audio or video content. The benefit of digital delivery is that you can provide immediate gratification to your prospect and it’s free to send. Sellucation: Sellucation is selling through education. Each Follow-Up installment is an opportunity to address common questions, handle objections, and amplify the problem while presenting your solution. It’s education with the implicit intent of driving sales. Social Proof: Reiterating the social proof you presented in the Engage & Educate phase with testimonials, reviews, awards, partner logos, and case studies will enhance your credibility and build trust. Promotions: Offering free consultations, discounts, and other incentives can motivate your prospect to take action. Communicating an expiration associated with the promotion can create a sense of urgency that further persuades prospects to move forward.

Coachwell employs industry-leading business growth consultants to help you build, scale, and sell your business for the highest multiple. Our seasoned business coaches and strategists will help expedite your business' growth with our in-depth understanding of how to grow a business properly, how to scale a business efficiently and how to sell a business profitably at the highest business valuation.

I learned this from Robert McKee. A hack, he says, is a writer who second-guesses his audience. When the hack sits down to work, he doesn't ask himself what's in his own heart. He asks what the market is looking for. The hack condescends to his audience. He thinks he's superior to them. The truth is, he's scared to death of them or, more accurately, scared of being authentic in front of them, scared of writing what he really feels or believes, what he himself thinks is interesting. He's afraid it won't sell. So he tries to anticipate what the market (a telling word) wants, then gives it to them. In other words, the hack writes hierarchically. He writes what he imagines will play well in the eyes of others. He does not ask himself, What do I myself want to write? What do I think is important? Instead he asks, What's hot, what can I make a deal for? The hack is like the politician who consults the polls before he takes a position. He's a demagogue. He panders.

No one made money on them. Value-basing the audit and applying its findings through a profit-improving management letter was perceived as a disruptive technology. The

The matching principle applies to service companies as well as product companies. A consulting firm, for example, sells billable hours, meaning the time each consultant is working with a client. Accountants still need to match all the expenses associated with the time—marketing costs, materials costs, research costs, and so on—to the associated revenue.

Conventional wisdom suggests these people should be chosen for their intelligence, experience, and expertise . But as we’ll see, being smart, experienced, and well-trained may not be enough. A systematic problem-solving method is also necessary.

Understanding the factors that drive buyer decisions can help optimize the sales process, leading to higher conversion rates.

Standard accounting practices might not factor the value of communities into the value of a firm, but stock markets do. Little by little, the accountants are catching up. A team of experts collaborating with the consulting and accounting firm of Deloitte published research that sorts companies into four broad categories based on their chief economic activity: asset builders, service providers, technology creators, and network orchestrators. Asset builders develop physical assets that they use to deliver physical goods; companies like Ford and Walmart are examples. Service providers employ workers who provide services to customers; companies like UnitedHealthcare and Accenture are examples. Technology creators develop and sell forms of intellectual property, such as software and biotechnology; Microsoft and Amgen are examples. And network orchestrators develop networks in which people and companies create value together—in effect, platform businesses. The research suggests that, of the four, network orchestrators are by far the most efficient value creators. On average, they enjoy a market multiplier (based on the relationship between a firm’s market valuation and its price-to-earnings ratio) of 8.2, as compared with 4.8 for technology creators, 2.6 for service providers, and 2.0 for asset builders.16 It’s only a slight simplification to say that that quantitative difference represents the value produced by network effects.

Most people in political consulting have a specific skill they sell: lobbying, PR, polling, making ads, opposition research, and so on. Or, if they run campaigns, they focus on a specific jurisdiction like Washington, D.C., or a particular state capital. I was good at taking a hard problem, figuring out how to solve it, and then making sure everything was executed through to completion.

