sales training to create that winning

Sales training is the building block of any new salesperson, the individual can be tutored and mentored in the most advanced and latest methods, but the results normally come from the attitude that the salesperson employs in his daily sales routines.Even seasoned veterans undergo continual sales training, as the market place is ever changing, whilst the consumer buying patterns evolve. The sales training process also involves the companies changing products, which in turn requires that the salespeople within the organization receive product updates and the accompanying knowledge of the new products.The attitude of a sales person is vital within the sales training process as it involves thmindset of the individual in performing even the most mundane of tasks, in the sales process. Consider the last time you purchased an item through a salesperson, unless it was a purchase of necessity, you would have noticed that the sales person had a markedly different outlook and demeanor about them. This is most likely what enabled him or her to close the sale. One would most likely have found the person to be fairly positive and energetic, almost on an infectious level, where they got you into an excited state of mind that pushed you to purchasing the product. These sorts of attitudes and general behavior are taught in the sales training process, and companies as well as individuals spend thousands instilling this attitude into their salespeople.Instilling a winning attitude in the sales training process will pay dividends to the company, as the attitude involves realization of the long term goals and objectives of both the organization as well as the sales person. Once this attitude is adopted one will notice a continued commitment to this ongoing sales training process, as these individuals normally continue reading books on selling, positive attitudes and self motivation. They continue fine tuning their skills and overall attitude towards their sales profession, with the long term goals and objectives that provide that win-win situation that everyone seeks. It appears that once someone has undergone a truly successful sales training program they emerge with renewed vigor and energy that provides the base for onward growth and development.A sales person that has received correct sales training will enable that person to point out the true value of the product they are purchasing and where that product will add value and benefit to the purchasers life. The well trained sales person is also less likely to jump into the price negotiation issue, as they are aware of this value that they are providing, and are aware of the fact that people are willing to pay for the quality, as well as the convenience of the product being offered.Sales training is an ongoing and ever evolving field of expertise, and is required to assist the sales force in the organization as well as the customer at the end of the line. A sales training program should be designed and implemented correctly within the organization to ensure maximum results of the program, as well as benefit the sales person in a professional capacity.

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sales success use the customer

Customers are the reason we are all�in business.�The customer's reaction to your brand dictates success or failure.�And since nobody actually seeks�to fail, it pays to know how your customers experience you, �your company, your product and your brand. Conventional�customer-satisfaction surveys have�limitations;�they tend to assess isolated pieces of the overall experience, and might very well neglect what happens before the sale or during it.�Here are five SMART Tips for evaluating�your customer's experience and�using it to acquire more customers.�Tip #1:�It's the Customer's Viewpoint, Not Yours.�You've got to know what the experience is like from your customer's perspectiveincluding the good and the bad.�Too many companies have faltered because (a) they didn'tobtain the 'brutal facts' from their customers and/or (b) once they got those facts, they couldn't deal�with them.Tip #2:�The Brand Experience Starts Early.�Customers are exposed to information about you and your business long before they achieve 'customer-hood.'�Find out if your branding sends the right messages to the customers you want to attract and retain.Tip #3:�Make the Customer's Experience Consistent and Continuous.�Sales is only one Customer Touchpoint.�The sales experience should seamlessly follow the marketing experience, and seamlessly lead to post-sale service. Disconnects and differences in values, ethics and behavior are no-no's.�If you treat prospects like stars, make sure customers get the same treatment, or better.Tip #4:�Every Point is a Customer Touchpoint.�The customer's experience is affected every time they experience your product or service.�The receptionist, the service tech, the inside sales rep, the fulfillment house, the chambermaid, the busboy - all impact the customer experience.��What would you need to know, in order to know it was the right experience?Tip #5:�Know What's Going On at Every Touchpoint.�Don't take it for granted that the whole scheme works as planned.�Set up realistic performance indicators, track them, report on them, and analyze them.�Finally,�face the brutal facts.�Welcome the unwelcome, and work with it.�Even if the feedback is uniformly rosy, keep digging.� There is always room for improvement.

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are you the best sales person you can be

The best sales people can sell anything to anybody. Can you? Are you aware of what all your customers and contacts are doing, and the big news and events in their industries? Do you help them as much as you could do?Here are 10 ways to make you an even more effective sales person.1. Do you believe that you're the best? Are you confident without being arrogant? If you think that you can provide the customer with what they want, then the customer is more likely to be convinced too.2. Are you keen to get to the next step of the sales process? Do you set a date for the next meeting, or just say that you'll arrange a meeting? Do you offer alternative products, when faced with objections, or jut accept that you're not going to sell to that customer? Effective sales people will always be looking to take the conversation a step further.3. Do you understand the importance of developing new relationships and prospects? You can obtain the relevant information by keeping up to date with local or business and industry news as well as through events and networking.4. Do you know the methods used by other successful sales people? Asking colleagues or learning tips from other sources can help you to improve you conversions and exceed your target.5. Are you ever caught out by questions or answers? You can reduce the risk of this by being able to anticipate responses, so that you are never taken by surprise. This can include obstacle handling as well as product knowledge.6. Do you know what your competitors are doing? How are you better than them? If you know what your competitors are doing, you know how to be better than them.7. Do you keep in regular contact with your customers? By letting your customers know that you're still around, and are available to help them, they are more likely to remember and recommend you, even if they don't want to buy anything.8. Do you use all the resources in your company you have at your disposal? Bringing people with relevant skills and expertise into a meeting is likely to make an impression on your potential customer. How often do you ring up manufacturers or suppliers on behalf of customers? Even if you can't give them the answer they want, they are likely to be impressed that you tried.9. Do you take the time to learn your products inside out? You might be able to answer most questions, but do you know the features and benefits in layman's terms, or in detailed terms? If you sell computers can you explain how a faster processor is better? Or if you sell houses, do you know all about the local schools, bus routes and supermarkets?10. Do you have a customer profile? In the same way that a customer will have a list of requirements for the product or service they are interested in, successful sales people often have a customer profile. This helps to ensure that you don't waste time on the wrong sort of customer. You can profile your perfect customer and ensure that your customer meets all of the criteria before you sell to them.If you want to improve your sales figures, why not incorporate a tip a day until it becomes second nature?

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freight broker training reputable

Finding reputable brokerages to work for may be very discouraging for new agents. Why? Because reputable brokerages wants only those agents who are already established. Agents who have their own following, and who can bring something to the their table. This is not fair. The new agents have done their homework. And now they are ready to go out in this big competitive world of brokering and put their knowledge to work.But how can a new agent expect to prove their worth if no one will give them a chance? Did the reputable brokerage not have to start somewhere? How did they get where they are now? And just where would they be today if someone had not given them a chance? They were not born kowing what to do. And they certainly did not grow up without making mistakes. Are the more reputable brokerages so busy that they don't have time for new agents? Or are they just too lazy to fine-tune them? Rather it is finances, strategy, planning or just merely advice, EVERYONE needs a little help along the way. Why should it be any different for new agents? Have the more reputable brokerages gotten so big that they've forgotten where they came from? Do they not remember what it was like when they were new? How they had to struggle to prove themselves? Did they forget the little gold nuggets that helped them to succeed? Didn't someone have to hold their hand for three or four weeks while they got their routine in order? Sure they did.So again, why should it be any different for the new agents now? What might reputable brokerages do to remedy this injustice? Maybe they could set up a 30-day counseling room to coach them in difficult areas or to instruct the new agents on their procedures. After all, every brokerage has their own way of doing things, as does any business. Another suggestion might be to contract a qualified outside Trainer/Consultant to do the fine-tuning. Don't just discourage a new agent by simply saying "no," especially when there are options. Remember the rewards of give a little receive a lot. Reputable brokerages like any successful business, should, in my opinion, always remember where they came from.copyright 2008 Sharon D. Martin

