Interpersonal Skills: How to Use Sales Psychology to Create Longer, Lasting Sales-Winning Relationsh

A participant in one of my recent seminars asked me, “Can I rearrange my client’s office during a sales presentation?”   The sales person had gone to an initial meeting where the chairs in the office were about eight feet from the customer’s desk. He wanted to know if it was OK to just pick up one of the chairs and move it next to the desk and start his presentation.   How would you have answered this question? Believe it or not, your answer could have huge implications on this meeting’s success.   Everything in a customer’s office tells you a story about him or her—from the way the space is arranged to the items that have been collected and displayed.   Archeologists can dig up ancient cities and create a pretty accurate description of the inhabitants’ lifestyle just from the arrangement of the ruins and pottery fragments. As sales professionals we must do the same thing with the artifacts surrounding our customers, so we can communicate better and develop longer lasting relationships with them.   Here’s how you can promote a desirable impression and create sales-winning relationships by understanding space and the hidden message in things.   How to Promote a Desirable Impression By Understanding Space In 1966, when anthropologist Edward T. Hall described set measurable distances between people as they interact he defined four distances:   • Intimate distance – 6” to 18”, for embracing, touching or whispering   •  Personal distance – 1.5 feet to 4 feet, for interactions among good friends   • Social Distance – 5 feet to 12 feet, for interactions among acquaintances   • Public Distance – more than 12 feet, for public speaking   How does this relate to your sales process?   Think about one of your customers. Divide her office into concentric circles, starting from where she sits. The distance between the circles is about the width of her desk. Anything close to the person—usually within arm’s reach—is the most important part of her office. This space generally contains her most precious, most valuable items. It is filled with clues that reveal to the trained sales professional a wealth of information about the customer and her needs and motivations.   As for the office the salesperson asked about rearranging, the chairs were set at the “social distance,” which the customer was communicating as appropriate for interactions among acquaintances (or in this case, sales people). For the sales person to pick up his chair and move into the next circle—personal distance—would have meant that he was declaring that the two of them were friends.   From the customer’s point of view this may or may not have been true. The customer could have reacted positively and allowed it. Or she could have reacted negatively and asked the sales person to leave. In any case, changing to another distance is likely to cause tension and would not promote a desirable impression.   A better strategy would be to ask permission to move the chair closer to the desk. Or, he could say that he had difficulty hearing the prospective customer clearly and then asked permission to move the chair.   How to Create Sales-Wining Relationships by Understanding the Hidden Message in "Things"   Analyzing your clients or prospects’ rooms will tell you their motivations and behavioral styles. By paying close attention and analyzing the hidden message in things, you will know how to best serve your customer.   If his desk is meticulous, it indicates a high degree of close tolerance, sometimes called analytical. Or his desk could be very messy indicating an engaging personal or social trait, sometimes called influencing. These are all clues to guide you in making a presentation that will have the greatest appeal and impact on your customer.   The books on the bookcase will tell you what is currently or has been important to him. Trophies, plaques and diplomas all tell you that he is motivated by recognition. While pictures of tropical isles indicate an idealistic approach to life and business. All of this information will guide you in presenting your case so the customer really “grasps” it.   Knowing how to analyze and use keys to the customer’s psyche is what separates the ordinary sales representatives from the sales professionals.   Here’s the point: By understanding sales psychology and enhancing your interpersonal skills you will make more sales. I guarantee it—and this is not just an idle claim. With more than 30 years of in-the-trenches sales experience and a Doctorate in Psychology, I’ve applied a wealth of knowledge, know how, and high impact techniques (like those described here) to help over 20,000 sales professionals improve their sales careers.   So, please take my advice. Take a moment to scope out your prospective customer’s office. It’s vital to developing longer lasting client relationships. The information about the person’s motivations and behavior is always available to you. Are you available to the information?

Successfully Using Online Social Network Sites For Business

There is a lot more to using online social network sites for marketing your business than simply making product offers and assuming you are good to go! The fact is if you intend to use such sites you must first have an online presence that is consistent with any claims or offers you make! It makes little sense otherwise to try marketing your business to people if you've got little or nothing to show!

Here are 3 things you'll want to establish and maintain on a consistent basis if you intend to make product offers on any social sites!

