function bookmark(url,title){ if ((navigator.appName == "Microsoft Internet Explorer") && (parseInt(navigator.appVersion) >= 4)) { window.external.AddFavorite(url,title); } else if (navigator.appName == "Netscape") { window.sidebar.addPanel(title,url,""); } else { alert("Press CTRL-D (Netscape) or CTRL-T (Opera) to bookmark"); } } var vpopload; function popload(str) { voppload = window.open(str,'', 'top=40, left=30, width=680,height=500, resizable, scrollbars,menubar,status'); } var vpopload2; function popload2(str) { voppload2 = window.open(str,'', 'top=40, resizable, scrollbars,menubar,status'); } function puload() { window.print(); window.close(); } function reg1() { var ex1 = document.f1.NAME.value; var ex2 = document.f1.mailfrom.value; var ex3 = ex2.indexOf("@"); var ex4 = ex2.indexOf("."); if ( ex1 == "" || ex2 == "") alert ("Please enter your name and email address"); else if ( ex2.length < 7 || ex3 == -1 || ex4 == -1) alert ("Invalid email address, please re-enter"); else document.f1.submit(); } var bb = ""; var b = new Array(); b[0] = "If your company got off the ground by your existing contacts becoming customers, and has so far grown by referral and recommendation, you’re not unusual. But if you’ve reached a plateau you need to find ways to spread the net wider.

This is potentially a big subject area so I’m just going to concentrate here on how to get started. Break it up into manageable chunks and spend some time investigating ways to ensure you get the best returns for your efforts.

Action points:<\/b>

Networking is one way to help you achieve this and e-marketing in all its forms is another, but even their most ardent advocates agree that it takes time and effort and you can’t expect immediate results, so you need to undertake proactive sales activities as well.

See Prospect to grow your business on this web site.

<\/font>"; b[1] = "If your company got off the ground by your existing contacts becoming customers, and has so far grown by referral and recommendation, you’re not unusual. But if you’ve reached a plateau you need to find ways to spread the net wider.

This is potentially a big subject area so I’m just going to concentrate here on how to get started. Break it up into manageable chunks and spend some time investigating ways to ensure you get the best returns for your efforts.

Action points:<\/b>

Networking is one way to help you achieve this and e-marketing in all its forms is another, but even their most ardent advocates agree that it takes time and effort and you can’t expect immediate results, so you need to undertake proactive sales activities as well.

See Prospect to grow your business on this web site.

<\/font>"; b[2] = "In addition to any networking or e-marketing activities you may be carrying out, it’s great that you’re already actively prospecting for additional business. I’d just like to share a couple of pointers here to help ensure that you’re getting the best returns on your activities.

Action points:

<\/b>See Prospect to grow your business on this web site.

<\/font>"; b[3] = "It’s excellent that you not only know who your best prospects are but are also in contact with them.

<\/font>"; b[4] = "We’ll take it as read that your products, services or solutions are good and correctly priced for your market.

In that case, the most common reason for generating lots of new business meetings but achieving a very low conversion rate is that you’re not qualifying your prospects well enough before setting up the meetings.

<\/font> Action points:

<\/b>See Make each new business meeting count on this web site.

<\/font>"; b[5] = "We’ll take it as read that your products, services or solutions are good and correctly priced for your market.

In that case, the most common reason for generating lots of new business meetings but achieving a variable conversion rate is that you’re not always qualifying your prospects well enough before setting up the meetings.

<\/font> Action points:

<\/b>See Make each new business meeting count on this web site.

<\/font>"; b[6] = "We’ll take it as read that your products, services or solutions are competitive in both their offering and price for your market.

In that case, the most common reason for generating lots of new business meetings but not consistently achieving a high conversion rate is that you’re not always qualifying your prospects well enough before setting up the meetings.

<\/font> Action points:

<\/b>See Make each new business meeting count on this web site.

<\/font>"; b[7] = "Congratulations on consistently achieving excellent conversion rates from your new business meetings! You either have outstanding products or services or are qualifying your prospects really well prior to setting up your meetings.

<\/font>"; b[8] = "The fact that you spend a lot of time prospecting, seem to get close to getting the business, but too often lose out to the competition implies that considerable time and effort has been expended in order to try to win the business.

Assuming that you have legal, decent, competitively priced products or services, you need to examine this one carefully. And you need to be absolutely honest with yourself (or ensure that your sales people are being honest with themselves and with you).