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peanut mms and the art of the deal

I find it is helpful to have a few bags of Peanut M&M's in the booth. Usually just about everyone comes up and opens a pack and has to stop and eat for at least ten to fifteen seconds. And while they are eating, bingo, their mouth is closed, just the time to ask a few casual questions.You don't want to come out and say, "Is your 'S' trap leaking? Not exactly what you want to ask someone when he has a mouthful of M&M's. Potential clients are like marble. You want to selectively start to find where you want to carve. Where you want to make the precise first tap with your hammer. You don't just want to pound with a mallet. Slowly but surely you build rapport."How is that chocolate? I kinda lke the ones with nuts myself. Didn't care too much when they started adding all of those purple and blue ones. Do you like dark chocolate better than milk chocolate? I can get that next time if you'd like." Right there in that sentence or two, you learn if the client likes added extras-the nuts. You learn whether they like things changing or staying the same-when they added a bunch of colors to M&M's. You learn whether they have sophisticated taste-dark or milk chocolate. You also let them know that you will be a customer servant by letting them know that you will get dark chocolate if they prefer it to milk chocolate. You can learn a lot about sales from a bag of M&M's. It sure beats coming out and beating someone over the head by talking about busted pipes and "S" traps.

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tips for selling insurance

Successful selling requires a process.� The process starts�from identifying a potential client to completing the sale.� I'm not a particularly outgoing or charismatic person, but I'm one of the top new insurance salespeople in my network.� My success is not down to me being special in any way, but down to a 9-step process I almost always adhere to.� Here it is:1. Process - sounds simple but it's so important it's worth mentioning - HAVE a process!� A process is simply a step by step approach that you follow for each sale.2. Preparation - once you have identified a potential prospect e.g. from a client back, a lead you've bought or someone you know, find out as much about that personand their possible needs as you can.� If you know they already have certain financial products in place, make a note of them and where possible, be prepared with some quotes before you see them.3. See them - where possible, go and see the person.� Insurance doesn't sell itself and your sales conversion ratios will be much higher if you make an appointment to sit down with the client, preferably at the office or their home.� If you haven't got a proven telephone script you can use for making appointments, make sure you get hold of one or contact me through my website at the bottom of this article.� Before you get off the phone, it's a good idea to ask them to have any financial policies they have to hand for the meeting and also ask if there are any pressing priorities they would like to discuss, just so you're well prepared.4. Rapport - when you meet them, start with a smile and your business card and then spend some time building rapport.� If there's anything which is topical (e.g. a topical news story) then that can be a great ice breaker.� Ask about their work, holidays, pets, the area they live, the children, the weather (always works in the UK!) etc.� The objective here is to make them feel at ease and NOT that you're a high pressure salesperson looking to make a quick sale.� During this process, you will hopefully find what is important to them and what they might want to protect (insure) hint hint!.5. Agenda - this one is often overlooked but very important.� Tell your potential client who you are, what you do and what you're there for i.e. to understand their needs and priorities.6. Establish Priorities - this is where you ask good questions and really listen to what's important to them.� Ask them to expand on the REASONS why they want certain things and ask the 'WHAT IF' questions such as "what would happen if you lost your job?" or "what would happen if the you weren't here, how would you wife/husband/partner/children get by?" etc.� If they tell you, then ask them to qualify by asking a question like "how would that work?".� This is the process by which you uncover their insurance needs - the things they would want to protect.� The important point here is THEY HAVE TOLD YOU - you haven't told them.7. Agreement - if you have established a need, the next step is to get agreement from your potential client that there is a need for insurance protection and that they are prepared to do something about it i.e. buy an insurance policy.� Once you have this agreement, you can then let them know you will come up with 1 or more potential solutions.� You might also want to establish what the potential clients' budget is to cover the need.� A good final question could be "Mr/Mrs Client, if I could give you the cover you need for ??? would you be happy to go ahead with the policy?".8. Solution - when you're ready to present the solution (either at the same meeting or a second appointment) just remind your potential client of their need - this re-establishes their motivation for buying a policy.� If appropriate, come up with 2 or 3 solutions for example, one with the full level of cover they require, one with the minimum (which could be their budget) and one somewhere in the middle.� Give them an element of control about what they choose.9. Close - be assumptive and simply ask them for the details you require to pass the stage on to the underwriting company.� Importantly, explain what will happen next, what paperwork they can expect to receive, how long it will take etc.� Make sure you have any forms with you that you need signing e.g. medical report form, trust form etc.� This is also a good time to ask for referrals.� A good question could be "do you have any friends or family that might want a review or save money?".I advise you to practice the above process until it become a habit, until it becomes natural.� You might want to modify it in parts to fit your own or your clients' circumstances but it really does work.

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cartoon drawing how the concept changed

The entire concept of cartoon drawing has taken a different shape nowadays, than what it originally used to be. The main initiation of cartoon drawing could be traced back to the days, when the painters started to maintain a rough sketch before finalizing their main drawing. These rough sketches were made to get an approximate idea of how the original painting would turn out to be. It was then that these rough sketches were referred to as cartoons, as they might have looked comical from certain aspects at the rudimentary level.The beginningThe rough sketches that were developed had an uncanny look to them, at times which were considered to be funny in comparison to the real painting or sclpture done. Starting with these, several days passed and the concept started shifting from rough sketches to a more accepted form of funny sketches or pictures. With this accomplished idea, the magazines and media started to promote funny sketches with certain tag lines as cartoon drawing. With the concept turned completely, these queer, deformed pictures came to be accepted as cartoons and grew in popularity among several individuals across the globe.How it gained popularity.The notion of cartoon drawing became a huge craze among individuals, which led to the sudden boom of learning cartoon drawing. Every individual started to learn the technique and art of depicting cartoons, and coming up wit tag lines. The major reason of its popularity was to carry out several campaigns and protests, where each of the painters put down the opinions of the people through the help of cartoon drawing on placards. The urgent need of having cartoonists for several occasions started mounting, and so did the enthusiasm among painters to take up cartoon drawing.Changing faces againIn the long run, cartoon drawing became more diverted, as the newspapers and magazines sought it to be a profitable venture and started bringing out short comics, which had cartoon depiction in it. This change again led to new convention of people thinking that the funny animated characters or pictures that are seen are cartoons. The popularity of the new cartoon series grew to a level, where it had to be brought over as animations on the television media. The problem here was to create the animation by adding up several cartoon drawings, in several positions and flipping them rapidly in a matter of seconds; producing the idea that the entire vision was a continuous event.Although, people think that the art is pretty simple, they must estimate the trouble that individuals have to go through, to simply create the same deformed shape repeatedly without any glitch. Cartoon drawing is a real tough job and is taken up by some of the most talented painters, who are highly skilled with their strokes. They make it look much easy to draw some particular character, but as of nowadays imagine the precision, with which the painters would have to bring up the faces of the different cartoon characters on numerous occasions one after the other.

