How not to sell.

Hi, there

I am not a natural sales person - in fact, its the hardest thing to do is try sell someone something. I always find myself thinking that if someone wants something, they're going to buy it and if I have what they want, they'll come to me. I'm starting to realise that it isn't quite as simplistic as that, because you have to go through the whole process of building relationships and letting people know that you are there (especially when you're only an on-line store. I think that is why I found this little story I received on e-mail the other day so interesting. What is your preferred sales technique? Happy reading!

Regards,

M.

P.S. The extract comes from Early to Rise - a business newsletter I get everyday.

***********************************

You should sell to your customers... But not like this

************************************

"There is nothing worse than aggressive stupidity." - Johann Wolfgang von Goethe

By Suzanne Richardson

Zap! My AC adaptor was dead as a doornail. Since I work from home, my laptop is my office and primary means of communication with ETR writers and staff members alike. Panic started to set in. So I immediately called Dell to order a new AC adaptor as quickly as possible. I needed the adaptor and I needed it right away, which meant that Dell had to do very little work to make the sale. But the sales rep I spoke to managed to make me so frustrated that I hung up and called the computer shop down the road instead. It's possible that you or your salespeople are making the same mistake as the Dell rep. If so, you could be driving your customers away. Here's what happened...

The sales rep asked me for my computer ID number so she could understand more about me and my computer. I told her that my AC adaptor was dead and I needed a new one right away.

"Have you noticed that your computer is running slowly lately, especially when you have a lot of applications running?" she asked.

What does that have to do with anything? I thought. But, giving her the benefit of the doubt, I said, "Sure, sometimes."

"It looks like you're using almost half of your memory," she said. "Would you like to upgrade?"

Okay, I thought, she either didn't listen to my problem or she doesn't understand my urgency. "Yes, I'll consider that at some point," I told her.

"But right now, I really need an AC adaptor."

"Oh, of course we can do that for you. But I just want to make sure that your computer is running at top capacity," she said. "Would you like to upgrade your memory? It will really help your computer run faster."

"Yes, I understand that," I told her. "But I work from home and I need an AC adaptor right away. That's why I called. And once that problem is taken care of, I can think about upgrading my memory."

"But if you upgrade your memory now, I can offer you a special rate," she said.

"That's not my problem right now," I said. "My problem is that I need an AC adaptor."

"If you don't upgrade your memory right now, you won't get this special price," she said.

"Thank you for your time," I told her and hung up.

Michael Masterson has said many times that customer service and sales should go hand in hand. If the product or service you offer is worthwhile, selling it is a service to your customer.

"If you limit the benefit you provide to that which - and only that which - your customer specifically requests," says Michael, "you are much, much less valuable to him in the long run."

But that doesn't mean you should try to badger people into buying something they don't want. And it definitely doesn't mean that you should ignore solving your customer's primary problem in order to make a bigger sale.
Michael puts it like this: "As businesspeople, it is our job to provide more and better products and services to our customers, to help them solve their problems, meet their needs, and achieve their ambitions."

The key idea here: You want to help solve your customers' problems. In my example, my problem was that I needed an AC adaptor. Had the sales rep helped me order what I needed and then tried to convince me to upgrade my memory, I would have been much more receptive to her offer. (I really do, as she suggested, need more memory.)

Homeopathy versus Western Medicine

Homeopathy versus Western Medicine

And the debate continues … which is better, homeopathy or traditional western medicine? The reason why I’m raising this again is that I had a very interesting conversation with a neighbour yesterday who invented some electronic machine that disguised pain, making operations, etc more bearable without chemical intervention. I don’t know the details of the machine, or what it was called, but the machine itself apparently won a number of international awards and prizes. He says that when the pharmaceutical companies found out about it, they took him to court to stop him marketing and promoting this device and he did not have the financial means to continue fighting back (he said he did try for a bit, but soon ran short of funds). Now, bearing in mind that this was idle chit-chat over a braai and that I don’t have any details, the whole story did get me thinking. I’ve looked up the definitions on Homeopathy and Western Medicine:

Homeopathy (also homœopathy or homoeopathy; from the Greek ὅμοιος, hómoios, "similar" + πάθος, páthos, "suffering" or "disease") is a controversial form of complementary and alternative medicine first used in the late 18th century by German physician Samuel Hahnemann. This early work was built on by later homeopaths such as James Tyler Kent; however, Hahnemann's most famous textbook The Organon of the Healing Art remains in wide use today. The legal status of homeopathy varies from country to country, but homeopathic remedies are not tested and regulated under the same laws as conventional drugs.

