PWG - LESS

IT HAS TAKEN A MASSIVE NOSE DIVE, __ .
THEY ARE MUCH LESS PRICE SENSITIVE, __ .
IT HAS PLUMMETED, ___.
IT HAS FALLEN OFF A CLIFF IN X TERMS, __ .
When you have 100 options to choose from the critical skill isn't choosing 5 but sacrificing 95, __ .
WE NEED TO WITTLE DOWN TO A MORE MANAGEABLE NUMBER, __ .

It is becoming INCREASINGLY MARGINALISED in today's society, __ .
EFFORTS HAVE GREATLY DEPRECIATED, __ .
There was a CONTRACTION of efforts on, __ .

Their ability to expand has been greatly DIMINISHED, __ .

They DECIMATED, killed in large numbers, the competition, __ .

There has been a REDUCED focus on, __ .

There is a HEIGHTENED sense of disillusionment, __ .

It EXCEEDS requirements and expectations, __ .
It could be viewed as EXCESSIVE, __ .

It is SUPERFLUOUS to demands, __ .
Exacerbated an already bad problem, _ .
IT IS LESS PRONOUNCED THAN IT ONCE WAS, __ .
Less Choice is better than more. The more choice they have, the harder they will find it to make a decision and they often fail to make any decision at all, __ .

THIS INCURS LESS RESISTANCE, __ .
LESS actively pursuing such, __ .


THAT LESSENS, WHAT COULD BE A POTENTIALLY HARD BLOW, __ .
IT IS THE LESSER OF 2 EVEILS IN MANY RESPECTS, __ .

THEY HAVE DEMONSTRATED THAT THEY HAVE LIMITED AMBITION, __ .
THERE ARE LIMITED OPPORTUNITIES WHEN IT COMES TO, __ .

IT WAS AN INFERIOR PRODUCT, __ .
THE IMPACT WAS NEGLIGBLE, INSIGNIFICANT, LESS THAN EXPEXCTED.

ITS A STEAL AT THAT PRICE - it costs much less than it is really worth, __ .
We want to reduce the distance to knowledge, __ .
WE WANT TO REDUCE THE DISPARITY BETWEEN, __ .
We need to reduce the number of variables over which we have no control, __ .

THEY HAVE BEEN MARGINALISED THROUGH, __ .
He was divested of his rights, __ .
We need to Reduce the number of false positives, __ .

IT IS HALF-BAKED, __ .
NINTH CIRCLE OF HELL, __ .
Humans have greater loss aversion than gain affinity - Italy reverse penalty points, __ .
£50 loss is worse than £50 win for a bet of £50, __ .

It is the law of DIMINISHINGL UTILITY - Each additional usage brings less benefit, __ .
It is the law of DIMINISHING RETURNS - Each additional input brings less returns, __ .

The NEGATIVES OUTWEIGH the positives, __ .
The NEGATIVES OUTSTRIP the positives, __ .

LESS OPTIMAL, __ .
That would be a LESS OPTIMAL approach, __ .

PWG - MORE

1. WE NEED TO UP THE ANTE , ___ . , ___ .
IT IS AROUND 5X MORE IN TERMS OF , ___ .
IT GOES FAR BEYOND THE _________. , ___ .
IT GOES FAR BEYOND THE CALL OF DUTY. , ___ .
WE NEED TO STEP IT UP A GEAR. , ___ .
WE NEED TO PICK IT UP A NOTCH. , ___ .
WE NEED TO RAISE THE TEMPO/VOLUME. , ___ .
ITS EXPONENTIALLY MORE. , ___ .
IT IS INFINITELLY MORE. , ___ .
THERE HAS BEEN A RISING TIDE OF. , ___ .
WE NEED TO STEP ON THE GAS PEDAL. , ___ .
IT SKY ROCKETED AFTER WE HIT CRITICAL MASS. , ___ .
THIS GIVES US A BIT MORE LATITUDE, __ .
WE NEED TO INCREASE THE FREQUENCY FOR MORE IMPACT, ___ .
WE NEED TO MORE AGGRESSIVE ON TWO FRONTS. 1, IN TERMS OF ___ AND 2, IN TERMS OF, ___ .
The greater the hurt the more costly the rescue, __ .
More than one string to their bow, __ .
The cost of in-action is an order of magnitude greater, ___.
Greater number of conversions, __ .
IT PROVIDES GREATER TOLERANCE, __ .
IT PROVIDES INCREASED LONGEVITY, __.
WE ARE increasingly hearing, __ .

