Sales Training And Coaching

Have You Seen This ???
I stumbled upon a very interesting website recently. I've been spending some
time going through it and personally,I feel it's a very useful site... I even
learnt a couple of new things! Just thought it might be useful for you too.

There's also some cool movie-style animation on the website for you to watch.

You don’t want to miss this.

Check it out, it's at http://www.preenroller.com/pramod

Cheers:
Pramod kumar shah
http://www.preenroller.com/pramod

I am associated with a company called SkyQuetCom. You can visit our website: http://www.skyquestcom.com/pramod

Seven Steps to Successful Sales
Being a successful salesperson does not happen by accident or blind luck. Success is the result of diligent effort applied to a structured system with commitment and passion. These seven steps are designed to help develop a system in a matter of minutes. Building on success to achieve your dreams is determined by how passionately committed you are to achieving the dreams of your customers. The first step is as easy as listening to them. 1. Introduce Yourself, Then Shut-Up and Listen The sales experience is not about the sales associate, it is about the customer. It is a courtship ritual to determine if the customer values the goods or services enough to invest in them by making a purchase. There is only one way to find out what the customer values, wants or needs and that is to listen intensely. If you are thinking about the next thing that you are going to promote then you can not concentrate on what the customer is telling you. Rather, think about how you can repeat what the customer is saying in your own words and you will be forced to listen intently to what they tell you. A successful sales professional can reflect the emotion as well as the content of a customer conversation. 2. Why the Offer is Important to the Individual Customer As new sales representatives learn about the company, products or services that they represent it is a natural inclination to initiate conversations by spewing facts and features like a walking commercial. Don't assume that the customer cares how you do something, how long you have done it or what you have been told makes you unique. The customer has a life with priorities, deadlines and responsibilities of his or her own. Show the customer what aspects of your offer are important from the customer perspective and resist the urge to talk about any other things that are not relevant. Of course, you will only know this if you have listened to your customer. A successful sales professional focuses only on the specific attributes of the offer that are relevant to the customer. 3. Get Confirmation, Then Explain the Details Get buy-in from the customer that you are on the right track. Ask the customer for feedback to confirm that the focus is on the appropriate facts, features or figures. Once you have provided feedback on your value as it pertains to the initial customer requirement, it is common for some customers to change the focus. This is an opportunity to find out if the customer has additional concerns or considerations. Listen with intensity and restate customer focus and topics in short sentences, reiterating each item that is important to the customer. Then explain the details of your offer that support all of these interests. A successful sales professional keeps the customer involved during the process of explaining relevant details of the specific offer. 4. Credibility, Show the Customer Why You can be Trusted If the offer is on target with the customer requirements then it is appropriate to demonstrate reasons that the customer should trust you. This may be accomplished by using specifications for products, white papers and case studies for services, independent articles or references. The manner of demonstrating credibility varies significantly by industry and market. If there are no documents or history to use as reference, it is possible to demonstrate credibility by making promises and keeping them. A promise may be as simple as a commitment to follow-up with additional information by a specific time. Even if the customer was a referral and credibility was implied, never take it for granted. A successful sales professional earns the trust of every single customer through commitments and actions. 5. What to Do and What It will Cost In addition to providing the price, also provide the details of what needs to be done to complete the transaction and what will happen after the sale. If the customer needs to take some action before, during or after the purchase then be sure to explain this in detail. In some cases there may be a registration, license or contract associated with the sale, so be sure to remove any mystery or doubt by stating the facts. Make sure that the customer is aware of any additional requirements or renewals. As an example, it would be incredibly disappointing for a customer to excitedly unpack a new printer and then discover that is it necessary to go back to the store for cables to connect it to a computer. Keep the customer satisfied and confident by providing step-by-step explanations and expectations. A successful sales professional knows the process and educates the customer. 6. Schedule Next Steps In many cases there may be several steps in the sales cycle. If ongoing negotiation is necessary then schedule the next meetings and milestones. If registration or installation is necessary after the sale then initiate discussions to accommodate the customer schedule. For significant purchases and investments it may be necessary for the customer to review budget or finances, in which case it is appropriate to schedule periodic follow-up to accommodate these considerations. A successful sales professional fills the pipeline by keeping a consistent schedule for continuous customer conversations. 7. Ask for the Sale Don't assume that the customer is going to ask for the sale. Ask for the sale to determine if it is time to stop selling and time to start processing the purchase and assisting with the appropriate next steps to support the customer. Some sales associates are so passionate about the product that they keep promoting it long after the customer has made a decision to purchase and can actually lose a customer in the process. Stop pouring when the glass is full. A successful sales professional will periodically pause to ask for the sale. Seven Step to Successful Sales 1. Introduce Yourself, Then Shut-Up and Listen 2. Why the Offer is Important to the Individual Customer 3. Get Confirmation, Then Explain the Details 4. Credibility, Show the Customer Why You can be Trusted 5. What to Do and What It will Cost 6. Schedule Next Steps 7. Ask for the Sale Cut out the Seven Steps for Successful Sales and keep it handy to prepare and reflect before each customer conversation. Make some notes for personal reference that pertain to your specific product or service for each of the seven steps. Put it in your own words. Know your process and listen intensely to your customers. Know where your customers are within the seven step process. Take care of your customers and continue your conversations after every sale to repeat the cycle and nurture your pipeline. ______________________________________________________ Words of Wisdom "The essence of selling is understanding your customer's needs and convincing him that you're the best one to meet them." - Fred Blalek, co-founder, National Semiconductor Corp "In the modern world of business, it is useless to be a creative original thinker unless you can also sell what you create. Management cannot be expected to recognize a good idea unless it is presented to them by a good salesman." - David M Ogilvy "Companies are no longer setting the agenda for what customers want. They're finding out where the agenda is being set and enhancing it. The customers decide what's important. Your job is to listen and respond." - Avram Miler, Technology Consultant ______________________________________________________ John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital

John Mehrmann is an author, speaker and industry expert with Executive Blueprints Inc. http://www.ExecutiveBlueprints.com

What is Consultative Selling?
Consultative selling sales training courses are becoming increasingly popular. Even other sales training classes and sales coaching classes are offering consultative selling as a part of the curriculum. So, what is consultative selling? As any of these sales training courses will tell you consultative selling is a type of selling in which the selling is based on customer needs rather. It is a non-manipulative process. The focus here is not on product. Instead a client’s need is clearly defined and the client’s needs and objectives are addressed jointly. So, what is the difference between traditional selling and consultative selling? As any sales coaching manual or sales training manual will tell you in simple words, traditional selling is based on the need to sell an already existing product whereas in consultative selling the emphasis is on meeting the needs of a customer by developing a solution to those needs. This solution can be a product or a service or a combination of both. In traditional selling the sales person has to explain the features of the existing product or service and convince the customer that they need these features. In effect traditional selling is manipulative whereas consultative selling is the opposite. The sales person has to wait till the end of the presentation to know whether a person is going to buy his product or not in traditional selling. In consultative selling this problem is not there. You go for any sales training courses or sales coaching classes you will here these words “Customer is king�. This is true for consultative selling as well. The difference is that you first get to know your customer before you develop a product. This is especially important if your company is offering financial services. Knowing the client will also help you in assessing the financial well being of the company. To do this you should be able to ask the correct questions and to listen to the person at the opposite end. For instance if you are offering financial solutions some of the questions could be • How many years have you been investing? • What types of investments have you purchased before (for example, stocks, bonds, mutual funds, and variable or fixed annuities)? Do not ask open ended questions initially rather ask questions that are useful for information gathering. Later you can ask more open ended questions. At this stage you are not expected to offer an opinion and it is best you don’t. This is only the preliminary stage. Many sales training courses try to make consultative selling sound as though it is a panacea to all evils. It is not a magic potion that is going to make your company profit rise in laps and bounds. There will be a difference but it will take time. A good sales training course will tell you this. It will also tell you that however hard you have worked to satisfy the customer by designing a solution that is suitable to the clients need; the client is going to have some objections to the plan. It is a part of the game. Clients may feel that the investment that they are required to make is not commensurate with the solution that they will be getting. They might have some preconceived notions about certain type of products. They might be hesitant about committing to a program. How can you deal with them? The best way to deal with this is to restate them. This will make the clients explain why they have the objections. Once the objections are clear you can address them. Sometimes, as the client explains his/her objection he/she might realize that the objections are not valid ones and they might just withdraw them. The most important part is the actual implementation of a solution. This is the time when the customer starts getting doubts as he/she starts getting unsolicited advice from well wishers. So, it is imperative to ensure that you are to see to it that the process doesn’t get derailed. If you get a chance to attend a sales training course or sales coaching course that offers consultative selling, don’t hesitate, just go ahead and make maximum use of it. Remember to make hay while the sun shines.

