Written by: Shelby Via, Director of Animal Care, SPCA Wildlife Care Center
As the human population in South Florida expands and encroaches upon an already diminishing natural and unique ecosystem, wildlife becomes exceedingly displaced as their habitat is destroyed, thus making the education of co-existence between humans and wildlife crucial.
Between the months of March and October, the primary reason wildlife chooses to shelter in, around, and under a home is because they need a safe place to give birth and raise their young. Although you may only see a single animal, during this time of year you should assume that it is a mother with dependant babies. Trapping, removing, and relocating often has tragic consequences for the animal and its babies and is only a temporary solution for your “nuisance wildlife problem”. With few “wild” places left to live in, another animal will simply move in to fill the niche you have just created. The new animal is often more of a “nuisance” than the previous one.
Although trapping and relocating wildlife may seem like a humane solution for the homeowner, it is not in the best interest of the animal. Wild animals do not “settle in” quickly to new surroundings, especially since the new surroundings are, more often than not, another animal’s territory. It now has to fight and compete with the resident animal for a limited food supply and nesting area. In nearly all cases, it is the newcomer that loses. Many die of infections from bite wounds, while others are killed by cars in an attempt to return to their original habitat and their young that were left behind. Meanwhile, the babies are unintentionally orphaned and left to slowly die of starvation.
In addition, trapping and relocating wildlife is illegal unless you are a licensed trapper. If you choose to hire a licensed trapper, make sure that it is a humane trapper, one that doesn’t euthanize unnecessarily. Also, understand that the financial cost of the trapper falls on you, the homeowner, and that this cost can sometimes be upwards of $200 per animal. There is no free government agency that will trap and relocate for you.
We recommend that if you discover wildlife nesting in or around your home, patience is the best solution. You can be assured that once the young are big enough, the birth den will have served its purpose and the animals will move out. The nesting season is short; tolerance and patience until the family has vacated will prove to serve in the animal’s, its young and your own best interest.
Friday, May 30, 2008
Monday, May 5, 2008
The Take Away
Written by: Greta Shultz
“Sue, I’m really not sure that what I’ve seen does anything for me,” said Phil, the prospect. “Actually,” he continued, “your color choices are nowhere near as extensive as your competitor’s. In fact, he was just in here showing me some new additions this morning.”
Sue detested this type of prospect. And unfortunately, this is the only type she’d had for the past six months. Sue knew that this would be another one of those meetings where the prospect objects a thousand times and she would have to come up with a way to beat them all down. “There’s got to be a better way to make a living,” she thought.
“I didn’t know you had met with ABC Competition,” Sue said.
“Well I really feel obligated to shop around. And to be perfectly honest with you, their prices are looking pretty good. I doubt you’ll be able to beat them.”
Alright, let’s get started fighting the objections... “Let’s talk about colors. Our colors are by far the…” Sue droned. An hour and a half later, she crawled out of the office exhausted and a feeling of being beaten, but walked in with an order.
Sue’s sales manager greeted her with a “good work” and a pat on the back. But after a glance at the dollar amount sold, he asked “why’s Phil ordering less than he did last time?”
“ABC Competition had a proposal on the table. You wouldn’t believe what I just went through to get that much.” Feeling 2nd rate, she added, “I’m going back there next week to see if I can get the rest back.”
Sue was so afraid she was going to lose Phil as a client that she was prepared to do just about anything to keep his business. In fact, she had the guts to spend another hour and a half confronting Phil’s objections, but not enough guts to ask the questions to find out if all the objections were real or a test on his part.
Taking a sale away, or taking yourself out of the running, and then waiting for a response from the prospect takes some serious guts. This technique is not for those with weak knees.
No one can hold Sue responsible for her commitment to ask. In fact, most salespeople and sales managers would agree that in the situation above, the best thing to do is simply “gut it out.” But there is something else that could have been done. Before Sue began answering every objection Phil had, she could have very simply said, “You know, you mentioned that ABC Competition has more colors, a better price, and they were already here this morning”. So I’m confused, between you and me, why didn’t you order from them? I mean we can’t do all of that so I guess you’re not ordering from me today, huh?!”
In order for “the take away” technique to work, you must honestly be prepared to lose the sale and walk out the door without looking back. If you’re not able to do this, the technique may backfire right in your face. But if you’re 100% committed to making it work, then this technique is incredibly compelling when it comes to eliminating objections. Your task is simply to mirror back what your prospect is saying to you. For example, when they tell you how great and wonderful your competitor is, reply with “So you ordered from them.” Don’t speak until you get a response. If they did already order, it probably really is over for you. But if not, then you deserve to know the reasons why. And while your prospect is telling you why, you’re learning what you need to do to get their business.
The prospect’s famous last line is often “the other guy can do it better for less.” Well guess what…LET HIM!
“Sue, I’m really not sure that what I’ve seen does anything for me,” said Phil, the prospect. “Actually,” he continued, “your color choices are nowhere near as extensive as your competitor’s. In fact, he was just in here showing me some new additions this morning.”
Sue detested this type of prospect. And unfortunately, this is the only type she’d had for the past six months. Sue knew that this would be another one of those meetings where the prospect objects a thousand times and she would have to come up with a way to beat them all down. “There’s got to be a better way to make a living,” she thought.
“I didn’t know you had met with ABC Competition,” Sue said.
“Well I really feel obligated to shop around. And to be perfectly honest with you, their prices are looking pretty good. I doubt you’ll be able to beat them.”
Alright, let’s get started fighting the objections... “Let’s talk about colors. Our colors are by far the…” Sue droned. An hour and a half later, she crawled out of the office exhausted and a feeling of being beaten, but walked in with an order.
Sue’s sales manager greeted her with a “good work” and a pat on the back. But after a glance at the dollar amount sold, he asked “why’s Phil ordering less than he did last time?”
“ABC Competition had a proposal on the table. You wouldn’t believe what I just went through to get that much.” Feeling 2nd rate, she added, “I’m going back there next week to see if I can get the rest back.”
Sue was so afraid she was going to lose Phil as a client that she was prepared to do just about anything to keep his business. In fact, she had the guts to spend another hour and a half confronting Phil’s objections, but not enough guts to ask the questions to find out if all the objections were real or a test on his part.
Taking a sale away, or taking yourself out of the running, and then waiting for a response from the prospect takes some serious guts. This technique is not for those with weak knees.
No one can hold Sue responsible for her commitment to ask. In fact, most salespeople and sales managers would agree that in the situation above, the best thing to do is simply “gut it out.” But there is something else that could have been done. Before Sue began answering every objection Phil had, she could have very simply said, “You know, you mentioned that ABC Competition has more colors, a better price, and they were already here this morning”. So I’m confused, between you and me, why didn’t you order from them? I mean we can’t do all of that so I guess you’re not ordering from me today, huh?!”
In order for “the take away” technique to work, you must honestly be prepared to lose the sale and walk out the door without looking back. If you’re not able to do this, the technique may backfire right in your face. But if you’re 100% committed to making it work, then this technique is incredibly compelling when it comes to eliminating objections. Your task is simply to mirror back what your prospect is saying to you. For example, when they tell you how great and wonderful your competitor is, reply with “So you ordered from them.” Don’t speak until you get a response. If they did already order, it probably really is over for you. But if not, then you deserve to know the reasons why. And while your prospect is telling you why, you’re learning what you need to do to get their business.
The prospect’s famous last line is often “the other guy can do it better for less.” Well guess what…LET HIM!
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