Sales Training Tips and Advice

Tom Hopkins - The "I want to think it over" Close

noreply@blogger.com (Josh Hinds) — Mon, 12 May 2008 04:05:00 +0000

You are guaranteed to hear a variation of the phrase "I want to think it over" from one out of every five new clients. Some of the variations you'll hear may be:

"I want to sleep on it."

"I'll get back to you."

"We'll review all the facts, then make a decision."

"We never make a decision on the first visit."

The exact words that are used matter little; what really matters is that you recognize the stall and are ready with this reply:

Phraseology: "That's fine, John. Obviously, you wouldn't take your time thinking this thing over unless you were seriously interested, would you? I mean, I'm sure you're not telling me that to get rid of me. So, may I assume you will give it very careful consideration? Just to clarify my thinking, what phase of this opportunity is it that you want to think over? Is it the quality of the service I'll render? Is it something I've forgotten to cover? Is it the color? Seriously, please level with me, could it be the money?"

A tip when using this strategy: Don't pause after the word "over" - if you do, a client is likely to answer "everything," or "the whole idea of going ahead," and you're dead in the water. What you want to do here is review what they've already agreed to.

In other words, you're weeding out all the other objections and narrowing it down to the most common final objection, which is the money. Handle the money objection and begin reclosing.
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Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
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Identifying Top Salespeople By Brian Tracy

noreply@blogger.com (Josh Hinds) — Sun, 04 May 2008 11:45:00 +0000

Salespeople are different based on their values. A higher order value always takes precedence over a lower order value. If you place one value higher than another, and you have to choose between doing one thing or doing another, you will always select the action that is consistent with your higher value. Once you are clear about your order of values, decision making becomes much easier.

What Are Your Real Values?
How can you determine what your values really are? Simple. Just observe your behaviors, especially the things you do when you are under pressure. Your values are always expressed in your actions. It is not what you say, or wish, or hope, or intend that expresses your true values. It is only what you do. If you want to know what your values are at this moment, you can examine your recent past and notice the choices you made when you could have gone one way or another. Your choices, and your subsequent actions, demonstrated to yourself and others what was of greatest value and importance to you.

Compare Different People ...
Here is an example. Imagine you have two people who have the same three values. The values are family, health and career success. The only difference between these two people is the order of importance that they placed on these values, their priorities. The first person, Bill, says that, "My family comes first, my health is second and career success is third."

Tom, on the other hand, has the same values, but he says, "Career success comes first for me, then my family, and then my health."

Determine the Difference ...
Would there be a difference in character and personality between these two people? Would there be a small difference or a large difference? Which of these two people would you like to get to know and become friends with? Would you be able to tell these two people apart in conversation? Which one do you think you would like and trust more?

Values Set People Apart ...
The answers to these questions are clear. The person with the higher values in a better order of priority will invariably be a better person than the person whose values are in a different order. Your choice of values determines the quality of your character. When you select values such as integrity, love, courage, honesty, excellence or responsibility, and you live your life consistent with those values, every hour of every day, you actually become a superior person. It is your values that determine the kind of person you really are.

Action Exercises:

Here are two things you can do immediately to put these ideas into action.

First, think about how you behave, how you choose, whenever you are under pressure. Remember, it is only what you do, your actions, that tell who you really are.

Second, observe how other people around you behave when they are forced to choose. You will only be compatible with people whose values are similar to yours. What are they?
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Brian Tracy is a leading authority on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

*brought to you by SalesTrainingAdvice.com

Will You Pass the Flinch Test? By Lee B. Salz

noreply@blogger.com (Josh Hinds) — Sat, 03 May 2008 11:30:00 +0000

There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?

After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to the buyer. Skipping the sections about your company and your solution, she flips right to the pricing page. “Oh my gosh, I didn’t think it would be this expensive!”

What happens next determines whether or not you will get the business. When I say “get” the business, there are two sides to consider. The obvious is whether or not the prospect will award the business to you. The less obvious is whether your company will agree to their desired price level.

The negotiation may get to a point where the prospect says they want to award you the business, but at a price unacceptable to your company. If you’ve ever been there, it is painful to say the least. As a sales person, you have a responsibility to facilitate the process in a way that leads to a mutually acceptable conclusion.

There is a trade secret in the purchasing world. They call it the “flinch test.” This is the test Procurement Agents and other professional buyers give to sales people when they provide pricing. “Wow! You are 25% higher than your competition.”

These pros are trained to react with surprise so that they can see if the sales person is confident in the price they have put forward. It is nothing more than a straightforward negotiation tactic.

Often times, they overstate the price difference such that you can do some quick math and see that the differential is bogus. I can recall a time where I was told that we were 50% higher than the competition. When I reviewed the numbers, this meant that the competitor was losing 18% based on fixed costs that we both had. It was highly unlikely that the competitor was signing up for this kind of an account. When I asked the Procurement Agent about that figure again, he flinched and we ultimately won the business.

The key to passing the flinch test is to respond with confidence in your price. If you don’t believe you are providing a fair, competitive price for the solution, my question is why are you presenting it anyway? One would hope that you have integrity so why present something you don’t believe in?

Some responses that cause you to fail the flinch test.

• What price were you looking for?
• I’ll ask my manager if we can do better.
• How about if I take 10% off?

The reason these are failed responses is that they create trust issues with the prospect. Were you trying to rip them off with the price you presented? One of two things is true. Either you were trying to rip them off or you believe you provided a fair price. What other option is there? Some will say that they were preparing for a negotiation. That’s a fair point; however, it is a terrible negotiation strategy to give the appearance that you will drop your price first moment someone balks. That approach gives the impression that you sought to gouge them.