Sean McPheat provides <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a>, <a href="http://www.mtdsalestraining.com/inhouse.htm" target="_blank">sales training courses</a> and sales consulting to a number of businesses around the globe. He is the owner of MTD Sales Training and designs and delivers <a href="http://www.mtdsalestraining.com" target="_blank">sales training</a>, programmes and consultancy assignments across the UK, Europe, US .

Setting Your Goals In Sales Training
It doesn?t matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, I?ve found that top producers all have one thing in common: they?ve taken the time to sit down and create goals for themselves and committed to sales training.

Even if during the sales seminar they were skeptical when they started the process of goal setting and planning, every one of them has become a true believer.

What Is A True Believer?

A ?True Believer? isn?t someone who just works sales leads. They are someone who has been amazed by the incredible power of goal setting and the power of their own mind to be sold on the sales job. Every one of them has accomplished far more than they ever believed possible even if they are in mobile home sales or business sales they are the ones that move up to the top.

It didn?t stop with sales goals or material successes. This belief runs deep in all areas of their life. They?re convinced of the power of the mind and want share that with the world. They just seem to live in a world that favors them. There life has become an extension of their sales attitude.

Are You Happy With Your Current Training?

I defined happiness in training as, The progressive assimilation of worth while skills that will help me to reach my professional goals. As a sales trainer, I have been working progressively, step-by-step toward making permanent lasting impact on every sales professionals life.

This purpose alone can generate a continuous feeling of success and achievement within me, but if it doesn?t translate in your personal sales training it is all for not. The sales game has always been the more people you sell, the more successful you will be. As a sales professional, you have more control of this than almost every other profession. Geoff Thomas a sales associate is found of telling his sales staff, ?Your raise is effective just as soon as you are.?

I know you can create an environment of happiness for your customer through fabricated rapport skills but a genuine joy for sales will close more deals than you can imagine. Without your skills of salesmanship, there would be nothing for company to do. When you walk out of the office in the evening, it is natural for you to feel like a winner. This goal is well entrenched in the sales experts I know. It also gives you the psychological momentum to overcome obstacles and plough through adversity as you reach your sales goals and assist others.

Sales training more than anything else should have you recharged as you go back out into the world. If the sales seminar doesn?t motivate you to work every sales lead more efficiently than why bother.

Does Your Training Connect With Your Values?

Every great trainer has a personal strategic planning process. It usually begins when you determine what you believe in and what you stand for ? your values. If your values and the trainers match this is the glue that holds the core concepts of the sales training in place. These values shape our personality and our character as a sales professional.

Your virtues and qualities are the sum total of all your thoughts, actions and beliefs since the moment you were born. Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All sales improvement begin when you clarify your true values and commit yourself to live consistently with them. It?s been said, ?You must stand for something, or you will fall for anything!? Great sales trainers know the value of the sales process and believe every prospect they meet can find value in their product or services.

When Attending A Training How Specific Should Your Goals Be?

