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Welcome to the WISE newsletter, a program of
The Falcone Center for Entrepreneurship at Syracuse University

Tuesday, May 22, 2007

We need more women...

Quoting the Re:Invention blog:
The world desperately needs more women media spokespersons. According to the Global Media Monitoring Project (2005) and the White House Project....
  • Women make up only 21 percent of all people featured in the news.
  • Women represent only 14 percent of all company spokespersons and 17 percent of all experts quoted in the news.
  • Women are twice as likely as men to be portrayed as victims in the news.
  • Women represent a mere 14 percent of all Sunday morning political talk show guest appearances.
Do you consider yourself to be an expert? Are you knowledgeable in your business area? Yes! Then get yourself in the media and quoted talking positively (or constructively) about your work, your industry, and your world.

Monday, May 07, 2007

Making the sale

At a Women Business Owners Connection meeting this winter, Leslie English from Dale Carnegie talked about the technique she uses to close a sale. It is called the questioning model. Basically she:
  • Asks about the current situation. What is occurring now?
  • Asks what the situation should be. What should be happening? What should this situation look like?
  • Asks about the barriers. What will stop you from moving forward (from having the situation that you want)?
  • Asks about the pay out. With this, she looks to see how she can turn this -- what she is offering -- into something the prospective buyer has to do.
  • Does a trial close. She restates what she had learned and asks the buyer if making this change is something the person wants to do.
If she has used the technique well, it should lead to a sale. Sounds easy, right? But there is a technique that needs to be learned and it needs to become second nature. English said that if you have your technique learned, then you can put your self into it. You can make it sound like you and not like a memorized technique.