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Needs Based Selling
By Jay Conners


Hook & Loop
Mention Hook & Loop fastenings and people might not understand what you meant yet mention Velcro fastenings and they`d instantly know what you meant. The Hook & Loop fastenings that have become familiar to us are known as Velcro fastenings and they have been with us since the 1950s when they were first patented. The majority of us will be familiar with Hook & Loop fastenings through the items of clothes that we wear.


I am sure you are familiar with the phrase, ?I could sell ice cubes to an Eskimo.? First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.

You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody sometthing they didn?t need?

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First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person.

Second of all, the Eskimo doesn?t need ice cubes, so why would anyone waste their time selling them to an Eskimo.

Okay, enough about the selling of ice cubes, I think you get the point.

This brings us to the title of the article ?Needs-based Selling.? Sell your customer only the things that they need, you will find it to be a much easier sale, and you won?t spend a whole lot of your time selling it.

If somebody told me that they sold a heater to an Eskimo, I would bee very impressed, because this person chose their target market wisely, and then sold his customer something that they need and can use.

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If I were an ice cube salesman, my target market would be supermarkets, convenience stores, and liquor stores, because they buy bags of ice in bulk to distribute amongst their paying customers. Why on earth would I waste my time selling my ice cubes to Eskimos?

?Needs-based Selling? is selling people the things that they need and can make their lives more convenient. Get to know your customer before you start selling them your products, get to know as much as you about them.

In my early twenties I was in the market for a new car. When I went to the dea

Meters
My husband has a job servicing Meters for companies who make industrial products. What he likes about his job is that he gets to go to different places every day to service the Meters . As he says, it is this part of his job that really fills him with satisfaction. He has always been a really outgoing and friendly person, indeed that is what attracted me to him in the first place, and, as such, he finds that meeting people on a daily basis as part of his job really rewarding. He told me the other day that he went to one company to service their Meters last week and he was really looking forward to going there because he had made some really good acquaintances when he was there last. He told me the staff were really good fun and he could not wait to see them again. When he had finished the job, the site foreman asked him if he wanted to go to the pub with the rest of the staff at the end of the day. My husband did not hesitate and they all had a great time. Now he has even been asked to join the five a side football team.

For more information about this article and/or the author visit http://www.jconners.com


