In which we emphasize the importance of articulating the value of a solution before we introduce the idea of the solution.
One of my friends is a senior engineer for a computer company. His team makes VERY snappy gear. He once said to me: “When introducing a computer command, a computer language feature, or a piece of computer hardware to someone, we find the conversation goes better if we first describe the problem it was designed to solve.”
Sales translation: “When introducing our product or services to clients or prospects, conversations go better if we first describe the dollar or time magnitude of the problem we are trying to solve, and then describe the dollar or time benefit of our product or service, then describe the solution.” So: Problem, benefit, solution. PBS.
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Risks, rewards, remarks, response
Market and forecaster sentiment alike was largely cemented earlier in the week with the release of the BoC’s post meeting statement on Tuesday. The collective catalyst – a ceremonious dropping of the BoC’s conditional pledge to hold rates at 0.25% through to the end of Q2/10 – pulled to the fore, a June rate hike scenario. While the Governor will emphasize that nothing is preordained, the impact of the act of removing of the conditional rates pledge was to focus the various elements of Canadian monetary opinion into a fairly narrow beam of expectations.
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In which we are reminded that people frequently make decisions, first, based on feelings, then based on facts.
During a heated discussion recently, one of our colleagues growled, ”Facts don’t count.” At the time, I thought, “What an IDIOT! Of COURSE facts count. This is a BUSINESS we’re talking about.” But… what if facts DON’T count as much any more? What would that mean for how we sell?
It’s what another friend refers to as “the Mary Kay” effect (as in Mary Kay cosmetics). Features and benefits are replaced by feelings and anecdotes.
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Bank of Canada business outlook survey
A little something for everyone
Both the Q1/10 business outlook survey and the senior loan officer survey were largely as was expected. The headline future sales sentiment index remained strong at 44.0 vs. although somewhat softer than the previous quarter’s 49.0 as the initial flush of economic recovery begins to fade. And while inflation expectations drifted higher in the first quarter of 2010, conversely, the index of capacity constraints remained benign.
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This coming Monday, April 12, the Bank of Canada will release the results of its Q1 2010 Senior Loan Officer Survey. Here are Stewart Hall‘s comments on what he expects these results to be and a little background, taken from
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Caisse Drummond Supreme Court of Canada Decision
by James H. Archer and Candace Pallone of McCarthy Tétrault LLP
In June of 2009, the Supreme Court of Canada dismissed an appeal from the Federal Court of Appeal in the Caisse populaire Desjardins de l’Est de Drummond v. Canada case.
The facts of this case are as follows: On September 18, 2000, Caisse populaire Desjardins de l’Est de Drummond (Caisse Drummond)
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By Jennifer Smith, Ernst & Young LLP, Ottawa
In a clear and concise judgment, the Tax Court of Canada applied section 84.1 of the Income Tax Act (ITA) to a disposition of shares by the taxpayer, resulting in a taxable dividend of $400,000 instead of a capital gain eligible for the capital gains exemption. Although Justice Judith Woods agreed with the taxpayer’s counsel that section 84.1 is a “trap for the unwary” and appeared to have some sympathy for the taxpayer’s position, she nevertheless felt bound to apply the clear wording of the provision.
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