CONSULTATION |
Did you know that the Traub Law Office offers a free initial consultation?
Part of my dedication to my clients is ensuring that there is a good fit between you and I. The purpose of the free initial consultation is for you to tell your story, learn about me, and then we can decide whether we would work well together. There is no obligation on your part, so why not schedule an initial legal consultation today? |
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JOKE |
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You can't serve beer (or any alcoholic beverage) to a moose in Alaska.
The Encyclopedia Britannica was banned in Texas because it disclosed the formula for making beer.
It's against the law in North Dakota to serve beer with pretzels at any restaurant, bar, or club.
Missouri legislators enacted a strict law that listed all the ingredients that can be used to brew beer. Don't worry about the beer being watered down- they forgot to include water as an ingredient.
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NEWS |
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Tax Law Changes for Business in 2007
(From Start Your Own Business website)
As at the start of any new year, businesses are inundated with a load of new local, state and federal laws to sift through. Here are just a few tax law changes that may impact your business:
Increased section 179 limits. The maximum section 179 deduction you can elect for property you placed in service in 2007 is increased to $112,000 for qualified section 179 property. This limit is reduced by the amount by which the cost of section 179 property placed in service during the tax year exceeds $450,000.
Standard Mileage Rate. For 2007, the standard mileage rate for the cost of operating your car, van, pickup, or panel truck is increased to 48.5 cents a mile for business miles driven.
Qualified Transportation Fringe Benefit. For taxable years beginning in 2007, the monthly limitation regarding the aggregate fringe benefit exclusion amount for transportation in a commuter highway vehicle and any transit pass is $110. The monthly limitation regarding the fringe benefit exclusion amount for qualified parking is $215.
If you need help with small business accounting and taxes visit accountingparadise.com
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TIPS |
 Ten Suggestions for Selling to a "Dominant" Type
(Excerpted From "Close the Deal")
Dominant buyers try to maintain control and walk away with most (if not all) of the marbles. During negotiations they seek to control the agenda. They get to where they want to go because they lead, not because they follow. Nonverbally, they are likely to project a forceful, domineering posture and stance. When frustrated or angry they may pound fists and point fingers. Vocally they emphasize their position by increasing volume and maybe even using profanity for impact. Follow these tips when the buyer in front of you fits this profile.
1. Never convey to a Dominant that you are hungry for the sale.
Sure, you want the sale. But dont' beg or plead for it. Giving the impression that your next meal depends on this sale will trigger this buyer's predatory instincts.
2. Go to the bottom line and work backwards.
A good opening line with a Dominant is "Can we fast-forward to the end of the movie and then work backwards? What exactly will you need to close a deal that will make you happy?"
3. Match nonverbal behavior.
Return the Dominant's gaze. Move forward in your chair when the Dominant moves forward. Use your voice and your body to emphasize key points. Come across as passive and meek and the Dominant will turn you into "road kill."
4. Limit small talk.
Dominants want to get down to business quickly. As soon as you sense that the buyer is ready for business, switch from your social manner to your business mode.
5. Draw lines in the sand.
What is negotiable and what is not? What is a fized, unewivocal policy and what is flexible? Without clear answers to these questions before the negotiation, the Dominant may kick the sand in your face.
6. Probe assertions.
Dominants will try to structure the sale to conform to their wishes. They'll asser their requirements up front. Move beyond those assertions to uncover underlying issues with statements like these:
- "Yes, I understand you clearly. Why do you believe that?"
- "Why is that so important to you?"
- "What do you mean when you say...?"
- "I wonder if we could examine this issue further."
7. Limit your answering of questions with questions.
Answering questions with questions is a reliable way to keep pressure on the buyer, but this strategy will alienate the Dominant. Provide specific answers when asked specific questions. Follow up with questions after you present your information. "Sure, I"ll be happy to answer that. The number of overseas facilities using this equipment is four. But let me ask you this: how does that information help you?"
8. If you're feeling pressure, identify it as an obstacle to crafting the best possible deal.
Dominants want to win. Your feelings are inconsequential unless they get int he way of shaping a good deal. consider this as a response to pressure tactics: "I'm feeling pressured right now and a little uncomfortable. Because of this pressure I'm afraid we might not end up with the kind of deal best for you. Could we take a deep breath, sit back, and focus on how we can best solve your problem?"
9. Offer choices.
Dominants need control. Limit their alternatives to what will work for you, but offer choices within those alternatives. You win, but Dominants feel as if they had won.
10. Ask for a summary of any agreements.
Dominants are not the greatest listeners. Ask them to tell you what they heard. If there are any misunderstandings, clarify them on the spot. In order to verify that Dominants view agreements in the same way you do, let them, not you, do the summary.
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