<\/font> Action points:

<\/b>You should use the initial one-to-one (or one-to-two) meeting to establish the likelihood of you ultimately getting the business, and there is a 4-step process to achieve this:

See Don't chase rainbows on this web site

<\/font>"; b[9] = "The fact that you spend a lot of time prospecting, seem to get close to getting the business, but half of the time lose out to the competition implies that considerable time and effort has been expended in order to try to win the business.

Assuming that you have legal, decent, competitively priced products or services, you need to examine this one carefully. And you need to be absolutely honest with yourself (or ensure that your sales people are being honest with themselves and with you).

<\/font> Action points:

<\/b>You should use the initial one-to-one (or one-to-two) meeting to establish the likelihood of you ultimately getting the business, and there is a 4-step process to achieve this:

See Don't chase rainbows on this web site

<\/font>"; b[10] = "If you win most of the new business you go after and that’s good enough for you, that’s fine. But the fact that you spend a lot of time prospecting, seem to get close to getting the business, but, even so, occasionally lose out to the competition, implies to me that considerable time and effort has been expended in order to try to win that business.

Assuming that you have legal, decent, competitively priced products or services, you need to examine this one carefully. And you need to be absolutely honest with yourself (or ensure that your sales people are being honest with themselves and with you).

<\/font> Action points:

<\/b>If you want to see how you could make your success rate even higher, follow the 4-step process to achieve this:

See Don't chase rainbows on this web site

<\/font>"; b[11] = "Winning all of the new business you go after could be the result of operating in a monopoly, researching and qualifying your prospects exceptionally well, or only going after ‘dead certs’. Providing you’re enjoying enough success, what the heck!

<\/font>"; b[12] = "Having read the Health check on this web site, to say, and believe, that telemarketing doesn’t work for your company is to dismiss out of hand a powerful sales tool that can be used to great effect with customers and prospects for numerous purposes.

Staying with the honest, legal, decent, competitively priced scenario and you are either:

*<\/b> Dealing with your own customers or
*<\/b> Have identified those likely to be your best prospects and are using raw data that replicates those traits as closely as possible
*<\/b> And are making contact at the appropriate level in the Decision Making unit
*<\/b> And the purpose of the activity is sensible and (in theory, at least) achievable

The reason telemarketing doesn’t work for you is almost certainly because you’ve gone about it the wrong way –

<\/font>Action points:

<\/b>See Including telemarketing in your marketing mix on this web site

<\/font>"; b[13] = "If your telemarketing attempts haven’t been particularly cost effective, let’s not blame the activity per se but look at how you’ve gone about it and see how we can put that right in the future.

Staying with the honest, legal, decent, competitively priced scenario, provided that the nature of your products, services or solutions are of relatively high value and you are either:

*<\/b> Dealing with your own customers or
*<\/b> Have identified those likely to be your best prospects and are using raw data that replicates those traits as closely as possible
*<\/b> And are making contact at the appropriate level in the Decision Making unit
*<\/b> And the purpose of the activity is sensible and (in theory, at least) achievable

There is no reason why your company’s telemarketing efforts shouldn’t be extremely successful –

<\/font>Action points:

<\/b>See Including telemarketing in your marketing mix on this web site

<\/font>"; b[14] = "If your telemarketing attempts have had mixed results, let’s not blame the activity per se but look at how you’ve gone about it and see how we can put that right in the future.

Staying with the honest, legal, decent, competitively priced scenario, provided that the nature of your products, services or solutions are of relatively high value and you are either:

*<\/b> Dealing with your own customers or
*<\/b> Have identified those likely to be your best prospects and are using raw data that replicates those traits as closely as possible
*<\/b> And are making contact at the appropriate level in the Decision Making unit
*<\/b> And the purpose of the activity is sensible and (in theory, at least) achievable

There is no reason why your company’s telemarketing efforts shouldn’t produce consistently successful results –

<\/font>Action points:

<\/b>See Including telemarketing in your marketing mix on this web site

<\/font>"; b[15] = "Provided your customers and prospects agree that your telemarketing contact with them is a pleasurable experience, as well as it being a successful activity for your company, that’s brilliant.

<\/font>"; b[16] = "It can be hard enough to psych yourself up to cold call on the telephone in the first place. To then find you’re regularly prevented from making contact with your intended target is so demoralising it’s often tempting to give up and get on with something else. You can bet your boots you’ll suddenly remember something really important that can’t wait another moment to be sorted out...