Most negotiations end at the middle ground. They wanted 5; you wanted 10 and settled at 7.5. That seems logical. However, if you lower your price early, the middle ground is lower. In the same scenario, if you dropped to 8 right off the bat, the middle becomes 6.5. As I mentioned, you have to manage the negotiation such that the middle is not lower than an acceptable price for your company.

Successful sales people have a planned, or dare I say “canned,” response for the flinch test. They don’t expect a prospect to respond with excitement about a price. They anticipate shock and have a process to handle it. Here are their secrets…

1. They set expectations upfront. Early in the buying process, they set the expectation that they are not the low price provider. “To be clear, our company is rarely the low bid, does that mean that we won’t be working together on this project?” If they say no, you are set for the later phases of the process. If they say yes, at least you haven’t invested a ton of time in an account that you won’t win. If you are going to lose, lose early.

2. They don’t flinch! “I’m not surprised by your reaction. I get that a lot. As I mentioned at the outset, we are rarely the low bidder.”

3. They seek to understand. “When you say that you are shocked by the price, which part is surprising? This is the subject of another article of mine which addresses the importance of understanding the prospect’s perspective of price.

4. They reinforce their position. “Since we are rarely the low price provider, what do you think our 1000 clients see that leads them to pay a little more to have us?

Many years ago, I had the opportunity to participate in Procurement Training. Think of it as sales training for buyers. After the session, I had an interesting conversation with the trainer. Here’s what he told me…

“For 25 years, sales people asked me for coaching on the price of their proposal as I was the head of Procurement for my company. I told each one of them the same thing. Provide us with the best price that you feel good about giving and either way, you win. I always got a puzzled expression from that. Let me explain. If we award the business to you at that price, you’re happy. If we award the business to someone else at a lower price, you are happy as well because you wouldn’t have been happy to support the account at that price point.”

To share a little secret, I use the flinch test all the time when I buy. It’s amazing how quickly sales people drop their drawers on price. I bet I’ve saved my family 20% across the board for all of our spending just with that test. It’s no wonder that professional buyers use this. I often wonder how many commission dollars were lost just because they flinched. How may commission dollars have you lost because you flinched?
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Lee B. Salz is President of Sales Dodo, LLC and author of “Soar Despite Your Dodo Sales Manager.” He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via email at lsalz@salesdodo.com, his website at www.SalesDodo.com or by phone at 763.416.4321.

*brought to you by SalesTrainingAdvice.com

Making the Most of Internet Inquiries By Tina LoSasso

noreply@blogger.com (Josh Hinds) — Fri, 02 May 2008 08:14:00 +0000

When someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold call.

As more consumers and businesses research and purchase via the Internet, you can’t afford to mishandle these inquiries. To respond in a professional manner, and convert more Internet inquiries into customers, keep these guidelines in mind:

• To call, or not to call? Some salespeople don’t respond to Internet inquiries because they think they’re a waste of time. Others reason, “They emailed me, so they must be expecting me to email them back.” When someone asks for information via email, you should respond via email. But what’s stopping you from calling them as well?

Imagine the impression you’ll make: responsive, helpful, and efficient. A word of caution: you must have a valid reason to call. Restating the information provided in the email, or interrogating the prospect about his company, budget or time frame, are not valid reasons: they’re harassment.

Telling the prospect all about your company won’t cut it either. Instead, consider carefully what you need to know in order to propose the best solution, then ask about that information.

• Respond in Internet time. Internet time is roughly equivalent to the speed of light. Thanks to email and instant messaging, people expect everything right now.

Accordingly, prospects expect a quick response to their email inquiries. If you don’t have enough information to propose a solution, let the prospect know that you’re working on it, and when he can expect to hear from you. No one wants to be left hanging.

Customers also expect “24/7” response—day or night, every day of the week—and automated replies don’t count. You probably check emails while on the road, over the weekend, and late at night. If you’re receiving inquiries after-hours, chances are your buyers are working, too. They will appreciate a response from you, even if you’re only acknowledging their inquiry. Let them know when you’ll get back to them with the requested information.

• Don’t be too quick on the draw. Wanting to respond quickly is no excuse for poor grammar, misspellings, and bad form. Proofread your response carefully before sending it. It’s easy to miss errors on a computer screen. Try this: print out your draft and read it aloud to catch any mistakes, missed words, or poor syntax. Your email response will create your prospect’s first impression of you, so make it a good one!

• Be detached. An Internet inquiry is a dream come true: an interested prospect contacting you! You probably can’t wait to email a proposal, product specifications, company brochure, comparison chart, product brochure and lists of happy customers. But if you send all those attachments, your email may not get through the prospect’s spam filter; it could take forever to be received, and even longer to download.

To avoid coming across like an inconsiderate klutz, send a brief reply. If you have a short proposal, include it in the body of the email, not as an attachment. Let the prospect know that you’ll send the collateral material he requested in a separate email. If he didn’t request it, don’t send it!

• Make an impression. Buyers who email inquiries are probably searching numerous websites besides yours. After awhile, they blur together. Make it easy for the buyer to recall your site, and why he requested information from you in particular. Remind him who you are by including your company tagline, and a link to your site.

If the inquiry came from an industry bidding site, take additional steps to distinguish yourself, keeping in mind that the prospect knows nothing about you, not even your company name. To stand out from the potential dozens of replies the prospect will receive, bypass your normal form-letter response, and personalize your reply. Focus on your special ability to meet the prospect’s particular request, and give him a reason to remember you.

As a salesperson, you probably feel more comfortable speaking with prospects directly, because you can easily establish rapport and rely on instant feedback to guide the conversation.

