30 MinsTo

Jack Howe’s new business acumen eBook, “30 Minutes to Prepare for the C-Suite Meeting,” reveals the secrets of understanding the results of corporate research that enables any sales force to improve its overall results

Coppell, Texas (IPRWIRE) Mon, Apr. 23rd, 2007 — Qigong for Business, Inc. (www.30minsto.com) is excited to announce the launch of its new business acumen eBook, “30 Minutes to Prepare for the C-Suite Meeting.”

Every company needs more insight into how business decisions impact performance. Every sales process requires the answer to certain important questions to complete the process timely and accurately. This unique program asks the question, “Are your sales teams calling on businesses that don’t fit your ideal client profile?”

“30 Minutes to Prepare for the C-Suite Meeting” is the business acumen answer to all of these needs, and more. This first and only eBook addresses the knowledge gap and explains why learning certain information can be useful in shortening the sales cycle and improving the close ratios for those who know how to and use this insight.

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For them, the preferred method of gaining clients is through referrals. That’s because business that is referred to them comes, in effect, pre-sold. They have third-party credibility.The same attorneys hate “tire-kickers” and people who shop and compare prices. They would rather have every prospective client walk into their office waving their checkbook, suitably grateful for the opportunity to sit down in front of such an august personage.But in the real world, how do you sell that prospect in your office, however they arrived there? How do you “close” them?My advice is to proceed as if each and every prospect is already your client.I advise my clients that the goal of a consultation is not to come away with a contract, retainer, or check. The goal is to bond emotionally with the potential client. The goal is to form a relationship. The goal is to be helpful.  The goal is to assure the person sitting across the table that they were “heard” that you listened and understood.  I am not suggesting being empathetic nor should you display false sympathy.  You should be a caring human being that understands. 

If your potential client comes out of that meeting saying, “Wow, that Jim Jones is the nicest guy I ever met,” then I promise you, Mr. Jones, you will have more clients than you can handle.  There is an old adage that goes like this: “When you see Jim Jones through Jim Jones eyes you sell Jim Jones what Jim Jones buys.”  Prospects become clients when they feel they have been “HEARD”, when they believe that you understand and when they agree that this can be a team effort. 

The true test is how you behave if the prospect leaves your office without committing, or even turns you down flat.When I was about 12 years old, I sent in some sort of response card that provoked a visit from a salesman for World Book Encyclopedia.  The man met with me and my bemused parents and made a wonderful presentation. But the fact is my parents weren’t ready to shell out several hundred dollars for something that was accessible for free in the public library.  “I’m sorry for wasting your time,” I said to the man.  He smiled. “I’m never wasting my time when I’m talking about the World Book,” he said.  I was enormously impressed, and about a year later we wound up buying the full set of encyclopedias from the salesman. Some 40 years later, my brother still has them.Likewise, I would advise you to be “process oriented” in your sales presentations and less “outcome oriented.” If you have presented your service well, and have bonded emotionally (made friends with) your potential client, then you had a great consultation. You have been successful. Some will become your clients, and some will not.  However, all can be your friends and advocates.Remember that you are never wasting your time when you are telling a prospective client about yourself and your services.  One caution – balance your telling with your listening.  I like to remind my clients that God gave us two ears and one mouth and we should take His lead and use them in like proportion.  There is much to be learned — about their needs, their concerns, and their objections — in every meeting.  It is your privilege to meet with them.

Remember, too, the Tao (the universal way of things). I strongly believe that what you sow, you will reap — perhaps not from the client sitting in front of you, and perhaps not this week, but as surely as the sun will rise and set, what goes around comes around.

For more information check out our web http://www.30minsto.com/author.htm  or contact us mailto:jack@ceotoolbelt.com  

Jack Howe’s new business information technology eBook, “30 Minutes to Prepare for the C-Suite Meeting,” reveals the secrets of accurate corporate research that enables any sales force to improve its overall results

Coppell, Texas (IPRWIRE) Thu, Feb. 8th, 2007 — Qigong for Business, Inc. (www.30minsto.com) is proud to announce the launch of its new business information technology eBook, “30 Minutes to Prepare for the C-Suite Meeting.”

From time to time, every company needs more details about another company or person. Every sales process requires the answer to certain important questions to complete the process timely and accurately. Investigative reporters seek additional details on persons and companies as a matter of course. Executives in transition want information about prospective new employers. Sales personnel need to know what their clients need.

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For many companies, an effective business process modeling system can make all the difference in the world as far as current and future sales are concerned. It is somewhat surprising, therefore, to see that many companies often overlook or completely dismiss the importance of this type of tool.

One obvious reason that some companies do not use an effective business process modeling tool is that of costs. Many of these systems are simply too expensive for many smaller companies to implement. Another reason is that often these types of tools are somewhat difficult to operate or implement and can be very confusing to those who are using them.