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oil paintinghow to use and buy oil

In the contemporary world, oil painting has carved out for itself a special niche. It is used extensively by the artists, nowadays, to give shape to their imagination. If you also want to do the same through oil paints, you must first learn how to use it. There are different specific techniques for making and mixing of oil paints. So, before you start with your painting, you need to know how to use them.How to use Oil PaintsIt is the characteristics of oil paints that it would take a long time to dry in comparison to other types of paints. It can take one week or even more than that to dry. This provides you with an option to work on your paintings for a number of times, which lets youcorrect the mistakes and flaws, if any.More so, it has also been seen that oil paints mix pretty well with other colors. This particular feature helps you outline the shades perfectly on your oil painting. Other than this, a natural shine would be added to your painting which definitely is going to look better than the rest of the colors. You can also effectively use oil paints for painting a portrait. The reason being obvious, they share a familiar surface translucency with the skin-tone of the human body.Initially, oil paints were supposed to have a carrier of some sort, which could be anything from linseed oils to sunflower. However, nowadays, you would find that acrylic paints add better feel, texture and touch to the paintings that are prepared with oil paints.The best part of the oil painting is that here mode of operation of drying is not evaporation that is mostly seen in other forms of the paintings like the Water color painting. Instead, oil paints carry chemical reactions and hence take a long period to dry. So, you got to know the procedures very carefully before you make a perfect painting.How to Buy Perfect Oil PaintsDifferent varieties of oil paints are available in various stores or shops who deal in colors and paints. Without nay doubt, the price of the oil paint would differ depending on the quality. Some of the categories of oil paints would be too thick and some of them would be too thin. You would have to understand by yourself, which is the one that best defines the requirement of your oil painting.Once done, select the paint. Colors also have an important act to play in oil painting. Make sure that you have the best quality colors with you, so that you can give life to your paintings.There are also some other indispensable items that you need to buy once you are done with oil paints as you won't be able to use the paint without every material. Buy a better carrier, either acrylic or oil, that you think would give a better feel to your paintings. Then there are brushes which are manufactured specially to make oil paintings; stiff brushes are very useful and just serve the purpose.

Original :: oil paintinghow to use and buy oil

seven ways to leverage your happy

A satisfied customer, they say, is a company's best advertisement. But advertising only works if people see it.So, how can you make sure you take advantage of your satisfied customers and leverage them to grow your business?The first step is to determine how satisfied your customers truly are. Will they purchase from you again? Will they recommend your offerings to others? Will they go on the record and out of their way to help promote your company?Many organizations use independent market research firms to poll customers to determine their level of satisfaction.Others go even further. For example, PMV Technologies, a managed services provider based in Tory, Mich., conducts periodic managment meetings with individual customers. "Our goal is to ensure we understand each customer's true business perception regarding the relationship," says Scott Groemmel, a PMV partner. PMV asks candid questions, addresses any relationship issues that arise, and leverages the strength of the relationship to grow their business."Relationships are key," agrees John Hlavac, director of business development at Array Services Group, a provider of outsourced services based on Sauk Rapids, Minn.If customers are truly happy and value the relationship with your business, they will very likely be open to helping your business. By acting on the strength of this relationship, a company can leverage satisfaction to not only survive, but to expand.Upon obtaining permission from the client, there are many ways to leverage a customer's satisfaction in sales and marketing efforts. Here are seven steps toward leveraging customer satisfaction.
Testimonials. If a customer is willing, ask if you can include their testimonials in press releases, Web sites, marketing collateral, letters of recommendation, newsletters and more. Expand on testimonials to gain publicity with local business journal articles, as well as on radio and television segments. This becomes an ideal PR opportunity for both you and your customer.

Customer references. Satisfied customers are often willing to serve as a reference for you to new prospects and in proposals. Document their story briefly in proposals in the event the prospect never contacts them.

Case studies. Excellent case studies can be developed by documenting a customer's challenges and how your company helped them overcome those challenges. A written case study can appear on a Web site, be used as a sales or direct mail piece, or included in a company newsletter.

Guest speaking. If you or your company attends or takes an active role in conferences, industry events or trade shows, ask a satisfied customer to jointly present their story with you to an audience that might have similar needs. "We ask if our customers are willing to speak on our behalf at conferences in the form of a case study about how they solved their challenges by using our services," says Dave Bieg, managing partner, Advanced Concepts Center (ACC), a learning solutions provider based in Roswell, Ga.

Executive Hour. Similar to inviting a customer to be a guest speaker, suggest that you partner on an executive breakfast, lunch, or after-hours session. Together, you and your customer can share important information while referring one another's services to the audience.

Referrals. Delighted customers will be more than happy to refer new business to you. Create a process within your organization to consistently ask customers for referrals. Integrate referral gathering into the job of all customer-facing employees. Everybody has an opportunity to listen and ask for new opportunities when a customer is delighted.

Account Penetration. Expand account coverage by encouraging sales people to use satisfied customers who value your relationship to ask for new contacts within large accounts and move into new departments, divisions, and regions.
The best referrals come from highly satisfied clients. If a client believes their services provider far exceeds expectations, it can serve as a valuable partner when it comes to expanding awareness for your company and generating new business."Customer satisfaction is no longer a goal, it's expected, and we can only earn customer respect and loyalty by consistently exceeding their expectations. If this is done, real growth can be stimulated by customer satisfaction," summarizes Hlavac, of Array Services Group.If customers are happy, there's little reason not to put their overall satisfaction to good use. The key is to find the most effective way to share their message and leverage that satisfaction to grow your business.

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building sales skills punching the tree

When I was young, and new to sales and marketing, I heard a story that has stayed with me all my life. It is about a Japanese Martial arts expert who lived long ago. I cannot give a source for the story or tell you if it is fact or urban myth the lesson it teaches for sales, for life, makes it worth telling again.The story tells of a well respected family in Japan who had always been leaders in martial arts, a samurai family. The eldest son of the new generation was very skilled and very proficient and very sure of his ability. He did things easily and always won when he fought.Come the day of the national titles he went to fight with full confidence in his skills.
The fight though did nogo as expected, he lost, he lost badly, he was humiliated, his family was shamed. He left the tournament and he left the city. He went to live in the forest, far from people.When he was alone he came to understand that he needed to put aside his arrogance and begin again to learn his art from the basics. He found the tallest tree in the forest, bowed in respect, and then began to practice his punches and his kicks by hitting the tree.The result of is work did not show on the tree but it showed in his hands and his feet. In the beginning he suffered terribly.Day after day, week after week, month after month he practiced kicking and punching the tree and lived by foraging in the forest. The tree showed a little flattening of the bark but the change was not in the tree, the change was in the hands and the feet that struck it. Raw knuckles hardened, calluses formed, muscle and bone toughened, technique improved till the warrior could strike the unyielding tree with strength and with power, again and again and again.Finally the tree started to yield, the bark began to chip away from the pounding and, day after day, the training continued.Eventually, as the months passed, the tree had been ring-barked and it died. When the last leaf fell from the tree the young man knelt and honored the tree and left the forest to return to the city. He trained for a time with other fighters to get the rhythms of sparing and he enrolled to fight in the national titles.Not only did he destroy any fighter who stood before him on the day, he never lost another fight in his life.Interesting story but what does it mean to us?It means that we need more than natural ability to be the best we can be.In many ways we are warriors ourselves when we go out to work. We are not fighting with our fists but using all our skills and abilities to achieve outcomes for our businesses and for our families.Sometimes we have core activities that are part of our jobs and that just have to be done.Sometimes there are two outcomes, we do the job but we also learn skills that we need; consistent work habits, handling rejection, earning to listen, building word and language skills so people understand us clearly.We need to be mature in our manner and methods and that only comes from the experience.Some things you just need to do over, and over, and over, and over.So take this little story and stick it in the back of your mind. When you have a job that is long, and hard, and that seems thankless, then stop and look closer at it. See if it is going to make you stronger and more capable.Is this work actually "punching the tree" for your profession and your life?It is bringing change in you and who you are?Is doing such work with strength and consistency going to make you a warrior yourself, strong, experienced and confident in your own life?

