A colleague of mine was recently frustrated by the the fact that some of the business development deals he was bringing in were going unfilled once they were closed, and that his revenue would be substantially higher if we could just fill the orders for those deals.  I have been following his deals over the past year, and knew this to be true.  I suspected that I knew why this was happening.  I asked him, "Are your clients ordering chicken parm in a diner?"

You Should Never Order Chicken Parm in a Diner

Diners are known for doing certain things well.  Burgers.  Chicken salad.  Grilled cheese.  Fries.  Omelettes.  What they are not known for are dishes that are a specialty of particular cultures, such as chicken parmigiana, an Italian specialty.  A few years ago my friend (not the colleague mentioned above) learned this the hard way when we went to our favorite diner, where he ordered the chicken parm.  Being of Italian heritage, it's fair to say that he had consumed his fair share of chicken parm.  I considered him to be a connoisseur of the dish.

"How is it?" I asked, once our food was served.

"It sucks." he said bluntly.  He was disappointed that the quality of the chicken parmigiana didn't measure up to what he would get at home or from a good Italian restaurant.  Well, what did he expect?  Why would anyone expect good chicken parm at a diner?  If you want good chicken parm, go to an Italian place.

Know the Limitations

It's not uncommon for clients to "order the chicken parm" in business.  Customer demands often exceed the abilities of the seller.  As salespeople, it's our job to manage the expectations of our customers.  It's one thing to have high expectations, but if those expectations are unrealistic, one, or both parties will end up frustrated and disappointed.  Their experience will be similar to that of my friend.

As salespeople, we're not really selling if we're closing deals that can't be filled.  The customer may always be right, but they aren't experts on our abilities and limitations.  Communicating our abilities, focusing on our strengths, and managing expectations will result in happier clients.  And happy clients are spendy clients.  The relationship grows.  The business grows.

It may be hard.  It may be more work.  It may mean less deals.  But it will also mean better deals.  It takes persuasion and skill to convince your clients that ordering the chicken parm is not a good idea, while also convicing them that they shouldn't walk out the door.  That's why companies need good salespeople.  That's what we're here for.  That's what selling is all about.

-Brendan Delaney
Twitter: @bwdelaney

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Brendan Delaney handles sales and content strategy at Textbroker International.  Textbroker is one of the largest providers of custom written content in the U.S. and worldwide.  To learn more about how Textbroker can provide your company with custom written content solutions, contact Brendan Delaney at bd [at] textbroker.com , or (212) 729-3218 x512

Though America ranks third in the production of oil, it still has a high reliance on foreign exports. In the past year, The United States has experienced a 3% increase in national drilling, a trend that if continued will help ease the pressures of rising oversea prices. In present, this trend is not seen as enough of a supplement to compete with pressures placed on foreign producers. Given best circumstances, the increase will help keep prices below $5 per gallon, though it is unlikely.

Out of the twenty leading producers of oil, seven countries currently suffer from circumstances that negatively affect their ability to produce, two have raised the price per barrel, and only two countries having circumstances that could reduce the cost of fuel.

Below is a list of the 20 leading countries in oil production, one being the highest producer. If there is no circumstance next to a state's name, there has been no major developments, positive or negative, in the year 2012 regarding prices.

1. Russia- Rise in barrel price ($15 per barrel)
2. Saudi Arabia- Eastern Revolution
3. United States
4. Iran- Trade isolation by U.S. and Japan (lowering supply of oil for U.S.)
5. China
6. Mexico
7. Canada
8. United Arab Emirates -Prices expected to rise to highest record
9. Iraq- Internal conflict
10. Kuwait
11. Venezuela- Raising exports
12. Nigeria- Christian/Muslim conflicts
13. Norway- Drilling less
14. Brazil- Worker strike in Chevron
15. Angola- Plans to increase output
16. Algeria
17. Libya- Civil war
18. Kazakhstan
19. United Kingdom
20. Azerbaijan

International trends don't offer much hope for summer 2012. Relations with Iran only further America's fuel crisis. In response to Iran's nuclear weapon development, the U.S. called for a trade isolation against the state. Japan has also followed suit, slashing Iranian oil consumption by 20%. With Iran sitting at fourth, this lowers the supply of available fuel for the U.S., while increasing the demand placed on other producers. In response, other producers may choose to raise the price per barrel of oil.