Online Presence

When marketing your business at any social sites you need to have your 'ducks in a row' in terms of having a website or blog! Having an online presence such as this only lends to the legitimacy of any claims or product offers you make! Quite simply all businesses need a location or 'store front' that people can visit and where you can make available to them the opportunity to make purchases!

Useful Content

The 'destination' you send any traffic from social sites to should be one that contains plenty of useful and relevant content! Consider your site as the next step in your trust building 'funnel' and a much needed online presence! The content found on any site you use for marketing your business must reflect what it is you offer or represent! Furthermore you want to be mindful that any content people do view at your site is of interest and contains accurate information as well! The point here is that if people do not make a purchase they may at least be interested enough in returning later on to view any new content!

Thematic Promotional Offers

This is to say that whatever service or product offers you make must share a relevancy with the theme of your site and the content found on it! Displaying any inconsistencies here will only serve to confuse visitors you are marketing your business to along with weakening your brand! Let's face it getting traffic can be a 'headache' therefore it makes NO sense to 'blow it' by drifting away from the theme of the business you represent!

Online social network sites are a great source of traffic and an easy way for marketing your business provided you're set up to do so! You can't expect to start making product offers at these sites without already establishing some type of online presence! This presence only serves to lend a certain 'legitimacy' to what you do while also giving visitors something to view that 'reinforces' your business claims! The 3 things you'll want to already have in place before marketing your business to members of any of these online communities are listed and discussed above! After all, you can't expect to gain the trust of others or establish authority in your field without some type of 'consistent' online presence already established?

International Real Estate - Be Careful

Looking beyond our borders at the international real estate market might make sense for a second home or an investment. My wife and I recently bought a small lot a hundred yards from the Pacific Ocean in Ecuador, with the idea of having a second home there. The price, $3,000, shows why people look to other countries for real estate. Where in the United States can you buy a lot near the ocean for even ten times that much?
On the other hand, there are some risks in investing in property abroad. There are some things to think about that you don't normally have to consider when buying real estate in the U.S. And unfortunately, there are even some hard lessons to be learned from our own experience.
International Real Estate - Some Considerations
At the time we bought the property, in early 2007, Ecuador had been experiencing an economic boom for years. This was partly because the country adopted the U.S. dollar as it's official currency in 2001. Inflation was no longer an issue, and businesses were starting everywhere. New subdivisions - like those in the 1950 here - are still popping up around most of the major cities. Easier financing has even put more cars than ever into all those new driveways.
 Political leaders have seemed to come and go too fast over the years, but even when the process was chaotic it was mostly peaceful. Ecuador was a stable democracy that seemed to be heading in the right direction. Most of the changes that had happened since my wife grew up and went to university there were good changes. Then came Correa, the current president.
Apparently the system wasn't as stable as we thought. Earlier this year, he prevented many opposition members of congress from entering the parliament. Then there were elections to create assembly for the rewriting of the constitution. The assembly (now elected) could dissolve the congress or even hand over dictatorial powers to Correa. The public, unfortunately, has mostly been on Correa's side.
Unfortunately, I say, because Correa seems to be doing many bad things. He openly admires Hugo Chavez, the socialist leader of Venezuela, and Fidel Castro. he talks about a "new socialism." Already he has told international oil companies which operate in Ecuador that they will not be getting all of the profits promised for their investments.
As you can imagine, many wealthy Ecuadorians and foreign companies are already taking their money out of the country. There are rumors that Correa plans to steal the real estate owned by foreigners (I won't use the euphemisms - theft is theft). It is rumored that he may even steal and "redistribute" the second homes of Ecuadorian Citizens - especially those along the coast. This could include our property.
The obvious lesson? When buying international real estate, you need to more than research property prices. You need to take a close look at the political climate of the country. The law may be clear and allow for foreign ownership, but laws can be changed. Some other tips:
1. Hire an attorney to be sure everything is done correctly. Have a list of questions for him or her, so you know exactly what you are getting into.
2. Investigate what it takes to sell the property. You may not want to keep it forever. This is a legal and market matter. Are there any legal or tax  issues you need to know about? How long does it normally take to sell a house?
3. Know before you buy what the other costs will be. How much are taxes? How much will you have to pay for basic services like water and electricity.
International real estate may be a great investment, depending on where you buy, how you buy, and what the market is doing. Looking overseas can also be a way to afford a second home in a beautiful place. But take some basic precautions and learn from our lesson.