<\/font>Action points:

<\/b>See Open the gate on this web site

<\/font>"; b[17] = "It can be hard enough to psych yourself up to cold call on the telephone in the first place. To then find you’re often prevented from making contact with your intended target is so demoralising it’s often tempting to give up and get on with something else. You can bet your boots you’ll suddenly remember something really important that can’t wait another moment to be sorted out...

<\/font>Action points:

<\/b>See Open the gate on this web site

<\/font>"; b[18] = "It can be hard enough to psych yourself up to cold call on the telephone in the first place. To then find you’re prevented from making contact with your intended target is so demoralising it’s often tempting to give up and get on with something else. You can bet your boots you’ll suddenly remember something really important that can’t wait another moment to be sorted out...

<\/font>Action points:

<\/b>See Open the gate on this web site

<\/font>"; b[19] = "It’s great that you don’t have any problems getting past switchboards, secretaries and voice mail, and can always make contact with your intended target. Cold calling on the telephone must be an enjoyable activity for you!

<\/font>"; b[20] = "Unless you’re always so busy with profitable<\/b> customers that you can only just about cope with the amount of business you have at any given time, you need to make time for prospecting.

If it’s undertaken in an ad hoc way you’ll find it hard to build up any real momentum and achieve the desired results. And it has to be done by someone who is knowledgeable about your business or it can backfire and damage your reputation.

<\/font> Action points:

<\/b>See Prospect to grow your business on this web site.

<\/font>"; b[21] = "Unless you’re always so busy with profitable<\/b> customers that you can only just about cope with the amount of business you have at any given time, you need to make time for prospecting.

If it’s undertaken in an ad hoc way you’ll find it hard to build up any real momentum and achieve the desired results. And it has to be done by someone who is knowledgeable about your business or it can backfire and damage your reputation.

<\/font>Action points:

<\/b>See Prospect to grow your business on this web site.

<\/font>"; b[22] = "Okay. You’re pretty focused on the need to contact new prospective customers for your business, but, occasionally something crops up and prospecting takes a back seat for a little while.

There’s probably no reason to beat up on yourself about this, but just make sure that you’re not making excuses and allowing this to happen too often.

<\/font> Action points:

<\/b>You probably have a strategy for prospecting in place and have planned a routine for prospecting - just stick to it and scale it up or down to suit the needs of the business at any given time. See Prospect to grow your business on this web site for additional ideas.

<\/font>"; b[23] = "Good for you if you see prospecting for new business as essential for you and allocating it a high priority on your agenda. Just make sure that you test different ways and ideas to ensure that you get the best possible returns on your prospecting activities.

<\/font>"; b[24] = "If you really hate the idea of telephone selling and don’t want to do it – don’t do it for now – there is another way to potentially get new business and enhance your current business –

<\/font> Action points:

<\/b>Try using exploratory research to expand your customer base. See Introduction to Fact find your way to success on this web site.

<\/font>"; b[25] = "If you’re really not good at telephone selling, hate the idea of it and would like to avoid it altogether – consider an alternative way to get new business and enhance your current business –

<\/font> Action points:

<\/b>Try using exploratory research to expand your customer base. See Introduction to Fact find your way to success on this web site.

<\/font>"; b[26] = "Even if you’re actually quite good at telephone selling, don’t discount an alternative additional way of getting new business and enhancing your current business –

<\/font> Action points:

<\/b>Try using exploratory research to expand your customer base. See Introduction to Fact find your way to success on this web site.

<\/font>"; b[27] = "Even if you are only too aware of the benefits of telephone selling and achieve excellent results, don’t discount an alternative additional way of getting new business and enhancing your current business –

<\/font> Action points:

<\/b>Try using exploratory research to expand your customer base. See Free-form research in Introduction to Fact find your way to success on this web site.

<\/font>"; b[28] = "Encountering objections is an integral part of the sales process but if you’re getting a lot of them you really need to work out why. You’ll get some clues from the nature of the objections and when in the sale they crop up, but let's take an overview on the whole subject.

<\/font> Action points:

<\/b> See The challenge of objections on this web site.

<\/font>"; b[29] = "Encountering objections is an integral part of the sales process but if you are sometimes getting a lot of them in individual sales situations you really need to work out why. It could indicate that your approach to the sales process is inconsistent. You’re either getting it right some of the time by a mixture of instinct and natural flair, or know what you should be doing but don’t always do it!