To achieve success in training you will find trainees are successful because they?re very clear and committed to their values and specific outcomes from the training. Unsuccessful trainees are fuzzy or unsure they perhaps were forced to the training without a buy in from the sales manager.

When a training is a complete failure, you?ll find that the trainer didn?t clearly outline the real values of the training at all. These trainers stand for nothing and hope their audiences fall for everything.

While training the sales staff at Positive Changes, our sales staff had access to a wealth of resources designed to help them succeed in their goals. For instance, use the Sales Mastery series to stimulate your other-than-conscious and keep you on track with specific, clear and organized sales goals. They trained each franchise location to set goals for the day, week and the month. Using these mind trips within themselves helped them to enroll others into its use.

Dr. Patrick Porter is an entrepreneur, award-winning author, and motivational speaker. His electrifying keynote speeches and seminars deliver the real life, nuts ?n bolts concepts he used to take his business venture to astounding heights. <a href="http://www.patrickkporter.com">http://www.patrickkporter.com</a>

Make the Competition Irrelevant
Is there an easy way to make the competition irrelevant? In an age with so much access to information, bombarded by advertisements and commercials, is it possible to keep the attention of your potential customers? What is the secret to help customers make an easy decision to buy? There is a secret formula that works for e-commerce, retail, bids and proposals. It is a simple formula that has worked since the days of bartering beads, beans and burrows. Create Differentiation Create differentiation within your own products or services. If you have an assortment of products or services to offer, you may have identified your differentiation already. Common examples of differentiation for products may be based on size, speed, color, components, combinations or accessories. Common examples of differentiation for services include speed, performance, quality, responsiveness, availability, ease or integration. If you are in the unique position of having only one product or service to offer potential customers then you should consider accessories, partners or other options to create a variety of levels from the perspective of your future customers. If all else fails, you can offer different levels of shipping speed or delivery. Focus on the Moment of Truth Focus on the moment of truth, the place or position that your products or services will be offered to the customer. In a retail environment this may be the end-cap, a wall display, shelf space or a counter display. On the Internet this may be an on-line store, e-bay or your personal web site. It may be in a catalog or a brochure. It could even be part of an email communication. Occasionally the moment of truth may be in the form of a bid or proposal after several months of discussions with a potential client. The moment of truth is the moment that the customer has a an option to make a purchase decision, to buy your products, invest in your services or hire you. This is the moment that you need to put your good, better and best foot forward. Good, Better and Best Give your customer three options. Show them something good, show them something better and show them your best. It is a simple formula that takes a little care and creativity in crafting your message. The three offers should be based on the foundation of a consistent theme, the single most important underlying reason to invest in your products or services. The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one. Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons. Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be selected by the most exclusive of customers. It should also have something in common with the original "good" option and the "better" option, but the third and final option should be recognizable the best you have to offer. The price may be significantly higher than the other two options, and that is fine. Demonstrating a significant leap to a higher price point for the top of the line option will help to differentiate the cost value of the other two options. Do not expect large volume of sales on the best offer. Rather, use this to demonstrate competitive advantage and differentiation with the "wow" factor. Even if you have hundreds of customized solutions or products, select and present three options, good, better and best. In the decision process, human beings can easily compare and contrast three options. The mind can juggle three prices and three sets of features for a quick and easy decision process. Once you add a fourth element, the customer needs to start a deeper level of analytical comparison. If you have too many options then the customer will need to spend more time to consider the alternatives, and while they are weighing your multiple options they may start to consider the competition as well. Limit your presentation to three options. If the customer makes a specific request for an alternative, then provide the alternative that the customer has requested, but avoid introducing too many new variables unless asked. The more factors in a decision, the longer the process and the more likely to turn your "Moment of Truth" into a Lapse into Confusion. The Value Proposition For each option that you present to the potential customer, provide a value proposition. Your value proposition should be something that can be conveyed in three to five bullet points, three to five sentences, or spoken in thirty seconds or less. You should be precise and succinct. Present the value proposition from the customer point of view. For example, rather than say "we ship in three to five days", you could say "the product will typically arrive at your door in three to five days". Rather than say "we have the fastest process", you could say "our process is fast, so you get results faster". A value proposition typically contains the essential elements of Feature, Advantage, Benefit, Image and Offer. This is a reference to a specific important feature of your offer, the advantage as compared to the competition, and the benefit to the customer. The Image refers to a photograph or diagram. The Image is an important element of your value proposition, as people will generally remember an image more readily than words. Images convey feeling, and typically depict a lifestyle example of the customer enjoying the benefits of the feature's advantage. The Offer is a call to action. Give your customer an offer to buy, and let them know specifically how to conduct the purchase. Examples of the order call to action are "buy now", "limited time discount" or a number to call to place the order by phone. An example of the value proposition with the essential elements is "Call now to order the self-cleaning home brew coffee maker and start enjoying fresh, hot coffee with the extra convenience of no fuss, no muss and no clean-up. Order on-line to receive your free sample of assorted coffees, available while supplies last." All we need to complete this enticing offer is an image of hands gently caressing an aromatic steaming cup of coffee, cradled over a saucer. Plan, Do, Measure and Adjust Carefully plan your three offers and the value proposition for each. Once you introduce your three offers, measure the success rate of each option by the corresponding sales attach rate. Typically the "good" offer should be about 25% of your sales, and the "best" offer is normally only 15% of your sales. Some customers will want the lowest cost option, and some will want to be exclusive and purchase the best option regardless of price. The middle of the road "better" offer is customarily the lion share at 60% of your total sales. Most customers are willing to pay a little more for quality, speed or convenience associated with the "better" offer if presented properly, even if they do not want to pay the high price of the "best" option. The "better" alternative gives customers a chance to do a little better than "good", but still feel that they saved money as compared to the outrageously priced "best" option. If you do not experience the desired result in mix of sales then it may be necessary to adjust your plan or your value propositions. In any case, as long as the customers continue to make a selection between your options, the competition is irrelevant. Your customers can get what they want, and they will remain your customers. ______________________________________________________ Words of Wisdom "No computer network with pretty graphics can ever replace the salespeople that make our society work." - Clifford Stoll, Silicon Snake Oil, 1995 "You can only cure retail but you can prevent wholesale." - Brock Chisholm "Give your customer three options that they can compare without memorization. Make it quick, make it easy, and add value. - Just like that." - John Mehrmann ______________________________________________________ About the Author: John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital

John Mehrmann is a freelance author, industry expert and President of Executive Blueprints Inc, an organization dedicated to developing human capital and personal growth.

10 Ways to Overcome Sales Objections
According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of the product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the sale. Sometimes it is actually the customer wants to know more about the product and so puts forward objections to know more about it. Even the customer may not realize this, but a good rep can make it out. Sales coaching and sales training courses can show the different strategies of dealing with the objections. Here are some strategies to do that. 1. Establish trust. This of course has to be mutual. If you have established trust then the client is also going to have confidence in you. Make the client understand that you are the expert as far as the product is concerned. In the process if you are able to make friends with the client, even better. But, it is not absolutely necessary. It is enough if you gain their confidence and trust. 2. Be patient. Always listen carefully to any objection that is being raised. Analyze it. Is it actually an objection or is it just a ploy to delay the deal? Most often if it is an objection, the client is going to repeat it. You can clarify by asking questions starting with “Don’t you really mean…� or something like that. 3. Confirm with the client if it is the only objection. Don’t ask it outright but, instead you can ask something like “Is this the only reason you won’t buy from our company?� If they have other objections they will come out with it. 4. Confirm the same thing again. You can reword the question to ask the same thing again. For instance you can ask “In other words, if it weren't for the price, you'd buy my service. Is that true?� 5. When you are asking the question, ask it in such a way that you give the solution to the objection. They should not feel that there is no way around the objection. For example if the objection for the warrantee you can ask “So if I were able to get you a longer warrantee, would that be enough for you to make a decision?� 6. The objection should be solved in such a way as to resolve the whole issue for once and all. You can pull out all the stops here. If you have testimonial letters or competitive comparison charts or special offer then, this is the time to bring them out. 7. Remember, now is the time to demonstrate the value of your product, list comparisons and show the benefits. If you cannot clarify the doubts of the client in a way that sets you apart from the other, you will never be able to close this sale. For that matter you will not get the confidence to close any other sale. 8. Ask a closing question or communicate in a speculative way. Ask a question, the answer to which confirms the sale. “If I could do X, Y or Z , would you give me your order ?� is the classic model for a close. 9. Narrate similar incidents that took place. It might have happened to you or might be another sales person. People always find comfort in knowing that others have gone through the same fate and if these people are known to your clients, even better. 10. Once all the objections have been resolved successfully, get the order in writing as much as possible. For this you can ask questions like “When do you want it delivered?� or “When is the best day to begin�. Product knowledge, creativity, ingenuity, sales tools, and confidence in yourself, your product, and your company must all some together if you are to overcome sales objections and close the sale. You have to combine technique with honesty and conviction to get the prospect to resolve any lingering doubt or conflict.