Thermography Printing - Thermography Printing
... of making your letter heads and stationary stand out from your competitors? Why not take advantage of the recent advances in technology and have your stationary printed using the new thermography printing techniques. The principles of thermography printing are extremely simple. Thermographic powder is applied to the surface of a printed sheet and the surplus is removed by suction, vibrating or shaking, with the powder adhering only to the wet ink. The method of excess powder removal is dependant on the model that your stationary is printed on. The printed and powdered sheet is placed face upwards on to a conveyor belt which carries it under the heater. thermography printing powder has the characteristic, when heated of swelling slightly and fusing to form a raised glossy surface very similar to that produced by embossing. The powder is itself colourless so the em...
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Companies For Sale - Companies For Sale
...at specialise in dealing with businesses should be your first port of call if you are considering investing heavily in a venture in the future. Speak to the brokers and give them a list of your requirements and they can cross-check the information with the details that are found on their databases. The reason why they list so many companies for saleis because they are constantly networking with a host of business professionals. At any given time they`ll have venerable ventures that are for sale and they can ensure that you will only pay what the business is worth. The business brokers can help out in all aspects of the buying process and they`ll provide you with comprehensive support throughout the entire proceedings. Some of the acquisition services that they provide include business plans and fu...
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Booklet Printing - Booklet Printing
...t printing services don`t just grow on trees you have to look around to find the best deals. When you want a quick turnaround for all your booklet printing orders then you`ll need to find the right types of printers that can deliver what you want, when you want. If you have a need for booklet printing and are looking for suitable print applications then digital printing might be the answer to your requirements. Modern digital print processes are almost as good as litho quality printing but it benefits by having no setup fees and it can give you an extremely fast turnaround. When you need a booklet printing service then this could prove to be very handy as you`ll have your desired booklets with you in a very short space of time. Companies like Digital Print Services specialise in booklet printing and they can have a batch of booklets with you whenever the need arises....
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Fixed Fee Promotions - Fixed Fee Promotions
...igures and it`s a great way to build up relationships with the customer. However, certain promotions can prove to be very expensive for businesses, especially if the customer over-redeems prizes at a higher rate than was initially anticipated. One way around this problem is to run Fixed Fee Promotions that can be arranged through risk management companies. These types of promotions cover all the costs that are usually experienced with regards to prizes that are redeemed for a promotion. What happens with the Fixed Fee Promotions is the client pays just one fee and this covers them for the entire campaign. The client will only have to do deal with one budget so they will never go over their allocated funds. Should the position arise where customers are over-redeeming during the promotion, the risk management company has to fund the costs ...
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Business Brokers - Business Brokers
...was a small unit but it has now grown into a global operation that owns numerous sites. You feel the time has come to take things easier in life and you look forward to spending more time on your boat. Lazy days will be spent on your yacht and your time will be split between your Hampshire home and a villa that you have just bought over in the Algarve. It goes without saying that you want a great return on your business and you will need to capitalise on any sale that is made. Therefore you are leaving the sale of the company in the very capable hands of business brokerswho`ll prove to be a valuable asset. The firm in question provides a confidential divestment service and they can maximise the sale value of the venture. Their marketing strategy is particularly effective and they can negotiate with...
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Themed Events - Themed Events
...mples of themed events include Halloween, green day, etc. themed events have become increasingly popular in the past few years because people enjoy them. themed events can be carried out at almost any time, and they are not held on fixed dates. You could arrange to have a themed event on almost any day you choose. You can even celebrate birthdays like themed events. For instance, if you keep greenery as a theme on your birthday, everyone would have to bring gifts and wear clothes that relate to the colour green. ...
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Case Sealer - Case Sealer
...r packing cases wouldn`t reach customers in one piece. They contain expensive goods and you were worried that they might come undone whilst they were in transit. As a manufacturer that produces a vast amount of products you couldn`t expect your team members to seal each and every carton by hand. It`d take staff ages and a backlog of boxes would be littered throughout your warehouse, as staff struggled to keep up with your output levels. This why you bought a case sealer a year or so ago and this mighty machine can cope with boxes of varying sizes. It has fully-automatic adjustable capabilities to deal with a variety of box heights and widths. The case sealer works on the top and the bottom of the box sealing perfectly with adhesive tape. This process is carried out in a smooth and accurate manner to ensure uniformity with every action. Bui...
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Cd Duplication - Cd Duplication
...o CDs duplicating that have to be with your customers in a short timescale? Have you just made an educational CD that needs to be sent out to host of educational establishments across the country? Maybe you`re marketing a new product in the very near future and want to use CDs to help with the promotion? Whatever requirement you have there are CD Duplication services that can help to provide you with top quality products. Complete production processes can be dealt with by CD manufacturers who can provide a duplication service for their clients. Products can be printed and duplicated whilst booklets can be made for each and every one of them. Only the very latest state-of-the ?art equipment is used to help the CD Duplication along its way. Inserts can be printed and packages can be assembled ready for delivery. If time is of the essence this w...
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Paid Online Surveys - Paid Online Surveys
...some extra money towards a holiday or maybe you just need a little extra income to help tide you over at the moment? If you think any of this applies to you then why not take a look at some of the Paid online surveysorganisations that are currently offering you paid work from the comfort of your own home. All of the work can be completed online, and with easy to follow instructions you can soon be earning a little extra pocket money for just taking part in Paid online surveys. The more surveys you participate in, the more you can earn. Typically the service provider will have 20 to 30 active polls at any one time, so there is always an opportunity to earn. Once you`re registered - for free ? with your chosen agency your account opens and you start earning. So why not take a look and register today. You will be working for some of the biggest brands in th...
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Brand Identity - Brand Identity
...d you say that your brand identity speaks positively about you as company? If you feel that your current brand image might be perceived as being rather weak then perhaps you need to reinvent it and make sure that it is communicating at the right level. Sometimes this is easier said than done, as it can be difficult for you to step back and examine something that you have become accustomed to over the years. Due to this outside help could be highly fruitful and experts could be brought in who specialise in the design of brand identity. In the first instance it will be crucial to find out where the core problem exists. That is to say, the problem within the exiting brand needs to be examined so that suitable solutions can be developed. Previous marketing campaigns might have failed and you need to figure out why. The most obvious conclusion will be the choice of marketing moguls...
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