Original :: building sales skills punching the tree

closing that sale by taking it off the

The parts and mechanics of the sale scenario are very much akin to that of a dance between two halfway willing partners. The salesperson is the one (or SHOULD BE the one) who is doing the leading, and the prospect is the one who is following. However, it doesn't always work that way, and the experienced sales pro can pick up on the signals and knows when to shift gears.A very effective sales skill is the act of selling a product on the "Take Away." This method has its basis on the concept that the salesperson has taken the offer of the sale off the table and has decided not to let the prospect have the opportunity to acquire it. At first glance this would sound like a suicidal approach fothe sales person, but when delivered correctly, it is a very powerful tool to making the sale.A good time to consider using this method is when you are presenting to a customer who is constantly challenging you or is continually giving you negative responses to your questions and/or statements. You find that the more you reach to this person, the more they pull away with arguments and negativity. When faced with this scenario, reverse your gears, and suggest to your prospect that the product you are selling is obviously not for them or that they obviously don't have the financial or social means to have or use the product or they don't have the required skill, education or training to properly use and/or enjoy the product.By doing this, you are literally yanking the product from their hands and telling them, in a politely professional manner, that they can't have what is being offered. The physics behind this move is that instead of you reaching to them, you have just pulled away and created a vacuum of sorts between you and your prospect. What results from this will be one of two things.Your prospect will agree with you, and that ends the sales presentation. Which may not be what you wanted, but at the same time, it will end the time spent trying to sell something to someone who never really was a prospect in the first place.The other option is that you will gently, but firmly, shake up your prospect and instead of them pulling away from you, they will start reaching towards you and the product, and start telling you why they should have it. The more reasons they give you, the more they are self selling. After they've made their point as to why they should purchase the product, you can graciously "relent," and let them talk you into selling the product to them.The Take Away technique takes some practice, and it is delicate balance between subtlety and chutzpah. However, as a sales professional, you make your living from dancing to different drummers. Once you have mastered this method, you may actually finding yourself using it on a very regular basis. The truth is, by using this method you are gently guiding your customer into coming more to you, rather than you trying to come to them. Having your customer sell themselves, makes for a better quality sale.See you at the top.

Original :: closing that sale by taking it off the

coaching skills training coaching versus

"You've done some of that coaching stuff; see if you can put a training session together for the rest of the team""There's not much classroom training going on in the summer, so put yourself about and do some one to one coaching instead""I like that coach we hired, see if we can get her to deliver the customer service workshops"Whilst I won't pretend that they are direct quotes, these senior management style comments do serve to illustrate the foggy understanding of the differences between training and coaching and suggest some of the difficulties that might be encountered in moving from one discipline to the other. They also suggest that those who commission or purchase training and coacing are unclear of the differences and risk using the wrong tool for the wrong job.Coaching is not training one to one ("Sitting by Nellie") and training is not group coaching. While both are ultimately concerned with making people bigger and better at what they do, training is a teacher centered approach best deployed when a performance gap to do with a lack of knowledge or skill has been identified. A good example would be providing training to a salesperson with a poor record of up selling because he has a poor grasp of the finance options or has never been taught the various accessory packages his dealership offers. Coaching on the other hand is a learner centered approach that is best used in addressing performance gaps that are to do with attitude or state of mind. If our salesman knows his product range and sales techniques inside out and backwards more training is not going to help. If he is experiencing fatigue, boredom, stress, lack of focus, etc., coaching is what he needs.Classroom trainers have always been asked to carry out one to one training when the need arises and that practice still happens. The problem is calling this activity coaching. I was once invited to sit in on some coaching taking place in a contact center. This comprised a sales trainer listening to an adviser's customer call and then pointing out the sales leads that had been missed and the mistakes that had been made. The adviser listened dutifully but didn't learn a lot and was left to raise his performance by "trying harder". This is not coaching. At best it is feedback, at worst it is destructive criticism.What if we want our trainers to be coaches too? Trainers know about engaging the learner by asking questions, differing speeds of learning, adult learning styles and so on. The good news is that as coaches they will definitely need to be drawing on their skills in these areas.Unfortunately a lot of other things they do as a trainer will be counter productive as a coach. The most obvious of these being telling and instructing. In training - particularly technical training - these are vital skills and we use them to pass on information and check that we have been understood. In coaching we're more concerned with helping learners find their own way forward and are probably best advised to avoid telling and instructing as far as possible. This is because when we tell or instruct we assume responsibility for making the learning happen, we deny our learners the opportunity to think for themselves and we end up simply passing on our recipe which is unlikely to quite as appropriate for our learner anyway.A wish to help people achieve their own aims is a useful beginning but the best advice for the trainer cum potential coach is to undertake some formal coaching skills training. The options available for doing so are many and various and outside the scope of this article. My advice would be to start by defining exactly what outcome you want from your coach training; as precisely as you can before looking at what the different providers offer.

Original :: coaching skills training coaching versus

sales training top salespeople stay in

While November 10th is a general Forget-Me-Not Day, salespeople can take advantage of it to build into their follow-up plan if they have missed a few touches throughout the year. It would be especially beneficial for those customers whom you haven't seen in a while. You don't want them to forget you, do you?!Here are some great ways to celebrate National Forget Me Not Day:- Send Forget Me Not Day e-cards to everyone on your email address book.
- Send Forget Me Not gifts to clients you haven't seen in a while.
- Give Forget Me Not flower seed packets to prospects and friends. Seed packets are inexpensive and easy to mail.
- Phone people you haven't seen in a while and wish them a happyational Forget Me Not Day.
- Do you know a client or prospect or referral partner who likes flowers? Forget-Me-Not's are actual flowers you can send to them.
- Do you have a photo of a memorable event with a customer? What about with one of your best alliance partners? Send them a customized photo card with a sentence or two that remembers the event.
- Invite a previous or inactive client for coffee or lunch just to let them know you still think about them.
- Set aside an hour that you can devote to doing small tasks for any prospect, client or connector who you talk to throughout the day.
- Schedule part of the day to visit your clients and take a photo of you with them. Develop it and then surprise them with it as a gift the next year on Forget-Me-Not Day.Get creative, in particular with those clients or prospects you haven't talked to or seen in some time, in as many ways that you can to show them you remember them. In sales, people are more likely to use your product or service if they remember you. People are more likely to remember you if you remember them and you make them feel important. Use the Forget-Me-Not Day to act on this wisdom.

Original :: sales training top salespeople stay in

sales training can the introvert

Some history claims that the first happy hour was held in a local pub in Ireland. Others attribute that this before dinner reduced price drinks event started in the 1920's as the Navy's slang for its on-ship entertainment. Regardless what is true, introverts and extroverts would design a Happy Hour quite differently.Happy Hour mood music. Introvert - If we have to have music, nothing more than soft playing music in the background. I want to hear both others and myself talk. Extrovert - Crank up the tunes. Loud and up beat music will get things stirring.Happy Hour lighting. Introvert - When I'm talking, I prefer we can see each other. Real connections mean real conversation. Extrovert - Le's have the lights dimmed or turned up. Either way, I'm there for the conversation; as much conversation as I can have.Happy Hour networking. Introvert - Have the sidelines around the bar marked so I can stand and observe for a time. I'll need a little time to join in. Extroverts - Have happy feet on the floor pointing the way to the center of the action; that's where I want to be from the get-go! I'll dance into the middle of the action following the feet.Happy hour number of people. Introvert - I'm most comfortable in smaller groups. For me one is company and two can be a crowd. Maybe a group of two to twenty people max. Extrovert - If we're going to be happy, we need lots of people. Crowds - all the people the space can hold is wonderful.Happy Hour title. Introvert - I'd be attracted to something like "Friendship Hour," or "Get Acquainted Hour." Extrovert - Any title with the word "Happy" or better yet, "Party" in it is for me. It's the event I'm after and the happier the better.Happy Hour time of day. Introvert - As long as I plan to have some quiet time before and after, I can be fine at a Happy Hour gathering. If I've had a strong extroverting day, I won't have the energy at the end of the day to last long. Extrovert - At the end of the day is perfect. Although starting the day off around a lot of people would be energizing too. Hey, what about a morning hour with espresso coffee?Happy hour with happy endings may have a different meaning for introvert and extrovert salespeople. Why is it critical for salespeople to recognize their preference? Because to enjoy any event like this, if you can prepare for it, very likely you will find yourself enjoying it and making connections for friends, clients and even connectors.