Iran offers another obstacle this summer as it threatens to blockade the Strait of Hormuz in response to the United States trade isolation. The Strait serves as a passage for a 20% of transported oil. While military action is planned if Iran follows through, oil prices would suffer until Iran was removed.

America's slowly recovering economy also threatens to raise fuel prices. Progress economically has left consumers with more money to spend and less willingness to save. This has lead to a higher consumption of oil, and as the demand goes up so does the price. However, there are predictions that this trend could reverse itself as fuel prices keep going up. It is estimated that the common consumer will begin to conserve on oil and fuel again to avoid the hefty cost.

America's economic recovery also suggests that more people will be willing to vacation this summer. As demand rises during the traveling months, the price rises with it. However, the cost of fuel prices is expected to hinder its own sale, as families make plans to vacation closer to home, saving on oil-based means of travel. This could lead to a spike downwards in the cost of oil after a spike upwards. With popular tourist locations California, Washington DC, and Hawaii in the top five states with highest gas prices, the economy will suffer should prices not adjust at the lower end of the spectrum.

While the United States stands to gain from the 3% increase in drilling on its own land, another practice becoming more common is a process known as "fracking". Fracking is a means of obtaining oil through hydraulic fracturing. Though the practice is beginning to become more cost efficient, currently it is still more expensive than the typical method of drilling. To make up for losses, the cost of a barrel that is traditionally drilled has risen to match a barrel of fracked oil. If fracking become cheaper by summer, it could be a factor in lowering fuel prices. Until then, the more common fracking becomes, the more expensive oil based fuels will become.

http://bottomline.msnbc.msn.com/_news/2012/02/25/10496561-8-reasons-why-gas-will-hit-5-a-gallon-this-year

http://gasbuddy.com/GB_Price_List.aspx

http://www.huffingtonpost.com/2011/02/22/oil-producers-exporters-t_n_826564.html#s244330&title=1_Russia

(click the image to go to full-size the infographic)

As a result of the demonstrations and denouncements, crowds flocked to “Sensations.” Some people came to support freedom of expression, other bought a ticket to see what all the controversy was about. “Sensations” ultimately became the most successful exhibition ever held at the Brooklyn Museum, and a prime example of how activism can sometimes backfire and help create a demand for the object or issue that triggers the protest.

The Gay, Lesbian, Bisexual and Transgender Project, which is sponsored by the American Civil Liberties Union, has a simple handbook on activism that encourages people to work for change through existing political and social channels. Project leaders acknowledge confrontational tactics such as demonstrations, boycotts and acts of civil disobedience can be effective, but they concede those tactics can also alienate the public.

The Occupy movement, launched as a populist protest against corporate greed and economic inequality, did just that. Activists took over Zuccotti Park and formed an encampment in the financial district in Manhattan. Within weeks, Occupy Wall Street spawned similar protests in cities throughout the country. The movement’s message was initially well-received. Restaurants and businesses sent food and supplies to the protesters who also won praise from political leaders.

But over time, health and sanitation problems crept into the camps along with drugs, theft and violent crime. Public anger mounted, and when police finally cleared out the parks there was little sympathy for the activists. The tactic of taking over public places backfired, but it did not generate support for the wealthy banks and corporations that inspired the protests. However, the public’s good will was squandered, and the movement lost its momentum.

Some activists who confront the public are still effective advocates. During the 1980s, the AIDS Coalition to Unleash Power, ACT UP, jammed Wall Street with flamboyant protest marches and disrupted church services by tossing condoms at congregants. Although ACT UP sparked public anger and distrust toward the gay community, the group is credited with breaking the regulatory log jam that kept life-saving drugs from AIDS patients.

In contrast, the Tea Party used the political process to win several battles only to help their opposition win wars. A loose alliance of Republican and Libertarian groups, tea partiers believe in small government and limited taxes. They also vehemently oppose President Barack Obama and his policies.

Tea partiers have poured money and manpower into the primary campaigns of ultra-conservative candidates who challenged moderate Republican incumbents because they worked with the Obama administration. And they won those primaries by appealing to voter frustration and fear. But the campaigns backfired in the general election, and conservative activists ultimately helped elect several liberal Democrats.

