what services should a sales trainer

Anyone who manages or owns a business knows that the sales staff are the ones that will bring in the new customers. Managers and business owners will also want to be sure that their staff is using the techniques that are guaranteed to bring in new customers and keep them coming back for more. One thing that a manager or business owner can do to be sure that their staff is using the right techniques is to give them effective training.Business owners know that to be at the top of the market, they will need to have a continuous supply of new customers and loyal returning customers. The owner of the business must give all of the tools that are available to the sales staff to make sure that thy can make that happen. A sales training company is one of the options for business owners in this position. If you decide to hire a training company for your sales staff, you should take the time to do a little research before you choose one. Make sure that they will offer the kind of sales training that you need.All businesses will need different techniques to bring in their customers. The training company should be able to decide what kind of training your staff needs and deliver it to them in a convenient manner.One part of effective sales is advertising. It is important that the sales training company that you hire offer advertising as a part of the training program. Your sales staff should fully understand how effective advertising could help bring in sales and keep them loyal.There are a variety of ways that the sales training can be accomplished. For businesses that have sales employees that work inside the business and on the road, there should be a method to train both sets of employees. Online training is one of the options for people who are away from the office a great deal. The sales training company can accomplish in house training for your other employees very easily.Some businesses fail to see the benefit of having their employees trained by a professional sales training company. All that you have to do to see the benefit is to look at the profits that are gained by a company that uses sales training for their staff. When an effective training program is given to the employees they will be able to bring in more customers than ever before. This is the advantage that many businesses need to stay on top in their market. Make sure that the sales training company that you hire has a method for teaching online sales as well as all of the other methods that are needed in the sales community today.The cost that is associated with a sales training company is small in comparison to the profits that can be gained. When you make an investment in sales training, you will be getting more back with the increased business that your newly trained staff will bring in.When you work a part of your business online you soon realize that your competition is in all parts of the world. To stay on top of this business and get a good percentage of the market, it is necessary to have a sales staff that is fully trained.

Original :: what services should a sales trainer

how to give a referral and coach your

In the world of sales and small business, there is nothing more valuable than a referral. A lot of energy is spent positioning ourselves with our clients and colleagues so that we can take advantage of word of mouth advertising. In fact, business networking is predicated on the concept of building relationships with others so they will refer business to us.That being said, the logistical challenges of referrals often becomes a roadblock. What is the best way for someone to actually refer us? For example, many of us have heard this sentence from a client: "I told my friend about you - I think they could really use your services. I gave them your phone number" We sit by the phone andait, but unless the need is super-urgent, the call never comes.The easier we can make giving referrals, the more effective we can make it (and more likely to happen). Modern technology has the answer: email. There are two reasons for this. First of all, it creates a written record of the referral, so that the contact information is readily accessible. The second reason, probably even more important, is the the "carbon copy" function of email allows the person doing the recommending to notify both the person they are referring and the person they are referring to at the same time.When you send an referral email, it can be short and sweet. It should contain the following information:
Why you are making the referral.
How you know the referred.
That you are carbon copying the referred on the email.
The next action step.
Here is a sample email script you can use:"Hi John,I wanted to follow up on our conversation the other day. You said you were looking to build your business and I think working with a business and sales coach like David might be a big help. I met David through a networking group and I've had the chance to use his services - he really helped me out. You can contact at him by phone at _______. I've also cc'd him on this email so you can contact him at the above email address.Good Luck!Lisa"This works great when you are giving referrals. More importantly, this tool is vital when you are coaching your clients and contacts on how to refer potential clients to you. By having your clients and colleagues use the cc: function, you capture the prospects information. That way, if they don't contact you, you can follow up with them. It is a powerful habit to let every client or person who could refer you business know:"Referrals are a huge part of my business. And when you do have someone to refer to me, the best way to do so is to email them my phone number and cc: me on that email. That way we both have each other's contact info and I can expect their phone call."You can also follow up when you get a referral instead of passively waiting for the phone call that might not come. By plugging up the holes in your referral pipeline, both on the giving and receiving side, you will grow you business by leaps and bounds.

Original :: how to give a referral and coach your

4 solutions to getting over cold call

Prospecting is one of a salespersons most important activities, and one of the most challenging. There are so many marketing messages competing for attention in the marketplace, it is hard to get heard. It can be even harder when you are first trying to start the relationship. Cold calling, one of the basic ways to start a new business relationship, is also one of the toughest. I once worked with someone who would stare at the phone for 30 minutes before he had talked himself into picking it up and making a call. Understanding why cold calling is so tough, though, can help you make it more effective.Cold calling is not a "natural" activity. We aren't wired to enjoy rejection, in fac, we are wired to avoid it. In fact, it's only in the last 100 years, with the advent of door to door and phone soliciting, that selling has required salespeople to encounter large amounts of rejection - with all of its negative emotional consequences. The dreaded cold call, then, is a relatively new challenge, and our underlying psychological framework is ill-equipped to handle it.There is an asymmetry of the psychology of phone prospecting. I was inspired by a reading of Nicholas Nassim Taleb's Fooled by Randomness. While discussing the psychology of the stock market (page 97), he points out that many people make poor choices because they respond to the frequency of events differently than the magnitude of events. For example, the number of losses is much more important than the magnitude of losses - we don't like frequent disappointments, even if they aren't very big. This hurts investors because, emotionally, it feels better to have lots of small gains and infrequent, but massive, losses. It feels better - but it affects the bottom line negatively.This also explains why most people have a genuine block to cold calling. It's an activity where even though the magnitude of the positive reward (a sale) is high, there are frequent small, negative outcomes (someone saying no). What also compounds this effect is that as the magnitude of the positive reward increases, the number of attempts and therefore negative responses increases as well. This is where the conversion rate can be informative. If your cold calling only has a 5% success rate, that means the out of 100 calls, 95 will not be successes. That is a lot of frequent, even if relatively tiny, negative results. It doesn't matter how big the pay-off is, if we have to go through lots of little disappointments to get there, we don't want to go.This asymmetry doesn't go away just because we know about it. We do most of our decision making emotionally, so even if we know intellectually that it's just a difference in frequency and magnitude that makes us loathe cold calling, it doesn't help us make more calls. Our brain understands it, but that doesn't solve the problem.To counter this challenge, then, requires us to counteract the feelings of negative asymmetry. In effect, we must booby-trap the mind so that the small but frequent negative responses don't paralyze us. There are 4 ways you can do this:1. Make less cold calls. The more you can minimize the frequency of negative outcomes, the better. This basically means you have to improve your conversion percentage as much as possible. Therefore, anything you can do to make less cold calls and more warm calls is a great use of your time. It can be valuable to take some of the time that you would use for cold calling and develop relationships that increase your effectiveness (your closing %) on the phone with your other calls. For example, networking or getting referrals from current clients takes an investment of time, but they can be a great way to build relationships and turn your cold calls into warm calls. This will minimize the number of negative responses you get and maximize your internal willingness to make calls.2. Increase your skill level. Again, anything you can do to minimize the number of negative emotional responses the better. Focus on improving your conversion rate - having 5 out of 20 positive responses is better than 5 out of 50 - you'll feel much better about it which will lead to more activity. If you experience more success, you will naturally experience less activity-dampening failure. It sounds simple, and it is, but that does not mean it's easy. Spend time developing your skills on the phone. You can develop your speaking voice (tone and inflection); work on the effectiveness of your telephone scripts, or develop one if you don't have a script; you can even work on "smiling when you are dialing".3. Fight your emotions with a constant reminder of magnitude. This is the way of resisting the downward tug of the frequent small disappointments that most people are familiar with. The most ubiquitous form of this reminder is a picture of a reward that you are working towards hung up by your phone. You can even post a copy of the paycheck you would like to receive. Another way to do this is have frequent conversations with a sales manager, colleague, or friend where they reinforce the magnitude of the positive pay-off. The goal here is to remind yourself that the magnitude of the positive outcome is so high that the little (but frequent) negative outcomes don't matter.4. Reverse the emotional anchor. This can be the most challenging, but ultimately most effective, way of countering psychological asymmetry. Because we avoid frequent negative experiences, even if they aren't very big, the trick is to make a "no" on the phone a neutral or even positive stimulus. Two ways to do this are the They said yes method or the Calling for no's method.
In the They said yes method, every time a prospect says no on the phone, hang up the phone and immediately say "they said yes!". It's a little bit of mental trickery that you are playing on yourself, but it works if you give it time. You are re-associating the no on an emotional level with a positive outcome.

