UNDERSTANDING THE CORPORATE BUYER

Written by C.J. Hayden, MCC


Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There'srepparttar possibility of repeat business worth many billable hours at respectable rates. Butrepparttar 105290 best clients are not alwaysrepparttar 105291 easiest to get. If you don't grasprepparttar 105292 realities ofrepparttar 105293 corporate environment, you may sabotage even a hot lead. Here are five important keys to working withrepparttar 105294 corporate buyer. 1. Managers are busy. This is just as true in economic downturns as during a boom. When business is slow, unnecessary employees get laid off. The people left behind have to pick uprepparttar 105295 slack. Busy people ignore unsolicited email and letters, and will not return your phone calls. Even when you are inrepparttar 105296 final stages of closing a deal, your contact may not return your calls for weeks. If you accept this as normal behavior instead of obsessing about how you may have caused it, you will sleep better at night and use your daylight hours more productively. 2. Hot buttons open doors. If you want to capturerepparttar 105297 interest of a busy person, you need to tell them exactly how you can help them. Calling just to introduce yourself will not get their attention. What dorepparttar 105298 people in your target market perceive to berepparttar 105299 greatest problems they face, orrepparttar 105300 biggest goals they wish to achieve? Ask these questions ofrepparttar 105301 people you serve andrepparttar 105302 other businesspeople who serve them. Read trade literature or special interest publications and educate yourself onrepparttar 105303 key issues in your marketplace. Then tell your prospects in every communication how you can help address these needs. 3. Every choice must be justified. When you sell torepparttar 105304 owner of a small business or to an individual for his or her own use, your buyer is free to make purchasing decisions based on instinct, whim, or gut feeling. But every corporate sale must be justified to someone else inrepparttar 105305 organization.

10 Best Ways to Justify Your Airplane Purchase

Written by Pat Redmond


For those of us who've caughtrepparttar "aviation bug" finding a way to justifyrepparttar 105288 purchase of an airplane becomes an all consuming mental task. Make this task simple by choosingrepparttar 105289 appropriate reasons fromrepparttar 105290 list below:

1. The airplane will make money for me. This one actually works! Learn about leasebacks and/or using your airplane in your business by visiting: http://www.airplanenoise.com/answers_to_why.htm 2. My business will benefit from my increased productivity when I fly instead of drive.

Save time and money by flying yourself! You can avoid hours atrepparttar 105291 security gate and layover time by flying yourself. Most regional trips will be completed in a fraction ofrepparttar 105292 time you'd spend driving or flying commercially. Learn more by clickingrepparttar 105293 link: http://www.airplanenoise.com/business_justification.htm

3. The airplane will keep my family together. Many people find their children off to college and their parents staying inrepparttar 105294 south. A personal aircraft allows you to stay in contact and maintainrepparttar 105295 relationships that are so important to you. After all. . . is there anything more important than our relationships with our family and friends?

4. Learning to fly provides a new challenge. Most of us have dreamed about flying since our childhood. What's preventing us from taking that step? Life's too short to procrastinate!

5. I can vacation every weekend! No doubt, every weekend can be earmarked for a new destination. Start with you own state, and expand to other states. Visit museums, recreation areas, friends . . .repparttar 105296 sky'srepparttar 105297 limit! Start with this list: http://www.airplanenoise.com/great_trips.htm

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