Labor’s dominance applies more broadly still among the million jobs listed by name in the earlier discussion of elite hours—finance-sector professionals, vice presidents at S&P 1500 firms, elite management consultants, partners at highly profitable law firms, and specialist medical doctors. These specifically identified workers collectively constitute a substantial share—fully half—of the 1 percent. The terms of trade under which they work—the economic arrangements that underwrite their incomes—are well known. All these workers contribute effectively no capital to their businesses and therefore again owe their income ultimately to their own industrious work, which is to say to labor. Comprehensive data based on tax returns corroborate that the new economic elite owes its income predominantly not to capital but rather, at root, to selling its own labor. The data themselves can be technical and even abstruse, but a clear message emerges from them nevertheless. The data confirm that the meritocratic rich (unlike their aristocratic predecessors) get their money by working. Even guarded estimates, which defer to tax categories that treat some labor income as capital gains, show a stark increase in the labor component of top incomes. According to this method of calculating, the richest 1 percent received as much as three-quarters of their income from capital at midcentury, and the richest 0.1 percent received up to nine-tenths of their income from capital. These shares then declined steadily over four decades beginning in the early 1960s, reaching bottom in 2000. In that year, both the top 1 percent and the top 0.1 percent received only about half of their incomes from capital (roughly 49 percent and 53 percent, respectively). The capital shares of top incomes then rose again, by about 10 percent, over the first decade of the new millennium, before beginning to fall again at the start of the second decade (when the data series runs out).

No matter what we say or do,” Mitch added, “they run right over us. They use our tax money to hire consultants to prove what they want, hire PR firms to sell the project to us − they lie and we don’t have the millions of dollars to fight back.” He said nothing, then added sadly, “People don’t realize we don’t live in a democracy anymore.

Your purpose is the emotional and spiritual energy that surrounds the commercial aspects of what you do; it can’t be to make a lot of money or sell a lot of widgets. While generating a significant financial return may be a result of pursuing your purpose, it can’t be why you do what you do. Money isn’t what the journey’s about. We aren’t here to survive; we’re here to self-actualize and thrive.

The value of story—of creator reputation—was vividly demon- strated in a social experiment conducted by the street artist Banksy during a 2013 New York residency. This is an artist whose work has sold for as much as $1.87 million at auction. Banksy erected a street stall on a sidewalk bordering Central Park and had a vendor sell his prints for sixty dollars each. He then posted a video of his experi- ment. Footage from a hidden camera captures some of his most iconic images displayed on a table. Tourists and locals meander by. His first sale doesn’t come for hours. A woman buys two small works for her children, negotiating a fifty percent discount. Around four in the afternoon, a woman from New Zealand buys two more. A little over an hour later, a Chicago man who “just needs something for the walls,” buys four. With each sale, the vendor gives the buyer a hug or kiss. At 6 p.m., he closes the stall, having made $420. In June 2015, one of these stenciled prints, Love Is in the Air—an image of a masked protestor throwing a bouquet of flowers—sold for $249,000. How much of the value of Banksy’s art is tied up in his name, his global brand?

If you want to know how a lion hunts, don’t go to a zoo. Go to the jungle.

We are a Digital Marketing and professional seo plano Agency that will grow your business by engaging your ideal prospects across multiple digital channels and effectively motivate them to contact your sales team. Our first step is to understand you market, customers and unique selling proposition. Then we craft an integrated marketing strategy to promote your business to your specific market segment. CoSapient Inc. provides internet marketing and SEO services to companies that want to be found organically on the first page of major search engines. Call Us Today to speak to one of our seasoned marketers and start driving new customers to your business! 214-414-1976.