In the same way, when you are Calling for no', you set a goal for the number of negative responses you want to hear on the phone. Obviously, you don't want to have people turn you down, but using your conversion rates, you can determine how many no's you typically get for every yes. For example, if you get 3 no's for every yes, and you want to get 4 yes's in a day - you can make your goal to hear 12 no's. Then when you get a no response, it's actually moving you forward on your goal for the day.
Using these four methods, you change the underlying emotional obstacles to using the phone as a powerful prospecting tool. Even though you might not fall in love with making phone calls, you will be able to make them an important and valuable part of your business.

Original :: 4 solutions to getting over cold call

cold calling or consulting no time for

Virtually all training provided to recruiters is about cold calling and transaction selling. It's the focus of nearly every recruitment conference I've been to - 'how to get your billings up'. This Rant will help outsiders understand how the industry got to its appalling state.With refreshing honesty, trainer Sophie Robertson's opening sentence states:"Understand that you are in a sales position, no ifs or buts."Which is what all the others say, just not as neatly - though some like Barb Bruno in the USA are pretty blunt!So what does this mean? That recruiters are trained to cold call meaning they have no time to consult. And remember most work contingently - racing other recruiters to aale, so consulting is ruled out anyway.Ross Clennett, one of Australia's best recruitment coaches has a great e-book that recommends:1. Weekly Prospect Calls: 50 (= Cold Calls)
2. Monthly prospect & client visits: 28
3. Monthly Float Outs: 20 (= sending unsolicited resumes)Not much time left for deepening relationships with existing clients after doing these calls and following up. Now, in other articles and talks, Ross and other trainers rightly say that our focus should be on deepening relationships: But where's the time? You can't have it both ways.This cold calling model is different to how my firm and some other boutiques work: where you have 10 to 20 clients who you work for repeatedly. So relationship building visits might be 3 a month, with 2 or 3 visits to prospective clients on top of that.Re 20 float outs: No thank you! That's not consulting, it's acting like an 3rd rate web server! When you have fewer clients who you know well, sending unsolicited resumes is welcomed, and you might do 2 a month - not 20. It's still sales but the focus is on relationships, not 'foot in the door' tactics (see Sophie's wonderful cold calling scripts in my last posting on Lies).Which gets to the fundamental problem:We are virtually talking about 2 different industries.One where 50 or a 100 'clients' is the norm, based on constant cold calling.Versus one where recruiters work closely with a few employers helping them reduce the risk of a wrong hire, while still needing to work quickly.Ross made the following comment on my blog:"Re your assertion that the role of the recruiter 'is to reduce the risk of making a wrong hiring decision'. I would suggest you are in minority company there ... clients use a recruiter because they want 'excellent candidates, delivered quickly'"The chasm here is wide.Ross is right - I am in the minority but the Rants & technology will change that. His model was right BEFORE Seek.com.au and Monster.com. Recruiters in his transaction model are just selling information: finding candidates and racing to the line in a winner take all race. They are middlemen who the internet will soon wipe out (why it is taking longer than in other 'Agency' businesses is a future Rant).After recommending 50 prospecting calls a week, all trainers go on to say "you must of course focus on long term relationship building".Alice in Wonderland. Rubbish. There is no time left AND it requires different skills.Relationships require consultants, not cold callers.

Original :: cold calling or consulting no time for

dont be this guy

Hello, Is anyone home? In my home town (well it's actually a city, Vancouver) we have some pretty amazing events at The Vancouver Board of Trade for like minded individuals in sales or business to network. Every month the VBoT has either a networking event, a function or a trade show.I have met some very interesting, insightful business savvy people at these events. Many have become life long business associates, most have become clients and a few have become mentors.But it always amuses me to meet the "bigger better deal" person.You know the guy or the girl who is always looking for someone more interesting than you? They've got one foot in, one foot out. Kind of talking to you, asking yu all the right questions, but not all there.So here's some tips to make sure you never become that person!First of all, adopt a mindset, a mindset that the person you are talking to is the most fascinating person in the world! I know you think I'm joking, I'm not. Try it! You will be absolutely amazed at how much better people respond to you, when you make that attitude adjustment and change your way of thinking.Clear your mind of clutter, focus and be present with the person you are speaking to. Do not be that "bigger better deal" person. It's annoying and you know what, people can sense it, they can read your body language.Be genuinely interested in what that person has to say. Think of good questions to ask, learn about their business and listen.By listening, you give them a gift, the gift of acknowledgment. Acknowledgment that what they have to say has value. By acknowledging them you give them another gift, acceptance. Which leads to a feeling of community and greater trust... you see by being an active listener you lay down the foundation for a great relationship! After a person has a chance to express themselves and they feel you have been truly present with them, they generally will become much more amenable to what you have to say. Because of this, what you say after being fully present and listening will have more impact -- giving you greater influence.Lastly, Be nonjudgmental. We all have differing opinions. You can be respectful of another person's point of view without giving up your own position.Now let's take a brief moment to look at it from a sales perspective. Customers buy when they feel understood, and the only way they can feel understood is if you've taken the time to really listen to them. Yes it's important that your customer understand how you are going to "solve their problems", but more importantly in the customers' mind, they need to be convinced that you understand their wants, their needs, their desired results and that you have the capability and the expertise to get the job done.So the next time you are speaking to a customer or you are meeting a business associate at a networking function, keep an open mind, be non-judgmental, be present, listen carefully, and ask good solid questions!Does your success depend on your sales skills? then CLICK HERE [http://www.salesmasterybook.com/Order%20Cold%20Calling%20E-Book.html] for a very powerful package on how to significantly improve your sales results!

Original :: dont be this guy

saas training what you need to make the

Software-as-a-Service (SaaS) presents an enormous opportunity for companies seeking to save money, and for providers of all types, including integrators, Value Added Resellers (VARs), telecommunications carriers, software vendors, and any entrepreneur looking for the next wave of technology. Marketing SaaS calls for a different approach though, since it represents a major departure from the traditional, "mainstream" way of selling software, and as such, there are a lot of obstacles to overcome before you can make the sale.Software-as-a-Service is a simple concept. Users, instead of purchasing multiple licenses for each software package, hosting the software on their own servers, and managng the software in-house, relegate all of those functions to a third party. The advantages are immediately obvious. The true cost of software lies not in the retail price on the box, but in the total cost of operation (TCO), which includes ongoing maintenance and installation. As any IT manager knows, this cost can be substantial over the lifetime of the software.At the same time, the advantages are countered by drawbacks, both real and perceived. IT managers are notorious for wanting to maintain control over their environments. The IT manager is reluctant to allow anybody, no matter how much of a "power user" they may be, to install their own software, make their own upgrades, or configure their own PCs in any way; and rightly so. Without maintaining this level of control over the network environment, the door could be opened to misconfiguration and security breaches that could shut down the network and rack up costs that could be disastrous. The IT manager is therefore often reluctant to turn control over the application environment to a third party. Of course, there are answers to these concerns, which will be addressed later in this book.The reason for the recent upswing in SaaS offerings can be attributed to three different participants: software vendors, end users, and channel partners. The needs and demands of all three have converged at the same time, making this an ideal time to move into the SaaS marketplace. Major software vendors, as shown later on in this paper, have started to roll out prominent SaaS initiatives. End-users have started to demand more of these types of offerings, having finally gotten accustomed to the idea of hosted services thanks to the dynamics of Web 2.0 technology and mobile computing. And finally, channel partners, facing increasingly narrow margins on traditional hardware and software offerings, are looking for new alternatives to supplement their sales efforts.The Web 2.0 Revolution To understand SaaS, one must first understand Web 2.0, which has formed the enabling technology behind it. While it's true that SaaS existed before the Web 2.0 revolution in some forms, the innovations of Web 2.0 technology is what caused SaaS to gain prominence as "the next big thing."As a tool for sales presentations, "Web 2.0" is a buzzword that is worth knowing. Most decision-makers have by now accepted the realities of Web 2.0, and are already enjoying many of its benefits-many of which have resulted in increased productivity, cost savings, and a better level of communication. Positioning SaaS as the next phase of Web 2.0 will tie it in with this positive technology trend.Why SaaS Sales? Because:No need for large capital expenditures. Because there are no up-front licenses involved, costs are significantly reduced. Also, the infrastructure required to run the software in-house, including additional servers, are not required.
Less need for internal training. Internal training can be very costly. And while some training may still be necessary, the degree of training is often less than what would be required for in-house software.
Lower staffing requirements. The internal staff required to run in-house software, in addition to the internal staff required to maintain the additional servers and equipment that would otherwise be necessary, are no longer needed.
Reduce startup costs. Costs to get started with new technology are one of the biggest expenses for a new company, and deploying SaaS helps to keep those costs down by minimizing the need for additional servers, extra staff, and up-front licensing fees.

