Pa Airsoft Tournament

Sellers Who knows me?


Una volta chiarita l'importanza di un Brand Personale, andiamo ad analizzare alcune (e non esaustive ovviamente) azioni che possiano mettere in pratica per migliorare il nostro Brand come professionisti:
1. Rispondi innanzitutto alla domanda: “che cosa voglio che la gente pensi quando mi vede o quando sente il mio nome”? Scrivi un messaggio che descriva in che cosa sei unico e speciale, ed un elenco di parole che vuoi che le persone usino quando parlano di te. Individua le tue qualità più importanti (sia personali sia relative alla tua professione) e trasformale nel tuo spot pubblicitario. Lo stesso spot che dovrai "trasmettere" in ogni tipo di canale da te utilizzato per farti conoscere;
2. Ricordati che “l’abito Monaco does. " For all, in any field, the aspect has its importance. Whether you like it or not, the clothes (not the clothing brand, but the appearance and appropriateness of your attire with what you're selling: too often I have seen sellers offer great value products wearing jeans and sneakers ... but signed !!!), the haircut, business cards, and the way you talk they are noticed and how. In other words, present to the outside world an image that confirms and reinforces the impression that you give of yourself.
3. Do not sell if you are familiar, but if they know you! This will from now on must be your most common question: "How many people still do not know me and how I can do to make myself known to them also?
Want some examples: if at this very moment I went to Google to type in your name, I would jump out of your site? I'm not talking about the site of the company you work for, but just where www.tuonome.com explain exactly who you are and why people should rely on their money? Well ... Go and create it!
Or "get out more" and maybe offer yourself as a spokesman for charities, or occasionally attends meetings of the professional association of your best customer (with him), proposes to sponsor a tournament for sports or cultural event. Or ... crea un network tra i tuoi migliori clienti!

Buon 2011 a tutti, ricco di successo...come persone!!!

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But who are we? Do not complain ...


Chiudi gli occhi e immagina la tua azienda (o l’azienda per cui lavori) come una bellissima torta, farcita con della gustosissima crema al cioccolato. Così allettante che nessuno riuscirebbe a resistere alla tentazione di assaggiarla e di assaporane il gusto, viste le aspettative così elevate che sprigiona. Ed immagina ancora di tagliarne una fetta, di addentarla e….purtroppo la crema, molto delicata, si è inacidita e la fetta di torta ha un sapore veramente sgradevole.
Quale sarebbe la tua reazione a questo punto? Penseresti “Che peccato, ho tagliato la torta dalla parte sbagliata. Se la giro e la taglio dall’altra parte può darsi che sarà ottima”? Oppure il tuo istinto sarebbe quello di prendere la torta e di depositarla per bene nella spazzatura rammaricandoti per aver sprecato solo dei soldi?
Ora puoi aprire gli occhi: osserva la tua azienda e da oggi in poi guardala esattamente come l’immagine della torta perché i clienti, una volta assaggiata una fetta, si comportano esattamente come hai fatto tu alle prese con la crema. Se il tuo cliente entra in contatto con un tuo venditore (così come un’altra qualsiasi delle persone che vi operano) e vive un’esperienza negativa, immediatamente la trasferisce a tutta l’organizzazione corporate (and often even to the product / service you offer), and rarely give you a second chance.
Unfortunately this aspect is often ignored by our vendors, or is not taken into account. Risk of advancing to the companies we work for many requests to make the perfect product, or to make it more known and visible, or to improve its service delivery and so on. And unfortunately I also met many entrepreneurs who meet the aforementioned requirements without simultaneously working on the improvement of those who represent one of the first slices of cake that are tasted by our customers.
And when I speak about improvement in this case I speak not only of the usual corsi di Tecniche di Vendita, di Comunicazione o quant’altro, ma parlo piuttosto della creazione di un BRAND personale per ciascun venditore di cui l’azienda dispone.
Per brand in linea di massima si intende la “promessa” implicita di qualità che il cliente si aspetta dal prodotto, determinandone l’acquisto in futuro. E lo scopo della creazione di un Brand affermato è quello di aumentare il valore percepito dal cliente rispetto ad un determinato prodotto (si pensi ad esempio al brand Nike: riesci ad individuarlo e a distinguerlo anche solo intravedendo appena l’inconfondibile baffo, e da lì in poi le tue aspettative rispetto a quel prodotto sono elevate e di conseguenza diventa elevato il tuo desiderio di acquistare the product).
But if most companies today are more or less concentrated in the creation of a corporate brand, very few focus on the fact that it is necessarily and inexorably through the creation of the personal brand of each individual who works in it, and especially those that primarily offer our products and services to the outside. The personal brand creates the same effects of corporate brand: clearly tells the world what you have to offer, why you are unique and gives others a reason to get in touch with you and stay there. In other words, as Tom Peters also said, "each of us should recreate its equivalent in small the symbol of Nike. "
In the next post we'll see what a seller can do practical to build a personal brand. For now ... we are very careful with the cakes we offer!

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sales (and LIVE)


lament: expressing grief, pain or discontent, often in an immediate and instinctive, faced with a situation unfavorable to us, when faced with a circumstance that does not appear exactly as we would have liked, in the face to people who do not behave "as it would do us in their place", etc. etc..

The complaints of those who make their job of selling (and others) may be the most varied:

- There is too much crisis around

- Customers are locking or otherwise have too much difficulty and can not invest

- Yes, but ...

- I've already tried so many times, will not work ...

- In theory it works, but the practice is

another thing - job too

- My company does not understand me

- My manager does not motivate me enough

- My manager wants too

- My owner does not hear us and do not want to invest in Advertising

- My commissions are too low

- In my company there is a bad climate

- This customer did not understand its nothing (after a deal is not concluded)

These (and many others) are the phrases of the Killer Sales: more than it gave in the course of your day, the more you kill the possibility of having a real success in your work (and in your life ). And the reasons are very simple.

One in particular is very simple. But our thoughts are energy and all of us will attract what is in harmony with our thoughts and reject what does not. In other words, when we complain about something in reality we are channeling our energy precisely in the direction of what we do not want. And thanks to our energy, what you do not want to take even more shape. We For example: we complain to meet customers always in crisis and have little money to invest? Well, through the energy that we have given off, we decided to draw us to the next time another customer on the bill! Simply, the Universe is listening to us and we send more.