<\/font> Action points:

<\/b>See The challenge of objections on this web site.

<\/font>"; b[30] = "Encountering objections is an integral part of the sales process but if you are getting a lot of them only with certain people you really need to work out why. It indicates that your selling skills in general are probably quite good but you may have a problem with certain personality types.

<\/font> Action points:

<\/b>Do you seem to ‘rub certain people up the wrong way’? If so you need to accept that the onus is on you to better understand people, tune into their wavelength and help avoid this happening

<\/font>"; b[31] = "Encountering objections is an integral part of the sales process and you shouldn’t expect them to magically disappear no matter how good a sales person you are. But the more honed your sales skills, the less objections crop up and the better you can handle them when they do.

<\/font>"; b[32] = "When you say you’re really not very good at closing the sale do you mean that you have difficulty recognising and using closing opportunities to good advantage, you don't know how to close or that you get objections when you try to close a sale?

<\/font> Action points:

<\/b>The first is fairly common amongst people untrained in selling. But it’s surprisingly easy to rectify with practice. And there’s no need to sound like a monster going for the jugular in the process! And the number of inconclusive calls, purely because the person selling didn’t ask for the business, is nothing short of criminal, so –

See Close the sale on this web site.

<\/font>"; b[33] = "When you say you’re not bad but not brilliant at closing the sale do you mean that you have difficulty recognising and using closing opportunities to good advantage or that you get objections when you try to close a sale?

<\/font> Action points:

<\/b>The first is fairly common amongst people untrained in selling. But it’s surprisingly easy to rectify with practice. And there’s no need to sound like a monster going for the jugular in the process! The number of inconclusive calls, purely because the person selling didn’t ask for the business, is nothing short of criminal, so –

See Close the sale on this web site.

<\/font>"; b[34] = "If you’re reasonably good at closing the sale then the chances are that you’re comfortable with the whole sales process and it usually goes fairly smoothly for you.

<\/font> Action points:

<\/b>Just make sure that you know and are comfortable with each of the seven ways to close the sale. See Close the sale on this web site.

<\/font>"; b[35] = "If you never miss a chance to close the sale and usually succeed, then the chances are that you’re comfortable with the whole sales process and it usually goes fairly smoothly for you.

<\/font>"; b[36] = "You need help with your sales material. Writing to sell is not a skill that comes naturally to many people and it can be daunting to get the appropriate tone and find the right balance between over- and understating your case. So you’re definitely not alone!

However, as with telephone and face-to-face sales calls, there’s a structure you can follow that will make writing your sales pieces much, much easier.

There are also techniques you can incorporate that will increase the effectiveness and success of your efforts without using extravagant language or claims –

<\/font> Action points:

<\/b>See Write to sell on this web site

<\/font>"; b[37] = "Your sales material should be working harder for you. Writing to sell is not a skill that comes naturally to many people and it can be daunting to get the appropriate tone and find the right balance between over- and understating your case. So you’re definitely not alone!

However, as with telephone and face-to-face sales calls, there’s a structure you can follow that will make writing your sales pieces much, much easier.

There are also techniques you can incorporate that will increase the effectiveness and success of your efforts without using extravagant language or claims –

<\/font> Action points:

<\/b>See Write to sell on this web site

<\/font>"; b[38] = "You believe that your sales material is reasonable which indicates that you also believe there’s room for improvement.

Writing to sell is not a skill that comes naturally to many people and it can be daunting to get the appropriate tone and find the right balance between over- and understating your case.

You may already be following a structure that makes writing your sales pieces a relatively straightforward task, and incorporating techniques that increase the effectiveness and success of your efforts without using extravagant language or claims.

<\/font> Action points:

<\/b>See Write to sell on this web site

<\/font>"; b[39] = "You’re delighted with your sales material, so it’s obviously very effective and working hard for you.


"; b[40] = "Everyone reacts differently to the prospect of conducting new business meetings. Some relish the challenge but for others it’s more like the stuff of nightmares!

Whilst a little bit of nerves is actually quite useful because it keeps you on your toes and stops you being too blasé, too much is counter productive. So –

<\/font> Action points:

<\/b>Go to each of the following on this web site:<\/font>20 Tips on preparing for the sale<\/b><\/font> and <\/font>10 Tips on how to create a positive image in person<\/b><\/font>

Then, to take some pressure off yourself, check out Don't chase rainbows which covers what you could realistically expect to achieve from a first meeting.