IT IS GREATER BY AN ORDER OF MAGNITUDE.
In terms of absolute value it is greater but not in terms of relative increment, __ .
To be honest, that is more myth than fact, __ .
He may have bitten off more than he can chew , __ .
MORE PRODUCTIVE WITH GREATER EFFICENCIES, ___ .
it is more work yes, but is the goal to have less work or more profit, ___ .
IT HAS INCREASED EXPONENTIALLY SINCE, __ .
WE NEED TO SCALE OUT OVER MULTIPLE DIMENSIONS, __ .
We are looking to EXPAND that focus. , ___ .
There has been an EXPANDed effort to. , ___ .

IT IS BECOMING INCREASINGLY, __ .
It has become INCREASINGLY difficult. , ___ .
WE NEED TO SWITCH GEARS NOW. , ___ .
There is an INCREASINGY sense of disillusionment. , ___ .

This enables us to AMPLIFY the target size. , ___ .

There has been an EXTENDED focus on. , ___ .

There is a HEIGHTENED sense of disillusionment. , ___ .


ITS ABOUT INCREASING MINDSHARE, __ .
ITS ABOUT INCREASING THE NUMBER OF EYEBALLS VIEWING, __ .

It EXCEEDS requirements and expectations. , ___ .
It could be viewed as EXCESSIVE. , ___ .

It is SUPERFLUOUS to demands. , ___ .

It TRANSCENDS the boundaries of wht is required. , ___ .

THERE IS AN ESCALATING SUPPORT COST.. , ___ .

EFFORTS HAVE ACCELERATED OVER THE PAST FEW WEEKS.. , ___ .

ADDITIONAL RESOURCES WILL BE REQUIRED INORDER TO SUCCESSFULY COMPLETE , ___ .

PWG - BAD

its a case of the tail wagging the dog, _ .
thats where they start to fall down, _ .
IT WAS A DEPLORABLE DECISION BY THE, __ .
We need to bite the bullet on this, _ .
DON'T WANT TO THROW THE BABY OUT WITH THE BATH WATER, _ .
ASLEEP AT THE WHEEL, _ .
DROPPED DOWN THE PRIORITY LIST, _ .
THERE WAS A MASSIVE GAPING HOLE, _ .
JUST WIDE OF THE MARK, _ .
THAT IS A VERY CORROSIVE REMARK, _ .
IT'S A HOUSE OF CARDS, _ .
IT'S A BASKET CASE, _ .
IT MIGHT BE VIEWED AS QUITE CRUDE, _ .
IT WILL GET WORSE BEFORE IT GETS BETTER, _ .
BRINGING A KNIFE TO A GUN FIGHT, _ .
WE ARE ON THE ROPES WHEN IT COMES TO _____, _ .
I CAN'T TODAY VS. YOU KNOW TOMORROW IS BETTER BECAUSE, _ .
BATTEN DOWN THE HATCHES, _ .
COMPARITIVE NEGATIVE BRANDING, _ .
MOVE FROM AN ENVIRONMENT THAT REENFORCES A NEGATIVE SELFL IMITING MINDSET, _ .
IN TODAY'S ENVIRONMENT, NEGATIVE PUBLIC SENTIMENT SPREADS LIKE WILD FIRE, _ .
IT WORKS OUT LESS FAVOURABLE FOR ME AND I'LL TELL YOU WHY, _ .
IT DILUTES OUR CREDIBILITY, _ .
THERE IS A PENALTY COST, _ .
A day late and a dollar short - too little, too late, __ .
A POOR MAN'S SOLUTION, __ .
IT WAS A SUBSTANDARD ATTEMPT TO , __ .

