Best Tips and Home Remedies

 

 

 

 Best Business Tips and Strategies information channel:
More free ebooks online:
 Advertising | Affiliate revenue sharing  | 
Auctions  |  Blogging  |  Crafts & Hobbies  |  Currency Trading  |  Home Remedies Tips |
 Mesothelioma lung cancer and asbestos | 
Mortgage and refinance |  Pets  |  Web Site design  |

We would like to thank the local libraries, schools, and universities for recommending students to visit us when doing research on any of our information topics.
Please check back frequently as new topics are added and current topics are updated daily.
 

 



Ad your free banner at www.AdViews.info

Managing Your Major Sales - 7 Steps That Could Change The Way You Pursue Business


Ever lost a sale you thought was in the bag? Not an unfamiliar feeling for many businesses large and small. No matter how good you think your product or service is, everything finally boils down to your ability to convince others that it is good for them. It is all about getting the decision makers who matter to say "Yes".

In major sales the whole approach is fundamentally different to small scale selling and requires a very different set of skills and techniques. Being competent in the small, simple sale is no guarantee of success in larger scale selling. The traditional techniques and "tricks of the trade" such as closing don't seem to work in quite the same way in the more complex large scale sale. They are replaced by precise planning, information gathering and behavioral skills that build trust in the minds of the decision makers. Fundamental to this is the development of a detailed understanding of how decisions are made in your target customer and who the key players are.

So what constitutes a major sale? For most businesses they have a number of characteristics:

1. A lengthy sales cycle. This can vary from a few days to a few months or more depending on the industry.

2. Multiple decision makers. Any decision becomes complex as soon as more than one person is involved in making it. Understanding who these people are and their role in the process is vital if you are to improve your chances of success.

3. High potential value/importance. This varies from business to business. If your turnover is £250k an opportunity worth £10k might be considered very important. If your turnover is £50m it might not.

4. Time consuming and costly to pursue. If the business is worth winning it is worth investing the time, money and effort that is required. However, because major sales can be time consuming and costly it is vital to identify those opportunities that are worth pursuing i.e. those that you have a chance of winning. If you adopt the lottery ticket approach and pursue every opportunity you will simply dilute your resources to the extent that you don't have enough left to win the business you really want.

5. Competition. The sale immediately becomes more complicated when the buying organization has a number of options. For example, in a bid/proposal scenario you could be up against a number of competitors. How you go about managing the sale can have a huge effect on the potential outcome. Additionally, never forget the hidden competitor - the "do nothing" option for the customer/client.

It is clear that in major sales there is a need for a simple, structured approach that maximizes your chances of success. By their very nature major sales are too important to be left to chance. Despite this very few businesses seem to have a robust approach in place and every new opportunity is greeted either with unfounded optimism or utter panic.

So what is required?

Step 1: Before you even begin it is important that you decide whether the opportunity is worth pursuing or not. If you haven't already got selection criteria in place to help you to decide don't delay any further. Get your key colleagues together and agree what the selection criteria should be. If you want a generic "Go/No Go" checklist visit our website at www.fieldofdreams.uk.com where you can download one for free. You should then tailor this so that it reflects your business and its' unique requirements.

Step 2: Identify the people in your target customer who are going to influence/make the decision and ensure you have the right people (skills and personalities) to deal with them. It would be helpful at this stage to have unlimited talent available but I accept that this is most unlikely! However, you should ask yourself "Do I have the team in place that can realistically be expected to win this piece of business?" If the answer is "No" you should revue your decision to pursue the opportunity.

