...RePoRt..

Have you ever noticed that your customers know more about your solutions and products than both you and your technical consultant?

And the buyer always knows more about the market and the competition than you ever will find out!

How come we as salespeople always seem to find the "compelling reason to act now" while our customers seem to drift in and out through the quarters constantly finding new reasons not to act now?

And have you also found out that no matter what industry you're in, the yield and conversion rate from first contact to actually customer never exceeds 7%, and usually only after stalking the customers for a couple of quarters...

If your job as a salesrepresentative is not to give the customer information (since they already have more of that than we do), and there never seem to be a reason to act now, then WHAT IS OUR ROLE?

How can we show up and help the customer to decide, and save them and ourselves a lot of time while more quickly finding more prospects that can and will use our solutions to solve their business problems.

I just realized that most of us only get training on the sell-side of the equation. Some people get trained on the buy-side of the equation.

But noone gets training on how to coach the buyer to make better buying decisions. It takes two to tango, both salespeople and buyers, but the music has changed, and it's time to learn a new kind of dance, it's time for buying facilitation.

...ReMeMbEr...

Christina showed promise as a poet while still very young. She was educated at home and encouraged to write by her family; her teenage poems were printed by her grandfather on his own press. She was a devout Anglican, and refused two suitors on religious grounds: the painter James Collinson because he became a Roman Catholic; and Charles Bagot Cayley, because he was an atheist. Perhaps as a result of this self-denial, a recurrent theme in her poetry is the rejection of earthly passion in favour of spiritual devotion. Rossetti's health was always poor, and illness had rendered her an invalid by the time she was fifty. She is widely regarded as the greatest female poet in English up to her own time. She was considered for the position of Poet Laureate, before her final illness made the appointment impossible.
Christina Rossetti(1830-1894)

Remember
Remember me when I am gone away,

Gone far away into the silent land

When you can no more hold me by the hand

Nor I half turn to go yet turning stay.

Remember me when no more day by day

You tell me of our future that you plann'd:

Only remember me; you understandIt will be late to counsel then or pray.

Yet if you should forget me for a while

And afterwards remember, do not grieve:

For if the darkness and corruption leave

A vestige of the thoughts that once I had,

Better by far you should forget and smile

Than that you should remember and be sad.

Christina Georgina Rossetti

..VoCaBuLaRy..

VOCABULARY

FULFILL: llenar/ desempeñar /cumplir.

WRAPPED: envolver/enrollar.

BREATHE: respirar /soplar suavemente.

BASEMENT: sotano.

...Baby Boy...

Baby Boy (Feat. Sean Paul)

