Telephone Sales

THE SALES WORKOUT! BLAST THOSE QUADS!
Stand up, sit down, stand up, sit down, thats what the sales workout is all about! This new workout is a great way to increase sales and burn some calories, all in a days work! Stand Up! I had quite the epiphany a few weeks ago. I was getting less and less motivated as the day went on. I spend the majority of the day on the phone and I found by about 2pm, I may as well have called it quits for the day. Everytime the phone rang I would get more and more resentful, which is a terrible thing since I, more or less, make money on every phone call I take (not really, its more of a numbers game, but you get the idea). I wanted to find a way to stay on my game all day and make every minute count. Then I remembered a line in the movie 'Boiler Room' when Ben Affleck says “stand up, move around, motion creates emotion�; he is in reference to making sales calls in this scene. So I decided to put it to the test. I banned myself from sitting for a good 2 or 3 hours one afternoon and my productivity went through the roof! Everyday since then I have blocked off 2.5 hours in the morning and 2.5 hours in the afternoon to stand up, dial, and smile! I have had the most productive few weeks than I have had in a while! Here is a trick to get yourself started on the right foot in the morning. Let's call this part 'stretching'. I read this from another sales author, and I would like to give him or her credit, but I can't remember where I saw it or who wrote it! He/she said to do 5 calls by 9am to get your blood going and get used to being on the phone for the day. He/she called it the '5 by 9'. Everyday I write out a little note that says '5 by 9' and put it by the phone. Then I put a check mark for every call I make until 9am. When I hit the 5 calls (which is usually by about 8:58 a.m., I can't lie) I sit back, log on to Dilbert.com, check my email, go through my voicemail, do all that less-productive stuff, then I start hitting the phones again at 9:20am or 9:30am. Sit Down! Incidentially, the same week I had the 'stand up' epiphany, I was listening to a Brian Tracy audio program called 'The Psychology of Selling' and he talks about the importance of sitting down when you are selling in person. He says that standing up during a sales meeting cheapens your product or service considerably. I don't do a lot of in-person sales, but I can think about all the times I have bought larger ticket items (like a house for example) and the sales consultants always have you come in their office, sit down, they usually get you a beverage, then you go over the paperwork in a relaxed environment. If I was a bettin' man, I would think that standing during a presentation makes the buyer feel more rushed, like the sales person doesn't really have time for you and wants to get on to the next customer. Summary In addition to making more money, you will also strengthen those quads and have more energy following my new sales workout! Try it for a week and see what your numbers look like! I can guarantee that you will see results that fast! Share your results with me! I would love to hear them. Dale@SmallBiz-Mechanic.com

Dale Robert is a Career & Small Business Coach. Visit him online at http://www.Career-Mechanic.com and http://www.SmallBiz-Mechanic.com. Email him for a copy of his free Job Search ebook

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!"

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.

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 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>

Business Lesson: Ongoing Leader Development
I have been doing business consulting for several years. Rarely am I contacted to help a business move to the next level of growth. In fact I am typically approached only when there are major business problems to be addressed. Why do business owners and managers wait for problems before they seek help with their businesses?

As I conduct my initial fact finding efforts, I rarely find a business owner or manager who has been examining and implementing new business trends. I rarely find business owners and managers who have focused time and effort on their own personal business growth and development.

By not reading relevant books, attending seminars, taking courses and using all other means available to continue their personal growth as managers and leaders, the business owner or manager risks becoming stagnant. As times and trends change uniformed leaders find themselves in a position of missing the critical changes in the business environment. Often these critical changes equate to the difference between long-term success and failure.

Business performance (Typically a lack of performance!) becomes the reason that these managers and owners finally look outside their own business. These business owners and managers seek help in recovering lost levels of business performance. The result: Business failure, or at the very least, underperformance. Then consultants like me are asked to come in and help turn the business around.

There is a smarter and less stressful path to follow. That path? Business owners and managers need to stay current with changes that are occurring on the business world. Business owners and managers need to budget time and some money toward their own ongoing development.

This investment does not require huge amounts of time or money. What it does require is the dedication to follow through and continue to grow. It requires learning new skills, refreshing already developed skills, and being open to new ideas and approaches.

Often the biggest challenge will be determining the key nuggets of information, and then applying those key nuggets to current management methods and business operations.

There are many sources of information. These include colleges (Many community colleges offer free/low cost courses.), seminars (In-person and teleconferences.), books (Name the topic, and there is almost always a newly released title available.), magazines (Current trends and business problems are well-covered.), and many more. Many of the best sources for both leader development and emerging trend for your specific industry can be found online.

There are many other benefits from continued learning and development. This is especially true at in-person events. One of the greatest benefits to continued development is the networking that often accompanies the training. Lifelong friendships can be formed. Business mentors and advisors can be found. The opportunity to help others in the search for business success can present itself too.

