Monthly Archives: April 2016

The Three Times to Handle an Objection

bu14Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether.

This is how most sales reps react when they get objections, but not the top producers. Top producers view and react to objections very differently. To start with, because top producers thoroughly qualify their prospects up front they generally uncover and deal with many objections during the qualifying stage. Objections like, “I’ll have to show this to my partner,” and others are already known and dealt with.

In addition, top producers have taken the time, long in advance, of scripting out two or three different rebuttals to the objections they get, so when they do get them, they know exactly what to say to overcome them. In other words, they are rarely caught off guard, because they know what to say to deal with them.

Third, because top producers know what the objections or stalls are likely to be in advance, and since they are prepared for them with solid scripts and techniques to overcome them, they are able to take advantage of the timing of “when” to handle an objection. Unlike most sales reps who feel they have to handle an objection the moment they get one (and hence instantly lose control of the call), top producers realize that they have three options as to when to handle an objection. They are:

1) When it comes up. Again, because top producers know what to say and how to effectively deal with objections, they have the choice of handling the objection when it comes up or of postponing it for later.

The first choice may be to handle the objection when it comes up. This is usually good if the prospect is rejecting a product or service at the beginning of the pitch because they haven’t been through all the details (features and benefits) of the pitch yet.

The way to handle this is to use a script, of course. But the key is to handle the objection and then move back into the pitch. An example would be if a prospect objects to the price at the beginning. It might go like this:

Prospect: “This is out of our budget – the price is just too high.” (Or any other objection.)

Rep: “You know, it might seem that way now, but the price actually breaks down to about $2.00 per (lead, incident, etc.), and when you look at it that way, it becomes very affordable – especially when you see how much time and effort it saves you. Let me just show you a couple of things… ”

In this example, the rep answered the objection but instead of checking in with the prospect to see how the close landed, they instead kept control of the call by continuing on with the pitch.

2) The second option to handling an objection is to postpone it till the end of the pitch. This is ideal if the prospect seems willing to keep listening but is stuck on an issue or two. The important thing is to acknowledge that you heard the objection and promise to handle that at the end. It goes like this:

Prospect: “This is out of our budget… ,” (Or any other objection.)

Rep: “I can understand that but let’s do this. Before you make any decision on this, let’s talk about all the things this can do for you first, and then you’ll be in a much better position to decide if this is worth it for you. I even have some payment options that might make the decision easier for you as well.

But first, let me show you this… ”

What you’re doing here is delaying answering the objection and thereby retaining control of the call. The nice thing about this is that by the end of your pitch, many times the prospect won’t even bring up the objection at all! You’d be amazed by how often that actually happens once you begin using this technique.

In addition to this, if you know what the objection(s) are at the beginning of the pitch – or in the middle – you can begin pitching and building value around the known problem area (objection).

Postponing answering the objection like this is a great way to get your pitch in, keep control of the call, and prepare yourself for what you know might be coming at the end.

3) The third time to answer an objection is… never! That’s right. So many time prospects will test you and try to put you off with many questions, stalls and objections that it’s just best to not respond at all. Here’s how you do that:

Prospect: “This is out of our budget… ” (Or any other objection.)

Rep: “Some of our clients felt like that until they heard about… ” (Now give a benefit or two and keep pitching).

This way you’ve acknowledged the objection but you remain positive and so sold on your solution that you let your enthusiasm drive the call – and often times your prospect’s mindset. It is said that enthusiasm sells, and that’s true in many cases. The problem with most sales reps is that as soon as they hear an objection they start to give up.

But by acknowledging, remaining positive, and continuing on with your pitch, you can often override any initial objection and get further into your pitch. In fact if you’ve done this before, then you’ll often find that the prospect changes to a different objection the next time they bring one up!

These three times to handle an objection also work for questions as well. The important thing to remember is that it is up to you as to when to break your rhythm and deal with an objection. The whole point is that you must remain in control of the call.

The Importance of Translation in a Document’s Lifecycle

bu11Imagine you are a company aspiring for global potential and new markets. Imagine that all the arsenal and resources as well as strategic edge, needed for this ambition are in place. But a small goof-up with some job to translate birth certificate lands you into an unusual spot stuck with delays and errors.

This is what happens to most companies which stay complacent when it comes to matters of good document management. Documents form an integral part of any business or industry. Their form and flavor may change but their significance continues untouched from stone times to paper era, to the electronic age.

Digital forces have both helped as well as muddled the space of documents. Technology can bring in speed, efficiency and storage as advantages but it can also burden documents with issues of relevance, accuracy and visibility.

Timely attention to various changes, big and small as well the context of any document still needs a human eye and hand. The organization in question has to ensure that a document is taken care of way beyond its creation and archival stage. It may undergo numerous changes and stakeholders from time to time and hence, it should be addressed and modified; and then the changes should be reflected well in time. These updates should also be captured on the Meta scale and their visibility as well as control should be handled well.

This is where document translation services become more crucial rather than just a small chore. An experienced firm here would understand right away the imperatives and challenges that documents carry. This enables these visionary and long-term-oriented players to undertake the translation job with a different approach and care altogether.

Professional firms in this area also offer document translation in several categories like Employee Handbooks, Legal Contracts, Technical Manuals, Website Content, Software Content, Brochures & Catalogs, Reports, Procedures, Birth and death certificates, marriage certificates, divorce decrees and many other types of documents.

The translation should incorporate language and region-related evolution of a document and the same should be reflected in, as well as aligned to, the overall strategy and structure of a document’s lifecycle.

