Mutual mystification in the sales process is a real deal killer. It happens when either a buyer or seller has different expectations for an outcome of a meeting. Or it can happen when one party does something bewildering that is not clarified-leading to the “two ships passing in the night” syndrome.

The seller must provide leadership throughout the deal flow and must not allow mutual mystification to occur. To ensure that there is no mutual mystification in your deal making, discuss before each meeting:· The purpose of the meeting and time length.

· Your specific agenda, especially on the items requiring action.

· Your buyer’s specific agenda/expectations, you do not want to be blindsided!

· Budget issues, if any.

· Expected results from the meeting (e.g. accept or reject the proposal being reviewed).

Often in sales negotiations there is a tug-of-war between buyer and seller; each at cross-purposes with the other. It is important for you, the seller, to isolate hidden agendas and areas of disagreement before your sales presentation. This way, you have time to adjust your proposal while educating the buyer to the reality to what is feasible in solving his problem. (Having unrealistic expectations, improperly handled, is the leading cause of failed sales closings.)

When you discuss ahead of time, and mutually agree to what’s coming next; you will build and maintain rapport, credibility, and trust throughout a profitable relationship.

Mutual agreement is the antidote to mutual mystification and your formula for sales success.

Become a serious business entrepreneur

A business entrepreneur must be focused on making money – This is the bottom line of being in business, and unless this is at the forefront of your mind with every business decision you make, then your business is in danger of losing ground to competitors and perhaps even losing relevance completely.A business owner must be confident in their own decisions – This does not mean that you should not ask for expert advice when necessary or seek help in realizing your goals, but you certainly cannot let other people make key decisions for you. Provided you carry out the required research, you should have a sound basis for moving forward with your plans. Remember this is your venture, not someone else’s.

A serious business entrepreneur must make strategic business moves – The correct mindset is not to jump into every business activity on offer, but weigh up which are most likely to produce the greatest results. For example, networking or training must be relevant and worthwhile, or they will waste both time and money.

An entrepreneur must connect with profitability – If profitability is the raison d’être of being in business, then you must know all the information that relates to this. What is your profit margin, your cash flow, your sales goals, your competitive advantage, and your key profit indicators? These are the elements that keep an entrepreneur focused.

A business needs to implement strategic business practices – This means not getting so bogged down in the here and now that you lose sight of the bigger picture. Every decision you make today must relate to the long-term profitability of your company. You must ask yourself whether the practices you engage in are moving your company forward.

A business entrepreneur must be willing to diversify – There is no reason why you have to concentrate on one business to the exclusion of all others. A clever entrepreneur will always be on the lookout for their next profitable business idea. Even if you employ someone else to carry out the day-to-day running of another business, it pays not to put all your eggs in one basket.

A business person must be passionate about what they do, without being emotional – Passion is strength and can lead to bold and dynamic decisions, whilst emotions can cause weakness and prevent the right decision, or any decision, from being made. You must learn to differentiate between the two so you can recognize when your emotions are undermining your entrepreneurial skills.

Research studies conducted all over the world have shown that soft-skills such as cultural sensitivity, business etiquette and good communication skills go a long way in generating global business and are therefore indispensable to an organisation’s well being.A typical soft-skills training programme is divided into four broad categories:

Building relationships – Teaching students people skills and effective human relations

Getting things done – Teaching Total quality Leadership, Power Dynamics, Transitions and the Art and Practice of Agreement

Developing the organisation and the people in it – Teaching Total Quality Culture, Strategies for leading change, resolving differences and growing a business

Specialised skills – Coaching, consulting, negotiation and group facilitation

While emphasizing the importance of soft skills¸ there is a need to view its importance especially in the context of Indian companies. There is a reason why there is a strong demand for soft-skill training in India. Technical skills alone are not sufficient for them to be competitive globally. Cultural, language and environmental barriers can only be crossed with the help of soft-skills. Besides, Indian companies are in a position of competition with global companies since they offer similar services in most industries. Hence, without adequate soft skills, Indian companies are bound to fall behind them. According to Pramila Mathew, CEO of MMM, a training solutions provider, “The world is flat and we are constantly interacting with people who come from different cultures and countries. This is the reason that why there is an increased demand for soft skills training like Managerial Training, Team Leadership, Outbound Training, Executive Training and Corporate Leadership Training.