Original :: sales training can the introvert

sales strategies how to network like a

Networking is huge. It's a great strategy to get your name and your business known to the public quickly and with little investment. As well, networking is the number one way to give to others by way of referrals. Building, refining, and utilizing your network should come naturally, if you do it right.Many people shy away from networking events because they think networking is "selling," or "fake." They fear rejection, or they think it takes too much time. If any of these apply to you, let me give you five tips to get you networking like a pro, feeling confident at events and growing your business!1.Choose Wisely. You don't have to say yes to every event or activity that comes your way. Lok at each event and evaluate which are the best invest-ment of your time and money. Check each event against your goals. Ask yourself these questions:- What is the purpose of the event? If you don't know, call the sponsor.- Is what I will learn at this event? If there are break-out sessions, are they beneficial to my professional growth or growth of my business?- What is the time investment for the event?- Who are the possible and/or probable attendees?2. Prepare. This might seem like a "no brainer," but is it? Other than directions to the event here are some things to do before the event.- Prepare a list of goals for the specific event. How many new people do you want to meet? What do you want to get out of the event on a personal and professional level? Think of goals specific to the event you are attending and write them down.- Make sure you have an ample supply of business cards with you. I know this sounds silly, but at least once at every event I meet someone who doesn't have business cards with them. What are they thinking? Please make sure you have enough cars and that they are CLEAN! This means no smudges or creases! Keep extras in your car - just in case.3. Have An Open Mind. You never know when you meet a new person what their impact will be on your network. Have you ever thought " This person can't possibly help me." or "They wouldn't want to..." or "This person doesn't look like someone who..." We all have. I'm going to tell you though, that now would be a good time to revise your thinking. You can't possibly know how a person can affect you network unless you talk to them. Pre-conceived notions may keep you from realizing a great opportunity. Also, don't forget that networking is not all about you! It's about helping others as well. If you go to your next networking event with an open mind and an open hand more people and opportunities will present themselves to you.4. Focus. As you introduce yourself to people, and as they are introduced to you, keep your focus on them. Not only is this just plain good manners, it will help you to remember who they are in the future.- Use their name during your conversation, or at them end of the conversation.- When business cards are exchanged, look at their name on the card.- As soon as possible (not in front of the person) write a note on the back of the card that will help you remember who the person is.5. Be remembered. Remember it's not all about who you know as much as it is about who knows you.- Send a hand-written note to each of the people you connected with at the event. In this age of electronic communication, a handwritten note is sure to be remembered.- Follow-up by phone. Wait a week after you have sent the note. Follow-up this up with a phone call. You'll not only be remembered a someone who is thoughtful, you'll be remembered for someone who is pro-active, organized and professional.- Make a referral. Recently, a person I know referred me to a website builder she met. This person is doing work for me right now. In fact, she is doing such a good job, I referred her to a friend of mine who is also building a website. This is a perfect example of "Who do you know who...?" It's also a way to be remembered (for making the referral) and building your network.Start thinking about networking as a way of life. If you think about it, the world is tied together as one colossal network. But it's not just about who you know. It's about who knows you.

Original :: sales strategies how to network like a

interviewing skills training can help

There is one common trait that many businesses share and that is a high turnover rate. This ongoing challenge makes it difficult for leaders to build a high performing department. But, with the right recruitment interviewing skills training and the right people in place, the business can thrive towards success!Depending on your companies hiring practices, you may or may not be directly involved with the interviewing process and interview skills training. However, it is in your best interest to be fully aware of the process, as well as the employment patterns of your staff or the staff you are recruiting by having the appropriate interview skills.For the purpose of clarity and understandinwe are relating this article to the recruitment and interviewing of CSR (Customer Service Representatives) for a call centre environment3 Reasons for High Turnover RatesIf your call center has a high turnover rate, you may be struggling with the reason why. Here are three of the most common reasons:1. CSRs view their job as a temporary job. The reality is some CSRs are actually still looking for other jobs while they are employed as a CSR2. There is a lack of adequate training for the new CSR. Starting a new job is intimidating enough, but when there is little or no training regarding customer care and telephone skills training, the CSR could feel as if he will never really learn the ropes. As a result, the CSR gets frustrated and will either stay with the job unmotivated, or will look for another job.3. The CSR wasn't right for the job in the first place. If the interviewer was not proficient in interviewing or lacked formal recruitment interviewing training, it is likely that he/she could have recruited a square peg for a round hole in the recruitment interview process.As a business leader, it doesn't matter how desperate you are to fill a CSR position, you should not hire a person who you do not believe has the potential to do a great job. In the long run, it is better to have an empty chair and search for the ideal CSR, than to try to fill that chair with a less-than-adequate CSR.
Don't worry, if you are patient and have the correct interviewing skills training, you will discover how to interview effectively, and you will find that ideal CSR!There are excellent CSRs with good communication and problem solving skills just waiting to be recruited but you must have the recruitment interviewing skills to be able to establish the core competencies you need for the role you are trying to fill and of the candidate does not match your competencies -forget it. Always remember recruitment interviewing is more than a gut feeling!

Original :: interviewing skills training can help

sales training courses can help you

As the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales.For the past number of years companies have not had to worry about sales training as the economy was buoyant and sales people with the title of sales people did generally not need to fight for business. In fact to be honest in many industries they were order takers as opposed to salespeople. With this in mind sales training courses were not very popular as consumers with more money in their pockets were prepared to purchase anyway.Based on personal experience I will try and explain what I mean:If you were buying a new car in 1990 saleseople would be trying every close in the book to sell the car to you. In fact they were even offering you a full weekend test drive, where you could take the car for the weekend to try and help you make the decision. In these times Sales training programmes and sales skills were badly needed as the market was tough. Formal sales training was a must for numerous companies.Now roll on the clock 15 years to 2005 and see how difficult it was to take a car for a test drive for 30 minutes never mind a weekend. The problem was the market had changed and if you don't buy the car some one else will come in shortly after you and they will buy it. I understand this is generalising and it is not fair to paint everyone with the same brush. However this meant sales training courses were not in the same demand as sales training skills were not seen as a priority.The same can be said for numerous industries, another example of this is the real estate business where purchasers trying to get on the property ladder were at times camping outside new housing developments overnight to secure a property. You have to ask the question how much sales training skills would the real estate agent need in this type of market?The difficulty now from a sales training point of view is that many people who were recruited as sales people over the last number of years, are for the first time having to use the type of sales training skills that can be learned from attending sales training courses.More and more companies are turning to sales training courses to up skill their salespeople to close more sales.

