The Influence of Globalization on Tax Revenue

The Evolution of Business

Gone are the days when businesses were local, and they derived their material resources from relatively close locales, with the labor pool consisted of the nearby residents. Limited mass transportation and slower communication inhibited a fast-paced business environment in those days.

However, over the last century technology increased the pace of business to the point where today’s companies secure resources from halfway across the globe in a matter of days, and the once inaccessible human resource now performs duties virtually from the other side of the world. Out of this break-neck speed of business came the birth of globalized commerce, a phenomenon where more transactions occur on a larger, worldwide scale thanks to the help of technology and innovation connecting businesses all over the world.

The Tax Effect

Because certain locations allow for lower costs of doing business, corporations realize more net revenue, which should translate into increased taxable income. However, increased revenue does not necessarily translate into taxable revenue if the organization is maximizing profit by reducing net income tax expense by conducting business where the tax rate is the lowest. When this happens an economic phenomenon called “race to the bottom” occurs (Dreher). Governments reduce tax rates to encourage corporations to locate to their country to do business, thus increasing their economy.

Tax loopholes contribute to a decrease in corporate income tax revenue (McIntyre). Theoretically, these companies should be taxed in both their base country and the target country, which is called double taxation (Lentz). However, double taxation agreements limit double taxation by providing an arrangement where countries do not subject foreign income to double taxation in more than one national taxing jurisdiction. Global taxing agencies enact these agreements to entice companies to do business within their borders to increase their local economy and boost their markets.

There are also other ways to get around taxation. Often a country will enact tax holidays (Lentz) as an incentive for companies to do business within their borders. Tax holidays allow respites from paying taxes during certain times of the year. A “tax haven” (Lentz) is another simpler method of tax manipulation allowing companies to house their revenue in locations where taxes are extremely low and sometimes even non-existent. “It is estimated that the top 500 U.S. companies would owe an estimated $620 billion in U.S. taxes were it not for the more than $2.1 trillion in offshore cash that most of the firms hold in foreign tax havens” (McIntyre).

Countries are businesses as much as the corporations that operate within them. Globalization provides companies the mobility to transact business to different geographic areas with ease. Therefore, countries compete for and attract foreign business by making it cost-effective for corporations to transact business in their country through decreased taxation. When taxable organizations transact their business in locations other than their homeland, they are redirecting tax money that, under non-globalized operations, would be infused directly into the base country’s economy. A result of this redirection is that the homeland creates revenues for its government by replacing the burden of lost tax-generated funding on the individual citizens.

Globalization affects individual taxpayers by providing a means for other countries to seduce tax-paying corporations to conduct business with them by reducing their tax expense. Citizens are burdened by increased income taxation to make up the difference of lost corporate tax revenue needed to maintain the well-being of the economy.

Concerns

As a college student who is getting ready to enter the workforce, having additional individual tax burdens worries me. At a time when our national economy is hurting, many companies are skirting their own nation’s tax needs to pay less tax in another country, yet they still generate profits each year. Many individuals argue that a portion of these profits should be going directly into the base nation’s economy rather than more tax advantaged countries. Globalization allows the redirection of revenue and therefore redirects the burden of tax revenue on the homeland’s citizens, even though they may not be a part of the problem.

Works Cited

Dreher, Axel. “The Influence of Globalization on Taxes and Social Policy: An Empirical Analysis for OECD Countries.” Sciencedriect.com. European Journal of Political Economy, 4 Mar. 2004. Web. 17 Nov. 2016.

Kumar, Manmohan S., and Dennis P. Quinn. “Globalization and Corporate Taxation.” http://Www.imf.org. N.p., Aug. 2012. Web.

McIntyre, Robert S., Richard Phillips, and Phineas Baxandall. “Offshore Shell Games.” (2015): n. pag. Citizens for Tax Justice, Oct. 2015. Web. 17 Nov. 2016.

Lentz, Lexi. “B&E | Positive and Negative Effects of Globalization on Taxation.” IndraStra Global Master. IndraStra Global, 27 Apr. 2016. Web. 01 Nov. 2016.

You Landed That New Job! Now What?

Congratulations! Your long search is over, and you are ready to begin your new job. Ahhh •••• Now you can just relax. Right? Well, that depends on what you want.