Email communication robs you of those advantages, but it does not have to rob you of opportunity. Follow these guidelines, and you will convert more Internet inquiries into customers.
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Tina LoSasso is Managing Editor of SalesDog.com, an online resource for sales professionals. SalesDog.com's new book Top Dog Sales Secrets features sales advice from dozens of nationally renowned sales experts. One reader said, “It’s like reading the best ideas from 50 sales books all in one book.” To learn more, go to SalesDog.com.

Sponsor Message: Sales and Contact Management Software: Take a 30-day free trial and watch your sales results soar!

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Adversity Gives You Strength! By John Boe

noreply@blogger.com (Josh Hinds) — Fri, 02 May 2008 06:14:00 +0000

How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough and customers seem to be holding on to every penny in fear of economic uncertainty?

Every challenge, setback and personal difficulty you encounter in life also brings with it the seed of equivalent or greater benefit! The key to overcoming adversity is to avoid the temptation of panic and instead, focus on finding the greater benefit. Adversity will never leave you where it found you; it will either strengthen your character or weaken your resolve.

During the early years of WW II Nazi submarines, operating in wolf packs, roamed the frigid waters of the North Atlantic with impunity sinking an alarming number of British military and merchant ships. Hitler was confident that his U-boats could blockade England and eventually starve the British people into submission.

In the summer of 1940, while the Battle of Britain was being played out over London, the Germans unmercifully sank over 300 British military and merchant ships. Prime Minister Winston Churchill, fearing the negative impact these devastating losses might have on the nation's morale, ordered the information withheld from the public. In an effort to reduce the appalling number of casualties lost at sea, Churchill instructed the British Royal Navy to begin a study to determine what, if anything, could be done to save more lives during sea rescue.

While interviewing the survivors an interesting discovery was made. To their complete astonishment, the researchers noted that the survival rate for the younger, presumably more physically fit sailors was remarkably lower when compared to their older shipmates. The study concluded that the older sailors had a significantly higher survival rate due to the fact that they had overcome more adversity and therefore, had developed greater confidence in being rescued than the younger, less experienced sailors.

The head of the research project, Kurt Hahn, was so moved by this discovery that he created the Outward Bound program. Hahn designed the Outward Bound program, utilizing a series of progressively rugged challenges, to mentally and physically prepare young British sailors to cope with the adversity of naval combat. Today, the Outward Bound program works with troubled youth to help them develop greater confidence and self-image.

I find it interesting that people faced with similar adversity often experience remarkably different outcomes. Some people become weakened, some become hardened and some become stronger. If you place a carrot, an egg and a coffee bean into a pot of boiling water, each reacts in a completely different manner to their conditions. The carrot goes into the boiling water firm and comes out soft; the egg goes in fragile and comes out hardened; while the coffee bean turns the hot water into coffee by releasing its flavor and aroma!

While you may not fear a U-boat sinking your ship, you may find yourself challenged to stay afloat in today's unpredictable and choppy business waters. Selling in these challenging times demands determination and personal fortitude. Having the will to persevere when times are tough is a characteristic commonly found among self-made millionaires. Are you a quitter? The last time you failed, did you stop trying because you failed or did you fail because you stopped trying?

Thomas Edison documented 10,000 failed attempts to develop the electric light bulb. A reporter asked the great inventor how it felt to have failed 10,000 times trying to invent the light bulb. Edison responded, "Young man, I didn't fail 10,000 times trying to invent the light bulb, I simply documented 10,000 ways that it wouldn't work." Imagine how different our world would be today if Edison had been a quitter.

You must expect to encounter detours, roadblocks and potholes of adversity along the road of life. The next time you are faced with adversity, learn from it and know that you are becoming a much stronger person because of it!
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John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.JohnBoe.com or call 877 725-3750. John's free newsletter is available on his website.

Sponsor Message: Sales and Contact Management Software: Take a 30-day free trial and watch your sales results soar!

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Appeal To Your Customer's' Heart And Brain (In The Right Order) By Michael Masterson

noreply@blogger.com (Josh Hinds) — Wed, 30 Apr 2008 16:20:00 +0000

The following story illustrates a million-dollar business secret.

RP was unsure about whether he should buy another standard SUV or upgrade to the deluxe model. We talked about it and compared costs, benefits, and uses. In the end, logic dictated the conservative choice and he left for the dealership, comfortable with our conclusion.

Three hours later, when he came back into my office, he was beaming. "So you are happy you made the right choice?" I asked.

"I am," he said. "I got the deluxe model."

In the conversation that ensued, I made an interesting observation. All the hemming and hawing he was doing before his purchase had been replaced with deliberate, assured statements. Although none of the factors about the car or RP's need for it had changed since we first talked, two things had happened:

1. He had opted — obviously for emotional reasons — to make the less-practical purchase.

2. His uncertainty was gone and in its place was a surprising confidence.

Why? Because RP's salesman had made the very shrewd move of spending a half-hour with him after the sale, showing him the features of his new SUV and enumerating the many specific features that only the luxury model provided. By taking the time to drum these features into my friend's head, he achieved several worthy objectives:

* He alleviated (even eliminated) "buyer's regret."

* He gave RP a set of phrases that he could use in the future to rationalize his purchase and, as a consequence, advertise the car to others.

* He left RP with the memory of having made a good and sensible deal with him. Next time RP thinks about buying another car, he will feel good about going back to this salesman.

There is an important truth about human psychology at play here. Understanding how this works could help you become a better copywriter (and, generally, a more persuasive individual).