Original :: sales training courses can help you

sales training salespeople and their

As a salesperson, have you ever wondered about how your language sounds to your prospects? On a November day in 1969, Janis Joplin, was accused of vulgar and indecent language in Tampa, Florida. Historically, the word vulgar didn't carry the meaning of offensiveness but meant more lacking refinement; let's focus on refinement in sales conversations. Have you wondered about the tone of you communicate or don't communicate?Your attitude and toneIn Albert Mehrabian's book, Silent Messages, he is very clear in his research that 86% of the time people trust more the tone of your voice than your actual words, particularly when you are communicating emotions and attitudes. In other words, peopleget more about your attitude from the tone than your actual words.How is your tone? Confident? Assuring? Enthusiasm? Or do you have limiting beliefs in your sales reluctance that are communicating more uncertainty, doubt or wariness? Consider that how you feel influences your vocal cords to change everything from pitch to tone. So monitor your feelings before you speak.The phrases and tone salespeople useRobert Bacal of Bacal & Associates suggests that some generally spoken phrases suggest meanings that imply negativity from insulting to pressure to being patronizing. Consider the phrase, "I can't understand that you ..." and go on with what you want to say to your prospect. It can be heard as insulting. Or what about, "You should ..." and you go on telling the prospect what they "should" do. It can imply pressure. Or a phrase that can be interpreted as patronizing, "Now you do understand if you wait..." Well; that could be pressure and patronizing. Even an innocent, "How are you?" may come across as non-caring.A salesperson's non-verbal communicationNonverbal communication includes facial expressions, gestures, posture, and even tone of voice. When your words are incongruent with your non-verbals, the effectiveness of your message can be affected. It was the 1992 Richmond debate between George H. Bush and Bill Clinton. While Bush's word are recorded they are often forgotten. But his seemingly innocent gesture of looking at his watch is still remembered. And this year, 2008, Sarah Palin winked more than any other politician and found that non-verbal was regularly picked up with political satirists.What are the implications for salespeople? First, awareness of the power of communications other than your words is key. Next, become aware of how your own beliefs are affecting your communications. Finally, if you note how prospects respond to your questions, your presentations and your asking them for a decision, you will uncover positive or negative feedback.It was lucky that Joplin was accused as she was in 1969 so if she wanted, she could choose better language. It's not likely that salespeople will get similar comments. Be your own accuser and be aware, listen and correct any ineffective communications.

Original :: sales training salespeople and their

the trick to sales and marketing in a

With every media outlet trying to see who can report the most negative stories on the economy, you might be feeling a bit of "doom and gloom" in regards to your business. If you are a salesperson or a small business owner, you might be dreading (or already experiencing) a slowdown in business as the general economy slows down. This is causing a lot of businesses and individuals to search for ways to remain solvent. If this is you, make sure you are cutting costs in the right areas and actually increasing spending in the right areas.What usually happens as the economy slows down is the universally-feared "belt tightening". Companies go through their budgets line by line and see what cabe shrunk and cut. This is how you get layoffs and overall contraction. In an attempt to stay afloat, people "circle the wagons" and hope to wait it out until the general economy bounces back. But, you have to be careful not to throw out the baby with the bath water.One of the best ways to weather challenging economic times is to increase your marketing and sales budget. Let me say that again from another angle. Decreasing your marketing and sales budget is a bad idea. Every company's fate is determined by its revenue. Not only for their profits, but revenue is the source of the cash flow necessary to operate on a day to day basis. No revenue, no cash flow, no business. What brings revenue in? The sales of its products and services. The more sales, the more revenue. That's why companies market themselves in the first place.It might be harder to get sales in a slower economy, which is why marketing efforts need to be increased instead of pulled back. It also means that being prudent with your spending is critical. This is why analyzing your advertising and marketing becomes so important. The companies that ruthlessly track the ROI of their marketing, and are willing to pump more funds into the avenues that work, are the ones that will survive and thrive. This, by the way, also applies to selling when the economy is booming. The only difference is that a good economy is much more forgiving to sloppy marketing efforts while a slow economy leaves no room for error.Where can you find money for increased marketing as business slows? There should be belt tightening, but make sure the right areas are tightened. This is not the time to go out and buy a new office phone system or the newest tech gadget. Is the "business dining and entertainment" budget too high (and does it really have a good return)? This is a great time to reexamine fixed expenses. Remember, they are called fixed because they are generally fixed in the short term, but that doesn't mean they can't change. A couple minutes chatting with the phone or insurance company can often lead to unknown savings (if not, try shopping around - other companies are going to be aggressively looking for business). Approach the landlord to renegotiate rent - they would rather have a lower paying tenant than no tenant at all.The trick here, though, is don't touch your marketing budget - in fact, find ways to increase it. If the economy was good you wouldn't decrease it, so why does it seem like something that would work in a bad economy. Let the competition slow their marketing efforts (and many will). As they do less, your increased efforts will bring more clients to you - not only now, but in the future.

Original :: the trick to sales and marketing in a

sales training dvd programs equate to

�Every successful company usually has a sharp minded Sales Trainer who is always seeking new and more efficient methods of training the staff and producing enhanced performance or sales results.Kathy is one of those staff sales trainers and when she noticed one of her salespeople had entered into a period of reduced performance she decided to get to the bottom of the problem and find a solution toward improving his sales performance. John was a fairly new salesperson with the company; first year, but his sales performance was keeping pace with the rest of the new salespeople; at least for a while. But then; suddenly, there was a drastic drop in closed sales. After talking with John,Kathydiscovered he had run into a line of guarded buyers and either he didn't know how to close the sale or he didn't have the experience to close the sale with this kind of a buyer. Kathy had discovered the effectiveness of sales training DVD programs by previously using them to enhance the performance of other salespeople and decided to bring John in for some brief sessions to improve John's sales performance in the situations he was having the most difficulty.After only 5 sessions of DVD sales training and some role-playing scenarios involving guarded buyers John admitted he had some new options to take back into the field which could improve his sales closing effectiveness. Options he felt he didn't have previously to the DVD sales training program. Since, John has gained some new found confidence resulting in improved effectiveness and has come out of his sales performance slump with increased revenues and closings that have kept pace with the rest of the sales team. In years past most of the experience the salesperson gained was from years in the field, paying their dues it was called, while the company suffered from low performance and a loss of revenue due to lack of sales performance.Sales training DVD programs can compress years of field sales experience and introduce even novice salespeople to techniques which enhance performance and sales results. The sales training can take place in a stress-free and comfortable environment enhancing the salesperson's ability to retain the information presented in the sales training. It is safe to say that sales training DVD programs equate to not only accelerated experience and enhanced sales performance but increased sales revenues for the company as well.

Original :: sales training dvd programs equate to

sales training salespeople use kindness

Many salespeople reluctant to sell might find November 13th, World Kindness Day, a gentle way to network without expectations. It is a holiday celebrated worldwide. Anyone in sales will be able to do random acts of kindness anywhere for anyone including customers, prospects, friends, family and any stranger. Consider this an exercise to help you feel the freedom to be kind without any agenda; just be kind. Some random acts to consider:- Pick up the tab for someone's lunch at a restaurant without them knowing.
- Visit an animal shelter to see if you can help the volunteers.
- An old idea and most appropriate is to pay the toll for the person behind you.
- If you walk by or park near parkinmeters, find one to put money in that is showing the time is about to expire.
- Take some baked goods to your local fire department: my husband did this one year and the people loved it!
- Let someone else go ahead of you when in line at the bank, grocery store or some other shopping place.
- Send a card to your doctor's receptionist just to say you appreciate them.
- Smile at anyone you see today.
- You know all those coffee mugs that you have received at meetings? Donate your extra ones to a church.
- Call up a friend or two to do some good deed as a small group.
- Hug all your friends you get together with today.
- Get up early on a Saturday, brew some coffee and call some neighbors over to join you for a cup. One of my neighbors went from house to house with a full thermos on our street one year.Any act of kindness will bring a smile on someone's face on the worldwide holiday. This idea for salespeople is to clear your self of being afraid of rejection. There is not a thing you need to expect in return with these random acts of kindness. You only need to act, it will be fun and you will rev up your positive energy. Who knows, maybe you might even attract an unexpected benefit. Salespeople, take your kindness to the world today.