Whether your search was only a brief one or you needed months to acquire the job, your focus has been on the job search. Actually performing in your new job will require a different mindset. You may view this situation as the answer to your dreams and the chance to contribute within an organization where you are deeply committed to the mission. The other side of the coin is that you accepted the job because you have been searching a long time and this was your first offer.

Regardless of the circumstances, it is wise to examine your new situation and how it fits into your career path. We begin with a multiple-choice exercise. At the end of every day, review your experience and answer this item.

This job is:

a)

A good place for me to grow and develop for years.

b)

An appropriate “launching pad” where I can learn and prepare to move on.

c)

Not a good match for my skills and preferences.

d)

Still a mystery to me.

Any one of these choices can be the right answer! Think critically to answer honestly. This continuous assessment will keep you fully conscious and ready to do whatever it takes to keep your career on track. Your answer may change from one day to the next. I would be very surprised if it didn’t! The important thing is that you use this exercise to focus your energy so that you can benefit yourself and your employer, providing the best value you have to offer.

What else can you do?

  • Have a plan (and follow it) to get acquainted with your co-workers, customers, and others who are involved in the organization’s business. Relationships are core to any work situation. You will be spending many hours with your co-workers and clients, and you want to nurture cordial and cooperative relationships with this new “family.”
  • Study the past, present, and future of your job. Read materials on file and ask questions to find out how it was done previously and why. Inquire about changes. Be willing to learn from the past before applying any great new ideas. This shows respect for tradition and for your colleagues.
  • Read the mission and vision statements of the organization. Keep them posted or stored where you can find them quickly.
  • Find out who has moved up in the organization and how they accomplished their success. Look for someone who can serve as your mentor. As soon as possible, start learning names and “who does what” so that you can function successfully within the organization’s structure. Write these down! Ask for advice and other information. Most people love to help and are pleased to be asked.
  • Keep your supervisor informed about what you are doing and seek feedback. Maintain a log of the tasks you have started or completed so that you will have a handy reference.
  • Be patient with yourself. You have entered a new environment, and it takes time to become acclimated.

Before you leave work each day, ask yourself, “What have I learned today?” If you record your answers, this can make a very interesting resource for you. It will help you to see patterns, understand the culture, and track your progress. This journal can also help you formulate the right questions to ask and to see new directions you can pursue in the organization.

Paying attention and following these tips will serve you well, whether you see the new position as the beginning of a satisfying longtime career or as preparation for another job.

Congratulations on starting a new chapter in your life. Good luck!

3 Tips For Prospecting

This article is for all tennis coaches who want to start their own 6 figure private coaching business today.

Because no experience coach, should be working for anybody but themselves.

Today, we are going to get into prospecting, and why you should be focusing on doing it everyday of the week, until you fill up your sales pipeline with many prospects.

I would be reading as many books as I can on the subject of prospecting and try to master the art of doing it daily, because for your coaching business to be successful and reach 6 figures, you will have to figure out the following 3 Rs of prospecting.

Which are:

Targeting the Right People, with the Right Offer and doing it at the Right Time.

Because even if you have the right prospects, but have the wrong offer, your results will be bad and your conversion rate will be low!

Same with the right offer, to the wrong prospect.

And last.

“Timing is everything.”

You want to get in front of the right prospects, with the right offer and at the right time.

Get that right and your coaching business will triple in months!

No size will fit all of you guys with this, so get creative in how you approach your marketing campaign, plan of attack and the strategies that you use.

I would always sit down at the end of the month and go over your results.

And make sure you use Powerful Headlines and that your USP and valued proposition is in it and stated clearly to your market!

In other words.

Lead with your message.

I don’t want to confuse you guys too much in this post, so let’s stop there for today.

But remember.

Focus on using all those 3 Rs in every campaign that you create and keep adjusting your tactics.

Through constant adjustments, you will eventually find something that works for you and your business.

You need to look at yourself as the coach, a marketer and consulting all wrap up in one person.

This is why you need to be learning something new everyday too.

“Invest your time in only sales activities that are going to get you results, don’t just spend it doing anything.”

Okay, you guys copy this article and read it at the start of every month, to keep you focused on the big picture.

And we will talk again soon.