Sean McPheat provides <a href="http://www.mtdsalestraining.com"target="_blank">sales training</a> and <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a> services across the UK, Europe, US and the Middle East.

High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.� But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull.

After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.

1. “What would you like to accomplish today?�

I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.� This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.

2. “Is there any financial impact to this problem?�

I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for “not buying.� Then when you talk about your fee, the prospect will be comparing your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will help you put money on the table without it just being about “your price.�

3. “Let’s do this.�

Get advances if you can’t close. “Lets do this� is a proven technique that allows you to talk about the next steps in the process while you move your prospect forward toward a final decision. Let’s suppose you’re an hour into the sales call and the prospect has shared with you some of the problems he has, but he’s still unsure of your product or service’s value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, “Let’s do this. I’m going to go back and put some thought into this and then let’s set a time we can come back in a week and take it a little further.� The better process manager you are, the better sales person you are.

4. “Here’s how we (I) typically work.�

Use this on the very first call where you’re laying out your process for getting them a solution. The high achiever needs to be thought of as an expert, not just in sales, but in the industry domain that you play in. Experts have processes and procedures. If you don’t have a sales process, get one immediately.

5. “I have a sense that…�

The elite sales executive pays close attention to their feelings. The “gut instinct� is a powerful internal communication device for you. If something doesn’t feel right, it probably isn’t. If something does sound right, you’ve got to call it.

“I have a sense that…� are words in your sales professional toolbox that you can use to begin this conversation. I encourage my clients to use this if they are thirty minutes into the first call and the prospect hasn’t shared any problems or pains that he wants to fix. You might say, “In the first thirty minutes of our discussion today I haven’t heard anything that’s really a compelling reason for you to change from your current source. I kind of get this sense that if things just continued on it wouldn’t be all that bad.�

Give the prospect an opportunity react. It’s a way for the prospect to come back to you and either say yes, you’re right and it’s over (which is OK because as I said earlier, time is your most precious commodity, so move on) or he will convince you that he does have a problem worth exploring. And then, you will have control.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey has discovered that most sales organizations perform poorly in expressing their value to their prospects and customers resulting in severe underachievement by their sales force, long selling cycles, constant battles with clients and prospects and pressure on margins. To evolve into a higher achiever, increase your income you must first become a pioneer who dares to be different. To learn how, check out Bill Caskey’s High Achiever Resource Website: <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

Rod Stinson's Free Teleseminar Is Showing Thousands How To Make $500 A Day
Less than three short months ago, a new 1Step System was born with a very real potential for generating a great deal of income in a short time. Co -founders Rod Stinson and Chris Koehl have brought this opportunity to people all over the world. Many are joining now because the company is still in its infancy, which from a marketing standpoint is surely the best time to get on board.

