Sunday, January 29, 2012

Should Robbie Perkins recuse himself from the Performing Arts Center project?

"This week, in the wake of Brown’s proposal, the Greensboro City Council voiced support for putting a bond referendum on the November ballot to fund such a project.

But it renews the question: Which location should the referendum support?

Ultimately, it’s an “either/or” question;
there won’t be two performing arts centers.

Notice the alternative close?

So how do these two proposals — downtown vs. the coliseum — stack up? Here’s a look:

...Brown noted that the occupancy tax revenue is dedicated for use by the coliseum complex facilities, so that funding stream wouldn’t be available for a performing arts center downtown.

“Everybody has to come to the reality that the need is certainly greater than the preferred location,” Brown said. “The economics model is something that we have to be sure appeals to voters.”

...Those who support a downtown performing arts center acknowledge the higher price tag, but believe the private sector is more likely to get behind a downtown site.

...those pushing for a downtown performing arts center haven’t provided details of where that additional money would come from, or how much private money has been raised for the effort.

Developer Roy Carroll participated in crafting the Downtown Area Consolidated Plan adopted by the city in 2010, which named the performing arts center as a priority project.

He said the cost difference isn’t insurmountable and wouldn’t have to be picked up by the public.

What is the "cost difference" between something
and nothing?

Why is everyone only using only two choices?

“I think the difference would potentially be higher land costs, but I think you’d make that up because you’d have more private donor support,” Carroll said.

Doesn't the Mayor work for Roy Carroll?

Didn't the Mayor get the listing for Roy's Horse Pen Creek property
after he voted for Roy against Kotis?

How many listings does Robbie Perkins have
 with any of Roy's companies?

How did Robbie and Denise get to DC?

Wasn't Denise a lobbyist
for the Greensboro [Roy?] Partnership?

“The thing about downtown
is just being able to get people excited
about a new facility being built downtown.”

If you build it with everyone else's money,
everyone else should come?

...“The downtown business community believes that this kind of facility needs to be in downtown if we’re going to make an investment of this size and nature,” said Ed Wolverton, president of Downtown Greensboro Inc.

“You really can make it a much better experience for those who want that type of opportunity.

That in turn helps the 45 restaurants in downtown and the 50 retailers in downtown and the existing arts venues that are here.”

What would Ed be expected to say?

What would any given reporter expect to hear
from a lobbyist representing downtown Greensboro?

...Carroll said there are three preferred sites in downtown — at Davie and Washington streets, at North Elm and Bellemeade streets and a third site that’s not been disclosed.

What is the proximity of the proposed locations
relative to Roy Carroll and Robbie Perkins' properties?

What property does Robbie Perkins have listed
in the immediate area?

Doesn't Robbie live at Centerpointe?

Did the mayor and Roy
not like the noise coming from Greene Street's roof?

...The state of the economy has slowed the process of developing a formal plan for a downtown performing arts center, Carroll said.

So the best thing to do is buy a City Council
to market a plan to have everyone else pay for it?

As Avery Dennison closes and cuts 59 jobs last week
that no one but the Biz Journal reports?

But plans could come together quickly enough to have a bond referendum before voters this fall for a downtown center.

Why the urgency?

“I think most of the people who are enthusiastic about this would rather see it happen sooner than later,” Carroll said."

Owen Covington

An alternative close
offers more than one alternative

The number of choices should be limited
between those supporting the questioner's ends:
two or three is preffered.

If there are too many alternatives,
including "No", or an undesired outcome of the salesperson,
the prospect may be faced with more complexity,
limiting the seller's ability to close.

"...Mayor Robbie Perkins has asked city staff members
to present realistic estimates for building a theater downtown,
in order to help the council consider its options.

Examples:

Would you prefer the red one or the yellow one?

Would you like one packet or two?

Which of these three instruments seems best for you?

Shall we meet next week or the week after?

...A theater at the coliseum would cost less than one downtown,
Brown said...

Downtown advocates are urging council members
not to buy that until they consider other options.

The Alternative Close is a variant on the broader-based Assumptive Close
and works primarily through the assumption principle,
where you act as if the customer has already decided to buy,
and the only question left
is which of a limited number of options they should choose.

“If we are going to make an investment of this size and magnitude,
there ought to be a more thoughtful process to make sure
this is the right facility and the right location,”
said Ed Wolverton, president of Downtown Greensboro Inc.

“We’re really focused on making sure
that we’re working in the best interest of the entire community.”

An Alternative Close can work in many different situations
where agreement is sought on specific tasks...

An extra technique that can be effective
is to add a slight nod when offering the preferred choice.

This can be accompanied by subtle verbal emphasis on the words.

...The issue has been explored in a series of planning studies,
which even considered where to build the theater.

...“Come up with a plan that works and is financeable,
and we will go from there,” Perkins said."

Amanda Lehmert

1. To get the customer used to dealing with this close,
as you work through the sales process, use alternate choices.

This can be done when trying to set appointment
or when determining how to proceed.

When customers get used to the process of having an alternate choice,
they are more receptive when it is used as a close.

2. Be sure to be positive after each response
to reinforce the customer’s willingness to an alternate choice.


3. Once the customer has become accustomed to alternate choices,
use a final alternate choice close to finalize a sales.

The customer will no longer be a stranger to this technique
and will be able to make an important decision
by choosing from one of two options.


They will find the decision to be easier and less risky.


Here is this technique in action…


Sales Rep: “Would it be easier for your team to receive the delivery
during the February shipment or the March shipment.”

Customer: “The March shipment would be better
since ours goes out in May.”


Sales Rep: “Excellent. We can arrange that.


Now, was this for the opaque panes or the transparent panes?”

Customer: “Actually, we’d like to arrange for both, if that’s possible.”


Sales Rep: “Definitely. I’ll draw up the agreement with both.

Do you want me to e-mail the agreement
or provide you with a hard copy?”

Customer: “Why don’t you e-mail it to me…
that way I can shoot it right over to the legal department.”


As you can see, the process dovetails very nicely.

It is a simple matter of moving the customer along
until the final close.

Try using the alternate choice close throughout the sales process
and in the last stages to “help” your customer make a decision.

3 comments:

Don Moore said...

UNC-G, Guilford, NC A&T all have performing art facilities. We have several similar facilities downtown as well; although none hold thousands of people.

I think smaller facilities allow for longer performance runs, allowing the word of mouth to spread the news.

Hartzman said...

It's too coordinated.

This and the water and sewer down I40.

I didn't think it would be so blatent.

Billy Jones said...

As Don suggests, the Greensboro Performing Arts Center doesn't need to be a giant venue and it should be placed in East Greensboro.

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