Maybe Sloan would agree to a deal. I’d talk to someone about some of my issues if she would agree to go to grief counseling. It wasn’t me giving in to Josh like she wanted, but Sloan knew how much I hated therapists, and she’d always wanted me to see someone. I was debating how to pitch this to her when I glanced into the living room and saw it—a single purple carnation on my coffee table. I looked around the kitchen like I might suddenly find someone in my house. But Stuntman was calm, plopped under my chair. I went in to investigate and saw that the flower sat on top of a binder with the words “just say okay” written on the outside in Josh’s writing. He’d been here? My heart began to pound. I looked again around the living room like I might see him, but it was just the binder. I sat on the sofa, my hands on my knees, staring at the binder for what felt like ages before I drew the courage to pull the book into my lap. I tucked my hair behind my ear and licked my lips, took a breath, and opened it up. The front page read “SoCal Fertility Specialists.” My breath stilled in my lungs. What? He’d had a consultation with Dr. Mason Montgomery from SoCal Fertility. A certified subspecialist in reproductive endocrinology and infertility with the American Board of Obstetrics and Gynecology. He’d talked to them about in vitro and surrogacy, and he’d had fertility testing done. I put a shaky hand to my mouth, and tears began to blur my eyes. I pored over his test results. Josh was a breeding machine. Strong swimmers and an impressive sperm count. He’d circled this and put a winking smiley face next to it and I snorted. He’d outlined the clinic’s high success rates—higher than the national average—and he had gotten signed personal testimonials from previous patients, women like me who used a surrogate. Letter after letter of encouragement, addressed to me. The next page was a complete breakdown on the cost of in vitro and information on Josh’s health insurance and what it covered. His insurance was good. It covered the first round of IVF at 100 percent. He even had a small business plan. He proposed selling doghouses that he would build. The extra income would raise enough money for the second round of in vitro in about three months. The next section was filled with printouts from the Department of International Adoptions. Notes scrawled in Josh’s handwriting said Brazil just opened up. He broke down the process, timeline, and costs right down to travel expenses and court fees. I flipped past a sleeve full of brochures to a page on getting licensed for foster care. He’d already gone through the background check, and he enclosed a form for me, along with a series of available dates for foster care orientation classes and in-home inspections. Was this what he’d been doing? This must have taken him weeks. My chin quivered. Somehow, seeing it all down on paper, knowing we’d be in it together, it didn’t feel so hopeless. It felt like something that we could do. Something that might actually work. Something possible. The last page had an envelope taped to it. I pried it open with trembling hands, my throat getting tight. I know what the journey will look like, Kristen. I’m ready to take this on. I love you and I can’t wait to tell you the best part…Just say okay. I dropped the letter and put my face into my hands and sobbed like I’d never sobbed in my life. He’d done all this for me. Josh looked infertility dead in the eye, and his choice was still me. He never gave up. All this time, no matter how hard I rejected him or how difficult I made it, he never walked away from me. He just changed strategies. And I knew if this one didn’t work he’d try another. And another. And another. He’d never stop trying until I gave in. And Sloan—she knew. She knew this was here, waiting for me. That’s why she’d made me leave. They’d conspired to do this.

Johnson was an experienced, highly successful retail executive, described by some press reports as “an industry icon” who “turns anything he touches to gold.

THE ELEVATOR PITCH When I first started my consulting practice, I began networking at conferences to find potential clients. It was not unusual to be the only doctor in the room. I quickly learned the importance of the elevator pitch. The elevator pitch is where you explain what your business is all about concisely in the span of no more than a few minutes (or the length of the ride up an elevator). Here are a few approaches to developing your elevator pitch. THE WHAT, WHY, HOW TEMPLATE: The first is by answering these three questions: What do you do? Why should somebody listen to you? How can you help them? Here are my answers: I am a physician business consultant. I have run many successful six- and seven-figure companies. I can help them by identifying additional streams of income outside their medical career. THE FILL IN THE BLANKS ELEVATOR PITCH Another approach is by filling in the following sentence: “I help _________ so they can have ___________ by __________.” The first blank refers to your target market. The second blank refers to what your target market wants, and the third blank refers to the method they will use to achieve it. Here is my elevator pitch: I help doctors, so they can have a better quality of life by teaching them to build additional streams of income. Why the elevator pitch works is because the focus is on the prospect. A big mistake when networking conferences is people love to talk about themselves. Use that to your advantage, and keep the focus on what you can do for them. There is a radio station that we all tune into that is known as WII-FM, which stands for What’s In It For Me? If they have a problem that you can solve, you will have people beating down your door. Your elevator pitch is what is also known as your unique selling proposition (USP). What do you have that makes you special, that really out distances you away from the competition? This is what led me to gain new clients when attending business and marketing conferences. Create and memorize a 30-second elevator pitch that resonates with