What can we do to change it? First, we can always recognize when negative thoughts are going through our minds, we become aware of and decide not to complain of replacing them with positive alternatives, that is, with thoughts positive and optimistic. For starters, we could start talking about all that wish to achieve, rather than all what we have, everything that we want to achieve, rather than all that we can not do (maybe the fault of others!), all the good things of the world (or our company, our industry, our work) holds, rather than bad around us. And then to continue, we could assume full responsibility for that for which we complain, if for example we believe that our company does not understand us, assumiamoci responsibility for solving the problem, trying to understand fully the reasons and / or trying to find solutions, or changing company. Complaining is just a negotiation of responsibility and blame someone or something else of our problem is just an attempt to avoid such liability.

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Selling is like living


observed daily by many people to struggle against life, rather than living it, and fight against others, rather than live with them, judging them, rather than simply observe them, always wanting to change the next, rather than knowing the true essence for the sheer pleasure of knowing and criticism of their partner, rather than love (or permanently leave) get angry with their own unfulfilled dreams, rather than continuing to yearn. And strangely
very often these people end up being surrounded by other like-minded people, always on a war footing, always ready to point out everything wrong in their lives, always ready to fight over small things that obviously superficial in their eyes appear unpardonable errors. And all the others, those who can laugh in the face of an error of those who until yesterday was considered the best friend (instead of crucifying him), who can also give a positive definition to the gestures of others without necessarily ever be constantly wary and pessimistic, for those that do not ignite the arguments but only and exclusively to achieve their dreams ... here is that these people gradually disappear from their lives.
And of course this will only confirm their worldview. These
people I would say: but it is harder to be right rather than try to live better and more lightly?

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Some keys to combating the crisis


After analyzing the reason why every company should invest in training their own shopping area, now seek to identify everything that an SME can do today to dramatically intervene on the lever of sales, in order to leave free from the tunnel of the crisis:
1. E 'crucial first abandon all those acts which, although theoretically represent a winning choice, can cause result in the long run: innovation of product / service penetration in new markets, diversification and radically new business models can be sure winning strategies, but not immediately. Indeed, in a very short period requiring large investments first, because they weigh further on liquidity. What you need instead of our companies are actions that have an immediate impact, giving that results in a few weeks or at most a few months
2. We must train their salespeople to visit their clients in different ways: often tend to treat business clients "on call" in that they are likely to go to those who claim that require a visit or a quote, who finished its supply, or whose contract is expiring. Never as in this period is indispensable that its sales force (whatever the number of people that make up) learn a flawless start to his energy and his care in a proportionate manner with customers who have greater value for 'company (not only economic but also strategic) and those who make the least contribution. Too often encounter sellers who instead devote 80% of their time to the management of 20% of customers most challenging and demanding, which unfortunately does not always coincide with the most strategically important customers.
3. Regardless of the sector concerned, the sellers should have an agenda planned on a quarterly basis, including non solo le attività di routine (visite ai clienti già acquisiti, elaborazione di proposte commerciali, gestione delle problematiche e degli insoluti ecc), ma anche le attività determinanti per la crescita e l’espansione dei propri volumi di vendita. Quelle azioni cioè che ogni venditore rischia sempre di rimandare perché non urgenti, ma che se non vengono messe in campo determineranno le urgenze e le problematiche del futuro, quando è ormai troppo tardi per intervenire. Un esempio in questo senso è rappresentato dalle visite ai clienti nuovi: se andassimo a verificare l’agenda dei nostri venditori, quanti di loro stanno dedicando almeno metà del loro tempo al contatto con clienti potenziali? Questa semplice azione can prevent the decline in sales caused by the reduction of purchase by the customer history, provided it is carried out in a constant and unceasing.
4. We must also enhance and prolong the time of sale in the narrow sense (where for sale in the strict sense are only those visits made to customers, the development of commercial offers and other direct contacts with customers). Studies have shown that on average each salesperson devotes to these basic activities only 48% of their time (including transfers from one customer to another), while the remainder runs off to manage all administrative processes that have not a direct impact on sales. Look carefully then all the personnel you have available and try to identify who is quite underload can perform all those actions "unnecessary" falling on the sales force (eg, arrange meetings, call customers who have not given any response on the prior post, reply to general inquiries and bureaucratic, etc.).
5. Finally we must ensure that all their staff (of any department) is prepared and trained to sell: when it comes to commercial push of a company does not refer directly to the area only to be sold, but the capacity of the whole staff to contribute to the signature of the contract. How your employees answer the phone (From the receptionist to the warehouse)? How to approach the customer with the people in charge of delivery of goods or provision of the service? And they are prepared to identify other openings for laying the foundations for a future sale? Too bad, because the customers / consumers in respect of each staff down the non-commercial defense acquisition, and then ... in those moments it is easier to sell!

To return then to the initial question: why should an employer invest in training its sales push? Because, along with cost reduction, is one of the few solutions that have to keep your business alive in the next 2 years.

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Why should I invest in the training of sellers? I'm not afraid


"Why, in a time of crisis like this, should I spend money to train the salespeople? Rather this is the time to delete all the benefits and fixed costs related to the sales network: each output is to reduce unnecessary and should start their own business from them. "
Over the past two years I have heard too often, employers say these phrases in the correct belief that to overcome this period of economic crisis it is necessary to reduce all costs to the bone on which it is possible to intervene.
In fact, with regard to the commercial area of \u200b\u200bour companies, this is a necessary care ma limitativa: è come se, mentre mi trovo alla guida della mia auto, nonostante si accenda la spia del carburante penso che sia meglio non fermarmi a fare rifornimento perchè bisogna risparmiare.
Ma per individuare con certezza una cura adeguata da applicare, risulta prioritariamente indispensabile effettuare una diagnosi precisa del male da debellare: in termini molto semplici possiamo affermare che la crisi che ci sta travolgendo rappresenta una crisi di ricavi e non una crisi di costi. Non abbiamo assistito ad una impennata dei costi delle materie prime, né i prezzi sono schizzati improvvisamente in alto. Semplicemente, in seguito ad una serie di eventi finanziari, i consumatori si ostinano a non acquistare (chi per impossibilità ad effettuare determinati investimenti e chi invece semplicemente per incertezza rispetto al futuro) e questo ha determinato in ogni settore un impressionante crollo dei nostri volumi di vendita. Ovviamente il crollo delle vendite ha determinato a cascata un crollo produttivo, con ricorso sempre più frequente a rimedi come Cassa Integrazione ecc, con conseguente calo del potere di acquisto dei consumatori. e il vortice ricomincia inesorabilmente.
Se questa è una semplicistica e lucida diagnosi del male, l’imprenditore che si focalizza soltanto sulla riduzione maniacale dei costi, rischia di lavorare soltanto su una delle 3 leve dei profitti (Profitti = Prezzi x Volumi di vendita - Costi), trascurando di intervenire in maniera altrettanto chirurgica sulle altre 2 drives corporate revenue: the prices and sales. When revenues dropped by 30-40%, no company can succeed in the short term to reduce costs so drastically and so therefore has no choice but to operate in a precise and focused on other fronts. Once the diagnosis
metabolized in the next post we'll see together what kind of care you have to put in place on the front Sales uscitre free of this tunnel!