Certified quality

A dat da girl dem need

And dem not stop cry without apology

Buck dem da right way – dat my policy

Sean Paul alongside

Now hear what da man say

Beyonce

Dutty ya, dutty ya, dutty ya

Beyonce sing it now ya

Baby boy you stay on my mind

Fulfill my fantasies

I think about you all the time

I see you in my dreams

Baby boy not a day goes by

Without my fantasies

I think about you all the time

I see you in my dreams

Aah oh my baby's fly baby oh

Yes no hurt me so good baby oh

I'm so wrapped up in your love let me go

Let me breathe stay out my fantasies

Ya ready gimme da ting

Dat ya ready get ya

And tell me all about da tings

That you will fantasize

I know you dig da way me step

Da way me make my stride

Follow your feelings baby girl

B/c they cannot be denied

Come check me in-a night

And maybe we get it amplified

Me have da ting to run da ship

Cause I'm go slip and

I'm go slide

And in the words of love

I got ta get it certified

But I give you da toughest

Longest kinda ride – girl

Baby boy you stay on my mind

Fulfill my fantasies

I think about you all the time

I see you in my dreams

Baby boy not a day goes by

Without my fantasies

I think about you all the time

I see you in my dreams

Picture us dancin real close

In a dark dark corner

Of a basement party

Every time

I close my eyes

It's like everyone left but you and me

In our own little world

The music is the sun

The dance floor becomes the sea

Feels like true paradise to me

Baby boy you stay on my mind

Fulfill my fantasies

I think about you all the time

I see you in my dreams

Baby boy not a day goes by

Without my fantasies

I think about you all the time

I see you in my dreams

Baby boy you stay on my mind

Baby boy you are so damn fine

Baby boy won't you be mine

Top top – girl

Me and you together is a wrap – dat girl

Driving around da town

In your drop top – girl

You no stop shock – girl

Little more da dutty,

We'll rock dat world Top top – girl

Me and you together is a wrap – dat girl

Driving around da town In your drop top – girl

You no stop shock – girl

Little more da dutty

We'll rock dat world

Baby boy you stay on my mind

Fulfill my fantasies

I think about you all the time

I see you in my dreams

Repeat to end

UnIt 2

GETTING THINGS DONE

YOUR LINE MANAGER AGREED TO GIVE YOU FEEDBACK ON AN URGENT REPORT, BUT HASN´T DONE SO YET.

DO YOU MIND MAKING THE REPORT IN THIS MOMENT?

I´D REALLY APPRECIATE IT IF YOU SEND ME THE REPORT, IS URGENT.

IT´D BE A GREAT HELP IF YOU COULD SEND THE REPORT DONE BY TODAY BECAUSE IS URGENT AND I HAVE A MEETING IN THE MORNING.

WOULD YOU MIND WORKING IN THE REPORT OF THE PRODUCTION OF THIS MONTH? I MUST SEND THAT REPORT TOMORROW TO THE SALE MANAGER.

YOU ARE GOING TO A MEETING EXPECTED TO LAST ALL MORNING. YOU WANT YOUR OFFICE COLLEAGUE TO MAKE AN IMPORTANT CALL FOR YOU AT 11 A.M.


I HAVE AN IMPORTANT MEETING TOMORROW IN THE MORNING SO I DON´T HAVE TIME FOR MAKE AN IMPORTANT CALL. WOULD YOU DO ME A FAVOUR AND MAKE A CALL AT 11 A.M?

I´D REALLY APPRECIATE IT IF YOU MAKE AN IMPORTAN CALL FOR ME AT 11 AM? BECAUSE I DON´T HAVE MUCH TIME I´M GOING TO A MEETING.

IS THERE ANY WAY YOU CAN MAKE A CALL AT 11 AM WITH THE DIRECTOR OF ZARA AND YOU ARE GOING TO REQUEST AN APPOINTMENT FOR MONDAY?

E- MAIL

GETTING THINGS DONE

UNIT 2

DEAR MIKE

I´M GOING TO BE AT A CONFERENCE FOR THE REST OF THE WEEK. DEAL WITH A FEW THINGS FOR ME WHILE I AM AWAY, WILL YOU?
ASK JASON BALCK TO LEAVE HIS REPORT ON MY DESK FOR WHEN I GET BACK. ALSO LET THE SALES TEAM KNOW TOMORROW´S MEETING HAS BEEN POSTPONED UNTIL NEXT WEDNESDAY.

FRANZ


REWRITE FRANZ EMAIL USING A SOFTER APPROACH TO ENSURE THAT HE GESTS THINGS DONE.


DEAR MIKE

I´M GOING TO BE AT A CONFERENCE FOR THE REST OF THE WEEK. WOULD YOU DO ME A FAVOUR AND DEAL WITH A FEWW THINKS FOR ME?

I´D REALLY APPRECIATE IT IF YOU ASK JASON BALCK TO LEAVE THE REPORT ON MY DESK FOR WHEN I GET BACK? ALSO WOULD YOU MIND INFORM AT THE SALES TEAM THAT THE TOMORROW´S MEETING HAS BEEN POSTPONES UNTIL NEXT WEDNESDAYE?

