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A Loaded Bank Account Sometimes Means Bankruptcy is Near

The first thing required for successful communication - be it in sales or something
else - is to find a common interest.

Success is achieved when two individuals agree they have the same goal and are
discussing which of them is going to do what in order for them to reach their
common goal faster, easier and with greater certainty.

If the person you are talking with feels, even slightly, that he has been cheated
or that you took advantage of him - by him being your means to reaching your
goals - he folds from the game. Often, this other person could be a customer
who feels your greatest desire is selling your product - without considering
whether that product will meet his needs or desires.

If you don't first harmonize, by finding a common interest, you end up creating
a situation wherein each party is engulfed in defending their interests: one
is proving why something is good and beneficial to the other and the other is
defending himself by proving why that same thing is of no use to him and doesn't
suit his needs.

By doing this, you presume:

1) You will convince the other party to accept your truth, or worse ...

2) You can make the other party feel so "good" about the purchase that they will
be back to buy more from you!

This is often impossible. Sure, your prospects may actually buy, sometimes -
but this doesn't come even close to securing a long-term relationship with them
and ensure they will repeatedly purchase from you.

The solution is somewhere else, and a very simple one at that: once you discover
the common goals you and your prospect share (such as ensuring greater success
for your prospect's company), you help him realize those goals.

Mr. Ron is a sports shoe importer. He was always having problems negotiating
with his suppliers. Then he changed something. Before he sat down at the table
again to negotiate with his supplier, he said:

"Look, we all have the same goal - getting your top-notch sport shoes to the
public. Let's not waste time arguing and fighting over petty issues. Why don't
we imagine there's a customer standing here in front of us right now. Let's all
put our suggestions on the table and discuss how each one of us can help make
this customer's decision easier and faster and what we can do to make him want
to return more often and buy more of your shoes from me."

Just saying these few sentences placed him and his supplier on equal and common
ground to negotiate. A few days later, he sent me a note saying this was the
best and fastest deal he ever made. And it was so simple ...

>> How an Importer Cultivates Loyalty From His Customers – Even When »The Competion
Offers Higher Percentages«

How do you »negotiate« in the real world? How can you convince your prospects
to buy something from you and keep buying it over and over again? The easiest
and most successful aproach is helping


the store (in any way possible) sell your
goods as fast and easy as possible so that they will see buying from you as an
opportunity and not like purchasing from you is a liability.

That said, the best starting place for negotiating is: develop an efficient marketing
system for your product (purchasing, logistics, marketing, sales, after-sales
activities, follow up, etc.), test it in the real world and then offer it to
the store along with the product.

This way you're not just selling your product as if you were saying: »Here it
is, now make the best of it ... and by the way, we're not through yet; whether
you buy something from me today or not, I'll be back soon to sell you this product
(if you decide against purchasing it today) or a new product...«

Offer the tool and the solution. The fabric and the scissors.

When would you rather buy an unknown product from someone to sell? Would you
choose the untested product or the one that that has been market tested, comes
with a case study that precisely shows the marketing system they used and how
to handle its marketing, sales, product education, market approach and similar?


And what if they could even forecast the actual and approximate sales success
for this product, on the basis of previous experience, based on your sales team
working according to the suggested system (in other words: if you already knew
approximately how much risk the product presents for your company)? Or, what
if they even showed you how all these procesess work in practice? Or even further,
what if they offered you sales team training along with the product?

If you offered all this, you really wouldn't need to have any polished »negotiating
skills« to generate the client's interest – you are already offering them exactly
what they want and need ... and more. If you did all this consistently and as
part of your work ethic, you would find yourself in the desirable situation of
you being able to choose whom to trust to sell your product.
The sales people would be seeking you out instead of the other way around!

This is negotiating for the »new era« that is not only marked by greater sales
success, but also by deeper and more friendly human relationships, an excellent
flow of information, the ability to act without fear or bad feelings, and above
all, alot of satisfaction, pleasure, respect and joy. This is what happens when
you solve problems where they begin: at their cause!


