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Director Of It Services

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As global competition intensifies and heats ups, an increasingly large number of firms have begun to compete and challenge big computer business giants i.e. Electronic Data Systems (EDS) and IBM with low cost products, sophisticated technology, coupled with specialised skills. And, no where is it more evident than the fact that slowly but surely, China has overtaken USA, as the world's leading supplier of cheap IT / IT related goods.

As off-shoring / outsourcing of mundane IT chores gains popularity, point in case are two computer firms, Dell (specialising in desktop management) and Lucent Technologies (with a focus on network maintenance), new upcoming entrants to join the ranks of many others who have off-shored / outsourced to service providers in the IT global market. Fairly recently, the two companies went ahead and signed broad contracts for desktop management and network maintenance, purely on the basis of high-end skilled expertise available for relatively low costs.

Not to be left behind as China competes for off-shored / outsourced IT projects offering low cost high-end skills, seasoned pros in the off-shoring / outsourcing world, Tata Consultancy Services, Infosys Technologies and Wipro Technologies, IT firms head-quartered in India, have begun to lower their costs. Meanwhile, www.salesforce.com has added a new twist to off-shoring / outsourcing services by hosting services that offer off-site, subscription software via the Internet, and maintaining customer systems remotely. Highly successful, it seems it won't be too long before eBay, Google, Yahoo, AOL, Travelocity and Amazon.com also begin to dig deeper into the “on-demand” business services, as well.

Retaining their top position despite intense global competition from China and other low cost service providers, the world's three top IT off-shoring / outsourcing firms i.e. Computer Sciences Corp. (CSC), IBM and EDS, along with Hewlett-Packard, Northrup Grumman, Capgemini remain amongst the world's 10-biggest off-shoring / outsourcing firms, logging in double-digit growth revenues.

As off-shoring / outsourcing contracts for network operations, help desk support, applications maintenance, desktop care, disaster recovery services and data centre management get inked daily with China, Philippines, Canada, Ireland or India, in the face of increasing competition, companies are merging in an attempt to consolidate their position.

Despite, all the wailing and brow thumping that surrounds the trend of off-shoring / outsourcing, a research study predicts the global movement will grow by nearly 6% annually touching $112.5-billion by 2009, while the $33.8-billion US market will grow at 4.2%. It is obvious, off-shoring / outsourcing works to the benefit of all involved as IBM, EDM, CSC, Hewlett-Packard et al retain their Top Ten position in the world due to their decision to take advantage of a world class trend!

Director Of It Services

Confidence... when we interact with our affluent clients and prospects, we need to exude confidence. We need to show them what we are made of. There's a point where confidence becomes over confident and self assuredness becomes arrogance. These are not good things to be full of. Being competent, self assured and having a solid sense of self are excellent things to be full of.

Persuasion relies on our prospects perceptions of us. The reputation of people who sell isn't always flattering or accurate. In past articles I've written about how we can overcome objections and what the biggest block is in sales, partially fueled by an old-fashioned, slick, exaggerated parody of what a sales person is.

We are not these parodies. The other kind of sales person takes 'sales training', we are learning the art of persuasion. They use features and benefits to sell their products and services, we are concentrated on our client's and prospect's highest values and criteria, and understand how to link what we have with their values.

Persuasion is about taking the sales process out of the negative frame and replacing it with our own frame of what we know to be true about selling. This allows us to really shine.

Think about this for a moment... How are you being perceived?

Are you an exaggerator? Do you stretch the truth about your products and services? If this is the case, people absolutely know. Or they will know when the product or service is used with underwhelming results. Over deliver, don't over hype. This is crucial in persuasion. Overreach, and give them more than they were lead to expect. To do this give an outline or an overview of what you're going to do for them, and then give more.

Are you sabotaging yourself with sloppy, untrustworthy language? 'Honestly', 'seriously', 'truth be told'. . . .These diminish credibility and create incongruities and inconsistency. Linguistic precision is a huge component of persuasion. Cleaning up our own language incongruities gives us a huge boost.

Are you someone who brags about accomplishments? Or do you talk badly about others to make yourself look better? Unless you're extremely careful, this is going to reflect poorly on to you.

Another tactic that is 99% no-no. . . scapegoating. I know when I come across people who constantly throw off responsibility onto others, that's a huge sign of being untrustworthy. With that said, there are a few benefits to scapegoating when used properly and the tactic is used all the time in politics and advertising.

Lastly, we must learn when not to talk. Persuasion, getting what we want in life, in business, in relationships, is about listening. Knowing when to keep your mouth shut is paramount. And when you do open your mouth, it's vital to ask the right questions. Practice and study will help these distinctions become second nature.

In order to come across as not full of it, we need to be not full of it.

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Both Steve Parker & Kenrick Cleveland are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Steve Parker has sinced written about articles on various topics from Small Business, Marketing and Web Development. . Steve Parker's top article generates over 3600 views. to your Favourites.

Kenrick Cleveland has sinced written about articles on various topics from Vacation, Finances and The Internet. Kenrick Cleveland teaches techniques to earn the business of affluent clients using . He runs public and private seminars and offers home study courses and co. Kenrick Cleveland's top article generates over 40500 views. to your Favourites.

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