Mark Shander hosts and syndicates "The Computer Fun Shop", live on 1510AM KFNN Mesa/Phoenix.

With a hat-tip to KPHO TV-5's Wallace & Ladmo, 5 "Shander Packs" are given away to callers during each show. The "Shander Packs" consist of games, prizes and other fun stuff donated by electronic entertainment industry software publishers and local and national businesses.

Guests were game developers and publishers, with a behind-the-scenes candid look at games in development. The content, and the "Shander Packs" were responsible for a constant flow of live callers, and an audience of 50-55,000 listeners per week.

The games in the picture, Wacky Wheels and Raptor for the PC, were provided by FormGen, which was later acquired by GT Interactive.

Photo is courtesy of Fred Forino, Editor, Computer Buyer Magazine

Shander discusses violence in computer and video games from the E3 Show in Atlanta, on CNN.

Shander serves as voice/video production talent, helps develop TV-61, Arizona's first Low Power TV station, creating syndicated national programming.

Shander promotes local Internet and entertainment software development businesses on the Phoenix FOX-TV affiliate.

• Shander Facilitates Monthly Arizona Small Business Association (ASBA) Sales & Marketing Group Meetings
• Shander co-hosts the Arizona Technology Council's Tech Talk Radio Show
• Shander is a Columnist for Radio Guide Magazine
• Shander is a Reporter for The Broadcaster's Desktop Resource
• Shander is a member of the Internet Press Guild
• Shander Moderates The American Broadcasting
  & Streaming Media Conference

Shander Radio For Kids Promo mp3
(Banned - Fast Times Parody)

Enterprise and Small-Medium Business Solutions
For the Same Business Issue, Different Solutions May Be Best

A solution sale is something that utilizes a great deal of talent.

In addition to product knowledge, you really have to listen, and ask questions so you have enough information to be able to make an appropriate recommendation, or to provide your prospect with the most efficient, and the most effective solution options that accomplish their business and personal goals.

In telecommunications, for instance, there are many different solutions to the same challenges, or business needs.

For example, in the past, owning your own business phone system meant you had the option to purchase or lease.

With the advent of advances in technology, virtual solutions are now an option as well, and they're scalable, so they become an option for Small, Medium and Enterprise-level business users, even across multiple geographical work locations.

The best choice, however, isn't based solely on technology and hardware options - it's how solutions integrate into the way a prospect currently does business, and how implementation not only solves business issues, but adds productivity, potentially reduces cost over time, and helps increase profitability as a result.

With data solution sales, the choices for solving the same issue are numerous. Cost is always a concern, but so is redundancy, security and capital expenditure. How long is this solution expected to remain in place, and will the business grow in this, or additional geographical locations? Who are the customers of the business and where are they located? How do they connect to the business to communicate?

Sometimes ROI isn't always measured in currency. Sometimes it's added peace of mind, knowing your customers can always reach you, even when you're out of the office. It's important to always give your customers the perception you're able to be reached, even if they have to leave a message for you.

The bottom line is that serving your customers is a privilege, and a lot of trust is placed in you to make sure you're taking the very best care of them, just like the business was yours. A good sale is one that works for everyone, and is win-win-win - it's right for the customer, it's right for the company you work for that serves the customer, and it's right for you as a sales person as well. The more you know about your prospect's business, the better position you're in to be a valued trusted advisor.

Mark Shander
Talk Show Host/Trusted Business Advisor
Technology Journalist
mark@shander.com