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these days is making sure that an idea flashed in my head is always on the sales and customer management.
The concept is that "only those who are not afraid of losing their customers and to 'lend' competition, do not ever lose them!
Let me explain to a seller as a client of his "threat" to open the competition, or want to see other quotes before you buy, should have a true and absolute certainty that that customer, if also had to do what he is talking, sooner or later will come back because "what I gave or sent me so far will be too great for any comparison my competitor."
In most cases this simple belief is enough to demolish the intentions of customers , to make the retailer "exclusive and attractive," and (what is not excluded) helps to preserve their self-esteem. Of course, this certainty is powered day giorno con una cura eccellente e maniacale di ogni più piccolo aspetto nella gestione del proprio portafoglio clienti, altrimenti più che una convinzione diventa una stupida illusione.
Ma se diventi invece un maniaco dei particolari e un patito dei risultati dei tuoi clienti a tutti i costi, il tuo concorrente ti maledirà per avergli fatto arrivare quella persona lì sulla sua strada!
E ti assicuro che è una esperienza esaltante!

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Want to be "convinced" or "inclusive"?


Molte scuole di pensiero associano il concetto di vendita al termine PERSUASIONE e le sue innumerevoli sfumature. E da questa associazione si diramano una serie di Tecniche di Vendita "Persuasive" (vedi Principio del Contrasto, Principio of Scarcity, Social Confirmation, etc. etc...)
I personally do not believe at all in this reading of sales and not for mere spirit of contradiction, or by implication, but simply because if we go back to the pure meaning of the term persuasion (ie grouping of resources which serve to convince others to do what you want), I find diametrically opposed to what for me is the sale.
more than an attempt to convince someone else to do what is in my head, I argue strongly that a good seller should simply try to understand what is already present in the head and the heart of the buyer and only after this discovery, it should search to understand what are the obvious and less obvious needs of the customer, then combining the solutions to those needs connected with their products and services. In other words, the task of the seller is not to manipulate the head of others with a variety of communication techniques developed, but simply to open in selflessly to the needs of the interlocutor to understand if and how they might be helpful . Even at the cost to get to say a sincere "I understood his need and I say very frankly that my product / service is best suited to solve its needs."
If all sellers were able to simply get in this mental and emotional condition, of course riuscirebbero a raddoppiare i propri volumi di affari. Perchè TUTTI noi siamo stanchi di essere convinti ad acquistare con tecniche ragionate e "scientificamente provate". E se proprio non possiamo liberarci di queste ormai inflazionate tecniche di convincimento, saremmo piacevolmente colpiti da chi invece riuscisse ad avere il coraggio di convincerci a non comprare.

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Game 3 of the cards!


Giorni fa, per puro caso, ho assistito ad un tentativo di vendita di un agente immobiliare. E osservando e ascoltando, mi è venuto in mente un gioco molto diffuso molto tempo fa nel mio paese di origine: il gioco delle 3 carte. Si mostrano 3 carte al giocatore, di cui una è una figura ed è quella che, una volta girate cards and deftly slid the "magician", it must be indicated by the competitor. If it wins the doubles post, otherwise it loses everything. Too bad that this game will not ever win and who seems to be winning the crowd that point, are nothing more than a "comparable", that is, the accomplices who are there to lead us to believe that winning is so easy to make you want to bet.

What does all this through negotiation estate agent? I tell you now: listening to what he said to his prospective buyer, I felt exactly like the player who does not understand anything but the magician shuffles the cards.
And the agent was "mixing" the cards as he explained to a contractor (the quale cercava di capire perchè l'ufficio di suo interesse aveva un affitto così alto) che oggi non conviene assolutamente affittare ma comprare. Allora l'imprenditore chiedeva "bene, ma quanto costa più o meno un immobile con queste caratteristiche?" e l'agente spiegava che costava all'incirca 1.000 euro al metro quadro per tutta una serie di caratteristiche e che oggi riuscire ad avere un immobile di quel tipo era assolutamente un affare. Ma a quel punto l'imprenditore giustamente chiedeva "si ma per comprarlo dovrei vendere quello che ho già: quanto riuscirei a guadagnare dalla vendita?" e l'agente a quel punto rispondeva " bhe, oggi un immobile con queste caratteristiche non riusciresti a venderlo per più di 700 euro al metro quadro" (ed era un immobile con le stesse identiche caratteristiche di zona, di stato, ecc di quello che l'acquirente voleva, salvo la grandezza).
Ed io in quel momento pensavo: ecco, qualunque carta si sceglie...si perde!
E ovviamente ad un certo punto sono "apparsi" anche i compari, cioè "molti imprenditori oggi stanno facendo questo tipo di scelta: stanno vendendo per acquistare immobili più grandi".

Molto probabilmente in questo modo mi attirerò l'ira di molti agenti immobiliari, ma sappiate che l'ho volutamente scritto per distinguere nettamente chi fa questo lavoro in maniera seria e professionale (probabilmente come voi) da chi invece semplicemente non sa neanche di cosa parla. E per vostra fortuna, le real estate agencies that have chosen to include in its staff persons to serve as mere "entertainers" sooner or later disappear, leaving room for the last real competence and real estate advice!

Meanwhile ... the picture's ace wins and loses!

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Sell more ... you sell first!


