Sales Training Videos

Why You Need Written Goals & Plans.
When you only think about your dreams and desires in your mind all you have are wishes. These thoughts can move you forward toward these dreams slowly if they dominate your mind, but there is a much faster method to get what you want.

When you write your dreams and desires down on paper you have created plans. You have written goals. Wishes will never change your life and get you what you want and deserve. Plans and goals will make all your dreams and desires come true. Written plans are your blueprints to attain everything you want in life. They are your step-by-step roadmaps that move you forward quickly toward your desired destinations. All successful people have written plans. Now you will have them also because you are going to be successful.

Without detailed, written plans for each day, week, month and year for the rest of your life you'll be like a leaf blowing in the wind. Whichever way the winds decide to blow is the direction your life will take. Daily situations, the environment you work in, and other people will dictacte the direction of your life, not you. Does this sound familiar?

If you get in your car and begin driving with no plans or directions where will you end up? If you are living your life with no written directions and plans you have no idea of what your life will be like in the future and it's like you are driving with no directions. Is this you? If so, you're now going to learn how to take complete control of all areas of your life and formulate your plans for your future life. You're going to know what direction you are going in. You're going to learn how get anything you want. And you'll learn to do this with "baby-step" goal setting. You take small steps that lead you to the completion of small goals. This leads you to accomplish much more than making unrealistic plans for major goals that are hard to attain and take a long time to realize. And these small "baby-step" goals build upon each other quickly and move you powerfully toward all your larger goals.

The above examples should open your eyes and show you the importance of having written plans for your life. This is how you take control and take charge of your life FROM THIS DAY FORWARD. Most people simply do not take the time to plan out their lives. They don't realize how critically important this is and they don't make it a high priority in their lives. Big mistake!

Let me ask you a question...do you have written plans for your life at this very moment? Probably not. But once you decide to take the time necessary to map out what you want in life in all areas of your life, and how you're going to get there, a huge burden is immediately removed from you. Why? Because for the first time in your life you actually know what you really want and the steps necessary to get there. Once you have written plans for next month, 6 months, a year, five years, and ten years into your future you feel so much better because you now have created your own personal roadmap and this increases your hope for getting all the things you want. You've shown yourself how to get the life of your dreams for the first time and this is very powerful. Your confidence about accomplishing these goals soars. You know what you need to do now to get what you want. You begin to think it really is possible. This is a great feeling.

These plans will be adjusted on a constant basis over time and this is normal. But once you have this outline of your future life, you make the adjustments necessary over time to refine the actions needed and speed up your journey. You planning skills increase over time and you become a master planner and nothing can stop you from getting what you want because you have all the necessary actions mapped out in detail.

You learn planning skills to use in your work, your family life and relationships, your health, your fun time, and all other areas of your life. When you decide you want something you write out a plan and follow it and you know you're going to get it. Written planning and goal setting isn't glamourous, but it is one of the most powerful methods known to get what you want in life.

All successful people in all walks of life are good planners. They write a plan for everything they want. This skill is ABSOLUTELY NECESSARY for everyone who wants to change their life. And it's an easy, powerful skill to learn and master. You just have to CHOOSE to do it.

excerpt from "Learn the Natural Laws of Living & Double Your Sales & Income In the Next 12 Months!"

Doug Allan Dammeier is an author, freelance copywriter, sales trainer, and life coach who lives on a pristine, spring-fed lake up in the mountains of western Washington state. His latest training course is "Learn the Natural Laws of Living & Double Your Sales & Income In the Next 12 Months!"