THANKS FOR THIS FAVOUR.

SEE YOU

FRANZ

DiLeMmA & DeCiSiOn

MISSION : IMPOSSIBLE?

Unit 2 Terrorising the talent

From: Louis Schweitzer
Date: 04-08-08
To: Nissan


Dear company Nissan, I’m speaking in the name of my company which believes that an alliance between our two companies would be very beneficial, because the power of both can cover a wide area in the Japanese market.

Is there any way you can work with us, it’s very important an alliance a success, because if the alliance fails, it will be disaster for both companies.

I’d really appreciate, we may see us to talk and identify the best option, thus able to reach a good business strategy.

Yours sincerely
Louis Schweitzer

DiLeMma & DeCiSiOn

DileMma: The virtue of necessity

Unit 1

From: Melissa Maldonado
Date: 03 sep. 08
To:Transal Company
Subject: Solution



Dear Transal Company

I am writing about the trouble do you have and in my opinion is: Stanford Traynors & Associates the reason for this are as follows because bring outside consultants into every subsidiary to organise training schemes for all employees over a period of six months.

This would be more expensive but would give low level worker and opportunity to speak to experts and to point out problems.

The results should be almost immediate and the experts would be on hand to talk to the press.

Your sincerely
Melissa Maldonado

...CoMpAnY PrOfIlE...

COMPANY PROFILE


COMPANY NAME
SCRIBE S.A. DE C.V.

TYPE OF COMPANY
IT IS A CORPORATION 100% MEXICAN.

PRODUCTS
THE COMPANY PRODUCE PAPERS FOR WRITING AND IMPRESSION.

NOTEBOOKS

THE MAIN PRODUCT THAT ELABORATES IS THE NOTEBOOKS WITH DIVERSE DESIGNS AND PRESENTATIONS. IN ADDITION TO AN EXTENSIVE LINE OF PRODUCTS FOR IMPRESSIONS.

AREA OF BUSINESS

IN A FUTURE I´D LIKE TO WORK IN:

DIRECTOR OF MARKETING AT SCRIBE S.A.

• MY JOB ENTAILS TO MAKE STUDIES OF MARKET ON THE PRODUCTS THAT WE ELABORATED THUS TO DETERMINATE THE PRICES AND PROMOTIONS.
  
  I’M RESPONSIBLE FOR MAKING REPORTS OF THE SALES THAT WERE OBTAINED IN A PERIOD AND THUS DETERMINATE THE STRATEGIES OF MARKET FOR THE PRODUCTS THAT WE SELL.
  


• 
  
  I’M RESPONSIBLE FOR SENDING NEW PRODUCTS (NOTEBOOKS) THAT ACCORDING TO THE SEASON, TO LOOK FOR STRATEGIES TO POSITION THEM IN THE MARKET.
  
  I’M IN CHARGE OF 50 EMPLOYEES.
  
  
  HISTORY
  
  COMPANY SCRIBE ES BORN IN THE DIVISION OF INDUSTRIAL PRODUCTS OF KIMBERLY – CLARK.
  
  THIS COMPANY IS LEADER IN THE AREA OF MEXICAN PRODUCTION OF FINE PAPERS FOR WRITING AND IMPRESSION THAT IT SATISFIES DIVERSE NECESSITIES IN THE INDUSTRIES PUBLISHING AND OF GRAPHICAL ARTS.
  
  
  

...AcTiViTiEs...

Name: Melissa Maldonado

Position: Director of Marketing at Scribe S.A.

Name Company: Scribe S.A.

Duties:

My job entails to make Studies of market on the products that we elaborated thus to determinate the prices and promotions.

I work for Scribe.

I’m responsible for making reports of the sales that were obtained in a period and thus determinate the strategies of market for the products that we sell.

I’m responsible for sending new products (notebooks) that according to the season, to look for strategies to position them in the market.

I’m in charge of 50 employees.