Sales Presentations – Three Questions to Answer

Everyone sells something. You sell your buddy on a new fishing spot. You sell your neighbors on a new restaurant to go to for dinner. Your kids sell you on raising their allowance.

Everyone sells something. We present our case. We persuade. To persuade by definition is the ability to convince by appealing to reason or understanding.

If you are going to make a sales presentation you need to know that presenting the case for your product isn’t enough. You need to be sharp, articulate, time oriented, entertaining and persuasive to get the job done.

Terri Sjodin, author of Sales Speak wrote that too many sales presentations are going the way of information overload and not enough about persuasion. I agree. Anyone can deliver information. Really. Anyone can read a brochure and figure out what it is that’s being sold. The key is to be able to answer three questions:

o Why you?
o Why your company, product, services?
o Why now?

The last question, “Why now?” is the call to action. It’s the answer to the sense of urgency you’ve created. Many sales people drop the ball here. They never close. They never make a call to action. They just sort of pack up and go after the information giving. Don’t make that mistake.

Persuasion isn’t about being pushy. It’s about being excited about the idea you’re bringing to the table and leading others to join your excitement. It’s about being able to make a call for action and having decision makers act on that call.

Managing Constantly Present UTIs in the Urinary Tract

One of the most persistent and potentially dangerous problems that disabled seniors with late stage Dementia have to live with are multiple UTI bacteria which permanently exist in their urinary tract. Here is my personal experience as a Caregiver.

There can be several reasons why this happens. With our mom, the reason had been partially due to kidney stones. And her weakened immune system had not been strong enough to render these residing organisms completely harmless even with the aid of antibiotics. So, these bacteria ended up ever present in certain localized areas in the body.

This situation is especially true for, what I consider, “special needs” seniors with two or more other physical ailments. These types of people are essentially confined to the bed. They have to be turned and fed by g-tube. And most often Nursing Homes are not the ideal place for them. The majority of them do not talk. They have contractures and they are incontinent. More important, they are totally dependent on the care of a live-in primary caregiver. It is for these reasons that they are considered “special needs”.

The goal then becomes not to get rid of the infections, but to manage and control their severity. If these germs are not treated and/or properly managed, they can cause some real damage like kidney failure or death.

Understand, however, that many bacteria reside in the body with symbiotic relationships. It is when certain ones unintentionally are allowed to compromise their unique living arrangements that they then can create damage.

First, what are UTI? According to The National Kidney and Urologic Diseases Information Clearinghouse, it is an infection in the urinary tract. 1 in 5 women will experience UTIs in her lifetime. These infections are caused by microbes which are organisms too small to be seen without a microscope. This includes fungi, viruses, and bacteria. However, bacteria are the most common cause of UTIs. There are basically three kinds of UTIs:

* Urethritis is an infection in the urethra.

* Cystitis is an infection in the bladder.

* Pyelonephritis is an infection in the kidneys

So, what are some of the names of the bacteria which can cause so much damage in the body? Three of the most recognized are: (a) Escherichia coli, (b) Klebsiella pneumoniae, (c) Streptococcus epidermidis.

Managing them can be tricky and a real inconvenience. Every time my mom had urine samples done at the hospital or clinic, two of these bacteria are always more prominent in my mom’s urine than some others: Escherichia coli and Klebsiella. Her doctors had decided years ago to keep her on a low dose maintenance of antibiotics at home to control them.

They also become resistant to certain antibiotics. Whenever these germs occasionally did manage to progress to a more dangerous level-for whatever reasons-they required us to take our mother to the hospital for a few rounds of intravenous antibiotics. That usually stabilized any potential harm.

At home, however, we eventually had learned how to manage these infections in our mom by way of monitoring, early detection, proper hydration and vitamin intake. These routines should be performed daily to ascertain that the level of bacteria growth in her system remains low.

MONITORING THE URINE:

(1) Visually check the adult underwear throughout the day. Whenever it becomes full and ready to be discarded, always check the color, odor and volume of the urine.

(2) Make a note of it in a daily care journal. Usually, foul smelling urine, bad color and/or low urine volume mean that the status of severity has increased.

(3) Remember. All three of these areas of concern (color, odor and volume) might not progress at the same rate. Only one area might be noticeably dominant.

(4) Always consider these three areas in relationship to each other. Check the urine often.

When the odor is noticeably foul and/or strong, chances are likely that the infection has multiplied to a dangerous level.

Lemon yellow is the normal color of urine. Light, medium or dark tea colors signifies guarded caution. Rust or Red colors means full alert-SOME APPROPRIATE AND TIMELY ACTION MUST BE TAKEN!!

The volume of urine is important as well. Water in; water out! If there is not sufficient amount of urine in the adult underwear, it might mean that your senior could be withholding voiding for fear of pain which means the infection has elevated. It could also mean possible blockage-especially if the senior has kidney stones. You may need to call your doctor if that condition continues-especially if it is accompanied by higher body temperatures or other related symptoms.

EARLY DETECTION IS KEY:

(1) When looking at the color of the urine in a soiled adult underwear, make note of first signs of discoloration and odor.

(2) Journalize the advent of the change and watch its progress.

(3) Choke off the growth, if possible. Sometimes simply giving the patient more water or some kind of acidic juice can slow the growth of the germ.

(4) Continue to maintain daily ingestion of maintenance antibiotic. Your daily recordings is your early detection tool.

PROPER HYDRATION:

(a) The Institute of Medicine determined that an adequate intake (AI) for men is roughly 3 liters (about 13 cups) of total beverages a day. The (AI) for women is 2.2 liters (about 9 cups) of total beverages a day. So how much water is enough to employ as a tool to control constant UTIs in the urine.