National Blinds & Doors
National Blinds & Doors
Blinds & Doors are an indispensable part of your home and a major source of insulation to a home. Blinds & Doors come in different styles and colors according to the latest modern trends. Blinds & doors are a basic part of your home comfort and aesthetics, so always select the right window fashions & doors for your home or any other project because the first notion is the last, so be careful in this matter because blinds and doors can noticeably increase the value of a home.
National Blinds & Doors offer a very high quality and elegant unobtrusive insect screen system to give a perfect level of class and elegance to your home that blends with either timber or aluminium. You can also select from a vast array of styles to suit bi-fold doors, French doors, and sliding doors. There are many other types of screen doors available from national blinds & doors, to suit doors such as stacker alfresco doors for outer entertainment rooms and screen enclosures.
Now you can enjoy the most beautiful evening breezes more than ever before without being interrupted by various insects and bugs with the expansion of a new concept in unobtrusive retractable insect screens with National blinds & doors. They prevent your home from insects and have ability to make your choice almost unnoticeable, especially when they are installed in large openings.
National blinds & doors are also for those clientele looking to renovate or refurbish their homes and then sell them or those who wish to restore their homes before moving in themselves. In order to assist in the amount of light that’s required to come through a window, National blinds & doors are your best source to décor your home with unique and reliable materials along with the latest designs.
Types of National blinds & doors
Plantation Shutters: - Plantation Shutters can be custom made for your home from many different substrates to have exactly the type of individual class, elegance and long-lasting grace required, at a very reasonable price! Providing continuous all-round efficiency and a life span of total elegance and a wonderful fit with any decor. Plantation Shutters will help you make your dreams become a reality for you and your home and offer an extensive range of styles to suit various applications.
Motorised Blinds: - Motorised blinds are power-driven interior and exterior window shading systems that can be operated by State of the Art controls, switches, AV and the most advanced Home Automation Systems such as AMX along with timers, and sun sensors which add complexity as well as good looks to any room for your home or office. National blinds & doors specialise in motorised window treatments and offer a complete range of programmed and motorised shades.
Blinds: - Blinds (roller) are now available in new deluxe and exclusive fabrics. These excellent energy-efficient shades currently exist with a full range of Dual lifting systems and device options.
Cedar Shutters: - Cedar Shutters is the second name of Smooth Finish. Strength and Durability. Natural Finish. Cedar Shutters can be modified to your specification. Cedar is a long-lasting wood; and in its natural condition, not harmfully exaggerated by rain or sun. It gamely accepts oil- and water-based paints and stains.
If you’re looking for a door that’s safe and secure, save your time and select National Blinds & Doors for your home. These blind and doors are very easy to operate and are very practical. You can purchase or order National Blinds & Doors from www.nationalblindsdoors.com.au, which is a worldwide leading company that offers sky-scraping quality and finish to their blinds and doors. There are huge varieties of blinds & doors available on the market with different styles, colors, shapes and materials. http://www.nbdonline.com.au�is a best gateway to quality window and door fashions for new and old customers.

National Blinds & Doors is your number one choice window coverings - We will supply and install the latest in Plantation Shutters, Motorised Blinds, Roman Blinds, Timber verticals and any other Window covering you may need.

Sticking to Your Customers Needs
You have to give your customer what they want. If not you probably won’t sell anything. You have to be totally focused in on them and what they need. Even thought you may not think your customer will notice, they will. Don’t you respect people who put you first? You have to make sure your clients know your only care is to give them what they need and want. It is only after you have found out and given them what they need you can make recommendations. They will trust your recommendations because they will trust that you are looking out for their best interest. Listen to what your customer is telling you and ask prodding questions to get them to tell you more. This way you can figure out fully what they are looking for. You will have to ask them why what they want is important to them. You may have to ask fifteen twenty times: “So why do you need that in a product?� Don’t give up; this is the only way to get to the core of what they need to get out of your product. If your client needs one thing you have to stick to that one thing. If you start to go off topic of what they are telling you, you can lose interest from your consumer. You can also lose respect. The client may feel you are not listening to them and don’t care about their needs. You have to earn their trust and respect. Customers are aware that there are many places to get a product but you want them to buy it from you, right? Wouldn’t you rather buy something from a salesperson that puts you first? Of course you would, who wouldn’t? So be a professional and give your customer what they need! They will appreciate you, buy from you, and send their friends to buy from you. Go Get ‘Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com

Sales Training: Beginning Now
Sales training is something that you need. Opening the classified ads for jobs will tell you just how many positions there are in the sales world. Experienced sales individuals can make quite a bit of money. But, how can you get the training that you need to be in those ranks? Nothing is more frustrating than having an opportunity to get experience but being told that you need experience to get it. To help this, you can invest in getting sales training.

The Benefits

Sales training is beneficial. Depending on your sales field, you can find that having the knowledge you need behind the sale is what is going to drive you to the sales goals you have. Sales training truly does prepare you for every possible reaction a customer may have. It allows you to be prepared so that the first time you step out onto the sales floor, you are doing well.

Sales training can also help you to get that job. Positions that are open look favorably on individuals who have been trained. Many sales positions are available to individuals with less experience with sales training. This is a definite plus on the resume.

Getting The Sales Training

Getting the sales training that you need is not hard. There are excellent opportunities for you in just about every media. Even online sales training courses are available to help you reach the next level in your career. If you are not sure that there is something right out there for you, just take a look at community colleges. In fact, some of the businesses that need you will even provide sales training to you.

All in all, it takes a few weeks of solid learning to be ready to get out there and achieve your goals. Whether your goal is to get experience in sales to get an even bigger career in place or to simply to do well in the job that you have now, sales training can help you go from good to excellent.