In one of my trips on the internet today I came across a statistic published earlier this year by a national newspaper, according to which:
- 48% of sellers will not call the potential customer after a first visit (which did not generate the signature of the contract);
- 25% of sellers is limited only to a second contact;
- 12% of sellers is only 3 contacts and then stops;
- only 10% make more than 3 contacts with potential customers. And

analysis continued with these additional statistics:

- only 2% of sales are made at first contact;
- 3% shall be made at the second contact;
- 5% in the third contact;
- 10% of sales were concluded at the fourth contact;
- but as much as 80% of sales with a potential customer will conclude the fifth to twelfth contact.

course, being a statistic, there is little to argue, but it is also true that statistics are not made to be read superficially but also to understand the real reasons che sono alla base dei risultati emersi.
Ora, fermo restando che un 48% di venditori che non richiama il potenziale cliente dopo una prima visita è un dato a dir poco strabiliante (o forse neanche più di tanto visto la montagna di preventivi che sto ancora aspettando da tutti quei potenziali fornitori che mi hanno detto "le farò avere tutto in serata" e che poi sono scomparsi o si sono rifatti vivi dopo giorni e giorni quando il preventivo non mi era più utile!!!), io porrei l'attenzione su un altro dato fondamentale e cioè l'80% di vendite che si concludono soltanto dopo il quinto contatto.
Non metto in dubbio che in alcuni settori e per alcuni particolari prodotti sia necessario visitare, sentire o comunque meet several times a potential customer, but I am firmly convinced that 80% of retailers now have a very small percentage of the contract is closed in the first place. And 'that today the single biggest problem for many sales professionals of any field (and consequently of many that this company sees delay their collections).

During my training, I also tried to understand the main causes and in principle are able to incorporate into three main categories:
1. After all the bombings show the importance of the customer concerned, to get "his side" and not "in front of him," not to give him the feeling of wanting to sell but just want aiutare, molti venditori hanno perso di vista un concetto primordiale e fondamentale, senza il quale tutte le altre tecniche non hanno ragione di esistere: SIAMO LI' PER VENDERE E NON E' ASSOLUTAMENTE UNA VERGOGNA O UN PECCATO AMMETTERLO ANCHE CON IL POTENZIALE CLIENTE. Quindi bisogna tornare a ribaltare il concetto da trasferire al cliente e cioè "si è vero, ti voglio aiutare, ma per farlo DEVO assolutamente venderti il mio prodotto/servizio";
2. La seconda categoria di cause, strattamente collegata alla prima, deriva da tutta una serie di pseudo formatori professionisti, decisamente inprovvisati, che sono andati in giro a tenere corsi su 254 tecniche per "vendere di più" senza mai aver venduto neanche 1 solo spillo in vita propria or struggling to sell themselves and sell their business. All training done by these makeshift classroom, perhaps only after reading a few books on sales, of course only served to fill the head of our vendors also theories that maybe a few years ago (in favorable market conditions) were also used but now that they are necessary but more concrete action and profitable ... here that the nodes come home to roost!
3. The last type of cause but the result of a great truth: the first close encounter commercially without being aggressive is one of the hardest things for people who do this job and you can not do it without a train hard and consistently. And above all without training with a good coach who has done it several times and can give a real practical example, and not just theoretical!

Since more efficient in closing the deal at the first meeting would literally propel sales statistics and the high efficiency of each company (n addition to the earnings of each seller), it is worth dwelling on each point and identify their own areas for improvement.
1. How much you afraid of appearing "too commercial"?
2. How did you become a theoretical and technical in the way you sell?
3. How do you train a week with a good trainer to improve your sales performance in the first place?

Good sale at all!

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GiocoSoloForzaMotorsport

(di Luigi Marrone)

Diff icile non sentirsi protagonisti, nei videogiochi. 

Per quanto l’abbiano deriso, bistrattato e odiato, persino Raiden s'è sentito protagonista, in Sons of Liberty. Gli stava sempre un passo avanti, quel fighetta di Snake, ma ciò non gli ha impedito di gonfiarsi l’ego, alla fine del giro. Pompato come un androide tutto cibernetico pronto a spaccar tutto, peggio d’un Kratos crudo e bellicoso, uscirà presto uno spin off, con Raiden. E a quel punto la platea sarà tutta per lui, senza nessuno Snake tra le zampe.

It 'hard to feel lost, in video games. It 'really hard that something goes wrong in the end. The poetry lies in the image, landscapes, encounter between music and action. And 'this is usually to warm the soul. Or perhaps the poem resides in a movie Kojima, long and controversial. But that's film, not video game. I like Halo 3 ODST because at some point part of the music O'Donell, in a building in New Bombas. There's nothing to do, just cross the aisle in the dark with the music all orchestrated. That's it. And I'm really fine music, including Martin O'Donell, admittedly.

But I did not buy at launch, Halo 3 ODST. I did not buy at launch, Peace Walker. I did not buy at launch Borderlands, Wii Super Mario Bros 2 or FEAR. If I have to take them as works of art, video games, which are at least original, I tell myself. They have to offer me something worth collecting now, right now. I give dashes avant-garde, I ask. What else is a mess. That otherwise it takes me a second, I, to deny it, the word entertainment. Why study them well, video games, there's too much reminding the crash with his own ethical and existential I, with their own personal intransigence. They come and that is why called entertainment products. T'intrattengono, of course, as an escort, as a entreneuse in a room a bit 'in. € 60 and you're done. The ultimate meaning of things is good that went. Del reflect on the deeper meaning of what is under your nose t'accade, living your days, desires, ambitions, poisons and disruption, you can forget it.

That 's what adults, as steeped in culture and immersed in video games, it makes it difficult to accept. Because if the game is the message deve pur dir qualcosa, vero? Un libro io lo so dove vuole andare a parare. E anche un film, alla fine, sa quali tasti vuole andare a toccare. Ma la maggior parte dei videogiochi io non so proprio dove vuole andare a parare. Qui sta il guaio. A doverne distillare l’essenza, dopo aver finito un Dead Space, un Red Faction o un Halo 3 ad esempio, mi resta solo il brivido action di un universo autoreferenziale, i cui organi interni, sezionati chirurgicamente e ben disposti su di un lettino d’acciaio, mi parlano di niente.  Mostri, esplosioni, zombie, boss e super-azioni assurde e patetiche, à la Hollywood. In pratica, il niente. Che lascia freddi.
They know that scary of a void increasingly m'intima counting the time that I spent.
It's not nice, this, to a passion. It is not nice, that, for the game. You're cool to move the aesthetic or narrative on the symbolic, or political. To see the destruction of the Red Faction miner Alec Mason as a message of propaganda for an armed struggle to sessantottino memory. And you're cool to see the look on Alan Wake el'onirica metaphor of nightmares and the efforts that a writer has to deal with, as a writer, when the mind and the distortion effects metempsicotiche all reality implodes in the literary symbol.
Almirante Berlinguer and offer more, Red Faction. The Center for Studies in Parapsychology much more intimidating, Alan Wake.