Referral consultant Paul McCord says, “The traditional method of ‘do a good job and ask for referrals’ does not give your client a reason to give you referrals. We make the assumption that if we have done a good job, the client will like and respect us and be willing to give us referrals. Again, this is far from the case. Most clients will not give good, quality referrals just because they like you or because you have done a good job for them. You must give them a reason to give you referrals. They need to understand why it is in their best interest to give you referrals.”7

Approximately 50 percent of SAP’s service updates, released as enhancements to the core ERP software it sells, originate from its active users. What SAP did is set up what they call an ecosystem that allows its software users to connect online. Someone who uses SAP software as part of their job in the chemicals industry can connect online with other users in similar jobs, consultants, and SAP staff. They can ask questions, respond to others, or suggest modifications to the core software system.

Chapatis will soon become EXTINCT A renowned cardiologist explains how eliminating wheat can IMPROVE your health. Cardiologist William Davis, MD, started his career repairing damaged hearts through angioplasty and bypass surgeries. “That’s what I was trained to do, and at first, that’s what I wanted to do,” he explains. But when his own mother died of a heart attack in 1995, despite receiving the best cardiac care, he was forced to face nagging concerns about his profession. "I’d fix a patient’s heart, only to see him come back with the same problems. It was just a band-aid, with no effort to identify the cause of the disease.” So he moved his practice toward highly uncharted medical territory prevention and spent the next 15 years examining the causes of heart disease in his patients. The resulting discoveries are revealed in "Wheat Belly", his New York Times best-selling book, which attributes many of our physical problems, including heart disease, diabetes and obesity, to our consumption of wheat. Eliminating wheat can “transform our lives.” What is a “Wheat Belly”? Wheat raises your blood sugar dramatically. In fact, two slices of wheat bread raise your blood sugar more than a Snickers bar. "When my patients give up wheat, weight loss was substantial, especially from the abdomen. People can lose several inches in the first month." You make connections between wheat and a host of other health problems. Eighty percent of my patients had diabetes or pre-diabetes. I knew that wheat spiked blood sugar more than almost anything else, so I said, “Let’s remove wheat from your diet and see what happens to your blood sugar.” They’d come back 3 to 6 months later, and their blood sugar would be dramatically reduced. But they also had all these other reactions: “I removed wheat and I lost 38 pounds.” Or, “my asthma got so much better, I threw away two of my inhalers.” Or “the migraine headaches I’ve had every day for 20 years stopped within three days.” “My acid reflux is now gone.” “My IBS is better, my ulcerative colitis, my rheumatoid arthritis, my mood, my sleep . . .” and so on, and so on". When you look at the makeup of wheat, Amylopectin A, a chemical unique to wheat, is an incredible trigger of small LDL particles in the blood – the number one cause of heart disease. When wheat is removed from the diet, these small LDL levels plummet by 80 and 90 percent. Wheat contains high levels of Gliadin, a protein that actually stimulates appetite. Eating wheat increases the average person’s calorie intake by 400 calories a day. Gliadin also has opiate-like properties which makes it "addictive". Food scientists have known this for almost 20 years. Is eating a wheat-free diet the same as a gluten-free diet? Gluten is just one component of wheat. If we took the gluten out of it, wheat will still be bad since it will still have the Gliadin and the Amylopectin A, as well as several other undesirable components. Gluten-free products are made with 4 basic ingredients: corn starch, rice starch, tapioca starch or potato starch. And those 4 dried, powdered starches are some of the foods that raise blood sugar even higher. I encourage people to return to REAL food: Fruits Vegetables and nuts and seeds, Unpasteurized cheese , Eggs and meats Wheat really changed in the 70s and 80s due to a series of techniques used to increase yield, including hybridization. It was bred to be shorter and sturdier and also to have more Gliadin, (a potent appetite stimulant) The wheat we eat today is not the wheat that was eaten 100 years ago. If you stop eating breads/pasta/chapatis every day, and start eating chicken, eggs, salads and vegetables you still lose weight as these products don’t raise blood sugar as high as wheat, and it also doesn’t have the Amylopectin A or the Gliadin that stimulates appetite. You won’t have the same increase in calorie intake that wheat causes.

