21 Jul 10 How to Handle Client’s Objections?

No matter what business you are into, and what is the nature of clients you have, every client or customer (whichever term is applicable for you) has certain objection that needs to be handled before it open his wallet for you. This is one fact of any business, whatsoever.

There is another fact, and it is related to objection handling. No matter what objection your clients have, or what problem they say they have, you can handle it and that too by following a set of steps given below.

Sincerely listen to what he has to say

Do not object or stop your client from speaking his heart out. Cutting him short is a sign of weakness. Let him speak not only and try to understand his point of view on the matter at hand. More so because he may himself tell you the answer to the objection he has raised.

Make him talk

If your client is not the kind who bares his heart out then make him talk. Ask questions that will make him reveal more about the objections. More often than not clients reveal the solution when talking about their objections, so make them talk.

Ask questions related to the objection your client raised

Ask questions to unearth the reason behind the objection raised by your client. Quite often, the issue raised by the client is mere a disguise (or external appearance) of the real objection he has. You need to ask relevant questions so that you can unearth the real reason behind his denial to make a purchase now.

Do not try to prove them wrong

Proving your clients wrong is the worst thing you can do in a sales situation. You are not there to win a debate, so do not go with that mindset. Let you client speak about his problem, and except that whatever he says is write, after all he is the one who is there stuck in a problem.

Be gentle to him, and even if you have to say that your client is wrong, say it in a way that it does not hurt his ego. It should not appear that you are playing the one-upmanship game. Make him realize that you are trying to solve his problem by understanding his point of view of the situation.

Take notes

This is vital, and notes taken when the client was talking will also help you in addressing his concern. Take notes, but not in a way to break is stream of thought. Your note taking should go undetected.

The things I have discussed above about objection handling are very important. You need to cultivate yourself in such a way that the above given objection-handling technique becomes part of your nature. Inculcate these into yourself, and practice it until it becomes your nature.

Tags: Debate, Denial, Disguise, Ego, External Appearance, Game, Heart, Mindset, Objection, Objections, Point Of View, Real Reason, Relevant Questions, Wallet

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09 Nov 09 The Process of Writing

Writing is an art. There is no denial about that. No one can contest this fact, but there is some pattern to it. There is a particular way in which we approach writing, and that gives writing a being-a-science feel. The idea part of the writing is creative, but the process of writing is scientific. In this article, we will see the scientific part of the writing, i.e., process of writing.

Stages of writing

The process of writing can be divided into three stages. These are:

Pre-writing
Writing
Editing and Proofreading

Let’s discuss each one of them in brief.

Pre-writing

Pre-writing is the phase in which we ideate about what we have to write. We prepare a structured layout of the piece we have to write. In this stage, we accomplish the following things:

We find the topic to write on.
We research the topic.
Read some articles on the topic.
We brainstorm and jot down in bullet points the things that should go in writing..
Prepare a layout of which point will go where. It is in the pre-writing stage that most of the writing happens.

Writing

This is the phase in which you give shape to the ideas generated in the pre-writing phase. In this phase, concentrate on the writing only, do not go for editing or anything like that. Write through the end without worrying about the errors in this phase.

Editing and proofreading

This is the phase in which we give final touch to our written piece. We make the changes if required, proofread it for grammatical, structure and punctuation errors. You can also shift sentences or paragraphs up and down to make the article more cohesive.

Any writing, no matter what you are writing, follows these steps. Some writer follow these steps intuitively, i.e., in their minds, while other have to use paper and pen to go through these.

Tags: Bullet Points, Creative Process, Creative Writing, Denial, Grammatical Structure, Jot, Paper And Pen, Paragraphs, Process Writing, Proofreading, Punctuation Errors, Research Topic, Science, Scientific Writing, Sentences, Shape, Writing Process

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10 Jul 09 Is Copywriting Important for the Web?

Yes, it is! Who said it’s not? If this is what you think then please go to all those article spinners who think just making 8 or 10 or god knows how much articles using some keywords, some verbs, and some conjunctions are enough to produce a great website.

There are people who think, a good design, a good layout and of course SEO is all it takes to make a good website. Content always comes secondary to the subscribers of this school of thought. They see no value in copywriting until they come to the verge of extinction, and many even do not realize the importance then.

They feel it was something else, not the lack of good content that forced their websites untimely demise. The group that put no value on a well-researched informative content feels, it might be the quality of the central idea on which the website was build that failed them. You bet, it does lead to a sudden death, and so does a badly written website.

We need to understand that users that visit our websites are humans (not just search engine bots) who come to our websites (by whatever means) because he or she is seeking some information of the topic we claim to cover in our websites. For them the clever design, and jaw-dropping technology is just a good to have things, not the things they are looking for. What they are looking for is information, and information can only be delivered via content, not via technology. And here written words along with videos, audios and animations, become important.

Indeed, there is no denial that, people have moved away from reading (active mode of information consumption), and went closer to watching and listening (passive mode of information consumption), nevertheless, they are consuming content only, not the technology. Each one of us, who is not meditating in Himalayas for last hundred years, is aware of the way in which the information consumption has changed.

Much of the contents are now converted into either a video or an audio file, but still there are things that cannot be put into video or audio, and which need assistance of written words to convey the idea properly. Despite the growing popularity of video sharing sites and podcasting, we spent most of the time reading on the Internet.

We might be time starved, and hence, use multimedia contents to help us become multi-tasking, but watching and listening (despite it’s being passive medium of information consumption) are still secondary to reading on the Internet, which is an active mode of information consumption. And did I say, it’s the written words that command more respect and trust then the spoken ones. Always remember, written words sell more products then its spoken counterpart. Hence, quality copywriting is still important.

Tags: Animations, Audios, Central Idea, Clever Design, Conjunctions, Consumption, Denial, Extinction, Himalayas, Hundred Years, Informative Content, Passive Mode, School Of Thought, Search Engine Bots, Spinners, Sudden Death, Untimely Demise, Verbs, Verge, Video Sharing Sites, Website Content