According to Robert Cialdini in his classic book "Influence: The Psychology of Persuasion," a host of psychologists attribute our need to rationalize a buying decision to our desire to feel that our actions are consistent with a higher code of behavior.

But is this desire for consistency strong enough to compel us to do what we ordinarily would not do?

"Definitely," Cialdini says, "Prominent theorists such as Leon Festinger, Fritz Hieder, and Theodore Newcomb have viewed the desire for consistency as a central motivator of our behavior."

To prove the point, he cites this experiment:

On a New York City beach, a research associate posing as a sunbather set down his blanket and radio next to the subject and, after relaxing for a few minutes, went into the ocean. Moments later, another associate, this one posing as a thief, came by and "stole" the radio. The first 20 times this was done, only four subjects did anything about it.

The experiment was repeated another 20 times — but now the sunbather asked the subject to "watch my things." This time, 19 of the 20 went to the rescue, often restraining the "thief" or snatching the radio back from him.

In the case of RP, the motivation is the desire to feel consistent with the code of rationality. In the case of the sunbathers, it is the desire to feel consistent with a moral code — to do what one promises to do.

You can employ both aspects of the desire for consistency and make your package doubly powerful by (a) creating a "moral" obligation that impels the prospect to buy, and (b) helping him rationalize his decision after the purchase has been made.

I already explained how RP's salesman helped him rationalize his buying decision. Now, let me give you an example of how he might have first made RP feel "morally" obligated to buy.

Have you ever heard a salesperson say something like "John, if I could show you a way to do thus and such without risking thus and such, would you do it?"

Sure you have. It is one of the most common techniques of person-to-person selling. In the case of my friend RP, the salesman he dealt with could well have said "RP, if I could show you how to get the bigger tires you like, the upgraded sound system, the anti-locking brakes — all without increasing the $400 monthly payment you told me was your maximum — would you be interested?"

If RP had said "yes" — and he would have been sorely tempted to do so (by curiosity if nothing else) — when the salesman had shown him how he could get the better vehicle simply by extending the term of the contract by "a mere six months," he would feel morally compelled to be, at least, "interested."

In most impersonal forms of advertising (and that includes both image advertising and direct-response advertising), this technique is seldom used. For some reason — perhaps the feeling that they need to stick with the "push" part of the sale — copywriters don't think they have time for this kind of diversion.

But if you recognize the awesome power of creating a moral obligation with the customer, one that will compel him to take one step closer to the sale, and then helping him rationalize his emotional decision to buy, you will understand that you are not digressing at all, but making a very powerful move toward closing the sale.
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This article appears courtesy of the American Writers & Artists Inc. (AWAI) -- the world's leading publisher of homestudy programs designed to provide members with financial security, independence, and freedom. The company's flagship, AWAI's Accelerated Program for Six-Figure Copywriting, teaches people a skill that allows them to leave their current 9-to-5 job, and start living a "retired lifestyle," working whenever they want, wherever they want, while still making a six-figure income. Learn more about the AWAI's Accelerated Program here!

*brought to you by SalesTrainingAdvice.com

You Are A Salesperson By Pegine Echevarria

noreply@blogger.com (Josh Hinds) — Thu, 17 Apr 2008 19:46:00 +0000

If you live by yourself, or on an isolated island without a single living thing, you might say that you don’t sell. However, if you have to communicate with others, convince another person or animal to do anything, or even convince yourself to do something then you, my friend, are a salesperson.

For years I avoided thinking of myself as a salesperson, even when I was in sales. I just didn’t think I fit my imagined profile of a salesperson. I had some negative perceptions of salespeople; pushy, arrogant, self centered, not interested in helping others or making a difference in the lives of others.

It wasn’t until I was married, had children, two cats and a dog that I realized how often I ‘sell’ during the day. Convincing the dog to follow me, calling the cats to eat, being interested in my husband’s day, when all I wanted to do was sleep, so that we can communicate and bond together.

I was also ‘selling’ the power of vegetables to a four year old and engaging an eight year old in homework. At work I was promoting projects, recruiting new people, convincing my boss that my budget needed an upgrade and convincing myself that I was able to manage it all --- family, work, marriage and me!!!

How about you?

* Do you use persuasive language trying to influence or persuade others

* How often do you use various communication techniques so others understand what you need or want?

* Do you find yourself wondering how you can get ‘Jane’ to do a task?

Do you want to have more, do more, or receive more? Then the first step is to realize that you are a salesperson. Engineer, doctor, lawyer, administrative assistant, human resource professional, soldier, sailor or student may be your vocation, however you are also a salesperson.

So, if you are a salesperson how do you communicate, persuade and influence others effectively? You need to know what top salespeople have either inherent within them or what they have worked diligently on to master their sense of self.

First, they build their confidence and skills.

Salespeople read, learn from and listen to motivational speakers; they read inspirational material. They know that they have to constantly learn about themselves and develop techniques to build their inner strength. The four core areas that great salespeople focus on developing are:

1. Confidence
2. Persistence
3. Service
4. Communication skills

Second, they practice.

Great salespeople know they will fail and know that they have to fail to become really good at what they do. They are willing to practice throughout the day. They practice their communication skills while looking at themselves in the mirror. They learn how to serve others by practicing how to ask questions to learn their clients’ needs first. They learn to ask themselves questions. They learn how different questions illicit different responses.

Third, they know why they do what they do.

They understand what they are selling, why they are selling it and how it creates value in the lives of others. They are excited about what they are offering, because of what it can do for their clients’.

So, if you are the lead salesperson in your own life, work and family I suggest that you evaluate your sales skills.

# Are you confident and are you building your communication skills?

When you look in the mirror are you really happy that you see yourself? Do you walk into a room filled with joy and a sense of positive expectation? Do you learn how to communicate effectively, or do you just allow things to happen?