Advantages of Proposal Consulting

When considering entering the Federal market you must have planned how you’re going to prepare your competing strategy. Many large companies that have previously been Government contractors know how to make a good investment in order to improve their winning chances. However, this is not the case with some small businesses, especially socio-economically disadvantaged ones. Understanding the importance of in-depth knowledge needed in how government contracts work, and how they want your proposals to be, is of particular importance.

You might think templates and online tips will help you outline your proposal, and just answer the questions of the RFP received. Well, that might sound good initially, but when you start reading the solicitation and see how requirements, terms, conditions and contract policies are presented – you’ll find yourself in an awkward position. At this point, you’re too late to seek professional assistance. Obviously, proposal solution and content planning should start long before the writing.

Management Consulting has become common in the world of business now. People understand the importance of having their work managed properly in order to avoid different complications. Every business has a project manager that coordinates the development process, assigns tasks and monitors the progress of the job. They’re there to guide the business team on filling the gaps, circumvent pitch-falls and overcome challenges. The same goes with companies that are pursuing a federal contract. In the moment they think an opportunity fits their business, they contact a professional firm that provides proposal writing and consulting services.

What to consider when in doubt of services needed?

Not everyone decides to buy the complete package for proposal development. Some of them only hire a professional writer who has the skills to write the proposal. The difference between writing and consulting services is pretty big. Proposal Consulting comprises a variety of services starting from the identification of the contract opportunity to the submission of the final proposal, and after project support.

Getting the full service will spare you a lot of time, effort, and money. It might sound strange to you the “money saving part”, but if you see it in a different point of view, you’ll agree. Think about the time and effort you need to make an intelligence assessment, including costumer, competitive and assessment of your internal business capabilities.

Finding the right resources to deliver to your proposal writer, creating customer relationships through meetings, and developing a strategy is very time-consuming. In the other hand, your business development management won’t have the time to focus on your core activities which may even lead to a weak return on investment (ROI).

What Was Your Latest “I Should Have Thought of That” Moment?

How many times in your life have you said to yourself or out loud, ” I should have thought of that”. Well as a lifelong inventor it happens to me many times. As a result I have brought to market many items. Inventing is strictly the end result of pure observation. Something anyone can do. But most people ask me, what do I do next once I have an idea?

It is not rocket science but it is involved. If you want to bring it to product form:

1. Research online to see if something like your idea exists. Visit local stores to see if like items are available. If you see none continue to step 2. and so on.

2. Write it down. Make drawings. Take photos. Start the document process.

3. Protect it – copyright or patent or trademark.

4. Search for sources to manufacture or license it.

5. Manufacture it yourself.

6. Market product.

7. SELL IT! In retail, wholesale, online, direct TV etc.

8. Remember every NO is one step closer to YES!

There are hundreds of thousands of products that never make it to a store shelf because the inventor never turned their passion into actual effort. Even though it may seem like a daunting task, I assure you it is not impossible to master. The product you create regardless of its degree of difficulty requires equal amounts of attention and effort. The golden rule is to do ONE thing/task each day to further your product in its stages of creation. It can be as simple as making one phone call to research a source, a contact or someone to help you along in the process. Just remember ONE thing every day! And once you are in this habit you will see how quickly you will progress through the process and actually finish creating your product. The creating process, the initial thought is only 1 % of the concept. The other 99% is all the information needed behind each product that will bring it to life.

Some helpful places to look for information on existing products is: http://www.uspto.gov which is the website for United States Patent and Trademark office where you can do a free search for products like yours and see if something already exists. Or http://www.copyright.gov for copyright registrations already in place.

So from one inventor to another- Stop dreaming and start creating!

Using Ball Mills in the Energy Industry

Experimental studies on coals of different metamorphic grades and various fractional states were conducted in 2000 by the Institute of Thermal Physics of the Russian Academy of Sciences, at experimental thermal energy facilities. These showed that fine-ground coal, milled to a particle size of 15-30 microns, develops a highly reactive property that is analogous to fuel oil – to which it can become an alternative. The experimental facility was rated at up to 1000 kW, and equipped for use with ultra-fine ground coal (produced with an ultra-fine ball mill); burning (pre-furnace and furnace equipment); a plasma system and gas starter for ignition and supplementary firing; combustion control (an automated post for combustion control) and cleaning (a vortex scrubber). The results produced in these experiments can be used to establish the parameters needed in technological facilities for ignition systems and supplementary burning using coal-dust boilers – a replacement fuel for gas and fuel-oil boilers.