Step 3: The Customer Contact Meetings. There are three activities that are encompassed within the Customer Contact Meetings:

i. Covering the Bases - this is all about ensuring you have identified all the people at your target customer who are going to have an input into the decision and then ensuring they are contacted by an appropriate member of your team

ii. Understanding customer needs - ok, I know this is obvious and no-one would seriously try to sell anything without understanding their customer's needs would they? At this stage it is vital to recognize that there are two groups of needs that should be understood and addressed:

a) The corporate need. This is the detailed understanding of the business needs that require addressing and how they can be best approached.

b) Personal needs. "Businesses don't make decisions - people do". What are the personal needs of the individuals that make up the decision-making team? Understanding and addressing these can be crucial in coming up with a winning proposal.

iii. Testing out potential solutions/propositions. Assuming the process includes a formal proposal document and/or a presentation, there is a temptation to store up your solutions/propositions in order to deliver an exciting proposal. This is the "rabbit out of the hat" approach. It is based on the assumption that the decision making team will be somehow impressed by all of this and that it will provide you with some sort of advantage over the competition. All too often it has precisely the opposite effect, with solutions presented that are simply unacceptable, or that have already been looked at and ruled out.

Given that this is likely to be the case, it is increasingly important that we constantly consider and discuss potential solutions with the customer/client. In this way we will be able to develop and hone our overall proposition to address the real needs, rather than those we have assumed exist. Additionally, it allows us to demonstrate our competence on an on-going basis.

Step 4: Your Proposal. You've done your Customer Contact Meetings. Now make sure that your proposal reflects the needs that your client expressed during those meetings and the solutions you have tested with them. Don't let it read like a solution you just picked off the shelf. The proposal should clearly demonstrate that:

   a. you have understood the key issues that the business faces

   b. you have clear solutions as to how those issues can be addressed

   c. you can demonstrate the benefits the target will enjoy as a result of your solutions

   d. you can demonstrate your competence in these areas

   e. Be concise. If you're in a competitive situation and you turn in a short proposal, that's the one that's likely to be read first, which means that all others will be judged against it.

Step 5: The Presentation. Some major sales culminate with a proposal and/or a presentation. Whilst this article is not about presentations per se, you will not need reminding that some people would rather die than give a presentation. These are not the best people to choose to present your proposal. I take the view that in many situations the decision as to who is getting the business has often been made by the time the presentation arises. Under these circumstances the presentation becomes not the opportunity to win the business but the opportunity to lose it. The three key rules for effective presentations are - rehearse, rehearse, rehearse. If you are not comfortable presenting you may need help - go and get some! You cannot afford to fail at this late stage.

Step 6: The Follow Up: Once you have presented your proposal document and/or your presentation the question is "What next?" You could sit back, congratulate yourself on a job well done and hope for the best. A more proactive approach is usually the best. Someone should contact the customer and make sure they have everything they need in order to be able to make an informed decision.

Step 7: Process Review: Win or lose, it is important that lessons are learned from the experience. The whole team should get together for a de-brief as well as an appointment being made with the target customer to understand how well/badly you performed in key areas. Why did you win/lose the business? What were the key issues? What did our competitors do that we didn't? What could we do better next time? Ideally, put together a question checklist of the things it would be helpful for you to know and develop this list over time. Success is a continuous process of learning - this is a good opportunity.

Winning new business is the lifeblood of any B2B organization and yet many simply do not give this absolutely fundamental area of their business sufficient thought and consideration. Business winning skill is critical to a company's on-going success. If the skills and processes are not in place in your business you could pay the ultimate price.


Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Thu. October / 17 / 2019
Pregnancy acne: Treatments and home remedies - Medical News Today
Pregnancy acne: Treatments and home remedies  Medical News Today

Home remedies for muscle cramps - WTOP
Home remedies for muscle cramps  WTOP

Home remedies for heat rash: 12 natural methods - Medical News Today
Home remedies for heat rash: 12 natural methods  Medical News Today

Peeling skin on face: Causes and 11 remedies - Medical News Today
Peeling skin on face: Causes and 11 remedies  Medical News Today

Skincare tips: 5 best home remedies to rescue the face from acne - Republic World - Republic World
Skincare tips: 5 best home remedies to rescue the face from acne - Republic World  Republic World