# Do you practice?

Do you practice asking questions? How about asking different questions? Instead of asking your teenager “How was school?” ask “what was the funniest thing that happened today?” The next day change the question. Ethel Kennedy asked each of her eleven children a current events question everyday. I laughed when I heard one of her children share that the kids would run for the chair closest to Mrs. Kennedy, because they could share about the front page news. If you were sitting in the last seat you had to know something deep within the newspaper to share with everyone.

# Do you know why you do what you do?

How often have you told someone to just do something, but never really had a reason why? It was just ‘because’. Maybe you want your team to do a report a certain way, do you know why you want it that way? Are you sure that there isn’t another way to do it? Often conflicts occur because we don’t know why we want something done a certain way...we just want it done that way. Why do you do all the things you do? How do they help you be the best you? How do your tasks, your work and your leadership make a positive difference at work, home and in your life? If you can’t answer quickly, take a step back and ponder why you do what you do.

This article is about you. You the salesperson, you the leader, you reaching your potential.

Try-its:

Spend time in the bookstore or library browsing and reading sales books and motivational books

Identify two techniques or actions that you can practice this week.

Practice them. Write what you learned. Go back to the bookstore or library and find two more techniques. Repeat. Buy the book and commit to reading two pages a day.

Most people won’t do this try-it. This is one of the most powerful, life changing actions you can take. Each day I read two pages of a motivation, sales, or personal development book. Each day I learn something and try to implement what I learned.

I can testify that I am different and that I have changed because I took the time to learn and change. My family improved because of this action, my finances changed dramatically and I’m so happy. I want the same for you.
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Pegine is a nationally recognized expert on success, leadership, and teambuilding, and has 30 years of experience in the workplace, ranging from corporate America to public service. Visit her site at Pegine.com

Sponsor Message: Sales and Contact Management Software: Take a 30-day free trial and watch your sales results soar!

Seven Qualities of Great Sales Professionals By Drew Stevens

noreply@blogger.com (Josh Hinds) — Sat, 29 Mar 2008 08:42:00 +0000

Sales professionals are very similar to athletes; they love the thrill of victory and abhor the agony of defeat. Sales professionals try their best to thwart competitive threats so that they service their customers well and meet revenue expectations.

However, there are numerous sales professionals representing hundreds of thousands of companies. And there are millions of home based businesses-they too sell products to clients. Many of theseprofessionals and just as many are not. What is it then that separates the successful representative or business owner from the rest of the field?

Based on my 20 years of sales, sales management and sales training, I can narrow it down to seven, yes only seven common traits. These seven concepts are the ones that help establish presence, professionalism and perfect. And these seven traits help to place the large amounts of commission and revenue dollars into the bank account.

For the very first time I am releasing these seven secret ideas of success to help you grow your business and place you on the road to financial freedom.

1. They have a passion for selling
Which do you believe gets more results an energized sales representative or business owner or a monotone, practical person?

Love what you do, love the product you are selling and love the people you sell with. If you dont, then get out. If you dont like what you sell, prospects will read right through you and think, Why should I buy from someone who is not passionate about what they say or do? Your energy and enthusiasm come through on each and every call, if you are dispassionate, you will not ask the right questions, you will not read the buying signs, hear objections and importantly will not make any money.

2. They have high energy
No one likes a monotone sales professional. People enjoy working with people that are fun interactive and entertaining. I am not saying that a sales professional has to perform magic tricks but they must know how to engage potential clients.

You engage by being enthusiastic, by loving your audience and loving your product. Once you embrace these vital issues you can sell anything to anybody.

The world of selling is a roller coaster; do not get discouraged by the peaks and valleys of selling. Remain enthusiastic and you will only see the top of the peaks.

3. They are self starters
One of the very first training courses that I ever ran, I handed out cards to all the attendees. The card stated that the holder is now named CEO of his/her desk and territory. The CEO (Chief Enterprising Officer) is responsible for providing revenue, meeting quota and obtaining new clients in any manner they deem appropriate.

Sales professionals that do not need hand holding and understand how to operate without much direction are typically the most successful.

Sales professionals that are CEOs operate their territory similar to an SBU (Small Business Unit). They understand how to make profit, how to accommodate for loss, how towatch expenses and how to get the job done without direction and much advice. These sales professionals are entrepreneurial in spirit and in motion.

4. They are proud and excited about being with their company and products
Customers love to purchase products from people who are interested, involved and motivated to achieving long lasting success and resolving their business issues. Do you want to buy a product from uninterested sales professional?

And, customers want to be educated about the products that they intend to purchase. What motivates buyers are energetic and knowledgeable that know the industry, know the product and know the competitors.

The enthusiasm expressed here is based on a system that I teach entitled The Knows. You must know what you can and cannot commit to. Never lie, never cheat and never ever over-commit. In order to succeed your must KNOW how far you can go, based on how much you KNOW about your product and customer. If you never KNOW, the only sound you will ever here is NO!

5. They understand the sales process
Graduates of Dale Carnegie, Sandler, Wilson Learning or a graduate of my sales course, recognize that a sale is a process. Successful sales professionals understand that you need to know how to conduct the following:
1. Prospect
2. Qualify
3. Provide Interest
4. Gain Conviction
5. Conduct Demonstrations
6. Handle Objection
7. Know how to close
8.
When you understand the process, a sale and a prospect becomes easier to understand. Destination recognition in the process enables successful sales professionals to plan better strategy and close more sales. Yes, this step is part of the planning step mentioned earlier in the article. As you go through the sales maze it becomes much easier when you understand which area you are presently in to assist you in getting closer to the end.

