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На основе статьи Анн Миллер (Anne Miller)

Подавляющему большинству людей нравится смотреть соревнования по фигурному катанию. Спортсмены двигаются по льду легко, грациозно, каждый следующий шаг является гармоничным продолжением предыдущего. Если бы их действия были отрывистыми и несвязными, фигурное катание не доставляло бы такого удовольствия зрителю.

Можно провести аналогию между фигурным катанием и презентацией продукта/услуги. История, рассказываемая продавцом, не должна иметь швов и резких, неприятных для восприятия скачков. Чтобы вовлечь слушателя и поддерживать его интерес, надо сделать ход презентации гармоничным и естественным.

Как добиться такого эффекта Если содержательная часть вашей презентации отполирована до блеска, пора задуматься о переходах между блоками информации. Большинство презентаций можно разделить на следующие блоки:

Переходы — своего рода мосты, по которым вы проводите потенциального клиента, превращая всю презентацию в приятную прогулку. Переходы — это фразы, которые сшивают лоскуты информации в единое полотно — презентацию.

Начало презентации — самый сложный момент. Вы здороваетесь с клиентом, обмениваетесь любезностями, и пора уже переходить к делу. Вот вам два примера — начало презентации без перехода и с переходом (не воспринимайте их буквально — это схематичное отражение действительности).

  1. Продавец: «Ладно, оставим погоду в покое. Э-э-э, давайте я расскажу вам о [название продукта]». Клиент (про себя): «Господи, еще один самонадеянный продажник».
  2. Продавец: «Я хотел рассказать, как мы можем помочь вам в [решении такой-то задачи]. Как вы сказали мне на прошлой встрече, сейчас [фоновая информация, факты из финансовой жизни клиента, которые подтверждают проблемность текущей ситуации]. Все верно» Клиент (про себя): «Молодец, ничего не забыл, правильно все проанализировал. Слушаем дальше».

Чувствуете разницу в эффективности Клиент тоже ее чувствует. Первый, «беспереходный» вариант фактически ставит продавца и клиента по разные стороны баррикад. Продавец предлагает — нападает — покупатель защищается — возражает. Второй вариант, напротив, сразу усаживает оратора и слушателя в одну лодку — презентация начинается с взаимного согласия, что моментально повышает уровень доверия.


Переход к вашим рекомендациям

Описав текущую ситуацию, получив согласие клиента с тем, что отсутствие вашего продукта/услуги в его бизнесе делает его (бизнес) хуже, переходите к своим рекомендациям. Задайте вопрос-переход: «Итак, что мы можем сделать в данной ситуации», или «Возникает вопрос: “Что вы можете сделать”», или, более прямо, «С учетом этих фактов, как вам может помочь [наш продукт/услуга]». Такой вопрос не подразумевает утвердительного ответа от клиента — он задается для того, чтобы подогреть интерес, вызвать ответный вопрос: «Действительно, как». Пора вкратце изложить свои рекомендации. Чтобы сделать свою речь максимально релевантной к проблеме клиента, постоянно ссылайтесь к фоновой информации и целям клиента: «[рекомендуемые действия], что поможет вам достичь [такого-то] показателя».Мысли клиента: «Отлично! Продолжайте».

Основная часть презентации — детальное описание предложения — может начинаться с простых фраз: «Начнем с …», или «Первое, на что стоит обратить внимание — …».
Если в процессе вы используете образы — визуальные или словесные — клиент может запутаться в них, потерять интерес к происходящему — его мозг будет перегружен сложными для быстрого усвоения элементами и информацией. Чтобы свести риск такого развития событий к минимуму, используйте вводные фразы — короткие переходы, соединяющие такие образы между собой: «Кроме того, …», «В добавок, …», «Более того, …», «Как следствие, …».

Чтобы закрепить успех, при переходу от одного блока информации к другому кратко суммируйте сказанное, и добавляйте фразу, которая не позволит интересу клиента ослабнуть: «Итак, наш продукт/услуга может помочь вам [выйти на такой-то уровень]. Но есть и другие приятные неожиданности …».

Так покупатель постоянно держит в уме ключевые моменты вашего предложения, и дополняет этот объем тем, что вы говорите после перехода к следующему блоку информации. Результат — ясная картина всех возможностей, которые подразумевает сотрудничество с вами, а также почти полное отсутствие вопросов по завершении презентации.