<\/font>"; b[41] = "Everyone reacts differently to the prospect of conducting new business meetings. Some relish the challenge but for others it’s more like the stuff of nightmares! With most people it can swing from one end of the spectrum to the other, depending on whom they are going to see.

Whilst a little bit of nerves is actually quite useful because it keeps you on your toes and stops you being too blasé, too much is counter productive. So –

<\/font> Action points:

<\/b>Go to both of the following on this web site:<\/font>20 Tips on preparing for the sale<\/b><\/font> and <\/font>10 Tips on how to create a positive image in person<\/b><\/font>

Then, to take some pressure off yourself, check out Don't chase rainbows which covers what you could realistically expect to achieve from a first meeting.

<\/font>"; b[42] = "Everyone reacts differently to the prospect of conducting new business meetings. Some relish the challenge but for others it’s more like the stuff of nightmares! With most people it can swing from one end of the spectrum to the other, depending on whom they are going to see.

Whilst a little bit of nerves is actually quite useful because it keeps you on your toes and stops you being too blasé, too much is counter productive. So, for those more difficult meetings –

<\/font> Action points:

<\/b>Go to both of the following on this web site:<\/font>20 Tips on preparing for the sale<\/b><\/font> and <\/font>10 Tips on how to create a positive image in person<\/b><\/font> to prepare yourself.

Then, to take some pressure off yourself, check out Don't chase rainbows which covers what you could realistically expect to achieve from a first meeting.

<\/font>"; b[43] = "Everyone reacts differently to the prospect of conducting new business meetings. Some relish the challenge but for others it’s more like the stuff of nightmares! With most people it can swing from one end of the spectrum to the other, depending on whom they are going to see.

If you relish all new business meetings you’re probably a self confident, outgoing type who comes across well. That’s great, but remember that a little bit of nerves is actually quite useful as it keeps you on your toes and stops you becoming too blasé.

<\/font>"; b[44] = "Not everyone’s an extrovert, leaping at the chance to perform and inform, so giving a presentation can be quite nerve wracking for many people.

However, if you want to convey a professional image, there is really no excuse these days for not having a decent presentation that succinctly outlines what your company is all about, and you should be able to deliver it with confidence. You should also be able to easily produce tailored versions to suit specific occasions and purposes.

<\/font> Action points:

<\/b> First put together a standard presentation:

See Present yourself in the best light on this web site for the guidelines to follow.

<\/font>"; b[45] = "Not everyone’s an extrovert, leaping at the chance to perform and inform, but if your presentation skills are such that you just ‘get by’, you’re doing your company a disservice.

However, if you want to convey a professional image, there is really no excuse these days for not having a decent presentation that succinctly outlines what your company is all about, and you should be able to deliver it with confidence. You should also be able to easily produce tailored versions to suit specific occasions and purposes. The key is preparation and practice.

<\/font> Action points:

<\/b> First put together a standard presentation:

See Present yourself in the best light on this web site for the guidelines to follow.

<\/font>"; b[46] = "Enjoying giving presentations and rating yourself as being reasonably good is probably the ideal position to be in.

You probably don’t leap at every chance to perform but you recognize the importance of conveying a professional image and doubtless have a good presentation that succinctly outlines what your company is all about, and can deliver it with confidence.

You are probably also able to easily produce tailored versions to suit specific occasions and purposes.

<\/font> Action points:

<\/b>Just don't get too complacent - remember to review it dispassionately from time to time and check that the content and style are still appropriate and relevant.

<\/font>"; b[47] = "Rating yourself as being excellent at giving presentations and self admittedly loving doing so can be a bit of a double edged sword.

On the one hand you obviously recognize the importance of conveying a professional image and doubtless have a good presentation that succinctly outlines what your company is all about, delivers the benefits of your products or services, and can deliver it with confidence. You are probably also able to easily produce tailored versions to suit specific occasions and purposes. On the other hand, there may be a tendency to leap at each and every perceived chance to perform whether it’s appropriate or not – there is a phenomenon of death by PowerPoint!

<\/font>"; b[48] = "When the first indication you get that a customer’s not happy is their decision to go to a competitor, it’s nasty, but it happens quite a lot in service industries. Advertising agencies, for example, seem to be particularly vulnerable and a whole team of employees’ jobs can rely on not just producing results but also maintaining a level of service to the customer’s satisfaction.