In sales, How do I verify that a done deal is in fact a done deal

Ask the following questions:

1.Once you’ve made the decision to buy, then what happens?
2.Who else has a stake in the decision or influences the outcome?
3.Is there anyone who needs to review this decision prior to payment?
4.Is there anyone who can veto this decision once it’s been made?
5.What needs to happen in order for payment to take place?
6.Is a purchase order required and, if so, how does it get generated?
7.How have you purchased similar offerings in the past?
8.What happened and how long did it take to execute on the decision?
9.Has budget been allocated and, if not, how does it get allocated?
10.Is there any way to accelerate execution once a decision has been made?

How do I effectively ask for assistance?

1. Tell them what you DO KNOW
2. Tell them what you DON'T KNOW
3. Tell them WHY you want to know

1. Here's what I know. I know that we have extensive operations in Japan. And that last years sales figures were well over quota, ____ .
2. What I don't know is what the sales figures were for the year before, ___ .
3. This is important because, _____ .

How do I determine if a sales job is right for me?

Question #1. Do I have the right personality? Some sales jobs require an outgoing personality, while others are more contemplative and solutions oriented. If you have a mismatched personality, you’re not going to be happy, no matter how good you are at selling.

Question #2. Will they train me adequately? You don’t want to spend three months eating dog food while you figure out your new employer’s products and sales process. You need to hit the ground running, so you should expect top-notch training, provided the moment you’re hired.

Question #3: Can this manager coach me? Having access to somebody who can help you be successful is half the battle. You want t manager who can tell you what you’re doing wrong and encourage what you’re doing right. If not, it’s time to look elsewhere.

Question #4: Can they provide good information? Needless to say, the most useful info is a list of QUALIFIED leads, but there’s also competitive research, sales tools, USEFUL presentations, unique sales propositions, and so forth. If it’s not there, you’re in for a slog.

Question #5: Is there a clear sales process? You want to see a clearly-defined, easily-understood sales process, with easily-measurable metrics, can help you understand exactly what you need to do in order to be successful. If it’s not there, you’ll be winging it.

Question #6: Will I have my own territory? Unless you want to constantly fighting other sales pros for the same business, you should expect to have an exclusive region or industry segment where only you are allowed to sell. If it’s not there, then you’ll always be fighting your peers.

Question #7: Do they pay commissions promptly? You’d be amazed how many firms let the bean counters rule the roost and wait weeks, even months, before paying the people who are bringing in the business. So ask around and make sure they’re not pikers.

Question #8. Is there a generous bonus plan? If you do a superlative job (like taking the extra time to sell a product that’s difficult to sell, rather than just cherry picking what’s easy), you have every reason to expect that you’ll get some extra rewards.

Question #9. Am I interested in what I’m selling? This is the most important question of all. If you’re not interested in selling something, you’ll probably be lousy at it. Customers will sense that you’d rather be elsewhere and often suggest that you do so.

How do I promote features in a sale?

Convert the features to "Usage Scenarios". That is, describe how these features are used and the benefit this results in.

Diagnosis: Pharma companies need research data stored in multiple locations and formats, both internally and externally, and it currently takes too much time to loacte this information.

Feature: Single search across multiple repositories.

Event: When initiating new drug research..
Question: would it take less time if...
Player: your researchers (reference diagnosis)
Action: could initiate a single search of multiple sources of information from the Internet or Intranet, and view previous research results for particular compounds (How) using predefined search criteria from their desktops?

Feature: Our solution can provide a single search across all repositories (reference feature)

Benefits: This reduces the amount of time spent by researchers on gathering information..researchers make better decisions based on more insight...

Success: We have helped XYZ to save XXX and increase productivity by YYY%in just 2 years

[DF EQPA FBS]