Internet Marketing or IM, Online Marketing, Web Marketing and The Power of Internet Marketing, SEM a

The marketing of websites, "Internet Marketing", is a "real" and authentic business venture, not a hobby, and having a high-quality website is a prerequisite for success on the World Wide Web. Internet Marketing is the art of advertising a company’s website on the internet to achieve maximum exposure. Internet marketing is the research of the target audience, studying their patterns and habits, and one integral part of Internet marketing is the website's visits statistics. Search engine marketing is both an art and a science.

Internet marketing or IM, SEO, and SEM are akin to fishing. Obtain a solid reel, a good strong line, attractive bait and then follow through when there is a bite. Internet marketing is the most cost effective way to let people know what a company does, and is the process of promoting a website on the Internet and with effective internet marketing which requires a comprehensive strategy in IM to succeed.

Internet marketing is an ongoing process and even after a company’s website is up and performing well for them it is important to the company that work does no stop, and to keep on improving the techniques of SEO and SEM to stay ahead of the competition. The true power of Internet marketing is the fact that it uses every type of medium to reach the customers who visit. This ensures that the company’s message will be seen. Internet marketing is not just about looking good or being found. It is about solving a problem and it begins with the company’s prospective customers.

The field of 'Internet Marketing' is one of the most competitive niches on the planet, and is changing right before everybody’s eyes. The mere fact that someone found this article among millions of competing pages takes a pinch of ability and a dash of talent a chef might say. A revolutionary change in marketing technology; Internet marketing is a deviation from the general marketing principle, and the most important aspect of Internet marketing is the emergence of the search engine. Thus, Internet marketing is becoming an area of greater importance, especially among academic circles where how to create a strategic web advertising campaign is the challenge.

If marketing a company's product or service is critical for their success then Internet marketing is an area that a company can not afford to ignore. Internet Marketing is a never-ending, continuous process that if applied correctly will assist in ensuring that a company will keep getting a higher return on their investment. Internet marketing is a fast-changing industry that readily adapts to ever changing markets and strategic planning in Internet marketing is the component of marketing that a company has to deal with on an ongoing basis if they want to succeed. Internet Marketing is why a company can make a difference with their online marketing strategy; Internet marketing is big business, and for good reason. One thing that is absolutely, undeniably certain about internet marketing is that to grow a business fast, explosively quick, Internet Marketing is a MUST!

The importance of Environmental Monitoring Assessment

Just think of a natural disaster claiming thousands of lives which can happen in any part of the world and it is better to take preventive measure in advance to avoid such situations in future. A recent example of such situation was in Japan when a tsunami hit the coast of Japan and resulted into the loss of millions of people. No matter how prepared a country is, natural calamities come without warning so there is no one to blame. We can only work hard to ensure minimum loss during the disaster. Thankfully governments in all the countries are trying hard to counter the effects of such distressing catastrophes. On the contrary, governments have implemented environmental monitoring assessment services which monitor the quality of the environment.

The primary objective behind the use of environmental monitoring assessment services is to prepare the country for such natural calamities in advance. This assessment includes the study on how to counteract the harmful effects on the natural environment as caused by man or forces of nature.


What is Environmental Monitoring?

Environmental monitoring may refer to automated sensors being controlled by computers that measure the physical parameters of our environment which in turn alerts the respective government organizations of abnormalities that the system might have picked up. This is one reason why even if a place may suffer from the devastating effects of a natural calamity, its government is able to deploy help and other aids right away. Most of the time governments get some kind of alert about a possible natural calamity. At this moment of time, the preparation of a country decides what could be the results out of that disaster.

Keeping a check on environment is a staggering task and it is for this reason that developers have created different systems to make the job easier. The best thing about these systems is that they gather loads of data which is properly clarified and classified so that the governments can come up with highly effective action plans.

The areas in which environmental monitoring assessment is highly effective include:
Pollution Risk Assessment

Trends in Time and Space

Anticipatory Systems

Environmental Quality and management practice

Over the past few years, there have been numerous advancements taken place in the field of environmental monitoring. Now it becomes easier for engineers to study the environment in details with the use of these highly advanced tools and methods. These tools allow them to take preventive measures in advance.