GLOBAL COMMERCE

B2B Newsletter Global Commerce

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Hello Global Commerce Friends,

Hope you are having a great week!

We have been having the proverbial April showers here in Pennsylvania. I love the Spring season, but will be glad when the pollen has all blown away with the wind.

Now to business. Our subscriber numbers have reached almost 13,000 now, so it will take up to 13 days to get the newsletter out to everyone on the list.

We have added a great many new pages to our web site. The last count before we added 8 new pages on the 24th of April was 224. We continue to build our web site into one of the most comprehensive international B2B sites on the Internet. I hope you will pay a visit to our new pages and bookmark our site so you can come back to visit often and find out what is new and improved.

This issue includes a great article by our good friend, Charlie Cook. Charlie details how If you could eliminate prospects' objections to price you could close a lot more sales. If you target prospects emotions and use questions to clarify value you'll increase your sales. The title of his article is: OVERCOMING OBJECTIONS TO PRICE

We also have some trade leads - so be sure to check them out.

That is about all I have for now. Take care and may all your days be happy, healthy and profitable.

Ron Coble
Coble International - Global Commerce Services

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Be sure to check out all 10 pages while you are there: Business Dictionary

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FREE Trade Magazine Subscription

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Logistics Management delivers news and resources for professionals managing the logistics and transportation operations for their companies.

In these tough economic times, managing your transportation and distribution costs are more important than ever to help grow your company's bottom line. That's why Logistics Management magazine is dedicated to delivering timely, insider information that you can use to better manage your entire logistics operation.

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WARNING! -- WARNING! -- WARNING!

Over 90% of the information on the market about "how-to" Get Rich In Mailorder is a bunch of pure Bull-Stuff! (You know what I mean.) Not only will you NOT get rich in mailorder using that information ... you will probably lose a bundle of money trying to make it work for you. (If you haven't already.) Learn the cold-blooded, honest truth about Mailorder.

Mail Order Business

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OVERCOMING OBJECTIONS TO PRICE

By Charlie Cook

How much more could you earn if your prospects didn't object to your prices? You'd close more sales and be more successful.

Like most service professionals and small business owners chances are you struggle with objections to pricing on a daily basis. You lose business because prospects get stuck on price. Your pricing will never satisfy everyone but the following ideas will help you eliminate pricing objections from the majority of your buyers.

MARKET TO PROSPECTS EMOTIONS

One of the biggest marketing mistakes you can make is to start by marketing to a prospect's head instead of their heart. If your marketing materials and presentations lead with a presentation of the product or service features and/or your own credentials, this is the wrong information to present up front to prospects and can hinder the sale of your products and services.

The majority of purchases are ultimately based on emotion. Vehicle purchases are a great example. Sales of 4 wheel drive SUV's has soared despite the fact 90% of the buyers never go off road or need the 4 wheel drive functionality. Porsche sales have grown steadily, despite the fact that most often their owners use them around town and in traffic, rarely if ever driving at the over a hundred miles an hour they are easily capable of going.

Your prospects buy your products and services for their own reasons, not yours. Getting their attention by focusing your marketing on their concerns. Use questions to bring their emotional reasons for making a purchase into the conversation. When you present the benefits of your products or services, do so in the context of your prospects emotional interests.

- Are you marketing to your prospects hearts or their minds?

UNDERSTAND THE EMOTIONAL REASONS PEOPLE BUY

Some people buy cars based on their perception of safety, others based on the potential for speed and others make their selection based on how little gas the vehicle consumes. If you want to be more successful in marketing you need to know the emotional reasons people buy your products and services.

Reasons prospects buy include fear, gain, comfort, security, pride and personal satisfaction. When it comes to making a decision these are the motivators that determine whether your prospects buy your products and services.

If you sell investment advice, fear of loss, desire for gain and security may all be motivators. If you sell wide screen TVs or audiophile stereo equipment, personal satisfaction and pride may be the motivators. If you sell graphic design, your client's desired image is a motivator.

Marketing is about helping prospects make decisions. If you understand the emotional reasons your prospects use to justify a purchase than you can pitch to their emotions in your advertisements, on your web site, in your brochure and in your presentations and conversations.

- What are the emotional reasons your prospects buy?

HELP PROSPECTS DEFINE VALUE

To help prospects understand the value of your services, don't tell them; ask them. Most people learn by putting new ideas into their own words. Use questions to get prospects to identify the ways they'll benefit from your products. Ask them what they want, what they are looking for, and how they expect to benefit. Get your prospects to define their aspirations and objectives for their purchase.

These questions actively engage your prospects. By describing the benefits they are looking for they begin to imagine how much better off they'd be with your products and services.

- What questions can you ask to get prospects to describe the value of your products and services?

PUT PRICE INTO CONTEXT

There is a reason a car salesman has you look at a car in detail and take if for a test ride so you can experience all the features before they'll discuss price.

Hedge funds are investment vehicles that can provide unique benefits such as being able to achieve steady growth in both up and down markets or unusually high returns. Some investors believe these benefits are worth paying hedge fund managers ten times the normal management fees.

After prospects' have defined the value of the service or product they're interested in and can see themselves using it, then you present price. A price of ten dollars or ten thousand can scare your prospects away if you give it to them too soon.

- Are you presenting your pricing information too soon?