For more information please see <a href="http://www.sales-training-help.co.uk" target="_blank">http://www.sales-training-help.co.uk</a>

The Word "But"
You may not think so but in a sale every word you use is crucial. One word that you should be careful with in a sale is “but�. When you say the word “but� you are saying: on the contrary. For example, “This product is easy to use “but� have you worked with anything like it before?� When you say “but� it indicates what you just said before was false. You never want to have your customer second guess you, right? You know in a sale you want the client to trust you 100% of the time. Of course there are different forms of the word “but�, but when you use it in between two sentences that is where you make your mistake. When you do so it sounds like you are second guessing yourself. In all sales you make, you want to come across very confidante and secure about what you are telling your client. If they think you aren’t sure about your own product, then why should they be? You want your customer to be as confidant about the product as you are. This way you two are on the same level. If you find yourself using the word “but� a lot you may want to try just making two different sentences like: You want to order this as soon as possible so you can start helping yourself out. The product will be sent in the next month. Instead of: You want to order this as soon as possible so you can start helping yourself out but the product will be sent in the next month. Doesn’t eliminating the word “but� make you sound more confidant? This is a very simple change to make that will increase your sales. Your customer will be just as confidant in the product as you are. Go Get’Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com

Sales Through Storytelling: Story Tell, Story Sell!
An old French proverb tells us "Nothing succeeds like success!" And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes.

Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in memorable fashion. Success stories may be told in response to a question, to serve as a testimonial, or even as an aside. Did you know you had a storied past?

Stories work for several reasons: they're more memorable than numbers, names and dates; and listeners enjoy the drama: a problem followed by a solution, a mystery solved with a twist, or a creative workaround to a seemingly insurmountable obstacle. Also, your listener can find him or herself in the story. A good story will resonate with prospects.

"We're wired for stories, individually and collectively. Since the time of Odysseus we've been told stories. Since we were little kids we've been read and told stories. This is how we’ve been conditioned to learn; our morals and our values are taught through stories." So says Gay Ducey, past president of the National Storytelling Association.

Look at your sales history and pick out an accomplishment. Now tell the story behind the accomplishment. It states that you helped a past client increased sales 60%. But tell how you did it; Cite a "before vs. after" description. What was the secret? Stories that reveal secrets captivate.

The Three S's of Success Stories

Success stories offer a setting, a situation and a solution. Remember, you're the hero of your stories. Your decisions, actions and insights made the difference.

Here is an example:

"We recently received a call from a merchant unhappy with their current vendor. They were paying high fees, receiving poor service and experiencing frequent security breaches. In short order we were able to launch a wireless processing system that was more secure, more reliable and even less expensive. Through customization we were able to address their foreign and domestic needs, a strength of ours."

Not only does this success story demonstrate an independent sales organization's ability to solve problems, it showcases an understanding of business, markets and methods.

Stories can demonstrate your professionalism, customer service, researching ability, creativity, problem-solving inclination or other strengths.

Consider this story for a job-seeker:

Here is an example of how one candidate summarized his most recent employment for a competitor

"In my last job I was hired to manage a production department at war with the editorial department. I walked into an environment full of distrust and resentment, built up over years of animosities and recriminations. Through my implementation of cross training between departments, initiation of mutual social outings such as picnics and scheduling of project post-mortems we were able, after 6 months, to convert resentment into understanding and competition into cooperation. As each department began to understand how the other one worked we were jointly able to improve the workflow and consequently shorten time to market with publications. Even quality improved as we better understood how best to work together. That showed me the importance of internal communication and how hard it can be, though not impossible, to change an existing culture."

Not only does this success story demonstrate the candidate's ability to solve problems, but it shows interviewers the candidate's understanding of interoffice politics and the human side of operations.

Stories can demonstrate your detail orientation, dedication, leadership, independence, researching ability, creativity, serice or problem-solving inclination. Remember that employers want well rounded hires so make sure they see evidence of your varied skill set. Here are a few examples:

• Your conversion of old equipment into new uses shows you can think outside the box and are resourceful.

• The non-monetary ways you recognized your staff shows your creativity, abilities as a leader as you demonstrate your understanding of how to motivate others.

• The weekly internal E-letter you created for employees not only boosted morale, it gave evidence of your strong communication skills.

• The canned food drive you initiated at your last job not only showed your commitment to your community, it also raised visibility for the company and improved their public relations.

• By forming a lunchtime jogging club you helped bring employees from different departments together while improving the health, and mental health, of employees who participated. Your leadership and team building skills were further evidenced when your runners club formed a Centipede in the recent Bay to Breakers race.