Seven home remedies to stop hiccups - Daily Sabah
Seven home remedies to stop hiccups  Daily Sabah

Food poisoning: Here are some home remedies to cure food poisoning - Republic World - Republic World
Food poisoning: Here are some home remedies to cure food poisoning - Republic World  Republic World

How to Really Tell If You've Got a Cold or the Flu - GoodHousekeeping.com
How to Really Tell If You've Got a Cold or the Flu  GoodHousekeeping.com

Balanced Diet And 4 Other Home Remedies To Treat Grey Hair In Kids - Doctor NDTV
Balanced Diet And 4 Other Home Remedies To Treat Grey Hair In Kids  Doctor NDTV

Nausea home remedies: What to eat, what to avoid? Symptoms, causes, treatment, and cure for vomiting - Times Now
Nausea home remedies: What to eat, what to avoid? Symptoms, causes, treatment, and cure for vomiting  Times Now

Local store of herbs, teas and other home remedies - Arizona Daily Wildcat
Local store of herbs, teas and other home remedies  Arizona Daily Wildcat

Boiling water burn: Symptoms, treatments, and home remedies - Medical News Today
Boiling water burn: Symptoms, treatments, and home remedies  Medical News Today

The best leather cleaner - Chicago Tribune
The best leather cleaner  Chicago Tribune

The 9 best cold products and home remedies that'll cure your cold fast - Business Insider
The 9 best cold products and home remedies that'll cure your cold fast  Business Insider

Hidradenitis suppurativa: Treatment, symptoms, and pictures - Medical News Today
Hidradenitis suppurativa: Treatment, symptoms, and pictures  Medical News Today

Dark circles: Home remedies to treat dark circles under the eyes - Republic World - Republic World
Dark circles: Home remedies to treat dark circles under the eyes - Republic World  Republic World

Easy home remedies for an instant facial glow - Times of India
Easy home remedies for an instant facial glow  Times of India

Mum who treated breast cancer with cheap home remedies left with giant tumour - Mirror Online
Mum who treated breast cancer with cheap home remedies left with giant tumour  Mirror Online

Hair fall prevention tips: Home remedies to solve hair fall issues - Republic World - Republic World
Hair fall prevention tips: Home remedies to solve hair fall issues - Republic World  Republic World

Baggage and back pain: What's the connection? - Baylor College of Medicine News
Baggage and back pain: What's the connection?  Baylor College of Medicine News

Plantar fasciitis: Causes, symptoms, risk factors, and remedies - Medical News Today
Plantar fasciitis: Causes, symptoms, risk factors, and remedies  Medical News Today

Burning throat: Causes and how to get relief - Medical News Today
Burning throat: Causes and how to get relief  Medical News Today

Here's How You Can Prevent Common Cold- Best Home Remedies That Won't Fail - NDTV News
Here's How You Can Prevent Common Cold- Best Home Remedies That Won't Fail  NDTV News

Top 15 home remedies for preventing various diseases - Times of India
Top 15 home remedies for preventing various diseases  Times of India

Post-viral syndrome: Symptoms, causes, and treatment - Medical News Today
Post-viral syndrome: Symptoms, causes, and treatment  Medical News Today

Try these 10 home remedies to treat dry and damaged hair - Times Now
Try these 10 home remedies to treat dry and damaged hair  Times Now

How to prevent muscle cramps? Foods, other home remedies to provide relief - Times Now
How to prevent muscle cramps? Foods, other home remedies to provide relief  Times Now

Can Essential Oils Help Asthma? - Everyday Health
Can Essential Oils Help Asthma?  Everyday Health

Home remedies for insect bite: Five methods to get relief from pain, swelling - Times Now
Home remedies for insect bite: Five methods to get relief from pain, swelling  Times Now

Home remedies for knee pain: Five ways to save yourself from knee replacement surgery - Times Now
Home remedies for knee pain: Five ways to save yourself from knee replacement surgery  Times Now