(b) Too much water can cause hyponatremia. It is a condition where more than normal amounts of sodium is flushed out of the system from drinking too much water. Marathon runners can experience this condition when drinking excessive amounts of H20.

(c) We discussed with our mom’s urologist about finding a workable consumption of water to help treat UTIs and to help flush out Kidney stones. Water can be a useful tool in managing UTIs. Remember: Each doctor often has a different opinion. At home, we had been following different doctors’ advice for years and found that every one of them has a different opinion to offer.

(d) Ultimately it depends on the caregiver to take notes, closely monitor his love one’s water-infection relationship and act accordingly. It has been my experience to hear doctors tell us one way and then blame us if it doesn’t ‘pan out”.

(e) The key to this water technique of controlling UTIs is to make scheduled visits to the doctor and/or clinic and have complete blood work done. Lab reports will show current changes in the levels of sodium or potassium in the bloodstream. Thus, water can indeed be a useful flushing technique in controlling the growth of permanently residing or recurrent infections in the urinary tract.

VITAMIN INTAKE:

(1) Vitamin C is a good source of ascorbic acid. When the urinary tract is coated with a sufficient amount of acid, germs find a difficult time sticking to the surface. Vitamin C can limit bacteria growth.

(2) Cranberry juice is often praised by doctors and nurses as the number one juice which inhibits the growth of UTIs. What they fail to also mention is that if your ailing senior has kidney stones, cranberry juice often exacerbate the condition as it creates stones as well. Remember: Cranberry juice is not the only juice that contains ascorbic acid. Lime, lemon or a simple vitamin C tab can be an adequate substitute for Cranberry juice.

(3) Make sure that vitamin C is a daily part of your Senior’s diet.

So yes. These diseases can be a menace! Everyone’s body is different. However chronic or ever present UTIs can be managed with a plan that should be collaborated between the primary caregiver and the doctor. Talk with him or her about a water and low dose antibiotic regimen. It worked for my mom.

Negotiating – Smart V Stupid

Experience has shown that some of the typical approaches in negotiation are very smart… or just the opposite. Here are ten of the most common, starting with the smart ones.

Start Positively with Compliments

Smart negotiators realise that the atmosphere they create will impact in the other’s perception and behaviour. Make it clear that your intention is to find the best deal for both of you. Rather than positioning each other as competitors, see each other as partners working together to solve your mutual problem. Just like a mountaineer needs a partner to reach the highest peak, you need each other to achieve the best mutually beneficial agreement.

If you can include an appropriate compliment, it will not only fast-track your rapport-building, it will also introduce positive labelling. It has also been shown that by positively labelling someone, you can influence them to act more that way. So, if, for example, you were to compliment them on being so understanding, it might just cause them to try to be more understanding!

Make Them Aware of Your Preparation

Your preparation is often the most important work you do in a negotiation. Thorough preparation gives you the foundation to make your offer with confidence and the leverage to unsettle the other side.

If you know something that they don’t know you know, use it early. Some negotiators will hold back this information, saving it as ‘ammunition’ to use if the other party becomes difficult. You will get better results if you reveal this information early – before offers are put on the table. Doing this surprises the other side, causing them to doubt the quality of their preparation. If I can compromise your confidence in your preparation, I create doubt about the validity of your offer which was based on that preparation.

Ask Their Opinion Before Making Your Offer

Most negotiators can only ascertain the other side’s reaction to their offer after they have put it on the table. Once an offer is made, it cannot be retracted. Smart negotiators do all they can to test the other’s opinion before any offer is tabled. They create a conversation where neither side makes any commitments, they just share ideas and reactions to better understand each other’s interests and priorities. They might use a line like, “I’m not looking at any commitments yet, but how would you feel if we put this with this in a package that includes… “

Once either side puts an offer on the table bargaining starts – and information sharing stops. So, you need to get as much information as possible before you start bargaining.

Refer to the Authority and Influence of Others

It’s unrealistic to expect anyone in a negotiation to accept the other party’s figures, so you need to find an authoritative source you can both agree on.

If I try to change your thinking in a negotiation by confronting your ideas, it is likely you will just become more entrenched in your ideas as you argue against me. It has been shown that I can influence your thinking by pointing to the actions of others whom you see as similar to you. Identifying any such reference points is part of a smart negotiator’s preparation.

Tie-Together a Package with the Maximum Perceived Value

It is virtually impossible to negotiate a win-win outcome over a single issue. Use your preparation and your non-committal discussions with them at the opening of the negotiation to create an integrated package with the maximum perceived value; remembering that something that has high perceived value to them might actually cost you very little.

Conversely, there are many stupid negotiation behaviours.

Start Aggressively with Criticism

Some negotiators start out with the thought, “I’m going to show them what a tough negotiator I am.” Research has proven that when I perceive you as being competitive, I become more competitive, I am less likely to share information with you and I become less flexible with my offer(s). Not a smart way to start!

Table Your Offer Early

Moving too quickly into bargaining will limit the chances of finding the maximum possible value for a deal.

Undermine Their Offer and/or Authority

It’s okay to question their offer, but putting it or them down will only result in a negative response.

Play Your Cards Close to Your Chest

This is negotiation – not poker! Failure to share information (that could have in no way compromised either position) is one of the main reasons for poor agreements.

Irritate Them – To Get Them to Do or Say Something They’ll Regret

Only works with very inexperienced negotiators.

Demand Answers After You’ve Backed Them into a Corner

Okay, so you’ve out-negotiated them with you clever ‘traps’. Now you have someone who resents you and you have to work with them to make this deal generate value.

When negotiating, you have choices… choose the smart ones!