Original :: sales training salespeople use kindness

sales training salespeople sell more

If there's going to be a National Clean Out Your Refrigerator Day, doesn't it make sense if would be around Thanksgiving Day? From November 14th to turkey day, clean out your refrigerator so there is plenty of room for the turkey and all that goes with it! Just as it's important to have a clean refrigerator, it's necessary for salespeople to clean up their sales anxieties. Improperly stored anxieties, like stored food in an improperly running refrigerator, can become rancid and even dangerous. Think of your sales anxieties like a refrigerator that needs some cleaning. In order to properly clean your sales refrigerator, follow these simple steps:1. To properly clean your sales refrigeratorturn the unit off and unplug it.In particular for introverts, when you get too much activity going under stress, or when you just do, do, do and never stop to unwind, you may be setting up your own demise. Take time to engage in activities of reflection, rest and meditation.2. Clean your sales refrigerator and freezer regularly, and clean up spills immediately.Let's say you aren't finding networking successful on one particular day. Or referrals you were given in a networking meeting aren't really referrals. Or maybe your presentation went array. When you have sales mishaps get over them quickly. A former client calls this, "being in a funk." Whatever you call it, don't stay there long.3. Don't eat up all those sales leftovers.What are leftovers in sales? There are actually two kinds of sales leftovers: ones that you want to eat up and ones not to eat. The ones not to eat are those that have extra angst from that leftover chatter in your head from a lost sale, or a referral rejection. In particular if you aren't clear about whom you are serving and what you bring to the table, you will have a bit more rejection because there isn't a match. Or it could be procrastination and you keep on beating yourself up about it. Get over whatever this spoiling leftover is. Some of this is natural in selling and some of this is your own limiting belief set holding you back. Then what leftovers do you eat? The leftovers to eat are the follow-ups you are ignoring way down there in the refrigerator, namely your schedule. Follow up with anyone who initially expressed interest, with prospects who may have said no, or even prospects who did say no.4. Clean your sales refrigerator weekly to kill germs that could contaminate foods.Get into a weekly ritual of some kind that helps you to maintain your energy. Fill up and firm up a focus on the positive, a weekly follow-up process, even a weekly networking activity if you like. It's important to act on your top marketing activities at a minimum weekly. Daily is better, but weekly will keep your sales pipeline full.5. Clean your refrigerator's coils and air intake grill every 3 months.Whether introvert or extrovert, myself included, most salespeople don't stop to celebrate or acknowledge their successes. If you aren't doing this regularly, or if you tend to keep on moving for the next client, at least plan a quarterly celebration. It can be whatever size and type you want: dinner at a restaurant, an evening away from the computer, or a weekend totally unplugged from work.Regardless of the type of sales refrigerator malfunction, you want to have regular short and long term ways of cleaning things up. You can understand that stored anxieties, like that stored food in an improperly running refrigerator, can become less than attractive. Like the refrigerator that needs regular cleaning, salespeople need to regularly fill up, firm up and follow up to their own actions and mindsets.

Original :: sales training salespeople sell more

fabric painting simple approach quality

Fabric Painting is not as tough as it may seem to be. The paintings on fabric are beautiful, and here we highlight some of the advantages.Different people have been different liking and so did I. ever since my childhood, I have been a regular, and I simply cannot think of anything other than painting, when it comes to hobby or even professions. It is true that painters are known for the skill they poss but with time and changing trends, depiction of skills have changed. Confused? Even I was quite confused when I started seeing paintings being made on fabric. I wondered, "Will they ever be popular?" But with time I found that the beauty of fabric paintings were special and people even acceted the concept.For a change even I moved out of the conventional painting on paper and tried to paint on fabric. There were many things that I observed and found out; I would like to take you through all those aspects which according to many make painting on fabric special.The first thing that everyone should know is the simplicity associated with it. If you always have the idea that being a painter involves lots of skills and excellent creativity, then try Painting on Fabric. All you need to know is the basics of painting. Once you know them, you can implement them to create excellent paintings.If you are looking forward to making use of dye in your painting, then fabric painting may be the best possible alternative. If you are looking forward to getting some excellent designs on the fabric, simply tie a part of the fabric and dip it into the dye and get some excellent designs made on the piece of cloth.Looking forward to creating something different, then too fabric may be the place. You also have the option to blend wax and dye, to create some amazing types of dyes. This process has been use for quite sometime in the Java Island of Indonesia.You may even try the batik painting, where the cloth is first treated with wax and then followed by treatment with dye. Once completed the wax is removed and paintings can be made on the fabric. Painting on the fabric looks very awe-inspiring and quite unique.Though I did highlight some of the aspects about the painting, as a professional painter you might also be wondering about the price the paintings would fetch. Once you have a quality painting done on fabric, be sure that it would be bought at a very high price.If you are a starter and are searching for ways to paint, painting on fabric may be an excellent option. All you have to do is get some quality paints to use on fabric and get a good fabric to start with. There are many cloths that are found to soak too much of color, so check the fabric by application of color on it.Today whenever people come and ask me for paintings which they need, I suggest fabric painting as it is easy, durable and of high quality. Even when something goes wrong with the painting, it is the beauty of the fabric which hides my mistake from all my customers!

Original :: fabric painting simple approach quality

rv sales training longrunning followup

Few things are as annoying as being repeatedly called by salespeople "just to touch base." So what do you say when you've run out of ideas?As you scrolled through your follow-up files today, perhaps you ran across one or two prospects that you've called repeatedly and continue getting put off. You feel there is some real potential there and don't want to give up. But yet, it's grueling to come up with something more creative than, "Well, here I am again."Or perhaps you have customers that bought from you, and your Sales Manager wants you to call them regularly, perhaps monthly, or more.What you do NOT want to say on these regular calls is:- "Well, I was just checking in with you to see hoit's going."
- "Wanted to touch base with you today."
- "Thought I'd give you a courtesy call."
- "Wondering if you needed anything?"So what's wrong with those? These approaches are reactive, provide nothing of value, can be viewed as nuisance calls, and leave you open to being treated as a simple salesperson who can be manipulated into a price war. I've always said that these are some of the toughest calls to place. Because, it requires creative thinking and lots of salespeople don't want to think that hard. Except the best salespeople.Lazy RV salespeople, or those or don't know any better, are content calling to "just touch base," or to "see if there's anything deals they received that the salesperson can beat."Calls to regular customers, and to prospects you're clinging onto should always contain something of value ... something that lets the customer feel you are contributing something useful by calling. Keep in mind that your regular customers are someone else's prospects. If they feel they are being taken for granted by a salesperson who simply calls and says, "Do you have any referrals for me?" they might eventually fall for the wooing of a competitor who is creative enough to dangle something attractive in front of them.Also keep in mind your prospects are likely buying from someone else, and won't budge unless they see some value in what you have.So, what to do?Here are just a few ideas to spice up these calls to position you as a value-added resource, and not just a salesperson.Begin with "YOU"
A good way to begin these calls is by saying something like,"I was thinking of you,"
"I heard some interesting information about the RV you're looking at, and you immediately came to mind," and,
"When this news came out, I thought about you..."Industry news
Perhaps you have some news they might not be aware of. Or, maybe they are aware of it, and you have something to help them take advantage of it. For example: "Ms. Prospect, you probably are familiar with the new regulations regarding towing requirements for the RV you're interested in. We have a way to be able to handle this situation, and I'd like to ask you a few questions to see how much of a problem you anticipate this being."New policies at your dealership
If your credit soure changed restrictive policies that would enable you to do business with people who didn't qualify in the past, call them again. For example, if there are new interest rates, or they've lessened credit requirements. And with regular customers, calling with changes to their advantage are always welcome.New regime at your dealership
This can be effective for prospect you haven't been able to sell because of legitimate, real objections they had. If, for example, new management has cleaned house and improved quality, decreased errors, etc., call again, since you're now selling a new dealership. Also, these can be spun into reasons for calling existing accounts.New capability
If you have products or services that deliver results you weren't able to before, that is always a good reason to call. Just be sure you are positioning them in terms of results to the listener. Not, "Hey, we have a new extended service contract and I think it is great."New you
Maybe you fell to pieces and self-destructed on a previous call. Since then you've acquired more skills and confidence. Maybe you've come up with new ideas, or a new strategy. And here's the best way I know for you personally to come up with great value-added reasons for calling:Have a brainstorming session with other employees in the dealership. Invite service, parts, finance, sales ... anyone who knows your RVs and services. Make it a game or competition. The goal is to fill in the blank:" The reason I'm calling is ____."The main rule is that what goes in the blank must be perceived by the customer as something that they would view as valuable and interesting to them. Believe me, you'll come up with 20, 30 or more great ideas to use. So get creative, get working, and you'll find yourself converting more of those prospects collecting dust in your follow-up file, and you'll provide more value and sell more to existing customers.