6. They are confident
I mentioned to you earlier that the world of sales is similar to life on a roller coaster. You most know how to ride the peaks and valleys of success and failure. Doing so requires you to be confident in your abilities, confident in your product and confident in your company and its support.

Confidence is the ability to suffer through all of your trials and tribulations. Confidence is maintaining focus, sticking to your plan and measuring your goals.

The more confident you are in your team, in your abilities and in your product the better you can be at delivering superb and exceedingly important client support.

7. They do their homework
Successful sales professionals do not make excuses. They do not ask the marketing department to advertise for them and they do not ask someone to make new calls for them. Good sales professionals understand how to be a detective. They know how, where and when to find customers. They do not banter, barter or babble, they remain focused in their mission to achieve success.

So where do successful people go to find new customers, how about their present customers? First you must get a copy of the annual report. Read the information to determine what type of products theclient is developing. Understand the competitive landscape and how your product or service can thwart competition. Learn about the competitors for new business opportunities.

When you obtain the report, read the presidents message, the financial information and lines of business, Try to understand where your products fit within the organizations umbrella. You might discover a new area that can benefit from your service. Second, look at the firms WEB site and review it for updates to the annual report,look for business climate changes. And, look for the anomalies in business so that your product or service can resolve the issues. Finally, ask your current contacts. It baffles me that over 92% of average sales people never ask for a referral. However, 98% of successful sales professionals always do.

Read the newspapers and press releases for the most current business information. Determine from your readings how your service or product can assist potential clients during good times and bad.

Further, it is imperative to use the most widely accessible resource at your fingertips-the Internet. There are voluminous resources available such as www.factiva.com, http://interactive.wsj.com/, and www.nytimes.com. And the numerous portals such as Alta Vista and Yahoo are constantly providing real time business content. Review any of these sites to gain quick and up to the moment access on your prospects.

The sales person that does their homework and studies the customer and the changing landscape will learn how to quickly adapt to market conditions by finding solutions to customer issues. By becoming one with the customer and understandingtheir respective business you become a reliable business partner for today, tomorrow and well into the foreseeable future.

The following seven qualities are only a fraction of the characteristics of successful sales professionals. However, by becoming more cognizant of the most popular you can begin to invoke them into your daily habits. When you begin to recognize and emulate these habits, true rewards will come. Remember, Andy Warhol once stated everyone gets 15 minutes of fame, however it is my hope and intention that by using these characteristics you will be successful every day of your sales career.

Good selling.

Action Plan:
Pick three of the following characteristics today, become comfortable in their use and begin to monitor your sales success.
____________
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

* read more sales Training articles from Drew Stevens ...
- Love my Alliances, Hate Negotiation
- Business Building Success Tip – Referrals and Networking

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Business Building Success Tip – Referrals and Networking By Drew Stevens PhD

noreply@blogger.com (Josh Hinds) — Sat, 29 Mar 2008 07:49:00 +0000

A recent report from CSO Insights denotes that sales quotas are off by a bewildering 60%. Further, sales closing accuracy is down and more importantly closing times are increasing.

I was recently asked if a return to cold calling and perhaps direct mail might reverse these trends, emphatically I stated no. The rationale is simple, clients and even potential clients desire to conduct business with those that they know and those they trust.

Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?

Today’s selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional. Clients enjoy the candor and the knowledge that is shared from a vendor. To this end, there are several methods that assist selling professionals.

Networking
Truly the best selling professionals constantly network. Selling professionals by nature require constant engagement with others to comprehend business trends and meet new opportunities.

For over 27 years I attend at least one to two networking events per month and I can measure these to business. Admittedly, there exist a plethora of networking associations and organizations, choose those close to your location and aligned with your business.

Review your local paper for functions that interest you and attend as a guest, but go. If you do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.

Referrals
Proper networking and selling etiquette involves referral acquisition. Similar to gaining closure agreement many professionals abhor asking for the order!

Business is driven by the ability to ask for new business. If clients are happy with your work they will willingly provide others that can need to receive your value. The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.

More importantly you want to ask when you are in the account, since this is the best time to be top of mind. Post sale is not an alternative simply put, out of sight out of mind.

Another imperative item to remember is that there is strength in numbers, the more you obtain the fuller the pipeline. There is a story of an insurance professional that would visit clients and not leave without three new referrals.

Even if the client provided one or two, the agent would not leave until he received three or more. Needless to say, the agent retired an extremely wealthy individual.

Follows up on referrals
It might seem pragmatic, yet there is much evidence to illustrate that a myriad of professionals that obtain do not follow up.

Friends, family and clients typically provide these golden nuggets, so it is vital that one follows up. A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.

Positive attitude
Good networking professionals have a positive attitude. They do not carry baggage with them nor do they illustrate negative feelings should things go awry.

There is the story of a business professional that greeted all with “I am awesome!” Coincidentally he did this even through attempting to fight a debilitating disease. Alliances and relationships are built with people that are positive and are outgoing.

Enthusiastic/Energy
Remember the donkey from Winnie the Pooh- Eye Or? This poor donkey is about as unhappy as anything I know. Sometimes listening to him is depressing enough. This is true with human relationships.

Individuals desire to be around warm, energized people. Many can feel the excitement of those around them. If you want to be a memorable networker, review your image, ensure you are excited about the event, the people and your business. People feed off positive energy, enthusiasm is fuel for networking, alliances and differentiation.

Trustworthy
Candor is the most imperative issue in today’s business environment. Ironically, an important business trait constantly discussed is ethics. Appalling as it seems, there are numerous daily instances of those attempting to buck trends and gain momentum while not following rules. People will only do business with those they trust and those they respect.