• Your multilingual skills helped aright a project suffering from miscommunication between subsidiaries from overseas. Not only could you translate phrases and idioms of speech, your insight into cultural differences bridged a gap and corrected a wayward project. More than showcasing your knowledge of languages, you demonstrated the ability to liaison between different groups, negotiate and turn an important project around.

Here are a few examples:

• Your analysis of existing processing statements and identification of cost savings

• Your experience with a variety of systems and payment methods: credit, debit, phone and gift cards, etc.

• Your skill in designing billing systems that cross borders and time zones and convert currencies"

Best yet, this Story Tell, Story Sell method works for sales, management, consultants, meeting planners, solopreneurs and even politicians. I know, I've coached them!

Review your past work history and identify the stories within each accomplishment. Now tell them to others. Don’t forget the moral to your story: the point the story tells about you (and your firm), your skills and credits. And remember, yours is a never-ending story!



As a self-employed speaker, trainer and consultant on communication and customer service topics, Craig Harrison is simultaneously a decision maker, gatekeeper and caller on a daily basis. Craig is standing by to take your calls and e-mails: (510) 547-0664, or via Excellence@craigspeaks.com. Visit his website at http://www.ExpressionsOfExcellence.com.

14 Steps to Successful Cold-Calling
The vast majority of salespeople do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis. The biggest reason sales professionals are not more successful in this necessary endeavor is the defense that they have other things to do. However, nothing will overcome this excuse faster than being held accountable for making a set number of cold calls each day, each week, or each month.

As much as people would like to believe there is a secret formula for being successful at cold-calling, the only valid one is being disciplined enough to do it. When people avoid cold-calling, they are generally telling themselves that either they don't know enough about what they're selling or they don't believe the outcome will be successful. For this simple reason, it is necessary to be confident in yourself and what you are selling.

The following may be beneficial as you begin to practice this critical discipline.

1. Have a dedicated time each day to prospect.
2. Know the reason for calling before you call: customer benefits, not product features.
3. Leave short voice mail messages.
4. Assume your voice mail messages will never be returned.
5. Always call one level higher in an organization than you believe is necessary.
6. Be confident and competent.
7. Phone calls placed before 8:30 AM are the most likely to be answered by the person you're trying to reach.
8. Respect the gate-keeper by treating them in the same manner you would treat the prospect.
9. Prospecting calls on Monday mornings and Friday afternoons will have the worst results.
10. Prospecting on "semi-holidays" and inclement weather days will get a higher response.
11. Make it your goal to earn the right, privilege, and honor to talk to the person again.
12. Believe in what you're selling and the benefits that the prospect will receive from your products/services.
13. Believe in yourself and your professionalism.
14. Anytime is a good time to make a call; don't wait for the "perfect" time.

By practicing and persevering, both your skills and confidence will improve. Furthermore, making yourself accountable will help you turn your excuses into successful sales.


Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information or to receive a free weekly sales tip via email, contact "The Sales Hunter" at <a href="http://www.TheSalesHunter.com">http://www.TheSalesHunter.com</a>.

High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.� So what does that mean? Sometimes my most effective selling is when I have a “bad attitude� -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change. I get tougher then and force the prospect to fit into my procedure. So for the purpose of this article, I’d like to redefine attitude and not talk about it in terms of good or bad, but instead “what attitudes to have.�

1. My value can be found nowhere else.

Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.�

2. If I want more, I contribute more.

The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.� So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher value.

3. There is a never-ending supply of client pain.

The elite sellers--the top one percent--know that even when a market is soft (no budgets) it doesn’t mean there’s no pain in the customer base. So the high achiever is always focused on the problems that he or she can solve and not focused on the budgets that aren’t there. Budgets follow beliefs. If the prospect believes he has a problem and believes it’s worth solving, budgets have a way of making an appearance.

4. My baggage doesn’t matter.

Let’s face the fact that we all have unwanted baggage. That little tinge of fear when we get ready to ask a question that we know we should ask, but some how it just doesn’t roll off our tongue. The average performer decides he will wait to ask the question later. The high sales performer doesn’t let his baggage get in the way of the right question to ask (or the right comment to make). In a sick sort of way, your baggage gets in the way of your customer getting his problem solved. You don’t want to have that on your mind when you go to bed tonight, do you?