An enlightened leader is a leader who is most likely to be a success.

Bob Hamilton is a business author (His first business novel is WINNING BASICS – A Story of Leadership, Communication and Inspiration ISBN 1-4137-9684-2.), online business writer, and business consultant and trainer. http//www.RobertBHamilton.com http//www.marketingsuccesscenter.com, http//www.cooksbestbooks.com http//www.openingadollarstore.com and business consultant. Bob can be reached rbhamil1@aol.com.

Why Basic Writing Skills are Essential for Your Business Sucess
Few organizations exist in order to communicate. Most have another purpose ; to sell a product or service , to supply a social need , to implement plans and policies. Yet to do those things ,organizations spend an enormous amount of time , energy and money communicating.

People in organizations communicate in many ways : face-to-face in two person discussions, in informal groups, in meetings , by email, in old fashioned letters ormemos and in reports.

All of these methods are verbal communications, or communications that uses words. Nonverbal communication does not use words . Pictures , computer graphics and company logos are examples of non - verbal communications. Interpersonal nonverbal signals including smiles, who sits where at a meeting, the size , location and window access of an office and how long someone keeps a visitor waiting.

Studies have found that people generally spend 70 to 85 % of their work time deliberately communicating , writing , reading , speaking and listening . Often most of an executive's day is spent in communication modes.

Your technical skill whether it be in accounting , marketing , sales or computer technology may get you your first job. The ability to speak and write effectively may help you keep it as well as prospe . A major study showed that the inability to write was a major reason that accounts were fired As you rise in an organization , technical skills matter less and more general skills including the ability to write and speak will determine how fast and far you go.

Most students understand the importance of effective oral communication skills. But some are not convinced that they need to be able to write well to succeed professionally. They may think that a secretary or technical writer will do their writing , or think that they can use form letters if they have to write. Each of these claims has fundamental flaws in their logic.

Today , many workers in business and government still have their letters , memos and reports typed on a computer by someone else.

However this situation is changing rapidly as more and more business's realize the economy and simplicity of the prevalence and standardization of computerized office software packages.

You may be lucky to still have someone else type out your letters . However this is not going to last long. And the best secretary , cannot compensate for fundamental errors in organization, logic, audience, analysis or tone.

Sometimes you may finish a letter after five o'clock . Sometimes you may need to work on weekends or be " on the road ". You will most likely need to put the finishing touches on a report that is due at 9 a.m. Monday. The ability to write well makes you much more independent and versatile.

You may think that you can use form letters that are widely available for the office software packages.

A form letter is a prewritten fill-in-the-blank setup designed to fit standard situations. The writer can personalize a form letter or report by having it individually filled out with the recipients.

Using a form letter is Ok but some of those available are dreadfull and will leave a very bad impression of you .

Even good form letters cover only routine situations. The higher you rise in your organiation , the more frequently you will face situations that are not routine and demand creative and more specific solutions. If you develop the skills necessary for good writing and original thinking , you are far more likely to realize your potential and reach your career goals.

Many people in business and government routinely write from 10 pages of letters and memos a week and in some cases it not uncommon for 20 to 35 pages a day. Most people find speaking easier than writing. The phone is faster and usually cheaper than than a letter or memo. Email is of course is among the cheapest means to communicate both in time spent in delivery , effectiveness and cost.

People in organizations put things in writing , rather than depend exclusively on oral communication to create a record , to convey complex data , to make a message to multiple recipients succinctly , efficiently and effectively.

Shaun Stevens Senior Employment Counsellor . Ace Employment Services Winnipeg . Extensive experience in the employment and corrections fields www.aceemploymentservices.net call_kirk@hotmail.com