What makes this business opportunity so attractive is that it is so easy. It is appropriately called the 1 Step System. It stands to reason, the more an individual puts in to their business, the more he or she will get out of it, however, your early efforts in the beginning stages can easily provide at least some income while you lay back and observe.

Everyone knows, there is no such thing as a free lunch, however, I haven't seen another business opportunity where start-up costs can so easily be recouped in such a short time and profit starts rolling in. From those who have no experience, to the most seasoned marketer, its a great opportunity to see a steady cash flow in a relatively short time. It's also a great way to earn extra income at home. Those with years of Internet marketing experience are calling it a brilliant concept designed for building wealth for anyone who is savvy enough to see its earning potential.

Our experience has revealed that to many entrepreneurs out to earn extra money from home, have fallen victim to deceptive and greedy get rich quick scams that guarantee your success. This business sets itself far apart from those, and what is so refreshing about the 1 Step System is there is no selling, no phone calls, no explaining, no answering questions and no closing. Most of the work is done for you. It's a fact, co-founders Rod Stinson and Chris Koehl have taken the 'Net by storm. It's nice knowing that with this business, anyone, regardless of their experience or background, has the same chance for financial independence.

For more information visit:
http://www.1stepsystem-premier.com
and, for your FREE EBOOK detailing the fastest and easiest way to the top of the search engines, visit:
http://www.ride-to-the-top.com

PJ Riley has given away many a FREE E-BOOK detailing the simplicity of making your way to the top of the search engines. See http://www.ride-to-the-top.com He has been reporting on new business opportunities for many years. He's not afraid to speak what's on his mind. He will be the first to tell you if it's a golden opportunity, but has had numerous occasion to report a scam in the making.

Setting Your Goals In Sales Training
It doesn’t matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, I’ve found that top producers all have one thing in common: they’ve taken the time to sit down and create goals for themselves and committed to sales training. Even if during the sales seminar they were skeptical when they started the process of goal setting and planning, every one of them has become a true believer. What Is A True Believer? A “True Believerâ€� isn’t someone who just works sales leads. They are someone who has been amazed by the incredible power of goal setting and the power of their own mind to be sold on the sales job. Every one of them has accomplished far more than they ever believed possible even if they are in mobile home sales or business sales they are the ones that move up to the top. It didn’t stop with sales goals or material successes. This belief runs deep in all areas of their life. They’re convinced of the power of the mind and want share that with the world. They just seem to live in a world that favors them. There life has become an extension of their sales attitude. Are You Happy With Your Current Training? I defined happiness in training as, The progressive assimilation of worth while skills that will help me to reach my professional goals. As a sales trainer, I have been working progressively, step-by-step toward making permanent lasting impact on every sales professionals life. This purpose alone can generate a continuous feeling of success and achievement within me, but if it doesn’t translate in your personal sales training it is all for not. The sales game has always been the more people you sell, the more successful you will be. As a sales professional, you have more control of this than almost every other profession. Geoff Thomas a sales associate is found of telling his sales staff, “Your raise is effective just as soon as you are.â€� I know you can create an environment of happiness for your customer through fabricated rapport skills but a genuine joy for sales will close more deals than you can imagine. Without your skills of salesmanship, there would be nothing for company to do. When you walk out of the office in the evening, it is natural for you to feel like a winner. This goal is well entrenched in the sales experts I know. It also gives you the psychological momentum to overcome obstacles and plough through adversity as you reach your sales goals and assist others. Sales training more than anything else should have you recharged as you go back out into the world. If the sales seminar doesn’t motivate you to work every sales lead more efficiently than why bother. Does Your Training Connect With Your Values? Every great trainer has a personal strategic planning process. It usually begins when you determine what you believe in and what you stand for â€" your values. If your values and the trainers match this is the glue that holds the core concepts of the sales training in place. These values shape our personality and our character as a sales professional. Your virtues and qualities are the sum total of all your thoughts, actions and beliefs since the moment you were born. Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All sales improvement begin when you clarify your true values and commit yourself to live consistently with them. It’s been said, “You must stand for something, or you will fall for anything!â€� Great sales trainers know the value of the sales process and believe every prospect they meet can find value in their product or services. When Attending A Training How Specific Should Your Goals Be? To achieve success in training you will find trainees are successful because they’re very clear and committed to their values and specific outcomes from the training. Unsuccessful trainees are fuzzy or unsure they perhaps were forced to the training without a buy in from the sales manager. When a training is a complete failure, you’ll find that the trainer didn’t clearly outline the real values of the training at all. These trainers stand for nothing and hope their audiences fall for everything. While training the sales staff at Positive Changes, our sales staff had access to a wealth of resources designed to help them succeed in their goals. For instance, use the Sales Mastery series to stimulate your other-than-conscious and keep you on track with specific, clear and organized sales goals. They trained each franchise location to set goals for the day, week and the month. Using these mind trips within themselves helped them to enroll others into its use.