Even so, the importance of having information about your clients and their companies is paramount to improving your overall sales and improving your relationships with each and every one of your clients.

So what can be done about this?

There are newer systems in place today that can help smaller companies (as well as larger ones) to gather the important information that they need in order to better serve their buying clients. The very best of these tools are written by individuals who have real-life experience in this field and are willing to share that expertise with you. When it comes to business process modeling tools, experience does count, and it should count a lot for those seeking viable and reliable systems.

One such system that was written by a master in this field is Jack Howe’s “30 Minutes to Prepare for the C-Suite Meeting.” This comprehensive eBook edition is filled with the kind of real-life techniques and methods that you are looking for. Rather than concentrating on theory and conjecture, Howe has complied a working system that when implemented can help boost your overall sales by allowing your sales team to anticipate your buyer’s most important questions and objections. When your team is forearmed with the information that the buyer wants to hear, when they are prepared before they even enter the buyer’s office, their sales results will improve dramatically. In many cases, by being so prepared in advance, the buyer will automatically propel your team member to trusted advisor status, and that means more sales in both the long run and the short run.

The key to this amazing material is in the research that your team will do before they even attempt to prepare a sales presentation. Why plan a presentation if you are not sure what they client wants and needs to hear about? Yet, that is exactly what many sales teams do day in and day out. Would it not be better to have your client’s needs in mind when you sit down to draw up your presentation, making sure you cover those issues that he or she is most likely to ask about?  Of course it is.

To lean more on how you can improve your business process modeling efforts, visit www.30minsto.com and read about Jack Howe’s extensive knowledge base in this area.

The best business process management tool is the one that does what it says it will do. It is the one that achieves the desired results and does so in a timely and accurate manner.

Your best business process management tool is one that works. Some are very good and can deliver the results that the user wants. But there are some that are less likely to achieve the results that they promise. The difficult part for most managers is determining which is which, and avoiding those that cannot perform as they promise.

When looking for a business process management tool, managers should first decide on what it is they want the system to do. What is its intended purpose? What results do you want to see from its use? For some applications, this can be easily answered. You may want the system to crunch numbers for you or you may want it to perform some other concrete task that you can view and verify as you need. For others, however, the answer to “what do you want it to do” is a bit more complicated.

For example: if your sales team needs an added boost in order to make more sales, you may want a business process management tool that helps you conduct more efficient and productive sales presentations. A case in point would be if your sales team is often faced with questions or issues from a buying client that they cannot answer right away. Or if they are somewhat less prepared than they should be when they make the important sales meeting with the buying client.

In examples such as this, you might want to consider a business process management tool that allows you to selectively and effectively research in advance those possible questions and objections that your buying client may present to your sales team. When your sales force can anticipate the questions that they may be faced with and they have the answers for those questions before they even enter the client’s office, they will have a greater advantage over their competitors. This can result in more sales, more often, with less time invested in each sale.

This is the type of system that can pay off for you day in and day out. But where do you even begin to look for something like this?

Jack Howe’s new e-edition of “30 Minutes to Prepare for the C-Suite Meeting” is a very good starting point. Howe’s comprehensive material details exactly how to go about the process of researching the data that your team needs in order to prepare solutions for possible objections or questions from your buying clients. This material is well-organized and explains in detail all of the various ways that you and your sales team can better prepare yourself for the important sales presentation and meetings that are an integral part of your daily work routine. By being better prepared, you allow your client to make those quick and solid buying decisions that you want to see. Visit www.30minsto.com today to learn more.

There is a lot of talk these days about best business practices. Entire text books have been written on the various subjects that cover this rather vague term. This article does not attempt to cover all of those subjects, but rather to focus on one often overlooked principle that many companies are facing today. That principle is sales presentations.

Sales presentations are, of course, a part of best business practices. Let’s face it, without sales most companies would have to close their doors. Commerce in its truest form is about sales. Nothing too revolutionary there. So if sales are such an important aspect of commerce, why are so many companies struggling to improve their bottom line?

One reason could be that they are not presenting the information that the buying client wants (and needs) to hear during the presentation. In many cases, a sales team is given a stack of pre-printed materials (the product line or service offered) and they just hand it out, to be honest about it. Then they ask for the order and are often surprised when they do not get the order. Today, more than ever before, the buying client wants and demands more from vendors. Increased competition both globally and domestic is forcing buying clients to re-examine the way they work with vendors and is also demanding that vendors be more helpful during the course of the buying and selling relationship.

So what does this have to do with best business practices?

