ITPV » Sometimes the problem with people who don

When we're selling to business people Damon Webb Jersey , our value proposition has to show a good return. Solid, credible Return On Investment (ROI) calculations are supposed to prove this for us. But if we don't think twice, calculating ROI can sabotage our sale.


Lots has been written about various ROI methods -- return on assets J.K. Dobbins Jersey , net present value, months to break even -- and I'm not knocking any of them here. Use the one that serves your customer and your purposes best. Create the financial model that shows your offering is indeed a good investment, far exceeding your prospect's hurdle rate. But don't stop there.


If your prospect decides your figures are believable and accepts your argument as valid Malik Hooker Jersey , that may or may not be good news for you. Here's the rub; the effort and energy you have expanded to extract relevant figures, analyze them, put them into a presentation Mike Weber Jr. Jersey , and then "sell" them to your prospect may have helped your competitor more than you!


Once your prospect accepts your ROI arguments, their conclusion is not what you might think. You may be assuming they will now feel justified in buying your offering. In reality, their conclusion is that several solutions like yours probably all make financial sense. They are now ready to buy - as soon as they know they are getting a fair price. Now that you've done all the hard work and convinced them to buy something Raekwon McMillan Jersey , it's time for them to compare your offer to the competition's. You better think twice before you induce them to do that!


Here is how you can "think twice" and resolve the vulnerability you have created for yourself.


Think first about preparing an ROI presentation based on common, generic aspects associated with your category of solution. Get the prospect to understand the financial benefits of investing in a solution like yours. As before, use convincing Curtis Samuel Jersey , relevant, proven data so they can fully accept the financial benefits as real and attainable.


Now it's time to "think twice." Consider each of your competitive advantages and build separate ROI models to quantify the advantages of each. This is your chance to attach a figure to your differential advantage.


A software company used this approach to justify the perceived expense of their system to business executives. Their presentation on common benefits demonstrated a solid ROI that would get the executives' attention. Next, the salesperson would present additional ROI calculations that quantified the value of their seven unique system attributes. This second ROI layer improved financial returns by almost 30 percent. Their software package was far from the cheapest J. T. Barrett Jersey , but nowhere near 30% more than any of their competitors. As a result, buyers rarely found reason to shop around.


Thinking twice can earn you higher margins and a shorter sales cycle. You will avoid pushing prospects into the arms of your competitors. Plus, you will finally be able to quantify and capture the value in your differential advantage.


Give your ROI presentation a second effort Cardale Jones Jersey , and you'll jump from sabotaging your sale to securing it.


? 2005 Paul Johnson. All rights reserved.


Note: This article is available for reprint at no charge. We only ask that you include our copyright notice in your reprint, along with the About the Author (byline) information we provide at the end of the article.

Singing high notes can both be a frustration and an achievement for a singer. Singing does not only involve singing in a low voice or a middle range voice. It also involves singing in a high voice or rather, sing songs with high notes in them.

A first time singer would probably want to know how to sing high notes. There are some singers who give their best while singing but when they try to reach the high notes they can't. This is so frustrating for the singer and sometimes even the audience. So how do you do it?

Warm up. There are some exercises that can be done in order to warm up the voice. Even a simple "ah" can be used for warm up exercises. Sing it with all the vocal ranges in mind - from the lowest to the highest. Repeat this a number of times. In this way the range of your voice will change and widen in time.

Practice correct breathing. It was said time and again that the proper way to breathe is through the use of the diaphragm. Breathing through your chest may only result in shortness of breath. That is why this is a practice that is being done by singers all around the world.

Start singing in the mid range going higher and higher. Practice singing with the current notes and sing it higher and higher as time goes by. For a first time singer Ezekiel Elliott Jersey , never sing a song that is beyond your current range. Sometimes beginners try to reach a certain note even if they can't that is why they end up hurting their throat or even losing their voice. Drinking a lot of water can help in hydrating the vocal cords.

Find the right vowels. Some vowels work best for some when practicing. Try to find out which vowels work best for you. Once you already know which vowels work best then try modifying it. Use it to go higher or lower the scale.

Repeat. In order to achieve your goal never stop practicing. If it is necessary do it a couple of times. Practice makes perfect. This is something that had always been said. Never stop practicing until you reach that goal and be able to sing high notes with ease.

Sometimes the problem with people who don't know how to sing high notes is that they keep on trying it even when they know that it is beyond their reach. It's like climbing up a mountain only to find out that there's no way down. Trying to look for an alternative route is what you have to do. Else it might be too late when you finally realize that it's already the end of the road.

That's how some singers are - they try to reach a certain note even if they know they can't reach it. Maybe they wanted to show off. Sometimes they want t. [url=http://www.wholesa