Making the technical Sale by Rick Greenwald and James Milbery - Handling objections

Handling objections:

Three types of objections from most difficult to address to easy to address: philosophical objections; feature objections; and benefit objections

Three approaches for handling objections: rebutting and education. Rebutting an objection closes off communication with the prospect. Working down the grid to benefit objections so that an education approach is amenable. 1) address the objection immediately; 2) repositioning; You can do repositioning an objection to an education approach can handle. 3) park the objection and address later or follow up to establish rapport and credibility. Agree with customer in some sense, remain your curiosity and poke around to gain information. Do not be too defensive. Remember, by offering objections, your prospect is giving you valuable insights into his or her evaluation criteria. Use these objections to understand your prospects' real needs and wants.
Some objections are major while some are minor. Do not let the minor objections interfere your presentation flow.

When an objection comes up, firstly, try quickly to understand what type of objection you are dealing with so that you can ascertain the best technique to handle it; secondly, determine how to address it. It can help if you make a habit of repeating an object when you hear it.

cute, silly, coffee

1. 电视里的一个男角色努力伸手去救一个女角色去躲瘴气,女角色终于无力闭上眼睛晕过去, 布莱森看到女角色闭眼的时候, 很叹息地说: "oh......that's so cute!"
2. 布莱森和妈咪做BART去berkeley参加berkeley free clinic dental lottery. 在回到BART站的时候, 布莱森内急难忍, 妈妈在停车场打开车门站在后边做掩护. 妈咪催布莱森快免得给人看到了. 布莱森说: 妈咪, 不用, 他们会以为这是咖啡!
3. 布莱森和他的好朋友angelina在家里玩, 妈咪在留意他们讲话, 女孩子就是发育得早一些, 说: you can be the daddy and I can be the mommy. ... but no... I can not marry you because....才五岁的小孩子就已经有这些意识了. 布莱森估计听不大懂没有接话. 继续玩其他的, 过来一阵子, 他说: oh... am I silly? Angelina: yes... 布莱森然后就自嘲的说: oh... silly brycen...而且还很高兴的样子!

布莱森挺惨的- 爷爷的话

这几天在做爷爷的思想工作，希望爷爷奶奶办签证延期帮忙我们到弟弟一岁。爷爷一直心理不太愿意，某一天走路回来就同意了。奶奶悄悄的跟妈咪说：爷爷说布莱森挺惨的。布莱森也不是很坏的孩子，我们爸爸妈妈竟然这样对他又吼又吓的很凶的。妈咪听了很震惊。- 是啊，想像有些时候我们也真是没有爱心耐心。大人心理只是一个劲的想着弄好了小孩子的事情可以自己可以好好休息一下，坐在电视计算机前面不受打扰的看自己想看的东西。要知道，在小孩子的心理，他们也就仅仅希望能得到点父母的关爱和陪伴， 毕竟一天24小时， 也就是吃完晚餐的时间可以一起玩一下。旁观者清，爷爷奶奶看得出我们对小孩子并不是很耐烦。我们当父母的每天就象个机器一样的运转，却很少安静一下，从小孩子的角度，想想他们需要的是什么。这个事情妈咪爹地做的不好，以后要多改进。用更多的耐心和爱心和布莱森一起成长。想想30年前，爷爷奶奶在物质生活环境不是很好的时候，妈咪自己从来没觉得不幸福过。记忆里从来没有爷爷奶奶对妈咪凶过。我们作为工作的机器，虽说为孩子提供了丰富的物质条件，可是对小孩子来说，精神上的愉悦和幸福并不是金钱可以买到的，却是可以用自己的耐心和爱心去付出。爷爷最终不顾自己或这或那的担心而同意多在美国呆半年，心里还是惦记着布莱森的。- 这是世间爷爷奶奶对孙子最无私又是最微妙的隔代的爱了。当爸妈的当以谨记并在行动上爱护布莱森的成长，让他成为一个自信活泼自强的好孩子， 而不是脾气暴躁的令人处处烦心的问题孩子。

喝牛奶产牛奶， 大乖乖

1）妈咪要喂奶，多喝水保证有足够的水。布莱森看了说：不对，妈咪你要多喝牛奶才能产牛奶给弟弟喝！

2）某一天起来，妈咪叫布莱森，还是老习惯叫布莱森小乖乖。布莱森说：妈咪，我已经长大了，我比弟弟大。我是叫大乖乖， 弟弟才叫小乖乖！

3）妈咪给布莱森讲小马过河的故事， 大象说河浅，松鼠说河深，为什么同一条河的深浅有不同的说法？布莱森想一想，说：因为大象的腿长，松鼠的腿短呀！（好家伙！分析能力就这么强了！）

positive parenting

Childtime offered a free parenting section with a parenting consultant whose name I forgot. Here are the key points:

1) Sum it up with a word: try not to lecture your child in a long drawn out fashion. Try to think of one word that can get your message across to your child. (Less than 10 words, no yelling)

2) Acknowledge your child's feelings - let your child know that all of his/her feelings are valid. also remember to give his/her feeling a name. All feelings can be accepted. Do not compare your kid to the others including sisters or brothers.

3) Active listening - This skill helps a child clarify his feelings so that he can solve his own problems. It involves reflecting the feelings or content of a child's message. You can do this by repeating child's words to let them work through the process. Be a listener rather than a drop 2 cents.

4) Describe the situation - Tell the child in a few brief sentences what you see and what you feel.

5) Choices - allow children to help be in control of themselves by offering them a limited choices.

6) Problem solve - use this communication sill if you have a recurring problem. There are basic 6 steps:

a) discuss you and your child's feelings

b) discuss you and your child's needs

c) brainstorming ideas to the problem together

d) write down your brainstorm list

e) together decide upon a solution to the problem from your brainstorm list

f) carry through with your solution.

7) talk about child's 3 positive things before bed will help a child sleep; to make the improvement better, provide about 10:4 positive vs. negative comments on a child.

Remember: change takes a lot of time. Use nature consequences that mentally painful for them; don't fight for things that doesn't matter.

kiss to marry

After Brycen and Mom kissed good night,

Brycen smiled and said: When we kiss, we are to be married. Right?

Mom: Mommy is already married to Daddy. That's why we have you.

Brycen (very sad and crying...): No.... I want to marry you! not Daddy!

KCB at Childtime Martinez

Teacher: Ms. Denise McFarlane (very creative, caring and loving teacher that I like)

KCB student list:

Spencer Barlow (4/20/06)

Jack D Chrismer (1/9/06)

Ava Davis (1/24/06) brother: Jace

Jason Detre (12/7/05)

Ava Filer (1/14/06)

Stephanie Gerber (5/8/06)

Angelina Ma (4/19/06) brother: Braydon Ma; Anthony Ruijie (瑞杰) Zhang (04/27/11)

Jack Miller (12/14/05)

Theodore Rodrigues (1/20/06)

Ryleigh Todd (4/18/06)