Matiyas is the one-stop solution for complete digital transformation. We are a highly promising ERP solution provider for business automation. We are providing world-class solutions to the small and medium scale business. Our consulting and technical expertise provides you with bespoke solutions to business concerns. Our customized enterprise resource planning assures you that there is an optimum deployment of resources which can be monitored on a real-time basis. As digital experts, we provide our esteemed corporate clientele with deep technical insights and the ability to align with the unique needs of modern businesses to achieve industry-specific goals. We offer top-notch digital solutions to Oman startups, SMEs, and established enterprises at a reasonable rate. Our customized solutions can be useful for all major industry verticals including healthcare, manufacturing, oil & gas, services, retail and distribution, trading, non-profit, and public sector. Our scalable ERP solutions are customizable to meet diverse and ever-changing business needs. Our Services: Business Consulting, Implementation, Customization, Configuration, Integration, Localization, Backup, Upgrade, Migration, Hosting, Training & Support. Our Offices: India, Oman, Kuwait, Canada, UAE, Armenia Our Digital Solutions: Inventory Management, Procurement Management, Selling Management, Production Management, EPC Software, Retail POS Management, Manufacturing Management, Project Management, Customer Relationship Management, Accounting & Finance Management, Human Capital Management, Assets Management, Quality Management, Ecommerce, Website, Hospital Management Information System HMIS, Education Management and many more…

Let’s say you’re trying to get a client (we’ll call him Ned) to buy a product, hire you as a consultant, or retain your firm for a project. But after you lay out the deal you’re hoping for, Ned says no. When Ned does this, he’s feeling a little edgy and defensive because he expects you to be frustrated or angry or upset—or to start in with a hard sell, making his life hell for the next 15 minutes. If you do any of these things, you’re not going to win Ned over. Instead, take a breath and then, as earnestly as possible, say something like this: “I either pushed too hard or failed to address something that was important to you, didn’t I?

I have learned through years of sales and consulting that there are two types of relationships: superficial and substantive.

Complex problems require useful knowledge from different domains to be integrated and the diversity of perspective this provides helps to discover innovative solutions. Problems amenable to design thinking need teams composed of diverse problem solvers.

Apple introduces CarPlay for iPhone use in vehicles The CarPlay technology will be available in vehicles as early as this year. Photo: Bloomberg By Tom Lavell | 209 words Frankfurt: Apple Inc. on Monday said their new CarPlay technology will enable drivers use iPhone with voice commands or steering-wheel buttons, and will be available in vehicles as early as this year. Fiat SpA's Ferrari supercar division, Daimler AG's Mercedes-Benz luxury unit and Volvo Car Corp. will show customers the CarPlay system this week, with other auto producers introducing it later, Cupertino, California-based Apple said in a statement. CarPlay will be available as an update to the iOS 7 mobile software on iPhones, and works with the Siri voice-recognition feature. In-vehicle technology is the top selling point for 39% of car buyers, more than twice the 14% who cited traditional performance measures such as power and speed as their first consideration, consulting company Accenture Plc said in a study published in December. The US senate commerce committee chairman Jay Rockefeller, a West Virginia Democrat, vowed in February to pursue rules for in-vehicle use of mobile phones and Internet-linked entertainment systems unless carmakers and suppliers do more to limit disruptions to drivers' focus. "CarPlay lets drivers use their iPhone in the car with minimized distraction," Greg Joswiak, Apple's marketing vice president for the mobile device, said in Monday's statement, released in advance of the technology's debut at the Geneva International Motor Show this week. Bloomberg

A few years ago, a team that sells products to large media companies invited me to help them as a consultant because they were concerned that their engineers were not working hard enough. However, the fault was not in the engineers; it was in the process the whole company was using to make decisions. They had customers but did not know them very well. They were deluged with feature requests from customers, the internal sales team, and the business leadership. Every new insight became an emergency that had to be addressed immediately. As a result, long-term projects were hampered by constant interruptions. Even worse, the team had no clear sense of whether any of the changes they were making mattered to customers. Despite the constant tuning and tweaking, the business results were consistently mediocre.