When your sales team can meet with your client and know beforehand what the client is probably going to ask or wants to know more about, your sales team will have a distinct advantage over your less informed competitors. By being able to anticipate what the buying client wants to have addressed during the presentation, and by being ready to address those issues, you immediately propel yourself toward trusted advisor status. Buying clients want to have their concerns put to rest before they sign on the dotted line. When you are able to know, in advance, what those issues are, you are helping him or her make a quick and solid decision that will most often be in your favor.

Now, that is good business practices at work.

So how does one learn to master this anticipatory process? A great place to start is with Jack Howe’s new e-edition of “30 Minutes to Prepare for the C-Suite Meeting.” Howe has spent over thirty years learning and honing the process of researching in order to better understand what the buying client will want answered. He shows you how to do the same in simple, easy-to-understand language that will help boost your overall sales in less time than you might imagine possible. His eBook can be found at www.30minsto.com and it is well worth the few minutes it takes to visit the site and learn more about it and how his time-tested methods can help you become the trusted advisor with all of your clients and customers.

Effective business process mapping can be one of the most important and useful tools that you have in your pre-sales arsenal. The reason for this simple, yet it is often overlooked by many managers.

The purpose of business process mapping is to allow you to identify the most crucial issues and answers that your buying client needs in order to make a solid buying decision. When your sales force meets with the client they are often faced with questions that they cannot answer. This is due primarily to a lack of advance knowledge. But it does not have to be this way.

If you had a reliable tool to use that could show you, in advance, the possible questions and objections that your buying client might present to your sales teams, wouldn’t you be interested in that? If you had a system of research that allowed you to anticipate the various concerns your buying client might have when he or she meets with your sales team, wouldn’t that be something of interest to you?

Of course it would. But we are not talking about crystal balls or Tarot cards here. There truly is a way to begin an effective business process mapping system within your company to help your sales team identify and then prepare for these forthcoming buying issues.

This can be accomplished through the use of efficient research into your client’s company and his or her needs. The trick, of course, is learning how to best conduct that research in a timely and accurate fashion. While there are many analysis tools available, there are few concise and dedicated tools that show you step-by-step the best methods for getting this important information and for using it to your advantage.

It is entirely possible in this day and age to simply have too much information on a company. When that happens, it becomes difficult to ferret out the most important information, the information that you really need, and ignore the rest. This is why having a system in place that helps you identify and collect only the data that you need is so crucial. It is also possible to spend far too much money in the collecting process by using only fee-based services. This does not have to always be the case. There are free databases available for those who know how to find them and use them.

A very good place to begin your business process mapping is with Jack Howe’s eBook and website. His book, “30 Minutes to Prepare for the C-Suite Meeting,” is literally a masterpiece on how to best plan and conduct the research that you need in order to best serve your buying clients. With over three decades of real life experience in this field, he knows what he is talking about and his method of sharing can be followed by any size company, from big to small.

A visit to www.30minsto.com will help you decide if this practical, yet powerful, system of researching is right for you and your company.

Business information technology has come a long way in just a few years. The day of researching various companies through hard cover books is all but gone now, replaced with a much faster and more accurate system of online research tools. As well, the same amount of research work that took a dozen people or more to conduct just a few years ago is now handled by one or two people.

This is good news, especially for smaller companies who in the past were not able to afford the services of huge research team or firm. These days, many smaller companies, and some larger ones, prefer to do their own internal research which allows them to focus on only the most important factors that concern their immediate needs. But even though business information technology has become faster and somewhat easier to conduct, it still requires a certain amount of pre-planning as well as the use of some rather unique skill sets.

One of the most important skill sets is also one of the most overlooked. This is the skill set that involves knowing exactly what to research on a company. As you probably already know, most publicly held companies and many privately held companies have literally tons of data sheets online about their companies. From financials to product lines, just about anything can be located with a bit of time and energy. In a sense, this is good. In another sense, this is simply overload. The trick to effective business information technology is to narrow the search down to those issues that are most helpful in making a sales plan or presentation plan.

One way to do this effectively is to start with a set of instructions that help you identify exactly what it is you need to research and then go beyond that with helping you locate and focus your research on those issues. This allows you to avoid the overload syndrome and concentrate on that which is most important to you and your sales team.

You can, of course, hire a consulting team to teach you these skills and the best methods for conducting this type of specialized research, or you can work someone who has already mastered this type of unique business information technology process and, probably, save time and money in the process.

But how do you find someone who has already mastered these skills?

One great place to begin is with Jack Howe’s new e-edition of his “30 Minutes to Prepare for the C-Suite Meeting.” This eBook is packed with useful techniques to help boost your sales efforts. The core of this program is learning how to anticipate what a customer wants from your sales force and knowing, beforehand, how your sales force is going to handle those concerns, objections, and questions. In a sense, the research methods outlined in this eBook help you better prepare for the all important sales meeting in such a way that your team has the edge over your less prepared competition.

Learn more about this powerful system at www.30minsto.com.