The conclusions from these theoretical and experimental studies pointed to the technical and economic viability of using ultra-fine ground coal as a new oil-free technology for the ignition and stabilisation of combustion in coil-fired boilers at power plants, in addition to the ability to replace liquid fuels in boilers.

The primary technological facilities for making use of this new technology are: equipment for ultra-fine milling (ball mills), and the supplementary equipment for supplying and combustion of coal. Technical designs for the supplementary equipment have been developed, which are essential for wheeling-out the new technology (muffle furnace apparatus, input nozzles for the coal dust, accelerating devices for igniting the primary fuel mixtures, feeders for fuel discharge, hoppers for storage, and so forth). Factories able to manufacture the new supplementary equipment already exist in Russia. The last-mentioned also produces milling equipment, and specifically ball mills for ultra-fine milling processes.

This new technology is low-cost, with a short return-on-investment cycle which will hit break-even in no more than 2 to 3 years. The additional financing costs are in producing the ultra-fine ground coal (the purchase of ball mill machinery) – the additional machinery also has a short investment payback cycle due to the economics of the fuel supply industry.

The new Plasma-fuel technology has now passed the final stages of certification – for pilot industrial use. This allows assessment of the risks of the new technology – and if required, it can be further honed to optimise its operation prior to finalising the business case which can be put to potential investors.

Converting oil-fired boilers to run on ultra-fine ground coal

The primary task is moving to rejecting the use of fuel oil by the facility in future. Of course, in places where it is available, it makes sense to change to using natural gas. However, where this is not an available option, then such facilities can be converted to run on ultra-fine ground coal. The economic result of making the change from fuel oil to ultra-fine ground coal will be in the greatly reduced cost of fuel. Over and above this, there is an environmental gain to be made – since there will be a marked reduction in the emission of sulphurous oxides into the atmosphere. This has a further economic benefit, in terms of decreased payments to be made for such emissions.

When making the changeover to using ultra-fine coal, the issue of disposal of the ash waste which it produces needs to be addressed. For facilities currently using fuel oil, this can be problematic. In the first instance, this issue could be resolved by making agreements to remove the ash and slag waste from the boiler room to nearby ash dumps or industrial sites. This process could lead to a loss of some of the cost benefits of making the changeover. But in a more positive light, the ash and slag waste can be recycled as a component in the manufacture of construction industry materials, mineral components, and similar by-products. Installing a production line for the recycling of slag and ash is not only a responsible way of negating environmental pollution – but can similarly cull in economic benefits.

This means that the issue of converting oil-fired power stations to run on ultra-fine ground coal can be easily resolved both technically and administratively. Each individual case for conversion should properly be put through a business plan, including a technical survey of the boiler equipment, and the prevailing economic situation.

Evaluating the efficiency

Energy efficiency can be determined by making a comparison with the costs of fuel oil operation (i.e. the current costs), against the projected costs of transferring the facility’s operation to ultra-fine coal (the current costs, plus the cost of additional equipment). To make these estimates for the current costs, it follows that the costs of the current in-purchasing of fuel oil should be compared against the costs of purchasing coal, plus the additional electricity costs incurred in the grinding process. Particularly concerned with this latter cost, it pays to consider the choice of grinding machinery in the light of its electrical consumption costs. It makes obvious sense to purchase machinery with the lowest energy operating costs. Furthermore, when weighing up the decision to switch from fuel oil to ultra-fine coal, the operation of installing the additional equipment needed for ignition of the ultra-fine coal must be carefully considered.

Essential equipment:

The ball mill for grinding ultra-fine coal is essential. This kind of coal-grinding apparatus to create combustible fuel is traditionally divided into several categories. Quiet-Operation Slow Ball Mills operate with a rotation speed of 16-23 revs per minute. Fast-Action Tangential Mallet Mills have an operational speed of 590 to 980 revs per minute; and there are also Medium Roller Mills which rotate at 40 to 78 revs per minute. The table of ultra-fine coal dust obtained is below, depending upon the type of machinery chosen.