Original :: saas training what you need to make the

great tips for getting more referral

Are you truly grateful?Or just too busy...Saying thank you to someone is one thing, but demonstrating appreciation is another.So this week I would like to talk to you about acknowledgment and appreciation.A common question I get asked is - What can I do to get more referral business?It's simple.Acknowledgment and appreciation.It's the little things that matter and if you are not doing these things then frankly you are taking your customers and clients for granted. Never a good thing considering how competitive the market is and how many choices today's consumer has.So how do you show Acknowledgment and Appreciation?1) Hand Written thank you cards/notesAfter every deal my clients get a peronalized thank you for the business. In my opinion this is as IMPORTANT to your business as prospecting and marketing. Think about it, who do you think is more likely to give you more business? Someone who has never used you before or someone who has used your product or service and had a great experience with you? The answer seems fairly obvious, but you will be amazed at how many sales people and business owners are to lazy to send out thank you cards.2) 1 year business anniversary letters with something of value attached.Not only do I thank clients for doing business with me, they get get an anniversary letter from me every year thanking them - plus I include some sort of special promotion - just for them - again personalized.3) Christmas CardsIf you want to make a real impact - hand deliver them over a lunch. Christmas time is my favorite time of the year, and not just for the reasons you might think. I love visiting people and it's a great time of the year to strengthen existing relationships!4) The Follow Up CallA 2 minute follow call cannot be stressed enough. There is simply no reason as a sales rep not to know how you are doing with your clients/customers. "Heh Bob, how's everything? How did we do on our last order?"5) Invitations to trade shows / conventionsI like to send customers 2 to 4 FREE invitations to trade shows and conventions and ask them if they know anyone in our industry that might also like to go. This way my client looks good because they are the one doing the inviting, and it's a win for me because I get to meet more prospects who are introduced to me personally by my client base.So the next time you are pondering "getting more referrals" think appreciation and acknowledgment!Do you someone who needs help with their cold calling skills?How to cold call anyone, anywhere, without fear of rejection! Stop your prospect from what they are doing, get their full undivided attention and have them instantly build rapport with you! CLICK HERE! [http://www.salesmasterybook.com/Order%20Cold%20Calling%20E-Book.html]

Original :: great tips for getting more referral

when the going gets tough the tough get

Life is tough and even those who wish to "look on the bright side" still get rained upon. And even when it appears that you are doing all that you know to receive the desired outcome and it still doesn't come, what are we to think? Is it us? Are we expecting too much? Too little? Lazy? Working too hard at it? God doesn't like me anymore? Guilt of some kind?Did the cards get dealt to me with an unfair deck? Or maybe I am just destined to struggle?As you can see, there are many ways to think about "why".But did you notice one thing?Look again at the possibilities.....All my thoughts about my particular problem are negative. Amazing isn't it? We naturally think this way and I could give youy well thought out reason for this but that is not the point of this article.So, what can we do to instantly make change take place?There's good news and bad news. Actually, there is good news and more good news if you can follow along with me.The truth is we have a challenge that appears to be hanging around much too long and it's not what we asked for...or is it?Let's first look at what we asked for. And let's say for fun we wanted to be a great teacher. You prayed to God and asked for just this one request. You wanted to be remembered for being a really great teacher.Several teaching jobs become available and you jump at the chance only to watch another person get the job. And this goes on for much longer than is in your plans. Is this a good thing or a "not so good of a thing?"Most of us know how a valuable pearl is refined. A whole lot of friction from the sand constantly rubbing up against it with no end in site. The poor little pearl has no idea if it will ever get out of its misery. It might even think its good enough at a certain point and just want to be done with the whole process.But on and on it goes and then finally, one day it's made into a very fine necklace and gracefully lying upon the skin of a beautiful women for all to admire. It paid the price, even when it didn't want to.If we could know now that the outcome would be exactly what we thought was best for us and it came exactly when WE thought was the best timing, do you really think we are that smart to know all this? I know I'm not.So here's what I do....I make a decision that I am being watched over and there is a perfect plan for my life and for the issue I am dealing with. I choose to believe that whatever challenge that comes my way, is some form of sand working on me to prepare me for the position in life that I want, or believe that is best for me. So, while I am waiting and the sand keeps on rolling over me and it's quite painful on many occasions, I can be thankful for that "friction" that is making into the great teacher that I wanted to be.Actually, the more friction, the better if I want to be the best. In fact, "bring it on" as fast as possible so that I can be created and refined through all trials as quickly as possible so that when my opportunity comes, I am truly ready. The little pearl thought he was ready many, many times but he wasn't. He didn't know what he didn't know.I think we are like that too. So, whatever you are facing or have been facing, the very best way to succeed through it is believe now, believe today that the friction rubbing against you is exactly what you need and have asked for if you want a goal to go beyond "average".Your thoughts and your actions can be all negative just like the way this article started out or you can make a choice to pick out the 500 to 1000 things that are going great for you right this very moment.Just to get you started let's list just a few. And if you have anything over 50% of this small list, you are pretty darn fortunate.You are still breathingMost arms and legs still connectedCan smell a roseCan see a sunriseAble to hear beautiful musicAh, the taste of your favorite food[You don't take any of these for "granted" do you?] A quick test to see if you do is asking yourself if you thanked your God today for them. Did you? Whoops.Ok, a few more and then I'll let the rest up to you.Are you currently living inside a dwelling?Any food recently? [Within the last few days]Any money at all coming in?Is there anyone who loves you? How many?Could you smile right now if you wanted to?Is it possible to make someone else happy right now with a kind word?Ok, I think you see where we can go with all of this. It all comes down to a choice. Your choice. You are in total control. You choose to think and act the way you decide. No one does it for you.So what does it really take? Well, it does require a conscious decision. You do have to want it and it takes courage. This world will pull you down and it will pull hard and often.The question is, are you going to let it rule you or are you deciding today and every day that you are the decision maker in your life?I wish you all the success and to have the courage each day as the friction of the sand shapes you into the "pearl" you are becoming.Embrace each obstacle, knowing that you are on your way to your destiny!

Original :: when the going gets tough the tough get

going negative in sales may destroy

Political mud-slinging attack campaigns are an approach that isn't often found in selling. Some salespeople get fearful and defensive as soon as competition is mentioned. Others, those who usually win against the competition, know a productive approach.Commercial ads, like Apple's Mac versus Windows users are a humorous way to point out competitive differences. As dirty as it is, going negative seems to work in politics. But how does it work in selling? How can salespeople still manage control when competition shows up?Washington is Like the 80AD Roman ColiseumDuring the gladiator days in the Roman Coliseum a thumbs up meant kill and thumbs down mean spare him. People cheered and ranted fr the kill. There was nothing personal at stake to each individual. The event was their boxing of that time. Negative in politics possibly works because of the crowd herd behavior, but it does not necessarily win over all people. It may even discourage some voters not to show up. But the herd phenomena in politics does seem to encourage the fight.Don't Make Selling Like a Custody BattleHow do children react to one-parent bad mouthing the other in a custody battle? Usually not well. In sales, beating up the competition is similar. Consider potential customers as children. It can slows things down and put doubts in the customer's mind. The competition of indecision is the biggest competitor in many cases. Would you talk to your customer badly about their decision making style? Then why sell against the competition in a negative light?
How do you sell against competition then?Be grateful for competitorsCompetition is good. It's what creates better value and allows us to learn from competition. The humor in the Apple versus Windows ads may be helping to make Microsoft a better company. The competitions weaknesses can be your strengths that you can talk about.Don't be reluctant to talk about competitionAcknowledge to yourself that you have competition. Know their strengths and weaknesses. If you do mention them, do it early on and in a positive or humorous light. Keep things short and light and you may show your own confidence. Then get right back on track to talk about your company, your products, your services. That is what you are talking with the customer about buying! Better yet, ask a question that puts the focus back on the customer.Don't be reluctant to admit a weaknessEarly in my selling career I remember not making the due date for the release of a software package. We turned this weakness into strength. First, we let every prospect know we would be late. What a great reason to follow up! Then we offered them an olive branch. If your company or product has a weakness just take it head on. If your competition has a weakness, then head off in the direction of focusing on your strength.Rather than consider talking badly about your competition, or even referring to them other than an acknowledgment of something good, give a Roman Coliseum thumbs down to such talk. Spare the negative talk. Focus on you, your company, your strengths and most importantly your customer. Your customer will vote for you with their checkbook.

