Tag Archives: academy express courses

10 Essential Questions For Managing & Controling The Conversation And Advancing The Sale Toward Your Close by Diane Shawe

It can be challenging at the best of times to understand what your prospect wants in order to tailor your product or services to their needs.

The secret is that once a client’s needs are understood and a relationship is established, asking for business becomes an extension of the roles of counselor and problem-solver possibly a familiar and comfortable roles for business entrepreneurs.

With these 10 questions firmly in place, practice them so that asking for business may not be so daunting. Use these questions to bring the focus of the sales conversation back to YOUR goals

Diane Shawe copy of ebook from coffee break series1. “Let Them Know You Are Listening”

Repeat back what your customer has said. Make sure you show youare listening to their EMOTIONS as well as their words and logic.

So what I hear you saying is that you are a little bit _______?

Tell me more about that feeling. OK, what do you think we could do about that?

2. “Get Their Opinion”

Everybody loves to think that their opinion is valued. By getting prospect’s opinion you find out what they are most interested in, and more importantly you will learn what NOT to discuss or emphasize

In your opinion, does this idea fit the goals of your company?

Why or why not?

3. “Narrow It Down”

Sometimes customers will get confused by too many options. If you can narrow down their decision to fewer choices, then they are less likely to put off a buying decision.

If I was a magician and I could just magically give you the perfect package of your choice, which one would it be?

4. “Show Optimism”

Try to get a positive response from your customer. Optimistic suggestions and questions will usually get optimistic responses

I am sure that you won’t mind me downloading this product detail sheet, would you? …

If you knew it would help you to make a better decision about which model is right for you?

5. “Be Negative To Elicit A Positive Response”

Predict a negative outcome in order to give your customers a chance to help you, or give you more information.

If you predict a negative outcome, your customers may even offer up solutions that would not have thought of otherwise.

You’re not interested in our free bonuses, are you?

6. “Super Polite Flattery Favors”

Be polite, and people will respond. Add a little flattery and then don’t be afraid to ask a favour I know your job is super complicated and you have a lot on your plate right now.

Instead of having to deal with selling your boss on this idea,

how about you just let me to the heavy lifting?

7. “Get Them Talking Again”

Keep the conversation going to avoid “uncomfortable silences.” Bring them back around, and keep them talking.

What exactly do you mean by that?

That’s really very, very interesting.

Would you mind telling me more?

8. “Brain stormers”

Get your prospect to think about the rewards and benefits of using or owning your product or service. Get them to think about various possibilities.

Get them to think creatively.

Have you thought about how easy this will be, and how much time this will save you once you get it going?

Just imagine all that extra time you’ll have to focus on what’s important!

Imagine what could you do with that extra time?

Let’s make a quick list

9. “Take Their Temperature”

Find out exactly how they feel – both positive and negative. This will obviously give you more information on which benefits to pitch, and how to close the sale.

Q The way you see it, in what different ways are we BETTER than the competition?

In what ways do you think we are WEAKER?

10. “Focus on identifying and solving their problems”

Find out exactly what they are concerned about which stimulated them to enquire about your services or product further. This will give yyou more information and better help you to tailor your proposal an quotation.

Q How did you see this product or service solving your main concerns

Or

Q what main concerns did you see our services or product solving?

Bargaining vs Negotiating

Although people often think that negotiating is the same as bargaining, it is not.

Negotiating is a process, and bargaining is one stage of that process. There are three other stages of negotiating, and even those are tempered by timing, intuition, and flexibility to the process.

I am not going to list all of the, but I will set out some of the real nuggets you should put in place to establish a firm ground for all considerations.

1. Do your Research

When doing research and preparing for negotiations, there are three important considerations:

  • Collecting facts
  • Knowing priorities
  • Knowing principles

The facts that you collect are all the direct and indirect information that you will need to back you up during negotiations. With access to information today, it is a much simpler task than ever to accumulate all kinds of data and statistics.

For example, if you are preparing to purchase a vehicle or a house, plenty of information is available, such as comparable properties and prices.If you are preparing to negotiate a raise, or are negotiating salary increases at work, then comparable wage statistics, the history of the organisation and its mission and values, previous experiences in the collective bargaining process, and strategic plans are all important concepts to understand.

