Great spirits have always encountered violent opposition from mediocre minds. The mediocre mind is incapable of understanding the man who refuses to bow blindly to conventional prejudices and chooses instead to express his opinions courageously and honestly.

Albert Einstein

Albert Einstein once said......................

Imagination is more important than knowledge. For knowledge is limited, whereas imagination embraces the entire world, stimulating progress, giving birth to evolution.

Albert Einstein

We have created an additional page on our website that provides information to employers for a contingency plan for H1N1 virus. Please feel free to provide this information to your customers.

http://www.diversifiedsourcingsolutions.com/employers_flu_toolkit.asp

10 rules of Being Human

1. You will receive a body. You may like it or hate it, but it's yours to keep for the entire period.

2. You will learn lessons. You are enrolled in a full-time informal school called, "life."

3. There are no mistakes, only lessons. Growth is a process of trial, error, and experimentation.

The "failed" experiments are as much a part of the process as the experiments that ultimately "work."

4. Lessons are repeated until they are learned. A lesson will be presented to you in various forms until you have learned it. When you have learned it, you can go on to the next lesson.

5. Learning lessons does not end. There's no part of life that doesn't contain its lessons. If you're alive, that means there are still lessons to be learned.

6. "There" is no better a place than "here." When your "there" has become a "here", you will simply obtain another "there" that will again look better than "here."

7. Other people are merely mirrors of you. You cannot love or hate something about another person unless it reflects to you something you love or hate about yourself.

8. What you make of your life is up to you. You have all the tools and resources you need. What you do with them is up to you. The choice is yours.

9. Your answers lie within you. The answers to life's questions lie within you. All you need to do is look, listen, and trust.

10. You will forget all this.

3 Simple Steps for Building Value!

Doyle Slayton | Sep 30, 2009

We hear it all the time, “You have have to build value.” Ok… I get that… but how?

Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer?

Here are 3 Simple Steps for Building Value!

1. Uncovering Needs: The first step to building value comes by understanding what your prospect wants and needs. I normally focus on three main areas.

Current Process – Tell me how your currently handle…

Frustrations – What are the biggest challenges with the current process?

Wish List – If you could make it better… How do you want it to work moving forward?

Take your time going through each of these areas. Probe deeper with comments and questions like, “Tell me more about…”, “What happens after you…”, “How does that affect…” Get as much information as possible to carry into the next step… solutions.

2. Matching Solutions: This is where product knowledge really comes in handy. The more you know and understand about the way your product/service offering works, the more effective you will be in providing targeted solutions that match your prospect’s needs. I’ve put together a quick list of three creative techniques for recommending solutions.

Quick Fix – Some of your prospects issues will be easy to overcome. Share your solution as simply and efficiently as possible. “We can do it this way… and that will help you overcome (state their issue)”.

Preference – Buyers like to have options. You might say, “There are a couple of options here.” Explain (Option 1) and (Option 2). Then ask them, “Which option sounds better to you?”

These become mini-buying decisions. It’s a powerful way to engage the prospect and move them forward through the decision making process!

Success Story – When you get the opportunity to share a success story… jump on it! There’s nothing better than sharing a story that specifically relates to the prospects current situation. Build your stories around three main points. Explain the situation, share how you effectively provided a solution, and close with the details that made it a success!

3. Probe for Value: This step is an immediate “piggy back” off the Matching Solutions step. It is the core technique for having the prospect create their own value statements. Here’s the key. As soon as you provide the solution, you immediately follow-up with a question. I’ll share examples for each with the “Probe for Value” question in bold. Notice there are three examples below. They are in the same order outlined in Step 2.

Once you provide the “Quick Fix” recommendation, you immediately ask, “What do you think about doing it that way?”

The prospect will either like it or they won’t. If they like it, they will share their “value based” reasons for why they think it will work. If they don’t like it, you will uncover a hidden objection. You are in perfect position to work with the prospect to find a different solution!

Let’s look at another example. You’ve given the prospect options and they’ve stated their preference. You instantly probe for value with, “What do you like most about that option?”

Again, the prospect shares reasons why they prefer that option, and you have them verbalizing the specifics of what they value most!

In the final example, you have shared a success story. Follow up that story with, “Have you ever been involved in that type of situation?” The prospect will respond with a story of their own or share how impressed they are with the story.

There you have it… 3 Simple Steps for Building Value! The strongest value based statements come from the buyer… not the seller.