Original :: going negative in sales may destroy

cold calling just send me over some

Cold Calling "Just, send me some information."Has this ever happened to you?You: Good morning, Jane. Is Bill Jones available?
Gatekeeper: May I ask what this is in regards to?
You: Sure Jane, I faxed Bill the other day and told him I'd call at this time."
Gatekeeper: Who's calling?
You: John Higgens
Gatekeeper: One moment please, Let me check for you...Gatekeeper: OK, Mr. Higgens I will transfer you now.
You: Thank you Jane.Your prospect: Hello
You: Hi Bill, This is John Higgens from Widgets Sales Training, do you have a quick 2 minutes? I'd like to talk to you about how I can improve your sales people's cold calling and prospecting results.
Your prospect: I'm afraid not John, can you jussend me some information?Yikes! Seems like we have run into a dead end!I always advocate putting yourself in your customers shoes and seeing things from their perspective. Your prospects are overwhelmed and inundated by e-mails, phone calls, and meeting their own sales budgets. To remain effective, busy executives must remain indifferent to your sales advances. Busy juggling multiple projects, they practice astute time management skills: do, dump, or delegate.Is it any wonder you get the polite brush off?So the question becomes what to do?I don't believe in objection handling or overcoming objections, I believe in objection prevention.My sales call goes something like this...Gatekeeper: OK, Mr. Higgens I will transfer you now.
You: Thank you Jane.Your prospect: Hello
You: Hi Bill, This is John Higgens from Widgets Sales Training, I had sent you a fax yesterday. I'll be brief and to the point. We specialize in helping salespeople improve their cold-calling results. I'd like to send you over some information... Can I verify your email address?
Your prospect: Sure!I then verify his correct email address and I then ask my one BEST question that is designed to get my prospect talking about his business, his current supplier if he already has one and his problem.His problem?That's right, his problem is universal.Every sales manager has salespeople who are not meeting their sales budgets, and it's generally because they are either not good at or comfortable with cold calling. Every business person has a problem that your product or service addresses.The trick is learning how to frame it in such a way as to get your prospect or customers to admit that he or she needs help! Did you know that up to 80% of all new sales and business people who fail within their first year do so because of cold call reluctance? What if I could show you an easy to follow, easy to use system that took the "cold" out of cold calling?Do you someone who needs help with their cold calling skills?How to cold call anyone, anywhere, without fear of rejection! Stop your prospect from what they are doing, get their full undivided attention and have them instantly build rapport with you! CLICK HERE! [http://www.salesmasterybook.com/Order%20Cold%20Calling%20E-Book.html]

Original :: cold calling just send me over some

maintaining your sales focus

Sales Strategies for Success, Strategy #8Let's admit it here and now, it's often difficult to keep that positive, energetic outlook in sales after a full day or week of hearing "no, thank you". Even the most perky among us (I don't like that word! Let's use "vivacious"!) can falter and lose their drive. If you are a solopreneur, working alone, it can be particularly difficult.Don't let yourself get caught in that demoralizing cycle. Make sure you have a circle of people to whom you can turn who help you realize that "this too shall pass" and help make you even better at what you do. While this circle can be friends and family, consider too that a group of like-minded and similarly situatefolks can be even more helpful by not only helping you feel better, but helping you become a better salesperson.Living in the sales world, we often hear negative comments about salesmen. And while we recognize that there are those in sales who are less than honest, I believe the vast majority of us are good, honest people whose purpose is to support and help our clients.This is why I believe that creating a circle of people like you can both support and push you to greater success. Your group can certainly commiserate about a bad day, but even better, your team can help you recognize where you might do better, offer you ideas to change the outcome the next time and help you focus on the positive. Don't underestimate the power of this kind of team support. The ideas that arise from a group of intelligent people focusing on the same topic can be amazing. The process is typically called brainstorming or masterminding and it's a powerful thing.

Original :: maintaining your sales focus

soft skills training

While technical skills are indeed very important, they are not enough by themselves to move up the corporate ladder.New models of corporate leadership emphasize more team interaction, both among themselves and with management; meaning that managers expect their teams to communicate well and to be proactive.Soft skills are very important in business. It is essential to be technically sound, but one should also have the ability to convey the idea to the masses in the simplest possible manner.With outsourcing becoming increasingly important in many industries, many professionals now deal directly with clients regularly. People skills and personal approachability are what can keep the clientelationships which the company has worked so hard to build.Planning is necessary but execution is also equally important. And it takes soft skills to execute any idea because it involves dealing with people directly.Behavioural training experts say there are a number of "soft skills" which are needed in today's business climate. These include:Interpersonal skills
Team spirit
Social graces
Business etiquette
Negotiation skills
Behavioural traits such as a positive attitude, a high degree of motivation and time management skills
Do you possess these skills? If your answer is yes, excellent!But if your answer is no, then it's time to see a training organisation or a training consultant.Will this sort of formal training enhance your soft skills?There is some dispute in the training industry as to whether it is truly possible to produce a large degree of improvement in soft skills in the space of a few hours, particularly when you consider that people's personality traits are deeply ingrained. The answer is a bit harsh but no less true for that - if you are a professional who wants to keep their career on an upward trajectory, then you have no choice but to learn or improve these soft skills quickly.Near the beginning of your career, it is your technical skills and qualifications which are need to secure good assignments. When you have been on your career path and seek to move up the ladder within an organization, your personality becomes more and more important, especially in large organizations where there may be others who have similar skills to your own vying for the same promotions.Be your own trainer!While organisations are putting some resources into the people skills of their staff, there are some steps you can take of you are looking to begin the process of improving your soft skills on your own.Take part in team activities: Whether in your church choir, a NGO or in a local community group, get involved.
Observe how you behave in this setting and how you relate to others in the group.
Ask your family or close friends to write down your best and worst traits.
If possible, have at least five people do this for you.
Look at the traits which all of these people list. This helps you to play up your strengths and work to improve on your areas of weakness.
How well do you manage your time?
Think. Do you have extra time in your day; or is it already overscheduled with various activities? Time management is vitally important to success in the corporate world.
Think carefully about how you react to feedback. In organisations, people skills mostly come to the forefront when feedback is given; whether for an idea you have had, a presentation you have given or a project you have completed. You will be judged on how you respond to feedback.
Do you get defensive?
Do you insist that you were right?
Do you accept criticismmeekly?
Remember, people tend to be judged and stereotyped according to their responses. You will, too.
How good are you at critiquing the performance of others?
While how you respond to feedback is important, how you give feedback to others is equally so.
Are you too aggressive? Are you known as a Pessimist? Do you believe in constructive criticism? Or do you tend to be more of a stereotypical yes-man?
Live consciously. Any organisation is made up of by people; and soft skills are all about how you deal with and present yourself to these very people.
Soft skills can be improved by being aware of yourself and the people around you and living consciously. While this may take some work on your part, if you wish to advance in your career it is well worth the effort; think of it as an investment in yourself.

Original :: soft skills training

it consulting business client attraction

Owners of IT consulting businesses usually have very valuable technical skills. Yet these same IT consultants often fall short when it comes to business know-how, and specifically how to attract clients.This lack of marketing and sales knowledge can be a huge problem for IT consulting businesses because billable projects for clients are what "pays the bills".In this article, we'll look at 5 proven client attraction secrets that you can use to generate new business and breathe new life into your IT consulting practice.
Know the Difference Between IT Consulting and Computer Repair. While a computer repair business might opt for a big promotional presence in phone books, coupon packs, and rtail signage, an IT consulting business tends to be more focused, precise, and reserved in its marketing activities. While a computer repair business will typically service anyone with a "broken" computer, IT consulting businesses usually look for more long-term business clients, with more substantial and sophisticated IT needs. This sharp distinction must come through both in your chosen marketing campaigns and your lead qualification process.