Usage is also variable and ranges from only 2% of people in Britain and the United States using homeopathy in any one year, to India, where homeopathy now forms part of traditional medicine and is used by approximately 15% of the population. Homeopathic remedies are based on substances that, in undiluted form, cause symptoms similar to the disease they aim to treat. These substances are then diluted in a process of serial dilution, with shaking at each stage, that homeopaths believe removes side-effects but retains therapeutic powers – even past the point where no molecules of the original substance are likely to remain. Hahnemann proposed that this process aroused and enhanced “spirit-like medicinal powers held within a drug”. Sets of remedies used in homeopathy are recorded in homeopathic materia medica, with practitioners selecting treatments according to consultations that try to produce a picture of both the physical and psychological state of the patient. The ideas of homeopathy are “scientifically implausible”, and directly opposed to modern pharmaceutical knowledge. Claims for the efficacy of homeopathy are unsupported by the collected weight of scientific and clinical studies. This lack of evidence supporting its efficacy, along with its stance against modern scientific ideas, have caused, in the words of a recent medical review, “...homeopathy to be regarded as placebo therapy at best and quackery at worst.” Meta-analyses of many clinical trials have shown that any effects are unlikely to be beyond that of placebo, and that studies that suggest genuine homeopathic effects have generally been flawed in design. Homeopaths are also accused of giving ‘false hope’ to patients who might otherwise seek effective conventional treatments. Many homeopaths advise against standard medical procedures such as vaccination, and some homeopaths even advise against the use of anti-malarial drugs. http://en.wikipedia.org/wiki/Homeopathy

The definition of traditional medicine is: Medicine is the science and “art” of maintaining and/or restoring human health through the study, diagnosis, and treatment of patients. The term is derived from the Latin ars medicina meaning the art of healing. The modern practice of medicine occurs at the many interfaces between the art of healing and various sciences. Medicine is directly connected to the health sciences and biomedicine. Broadly speaking, the term 'Medicine' today refers to the fields of clinical medicine, medical research and surgery, thereby covering the challenges of disease and injury. http://en.wikipedia.org/wiki/Medicine. Conventional medicine: Medicine as practiced by holders of M.D. (medical doctor) or D.O. (doctor of osteopathy) degrees and by their allied health professionals, such as physical therapists, psychologists, and registered nurses. Other terms for conventional medicine include allopathy and allopathic medicine; Western medicine, mainstream medicine, orthodox medicine, and regular medicine; and biomedicine. http://www.medterms.com/script/main/art.asp?articlekey=33527

I must admit that I was a bit taken aback to see that the words “opposed to” in both definitions. I really don’t see Homeopathy and western medicine as an “either/or”, but rather as a “both/and”. My problem with western medicine isn’t so much the medicine itself, its that our whole healthcare system is designed to keep people ill – thereby increasing profits. I mean, when a doctor prescribes FIVE antibiotics for a cough, you’ve got to ask yourself why.

I’ve always thought of it as progressive – first, try living a healthy life style by eating right and exercising regularly. Then, if you do feel ill or something goes wrong, then try home remedies, i.e. if you have flu, drink plenty of liquid and get bed rest. If that doesn’t help, then try homeopathic medication and if you are still ill, then try antibiotics. Hopefully, you’ll be better before you get to the antibiotic stage. Having said that though, there are some illnesses that require western medicine upfront, but is this the only way to go? Hubby’s niece had a cyst on her spine that doctors wanted to operate on (obviously it was a risky procedure). Before the op, she went to see a Homeopath; who managed to get rid of the cyst without any invasive procedures. So, it does beg the question – which is better and why?

What do you think? I’d be interested to know all your opinions – from doctors, pharmacists, homeopaths and everyone in between…J

Regards,
M.

How to Save Money this Christmas.

I've just added an article on "How to Save Money This Christmas". I've listed 20 points that will help make this Christmas a little easier financially - and may be even a little more fun. Click here to view: http://easterngifts.co.za/save-money-this-christmas-a-50.html.

Hope it helps!!!

Regards,
M.

35 Days to Christmas...

35 days to Christmas and counting...
Regards,
M.

Congratulations!

Hi, there

Congratulations to the winner of our R350.00 gift voucher newsletter competition. The details of the prize has been e-mailed to you.

For more information on who the winner is, log onto: http://easterngifts.co.za/gift-giving-step-program-a-49.html.

Also, Eastern Gifts and Things cc will be offering free gift wrapping on all purchases made through the site until Christmas! So, happy shopping!!!

Regards,
M.

Last Day!!!

Hi, there

Just a friendly reminder that today is the last day to enter our newsletter competition. Tomorrow we do the draw and some lucky person will win a R350.00 gift voucher for Eastern Gifts and Things cc. Which I am sure will be nice and in time for Christmas!