Home remedies for menstrual cramps: 7 methods to get rid of period cramps - Times Now
Home remedies for menstrual cramps: 7 methods to get rid of period cramps  Times Now

Ginger For Congestion: Know How It Works And Ways To Use Ginger For Reducing Cough, Cold And Congestion - Doctor NDTV
Ginger For Congestion: Know How It Works And Ways To Use Ginger For Reducing Cough, Cold And Congestion  Doctor NDTV

Home remedies for good sleep: Try these 10 ways to fall asleep - Times Now
Home remedies for good sleep: Try these 10 ways to fall asleep  Times Now

Preventing antibiotic resilience through natural remedies - New Food
Preventing antibiotic resilience through natural remedies  New Food

Home remedies for diabetes: Who's at risk? Symptoms, treatment, six natural remedies you must try - Times Now
Home remedies for diabetes: Who's at risk? Symptoms, treatment, six natural remedies you must try  Times Now

Natural Home Remedies For Back Pain: Fast and effective home treatment for a healthier spine - Times Now
Natural Home Remedies For Back Pain: Fast and effective home treatment for a healthier spine  Times Now

Home Remedies for Mild Cases of Food Poisoning - Food Poisoning News
Home Remedies for Mild Cases of Food Poisoning  Food Poisoning News

Karwa Chauth 2019: How to Get Dark Mehndi With These 7 Tips and Tricks - ndtv.com
Karwa Chauth 2019: How to Get Dark Mehndi With These 7 Tips and Tricks  ndtv.com

Semen leakage: Causes, treatment, and remedies - Medical News Today
Semen leakage: Causes, treatment, and remedies  Medical News Today

Hiccups trouble? Here's how you can treat them naturally at home - PINKVILLA
Hiccups trouble? Here's how you can treat them naturally at home  PINKVILLA

Crown asks Alberta's top court to convict Stephans for treating dying boy with home remedies - CBC.ca
Crown asks Alberta's top court to convict Stephans for treating dying boy with home remedies  CBC.ca

World Sight Day 2019: Simple home remedies to keep your eyes healthy - The Indian Express
World Sight Day 2019: Simple home remedies to keep your eyes healthy  The Indian Express

Tips for fuller, thicker lashes - Yahoo Singapore News
Tips for fuller, thicker lashes  Yahoo Singapore News

Natural home remedies to treat urinary tract infections | Home remedies for UTI - Times Now
Natural home remedies to treat urinary tract infections | Home remedies for UTI  Times Now

Home remedies for constipation: Causes, treatment; right diet, yoga remedies to get relief from bowel problems - Times Now
Home remedies for constipation: Causes, treatment; right diet, yoga remedies to get relief from bowel problems  Times Now

Skincare Tips: Love charcoal face packs? Here's how you can make it at home - PINKVILLA
Skincare Tips: Love charcoal face packs? Here's how you can make it at home  PINKVILLA

Want to pamper your hair? Try THESE home remedies to give your hair a hair spa at home - PINKVILLA
Want to pamper your hair? Try THESE home remedies to give your hair a hair spa at home  PINKVILLA

Want to wax? THESE home remedies can help remove facial and body hair - PINKVILLA
Want to wax? THESE home remedies can help remove facial and body hair  PINKVILLA

Opinion | Use changing seasons to inspire change in approach to debt - Toronto.com
Opinion | Use changing seasons to inspire change in approach to debt  Toronto.com

Chandigarh: After years of home remedy, they take knee pain to doctor - Times of India
Chandigarh: After years of home remedy, they take knee pain to doctor  Times of India

Migraine aura: Types, causes, risk factors, and treatments - Medical News Today
Migraine aura: Types, causes, risk factors, and treatments  Medical News Today

Have a dandruff problem? These easy ayurvedic home remedies will come to your rescue - PINKVILLA
Have a dandruff problem? These easy ayurvedic home remedies will come to your rescue  PINKVILLA

