Research

Column By Bob Burg
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The Power of Research
As you know, Winning Without Intimidation applies to practically any interaction and circumstance, from dealing effectively on an interpersonal, social level, to making a sale and even to looking for a new job.
This article will look at how we can utilize the power ofresearch in each of these categories.
Anytime you wish to move someone to your side of an issue,it helps to know as much as you can about their history,circumstances, likes, dislikes, etc. Yes, you can certainly determine these things when first meeting them through asking questions. However, finding out before hand gives you two advantages - One is that you'll know these things "going in" and will beable to prepare for your conversation in advance. The other is how good you'll make that person feel as they realize you took time to understand "what they are about." How good would you feel to know that someone thought so muchof their meeting with you that they took their valuable time to actually research you? (to avoid misinterpretation on this point, please know that we are talking in terms of what one would consider complimentary to have someone research about them; not private matters. If I don't clarify that, I WILL get letters.) :-)
If you're invited to a social gathering, find out from your host about the various attendees' interests, hobbies, political affiliations, families and more. You can then learn about some issues they may enjoy discussing (their travels, successes) and, keep away or tread lightly regarding those issues you know might cause difficulty. Research certainly applies to a sales call. Check out the company through the Internet, as well as those with whom they do business in non-competing areas and, with enough thought, even in competing areas. What are their corporate habits; what is important to them?- Quality? Price? Service? Relationship? A few of the above?All of the above? How does your company measure up? Can you find the answers before you meet with the prospect?And, research the actual prospect to whom you'll present. Who do you know who knows him or her? Research her background. Does he have a family? What are her values? All this and more can be discovered so that you are ready to build a rapport quickly and effectively.
Is there some work involved in this? Absolutely... and it's work your competitors are probably not doing. In his bestselling book, "Never Eat Alone.", Keith Ferrazzi madesome excellent and compelling points regarding the value of this kind of research.In today's market, looking for a job is important enough toensure you have the edge. I remember when I was "young"(okay, no wisecracks, please) and looking for a job with aparticular company, Dad would always suggest I go to the library to gather information on that company, its history,the main players, etc.Of course, now all we typically need do is run a search onthe Internet. We can also research by asking others -possibly people who work there or have worked there in the past. If you don't know those others, you can network yourway to meeting them . Winning Without Intimidation almost always comes down to making others feel good about themselves. Making a good initial impression and positioning yourself for success with that person is always easier when you have information in advance. And, for this, simply apply the power of research.__________

Bob Burg speaks on "Endless Referrals" and "PositivePersuasion." He is author of "Endless Referrals: NetworkYour Everyday Contacts Into Sales", "Winning Without Intimidation: The Art of Positive Persuasion", and co-authorof "The Go-Giver." Visit Bob at http://www.burg.com-----------------------
More Motivation...
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"When you take the time to do the necessary research you putyourself at a distinct advantage over the masses who simply will not go through the trouble to do so. Success more thananything is being consistent in taking action where necessary, making sure the steps you're taking will lead tothe destination you desire -- and when a change in course is needed the willingness to take it."-- It's your life, LIVE BIG! Josh Hinds :-) Interested in having me speak to your group?Details at http://www.getmotivation.com/speaker/