This should, in turn, help an organization to be able to endure change management and compliance issues with ease, agility and a strategic advantage. A good document emerges readily for adapting to details and requirements that new strategies or regions may evoke. With proper care the same set of strengths, resilience and flexibility can continue in new contours of a market or an organisation’s growth further ahead.

Translation puts a good thrust on various aspects that cover a multitude of document management areas. This covers the linguistic parts, the regulatory expectation lists, the consumer orientation challenge, the marketing advantage that are added like an icing on the cake and at the same time averts small or big mistakes that can happen by omission or commission.

Translation services agencies well-versed with all kinds of organization strategies and experiences can ensure that translation brings in both sharpness and health that document management expects it to deliver and keep the lifecycle intact for long.

The Benefits of Hiring a Site Management Organisation in Clinical Research

bu10Clinical research now takes place in every continent around the globe, offering the trialling of treatments for a huge range of diseases and conditions. These trials are a significant part of advancing medicine in countries all around the world, offering new hope and solutions for illnesses that claim thousands of lives each year.

There are several important elements to successful clinical research trials, and one of these is hiring a reliable and efficient Site Management Organisation (SMO). These organisations are often hired by sponsors or Clinical Research Organisations (CRO) in order to run clinical trial sites. The reason for this is that they offer several major benefits to research as a whole.

The importance of a quality SMO for clinical research starts with the increased level of efficiency that can be brought to proceedings, with the SMO providing management and support to the trained staff of the CRO. The staff at the SMO can be tasked with numerous roles, each helping experienced and trained investigators to focus on essential work.

There are many different aspects necessary for the successful carrying out of clinical trials, including data management, recruiting and enrolling people on clinical trials, administrative tasks and much more. The support that one of these organisations can provide to the CRO is significant and can allow clinicians to focus their attention on more important tasks.

The next area where SMO for clinical research can excel is by helping improve and maintain patient enrolment and retention rates for trials. This can be one of the most difficult parts of the whole clinical research process, with appropriate incentives needing to be in place in order to encourage participation.

Many experts have highlighted and praised the role of SMOs in the processes they have in place to recruit and encourage patients to stay on course throughout the entirely of clinical trials. Again, this is due to the organisation’s special role as a facilitator and aide to the Clinical Research Organisation that is directing the research.

More participation means that more valid results are able to be obtained, which can then lead to new, effective treatments being available for use much more rapidly. Even in countries where participation and enrolment is generally quite low, hiring an SMO has been consistently shown to make a significant improvement in retention rates.

Another area where SMO for clinical research has been particularly useful in developing nations or regions where clinical trials have not been carried out before on a large scale. For CROs looking to carry out research in these areas, SMOs can often provide legislative advice and guidance that can ensure that research is organised and conducted efficiently.

As clinicians in many of these developing regions many be unfamiliar with protocol and procedure, a Site Management Organisation can ensure that rules and regulations are being adhered to in order for results of research to be valid.

In some cases, SMOs can also offer training for those who are new to the field which can help establish new markets for clinical research in regions around the world. Indeed, some of the leading SMOs today have helped develop markets in Latin America and in Asia which have brought great benefits to clinical research as a whole.

The role of a quality SMO for clinical research has become critically important, from that the role that these organisations play in developing markets for research to helping trials run more efficiently. Many CROs and sponsors do well by finding reputable and reliable SMOs to work with in order to get the best results from their clinical research projects and endeavours around the world.

4 Applications Of Epimedium Extract

bu9Epimedium, also known as horny goat weed is a herb that has been used for centuries in china and other parts of the world. The active ingredient in the herb is icariin that works by relaxing the smooth muscle tissue. The weed has many applications including:

Libido stimulation

Due to the active ingredient that relaxes the smooth muscle tissue, the herb encourages blood flow which is a key component to sexual desire. According to professionals, the herb also contains a few alkaloids and plant sterols that have the same roles as testosterone. You should note that the herb boosts libido in both men and women.

Bone loss prevention

According to a bone and mineral research study, people that received the herb in the form of a pill showed increased bone loss prevention. This is proof enough that the herb plays a vital role in promoting bone health. This aids in preventing bone diseases such as osteoarthritis and many others.

Hormonal balance

Scientific studies have shown that epimedium brings about a balance in estrogen and estradiol levels in women. The balance comes in handy in women that have great hormonal fluctuations during menstruation or menopause. The herb has also been shown to reduce incidences of dangerous side effects that are associated with hormonal therapies.

Anti-aging

I bet no one wants to get old or do you? Researchers have observed that people that take the herb tend to maintain their youthful look for a long time. This is attributed to the fact that the herb is able to reset the age-related metabolites which include: amino acids, carnosine, and nucleotides. The herb also has powerful antioxidant properties that kill the aging free radicals.

Safety concerns when taking the herb

While the horny goat weed has plenty of benefits, it’s not ideal for all people. According to medical professionals, the herb isn’t ideal for pregnant and breastfeeding women. It also isn’t ideal for people with bleeding disorders or low blood pressure. Horny goat weed also comes with a number of side effects such as difficulty sleeping, anxiety and high blood pressure.

According to the professionals, the side effects increase as the herb is combined with other similar herbs such as maca. To be on the safe side, you shouldn’t take the herb without first seeking the advice of a medical professional. As rule of thumb ensure that you take it according to doctor’s instructions. When buying it, buy it from a reputable herb store.