It can be brought about by change of personnel in the client company, a problem that wasn’t resolved to the customer’s satisfaction, a competitor pitch out of the blue - any number of reasons. So it’s vital to take steps to minimise this happening to you –

<\/font> Action points:

<\/b>Check out the <\/font>10 Tips on Customer Relationship Management<\/b><\/font> on this web site.

<\/b><\/font>"; b[49] = "When the first indication you get that a customer’s not happy is their decision to go to a competitor, it’s nasty, but it happens quite a lot in service industries. Advertising agencies, for example, seem to be particularly vulnerable and a whole team of employees’ jobs can rely on not just producing results but also maintaining a level of service to the customer’s satisfaction.

It can be brought about by change of personnel in the client company, a problem that wasn’t resolved to the customer’s satisfaction, a competitor pitch out of the blue - any number of reasons. So, even if it has only happened to you occasionally, it’s vital to take steps to avoid this occurring in the future –

<\/font> Action points:

<\/b>Check out the <\/font>10 Tips on Customer Relationship Management<\/b><\/font> on this web site.

<\/b><\/font>"; b[50] = "When the first indication you get that a customer’s not happy is their decision to go to a competitor, it’s nasty, but it happens quite a lot in service industries. Advertising agencies, for example, seem to be particularly vulnerable and a whole team of employees’ jobs can rely on not just producing results but also maintaining a level of service to the customer’s satisfaction.

It can be brought about by change of personnel in the client company, a problem that wasn’t resolved to the customer’s satisfaction, a competitor pitch out of the blue - any number of reasons. So, however rarely it has happened to you, it’s vital to take steps to avoid this occurring in the future –

<\/font> Action points:

<\/b>Check out the <\/font>10 Tips on Customer Relationship Management<\/b><\/font> on this web site.

<\/b><\/font>"; b[51] = "If you’ve never unexpectedly lost a customer to the competition you’re either extremely lucky, operate a monopoly, or are extremely good at looking after your customers once they come on board.

<\/font> Action points:

<\/b> You could check the <\/font>10 Tips on Customer Relationship Management <\/b><\/font>on this web site just to reassure yourself that you’re doing everything in your power to maintain your excellent track record.

<\/font>"; b[52] = "If you always seem to be negotiating on price you need to look at three possible prime causes for this:<\/font>

Action points:

<\/b>See the 6 rules of negotiation on this web site.<\/b>

<\/font>"; b[53] = "If you’re often negotiating on price you need to look at three possible prime causes for this:<\/font>

Action points:

<\/b>See the 6 rules of negotiation on this web site.<\/b>

<\/font>"; b[54] = "If you’re only occasionally negotiating on price I suspect you’ve differentiated your product or service sufficiently well to substantiate the price you want. Even so, it could be worthwhile ensuring that you have consolidated your position as far as possible when those occasions do crop up.

<\/font> Action points:

<\/b>See the 6 rules of negotiation on this web site.<\/b>

<\/font>"; b[55] = "It is rare in these competitive times to be in a position where you never have to negotiate on price. Congratulations - you’re in excellent shape if you never have to concede anything to win business and yet have all the business you can handle.

<\/font>"; b[56] = "If you operate in a very competitive arena where you believe that the points of differentiation between you and your competition will only really be appreciated once a company or individual becomes a customer, you need to a) demonstrate upfront how you're different and b) get a whole load of impartial testimony on your behalf to substantiate that.

<\/font> Action points:

<\/b>Create a strong brand identity: See Brand matters on this web site.

If you haven’t already done so, find out exactly<\/i><\/b> what it is about your service that your customers appreciate and your prospects would benefit from: See Structured telephone research in Fact find your way to success on this web site.

<\/font>"; b[57] = "If you operate in a very competitive arena where it’s difficult to appreciate the points of differentiation between you and your competition until a company or individual becomes a customer, it makes sense to a) demonstrate upfront how you're different and b) get a whole load of impartial testimony on your behalf to substantiate that.

<\/font> Action points:

<\/b>Create a strong brand identity: See Brand matters on this web site.If you haven’t already done so, find out exactly<\/i><\/b> what it is about your service that your customers appreciate and your prospects would benefit from: See Structured telephone research in Fact find your way to success on this web site.