  • Ball drum mills are used for grinding anthracite and bituminous coal with a milling operational range of ≤ 1.1 and low volatility required fine grinding (6… 7 %). If the raw source material to be milled includes some presence of pyrite sulfur fuel ( up to SP > 6 % ) then only ball mills can be used.
  • Hammer mills are used for brown and black coal of relatively high volatility (Vg > 30 % ).
  • Medium Roller Mills are used for grinding coals with a milling operational range of at least 1.1 Wp and humidity of no more than 16 %, with an ash content of no more than Ar 30 %

Additional Equipment required for producing the ultra-fine coal fuel:

  • crusher
  • crushed coal bunker
  • coal feeder
  • high-pressure fan
  • coil-dust burner
  • muffle furnace extension
  • blowing fan
  • milling shelf
  • cyclone dust collector

The primary rationale for undertaking the technical changeover is to replace expensive and increasingly-scarce fuel oil – traditionally used for the ignition and stabilisation of combustion in coal-fired thermal plant boilers – and also to replace liquid fuel oil in boilers. Issues of economic efficiency in tandem with environmental responsibility should underlie decisions for making the changeover. Coal combustion can make up part or the whole of the combustion process in combination with other resources, and offers enhanced productivity for boiler equipment along with reductions in fuel consumption when producing energy through combustion processes, along with an improved level of cleanliness and purification in the resulting flue gases.

Write Content That Facilitates Buying Facilitation

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it? And how are you accessing those who could/should buy but are ignoring the articles your sending them?

Content is written with different reasons in mind: for Buyer Personas to learn about your solution as early along their decision path as possible; for brand recognition; to gain followers; to make a sale. We write with a narrow focus to reach our target market and use every means at our disposal to distribute and track it, hoping that it will help us make a sale or find more followers.

DATA VS DECISIONS

But how do you know if this content, with these ideas and these words, written in this style, will enable those seeking a new solution to recognize they need you? Not only are you seeking a reader you can’t fully know (Why are they reading the content? No. Really. Why? And how many possible buyers reject it because they’re not ready yet?), you’re hoping, guessing, tracking, targeting, and crossing your fingers in hopes it will get into the right hands at the right time to take action.

But your glorious content – sometimes little more than a thinly veiled advertisement – may not be getting you all the success you deserve. You have a ceiling of a 5% success rate (less than 1% for content marketing) because you’re limiting your readership to those who have already decided on their next actions. By sticking to data push, you’re missing an opportunity to make your content an interactive experience that enable the act of decision making. With a few adjustments, you can create content that can be used to facilitate a sale and expand and enlist your audience.

The problem starts with the use of content marketing as part of your sales/solution placement toolkit. Certainly content marketing is great for explaining, pitching, writing about, introducing, and presenting data about our solutions. But this usage limits our target audience to those who are ready to buy, and are also perusing competitive data.

When you think about the early activity within the act of buying – the Pre-Sales, change management, decision issues that include 13 steps to consensus/action (9 of which are Pre-Sales and not ‘needs’ or ‘buying’ related) – there’s a huge swath of prospective buyers who aren’t reading your content as it is because they’re not ready, but could easily be made ready with content that fits into the route of their Pre-Sales change management decisions. You can develop different types of relevant content so you’re with them each step of the way, even before they’re aware they might need you.

See, prior to deciding on a solution, buyers have some change work to do that’s systemic in nature and vital to them maintaining Systems Congruence – the rules, initiatives, relationships, and history of their culture and environment. They can’t just wake up one day, see your content, and drop everything and everyone mindlessly to do what you want them to do. No one buys like that.

Thinking that a prospective buyer ‘needs’ your content, or will be convinced or influenced to take action before they’re ready, is magical thinking and needlessly restricts your audience. Obvious, no? Before anyone buys anything they do research, get input and alternate ideas from friends/colleagues, discern the potential fallout, trial different possibilities, and ultimately get agreement to move forward. You content is only relevant when they’ve handled all of this. By pushing your message, you’re restricting buying. You can use content marketing to facilitate the process.

CASE STUDY

When it was time to begin marketing my book What? Did you really say what I think I heard? I had a problem. Known for my Buying Facilitation® material in the sales industry, I had no obvious audience in communication or listening. I had to attract a new audience: find new readers AND shift from being a ‘sales’ expert to a ‘communication’ expert. My goal was to offer corporate teams a one-day Listening Without Bias training. To do that I needed readers to first buy my book.

