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jennasam   , 35

from Los Angeles



Many people hate getting objections. When they get them, their hands commence to sweat, their heart requires the elevator down into the pit of the stomachs, and they start wishing they had become that graduate degree and avoided sales altogether.

This kind of is how most sales reps react when they get objections, although not the top producers. Top manufacturers view and react to objections very differently. To start with, because top producers thoroughly qualify their prospects up front they often uncover and offer numerous objections during the qualifying stage. Objections like, "I'll have to show this to my spouse, " and others happen to be known and dealt with.

Additionally, top producers have taken time, long in advance, of scripting away two or three different rebuttals to the arguments they get, so when they are doing get them, they know just what to say to overcome them. In other words, they are rarely caught off officer, because they really know what to say to deal with them.

Third, because top producers really know what the arguments or stalls are likely to be in move forward, as they are ready for them with stable scripts and processes to get over them, they are able to take good thing about the timing of "when" to handle an objection. In contrast to most sales reps who feel they have to handle an objection the moment they get one (and hence instantly lose control of the call), top producers realize that they may have 3 options as to if you should handle an objection. They can be:

1) When it comes up. Again, because top producers really know what to say and how to effectively deal with objections, they have picking out managing the objection when considering up or of postponing it for later.

The highly recommended may be to take care of the objection when it comes up. Normally, this is good if the prospect is rejecting a product or service at the starting of the pitch because they haven't been through all the info (features and benefits) of the pitch yet.

The right way to handle this is to use a software, of course. Nevertheless the key is to handle the objection and then move back in the pitch. A great example would be if a prospect objects to the price at the beginning. It may go like this:

Prospect: "This is out of our budget - the price is merely too high. " (Or any other objection. )

Rep: "You know, it could seem to be that way now, however the price actually destroys down to about $2. 00 per (lead, occurrence, etc. ), and when you look at it that way, it becomes very affordable - in particular when you see how enough time and effort it saves you. Allow me to just show you a few of things... inch

Found in this example, the representative answered the objection but rather than checking in with the outlook to see how the close landed, they instead kept control over the call by continuing on with the pitch.

2) The second option to handling an objection is to postpone it right up till the finish of the presentation. This can be ideal if the prospect seems willing to keep listening but is stuck by using an issue or two. The important thing is to acknowledge that you heard the argument and promise to take care of that by the end. It should go like this:

Prospect: "This is out of our budget..., " (Or any other objection. )

Associate: "I can understand that but let's accomplish this. Prior to you make any decision within this, let's speak about all the things this may do for you first, and then you will be in a much better position to make the decision if this is worth it for you. I even have some payment options that might make the decision simpler for you as well.

But first, i want to show you this... inch

What you're doing here is delaying answering the objection and thereby maintaining control of the phone call. The nice thing about this is the fact by the end of your pitch, many times the prospect won't even bring up the objection whatsoever! You'd be amazed by how often that truly happens once you get started using this technique.

In addition to this, if you really know what the objection(s) are at the beginning of the pitch - or in the middle - you can commence begging and building value throughout the known problem area (objection).

Postponing answering the argument similar to this is a great way to get your presentation in, keep control of the decision, and prepare yourself for what you already know might be coming at the conclusion.

3) The third time to answer an objection is... never! That's right. Thus many time prospects will test you and make an effort to put you off with many questions, stalls and arguments that it can be just best to not respond at all. Here's how you accomplish that:

Prospect: "This is away of our budget... inch (Or some other doubt. )

Rep: "Some of our clients felt like that until they observed about... " (Now give a benefit or maybe more and keep pitching).

This way you've identified the objection however you stay positive and so sold on your solution that you let your excitement drive the call - and often times your prospect's mindset. It is known that enthusiasm sells, which is true in many cases. The problem with most sales reps is the simple fact as soon as they hear an objection they commence to quit.


A refrigeration plant can "produce" the same amount of cold working at different levels of condensing pressure. While variations in pressure make little difference for the compressor, earning a major difference to the results: a 2 psig decline in condensing pressure lowers energy use by 1? 2%.

This may well not seem to be like much, but while energy was cheap, professional a fridge plants were commonly established to high condensing pressure levels to simplify procedure. Today? with controls are cheaper and energy becomes more expensive? the distilling pressure can be reduced by 30-80 psig in most plants, cutting energy use by 15-40%.

Usually of thumb in Ontario, a mid-size professional a fridge system consumes CA$600 value of electricity per you hp of its converter annually. Cutting 40% of one's use in a 200 hp refrigeration flower will bring CA$40, 000-50, 000 of direct cost savings to the bottom collection yearly.

If Product is Lost, So what? about Refrigerator Efficiency?

Cutting energy use is valuable, but only so long as the system fully functions its design functions and works within manufacturer-recommended technical specs.

Reducing the energy ingestion of a refrigeration system is never as simple as dimming or turning off lights. Along with lowering of the distilling pressure, energy use can be cut by flying condensing and suction stresses, optimizing hot gas thawing procedure, optimizing the working sequences of compressors, and other measures.

However, nothing of these measures is simple or straightforward. A deep knowledge of a particular's system design and use and of refrigeration technology in general, as well as a diligent rendering of the required changes, are paramount in expense reduction and maintaining reliable procedure.

Theory Meets Real Lifestyle

Despite numerous studies setting out the huge benefits optimization, many professional refrigeration operators are cautious of changing decades-old configurations. Typical arguments against changes are the following:

"This is how we've always worked. "

"Our a fridge maintenance contractor handles this. "

"It works now; why touch it? inch

"We will not see savings; so many factors affect energy consumption. inch

These are all important considerations, nonetheless they should not be deal-breakers on the way to efficient procedure of a refrigeration flower. All these objections can be overcome through education, cooperation with refrigeration companies and equipment vendors. Crystal clear communication about the expected results and about the change implementation procedure at different levels within the company is very important.

Savings in real-life conditions are best calculated using the tips of the International Performance Measurement and Verification Protocol (IPMVP). This kind of protocol summarises the recommendations in the area of efficiency measurement and confirmation, including the calculation of savings based on evaluation of the properly decided "before" and "after" intake baselines.

Deep Changes and Automation Bring Deep Expense Reduction

Generally in most professional a fridge plants, the condensing pressure can be decreased to below 100 psig, provided some minor technical obstacles are overcome. Such pressure reduction would lower ingestion by 20? 40% with only minor capital opportunities, if any. The right unit installation and setting of distinction frequency drives in fondre fans, brine pumps, and circulation pumps would reduce consumption by an extra 15? 15%. Prior to power incentives, the implementation of those changes would have a 6- to 18-month repayment.