Original :: rv sales training longrunning followup

motorcycle sales training salespersons

Now's the perfect time to evaluate your performance and improve the five areas that are essential to your business's success.The start of a new year brings resolutions of all kinds, from quitting that nasty habit to shedding those extra pounds. But have you put any thought into what your resolutions for your business will be? The beginning of the year is the perfect time to evaluate your performance and improve the areas that will help your business grow.To help you evaluate your business and your goals, here are the top 5 things I feel all motorcycle salespeople should put on their list of resolutions.1. Plan ahead.
The beginning of the year is a good time to sit down and do an immediateone-month and one-year business plan. Write down the changes or enhancements you want to make and the steps you need to take on a daily basis to bring you closer to your goals. Taking a long view of where your business is and where you want it to be is also important. Ask yourself where you want to be in five years, and use your yearly goals to accomplish that. We have a program available for you called "By the Numbers" which will help you develop your business plans.2. Know your customers.
Develop a process to let your customers know how important they are to you. Customers only want to do business with people they feel care about them. Creating a trusting relationship with them is especially important for motorcycle salespeople because a strong customer base is what will drive the growth of your business.3. Stand out from your competition.
Take a good, hard look at your business, and ask yourself how you've distinguished yourself and your motorcycles from your competition. Then determine what you'll have to do to put yourself in a position where you're poised to grow.4. Focus on your income.
Take a closer look at your aftermarket business opportunities-those related to your business that you think you can make more money from. Then develop a plan for increasing your profitability from these areas, and watch your income grow this coming year.5. Revitalize your business.
Finally, the best way to ensure growth for the new year is to wake up your tired sales process. Determine what needs to be done to make your business exciting and fun again. Remember what you did to become successful in the first place, then begin creating that spark that will take you to new levels of success.The New Year is yours for the taking.

Original :: motorcycle sales training salespersons

restaurant sales upselling techniques

Opportunities for up selling come along all the time in your restaurant or cafe and unless you and your staff take advantage of them you are leaving money on the table so to speak. Today I wanted to give you some information on how to capitalize on these opportunities to make you more sales, combined with having the right restaurant management tools will get you the results you require.OPPORTUNITIES FOR UP SELLINGThere are basically three areas we can outline to up sell to a customer.1. Set opportunities2. Up-sell3. Spontaneity (monitoring customers' needs)SET OPPORTUNITIESA Set Opportunity means that there are set times that are suitable to suggestive selling, from when the customer entes the restaurant to when they leave.There are three'-such Set Opportunities:1. When the customer is initially taken to the table2. When the order is taken3. When dessert is orderedOPPORTUNITY 1.When taking the customer to the table it is a good opportunity to let them know about drinks. Saying something like "Would you like a wine, cocktail or soft drink while you think about your order?" is a good way to have them make a decision as to what drink they may like.OPPORTUNITY 2.When the order is taken, many waitpersons will make the mistake of asking a `closed' question like, would you like an entree? A better way is to `assume' the sale. Try something like "which entree would you like to try sir/ma'am?" If an entree is declined, proceed to the next opportunity, which is asking which main meal they would like, perhaps suggesting a favourite. Upon the customer choosing, it provides another opportunity to `upsell' to say a larger serve or a side order etc.OPPORTUNITY 3.Asking for the dessert order can sometimes produce and obstacle for the unwary waitperson. Many customers will say no because they have just finished eating and feel a little full. However, the astute waitperson will see an opportunity. By `seductively' describing what desserts are available or describing `their' favourite, they can sometimes entice the customer to have a dessert.Appearing' to accept the customer's `no' decision can create another opportunity. By suggesting that they bring the dessert menu back `later' will give the customer a chance to have the main meal settle and perhaps when they are approached later, they may be able to be enticed.UP-SELLINGProbably the most famous up selling phrase is "would you like fries with that?" Many people nowadays actually refer to up selling by that phrase. So use it to your advantage - because it works!As a general rule, when a customer orders one thing, ask if they would like another `thing'. It is a good idea to have set `up sell' items. Again, the most famous is fries with a hamburger.After the meal for example, referring back to the dessert opportunity, if the `follow up' dessert offer is still declined, then offer after-dinner drinks.DOWN SELLINGA different (indeed opposite) approach to up selling is down selling. As the name suggests, it's a matter of suggesting a higher priced and/or quality product in the beginning and if the suggestion is not heeded they can then suggest a `down market' or less expensive item. This can be particularly effective when the customer is a little indecisive.CROSS SELLINGSimilar to up selling and down selling, cross selling is about suggesting something of similar value but of a different range but perhaps with a better margin. For example, if your client managed to buy a quantity of say Budwieser for a special price, then they might have their team begin to `Cross Sell' it in place of the Molsen Dry that they had bought at regular price.SPONTANEITYA spontaneous suggestion, as the name suggests, is when the suggestion is made from an impromptu situation.There are many, many opportunities that may exist, far too many to list, however, an example of a spontaneous suggestive sell, might be a `top up' on a half full wine glass. Good bar persons are particularly adept at this. They assume the sale! Suffice to say, that Spontaneous Suggestive Selling will improve as product knowledge, confidence and team motivation improves.There are a number of practical things that can be done when used alongside the various techniques covered in the previous sections.

Original :: restaurant sales upselling techniques

sales training salespeople debut of

If you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is "I Have Confidence." By doing a review of just six phrases in the song, anyone in sales will have what they want to do and what they don't want to do to build confidence in all your selling conversations."Oh I must stop all these doubts, all these worries."The thing about stopping doubts and worries is that they continue to roll around in the deepest corners of your mind at times, don't they? Stop it! When you hear a doubt or worry, turn it right around to it's oposite. For example, you think, "I'm not sure they'll want to talk with me," as you pick up the telephone to follow up with a referral. Right at that moment, before you pick up the phone, stand up and think the opposite, "I'm sure if they have time. They'll want to talk with me today, or at least we'll schedule a date to do so." Don't go into any action with such negativity rolling around in the recesses of your mind. You're setting yourself up for rejection that takes your confidence down a notch."If I don't, I just know I'll turn back."In selling if you don't stop those doubts and worries, you'll either voluntarily - or involuntarily - not find the success you want in sales. Let the confidence breakers get in your way of sales success and you sabotage your results. You cannot possibly approach a sales call without confidence and come out with a prospect, client or a sale. Find a technique or hire a coach to help you find a personal technique that will quickly dissolve your negativity and continue to build your confidence."I must dream of the things I am seeking, I am seeking the courage I lack."This focuses on the positive and is in tune with the philosophy of the Law of Attraction. What are those things you are seeking? To provide an answer to someone's problems? To help a customer with their less than happy situation? To reach a personal goal? Whatever it is, dream it means to always be focused on it. Then summon up the courage to find comfortable marketing and sales actions to help you reach those dreams."But I'll make them see - I have confidence in me."Even better, once you have gained control over those doubts and worries, those anxieties and limiting beliefs, your confidence will be there. Foremost, you will feel it. And when you feel it that confidence can't help but be seen by those around you.With confidence, salespeople can get to the top of their career, their business or their earning power. Without confidence in play in daily sales and marketing actions, you could be singing the flats instead of the high notes of success.

Original :: sales training salespeople debut of