<\/font>"; b[59] = "Even if you believe that you have a strong brand and that the points of differentiation between you and your competition are quite clear, it still makes sense to get as much impartial testimony for your offer as you can.

<\/font> Action points:

<\/b>If you haven’t already done so, find out exactly<\/i><\/b> what it is about your service that your customers appreciate and your prospects would benefit from: See Structured telephone research in Fact find your way to success on this web site.

<\/font>"; function Calc_results() { var tot = 0, tota = 0, totb = 0, totc = 0, totd = 0; var tots = new Array(); var a = new Array(); if (document.forms.c.R1[0].checked) { tot += 1; tota += 1; a[0] = 1;} if (document.forms.c.R1[1].checked) { tot += 2; totb += 1; a[1] = 1;} if (document.forms.c.R1[2].checked) { tot += 3; totc += 1; a[2] = 1; } if (document.forms.c.R1[3].checked) { tot += 4; totd += 1; a[3] = 1; } if (document.forms.c.R2[0].checked) { tot += 1; tota += 1; a[4] = 1;} if (document.forms.c.R2[1].checked) { tot += 2; totb += 1; a[5] = 1;} if (document.forms.c.R2[2].checked) { tot += 3; totc += 1; a[6] = 1; } if (document.forms.c.R2[3].checked) { tot += 4; totd += 1; a[7] = 1; } if (document.forms.c.R3[0].checked) { tot += 1; tota += 1; a[8] = 1;} if (document.forms.c.R3[1].checked) { tot += 2; totb += 1; a[9] = 1;} if (document.forms.c.R3[2].checked) { tot += 3; totc += 1; a[10] = 1; } if (document.forms.c.R3[3].checked) { tot += 4; totd += 1; a[11] = 1; } if (document.forms.c.R4[0].checked) { tot += 1; tota += 1; a[12] = 1;} if (document.forms.c.R4[1].checked) { tot += 2; totb += 1; a[13] = 1;} if (document.forms.c.R4[2].checked) { tot += 3; totc += 1; a[14] = 1; } if (document.forms.c.R4[3].checked) { tot += 4; totd += 1; a[15] = 1; } if (document.forms.c.R5[0].checked) { tot += 1; tota += 1; a[16] = 1;} if (document.forms.c.R5[1].checked) { tot += 2; totb += 1; a[17] = 1;} if (document.forms.c.R5[2].checked) { tot += 3; totc += 1; a[18] = 1; } if (document.forms.c.R5[3].checked) { tot += 4; totd += 1; a[19] = 1; } if (document.forms.c.R6[0].checked) { tot += 1; tota += 1; a[20] = 1;} if (document.forms.c.R6[1].checked) { tot += 2; totb += 1; a[21] = 1;} if (document.forms.c.R6[2].checked) { tot += 3; totc += 1; a[22] = 1; } if (document.forms.c.R6[3].checked) { tot += 4; totd += 1; a[23] = 1; } if (document.forms.c.R7[0].checked) { tot += 1; tota += 1; a[24] = 1;} if (document.forms.c.R7[1].checked) { tot += 2; totb += 1; a[25] = 1;} if (document.forms.c.R7[2].checked) { tot += 3; totc += 1; a[26] = 1; } if (document.forms.c.R7[3].checked) { tot += 4; totd += 1; a[27] = 1; } if (document.forms.c.R8[0].checked) { tot += 1; tota += 1; a[28] = 1;} if (document.forms.c.R8[1].checked) { tot += 2; totb += 1; a[29] = 1;} if (document.forms.c.R8[2].checked) { tot += 3; totc += 1; a[30] = 1; } if (document.forms.c.R8[3].checked) { tot += 4; totd += 1; a[31] = 1; } if (document.forms.c.R9[0].checked) { tot += 1; tota += 1; a[32] = 1;} if (document.forms.c.R9[1].checked) { tot += 2; totb += 1; a[33] = 1;} if (document.forms.c.R9[2].checked) { tot += 3; totc += 1; a[34] = 1; } if (document.forms.c.R9[3].checked) { tot += 4; totd += 1; a[35] = 1; } if (document.forms.c.R10[0].checked) { tot += 1; tota += 1; a[36] = 1;} if (document.forms.c.R10[1].checked) { tot += 2; totb += 1; a[37] = 1;} if (document.forms.c.R10[2].checked) { tot += 3; totc += 1; a[38] = 1; } if (document.forms.c.R10[3].checked) { tot += 4; totd += 1; a[39] = 1; } if (document.forms.c.R11[0].checked) { tot += 1; tota += 1; a[40] = 1;} if (document.forms.c.R11[1].checked) { tot += 2; totb += 1; a[41] = 1;} if (document.forms.c.R11[2].checked) { tot += 3; totc += 1; a[42] = 1; } if (document.forms.c.R11[3].checked) { tot += 4; totd += 1; a[43] = 1; } if (document.forms.c.R12[0].checked) { tot += 1; tota += 1; a[44] = 1;} if (document.forms.c.R12[1].checked) { tot += 2; totb += 1; a[45] = 1;} if (document.forms.c.R12[2].checked) { tot += 3; totc += 1; a[46] = 1; } if (document.forms.c.R12[3].checked) { tot += 4; totd += 1; a[47] = 1; } if (document.forms.c.R13[0].checked) { tot += 1; tota += 1; a[48] = 1;} if (document.forms.c.R13[1].checked) { tot += 2; totb += 1; a[49] = 1;} if (document.forms.c.R13[2].checked) { tot += 3; totc += 1; a[50] = 1; } if (document.forms.c.R13[3].checked) { tot += 4; totd += 1; a[51] = 1; } if (document.forms.c.R14[0].checked) { tot += 1; tota += 1; a[52] = 1;} if (document.forms.c.R14[1].checked) { tot += 2; totb += 1; a[53] = 1;} if (document.forms.c.R14[2].checked) { tot += 3; totc += 1; a[54] = 1; } if (document.forms.c.R14[3].checked) { tot += 4; totd += 1; a[55] = 1; } if (document.forms.c.R15[0].checked) { tot += 1; tota += 1; a[56] = 1;} if (document.forms.c.R15[1].checked) { tot += 2; totb += 1; a[57] = 1;} if (document.forms.c.R15[2].checked) { tot += 3; totc += 1; a[58] = 1; } if (document.forms.c.R15[3].checked) { tot += 4; totd += 1; a[59] = 1; } var res = window.open("","", "top=40, left=30, width=660,height=500, resizable, scrollbars,menubar,status,toolbar"); res.document.open(); res.document.write ("Selling For Business - <\/b><\/font>Sales Training Self Assessment and Action Points<\/b>