2. Focus on your priority

Knowing priorities means having a good understanding of what you want from the negotiation. You also need to know what the other party wants. Understanding your principles, both as a negotiator
and as an individual, will help you to form and present a case that is compelling and believable.

Understanding the principles of the other party can also be very helpful to you. A little more research can help you to understand what the organisation’s beliefs are, how they have approached previous negotiations, what terms seem to be more important to them than others, and what terms they could be willing to be flexible with.

3. Identifying Your Walk Away Position (WAP)

When you establish your priorities, make sure you have a clear understanding of your Walk Away Position (WAP). What is the least that you will accept (or the highest price that you are willing to
pay)?

Establish your WAP value in your mind and keep it clearly available so that you do not get caught up in the heat of negotiating, either ending up with something you never wanted, or turning
down a deal that was better than your WAP.

If you are negotiating on someone else’s behalf, make sure that you know their WAP so that you do not make any mistakes in negotiating for them.

4. Identifying Your Best Alternative to a Negotiated Agreement (BATNA)

In addition to your WAP, you also need a Best Alternative to a Negotiated Agreement (BATNA) in your plan. Sometimes an issue can be settled before the bargaining phase begins if it meets your
criteria as a BATNA.

For example, if you are planning to purchase a home – which is often a very emotional decision – and the realtor comes to you with an offer that you can live with, and you get the home you want without having to participate in any heavy bargaining or entering into a price war, then you may have reached your BATNA.

Not all negotiations have to be bargained; sometimes, when you negotiate, you can lose the opportunity to get what might have been a BATNA if you had not been after such a bargain.

5. Working Within the Zone of Possible Agreement (ZOPA)

The Zone of Possible Agreement (ZOPA) is an area of overlap where the desired outcomes of both parties reside, and where both parties can live with the outcome. Once you reach a ZOPA, the finer details need to be worked out within the scope of what both parties
have already found is potentially working for them.

For example, if your business forecasting allows for a 2% salary increase each year for the next three years, and similar companies in your industry are offering the same, and the union is asking for 7% over four years, then youmay be within the ZOPA.In general, there are three possible outcomes to a negotiation.

  • Lose-Lose
  • Win-Lose
  • Win-Win

6. Getting Everyone’s Perspective

Gathering perspective is something that can take place throughout the negotiation process. It begins in the research phase, where the negotiator considers the needs of the members of an organisation
in conjunction with the strategic vision and mission of the negotiation.

This does not mean that everyone will get what they want in an agreement; rather, it means that all points of view are considered. There is no point in entering negotiations and reaching an agreement that ignores a section of stakeholders or breaks the law.

Gathering perspective can be a considerable undertaking, depending on the size and scope of the operation. This is one area where outside resources can be utilised (an outside firm conducting employee satisfaction surveys, for example)Diane Shawe Author available from amazon and google books

How I found out how to get some top quality back links by Diane Shawe

I received this blog from

In this post I’ll show you how to get some top quality back links (a hyper link from one site to another) from a variety of different sources, each source is completely unique and I hope to give you a little insight into some of the methods you can use to create back links . When linking to your website you should always try to focus the links using your keywords in the anchor text of the link if it’s possible.

1) Google Profiles

The big G allows you to create your very own profile page on Google.com, use the link and create your own profile page, add a picture and some text about yourself and then add a few links to your websites. Save the page and your done.

2) MSN Articles

Msn is updated everyday with news and articles on just about every subject you can think of, to get a backlink you just need to comment on an article leaving behind your thoughts, name & website link. I created a video on the process to see it use this link Using MSN for free traffic & backlinks

3) Yahoo Answers

Yahoo answers takes a little bit of work initially before you can get your links on their site but once you have done this first bit of work your ready to reap the rewards. Just create a yahoo account, help others by answering questions, once you have answered about 10-20 questions you will be able to add link in your responses. You can see a more detailed article on how to use yahoo answers here

4) Godaddy

I’m sure you’ve heard of GoDaddy ? but I bet you didn’t know you can use the website to get backlinks to your website. All you need to do is visit the site and watch at least one of Bob Parsons videos. At the end of the video you can leave a creative comment and include a link to your website. Once again a more detailed on how to do this can be found here -> How to get back links from Godaddy

5) Free-Web-Submission.com/Blog Yes!

