http://www.zallas.com/blog Zallas Technologies Web Design Blog Mon, 08 Sep 2008 19:47:29 +0000 http://backend.userland.com/rss092 en The Scenario So you went a little nuts on your MySpace profile - you posted your age, your interests, some of your funniest home movies and the secret spots you like to frequent on Saturday following your morning dog walk. It felt freeing and liberating to tout your spot in this ... http://www.zallas.com/blog/2008/09/08/7-steps-to-remove-your-name-from-internet-search/ Be very careful when using your real name. This would include My Space and Face Book profiles. This type of content is stored on servers for years. Even if you change something in your profile the old profile has likely already been saved in a process called caching and is ... http://www.zallas.com/blog/2008/09/08/tips-to-keep-your-name-off-the-internet/ The concept of entirely deleting your name from Google, Yahoo and MSN does not always exist. Once a negative item is indexed it could stay there forever. In order for these posts to be removed or displaced from the search engines we have to replace them with positive information about ... http://www.zallas.com/blog/2008/09/08/delete-my-name-from-search-engines/ When I say “trusted advisor,” what words come to mind? Relationship? Helpful advice? Strategic alliance? Consultant? DEEP THOUGHTS: Do you believe you are a trusted advisor? Do your customers perceive you as a trusted advisor? Before you begin this lesson, take a moment to list your current accounts in which you feel you’re a trusted advisor. ... http://www.zallas.com/blog/2008/07/24/are-you-a-salesperson-a-consultant-or-a-trusted-advisor/ There is a little test that professional buyers give to every salesperson. It is a test to see if they are confident in the price they presented. They call it the flinch test. This is the test Procurement Agents and other professional buyers give to salespeople when they provide pricing. ... http://www.zallas.com/blog/2008/07/16/will-you-pass-the-flinch-test/ I just read a 500-word article from some consulting firm to a Fortune 10 company on one point – “managers say that relationships are important.” Well gohleee! Where is Gomer Pyle when you need him? Boy, what a non-surprise. Relationships are important? Now you tell me! What was I thinking all these years? This ... http://www.zallas.com/blog/2008/07/16/managers-say-customer-relationships-are-their-top-issue/ Being authentic in business is WAY more interesting than being fake. Ever heard an ad that sounded like it was too good to be true? It probably was. And there are lots of people who probably feel the same way about YOUR message. Are you being real and honest, or are you ... http://www.zallas.com/blog/2008/07/08/authenticity-using-your-genuine-story-to-sell-more-stuff/ The Benjamin Franklin Close (also known as "The Balance Sheet Close") is one of the classic old time sales tactics used to close a sale. Never heard of it? Shame on you. Not enough sales training. The scenario is this: You've made your presentation, but the prospect is on the fence ... http://www.zallas.com/blog/2008/07/08/what-would-ben-franklin-think-of-the-ben-franklin-close/ In late May, Bill Caskey, founder of Indianapolis-based sales training firm Caskey, hosted a seminar on building a sales "Dream Team." In the days leading up to that seminar, Caskey published a series of videos exploring five major areas in which he consistently sees sales reps struggling and his tips ... http://www.zallas.com/blog/2008/07/02/five-problems-five-solutions/ You need to be paying your employees 20% more than your competitors if you want to retain them. But here’s the good news. The 20% more doesn’t need to be in cold hard cash. It can be in many other areas which when added up clearly show your salespeople that ... http://www.zallas.com/blog/2008/07/01/how-to-retain-your-best-salespeople/