Most buying decisions are not spontaneous. Instead, they involve a whole series of steps. For example, a company buying a new copier might appoint one person or a group of people to decide which copier to buy. Those people will quickly look at ten or twenty models, then choose three...
Month: August 2019
How you ask questions is very important in establishing a good business for good communication. Why, what, how and when are very powerful words? Use them often to seek, either from yourself or others, the answers needed to manage effectively. Knowing What To Ask The art of questioning lies in...
One area to consider is people’s motivation. What do they try to accomplish when they purchase a product. Image-oriented motivation. A desire to be practical, to have the biggest and best product, or to be on the cutting edge of technology is an image-oriented motivation. The image people have of...
Certain behaviours prove to be detrimental to entrepreneurs. These behaviours are often found in less successful entrepreneurs and should be avoided. Greed Entrepreneurs who display greed rarely share the business’s successes with others, including employees. They tend to hold out for the highest price, even at the cost of losing...
The two-way nature of communication – so that both sides understand each other – is widely ignored. Listening techniques are vital since how you listen conveys meaning to the other person and helps to make the exchange successful. Showing Attentiveness When you are in search of information, consensus, or a...
If you can correct a major reason that people won’t buy and make that correction obvious, you will have a point where you can be better than competitors. Some of the reasons people won’t buy are: Fear of loss. This affects industrial accounts more than consumers. Buyers don’t like to...
Increasingly, most entrepreneurs have the intense desire to start a business long before they know what the business will be. It is that internal need to be independent and create something, “the burning gut,” that drives entrepreneurship. The reason why passion is so important is that starting a business is...
Gestures, together with other non-verbal communication such as posture and facial expression, are an important part of body language. Knowing how to gesture for effect, on public platforms or in face-to-face meetings, will help to convey your message. Recognizing Gestures All skilled public speakers use gestures for emphasis. For example,...
Given the widespread public interest in entrepreneurs and the frequency with which they are discussed in the media, it is not surprising that stereotypes have developed around them. Not all of those stereotypes are flattering and most are simply false. MYTH 1: Entrepreneurs Start Business Solely To Make Money Entrepreneurs...
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