You can get a back link from this very page and lots of other too. All you need to do is leave a comment at the end of the article where it says comments.

Note:- I’ll allow most comments but please don’t blatantly leave a spammy comment or three words of text if you I’ll just hit the trash button. Please leave a creative, constructive comment or even a criticism. Just write what you think. I’ve also created a article where you can promote your website without having to spam just go and get a free backlink here

Big Backlink List) Credit goes to ideapro for creating the original list.

Hope you like the list, I’m sure it will help in your back linking efforts.
Leave your comment below or share your favorite backlink sources

The Anatomy of a Budding Millionaire by Diane Shawe

We all know about the 10 Commandments, but do most people follow them verbatim?

Everyone wants to go to heaven, but the discipline and route is often seem as getting in the way of everyday pleasures and life.

I began reading the book Millionaires Fastlane by MJ DeMarco. In it he explains what would happen if certain commandments were violated whilst trying to pursue the millionaire entrepreneurial route without any control.

So let me dive in by introducing you to his commandments and anatomy of a fast track millionaires journey.

1)The Commandment of Control

2)The Commandment of Entry

3)The Commandment of Need

4)The Commandment of Time

5)The Commandment of Scale”

Fastlane drivers retain control. Those who violate the commandment do not. In general:

✓- Drivers create MLM companies; they don’t join them.

✓- Drivers sell franchises; they don’t buy them.

✓- Drivers offer affiliate programs; they don’t join them.

✓- Drivers run hedge funds; they don’t invest in them. ✓- Drivers sell stock; they don’t buy stock.

✓- Drivers offer drop-shipping; they don’t use drop-shipping.

✓- Drivers offer employment; they don’t get employed.

Drivers accept rents and royalties; they don’t pay rents and royalties.

✓- Drivers sell licenses; they don’t buy them.

✓- Drivers sell IPO shares; they don’t buy them.

✓- Drivers don’t join the hottest trend, they serve the hottest trend.

No this part gripped me….

Invest in Your Brand Only! Whose money tree are you growing? Are you investing in your brand or in someone else’s?

When you invest into someone else’s brand you become part of the marketing plan.

You can get a copy here https://www.amazon.co.uk/Millionaire-Fastlane-Crack-Wealth-Lifetime-ebook/dp/B004BDOUAI/ref=sr_1_1?ie=UTF8&qid=1538152124&sr=8-1&keywords=millionaires+fastlane


http://www.needahairmakeoverfranchise.co.uk

The Geograhy of Women 2018

The Geography of a Woman🤣🤣

Between 18 and 22, a woman is like Africa . Half discovered, half wild, fertile and naturally Beautiful!

Between 23 and 30, a woman is like Europe. Well developed and open to trade, especially for someone of real value.

Between 31 and 35, a woman is like Spain. Very hot, relaxed and convinced of her own beauty.

Between 36 and 40, a woman is like Greece. Gently aging but still a warm and desirable place to visit.

Between 41 and 50, a woman is like Great Britain. With a glorious and all conquering past.

Between 51 and 60, a woman is like Israel. Has been through war, doesn’t make the same mistakes twice, and takes care of business .

Between 61 and 70, a woman is like Canada. Self-preserving, but open to meeting new people.

After 70, she becomes Tibet.
Wildly beautiful, with a mysterious past and the wisdom of the ages.
An adventurous spirit and a thirst for spiritual knowledge.

THE GEOGRAPHY OF A MAN

Between 1 and 100, a man is like North Korea and the United States.
Ruled by a pair of nuts!!🙈🙈🙈🙈

THE END.
Send this to every woman for a high five and to every man who can deal with this.

Starting A Private Tutoring Business – The Skills Needed By A Private Tutor

Current Demand For Private Tuition In The UK

We can reassure you that the demand for private tuition across the board is increasing, and is required throughout the year.