Good listening skills
Remember a time when you were with someone either at a cocktail party or other event, and the person spoke and never came up for air? Bothered you didn’t it?

Clients are engaged with professionals that can provide value by understanding needs and listening. Clients clamor for solutions not prescriptions and the best people understand the art of listening. Use techniques such as open and closed questions and pausing to truly understand how to assist.

Enjoys helping
It is better to give then to receive. Those that want to gain will give first. Similar to tithing, professionals must provide content to gain something. Think of tips, techniques and referrals that you too can provide. This technique is a great opener for building relationships since others will identify with your willingness to provide helpful information.

Sincere
Avid athletes concentrate on CORE. Fundamentally this is the system upon which all musculature and symmetrical principles assist to build a nutritional body. Selling and networking exercises CORE too. One of the muscles of CORE is sincerity.

Differentiation is built upon a sincere desire to build relations, become personable and assist coexisting needs. Admiration is built based on trust and willingness to assist.

Dale Carnegie described this in his now famous work, “How to Win Friends and Influence People”. Key exemplars: 1) Talk in terms of the other person's interests and 2) Make the other person feel important - and do it sincerely.

The key to business building and success is producing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. There is also the issue of working smarter not harder to produce required results.

Refrain from tired non-functioning sales methods and begin new strategies that can escalate your rewards and make you an outstanding performer!

©2007 Drew Stevens Ph.D. All Rights Reserved.
____________
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

* read more sales Training articles from Drew Stevens ...
- Love my Alliances, Hate Negotiation

Sponsor: Supercharge your sales results by learning the art of Networking from the experts at BusinessNetworkingAdvice.com

*brought to you by SalesTrainingAdvice.com

Love my Alliances, Hate Negotiation By Drew Stevens

noreply@blogger.com (Josh Hinds) — Sat, 29 Mar 2008 05:27:00 +0000

How to Win Agreement and Influence Decisions without losing friendships!

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born.

From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research for this article illustrates that 43% of the American workforce changed jobs since 2006. And, the divorce rate in the United States hovers at over 53%.

However, we become increasingly befuddled by negotiation. We hold strong beliefs that negotiation is meant to be a battle. We begin negotiations on the defensive and seek to end them in a similar manner. The most vital idea to comprehend about negotiation is its definition.

Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Conceptually negotiation is a communication and critical thinking exercise inducing creative problem solving. This article seeks to address ways in which you can negotiate and still move away with your credibility and friendships in tact.

The best concept for understanding negotiation is to indicate what it isn’t. We first need to debunk the myths.

Myth: Negotiation is about winning and losing
The myth of win-lose is ancient. Validation of winning is not bequeathing more concessions than the other party. One simply needs to be concerned with the amount of take. This denotes loss.

Myth: Negotiation is about power
All people in a negotiation have power. If two sides are negotiating each as an equal amount of power, one desires something from the other. Yet negotiation is not so much about power, it is about honesty or lack thereof. Power stems from the side that enables it. Donald Trump by nature believes he has power due to wealth and notoriety, yet if he desires something from someone else the power shifts. The larger concern is not relinquishing power to the opposing side.

Myth: Negotiation is about chicanery
In reality, negotiation is about resolving an issue where both sides obtain equal value by amicably and honestly agreeing to terms. However, negotiation is similar to chess, strategies are used and sometimes held so that each party gains more than they requested. Rather than lie, most negotiators are honest, they simply do not fully disclose information.

Myth: All negotiations are about prices and are sales related
Nothing is further from the truth. Negotiations stem from all walks of life: from dating, to deciding upon a movie to noise decibels. Negotiating establishes boundaries and how far each side allows another within them.

Perhaps the most understood principle of negotiation is a requirement to plan. Most often, negotiations fail due to improper procedures, paperwork or misread issues. Planning is the first and vital step in every negotiation. Each party should strategize to define the motives of each side, goals that might be addressed, time frames and players. Research affirms that in 73% of most negotiators are unprepared. This step is vital to assist in moving forward. Good planning and comprehension help to avoid miscues and maintain proper and efficient conversation. Exemplars of good negotiation techniques are barely surprised by new information.

Negotiations are mixed motive situations. Each side arrives with a variety of goals and objectives- even timeframes. What appears urgent to one; is apathetic to another. It is imperative that issues be immediately addressed. Most importantly, the issues must be documented so all parties agree without a misunderstanding. A foppish issue should not resurface at a latter time. The more detailed the documentation the easier it becomes to facilitate conversation. Once agreed to, timetables should be established so as not to languish on any one issue.

Negotiation is information and relationship dependent. Information is crucial to negotiation. The data need be specific; it is easier to comprehend and complete issues. Typically a tactical ploy to assist concessions, most data is not displayed. Negotiators should then decifer the most imperative issues first do that all needed data is disclosed making for effective conversations. Coincidentally, conversations are more placid when parties are familiar with each other. Particular interest is implicitly displayed since familiarity with both parties shares a common interest- “saving face”.

Dignity is a traditional process. Whether in business or amongst friends, all desire to maintain honor, especially with familiarity of the parties. As the cliché states familiarity breeds content; the more familiarity with someone the easier the negotiation!

Egos and Communication. Another crucial component for negotiation success is to check you baggage and your ego at the door. Good negotiators know they are purposeful and do not advertise their success. A negotiation is concerned with mutual agreement not wins and losses. Keeping egos in check helps alliances and other desired relationships.