The truth is that what the game really gives the human soul, in terms of construction, it is quite irrelevant. In short, not recommended because they do not need. This message will never varied, the game, even when life is confidence, failure, disillusionment and pessimism? Or will it only ever victory, domination, and the Rule gamerscore?

Basta coi videogiochi, quindi. E’ un periodo questo in cui voglio solo correre al vento, veloce, più veloce di tutti. E dimenticare.

Gioco a Forza Motorsport, io.

E va benissimo cosi.

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My area is different!



I know I can seem rather blasphemous, but I want to take that risk just to expose my idea become a certainty in the latter period.
Many times I have argued that it is impossible to apply some concepts on sales in certain areas. Phrases like "my industry is different" was a blockbuster that too often has accompanied me in the early stages of many courses on sales techniques and too often the effort was huge demand to push the vendors to abandon the idea that served as simply as a brake on their expansion.
Well, now I know that all prospective supporters with "my industry is different" just tell what I saw in this period: a person who believes strongly in what he does, we believe with the heart as well as with the logic that seeks to engage in what he does other people, never judge if their idea is different on some issues, but trying to understand their points of view, simply curious and eager to know who is before him, that is ready to go against the rules and customs just to help other people find their serenity and realize their dreams, listening to you seriously, even if you know only 10 minutes and has no personal gain, which gives her home phone number for any problem or request, and you respond to any ora e sempre con il sorriso; con lo stesso sorriso contagioso con cui ti saluta appena ti vede...anche se non ti conosce; che riesce a far parlare bene di sè un'infinità di persone, perchè tutte hanno un episodio simpatico o una azione buona da raccontare in cui lei è la protagonista, al punto che a volte ti trovi a parlare di lei a qualcuno che ad un certo punto ti dice "no, anche tu conosci....?" E casualmente, magicamente, quella persona riesce a "vendere" con naturalezza, senza sforzo e senza "tentativi di vendita".
Per tutti i sostenitori de "il mio settore è diverso", la persona in questione si chiama Don Massimo, guida spirituale di una piccola parrocchia del bolognese, che tiene corsi prematrimoniali seguiti da 70/80 persone, che ha richieste di matrimonio fino al 2011, che riesce a riavvicinare alla fede innumerevoli persone che per motivi futili o superficiali se ne erano allontanate (come me), che non ti chiederà mai di "comprare" la sua fede, ma te la fa desiderare ardentemente semplicemente guardando i suoi occhi mentre te ne parla.

Grazie Don Massimo per le continue lezioni di vita...e di vendita involontaria!

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Meetings commercial creative


Lavorando con la forza vendite di diverse aziende, una delle cose che più mi affascina osservare è la famigerata riunione commerciale. Nonostante i settori e le persone che vi partecipano siano completamente diversi, miracolosamente la scena a cui si assiste in genere è più o meno la stessa: direttore vendite che affida i budget ), che visiona l’andamento del fatturato (in genere con scientifica razionalità), e che poi affronta un paio di problematiche (in genere cose che nei mesi precedenti i commerciali hanno trascurato, oppure cose burocratiche su cui non hanno messo attenzione con conseguenti difficoltà in amministrazione, ecc ecc). Dopodichè tutti i venditori escono dalla sala riunioni, con qualche problemino in più rispetto a quando sono entrati, con un target nuovo (e spesso ragionevolmente irraggiungibile) in tasca, e con una voglia irrefrenabile di parlare a qualcuno visto che per 2 ore circa (se gli è andata bene) hanno soltanto ascoltato o risposto a monosillabi.
And only then director of sales experience but other methods, perhaps the most engaging and creative, to manage the commercial riunone, would still definitely get more results entusiamanti and sellers more excited.
Here are examples of involvement and development of creativity:
1. If you need to deal with a topic "problematic", something on which you are finding difficulty (too easy as discounts, payment terms with maturities of ten etc etc) you can try to do it this way: Ask them "WHY '? "5 TIMES! Do not stop at the first response (often superficial) not only goes back to the real cause of the problem rather than just manage the effects, but most importantly, involving the vendors in the analysis of the problem, then it will be possible to also involve them in its resolution.
2. Starting from the premise that to have great ideas is like having money in the bank (because they earn interest and you will soon see the light other new ideas), you can try to print a batch of Idea Notes (a series of notes in the form Euro, with lines which give the possibility to write on it), distribute to sellers with the agreement to use them to record any type of lighting / Sudden insight may have at any time of day. Following this, the creation company in a container that constitutes your "idea bank" where each vendor (but this can be extended to all employees) can enter your note. Each note may be valuable for you. And if perhaps occasionally awards including the best idea. ... The game will be complete!

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a straight face

(...)

"Poi è arrivato Gran Turismo.

Raffiche di vento sulle chiome degli alberi in controluce di un'alba autunnale. Una foglia d'acero di un rosso livido plana morente sui grani dell'asfalto macchiato di morchia. Un'allodola si posa on a traffic light at an intersection off the desert. The light powder of a pale sun filters through the iron pillars of an old racetrack seats. A truck stops silent. With a slight buzz the door of the load is lowered revealing ... Loneliness, melancholy, vague nostalgia. Getting lost in a distant Gran Turismo League. Pilot half ruined, cars put together as we could. Try to do it, hitting the slopes more crap to put together the money for a decent set of tires and suspensions, more reliable. Stand there and try so hard, before it's too late to run, to kill the fear. To win something decent.

With all the games I have played and will play, Gran Turismo will always be my game. There is another

my life there, or, rather, the novel by another of my life.

There is a story about the folly of me that is not in compliance with any reasonable hope of any decent agreement with the company. The suffering of nostalgia for a world undone by exhaust fumes, a world already ended, which was once called the civilization of the engine and saw me on the edge dell'Aurelia to count the passing cars and going beyond the country, more than what I do destiny. But there's Anarchy, a journey that never ends. And unlike the here today and in there I have only known opponents honest, fair rules and Immovable: I played a game morality in a world of cardboard. And in that world I knew skies and rivers and forests and cities that I often miss when I'm out of here.