Whilst the market is flooded with tutors supporting students in English, Maths and some STEM subjects, it is increasingly obvious that a lot of children are suffering because they do not have the much needed Social Skills to help them  with communication, problem-solving, decision making, self-management, and peer relations abilities that allow one to initiate and maintain positive social relationships with others.

Deficits or excesses in social behavior interfere with learning, teaching, and the classroom’s orchestration and climate. Social competence is linked to peer acceptance, teacher acceptance, inclusion success, and post school success.

As we see the rise in school exclusions, there are many reasons suited for the rise in the UK. So now a more structured approach needs tho be taken to assist a wide crosses section of children experiencing problems outside of the curricula which in turn impacts there relationship with each other, their teachers, parents and the wider community.

Whilst the demand throughout the academic year for private tuition varies per subject and level, factors to consider are do you want to provide tutoring throughout the year, number of subjects and levels you tutor, if you are wishing to travel and how far you are prepared to travel if at all.

Starting A Private Tutoring Business – The Skills Needed By A Private Tutor

If you are interested in becoming a private tutor, you may wish to consider the following skills before setting up a private tuition service :-

Ability To Communicate & Help The Students Understanding
The key approach of private tuition is to improve the understanding of the student. An essential skill for a home tutor is that they are able to help the student grasp and fully understand any area of subject weakness by good communication. Whilst at the same time engaging the student’s interest and making the tutoring session fun will enhance their learning.

Ability To Listen
One of the major factors of one to one private tutoring is to tailor and deliver your lessons so that the student can understand areas of subject difficulty. For the student to improve, they must understand. Flexibility is the key. Just because you use a successful set protocol of how you tailor your tuition lessons for several of your students, does not mean this will work every time. Therefore if the student has difficulty in grasping certain areas of their syllabus, listen to their feedback and from this devise alternative ways of how you will tailor your tutoring for that particular student.

Good Grasp Of Your Subject Area
We would recommend that you only offer home lessons for the subjects that you are familiar with and enjoy and are passionate about. As a rule, the subjects that you enjoy, understand and feel most enthusiastic about are the ones which you will excel in at tutoring. Therefore you will have most success in improving the student’s grades and confidence.

Communication With All Age Groups – Especially Children and Teenagers
Most academic personal tutors provide private tuition for children or young adults. However if you specialise in tutoring students for GCSE upwards, you will be tutoring teenagers, young adults and possibly mature students. Therefore you will need to feel confident at communicating with all age groups. Even if you are only providing private tuition for primary or secondary level children, remember that you will often come into contact with and give feedback to their guardians or parents.

Good Command of The English Language and Literacy
That saying, a child whos first language is not English might benefit from a similar language tutor who might be able to get the point across much clearer until the students English improves.

Good Time Management & Self Motivation
As a freelance tutor, like any self employed profession, you will not have a clocking in machine! When you work for yourself you need to be self motivated and it is essential that you use your time effectively. Most students require tuition in the early evening on weekdays or at weekends. Keep these times free for tuition and carry out your admin such as filing, accounting etc at other times of the day or week. If you do not plan your time wisely, this may result in less time that you have available for one to one tuition and your private tuition business will generate less income.

Excellent Organisation Is Paramount
Excellent organisational skills go hand in hand with good time management. As you build up clientele, you will find that you are providing private tuition to several students for different syllabi and possibly several subjects. This can become rather confusing, especially near exam times when you are using similar examination papers for several students. We advise that you keep a record for every student you tutor. This record should include the work that you have covered, any marks received for questions or past examination papers. The reasons for this is it is of benefit when you need to update parents regarding their child’s progress. Another reason for keeping private tuition records per student is that it enables you to plan ahead, so that you can cover all topics that the student struggles with and leave time towards examinations to cover exam papers and examination questions.

How to  Get Started

Request our free Tutors Prospectus Directory to see a list of all the course resources. Each package also includes a tutor manual, this covers the subject in detail and will assist you in delivering a quality and comprehensive course to your students.