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Aspirations – The Beginning of Success

Apr 16, 2019 10:56:51 AM / by Bob Tobey posted in sales, Cloud, tools for success, leadership, Sales Presentation Tips, negotiating

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In business, your ASPIRATIONS are a key factor in your success or failure. Let’s say for an example that you just finished a very successful implementation or you closed a large sale. Everything went perfectly...you did all the right things, the client loved you, you finished on time and on budget, your product produced an immediate ROI and it was a pleasure working with the client. This recent success will impact how you approach your next implementation or sale. The positive outcome will affect your ASPIRATIONS and carry over to your next engagement.

Yet, we don’t succeed every time do we? Let’s say you just had a horrible implementation or a horrible support session with a client. If you let it, this negative outcome will affect how you go into your next support call or engagement. Or let’s say you lost a big sale because a competitor dropped their price. This negative outcome can have an affect your next sale and you’re more likely to go in offering a discount based on your past experience. Or worse, you go on your next sales call believing there’s no way this prospect will buy what you’re selling. More often than we’d like to believe, we let our negative ASPIRATIONS control our outcomes.

Especially after a negative outcome, take a moment and assess where your ASPIRATIONS are and ask yourself if you’re justified in your thinking. Heck, maybe you know that you’re going up against “that competitor” that always drops their price or you’re making a call on a client that’s just never happy with anything. Maybe your negative ASPIRATIONS are justified but at least, do the assessment. I think that if you’re honest with yourself, you’ll find that your negativity is not justified and that it’s based on the past not the future.

Only you control your ASPIRATIONS. If you believe that a current client is so tough and unreasonable and no matter what you do you can’t satisfy them, you probably can’t. If you believe that a customer won’t buy at your current price, they probably won’t. If you believe that a competitor has more flexibility than you, they probably do. If you believe that your competitor’s product is better, it probably is. So before you’re next engagement, whatever it is, check your ASPIRATION level. Sometimes it’s good to ignore that little voice on your shoulder.

One thing is for sure, if you don’t believe your product can compete, if you don’t believe you can work with a client, if you don‘t believe you can reach a positive result, you won’t even try.

About the author: Bob Tobey spent over 20 years teaching managers, customer support and sales people how to be better at their craft. These blogs are intended to help the I-BN partner community improve their business.

I-Business Network has been managing cloud infrastructure since 1999, long before the cloud was even called the cloud. We specialize in hosting SAP Business One, Sage 100cloud, Sage 300cloud, Sage 500cloud, Sage CRM, Sage HRMS, Sage FAS and Sage BusinessWorks in two SSAE 16 data centers. For more information about hosting your Sage ERP in the cloud, contact Bob Tobey at btobey@i-bn.net.

 

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Negotiating Concession Strategy - Changing the Shape of the Deal

Apr 15, 2019 10:30:00 AM / by Bob Tobey

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The negotiation over the US budget and border security is over for now. This negotiation will be a case study for years to come. A lot of negotiating factors went into this deal. First there was a DEADLOCK, then time became an issue and added power and pressure to both parties. Outside parties got involved, these were the 1000s of government employees not getting a paycheck. PLAYER SUBSTITUTION came into play when a bipartisan congressional group was formed with 9 Democrats and 8 Republicans. At this point in the negotiation, both parties had pretty much established what they wanted so the next move was to develop a NEGOTIATING CONCESSION STRATEGY.

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The Value of Time

Apr 8, 2019 11:14:51 PM / by Gary Feldman posted in small to mid-sized business, technology, tools for success, Cloud 3.0

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In the consulting industry there has been hot debate over time and materials versus value based billing.  Keeping track of time adds no value to the customer, and billing by the hour often creates an adversarial relationship.  So is there an intrinsic value to time?

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Negotiating Tactics: Player Substitution

Apr 8, 2019 10:30:00 AM / by Bob Tobey posted in Tips and Tricks, Sales Presentation Tips

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As the negotiation over the US budget and border security drones on, I thought it was interesting that the two political parties formed a committee of 9 Democrats and 8 republicans to come up with a compromise. Is this a true form of PLAYER SUBSTITUTION? Not really because in this example Speaker Pelosi would still need to bring it before the congress and if she doesn’t like the bill she won’t and President Trump still needs to sign the bill into law and if he doesn’t like it he won’t sign.

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Software Publishers Raising Prices

Apr 3, 2019 1:56:54 PM / by Gary Feldman posted in Business Management Systems, consulting

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Major business management software developers Sage, SAP and Microsoft have all raised prices in recent months with more price increases going into effect in April and May.  The motivations for the price increases, other than an attempt to increase profitability, may vary, but the effect on the customer is the always the same.

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Negotiating Deadlocks

Apr 1, 2019 10:30:00 AM / by Bob Tobey posted in operations, sales, 90 minds, Tips and Tricks, Sales Presentation Tips

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Presentation Skills: Introducing Team Members

Mar 16, 2019 4:49:02 PM / by Bob Tobey posted in sales, Tips and Tricks, Sales Presentation Tips

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During my over 20 years of sales presentation training, there was a question that always came up and that’s how to introduce and integrate team members into a presentation.  There was an excellent example a few weeks ago of what NOT to do and I just want to say that this post in not meant to be political.  I’m only using the Democratic rebuttal to President Trump’s oval office speech as a training example because it’s timely and most everyone watched it or heard about it.   

Think about the presentations you’ve been in as an audience member.  The key facilitator introduces him or herself and then they either introduce their team members or allow the team members to introduce themselves.   Sounds simple enough but are you missing an opportunity to enhance the reputation of your team?

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Outgrowing Spreadsheets and QuickBooks?

Feb 20, 2019 11:50:30 AM / by David James Johnson posted in Outgrowing Quickbooks

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Purchase in one quantity. Sell in another.

Durk's Farm Services buys and sells seed in bulk and in bags. Like many distributors that buy in one quantity and sell in another quantity, they were challenged to keep up with the pace of complexity in a growing business.

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Technology Trends in the SMB Market for 2019

Feb 15, 2019 3:36:31 PM / by Gary Feldman

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In my role as leader of a Cloud ERP provider, I have the luxury and pleasure of research and learning fromm industry analysts such as Gartner, SMB Group and IDC along with leading publishers like Microsoft, SAP, Sage and Citrix. I listen to these companies and temper them with the experience of hundreds of customers to form opinions on products and services that will improve the effectiveness and efficiency of our clients.

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Running Your SAP-Based Business On the Cloud

Feb 4, 2019 10:41:17 AM / by Gary Feldman posted in SAP Business One, Cloud

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I have never disagreed with a mainstream media more than I do with the CEOworld Magazine Article by Tyler Constable. Whereas the article’s author claims that running SAP on the cloud “May be More Complex Than You Think,” he is actually making the argument of why you should run your SAP-Based Business on the Cloud!

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