Because I'm crazy, I'm sick with longing for the Game. "

Maurizio Maggiani : A serious matter. The great book of the Playstation - AdnKronos books - 2000

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Emotion


Whenever I find myself with a group of sales professionals and ask them "What is the thing that has most value in your sales and you can make the difference?", There are many the answers that are given me: to have competitive prices, to be supported by your company from punto di vista delle promozioni, un servizio clienti veloce e preparato, poter contare su un prodotto valido e consolidato, essere preparati, ecc ecc.
E mi stupisco tutte le volte per il fatto che meno del 10% di chi fa della vendita la propria professione non mi dia l’unica risposta degna di questa domanda, e cioè “solamente e semplicemente i MIEI CLIENTI”.
E questo spiega moltissime cose: innanzitutto spiega perché durante i corsi, mentre parlo di vendita emozionale, quasi tutti affermano di conoscere già il concetto e di applicarlo anche bene, e poi durante le esercitazioni pratiche e le simulazioni di vendita si assiste a scene raccapriccianti del tipo “Buongiorno sig. Rossi, tutto bene? Volevo farle compliments for your company, it is very beautiful. Well .... As I said on the phone are here today to introduce our new product ... "and to list down all the technical features of what you sell, with as much detail, detailed explanations, presentations brochure aesthetically perfect, of advantages that the product / service and can ensure that competition can never equiparare.E who cares if the other side in the meantime the customer is thinking, "How boring, I am exhausted! Just today I have plenty of work to do "?
Or, reading the response of most sellers, you can explain why ormai tante aziende sono scettiche in merito all’efficacia dei corsi sulle tecniche di vendita: nella maggior parte dei casi, infatti, i professionisti che mi forniscono quella risposta, sono gli stessi che riscopro molto preparati in merito alle tecniche persuasive: dalla teoria del contrasto, al principio della scarsità , dal principio di reciprocità, al rapport (e che poi, se ci fermiamo a prendere il caffè insieme, utilizzano quei 15 minuti solo ed esclusivamente per parlare di sé!).
Ma cosa sono quelle sopra elencate se non delle pure tecniche? Il risultato dei corsi di questo tipo sarà un nuovo venditore con molti più strumenti e metodi a propria disposizione, che teoricamente dovrebbero aiutarlo ad aumentare le proprie vendite, ma che in realtà lo aiuteranno principalmente a complicarsele.
L’emozione non ha tecnica. E quindi imparare delle tecniche per suscitare nel cliente delle emozioni è una pura contraddizione in termini.
L'unica vera tecnica per migliorare le proprie performance di vendita è....Dimenticare ogni tecnica! Dimentica tutto quello che ti hanno insegnato a dire, elimina il simbolo dei dollari dai tuoi occhi quando pensi ai tuoi clienti. Ricordati soltanto di un insegnamento di Mary Kay Ash, fondatrice dell'omonima azienda cosmetica: Ognuno ha un cartello invisibile appeso al proprio collo che dice “Fammi sentire importante”. Non dimenticare mai questo messaggio quando lavori con le persone. E soprattutto….comincia who for you is really important!

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no voice objections? No Thanks!


During the sales negotiations, one of the most delicate phases of management and often complicated by the sellers is that of overcoming objections.

When the prospect shows a disagreement, a different opinion or a question on the proposal, often the seller is likely to jeopardize the success of the sale because you let assaulted by sensations often illogical and dangerous: fear of failure , nervousness, confidence in himself, excess pressure, fear of not be prepared enough, fear that the resistance of the client from turning into a no, and so on.

lives that "resistance" as a challenge and a threat to achieve its objectives, and allow themselves to this negative perception in the course of trattativa.Nella most of the training courses on the subject, explains how to manage Technically the objections, identifying the main reasons and explaining what are the most effective way to transform the desire for resistance acquisto.Ma (deepens as the undisputed Gitomer in his "The Little Red Book of the Great Seller") no management technique, as valid, it can be really effective if we focus first and foremost to train those who are the 5 most important ways for a professional vendor:

1. The sense of trust: the belief in yourself (which is necessary to overcome any obstacle to the sale) that can be generated only by your preparation and your previous successes (assuming you do not confuse confidence with arrogance!)
2. The sense of victory, in reality all (or almost) want to win, but not all succeed. And this happens because the will to prepare to win must be stronger than the will to win;
3. The sense of determination: is activated when the customer says "no" and instead you hear "not yet";
4. The sense of success: what makes you alive (mentally and emotionally) the feeling you feel when you finished your last sale, and you ... is craving to try the exact same feeling even now.
5. The sense of success: what helps you imagine the victory even before it has been in his pocket.

So before you practice any technique for overcoming objections, first stopped to think: which of these you still need to develop well? On what you have to train and strengthen them? What Instead you have to completely capture?

And while you are looking for your answer I urge you to make use of the most important sense for us all, and sellers do not: common sense!

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Heavy Rain is a video game.

(Louise Brown)

I find Heavy Rain an extremely interesting and exciting to experience the film writing. It 'obvious that this is not affatto di un film, eppure la tanto sbandierata definizione di Film Interattivo che si porta dietro è probabilmente uno dei più diffusi - e comprensibili - equivoci epistemologici di cui è caratterizzato. Heavy Rain viola una fondante assoluta del cinema, ossia la direzione univoca dello svolgimento narrativo stabilita a monte. Il cinema non è composto da svariati segmenti narrativi secondo l’abilità gestuale dell’utente. Per quanto i piani di lettura siano polivalenti, un film è testo predeterminato. Chiamare quindi “film” un testo che invece è determinato dagli input che un utente invia ad un “lettore” che li elabora (Playstation3), è abbastanza lezioso.

Quantic Dream, Heavy Rain developer, states that it is not advisable to go over their choices, once made, leaving to run the various episodes of the plot until its final. From this point of view, Heavy Rain could be considered as a mixture of various "chapters" that unfold according to the decisions of the user. Many users, many movies.

But a film that proceeds according to the press certain buttons in time should not be based on the ability to crush them. Especially when the control is sometimes vague and not perfectly calibrated to affect a narrative segment, and consequently the entire development of the plot.