Think More Strategically and More Long-Term in Your Marketing Activities. The sales cycle for a home business customer that needs an inexpensive memory upgrade will be short... almost an impulse buy. However if you're looking to acquire clients with 10-100 workstations and five-figure annual IT consulting budgets, the sales cycle can be anywhere from a few weeks to several months. As a result, you need to think more long-term in your prospective client nurturing and follow-up activities. In other words, a client that spends $300 with your company just about every week ($15,000+ per year) requires an entirely different mindset and long-term vision than a $300 one-shot-deal customer.

Have a Small Proving Ground Project in Mind When Courting New Potential Clients. Often the owners of IT consulting businesses get frustrated when they have a number of large outstanding sales proposals that they just can't seem to get client commitments for. While it's certainly admirable and advisable to be pitching $25,000+ network installations and upgrades, it's usually not the best place to start with a new customer or client. Many IT consulting businesses find a much greater level of success in selling something small initially, with a well-defined beginning, middle, and end, for $250-$1,000 as a proving ground project for new customers and clients. That way your new customers and clients can try out how they like working with your company in a relatively low-risk way, while you prove your value to them. Along the same lines, it gives your customers and clients the chance to "prove" their value to you and that they're not unreasonable control-freaks, cheapskates, or deadbeats.

Always Bundle in Your Ongoing Support Agreement with Every Major Project. Once you've successfully completed your proving ground project with a new customer or client, the follow-up project is almost always some kind of remediation project, or major upgrade or installation. When talking about the parameters for this larger follow-up project, be sure to ask, "Have you thought about how you'd like to handle this new systems' ongoing support and maintenance needs?" At which point, you'll usually want to discuss the benefits and advantages to retaining your IT consulting business through your ongoing support agreement.

Let Your Satisfied Clients Do the Selling. Since no one knows how good you are until after they've hired your company, you need to vividly paint the picture of just how great things can be when potential clients hire your company. To do so, you'll almost always want to leverage the kind words of your existing clients. This is most often done through testimonial letters, audio/video interviews, and case studies.
Owners of IT consulting businesses often struggle to find client attraction methods beyond word of mouth. This is a shame because proactive marketing and promotional activities, that create awareness of your firm, are one of the most important things that you must do to ensure that your business survives and thrives.

Original :: it consulting business client attraction

proposal writing why people struggle

Proposal Writing can pose a struggle to many sales people. And, because of that, they waste a lot of time, become frustrated, and do not get the results they want or expect.Let me share with you several reasons why so many business professionals struggle with writing.Let's talk about "how" we communicate.We communicate in only two ways - verbally and nonverbally.The word "verbal" means written and spoken. A lot of people think the word "verbal" only means spoken.That's not true. The word "verbal" means written and spoken.The verbal part includes the words you use and the tone you project with your words. If people do not understand those words, that communication will go nowhere.If your raders understand those words, then the tone you use - how you say it - might become more important than the words.The nonverbal signals we send with our body language reveals much more than the actual words we use. When we slam doors with frowns on our faces and let out exasperated sighs of disgust, we are letting people know we are not happy. We don't say a word, but people get the message.Another example of nonverbal signals is eye contact.Have you ever walked into someone's office and said "Hey Joe. I've got a great idea."Joe responds in a low, monotone pestered sounding voice, "Yeah, go ahead, tell me about it."And, Joe never looks at you. He continues looking down at the pile of papers he was working on.Or, he gets up from the desk by placing both hands flat on the desk to push himself up. Once he's up, he folds his arms behind his back. (I guess that's so he doesn't hit you.)Then he starts pacing. While he paces, he checks the floor, checks the ceiling tiles, looks out the window to see if anyone stole his car, and finally checks his watch to make sure he brought it with him.All this while, he never looks at you. Does that mean he's not listening? No!He hears every word you say. How does that make you feel?Right! About one inch tall.What is communication?Communication is caring and sharing. Do you get the feeling Joe cares about you? He is showing you that he cares about himself, not you. He is not sharing any of himself with you.Volumes of evidence show how nonverbals affect communication. Let's focus on how the nonverbals affect your proposal writing.When you write a proposal, do you have the benefit of these nonverbal signals? No.We've wiped out more than half your ability to communicate.Now do you understand why writing becomes so difficult?We have grown so accustomed to communicating by using the nonverbals of our body language. We become frustrated when we cannot communicate as effectively on paper or on the screen.This is also why some people would prefer to talk to someone, rather than write them a memo or letter.In speech, you have the benefit of reading that person's nonverbals or having them read yours.In writing, we must rely on words and tone. That's it - words and tone.You do have some nonverbals. If you wrote an important letter to a customer in pencil, wrinkled it while putting it in the envelope, spilled coffee on it while you were writing it, misspelled the person's name, and sent it four weeks late, I think that's nonverbal.For the most part, when you write, you do not have the benefit of nonverbal signals. That's why writing is so tough.We can only rely on the words and the tone when writing. That's one reason why people fear and dread writing. And that's why they struggle with writing and are not getting the results they want.

Original :: proposal writing why people struggle

the golden sales approach

A salesperson, should respond directly to the buyer's concerns. A salesperson should clearly respond to all aspects of the buyer's concern with proof by supporting the salesperson's persuasive response, but with empathy as a guide. The proof will add high credibility to the persuasive statements and the sales message, overall.However, a salesperson shouldn't dive into bombarding the buyer with too many details, instead, keep it short and simple until it is learned that the buyer is further interested and that he/she would probably like to be entertained with extensive data and information. During this next stage of the conversation, the salesperson should practice good active listening sklls, as always. Good listening consistently includes receptiveness to words, feelings, and thoughts. Also, a salesperson should probe periodically in order to keep the conversation relevant to the buyer's concerns, thoughts, and needs. If dealing with a sensitive area such as emotional type concerns, a salesperson should definitely keep in mind the following, as always:Maintain good eye contact
Look for acceptance signals through body language
Look for disagreement signals through body language
Identify and Interpret nonverbal signals correctly
Be prepared to alter a selling strategy by slowing, changing, or stopping a planned presentation.
Respond nonverbally and verbally to a buyer's nonverbal cues.
Sometimes it is best to do a little homework and re-approach a sensitive matter with a good plan of attack, rather than to hastily come up with a rough draft strategy and attack it right away.

Original :: the golden sales approach

how to create a sales strategy

Everyone talks about strategy, but do we really understand it?There are two types of strategy-business strategy and sales strategy. Strategy, at it's core, is "how will we accomplish our goals?"� But business strategy is very different than sales strategy. I'll leave business strategy to the big boys-Tom Peters, Jim Collins and the rest.We'll talk about sales strategy today. Because in our sales training business we find companies have spent very little time on sales strategy.�Yet, it is the very thing that can propel enormous sales and revenue growth. �Sales strategy is the "how" of "how will we approach our clients and acquire them?" Cold calling is a strategy. Direct mail is a stratgy. Neither are optimum, but both can work.
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I prefer companies have a multi-point sales strategy. And "referrals" should ALWAYS be a component of it.
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Here's an example of one of our clients who came to us for help. They had 3500 customers across the Midwest. Their chosen strategy though, was to ignore a "referral" strategy and focus on prospects they didn't know-commonly known as a "cold call" strategy. Absurd.
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My Suggestion:�
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My belief is that a sound sales strategy should make things easier-not harder. So if you have 3500 customers, I wouldn't make even ONE cold call. I would do several things:
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1. Do a Case Study ("white paper")
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Go back to those customers and do a "white paper" on how the solution impacted their business. Have a professional interview several contacts at the client, then get it transcribed and put it into a 3-5 page "study." Then take that study and offer it on the website (get emails before you let people download it) and it becomes your brochure. Throw out all the brochures that puff about how good you are-and use the white paper to do that for you-in the words of your clients. There are even companies who do white papers (for about $2000).
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2. Have a Seminar (User Forum) for Your Clients and Invite Prospects
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Or have your customers invite their associates. I have yet to see a company who is selling their current customers EVERYTHING they could. There seems to be so much "testosterone" around conquering the new account that we forget about easy ways to do it.
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3. An Educational Strategy
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I would say one half of your prospects don't know the scope of what you do-nor do they know how to think about your category of solution. Therefore, education is in order. You must educate them-not to how great you are (that's a common blunder) but to what kind of pain they may be feeling without your solution. Every marketing book says that people are on a continuum from UNAWARE to ACTION. One stop on that continuum is COMPREHENSION-meaning, they comprehend that they have a problem worth solving.
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These are a few of the many sales strategies that we use in our practice of helping sales teams increase revenue. I hope these can help you do the same.