Realizing I’d need buy-in to run an in-house program, I wrote an article that would attract the largest population of readers because of the universal problems involved: meetings. I wrote a very helpful article on meetings that offered both a clear description of the inherent problems and offered very creative, tough, usable solutions to make them creative, collaborative, and results-oriented. I never mentioned anything to do with listening. There was no manipulation or commercial overlay in the article, no links to listening/book links appeared only in the footer.

I got dozens of ‘Thank You’ notes from readers I’d never heard of, saying they’d sent/shared my article among hundreds of employees, friends, and colleagues. Many, many people shared the article on social media, bringing me new readers and subscribers outside my natural market. The article was ranked as one of my best-read articles, with thousands reading it the first few days. And my book sales went through the rood: I had a 51% conversion rate.

So yes, content is vital. But it can be read by more prospective buyers, earlier in their decision path. Start by understanding each of the Pre-Sales issues (i.e. systemic changed-based, not ‘need’ based or solution-based) your buyers must address with their colleagues and partners, and then write articles that will help them along their normal route to making the internal decisions they’d need to make before they can buy. Then you’ll have proven your worth and be familiar to them. By the time they’re ready to buy and have all their internal ducks in a row, they’ll seek out your content.

Why Data Security Is Important

Data security is important because certain businesses maintain data containing exceptionally sensitive information that would create severe liability risks if compromised, particularly data that’s maintained for a financial environment. Information that’s used to develop accounting records, such as stock ownership, profit distribution, profit-sharing, joint venture agreements or salary and wage information must have strict security to prevent unauthorized access from both third parties and internal staff members.

The Role of Financial Managers as it Relates to Data Security

With all the networking and file sharing, who is responsible for securing critical financial data? Corporations often look to a CFO or other financial management level employees to get involved with preventing a breach in their data security.

Securing information on a Private Cloud platform has proven to be more secure than using a public cloud platform. The proprietary data used in accounting and financial environments should be structured to prevent access by unauthorized users in a manner that there is an appropriate segregation of financial information. In fact, some countries have reservations about utilizing the services of corporations that use public cloud platforms. Since other clients utilize the same data center, it also puts external companies like suppliers, vendors, independent contractors and joint venture partners at risk.

Financial professionals must work closely with IT departments to reduce data security risks. To that end, they must also increase their awareness of how often information changes on a public cloud platform along with the probability of a breach in their data security taking place.

Where public cloud environments provide shared platforms, generalized data security controls, uncertain locations of stored data as well as unclear access management, a private cloud environment provides just the opposite. With a private cloud platform model, financial professionals are provided with

• A private secured platform

• A private secured infrastructure

• Industry-specific security controls

• A specific and clear data location

• A specific and clear access control

• A platform that’s conducive for highly sensitive data

Liability Risks Associated with a Breach in Data Security

One of the greatest risks associated with having a breach in data security (particularly data security related to corporations operating within the financial industry) is the exposure of other people’s sensitive information. Their information could be used in ways that could harm both the Corporation and the other victims. This could create major setbacks for all parties involved. Not only could corporations be sued by the victims, but more costs would be required to rebuild a new security system, process legal proceedings and all additional costs associated with recovering from such losses, including damages to brand recognition.

Some Logical Steps to Minimize Cyber Attacks

Financial professionals can work directly with the IT department to develop a data security plan. The plan should involve an internal, in-house cyber security system with checks and balances to better safeguard your critical and most sensitive information. Additionally, creating an internal cyber security team will also prove to be a means to better protect your data from many forms of cyber attacks.

Why Pain Should Be a Salesperson’s Best Friend

“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to.

There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have to take a step into the unknown if they’ve not bought from you before.

That’s right, for you to become their new provider, you must drive success by becoming adept at conjuring up the single most compelling reason that humans do anything-pain. Differentiate yourself. Make NOT buying from you more painful.

‘Stacking the pain’ should always form part of your value proposition.

Be bold-stacking the pain needs to happen way before you start proposing anything at all. No doctor would start explaining a cure for an illness without really diving into what the symptoms are. Use your own natural style to do the same.