About the Author

Nikola Grubisa is a European Marketing and HRM Consultant and the co-author of
a European bestseller "The Millionaire Mindset: How to Tap Real Wealth from Within".
If you are wondering how top marketers are marketing in Europe and at the same
time want to discover the path to true wealth, please subscribe to his new free
eZine "The Millionaire Weekly Memo". Click here: http://www.TheMillionaireMind.net?a1-aa

 

Ezine Article Submission - Submit Your Best Articles For Massive ...
EzineArticles.com allows ezine or email list publishers to upload or download free expert content that can be used within email newsletters or websites.
ezinearticles.com
 
The Ezine Directory
The Ezine Directory lists thousands of the best email newsletters available on the internet today. Search, browse, or add your ezine for free!
www.ezine-dir.com
 
e-zine-list: John Labovitz's e-zine-list
I also wrote "Five years and counting," a longer article for Art-bin about the history of e-zines and the e-zine-list. Finally, for the real Internet ...
www.meer.net
 
BME: Body Modification Ezine - The biggest and best online bod-mod ...
Comprehensive resource on piercing, tattoos, scarification, subincision, castration and all other forms of body modification.
www.bmezine.com
 
Ezine Publishers & Email Marketers Promote Their New Email ...
Submit Your Ezine To New-List For Massive Free Exposure - Grow Your Ezine - Ezine Marketing Made Easy By New-List.com.
new-list.com
 
Ezine - Wikipedia, the free encyclopedia
Ezines are typically tightly focused on a subject area. ... CULT OF THE DEAD COW claims to have published the first ezine, starting in 1984, with its ezine ...
en.wikipedia.org
 
News & Ezine Strategies For Email Newsletter Publishers ...
EmailUniverse, The E-mail List-Owner Resource Network is an excellent source for today's Email List Owners, Managers, and Editors.
emailuniverse.com
 
Best Ezines - Email Newsletter Peer Reviews & Ezine Awards For ...
Email Newsletter Publishing Award Site: Fellow Ezine Publishers Review The Best Email Newsletters.
www.bestezines.com
 
Ezine Directory
Home | Sign-up for your Free listing | Link to us Code | TOP 100 Ezines. CATEGORIES ... ezine directory. link exchange with us ...
www.ezinelisting.com
 
Browser based email list management, ezine hosting, and campaign ...
Browser based email list management, ezine hosting, and campaign software. Keep in constant contact with clients and potential customers.
www.ezinedirector.com
 
Splendid E-zine
Splendid: Daily music reviews, articles, interviews and more.
www.splendidezine.com
 
OS/2 e-Zine - The Best OS/2 Reading Anywhere!
Monthly magazine with reviews, articles, and discussion forums.
www.os2ezine.com
 
E-ZineZ - The Handbook of Ezine Publishing
An ezine directory, free ezine builder tool, ezine tutorials including everything you need to know to start publishing an ezine or email newsletter.
www.e-zinez.com
 
EzineUniversity - Free Online Training for Ezine Publishers
EzineUniversity provides provides information, tools and products for ezine publishers. Featuring EzineUniversity Journal, EZU Tutor and FREE online ...
www.ezineuniversity.com
 
Ezines
E-zines directory with categories of free ezines, newsletters, email magazines and online publications.
www.web-source.net
 
My Favorite Ezines - The Family Friendly Ezine and Email ...
The best family friendly ezine and email newsletter directory providing education - motivation - inspiration and marketing support.
www.myfavoriteezines.com
 
Tattoos.Com Ezine Front Page
Historical information from the tribal art of Borneo to the wood block prints of Japan. Alphabetical listing of studios around the world, events, ...
tattoos.com
 
Welcome To Ezine.Com!
Welcome To Ezine.Com! Welcome Page For Ezine.Com ezine online magazine electronic magazine zine e-zine ezines eziner ezining.
www.ezine.com
 
Ezine Information
What makes your ezine hot stuff? With literally thousands of ezines online ... We all have ezines that we love to read and learn from but that doesn't mean ...
www.dtguide.com
 
Asian American Movement Ezine
Asian American Movement Ezine is a radical and progressive zine on Asian American politics, art, history and culture.
www.aamovement.net
 
 

 
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