Original :: how to create a sales strategy

removing risks from your new business

This article identifies the risks business developers often face and the strategies used to minimise them. Winning complex new business is achieved by the systematic removal of risks and the effective deployment of strengths. Risks can be sorted into manageable categories each with a recommended set of strategies:
You have a very strong competitor

You are a late comer into the contest

You face barriers within your own organisation

You have a powerful anti-sponsor in the account

You have some credibility/reputation problems

There is a lack of alignment amongst decisions makers

Your are unsure who the decision makers are and how they feel about your proposal
As there is a wealtof information to cover, this edition will deal with the first three categories and next month will focus on the remaining four.1. You have a very strong competitorHaving a strong competitor is not necessarily the risk. It's what that competitor has to offer which presents the risk. It may be that they have a superior solution; they may have better credibility, or they may have stronger relationships with the decision makers.Firstly, question whether you really do have an inferior solution. Be analytical - assess what attitude each decision maker holds towards your solution and look at the detail of their perceptions. If there are some gaps in your knowledge, find out what they think. Examine the whole list and decide if your solution is inferior. If you still feel it is, you have to take action in either two ways:Improve your solution - This is your best option, however it is not always possible or it can come with unacceptable margin implications.Change the game - Changing the game is a classic game theory response whenever you face a stronger contender. To change the game, you need to break your solution down into components. Re-examine your decision makers and understand how they rate you on each of the components. Group the components on which you are strong and make this the centre of the buyer's consideration. Your sales strategy is now to change the game into one you can win. Stop selling what you were selling and start selling this stronger solution.It should be noted that changing the game is usually only effective at the start of the selling process. If the process is advanced, the decision maker's view of what they want will be too strong for you to change.2. You are a late comer into the contestThe good news when an unexpected tender invitation arrives is that you haven't expended any selling time or money on this opportunity until now. The not-so-good news is that it's very possible that a competitor is already the front runner for this opportunity. The problem is compounded by the fact that tender responses often consume significant resources and take you away from other pro-active development work.Your challenge is to decide if you are going to pursue this opportunity and if so, how. Firstly, you need to make a realistic assessment of the comparative importance of this opportunity. Secondly, assess the comparative cost of pursuing the opportunity, including the impact of putting other work aside while you prepare this tender response. Then assign a high, medium or low rating to both assessments.The opportunity can then be plotted on the following matrix:Importance | High | Go | Go | Rabbit |
|__________________________________________________________ | Medium | Go | Manage | Stop | | | | Resources | | |__________________________________________________________ | Low | Stop | Stop | Stop | |__________________________________________________________ | Low | Medium | High | |__________________________________________________________ CostIn this matrix, there are four recommendations to consider:
Stop - Simply, if the importance is low, don't proceed. Similarly, if the importance is medium and the cost is high, it is recommended not to proceed.


Go - If the importance is high and the cost is low or medium, go for it. Additionally, if the importance is medium and the cost it is low, it's worth pursuing.


Rabbit - If the importance is high, the cost is high and you are late into the process, you need to pull a rabbit out of the hat! This may mean sharpening your pencil, leveraging a special relationship more vigorously, or finding a silver bullet. If you can't capitalise on one of these options, your risk of not achieving a return on your tendering investment is high.


Manage resources - You need to keep an eye on the resources you put into this opportunity, whilst maintaining your prospecting activity. You cannot let this become an all-consuming opportunity and must manage the consumption of your selling resource to the potential of the opportunity.
3. You face barriers within your own organisation Many developers who have attended our workshops tell us that this is often their biggest challenge. We have a few simple but effective strategies:
Include the executives you need to persuade in your big picture analysis. Treat them like decision makers inside your client organisation and understand their personal and business motivations.

Involve the executives in your selling strategy as early as you can, even if they are not yet fully committed to supporting your proposal. As a sense of the hunt develops in their mind, they start to convince themselves that it is worth winning. Executives not usually involved in business development love to be asked for help.

Use your internal coaches to do the persuading for you. Sometimes they will be more effective than you.
4. You have a powerful anti-sponsor in the accountIf you believe this to be the case, it is wise to investigate and uncover the following factors:
Their lack of support for you

Why they don't support you

Their degree of influence in the decision

Who they are supporting
Ideally, you want to convince this decision maker that they should support your solution. However, if you are a long way into the sales process, this may not be possible.If you believe this decision maker can't be turned around, it may be better to stay away from them as they are likely to be supporting your competition. With true anti-sponsors, trying too hard can give them more data to use against you and/or increase their motivation to support their favoured option.5. You have some credibility/reputation problemsIf you find yourself with credibility or reputation problems, there are three things you can do:Face the problem directly - don't try and hide from it - Organisations learn from their mistakes. Be prepared to talk about what you have learnt and how you have put this knowledge into place for the benefit of your clients. Sound confident and welcome the opportunity to respond.Re-frame the problem into consequences rather than attributes - Ask the decision makers why a particular credibility or reputation issue concerns them. Record their responses and deal with those rather than the negative attribute itself. Talk about those things that you now do to make sure that it is not a problem going forward. A negative successfully turned around can become a strong positive.Find decision makers who support the corrective action you have taken - There are almost always decision makers who support actions your organisation has taken to overcome shortcomings. Leverage off the positive comments these buyers are prepared to make on your behalf.6. There is a lack of alignment amongst decisions makersThere is a lack of alignment when the decision makers do not agree on the nature of the problem that you propose to fix. If however, there is consensus on the nature of the problem but there is disagreement on the type of solution required, action is needed to rectify this.The biggest risk associated with a lack of alignment amongst decision makers is that the deal may never happen. The 'do nothing' outcome wins by default. Many opportunities with Government suffer this fate.As an aside, your big picture strategy must contain a completion date. If there is no client imposed completion date, impose one on yourself. If you do not have a completion date, you never know if you are losing to the 'do nothing' outcome.Ultimate decision makerWhere does the ultimate decision maker sit on this issue? This is the most important consideration. The solution provider who has the ultimate decision maker on side is best placed. This is where your selling effort should be focused.Engage at the concept levelIf time permits, you may need to go back to basics with the decision makers and engage them in discussion about what the problem is and what types of solutions are possible. This will require some courage and deep understanding of your client's business. Executed well however, and it positions you as the real consultant and ahead of your competition.Group decision makersIf there are many decision makers, it is likely that they will group into two or three solution camps. A good big picture analysis will show you how they group, which group favours your solution and which group has the power.7. Your are unsure who the decision makers are and how they feel about your proposalThis risk is a clear indicator that your selling effort and/or big picture is incomplete. There is no substitute for getting face to face with all the decision makers. This is a two step process.Identify - You need to ensure that your big picture identifies all the decision makers on this deal. Use the decision makers who are your strong supporters to validate that you have all the names. Get them to confirm your understanding of their level of influence and where you stand in terms of their support for your proposal.Prioritise - Once you know who has the influence and who supports your proposal, make it a priority to work on those with high influence who don't yet support your proposal. Be wary of approaching the anti-sponsors. You also probably need to stop spending time with low influence decision makers.Finally, don't be afraid to ask for assistance from your strong supporters. People are usually pleased to help promote a solution they want to see implemented. They can also give you advice and open doors that might otherwise be closed.

Original :: removing risks from your new business

why most sales training is a waste of

From our interviews with more than 6,000 sales professionals, we estimate that 85% of the dollars companies spend on sales training and customer service training is wasted. The goal of training is to educate and change behaviors, and we all know you don't change habits over night. In other words, sales and customer service professionals have to practice new behaviors for at least a month before they become part of their professional DNA. That's why a follow-up component is essential. Without it, employee behaviors regress back soon after the training event.Our research shows that a 6-8 week follow-up program is the most effective way to iron in the new attitudes, habits and skills that wee learned during training. During the follow up sales and customer service professionals need to work side-by-side with their managers to ensure that the performance of the team continues to improve long after the training program is over. Here are six best practices for effective follow up:1. Communicate expectations: Sales and customer service professionals need to know what is expected of them. This means that expectations have to be communicated often in different forms (e.g., emails, in meetings, memos, postings, etc.)2. Inspect what we expect: Sales and customer service professionals need to be observed using the new skills and behaviors with live customers.3. Realistic feedback: Sales and customer service professionals need to hear real feedback including positive reinforcement (to keep them doing the right behaviors) and constructive feedback (to remind them to do the right behaviors)4. Skill transfer sessions: Managers and coaches need to continue to teach and refine the skills and behaviors learned during training. These skill transfer sessions can be 1-on-1 and/or in a group.5. Acknowledge and reward: New behaviors stick best when they are acknowledged and rewarded.6. Reinforcement training: Typically conducted 90-120 days after the initial training
By following up sales and customer service training with these six best practices, you will make sure that your training dollars are not wasted. In fact, implementing an effective follow-up program is your best guarantee to getting a great return on your investment on sales and customer service training.