As a patient, you buy the quick resolution of pain-not the pharmaceuticals themselves. You can change the world when you realise your prospects are buying the same thing, not your product or service.

So what are the 4 natural skills you need to make your prospects ache from the pain of NOT doing business with you?

1. Questioning. You don’t want questions to sound like an interrogation.

A series of closed questions that don’t build a picture or uncover areas of pain. Using your own warm, personal style, focus on broad, open-ended questions or ‘TED’ questions, which aren’t really questions at all. Try using “Tell me..”, “Explain to me… “, “Describe to me”-use your own instincts to enable the prospect to disclose pain.

If they don’t get talking about their pain soon, then before you know it, they’re twitchy and asking you to get on and explain what you do. Why? Because if their pain isn’t going to be alleviated, what’s the point of listening? Your chances at that stage are twofold-slim and none-and Slim just left town.

2. Listening. Some salespeople really drop the ball here.

What’s the biggest give-away that you’re not really listening? When you ask a question that’s nothing to do with what the prospect just said. Do that twice in a row, and their trust level has all but evaporated. Three strikes and you’re out, you get the idea.

Deep listening means shutting out all other noise, and above all else not to be planning your next question whilst they’re speaking!

3. Probing. This is the third weapon in our armoury.

Probe a remark the prospect makes with questions like “How often does that problem arise?” or “What’s the impact on your business when that goes wrong?” You’ll get right to the heart of their pain. That’s where the sale is, a prospect voicing and dwelling on everything that’s wrong with their status quo. Get this right and their belief in you will increase.

Differentiate yourself here because many salespeople scoot past it-by not listening and being too busy planning their next ‘brilliant’ question.

4. Finesse. When a prospect hears a list of everything that’s causing them pain in their organisation in an articulate summary of all that’s wrong with their world, then who is the salesperson with whom they’ll feel most comfortable about doing business? Will it be the salesperson who asked formulaic questions, pretended to listen and then just pitched their ‘cure’ without understanding the prospect’s pain? No. It will be the salesperson who spent the most time exploring the pain and consequently compelling the prospect to take the far less painful step of moving from their status quo to your solution.

Here Is What You Need to Do Before You Learn to Ski

Has your latest vacation in a winter resort charmed you so much that you have decided to learn to ski? Maybe you already wish to purchase a property in Bansko or some other winter hotspot ideal for skiing. In any case, you need to get to grips with the activity first. Skiing is a sport best enjoyed when you are prepared. Otherwise, it is impossible to practice it without feeling overwhelmed at some point. Here are a few things you should do before you hit the slopes:

You need to be fitter – while you don’t need to be a professional athlete to ski, it definitely helps if you are fit. Extreme training is not for everyone, though some amount of exercise could make all the difference. Most importantly, you need to work on the quad muscles in your thighs, as they are the ones bearing the most strain from skiing. Strengthen your legs as much as you can, and you will do better. It is also a good idea to boost your stamina through some cardio workouts.

Are you hiring ski? – hiring ski equipment is pretty common practice in case you travel without your own gear. The one thing you need to do when you are hiring your ski boots is to test them with a thick enough sock. You don’t want to pick up gear that is later too tight or too loose. Tell the staff at the ski shop to loosen your bindings so that they pop off easier when you fall over.

You need a helmet – it doesn’t matter whether you buy your own or hire one. You absolutely need every extra bit of protection, since you don’t want to hurt yourself while you are still learning to ski.

You will fall over – there is no escaping the inevitable falls as you are still learning to ski. If you are not afraid of that, then you will learn to ski faster. The most important thing is to retain your courage and learn from your mistakes.

Get some lessons – if you are a beginner, you absolutely need to get some skiing lessons. This is a great way to get into the sport, all the while gaining confidence and knowledge on how to ski better. Normally, lessons begin early morning and finish at about lunchtime. This gives you plenty of time to practice what you have learned or just unwind and enjoy the serenity of the ski resort you are located at.

Know the piste – you will know what ability a given piste is best suited for. Steer clear from the ones made for experts – you will have enough time for them when you learn. In the meantime, stick to ‘nursery’ slopes for safety reasons. Make sure you don’t overestimate your abilities.

Keeping these tips in mind is a sure way to become a better skier. Just remember to keep it fun, and you will soon enough find out how great of a sport it is.

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