Obesity hypoventilation syndrome: Signs and symptoms - Republic World - Republic World
Obesity hypoventilation syndrome: Signs and symptoms - Republic World  Republic World

6 best home remedies for lice - Medical News Today
6 best home remedies for lice  Medical News Today

Home remedies for chickenpox: How to get quick relief - Medical News Today
Home remedies for chickenpox: How to get quick relief  Medical News Today

Professor pioneers natural treatment for sick animals - Covai Post Network
Professor pioneers natural treatment for sick animals  Covai Post Network

Shape your own eyebrows: How to easily maintain eyebrows at home? - Republic World - Republic World
Shape your own eyebrows: How to easily maintain eyebrows at home? - Republic World  Republic World

Tinea capitis (scalp ringworm): Causes, symptoms, and treatments - Medical News Today
Tinea capitis (scalp ringworm): Causes, symptoms, and treatments  Medical News Today

Home Remedies — short stories full of urgency and understanding - Financial Times
Home Remedies — short stories full of urgency and understanding  Financial Times

The best home remedies for laryngitis - Medical News Today
The best home remedies for laryngitis  Medical News Today

10 Recipes for the Best Home Remedies to Fight Germs and Make You Feel Better - Parade
10 Recipes for the Best Home Remedies to Fight Germs and Make You Feel Better  Parade

we are mitú - mitú inc
we are mitú  mitú inc

Dark Circle Home Remedies and Easy hacks - MensXP.com
Dark Circle Home Remedies and Easy hacks  MensXP.com

10 Home remedies for Heartburn and Acid Reflux - The Live Mirror
10 Home remedies for Heartburn and Acid Reflux  The Live Mirror

Benefits of Fenugreek seeds for hair problems - Republic World - Republic World
Benefits of Fenugreek seeds for hair problems - Republic World  Republic World

Toddler cough remedies: 4 safe methods - Medical News Today
Toddler cough remedies: 4 safe methods  Medical News Today

Karwa Chauth 2019: Achieve glowing skin with THESE skincare tips - PINKVILLA
Karwa Chauth 2019: Achieve glowing skin with THESE skincare tips  PINKVILLA

Home remedies for pigmentation - Medical News Today
Home remedies for pigmentation  Medical News Today

Home remedies for kidney infection: Safety and effectiveness - Medical News Today
Home remedies for kidney infection: Safety and effectiveness  Medical News Today

How To Stop Hair Breakage – Causes, Home Remedies, And Preventive Tips - Version Weekly
How To Stop Hair Breakage – Causes, Home Remedies, And Preventive Tips  Version Weekly

How to make deodorant at home, know here - News Track English
How to make deodorant at home, know here  News Track English

15 Home Remedies for Oily Skin - Greatist
15 Home Remedies for Oily Skin  Greatist

Change in temps causes rise in cases of dengue-like illness BMC health report - Free Press Journal
Change in temps causes rise in cases of dengue-like illness BMC health report  Free Press Journal

10 Natural Remedies for Sore Throat — How to Cure a Sore Throat Fast - GoodHousekeeping.com
10 Natural Remedies for Sore Throat — How to Cure a Sore Throat Fast  GoodHousekeeping.com

Home Remedies 101 - IOL
Home Remedies 101  IOL

Dark lips: Causes and 5 natural remedies - Medical News Today
Dark lips: Causes and 5 natural remedies  Medical News Today

The top 10 home remedies for acne, according to dermatologists - TODAY
The top 10 home remedies for acne, according to dermatologists  TODAY

How to stop or manage heavy periods: Treatment and home remedies - Medical News Today
How to stop or manage heavy periods: Treatment and home remedies  Medical News Today

Try these home remedies to get naturally pink lips - News Track English
Try these home remedies to get naturally pink lips  News Track English