Research studies conducted on IT recruitment revealed that at entry level positions, there was a strong requirement for technical skills. However, soft skills are a must-have if one wants to move up the corporate ladder. Moreover, with leadership styles becoming more open, managers expect that their team members will be able to communicate their ideas openly. According to an ERP Consultant with a big Consulting firm, “Soft skills are very important in business. It is essential to be technically sound, but one should also have the ability to convey the idea to the masses in the simplest possible manner.” What had made soft skill most important today is the outsourcing boom. This requires professionals and subject matter experts to communicate directly with their clients.

Thankfully armed robbery is not an everyday occurrence but is is on the increase. As recession bites people are getting more desperate and can see no other option but theft. These type of criminals are classified as amateur but it does not make them any less dangerous. In fact the opposite is the case. Because they are nervous and in most cases full of alcohol or drugs they tend to be unpredictable, which is not a good thing.The other type of armed robber is the career criminal who operates as part of an organised gang. Usually they are highly efficient and know exactly what they are looking for. The danger in such situations is that the staff on duty under estimate the level of intent and ruthlessness and get injured trying to “tackle” the robbers.

You cannot influence the type of criminal that targets your business and staff but one thing you can do is be proactive. Assume that you are a target and put plans in place to deal with the situation when it arises. A well thought out plan, communicated to staff could save lives. The following are some of the preventative measures you can take.

SHOP APPEARANCE AND LAYOUT

Criminals will always target the most vulnerable. If obstacles are placed in their way they will tend to move onto an easier victim. Having a well light shop front with clear views outwards and inwards is a first step. If your retail premises has the appearance of a well kept and managed business you are immediately setting a deterrent. Something as simple as keeping hedges trimmed could save you the trauma of a robbery.

CASH MANAGEMENT

Most retail businesses deal with large volumes of cash, although the increasing use of credit cards, including pre paid options is reducing the volume slightly. Make sure that cash points are clearly visible and if possible positioned so people outside the shop can also see them. Only keep a minimum amount of cash in the tills and and if appropriate place signs near the cash point that large amounts of cash are not kept. If you do use warning signs make sure they are true. You cannot stop staff commenting to friends and family so do not put up warning signs if they are not true.

If you do take a large volume of cash throughout the day then make sure you have a system for moving money from the tills to a safe. It is not good to have a till packed with cash. The system you use for removing cash will vary from business to business. For example, a lunch time cafe in a business district will be at a reduced risk of violent robbery because of the heavy footfall whereas an antique shop in a quiet rural setting maybe more vulnerable. Security plans need to match the type of business you run.

In a lot of cases cash is taken directly to the bank once a day. If you do operate such a system then make sure you do not follow a regular routine. Vary your time of departure and route everyday. Some retail businesses experience spikes of business over a couple of hours and this pattern is normally repeated on a daily basis. If that is the case then varying the time of lodgement can be almost impossible.

One way of overcoming this is to have a secure safe on the premises. By having this facility you can ensure any cash not lodged is secure and can be taken to the bank at a time of your choosing. Any safe you purchase should ideally require two people or two keys to open.

FIREARMS

Nearly all security experts recommend that you do not keep firearms on your premises. You do not want your staff engaging with an criminals and there is also the risk that the firearm itself could be stolen.

CCTV SYSTEMS

CCTV systems and spy cameras should only be deployed as part of an overall security plan. They are not a solution in themselves. If you do use security cameras then make sure they are regularly checked to ensure they are working and that the staff are aware that they are monitored. If you use spy cameras then you must ensure they are fully operational.

TRAINING

Making staff aware of the possibility of violent assaults and robbery is very important and to back up this information they should be given proper training and a thorough briefing on how to react. In larger companies the subject of shop security and personal safety should be included in any induction programme. For smaller companies compiling a written security policy may seem totally unnecessary and expensive. This drawback can be overcome by working with other retailers in the area and sharing the cost of employing a security adviser and / or HR company to compile the training material. Although tedious, focused training sessions could save lives.

SUMMARY

Violent crime is a reality unfortunately and there is no point assuming you will not be affected. By been prepared and taking proactive steps you can protect yourself, your business and staff from been victims. That thought alone should act as a motivation to put proper security systems in place.

If you value your company and livelihood then you ought to have effectual insurance cover in place. The type of business insurance you should have for your business depends upon the business you run and the activities you do. Chances are that someone else can always beat the premium that you are initially offered, especially for those who combine more than one form of coverage into one policy. Although the insurance packages will differ from company to company, and even from state to state, you can be sure to find some general patterns on insurance offerings. If you don’t want to read or cannot understand the policy, ask an attorney or financial adviser who is well-versed in insurance. For all your business insurance needs in UK, you should visit Hiscox business insurance UK website.