<\/font>"); res.document.write ("Total score = " + tot + " out of 60
" + "
<\/font>"); res.document.write ("Number of a)s = " + tota + "

<\/font>"); res.document.write ("Number of b)s = " + totb + "

<\/font>"); res.document.write ("Number of c)s = " + totc + "

<\/font>"); res.document.write ("Number of d)s = " + totd + "

<\/font>"); res.document.write ("__________________________________________________________________________________

<\/font>"); for (var i = 0; i < 60; i++) { if (a[i] == 1) bb += (b[i]); } res.document.write (bb); res.document.write ("__________________________________________________________________________________

<\/font>"); res.document.write ("Let’s go back to your scores

Mainly d)s?<\/b>
<\/font>Congratulations! You must be wildly successful.

<\/font>Mainly c)s?
<\/b><\/font>You’re probably doing quite nicely. I suspect that you may be sitting in a comfort zone and disinclined to put in the effort that learning or honing sales and marketing communication skills requires.

<\/font>But a word of caution regarding either of the above:<\/b>

<\/font>Any a)s or b)s that you have identified should be sounding warning bells if you are not already addressing them:
• Look again at the problem areas you have identified or confirmed - how much do they hurt?
• How much have they already cost your business?
• Why lose out on potential business because of a weakness in just one or two areas of your sales and marketing communications?

You're clear on what you need to do to rectify them. However, if you don't know how to go about it, please contact us to discuss your specific needs.

<\/font>Several a)s or b)s?

<\/b><\/font>If you follow the pointers freely given on this web site, you will know what you should do to increase the success of your sales and marketing communications by leaps and bounds!

However, if you're unsure how to best go about performing these activities to achieve maximum success, or how you'll manage and accommodate them in your current situation, submit your self assessment results and email us separately to arrange a chat.

<\/font>"); res.document.write ("Copyright<\/font>ã<\/font>2004 - 2006 COZO Limited - All Rights Reserved

<\/font>"); res.document.close(); for (var i = 0; i < 60; i++) a[i] = 0; bb = ""; }