Several times I wanted to "recharge" a sequence because I did not felt appropriate to have a character to death just because you press the correct button has appeared on the screen at the last minute. This problem, then I realized, was due to the hard disk to access the Playstation, which "charged" scene in "streaming" late, creating a latency unexplained fatal. Sometimes however, I slipped a finger on the wrong button pad, thus interrupting the input signal that caused the success of the scene.

There is no relationship logica tra abilità gestuale e sviluppo narrativo. Pretestuoso sarebbe credere di potersi sentire ugualmente responsabili di un certo evento scriptato quando è stato determinato da un errore del sistema di gioco. Mai si è visto un film appagare meglio chi ha dita più lunghe, sottili e articolate rispetto a chi ha mani corte, grandi e tozze. Tale discriminante fisica non può e non deve penalizzare il godimento ludico. 

Di contro, dopo aver stabilito la paradossalità di considerare Heavy Rain un film, è con altrettanta paradossalità che si deve affermare quanto sia ciò che più si avvicina alla definizione letterale di Videogioco: un giocare with the pure video image.

The interaction is not orthodox, but is the most logical gaming entertainment offered by the PlayStation 3 and its related control interfaces may arise. Given the artistic ambition of certain result would be more congenial to a Nintendo Wii in HD. But waiting for Playstation Move, we must be content.

Heavy Rain In the "press buttons" and the gestural movement of DualShock3 Sixaxis technology determine the outcome of an action film, a cut-scene. In its center is hotter then Heavy Rain for most part of a sort of dazzling laser game, the first motive is the pleasure of pressing the right button (also playfully relevant), but try the enjoyment of film writing in line with the gestural user input. The culmination of this process is achieved in a few moments of transition between scenes and predetermined interaction. The mimicry between action and cut scenes is refined to perfection, a work that often masquerade fade ends up deceiving the player: I'm moving the character or going alone?

You could almost say that the user holds a Heavy Rain pseudo-ruolo di regista o di un non meglio precisato sceneggiatore. E questa è di per sé un bella prospettiva.

L’esperimento che ne consegue va assolutamente vissuto, vista anche la determinazione con la quale Quantic Dream si è ostinata a voler ridefinire alcune idiosincrasie tra cinema e videogioco. Se poi si giunge alla fine del viaggio sentendosi più spettatori che videogiocatori, non ha alcuna importanza.

Heavy Rain suscita emozioni sincere, toccanti.

.

Più d’ogni altra cosa, è questo che alla fine conta.

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Death to the Games: Special Tribute to Everyeye.it

(dli Luigi Marrone)

Nicolò Pellegatta ha da poco pubblicato sul portale Everyeye.it un articolo di cui al titolo sopra.

Trattazione polivalente, corredata di alcune mie citazioni e consigli di lettura per un approccio ancora più accademico, Pellegatta sviscera con approccio serio e deciso alcune delle problematiche più diffuse che gravitano attorno alla questione morte nei/dei videogiochi.

Di seguito un breve estratto.

"All' interno del colorito mondo videoludico la Death is never final. Defeat is always accompanied by three ellipses and a sharp point and never again.

Most of the games are trying to accomplish the task of promoting the time spent in the company and never debase it (on pain of termination of the lucrative contract with the developers).

But the question is impossible to reach a certain death is a serious affair, with seemingly unassailable and irrefutable.

(...)

The concept of death in games is different from the death of video games, and even the distinction should not be explained: it is certain that the defeat and the demise (temporary) of a digital character can be connected to the to a general impoverishment and flattening of the sense of challenge in the challenges posed to the player. "

To read complete article click here .
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Laser Print No Border

And if we all sellers?


Yesterday I was in Turin for the event Winner Group Piemontese April (www.winnergroup.it).
addition to the beautiful experience of being in contact with many entrepreneurs smart, innovative and with the desire to create synergies and alliances between them, this day has further reinforced my own confidence as always: if in companies ALL (and I confirm ALL) as agissimo dei venditori, probabilmente la crisi avrebbe un gran bel da fare.
A rafforzare la mia convinzione è stata una persona presente all'evento, che si occupa di ricerca e di selezione del personale: nonostante l'evento non sia finalizzato alla vendita dei rispettivi prodotti/servizi, questa persona con la sua professionalità, con la sua grinta, con la convinzione che ha in ciò che fa ogni giorno, e con la sua invidiabile capaità di entrare in sintonia con le persone, è riuscita a conquistare l'attenzione di tutti...e la voglia di comprare da lei senza che lei avesse proposto niente (almeno non esplicitamente).
Pensate cosa succederebbe se ogni azienda avesse una Katia (questo è il suo nome) in amministrazione, in stock, delivery in the technical department, production etc etc etc!

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called Action Figures.

(Louise Brown)
.

The action figure (from "model in action" - wikipedia), is usually an assembly of resin / plastic / metal that is more or less known characters.
often has a referent of intellectual fiction (anime, cartoons, video games) or materials (films, singers, historical figures ...)
In power, the whole universe can be reduced to action figures.
For me to buy a video game action figure is for me the next step that bestows a special honor to the experience with the game. A very personal and subjective choice then, that riguarda solo alcuni titoli.
Non a caso possiedo, o tendo a possedere le action figures relative a quei videogiochi per i quali mi sono a tal punto immerso e suggestionato nel sostrato referenziale dei loro mondi virtuali che la sola legittimazione virtuale non mi è bastata.
In pratica, ho voluto di più.

.
L’action figure svolge per me una funzione ben precisa: completare lo statuto dell’universo digitale attraverso la presenza di una sua manifestazione materiale.
Considerata come una diretta emanazione della controparte digitale, l’action figure equivale ad un artefatto che trascende l’immateriale per una testimonianza fisicamente tangibile di quanto experienced by the digital reality.
The desire to touch a statue physically tangible, substantial to the touch, turns into a virtue, a tribute, an honor and gratitude to a video game reference that I was passionate / suggestion. What
prelude to the purchase of an action figure for me then express a feeling of gratitude and duty, passion and quality of certain artistic reverence.
Ultimately, the purchase of its material symbol is perhaps the highest tribute, final, I could decree a video game.

.

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not complain .... SELL! Mystery Client

lament: expressing grief, pain or discontent, often in an immediate and instinctive, faced with a situation unfavorable to us, when faced with a circumstance that does not appear exactly as we would have wanted to front of people who do not behave "as it would do us in their place", etc. etc..