Dr. Patrick Porter is an entrepreneur, award-winning author, and motivational speaker. His electrifying keynote speeches and seminars deliver the real life, nuts ‘n bolts concepts he used to take his business venture to astounding heights. http://www.patrickkporter.com

Top 5 Tips of the Most Successful Sales People
Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people. Tip#1- Focus on Clients True, you are representing your company, but, your focus should be on the client. It is the client who is going to make sure you stay on the job. Try and get to know the clients as much as possible. They have to taken care of, monitored and pampered. Ask them questions related to your service. Also, ask them suggestions as to how you can improve your service. Implement their suggestions if you feel it is going to make your service better. Show them, that you are implementing their suggestions. You will be rewarded by their loyalty. They will come back to you even if you shift jobs. Clients will remain loyal to you if they know that you care. Tip#2- The Right Attitude Don’t enter this field unless you enjoy doing it. Unless you enjoy what you do it is hard to be productive. Love your work and you will find ways to be creative. If you are passionate about your work it will show. Excitement for your work will have an impact on your clients as well. Enthusiasm is infectious. If you are enthusiastic about your product, the client will feel that you are not just making a sales talk but, that there is really something worthwhile in your product. You should show the same attitude when attending sales training and sales coaching classes. Tip#3- Set a Goal Sales training is all about setting a goal or target and achieving. Most often than not companies will set a target for you which you will have to achieve in some period. It might be a year, a month or a week. Whatever they set is important but more important is your goal. So, if they set a target you can set a higher target for yourself. If they give you monthly targets split it into weeks and days. So, you know what your goal is for the week. Set full throttle and speed ahead towards the goal. But, one thing is clear, setting your own goal is very important. There is something very exciting about achieving a goal one has set for oneself. Tip#4 â€" Select your Clients Carefully A long term two way relationship with a client is always better than a one way street. Your relationship with your client should be mutually beneficial to you and your client. So, select clients who will stay with you for a long time. The advantage of having such clients is that they will refer your business to others. So, with referrals along your way you can increase your business. Now, convert these referrals to the same sort of relationship that you have with your other clients. Sometimes the opposite can also happen. You can meet prospective clients who can turn out to be just that â€" prospective. Asking the right questions can make you understand whether they want to buy or your products or they are just fishing around. Sales coaching and sales training courses also emphasize on this. Tip#5 â€" Follow Up All too often sales people forget about their customers once they have the order in their hand. It is important to keep customers happy for long term benefits. Follow up is very important. If you have a follow up offer, even better. Make it related to the original offer. It might sound difficult, after making one sale is not easy and then a follow up. But, it can be done and should be done. If you have done your research properly then you will know your clients tastes, hobbies, favorite sport etc. So, it is up to you to come up with special offers for your clients depending on their individual tastes.

Sean McPheat provides <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a>, <a href="http://www.mtdsalestraining.com" target="_blank">sales training courses</a> and sales consulting to a number of businesses around the globe. To learn more about MTD please click on the following link <a href=" http://www.mtdsalestraining.com/about_us.html">MTD Sales Training</a>