Increase your sales by pitching to your prospects' reasons for buying. Use your questions to help prospects define the benefits of your products and services in their own words. They will have far fewer objections to price and you'll make

- 2004 © In Mind Communications, LLC. All rights reserved. - The author, Charlie Cook, helps service professionals and small business owners attract more clients and be more successful. Sign up to receive the Free Marketing Guide, '7 Steps to Grow Your Business' and the 'More Business' newsletter, full of practical tips you can use at http://www.marketingforsuccess.com

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Finder Fee Opportunities

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TRADE LEADS

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product: FOR SELL WATER DISPENSERS FROM SOUTH KOREA

message: WOULD LIKE TO SELL WATER DISPENSER .OUR COMPANY PRODUCTS IS HIGH QUALITY AND FAMOUS IN DOMESTIC AND OVERSEA, .BUYERS CONTACT WITH IMRAN AHMAD BY CALL IN SEOUL 82-2-1196886786/FAX 82-23739605. EMAIL mail_ini7273@yahoo.com name: Imran Ahmad

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product: Laminated tube making machines

message: We want quotation to buy machine

visaexports@rediffmail.com

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product: i.c.diesel engine

message: LISTER TYPE I.C.DIESEL ENGINE 5HP TO 16HP SINGLE CYLINDER AND PETER TYPE I.C.DIESEL ENGINE 3HP TO 16HP AIR COOL AND WATER COOL TYPE

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LEARN HOW TO EXPORT CLOSEOUTS - SURPLUS - OVERSTOCKS - LIQUIDATIONS

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product: Ostrich

if you have interest in Ostrich please feel free to contact me as soon as possible.

Firiifa. zwanii@yahoo.com

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product: handmade rug from Nepal

100% handmade woolen rug business from Nepal.

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product: CHEMICALS

message: I AM A POST GRADUATE IN CHEMISTRY BASED IN BOMBAY- INDIA AND LOOKING FOR LONG TERM CHEMICAL SOURCING FOR OVERSEAS PRINCIPALS, PRODUCERS,TRADERS ON COMMISSION BASIS ALSO I WOULD LIKE TO TAKE CARE ON THEIR BUSINESS INTERESTS IN INDIA.

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i am looking for establish tape factory in my site . please send me adresses for companies products for :- 1- automatic slitting machine. 2- automatic cutting machine. 3- automatic bag packing machine. 4- single roll labeling - warpping machine.

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product: SUPPLIERS FOR RAW MATERIALS OF ADHESIVES

message: We are looking for supplier of raw materials for manufacturing adhesives ( polyurethane & neoprene adhesive ). Please inform us names and address of Taiwanese suppliers by E-mail & fax.

SEMECO INTERNATIONAL CO., 25 YEHIA EBRAHIM STR. ZAMALIK, CAIRO , EGYPT. TEL: + 20 2 7350060 / 7252545 FAX: + 20 2 7369762 E-mail: mohsamir@link.net

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WHO really makes money in Real Estate?

The Seller makes money. The Real Estate agent, Bank, Appraiser, Lawyer, Insurance Agent, and even the City, County and State (tax collectors) make money -- but -- the BUYER pays (even if the 'lucky' buyer buys a distressed fixer upper for no money down, he pays).

But, each year, poor souls across this country who want to 'Get Rich in Real Estate' fall for the same old sucker-pitch and pay out millions upon millions of dollars for courses, tapes, manuals and books on 'How To' -- buy distressed properties -- buy with No Money Down -- buy tax lien properties -- buy fixer uppers.

Real Estate BUYERS are the ones who have to make the monthly payments (if they can get the financing to begin with); pay the interest; pay the taxes and assessments; pay the cost of upkeep and maintenance; and pay the commission to the Real Estate agent when they decide to sell. (How do you get rich "paying?")

Doesn't logic tell you that to make money in Real Estate, you MUST be on the 'selling' side of the deal? But ...

How can you 'sell' something if you don't own (buy) it first?? Find out ..."How To Get Rich SELLING REAL ESTATE YOU DON'T OWN!" Real Estate Options

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product: we export house decoration goods such as decorative table cloth.

message: we have a limited company. we want to export hand made table clothes handkercheves window curtains and s.o. we also want to buy newly innovated electronics. thanks.

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product: raw hide DOGCHEW, MUNCHYS, TRIPES, PIZZELS.

message: I am manufacturer and exporter of 1-hide dogchew (pressed bones, twisted sticks,shoes,etc. 2- munchy sticks. 3-Bull pizzels. 4-Natural tripes.All for dogs. from India, looking for more buyers.

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product: CARBON PAPERS

message: We are manufacturers & exporters of CARBON PAPERS. We are looking for importers of carbon papers around the globe.

nashua@vsnl.net name: Vikram Tolia

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product: toiletries

message: we are the leading soaps & detergents manufacturers in Indonesia having a capacity of 1200 mt a month of soap manufacturing plant, we are looking for the distributors for our products in America. We also customize as per the buyer's requirement with the minimum quantities, set mutually. interested parties may contact on the mailing address given below.

g_chadha99@hotmail.com name: GAURAV CHADHA

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SELF-LIQUIDATING (Arbitrage) LOANS

Are Self-Liquidating Loans legal? - Do they really exist? - Can you qualify for such a loan? - What are Prime Bank Notes? Where & how do you get one? - Why do most bankers cringe when you ask them to act as a fiduciary for your Self-Liquidating Loan? After all, all you are asking them to do is disburse the funds against your orders. - How can it be a rip-off if there aren't any front-fees involved? - Who really puts together Self-Liquidating Loans? - Could you do a Self-Liquidating Loan in a smaller amount and have a better chance of success? - Can you do a Self-Liquidating Loan locally; in your own home town? Self Liquidating Loans

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Copyright 2004 by Coble International. All Rights Reserved. This newsletter may not be included in any compilation, electronic or printed, or as part of any commercial endeavor without written permission.

Although we believe all the information contained is legitimate, we cannot he held responsible for any dealings you have with any of the people and firms mentioned in this issue.

Ronald Coble
Coble International
1420 Steeple Chase Drive
Dover PA 17315-3784

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