All you have to do, is sign up to receive our bi-monthly newsletter. As easy as that - and you will stand in line to win this amazing gift voucher from Eastern Gifts! BUT, today is your last day to enter! Click on the link here: http://easterngifts.co.za/newsletter.php?osCsid=4adbe03d0274cb803d9526e555a20f04

Good luck,

Regards,
M.

The Art of Gift Giving-a 10 Step Program

Hi, there

While, we don’t all have a natural flair for selecting the perfect gift for any occasion, help is at hand. I came across this article on gift giving, which I thought was pretty pertinent with Christmas just around the corner. For more information on the author (not me) and the article, click here: http://blog.cmariestationery.com/2006/05/art-of-gift-giving-10-step-program.html

“The Art of Gift Giving: A 10 Step Program

You're in a rut, a slump, a deep dark trench with no visible way out. Your gifts are no good, you've boycotted weddings and birthdays because you have no desire to purchase a gift, and you're already planning your holiday season getaway plan. When it comes to gift giving, my friend, you have a problem. Fear not. Follow this ten step program and begin the road to recovery. Watch as you emerge from your social cocoon and relish in your friends' admiration. Learn to enjoy giving gifts, and reap the rewards through strengthened relationships.

Step 1: Give gifts because you want to, not because you are obligated to do so. When you think of gift giving as a necessity, it automatically becomes an undesirable chore. Remind yourself that giving gifts is optional. Nothing requires you to do so. While society may have ingrained this thought in your mind, it's like leaving a tip for a waiter - if nothing merits a gift, then you have no obligation to give one.

Step 2: Take notes. Unless you were blessed with an incredible memory, keep notes throughout the year on appropriate gifts for people. If someone mentions a book that they've been dying to read, write it down. If a client made a comment about his favorite dessert, jot it down while it's fresh on your mind. When it comes time to give a gift, you'll appreciate having this information on hand, as it will make your gift search much easier when it comes time to selecting an appropriate gift.

Step 3: Celebrate the little things. Surprise people with an unexpected gift. These days, our mailboxes are bombarded with bills and junk mail, and there's nothing more pleasant than getting a small package without reason. Don't simply give gifts for standard occasions (birthdays, weddings, holidays); celebrate events that would otherwise go unnoticed. Share a friend's excitement over a new car by mixing her a CD with songs for the road. Congratulate a client on a promotion with a bottle of champagne. Such small gestures can have an enormous impact on a relationship, showing that you take notice of things that are important to other people with no expectation of reciprocity.

Step 4: Express yourself, your recipient, and your relationship. Remember, this is your one shot to give a gift to this person, on this date, for this occasion, so make it count. Don't waste this opportunity with something generic like a tie or bath products. They're overdone, and appear much less thoughtful than a gift that is geared specifically toward the particular event. Write down all of the characteristics of the recipient, of your relationship with them, and of the occasion, and begin to look for links to gifts. Gift giving is an art form, so embrace the opportunity to add in elements of your own personality as well. Incorporate your sense of humor or sentimental side, show off your photography skills, or share your love of writing. If you're giving gifts on behalf of an organization, incorporate the group's brand into your gifts. Define a way to make your gifts stand out and represent both sides of the relationship.

Step 5: Give something they would never buy themselves. There is nothing more satisfying than receiving a gift of pure luxury, excess, and indulgence. If you know someone loves the theater but tends to buy tickets in the back corner, allow them to enjoy a show while seated front and center. While certain circumstances may require you to give a necessity, spice it up with something fun. For example, when I first moved into my townhouse, my mom bought me (at my request) an Oreck vacuum cleaner. While I needed it, it wasn't a gift that I really wanted, but because she added in all sorts of fun scented carpet fresheners, I was actually excited about vacuuming...which I never thought possible.

Step 6: Keep the audience in mind. While you want a gift to be personal, think of the circumstances in which the gift will be given. This applies to both the recipient (i.e., don't give a Christmas ornament to a Jewish man in July) and those who will be witnessing the opening of the gift (don't give sexy lingerie to a woman when her parents are present).

Step 7: Present your gift well. Like anything in life, presentation can make or break your gift. Handing a Waterford crystal bowl over in a Wal-Mart bag doesn't have the same effect as when it's wrapped in beautiful paper, tied with coordinating ribbon, and topped with a beaded gift topper. Everything from the gift to the filler to the wrapping has significant impact on how your gift is perceived, so take the extra effort to make your gift look as beautiful as the sentiment that it represents.