The Tea Party’s anti-government message has also backfired. The movement has attracted conspiracy theorists, racists and other anti-government groups on the fringe the political spectrum. Those extreme views alienated people who might have otherwise supported some of the movement’s economic positions.
One Million Moms, the media watchdog arm of the conservative American Family Association, has suffered a string of backfires in its recent attempts at censorship. The activist moms’ strategy is to boycott sponsors of any type of media that depicts sexually, particularly homosexuality.

One Million Moms demanded that JC Penny fire their gay spokeswomen, Ellen DeGeneres, or risk losing their business. JC Penny refused, the public responded with a huge wave of support for DeGeneres, and consumers are now seeing a hip and human side of the stodgy department store. The moms also helped an Archie comic book sell out after they condemned its gay marriage theme, and their attack on a sexually-charged Liquid Plumr commercial helped the video ad go viral.

The success of any activist movement depends on different factors, and advocates always run the risk that demonstrations and campaigns will publicize and popularize the issues and objects of their protests. And activists can and do alienate the public. Still, activists launched the Civil Rights movement, ended the Vietnam War and have advanced scores of just causes. Despite their misfires and backfires, activists play a key role in a democracy.

Sources

http://www.nytimes.com/1999/12/17/nyregion/disputed-madonna-painting-in-brooklyn-show-is-defaced.html?pagewanted=all&src=pm

http://www.washingtonpost.com/politics/in-occupy-movement-more-trouble-or-change/2011/11/15/gIQAu9dVPN_story.html

http://gbge.aclu.org/organize/protests-and-civil-disobedience

http://www.pbs.org/newshour/rundown/2010/11/delawares-mike-castle-reflects-on-consequences-of-tea-party.html

http://abcnews.go.com/Politics/naacp-tea-party-race-debate-heats-sarah-palin/story?id=11153935#.T1L_xPEgduN

http://www.washingtonpost.com/blogs/she-the-people/post/ellen-degeneres-and-suddenly-cool-jc-penney/2012/02/09/gIQAt0Fa4Q_blog.html

http://comicbook.com/blog/2012/03/03/life-with-archie-gay-wedding-issue-sells-out/

The interview by Bill Moyers of former Reagan and Bush advisor Bruce Bartlett, which was broadcast Friday night on PBS, has convinced me how the neo-conservatives have fumbled badly on the economy.

You can find the interview here: Bill Moyers: Where the Right Went Wrong

Where the right went wrong was the theme of the interview of Mr. Bartlett, who has been, and still is, considered a supporter of the conservative economic principles of smaller government and lower taxes. Bruce Bartlett was one of the architects of "supply side" economics, which formed the basis of American domestic policy under President Ronald Reagan. He also served as a treasury official under President George H. Bush. Recently, Mr. Bartlett has become one of the critics of current conservative economic policy. Among the observations made in the interview:

(1) Today's conservatives are phonies. He referred to President George W. Bush as a "pretend" conservative, and said he believes these policies have damaged the American economy. He now believes that the policy of lower taxes has gone too far.

(2) Taxes were much higher in the past. In the interview with Bill Moyers, Mr. Bartlett noted that in 1986 the tax rate on upper incomes was around 50 percent. Under George W. Bush, taxes were lowered, and Mr. Bartlett readily admits that reduced revenues in conjunction with greatly increased expenditures generated the huge debt that exists today.

(3) If not corrected, the budget situation will require dramatic cuts in popular programs. Those that will have to be reduced include Medicare and Medicaid. But he doubts whether such cuts will be politically acceptable.

(4) He sees a complete disconnect as to how many Americans view the issues of taxes and government spending. An example he gave was that of a TEA party member demanding that the government "keep its hands off" Medicare, which is of course a government program. He noted that many Americans do not realize how low taxes are today. He attributes this misunderstanding not only to the current level of political discourse but of the media's handling of the issue, and specifically mentioned how the center of misinformation is the Fox Network.

Eventually, the raising of taxes is the only way Mr. Bartlett believes the country can save itself. Their refusal to raise taxes is, according to him, where the right went wrong.

Went right past my office building

EducationNews.org put together this cool motion graphic video that supports a lot of the points I made in my post on the higher education bubble and its ramifications.

Check it out here: http://www.educationnews.org/higher-education-bubble

Also, this guy used to sit next to me sometimes when he consulted for iVillage, back in the day.