Natural home remedies for bad breath - Medical News Today
Natural home remedies for bad breath  Medical News Today

7 Home Remedies for Sinus Infection Symptoms - Shape Magazine
7 Home Remedies for Sinus Infection Symptoms  Shape Magazine

Home remedies and natural treatments for gout - Medical News Today
Home remedies and natural treatments for gout  Medical News Today

Skin care: 4 easy ways to remove blackheads at the comfort of your home; Check it out - PINKVILLA
Skin care: 4 easy ways to remove blackheads at the comfort of your home; Check it out  PINKVILLA

11 effective home remedies for arthritis - Medical News Today
11 effective home remedies for arthritis  Medical News Today

The best home remedies for cold and flu - Medical News Today
The best home remedies for cold and flu  Medical News Today

How to get rid of a blister: 5 natural home remedies - Medical News Today
How to get rid of a blister: 5 natural home remedies  Medical News Today

7 home remedies for quick relief from gum pain - Medical News Today
7 home remedies for quick relief from gum pain  Medical News Today

PM Modi seen carrying an acupressure roller; 5 health benefits you should know - Times of India
PM Modi seen carrying an acupressure roller; 5 health benefits you should know  Times of India

Home remedies: How to treat, and prevent, swimmer's itch - Medical Xpress
Home remedies: How to treat, and prevent, swimmer's itch  Medical Xpress

Chest infections: Symptoms, treatments, and home remedies - Medical News Today
Chest infections: Symptoms, treatments, and home remedies  Medical News Today

The 6 Best Home Remedies for a Cough - What to Do for a Cough - WomansDay.com
The 6 Best Home Remedies for a Cough - What to Do for a Cough  WomansDay.com

Stomach burning: Causes, treatments, and home remedies - Medical News Today
Stomach burning: Causes, treatments, and home remedies  Medical News Today

Here are some ancient home remedies that are worth trying - Times of India
Here are some ancient home remedies that are worth trying  Times of India

6 Milk Home Remedies You Didn't Know You Could Use - Bustle
6 Milk Home Remedies You Didn't Know You Could Use  Bustle

How to Get Rid of Cramps: 10 Proven Home Remedies - Healthline
How to Get Rid of Cramps: 10 Proven Home Remedies  Healthline

Try these home remedies to bring down your fever naturally! - Times of India
Try these home remedies to bring down your fever naturally!  Times of India

The best home remedies for hair growth - Medical News Today
The best home remedies for hair growth  Medical News Today

How to get rid of acne scars: Treatments and home remedies - Medical News Today
How to get rid of acne scars: Treatments and home remedies  Medical News Today

Baby congestion: Causes, symptoms, and home remedies - Medical News Today
Baby congestion: Causes, symptoms, and home remedies  Medical News Today

Hangover cures: Most effective home remedies - Medical News Today
Hangover cures: Most effective home remedies  Medical News Today

Akron roofing contractors locator find a recommended roofing contractor in Akron Ohio read consumer reviews                   Click here to place your AD on this page for free

university of akron university housing available

OfficeJax free ad space available here

Akron City Directory
City Directory of products and services

www.AccessFreedom.Does.It
Home improvements
 remodeling for the disabled

www.Akron.Has.It
City of Akron small business directory

www.NoGas.Drives.It
AMAZING Stealth 1000 electric scooters
The most powerful electric transportation on the market for under $1000.00
Test drive it today!

www.access-freedom.info

 

Officejax flea market in akron ohio open 24 hrs for online shopping

[Back to Top]

auction news and listings for Akron, Ohio

Akron crafts and hobby news center

Akron currency trading

Akron Ohio pet news

Advertising and promotions Akron, Ohio

The Akron blogging news center

lung mesothelioma asbestos

Akron Ohio web site design news

Akron Mortgaging and refinancing

Best Home Remedies and do it yourself tips

 

HOME | SITE MAP
© 2012 - 2019 All Rights Reserved