Original :: why most sales training is a waste of

corporate leadership training how it

Corporate leadership training is of the utmost importance whether you are dealing with new hires or seasoned employees. New employees can be motivated by management far more easily than seasoned employees. However, it can benefit everyone if approached in the right manner. This is what the training is about. The ability to impact all employees, regardless of how long they have been employed by the company is the goal.This ability is not something that you are born possessing. It must be learned and the instruction that you receive must be perceived in the right way to avoid confusion and failure of the whole concept.When corporate leadership training is approached in the right manner, theleadership of management is discussed and the right and wrong way of approaching different situations are learned. This is only part of the training. The ultimate goal of this training is to make you a better leader and team player. The emphasis has to be on team player as much as the leadership. When the team does not pull together it loses the momentum needed to promote the sales and customer service required for success.Strong business skills are learned and they are not learned by having weak leadership. The leadership that you provide to your team will be what they use to develop their own sense of what is fair and appropriate behavior when it comes to their sales approach. Depending upon which one your company utilizes, there are many types of techniques when it comes to learning the sales part of a business. The sales manager will probably have developed their own special style.One meeting, even if it is week long is not enough for a corporate leadership training program. This needs to be an ongoing effort as the world of sales changes. The policies and provisions may not be the same six months from now. Companies try different approaches to increase sales and this is something that needs to be covered in an ongoing manner. The occasional memo does not explain the direct approach that is being taken as a result of a change to the fullest extent.When you plan the best corporate leadership training possible it will involve hands on learning experiences. The training must be led by someone who can demonstrate their ability to get through to the sales staff as well as their manager. The best training cannot work if it is not understood. By having live training sessions, it allows for more one-on-one training if needed. The chance to explain something, demonstrate it, and make sure it is understood is of more benefit if the employees get a chance to see this in action to start.Waiting until the plans that were implemented 6 months ago are replaced with something new is not the way to keep your team informed and up to date on what was started yesterday. This is another way that communication is extremely important to any business. Finding out this is policy six months after it was implemented is not conducive to a productive team or a good leader. Corporate leadership training will impress upon those attending how extremely important it is to think ahead. By keeping one step ahead of the competition they cannot possibly surpass you in sales or reputation.

Original :: corporate leadership training how it

persist politely and gain respect

Some purchases are impulsive. We often make immediate purchasing decision. Other buying decisions are deliberative. The buyer intentionally considers whether they actually want or need to make the purchase, whether they can afford it, and when to actually do it after careful comparisons and evaluations. There is often a long sales cycle on large, complex purchases and the salesperson will have to follow up a number of times to make the sale.Some salespeople seem to have attended the "pound the door down" school of salesmanship where they learn closing techniques designed to overcome all obstacles with scripts written by Attila the Hun's speech writer. These techniques work as long as thealesperson has a very thick skin, doesn't mind being forcefully shown the door on occasion, and whose only object is to close the sale whether the item is appropriate for the customer or not.At the school of collaborative salesmanship, salespeople learn to partner with the prospect. They learn to present the product knowledgeably, work with the prospect to help them make an informed, appropriate buying decision. Over time the salesperson works to earn the prospect's trust and, in most cases, becomes a trusted advisor while learning the prospect's needs and desires. They also learn the concept of polite persistence. Knowing that few sales are made on the spot they understand the need for following up - coming back to the prospect to inquire about the prospect's thoughts, timetable, and to answer questions without annoying the prospect with a constant barrage.Polite persistence is a balancing act between not calling enough and calling too often. The salesperson will gain respect, and lessen the chances of becoming thought of as an annoyance, by asking when it would be appropriate to call again, by reminding the prospect that they gained permission to call, and to present themselves as a professional advisor rather than the "pinkie-ring-and-plaid-suit-wearing salesperson.The key to closing large, complex sales is persistence... polite, professional, persistence.

Original :: persist politely and gain respect

10 step formula for success

As a sales trainer, I'm asked to observe sales meetings and make suggestions on how to run them better. While there are many mistakes I see managers make, one of the most prominent is the inability to take sales success stories (where someone sells something) and relate it to the rest of the team so that it's meaningful.�
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The purpose of this article is to give you a 10-Point Formula of how to execute a Success Story at a sales meeting.�
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The main lesson in this is not to rush through it. Chances are the sales person spent tens of hours on the sales process so why hit only the highlights and have it be of no help to others? We believe that the well-executed Success Story can be extrmely helpful to identify best practices and share it with the team.�
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Count on 30-minutes for this presentation.�
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Narrative:
This should be a quick overview of the deal....how you got there; what the circumstances were that you found when you entered the process.�
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Pain/Economics:
What pain did you uncover with the customer? What were the economic challenges facing the customer? Was this pain they could live with or did you help them see they had to change? Was it there when you first showed up or did you have to guide them? I want to hear the EXACT questions you asked the prospect so I can replicate that.�
�
Personalities:
List the various decision makers/influencers with whom you had contact with over the course of the deal. Identify the role they played in the process. What were the various pain points specific to each influencer/decision maker? Outline their level of receptivity from the beginning of the process to the conclusion. The fact is that decisions are made by human beings and to help me navigate� my own clients I'd like to hear how another sales person did it.�
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Sequence of Events:
This should lay out the entire deal...from the first meeting, through follow up meetings/presentations, through the closing of the deal. Every deal you sell is nothing but a sequence of events. There is great value in knowing exactly the steps you went through from beginning to close.�
�
Roadblocks:
What kind of roadblocks did you encounter while you were in process with the customer? Every sales process is full of yellow flags and roadblocks. Again, be specific to issues and how you were able to resolve them. If there was a price issue, tell me how you talked about it with the prospect and how you walked them through any new thinking that they had to embrace.�
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Assessment/Recommendations:
What did the assessment process look like? What did you learn from the users that influenced your thinking and/or how you would frame your recommendations. If you don't have an assessment step in your sales process, by all means, get one. It might be the one thing that separates you from your competition.�
�
Objections:
Similar to roadblocks above, this area focuses more on how your recommendations were viewed by the customer. What objections did they have and what steps did you take to work through them?�
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Conclusion:
Describe how the deal finally came together. What did the 11th hour look like? Was there negotiation? If so, what did it sound like? Bring in the emails you sent to the prospect so we can see exactly how you did it.�
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Lessons Learned:
Based upon this experience, the top 3 lessons I will take away from this deal are....�
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Lessons from the group:�
Don't let the group get away from the meeting without sharing what they learned and, more importantly, what they will do with what they learned.�
�
This 10-step formula will help as you coach your successful sales people to share what they learned from their success.�There is a saying that goes, "We learn nothing from success-only from failure." Don't believe it.�

Original :: 10 step formula for success

pencil drawing why take up something as

Drawing is an art that has been prevalent since the ancient times where people did not have any specific language to write. During this periods majority of the events and details of the time have been grafted on walls or stones in the form of paintings. It is an art enabling us to put down the thoughts or vision for others to view in our absence.With the evolution of humans the art has become many finer from that of its rudimentary form. People use paper instead of stones and walls to draw their image, and they do this with the help of pencil, charcoal or even a pen at times. However, everyone prefers a pencil when they start to learn drawing initially. The basic reason behind this is thaa pencil mark can be easily rubbed off by the eraser.Pencil drawing is an art forming the outline for many paintings and sketches, and its advantage for a beginner, to form a base for advanced painting, may be summarized as follows:1. With the help of pencil, we can form the outlines with fine precision, which would not be possible by something else if we were not an expert.2. Since the pencil marks can be rubbed off with an eraser it saves much paper and allows us to perfect the form or structure of the image we want to put down.There are various techniques to pencil drawing but for beginners these things hardly matter. There are certain things to be kept in mind in pencil drawing such as:1. Every beginner is taught to use the pencil gently on the paper every time he sketches a line. By this method the mark can be easily gotten rid off if there is a mistake.2. To go further they are also advised to use a sharpened pencil for drawing because a blunt pencil does not leave uniform marks on the texture of the paper.3. Once the person gets the grasp of these general ideas, then he proceeds to take up perfecting the shapes of the figures he wishes to draw. This can be possible only if the person practices carefully on a regular basis.4. However, they should keep in mind the application of strokes and the amount of pressure to be exerted. A person can really form numerous shapes and figures with few rough strokes applied dexterously during pencil drawing.5. It is up to the individual to take up the next step where he is required to give the shapes and figures a lively form. Shading thus becomes a significant aspect of this form of art as without shades a figure or shape means nothing. Shades depict moods and environment and thus an even distribution throughout the pencil drawing is highly important.Hence, it must be noted that pencil drawing is a significant art and can be as important as any other form of painting or drawing. There are many institutes and individuals, who teach pencil drawing and painting for a fee. Alongside these features there are also websites on the internet where pencil drawing tutorials are provided for free for beginners and experts alike.

