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Buying Decisions: What Happens Behind-The-Scenes
For some reason, it's very difficult for sales people to think beyond 'need' and 'solution:' We tend to think that because the buyer's need matches our solution, and because we're professionals who 'care,' the only thing buyers need to do is choose our solution. But if it were that easy, buying decisions would get made more often in our favor. We certainly would not lose as many sales as we do. The problem is that the buying decision is so, so much more complex than we can imagine as we stand on the outside looking in. Sales mysteriously treats an Identified Problem (my word for 'need') as if it were an isolated event. But it's not. There are ramifications to any change, and the ramifications are ones only buyers can see from the inside and we will never be privy to.
Personality
My dictionary tells me that personality is the "personal or individual quality that makes one person be different and act differently from another." Personality is "the total physical, intellectual and emotional structure of an individual, including abilities, interests and attitudes." Personality is the sum total of all of our qualities. With this in mind, let's explore the benefits and ramifications of a pleasing personality.

Email Etiquette - 6 Key Guidelines to Consider Before You Hit Send
The internet and email can provide a fast and easy way to communicate information but there is a right way and a wrong way to go about it. Follow these guidelines before writing your next email.
Fine-tuning materials management in the health-care industry
Exploring the benefits of standardizing your inventory management system all the way to the supply closet.
Listening to Hear What I Don't Yet Know
Many of you are writing me to say you want to invent what your future will look like 'cause you're tired of falling into life as it unfolds all on its own. How are you going to do that?

Should Leaders Have Friends at Work?
Relationships are essential, the core of the commercial world yet it's not uncommon for executives to avoid 'friendships' with co-workers. They often fear that having personal relationships in the workplace might compromise their ability to make tough decisions. So should Leaders have friends at work?"

THE Housing Solution
Well the numbers are in and it looks like home foreclosures are up a whopping 15% in the first half of 2009, affecting more than 1.5 million households. This problem does not appear to be getting any better as unemployment is nearing 10% and could go even higher, if you believe like me that government forecasts are about as accurate as throwing darts in the dark.
THE Housing Solution
Well the numbers are in and it looks like home foreclosures are up a whopping 15% in the first half of 2009, affecting more than 1.5 million households. This problem does not appear to be getting any better as unemployment is nearing 10% and could go even higher, if you believe like me that government forecasts are about as accurate as throwing darts in the dark.
Sales Success Begins with Defining What You Value To Better Understand What Motivates You
What motivates you each day to increase sales? Have you ever considered what motivate you is what you value?
Leaders Should Think Bigger
You know who you know… Who don’t you know that you need to know to expand your circle of influence?

Speaking Beyond Your Fears
People are putting things off because of the economy, because of lack of resources or not enough time. thing is, you can't buy back time. You can ask yourself (and answer) the question "When is the right time?" But while you do that, look at the ramifications of putting it off for the 'right' time as well.

Is There an Elephant in the Room?
Living with an elephant is difficult and painful. You are not free to use your talents or free to explore new territories of life. You are imprisoned by trying to navigate around the big obstacle in the room and therefore until you remove the obstacle, tackle it head on, you are not free from it and it impacts your life.
Corporate Manslaughter and Homicide Act 2008
Are you aware that the new Corporate Manslaughter and Homicide Act came into force in the UK on 6th April 2008?
Policies and Regulations: Constraints of growth-oriented enterprises
The enabling environment is important-especially as the enterprise grows. This would appear to be related to the fact that the larger the enterprise becomes, the more difficult it gets to operate outside the formal economy. In talking about the enabling environment entrepreneurs tend to emphasize macro-economic conditions per se, rather than specific regulations. This implies that they are quite capable of working their way through (or around) regulations, but that they find it more difficult to deal with economic downturns.

Five Levels of Decision Making
Clear, helpful advice on how to approach making good decisions as a leader.