The complaints of those who make sales of their job (and beyond) may be the most varied:

- There are too many crises around

- Customers are closing or have too many difficulties and still can not invest

- Yes, but ...

- I've already tried so many times will not work ...

- In theory it works, but the practice is another thing

- job too

- My company I understand

- My manager does not motivate me enough

- My manager wants too

- My owner does not hear us and do not want to invest in advertising

- My commissions are too low

- In my company there is a bad climate

- This customer did not understand anything (after not a deal concluded)

These (and many others) are the phrases of the Killer Sales: more than it gave in the course of your day, the more you kill the possibility of having a real success in your work (and in your life). And the reasons are very simple.

One in particular is very simple. But our thoughts are energy and all of us will attract what is in harmony with our thoughts and reject what does not. In other words, when we complain about something in reality we are channeling our energy precisely in the direction of what we do not want. And thanks to our energy, that we do not want take even more shape. Let's say we complain to meet more customers in crisis and who have little money to invest? Well, through the energy that we have given off, we decided to draw us to the next time another customer on the bill! Simply, the Universe is listening to us and we send more.

What can we do to change things? First, we can always recognize when negative thoughts are going through our minds, we become aware of and decide not to complain of replacing them with positive alternatives, that is, with thoughts positive and optimistic. To begin with, we might begin to talk about everything who wish to achieve, rather than everything that we do not have, everything that we want to achieve, rather than all that we can not do (maybe the fault of others!), all the good things of the world (or our company, our industry, our work) holds, rather than bad around us. And then to continue, we could assume full responsibility for that for which we complain, if for example we believe that our company does not understand us, assumiamoci responsibility for solving the problem, trying to understand fully the reasons and / or trying to find solutions, or changing company. Complaining is just a negotiation of responsibility and blame someone or something else of our problem is just an attempt to avoid such liability.

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Too often we use the term "excellence" to indicate the high quality standards that a company should aspire to be competitive and successful. But
related activities of the market, for example, this notorious Excellence in what results? In
frequent interventions by Mystery Client implemented on a large sample of SMEs (on behalf of various companies, we pretend there are always different potential customers to see objectively what kind of management is given by operators of the company and what types of remedies should be made), sometimes things emerge blazingly:
1. It explicitly calls for a quote on a particular service and to work candidly says, "when the referent is not available, please call tomorrow from 9.00 to 13.00 and from 14.00 to 18.00. But an automatic receiver would cost less at the end of the year? and maybe you can even set it up so that you do leave your name and number of the caller!
2. Call that is passed to 3 different operators (in a company formed by 10 people), and all 3 are the first to tell you in detail the specific need and then answer that "this thing is dealing with a colleague of mine, I'll call as soon as possible."
3. Salesman who, after describing the product exclusively in a technical way, adds, "of course we only accept payment order because we do not trust customers who do not know."

I could go on forever, but I do because I already know that the reader is led to think, "Oh come on, but as these companies are made? Imagine if my company would manage in this way a potential customer."

because I know exactly what I say almost all of the first companies to experiment on their skin, the difference between what they think of themselves and what instead, coming into contact with them, living the mystery shoppers.
And unfortunately not only the latter!

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Mass Effect 2. Existential Journey.

in silence. With reverence.
(Louise Brown)

Everything else is game.

the bottom is like love: a critical objectivity is a risk too counterproductive when you want to enter at any cost the secrets of the heart.

Best not to linger on and then three legitimate game design notes: Mako and its total absence of planetary exploration, slow and tedious scanning of the planets in search of minerals and for the necessary upgrade steps to "talk" and sometimes inexplicably are interrupted, as if the timing of the statement was too long compared to the change of scene, which, de facto, truncates the phrase 'equity.

.

Love forgives everything, I said.

love for science fiction, fervent engine that drives technological intellectual speculation and suggestions, I'd say techno-existential.

The universe. The cosmos. Bioware.

.

Mass Effect.

.

When the winding beauty lifts the spirit in the cosmos than ever, in which billions of synaptic contacts emettono serotonina di gioia e impazziscono come miriadi di barbagli di stelle supernova, sostenute da centinaia di visioni di Battlestar Galactica, dall’universo di Guerre Stellari, dalla distopia dei vari 2001, Avatar, Alien…

.

Come si inscrive Mass Effect in questa epica.

Come, ci si chiede.

.

Si potrebbe parlare del rapporto fisico con una Quarian, o delle problematiche sessuali inter-aliene in assenza della nostra concezione di libido. O magari delle Intelligenze Virtuali operanti in remoto nella Galassia, che fanno dell’Uno il Tutto, o del Tutto la prerogativa dell’Individuo.

And again the relativity of time for a Matron Asari, who lived over 1000 years basiscono vision for the existential perspective, dispensing looked so mystical for which weigh every move.

By creating a possible off-world universe, Mass Effect does what many "games" with a strong narrative element is barred: forcing the user to transcend the boundaries for human transcendental thinking in relation to man.

addition to aesthetic appeal, Mass Effect becomes a possible reason gaming existence. Questions, possible side alternative economies.

Pure science fiction, in other words.

Of all the millions of possible images stored at the end of this trip, so here's one that remains motionless, fixed to the surface that comes back to stun in all its placid glory.

.

.

I, standing in the Observatory of Normandy.

sitting on the ground, a Justicar Asari, Samara, I turn away in the lotus position, closed in meditation total. In the hands take a small ball suspended biotic energy, a lump of Element Zero spreads a blue bruise on his body.

Samara did not notice me. Did not hear me enter.

And I, stifling curiosity sacrosanct videogame giving notice any sane gamer to interact with all interact, so I decide not to interompere his meditation.

It is not the stunned silence, as what I invest the soul to a purely aesthetic level. In the total absence of words, as empty in that serene and perfect non-intimate communication, I rotate the camera behind me and assists the magical fluorescent froth out of the myriad of stars in the cosmos, which pierce the large bulkhead glass Normandy.

Myriads of stars that light refracted from mediation on the speed of the engines drawing iperluce a show of code, the light trails of pins, a slow glowing sparkling waves in glee exploded in billions of tiny nova.

.
E 'there, something.

Something that I can not say.

.

of epic Mass Effect, those billions of lights that shine and twinkle in the cosmos, the gods, the Orphic myths, Gods and panic ...

there where you feel a terrible throbbing eternal divine and wonderful.

Or his eternal negation.

.

Mass Effect 2.

Everything else is game.

.

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