Подводя итоги презентации, суммируя ее суть, лучше использовать фразы, в центре которых — клиент и его потребности: «Итак, вам требуется решить [такую-то проблему].». Получив молчаливое согласие клиента, кратко изложите свои рекомендации, затем — свое предложение. После каждой ключевой фразы обращайтесь к клиенту с немым или озвученным вопросом: «Все верно». При хорошем стечении обстоятельств, следом за этой презентацией начнется обсуждение деталей реального сотрудничества, и чем больше «согласий» вы получите, тем меньше вопросов и возражений возникнет в ходе закрытия сделки.

Закончив краткое изложение презентации, опишите свое видение работы в данном случае: объемы, расчеты, действия каждой из сторон во временном разрезе и т.п.

Результат презентации, проведенной с учетом этих рекомендаций — довольный клиент, который как минимум провел время с пользой, а как максимум — заказал ваши услуги/товары. Если первый контакт принес только минимальный результат — не расстраивайтесь. Возможно, проблема, описанная вами, так и не стала приоритетной в глазах заказчика. Не давайте клиенту забыть о себе, и рано или поздно, когда до решаемого вами вопроса дойдет черед, он обратится именно к вам — ведь вы уже показали и доказали свой профессионализм.

Анн Миллер: продавец и тренер, чей стаж насчитывает более 20 лет. Специализация Анн — обучение топ-менеджеров техникам успешных переговоров с ключевыми клиентами quicken loans downtown detroit



Loan Scams Lawrence Park Century Lendway Financial


Publicado em 18 set 2015

Entre os dias 4 e 25 de outubro será realizado mais uma etapa do Sínodo sobre as Famílias, durante a 14ª Assembleia Geral Ordinária do Sínodo dos Bispos que será realizada no Vaticano. Para refletir os temas discutidos no Sínodo e o que ele representa para a Igreja católica e para o mundo, o portal A12 conversou com o padre José Eugenio de Faria Santos, reitor diocesano do santuário de Santa Terezinha em Taubaté (SP).

Padre Eugênio explica que os assuntos discutidos no Sínodo estão mobilizando as famílias e representantes da igreja católica do mundo inteiro para refletirem as questões relacionadas às famílias, tendo como base o tema “A vocação e a missão da família na Igreja e no mundo contemporâneo”.

A primeira parte do Sínodo sobre as famílias foi realizada em 2014, quando foi recolhido um questionário de 38 perguntas de todas as dioceses dos cinco continentes. Neste mês de outubro acontece a última etapa, quando surgirá o documento pós-sinodal.  Padre Eugênio destaca que esse segundo momento do Sínodo mostrará a gratidão e a admiração pelo papel dos lares cristãos, a serviço das vocações autênticas na igreja e a serviço de um mundo melhor.

fonte: a12 private student loans without cosigner bad creditcom

Low income no credit loans - needhelppayingbills.com

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FDIC Allows Ally Bank To Make 620 FICO Auto Loans .

Screenshot via Firing LineAlexandria Ocasio-Cortez was roundly criticized on social media yesterday for supposedly botching a question about Israeli-Palestine relations during an interview with Firing Line's Margaret Hoover. But Ocasio-Cortez's admission that she was "no expert on geopolitics" was much more satisfactory than her answer to a question about the unemployment rate, which she claimed was low merely "because everyone has two jobs."

This is wrong for two reasons. First, people working multiple jobs has no distorting effect on the unemployment rate, which is calculated by taking the number of unemployed people and dividing it by the number of people in the labor force. The raw number of jobs being worked by Americans has no bearing on these numbers.

Second, everyone does not have two jobs. As Bloomberg View's Noah Smith points out, only about 5 percent of workers are moonlighting. This rate has actually dropped slightly over the last three decades.

Ocasio-Cortez continued: "Unemployment is low because people are working 60, 70, 80 hours a week, and can barely feed their kids." Again, the number of overtime hours Americans are working has no impact on the unemployment rate.

Ocasio-Cortez blames profit-seeking "no-holds-barred capitalism" for the conditions in which people struggle to feed their kids. Hunger and poverty are indeed problems faced by millions of Americans—14 percent of U.S. households experience food insecurity. Under capitalism, though, world poverty has declined precipitously. Over the past few decades, the economic growth that global trade has brought to developing economies has helped lift a billion people out of poverty. Between 2001 and 2011, some 700 million people exited from extreme poverty worldwide.

"Capitalism has not always existed in the world and it will not always exist in the world," said Ocasio-Cortez. But the scale of human suffering was inarguably greater in the era before capitalism, and would be again in any post-market era, if socialism's failure rate is any indication direct stafford loan estimate

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