To Coach or Not To Coach: But is That the Question?
The coaching field has grown in immense popularity. But do we really know what it is about it that makes it appealing to others? Have we truly utilized the power behind the field enough, not to mention the unregulated aspects about it? check this article out for the 'way it is' about coaching.

Other ramifications Related Articles

Personality
My dictionary tells me that personality is the "personal or individual quality that makes one person be different and act differently from another." Personality is "the total physical, intellectual and emotional structure of an individual, including abilities, interests and attitudes." Personality is the sum total of all of our qualities. With this in mind, let's explore the benefits and ramifications of a pleasing personality.

Google Book Search Helps Authors Sell More Books
The jury is in… and it’s a split decision. Split on the Google Book Search Program that is. Some people love it. Others think it’s the apocalypse. I really don’t want to get into the legal ramifications, copyright law and every other argument out there. The bottom line: From a book marketing standpoint, it’s a good thing. Why? It’s simple. People can’t buy what they don’t know about. Google Book Search lets people find a book with the topic they’re searching for and allows them to peek inside. If they like it, and want more they can buy it.

Speaking Beyond Your Fears
People are putting things off because of the economy, because of lack of resources or not enough time. thing is, you can't buy back time. You can ask yourself (and answer) the question "When is the right time?" But while you do that, look at the ramifications of putting it off for the 'right' time as well.

Have you become a commodity?
A society that accepts "head hunters", "down-sizing" and encourages people to sell themselves to the highest bidder in the market reduces its citizens to commodities. This has its ramifications in work/life balance or general life harmony.
Buying Decisions: What Happens Behind-The-Scenes
For some reason, it's very difficult for sales people to think beyond 'need' and 'solution:' We tend to think that because the buyer's need matches our solution, and because we're professionals who 'care,' the only thing buyers need to do is choose our solution. But if it were that easy, buying decisions would get made more often in our favor. We certainly would not lose as many sales as we do. The problem is that the buying decision is so, so much more complex than we can imagine as we stand on the outside looking in. Sales mysteriously treats an Identified Problem (my word for 'need') as if it were an isolated event. But it's not. There are ramifications to any change, and the ramifications are ones only buyers can see from the inside and we will never be privy to.
E-mail Tip #2 - E-mail is Not a Conversation
Most leaders communicate more through e-mail than face to face with their people. It is a common practice to view e-mail as just a natural progression of communication not much different from conversation. This is a huge mistake. There are many ways e-mail communication needs to be handled differently to get the intended message across. Even though writing or reading an e-mail feels very much like having a conversation, it really is not. Many people fail to understand the ramifications of this observation.

Trust & Transparency The New Corporate Currency
Just last week, we received a startling display of how much the issue of trust and transparency in corporations has gained in terms of a company's reputation. The Edelman Trust Barometer for 2010 was just published, and it shows a remarkable leap such that trust and transparency are now mentioned twice as much as financial performance in terms of reputation. In 2010 Trust and Transparency each received 83% of responses versus only 45% for Financial Returns. Further adding to the shock of these data is that in 2006, trust and transparency did not even show up on the map of the top 10 ways to demonstrate reputation. Now, four short years later, they are number one and number two. This article gives some of the details and the ramifications for business in the USA.

2011 Global Brand Trends Letter
In this year's letter, brand guru SMoss addresses emerging economies, monetization of internet-based news, social media, celebrity, the luxury category, cognitive fluency, the ramifications of gaming, nation branding. The letter concludes with new terminology and a section which answers the question, "What is a brand?" A must-read for all brand professionals.
How to engage with media and consumers on Twitter
This week it was revealed, as part of a new social media policy, Sky News has banned reporters from retweeting or sharing content from other journalists and people on Twitter, who are not employed by the broadcaster. This could have an effect on brands, with the opportunity for tweets to be spread by highly visible journalists minimised. Although this is currently an isolated incident with only one media house adopting this policy, it is possible more will follow, meaning there is likely to be ramifications for Twitter users and brands looking to heighten their presence on the social platform.
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