How To Set and Achieve Your Goals-Guaranteed
You can have whatever you want in life as soon as you stop believing you can’t have it. 95% of people don’t achieve the goals they set. Why is that? It’s because not only were the goals not set correctly, but there was no belief in the structure they have created. Let’s remember first off, to be successful in anything requires not only focus, but a lot of hard work and dedication as well. If you want something badly enough you will find a way of having it, but if you would only like it, it is not as important, so you can make due without it. Therefore, the “why� has to be stronger than the “want�, if you don’t know why you want something then you will never achieve it. So then, sit down and have a good think of all the reasons as to why you want to be successful and achieve these goals, and when the why is stronger than the want, then you will succeed. What’s that I hear you say? You don’t know how to set goals, never mind achieve them. You are not on your own in that area, as most people feel the same. Don’t believe me? Well have a think for a moment, how may people set new years resolutions and achieve them? Yes, that’s right, practically none. Ok, OK. I’ll tell you now how to set and achieve your goals, but first you need to go and get some large sheets of paper and a pencil, a cup of your favourite brew get yourself comfortable and we’ll begin. Ready? Good. On the first sheet of paper I want you to write down everything in your life that you DON’T WANT. As you write them down I want you to write in explicit detail as to WHY you don’t want them. Please take time to do this exercise as it is very important to get it right. Finished? Good, I bet you found that to be an eye opening exercise, didn’t you? Now that you have that done I have a question for you and don’t worry, the answer is very simple. Ready? “What is the opposite to what you don’t want?� YES! I told you it was easy. So now, get your next sheet of paper side by side with the “what you don’t want list� and start writing WHAT YOU DO WANT and again explain in detail as to WHY you want it. Now you know how to set and achieve goals in the future, really very easy isn’t it? I was once told that a goal should frighten you a bit and excite you a lot. Think about that for a moment. If it doesn’t frighten you, then you are still in your comfort zone and you are going nowhere. Fast. You will stay stuck in your rut, and if you don’t know what a rut is- it’s a grave with the ends kicked out. Here is another little bit of food for thought and it is that you can not expect to travel along the same road every day and expect to arrive at a different destination You should start by setting short (1month), medium (6 months), and long term goals (12months).These should then be broken down daily targets set out on your “Things to Do� list. Remember that if your daily goals or targets aren’t achieved then nothing is achieved. Think about it: if the daily ones aren’t done then the weekly ones aren’t done, then the monthly ones aren’t done, etc. If the goals really, really motivate you, and gets your blood pumping so much that you’re running on pure adrenalin and you are so excited you cannot contain it. What’s going to stop you know from achieving your goals? Answer - Nothing To get my FREE 5 part training course go to www.thehandsontrainingsystem.com. Now and enroll. Yours in Success Leslie Johnston

Leslie Johnston has been in sales and Management since 1969 and during that time has worked in the Tire Industry until 1981 and then in the financial services until 2000. He is a very entertaining and dynamic speaker and as a sales trainer he is truly awesome and highly motivational. Since the mid Seventies he has conducted hundreds of seminars and training courses during that time. He has now retired from selling but keeps extremely active speaking and teaching others how to sell. All of the sales training that he received in his early days he reckoned that some thing was missing and it was all what he calls “Product Bashing� and then spent the next 5 years studying and experimenting on how to “Problem Solve “ and his sales figures went through the roof. Follow what he teaches you to do and just watch your income GROW!

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

Powerful, Persuasive & Motivating Language
I did a teleconference a few weeks ago with people who were new
in sales and new to prospecting. The focus of the call was to
help participants get beyond fear and understand their
prospecting process.

One of the participants on the call told me that she had been
given the telephone prospecting script that her team leader uses
to set appointments. The team leader was a highly successful
sales professional who had been in the business for many years
and made quite a lot of money. The participant, who had been in
the business for approximately a week, told me that she was going
to work with the script and "make it her own."

"No!" I cried out. "Don't do that! Don't make it your own!"

My reasoning? This participant was a beginner. She knew nothing
about sales or prospecting. She had a script that was crafted by
someone who was highly successful on the telephone. This
particular participant did not know enough to make it her own.
More than likely, in making the script her own she would
eliminate all of the powerful, persuasive and motivating language
used by the sales super star who had given her the script.

When you are on the telephone with a prospect you have about 10
seconds to grab and hold your prospect's attention. If you do not
do that within that first 10 seconds, your call is more than
likely over. If you get through that first 10 seconds, that buys
you another 10 seconds. If you get through that 10 seconds it
buys you yet another... and so on... 10 seconds is not a lot of time.
To get through those 10-second increments, you want to use the
most powerful and persuasive words that you have at your
disposal.

If you are a beginner it is entirely possible, indeed even
likely, that you may not be comfortable with certain powerful
words or phrases. They may be very unlike your usual way of
speaking. Even if you've been in sales for a while you might be
set in your ways, accustomed to certain words and a certain
delivery, and changing that might feel uncomfortable.

I've met many people who say they do not want to work with
scripts because then they "cannot be themselves." Remembering
that your prospecting call happens in 10-second increments you
want to be the very best self that you can be, every time. That
requires preparation.

One of the things that I've always loved about being in sales is
that it is crystal clear. You always know exactly where you are.
You are either scheduling appointments, or you're not. You are
either closing, or you're not.

If you are new to sales and a successful professional gives you
their script--don't change a word. That script will be your gold
mine. If you've been in sales for a while and want to try out a
new script, test it first. Your old script becomes your baseline.
For example, make 30 prospecting calls using your usual script
and keep track of the number of appointments that you schedule.
Then make 30 more prospecting calls using your new script exactly
as written. Keep track of the number of appointments that you
schedule. At the end of those 60 calls you will know which script
works better. That becomes your new baseline.

© 2006 Wendy Weiss

Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.