Step 8: Include a handwritten note. No gift is complete without a handwritten note attached. You can write it on the back of a gift card, on a notecard, or if you have a lot to say, write it on some nice stationery. Of course, exceptions can be made for gifts purchased via internet, but even in these circumstances you should type in a message to be included with the gift. Just be sure to write something personal, and more than the standard, "Happy birthday!" or "With love,..." Invest the time to write something special.

Step 9: Send your gifts on time. No matter how amazing your gift is, if it is received months after the fact, it tends to lose its purpose. By planning ahead, you can avoid this last minute rush. First, consolidate all of your recurring events into a single calendar. Set aside one day per month to review the events of the upcoming month, and use this time to purchase, wrap and write notes. I also highly recommend creating a gift closet to take care of those moments when time truly gets the best of you. Here you can keep an emergency stock of gifts to give, along with extra wrapping supplies and cards.

Step 10: Look for inspiration everywhere. Gift giving is a form of art that is constantly being refined, and as you master these basic skills, refine your art by scouring the world for unique ways to make your gifts even more personal. Keep it in the back of your mind when searching through magazines, traveling, or wandering through a favorite store. You'll be amazed at the ideas that you generate when you least expect it. Take note of gifts that you appreciate, and think about what made that gift special. Inspiration is all around you; the key is training your mind to look at everything as a potential idea.

Congratulations! You are on your way to a lifetime of success, with adoring friends and loyal business relationships. Repeat after me: ‘My name is [insert your name here] and I am a joyful gift giver.’”

And now that we are all a little more clued up on the art of gift giving, allow me the opportunity of sharing what Eastern Gifts and Things cc can do to assist. First of all, we stock handcrafted gift items not easily found on the retail market. This will ensure that gifts purchased at our store will be unique quality handcrafted items. Secondly, we will gift wrap your purchase for you. All you need to do is specify the occasion in the comments field when placing your order, and we will do the rest. Third, we deliver anywhere in South Africa. So, if your family and friends have an occasion to be celebrated in Rivier-Sonder-End, and you are not able to make it, we will make sure your gift arrives on time – elegantly wrapped for the occasion at hand.

And, if you’re still not sure on a suitable gift – we also have gift vouchers and gift baskets that can be made up according to order. You tell us what you want and we do it for you!

Remember, we pack it, wrap it and deliver it – anywhere in South Africa.

Regards,
THE EASTERN GIFTS TEAM


Check out our blogs: http://easterngifts.blogspot.com/ or http://www.easterngifts.iblog.co.za/

For all your home décor, kitchenware and gifting requirements, log onto www.easterngifts.co.za.

Sea Fever

I remember studying this poem as a child at school (could be giving my age away here), and I could almost quote it verbatim when I came across it in a magazine recently. Its by John Masefield:

I must go down to the sea again, to the lonely sea and the sky,

And all I ask is a tall ship and a star to steer her by;

And the wheel's kick and the wind's song and the whitesail's shaking,

And a gray mist on the sea's face, and a gray dawn breaking.

I must go down to the seas again, for the call of therunning tide

Is a wild call and a clear call that may not be denied;

All I ask is a windy day with the white clouds flying, And the

flung spray and the blown spume, and the seagulls crying.

I must go down to the seas again, to the vagrant gypsy life,

To the gull's way and the whale's way, where the wind's like

a whetted knife;

And all I ask is a merry yarn from a laughing fellow-rover,

And a quiet sleep and a sweet dream when the long trip's over.

Broadband Special

Hi, there

Eastern Gifts and Things cc and Cadence Innovations have partnered to offer you this amazing broadband deal – purchase any of these broadband specials and qualify for gift vouchers through Eastern Gifts and Things cc who cater for all your home gifting requirements.
Vodacom Data Messenger Plus: Sign up for this R85.00 per month HSDPA/3G contract and qualify for a R100.00 Eastern Gifts and Things cc Gift Voucher. Vodacom My MEG 500: Sign up for this R249.00 per month HSDPA/3G contract and qualify for a R200.00 Eastern Gifts and Things cc Gift Voucher. Vodacom My GIG One: Sign up for this R349.00 per month HSDPA/3G contract and qualify for a R300.00 Eastern Gifts and Things cc Gift Voucher.

No hidden costs:
- Free SIM
- Free connection
- No compulsory value added services
- Free signal testing (Port Elizabeth only)

Delivery by courier to anywhere in South Africa:
- Port Elizabeth: Free
- Eastern Cape: R70.00
- National: R90.00

For further information: Act Now! Contact Ed Bennett on 0823 366 388 or www.cadence.co.za or via e-mail on ed@cadence.co.za.

Terms and Conditions Apply!