Original :: pencil drawing why take up something as

painting choosing your own core subject

When we are painting, knowing what to paint and feeling a lack of inspiration is something that sadly plagues most artists. Indecision about the subject is similar to the proverbial writers block, in that the intention is there but the inspiration sometimes is not.Although this is an extreme blight on our creativity, we simply have to look around us to become inspired. Our perceptions and our feelings to our environment are the pinnacle upon which our creativity sits.* How we view that tree, the torrid, stormy sky or the lamb frolicking in the field is our senses relaying the information to us and our emotions decipher how we respond.* As artists, our true gift lies in interpreting that dta and being able to relay that information in a truly visual sense to others.* One question we need to ask ourselves is 'what are we trying to say?' Once we are clear in our goal, then we should be able to communicate this through our chosen medium. We need to educate ourselves to be able to see an event or a scene with our artists eyes and this means, seeing life in vivid multicolor and being able to transfer the reality to our artwork in a mere blink of the eye.* We need to think about our style of work and what indeed would work best with the composition, if we add our emotions, our memories and our imagination to any given scene, inspiration is bound to strike. Think in terms of balance, repetition, harmony, contrast and then of course dominance of any single aspect of the scene itself.* Think of viewpoints and of composition and of pure design and let the painting evolve from that initial concept. There are so many subjects around us that we should never be stuck for something to paint and even when artistic crisis strikes, we should be able to see the beauty of all that is in sight and enjoy it.* A bowl of fruit can be painted in glorious hues, noting shades, tones and an extravagance of colour, a rose can be painted with emphasis on light pouring onto petals.So next time we are blocked by our own self-limitations and indecision, we simply need to open our eyes to see the true essence of our environment.

Original :: painting choosing your own core subject

color theories the foundation of any

Whenever we talk of painting, we think of colors as an important aspect of it. Imagine a life that would be devoid of colors; very much like the black and white movies of earlier days. We would not have known the magnificence or glamour that enlivens us every moment of the day. If we carefully notice around us, then we would sit a whole day the numerous colors surrounding us.Thus, when we try to put down colors on the sketches or drawings, it becomes really a difficult task for us to choose the befitting color for a particular shape or portion. For this purpose it is essential for us to understand the color theory. With the help of color theories, we can easily understand the blend of colrs to be used. Color theories enable us to know the blending of different colors that form a new shade of color. Its importance may be summarized in the following manner:1. Considering the fact that there are just three primary colors, red, blue and green, according to science, we can only imagine how minute adjustment of their shades gives rise to another color. It is not just the adjustment of shades, but also the blending of different shades of different colors that gives rise to new color as well as the need to understand color theories.2. It is only but a matter of time that a person would be able to master blending different colors to get the original color he was looking for, if and only if the concepts of color theories is clear to him. Imagine a child trying to fill in green color in the leaves of the tree in his drawing but is unable to do so as he has lost the green color. It is possible still for him to fill in green color using yellow and blue colors. A proper blend of yellow and blue may bring out different shades of green according to our liking.3. However, it is to be noted that color theories cannot be restricted to painting or drawings, but it has a widespread necessity. Color theories are also used in different scientific works, especially related to physics where one is required to study a spectrum. The variety of color present in the spectrum can be individually classified and according to color theories of Newton it has been shown that the seven different colors of the spectra combine to form the white light.Thus, we can only imagine what a bit of knowledge on color theories can do to our painting. It not only enlightens us, but at the same time it enables us to cope with situations, where otherwise we would remain stranded. For this reason we should note the importance of color theories and use them efficiently in our daily life. Painters can make the most out of color theories, as they bring out lively shades with the minute combination and mixing of different colors, leading to a masterpiece depicting the real colored world.

Original :: color theories the foundation of any

successful sales teams through corporate

What are the key ingredients to building a successful sales team? Number one, you must have a team that is willing to work together rather than independently. The success of the company depends on how well your sales staff relate to each other. One of the main lessons in corporate sales training programs is how to put together a dynamic team that works together toward one goal.As often happens in a company with sales staff who have quotas to meet, the focus can get away from the actual goal. The sales of the company are dependent on the people who can sell the product. It is all well and good to try to sell as much as possible as an individual but it is even more important to function asteam.When the entire sales staff works together, sales can increase which means more money for everyone. Corporate sales training programs can show you how to motivate your team members to communicate with each other. One of the main problems that can develop from a team that is not on the same page is the inability to see what may be the cause of slow sales.Meetings should be held on a regular basis with all sales staff present and contributing. Goals and how to meet them can be established with input from all the sales team under the leadership that management provides. This is the second essential part of a focused team that functions at maximum potential. Management, leadership, supervisor - it does not matter what the title - they must have the skill to lead their team towards the ultimate goal.Corporate sales training [http://www.corporatetrainingsuccess.com] is for the benefit of the whole team, management included. Just as important as the team working together and exchanging ideas for improved sales, the availability of the manager to the team is vital as well. Using employee feedback to determine reasons for turnover in sales staff, the lack of communication with management was the reason 70% of the time.The main skills that are taught when corporate sales training is used are the essential requirements for a highly successful team. They include the following:
Listening

Respect for Opinions

Persuasion

Questioning Ability

Communication

Participation

Trust, Not Blame
By showing your employees how to use these seven skills, the morale, sales, and overall satisfaction of the sales staff will improve. Additionally, the business will run smoothly and your customers will sense an overall improvement in the general atmosphere. Tension, bad vibrations, and a lack of communication between team members and management are all strong emotions that will carry over to the customers. When this happens, sales will drop because customers do not want to shop somewhere they are not comfortable.A little intervention now can produce results almost immediately and the attitude of your sales staff will improve. If you can get everyone to see the big picture, they will have a goal to work toward. The workplace will be a more relaxed place to shop and conduct business. Your outlook as a manager will improve and more of a sense of trust is established between management and the whole team.Everyone needs someone to count on and business is no different. Corporate sales training will teach you the probability of ultimate sales by getting everyone pulling together. The realization of the competition being between companies rather than within a company is the key to creating a company that is number one in sales.

Original :: successful sales teams through corporate

how to prosper during a financial crisis

Millionaires are being made during this financial crisis. You can be one of them.If you're prepared for difficult economic times, and have the right tools, there is no reason to worry about your financial future. History has shown it is possible not only to survive but to prosper in these times.During the great depression, huge fortunes were made by many. The Kennedy, Rothschild and Rockefeller families all dramatically increased their fortunes throughout the depression. But it wasn't just the rich who got richer - many ordinary citizens found a way to not only survive but thrive during a poor economy.What was Rockefeller's Secret?It's not skills, education or luck that sees the rich gettng richer and leaves you in the same situation year after year. It's mindset.In T. Harv Eker's N.Y. Times #1 Bestseller Secrets of the Millionaire Mind, he examines the hardwired programming around money that everyone has, and unconsciously determines your financial success. He calls this your Money Blueprint.Your Money Blueprint is the level of success you've subconsciously set for yourself. And unless you change it there's a good chance you're destined to be disappointed with your financial results for the rest of your life - during both the tough economic times and the good.If you want more out of life... more wealth, more happiness, more fun...you NEED to change your Money Blueprint, and change it quick at the Millionaire Mind Intensive 3-day seminarIf you're reading this, you're probably still not reaching your true financial potential. It's time to change that - and you can, even while North America fights the grips of an economic recession.The Millionaire Mind Intensive, developed by multi-millionaire T. Harv Eker, doesn't just teach you about your Money Blueprint, it actually changes it - right there, right on site. You'll walk away with a new blueprint, and the mindset you need to achieve massive wealth now.

Original :: how to prosper during a financial crisis