5. I am hyper-discerning about my time.

It’s easy to say, “be discerning,� but with all the distractions and demands on our time, it’s hard to execute that attitude. So what do high sales achievers do with their time? In the sales environment they create standards of conduct that they demand from the prospect. If on the first phone call, the prospect doesn’t want to share any of the problems they’re trying to fix then they have broken the first code of conduct and the high achieving sales executive should move on. If, on the first face-to-face meeting, the prospect refuses to tell how much money this problem costs them to have, then again, they’ve broken a rule of conduct. The sales executive must move on. Set your code of conduct on what you expect from prospects and don’t deviate. That makes it easier for you to ‘let go’ at the appropriate time.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey doesn’t blame prospects for how they treat most sales organizations – for not seeing their value, for treating them like servants, and for sucking up their expertise and taking it somewhere else and getting a lower price. Sales organizations play a part in this game too! Our sales behavior is the problem not our clients. Learn how to play the high-income seller’s new rules at <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

Are You Marketing or Selling?
Once upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the features that he described so eloquently, and that they would like to hold the wares so they could appreciate them from their own perspectives. Unfortunately, Aesop was busy talking and could not hear their requests, so the parties separated in mutual frustration and disappointment. How could the grim results of this fable be avoided? There are two schools of sales, these are Fishing with a Big Net and the Fly Fisherman. Fishing with a Big Net requires an investment in marketing, continually disseminating your message about features and hoping that you will catch some consumers. Imagine dropping a big net of the side of your boat and hoping that when you pull it up that you will have some small fish inside it. If you drop a small net, you might catch a few fish. If you want an abundance of fish then you need to invest in a bigger net and be prepared to cast it repeatedly in different waters. On the other hand, if you are a Fly Fisherman, you take pride in preparing very specific and customized lures in the right waters to catch the big fish. It requires patience and precision to cast your line in the right place and gradually pull the big fish to shore. There is an art to the cast, and also to the give and take that it takes to reel in the reward. Being a fly fisherman requires patience and skill. If you have direct contact with potential clients or customers, then stop selling and start listening. There is a fundamental flaw in the perception of sales that any person or organization can be sold at any time. This fundamental flaw presumes that people are trophies to be won, and does not recognize the human element of relationships that is so important to being an effective sales professional. If you would like to increase your effectiveness in sales, know what you have to offer and listen to what the customer has to tell you. The customer has needs, budget, schedules and personal goals. If the items that you have to offer can fit into the customer plans, then you can work together to integrate your solution with their needs. Otherwise, you are trying to sell a hairbrush to a bald man, and the features don't really matter. If your focus is the intent to convey your message, your features and your benefits, then you have just limited the potential for your success. Most customers don't really care very much about what you have to offer to everyone else, they are really interested in understanding if what you have to offer can meet their personal requirements. This presumes that you have taken the time to listen and understand what their requirements are! If the customer asks about you or your product and indicates interest, then tell them. Sometimes this is an intent for the customer to determine if they can trust you, and sometimes it is an interest in your product. Listen to the customer so you can tell the difference and respond accordingly. If the customer is hesitant, take time to build trust. It is more important to be trusted than to close a sale. Trust creates an opportunity for a future relationship and potential for more sales opportunities. Without trust, you may or may not be successful with the one time sale. if the customer wants to talk then listen. Encourage the customer to engage in conversation. Take time to learn what is important to them, what they value, their goals, their budget and their schedule. Sometimes the sales event is near at hand, and sometimes it is something that will come in time. Be patient and prepared to move at the pace of your client or customer and your pipeline will always be full. If the customer pauses in conversation then wait for them. A pause in conversation is an opportunity for internal reflection and introspection. Far too often professional sales people feel compelled to fill a gap in conversation with a sudden burst of feature descriptions. It is far better to nurture the silence and allow the customer time to contemplate the conversation. This means that the message is being digested and thoughtfully considered, this is a good thing. Even if your customers are blind to the features of your wares, you can be a successful sales professional if you listen to your customers. You are asking your customers to make some sort of purchase, to trust you with an investment of their hard earned money. Big or small, one time sale or renewing contract, you are asking for their trust and confidence in you. What better way to build trust than to give the gift of your interest in that person? What better way to demonstrate your interest than to listen to what they have to say? ______________________________________________________ Words of Wisdom "We've all heard the criticism "he talks too much". When was the last time you heard someone criticized for listening too much?" - Norm Augustine, Chairman, Lockheed Martin "Listen carefully for personal values expressed within the spoken words and you will discover the intent as well as the meaning." - John Mehrmann, Executive Blueprints Inc "Listening, not imitation, may be the sincerest form of flattery." - Dr. Joyce Brothers ______________________________________________________ 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. www.ExecutiveBlueprints.com provides resource materials for trainers, sample Case Studies, educational articles and references to local affiliates for consulting and executive coaching. http://www.InstituteforAdvancedLeadership.com provides self-paced tutorials for personal development and tools for trainers. Presentation materials, reference guides and exercises are available for continuous development.

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

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>