Promotion ends 31 January 2008—sign up now to qualify for these free gift vouchers!

Questions and Comments? E-mail Ed Bennett on ed@cadence.co.za for more information or log onto www.cadence.co.za.

Regards,
M.

American Express...

FYI - Eastern Gifts and Things cc now excepts American Express cards on-line! So, along with Visa & Mastercard, we now also accept American Express. Remember, none of your credit card details are ever stored online, making our on-line shopping experience safe and secure. For more information in this regard, visit www.paygate.co.za or www.standardbank.co.za.

Or, alternatively, if you have any queries, e-mail us on info@easterngifts.co.za.

Happy shopping.

Regards,
M.

Left to Wonder

************************************
Left to Wonder
************************************

"Regret for the things we did can be tempered by time; it is regret for the things we did not do that is inconsolable." – Sydney Smith

By Robert Ringer

When I was a teenager, one of my good friends was "Gary." Gary was one of those kids who were targets of the taunters and teasers. Even nice guys threw barbs at him, but he took it in a good-natured way.

I probably teased Gary myself on occasion... I honestly can't remember... but I went out of my way to be kind to him most of the time. I liked Gary, because he was a genuinely nice person.

What caused Gary to be teased so much was the way he spoke (a little odd) and ran (very odd). Seems strange now, but no one - including me - ever stopped to think about what might be wrong with someone who had what we would now clearly consider to be a disability. If someone walked, talked, or acted differently than everyone else, he was simply thought of as a "donkey," "do-do," "dork," "weirdo," etc. Compassion and understanding were scarce commodities in those days.

Things like "learning disorders" and conditions such as autism, Asperger's Syndrome, or dyslexia were never discussed. Nor did teachers or school staff members even dream of giving kids with such problems special accommodations. It was a pretty cold world for those youngsters. You either cut it or you didn't.

By the standards of yesteryear, Gary's dad was perceived to be rich by everyone who lived in our little version of Peyton Place. By today's standards, of course, he really wasn't. But I loved going over to Gary's house, because he had everything - including a great recreation room in the basement with a jukebox, ping pong table, pinball machine, and more.

What was really interesting about Gary was that even though the bullies in our class tried to make him out to be a dummy, he was actually very smart. I remember playing a game with him one afternoon with two dictionaries. One of us would throw out a word, then we would race to see who could find it in the dictionary first.

As best as I can recall, Gary found every word faster than I did. It just about drove me nuts. It was the first time I consciously thought about how smart he was. I also recall dragging Gary into touch-football games in the street with two of my neighbors who were roughly our age. He could catch the ball pretty well, but he ran stiff-legged like a duck. One of my neighbors ("Larry"), who was in the grade below us, would mock him unmercifully for this. Interesting, now that I think about it, given the fact that Larry was one of the dumbest kids in his class, having flunked at least one full year that I know of.

As is so often the case, we all went our separate ways after high school. After a number of years had passed, I heard from "Ben," my best friend in high school, that Gary had moved to Washington, D.C. Every time I came to Washington, I thought about trying to get in touch with him, but it never happened. Too busy with business matters.

Years later, when I moved to the D.C. area, I finally tracked down Gary's telephone number. I thought it would be a kick to get together with my old high school pal and see how his life had turned out. I'd heard that he was an attorney, but I didn't know if he had ever gotten married or had children. Plus, as an adult in a much more open, knowledgeable, and medically aware world, I was curious as to what Gary's condition was and how successful he had been in rising above it.

Gary kept creeping up on my to-do list, until he eventually made it to the top 10. I felt sure I would be able to get in touch with him and manage to have a little reunion within the next few weeks. I was very much looking forward to it.

But before I made the effort to actually do it, I took a short trip back to Peyton Place to visit my elderly mother in her nursing home. Ben picked me up at the airport and, as soon as I got in the car, said to me, "Before I even pull away from the curb, I want to tell you something. Gary died a few days ago - on the operating table while having open-heart surgery." I was stunned.

I'm angry with myself that I never made it a point to see Gary. I'll never know the answers to all the questions I had about him and his life. I especially wanted to talk to him about his condition, as I have two children with disabilities. But I was too late.

Which leaves me thinking about all those things on my to-do list that were always ahead of getting in touch with Gary. In retrospect, I ask myself, "Was each and every one of them more important than seeing him?" I guess I'll just have to keep wondering ... and wonder what our reunion might have been like.

Who's on your to-do list, and how many tasks are ahead of that person? You might want to start wondering about your priorities. Wondering about them today - not tomorrow - might just lead to action instead of regrets. When you wait until tomorrow to wonder, action is sometimes not an option.