Additionally, all negotiators need reminders for ears and eyes and not mouth. Too often negotiators tend to spoil alliances by speaking too much. Peter Drucker once stated, “Communication is often about what is not stated”. Listening enables all to understand issues, allow for issues that might go unstated and strategically enable the “opponent” to move first. The alliance builders understand the vitality of listening, it is a practiced art form.

Compromise, Commitment and Conclusion. Negotiation would not exist if not for the power and the reciprocity of compromise. Concessions enable negotiators to agree on small things to assist in declaring small victories. Accommodations negate foolish issues and streamline discussion.

Once decided, agree to commitment and document so as not to rehash. Trivial details take time away from other important issues. It is more important to move forward then review unnecessary data. Once the issue is complete, move forward or conclude, it allows less time for pondering decisions.

To allay any fears of negotiating, it is best to align this business tactic with athletics, it is a learned format not born. Admittedly, there exist individuals that love to converse and banter yet negotiation is not an easy skill. It takes patience, persistence and proper listening to understand the issues.

Negotiation is a part of everything we do in life, almost every day. It is a skill that combines crucial critical thinking, reciprocity, and professional communication. It is not easy to win friends and influence decisions in negotiation, yet if we understand motives, create a thorough plan and expect the unexpected, each negotiation we have becomes easier and more effective. Negotiation increases our perception, our patience and our resolve to maintain business relationships.

© 2008 Drew Stevens PhD. All Rights Reserved.
____________
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew's newsletter The Sales Strategist by sending a message to: drew3-143901@autocontactor.com -- you can also review his new book Split Second Selling -- as well as visit Dr. Drew’s Blog.

Sponsor: Sales and Contact Management Software: Take a 30-day free trial!

*brought to you by SalesTrainingAdvice.com

Once You Know When To Close A Sale, Asking For The Order Becomes Automatic By Nick Moreno

noreply@blogger.com (Josh Hinds) — Sat, 15 Mar 2008 01:30:00 +0000

There are well-defined moments in the sales process when you absolutely must ask for the order. You can’t afford to have these precious moments slip through your fingers but unfortunately, that’s exactly what happens to too many salespeople.

I have some advice that will protect you from becoming one of those salespeople. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order.

“Always Be Closing”

Unfortunately, too many salespeople were mislead into believing that “Always Be Closing” represents the “ABCs” of salesmanship. Frankly, nothing could be further from the truth. You can’t always be closing because asking for an order is only one of the steps in the sales process. At a minimum, before you ask for an order you need to establish some rapport with your prospect, uncover a need for your product and present your solution. “Always Be Closing” may sound great in a movie but it is meaningless when you’re in your sales territory, attempting to sell something to someone.

Often, salespeople that think they should always be closing are, in reality, never closing. These salespeople do not understand the sales process because if they did, they would know when and how to ask for an order. Well-trained professional salespeople don’t have these problems because they follow a well-defined sales process. These professionals know exactly when the only thing left to do is close the business.

Fear Of Closing

I also work with another group of salespeople that need help with their closing skills. These sales reps need to overcome their fear of closing. After all, you can’t be a sales rep and have a fear of closing, just as you can’t be an electrician and have a fear of electricity! Salespeople close and if you are not closing you’re not a salesperson… you are just a conversationalist. Salespeople that fear closing just keep talking and hopelessly praying that at some point, the prospect will ask for an order form to sign. Guess how often that happens?

In my work, I’ve uncovered many factors that cause some salespeople to fear closing. Some sales reps don’t want to face the moment of truth. Other salespeople fear they may appear “pushy”. There are also other salespeople that assume, without any data to support their assumption, that the prospect is not ready to sign an order. I help these salespeople by making closing an automatic reflex reaction to certain events in the sales process. When closing is automatic, you don’t even have to think about it. You automatically ask for the business. This process helps most salespeople overcome their fear of closing.

Initial Close

At some point in the sales process, you’ll ask your prospect a series of questions to uncover a need for your product or service. You’ll then present your product and explain how the product addresses the needs you’ve uncovered. Once you’ve presented all the benefits your prospect will gain by using your product, you must close. You must ask for the order at this point in the sales process. Don’t think about it … just close.

Since this is the first time you’ve asked your prospect for the order, this closing attempt is called the Initial Close. Your prospect has two possible reactions to your Initial Close. Your prospect will either give you the order or, give you an objection. Obviously, if you get the order, you’ve accomplished your goal. On the other hand, if you get an objection, you still have some work ahead of you.

Overcoming Sales Objections

It is not the end of the world if you get some objections after your first closing attempt. In fact, you probably will get some objections after your Initial Close. Most prospects feel it is their duty to have some objections. So relax and don’t panic. Now that the objection has surfaced, you just moved one step closer to the order. Keep in mind that an objection is not rejection. An objection is only a request for more information. Your prospect is confused and unclear about something you said or something you failed to mention. By addressing the sales objection, you give your prospect new and additional information. Armed with the new information, your prospect is able to develop a new and favorable opinion about the decision to purchase your product.

Objections should not be ignored and must be answered in a way that completely satisfies the prospect. The salesperson should not get defensive or start debating the prospect. The goal is not to win an argument. The goal is to get the order.

The No More Objections Close

Once all objections have been successfully addressed, you must close the prospect and ask for the order. As with the Initial Close, don’t even think about it and make this closing attempt an automatic part of your sales process. I refer to this closing attempt as the “No More Objections Close”. Once the prospect runs out of objections, the salesperson must ask for the order.

Salespeople should always be direct and confident when closing a sale. The salesperson’s confidence makes the prospect confident about the decision to purchase. All objections have been successfully addressed and the salesperson must confidently assume the prospect is ready to do business.

You must remain silent after you ask for an order. The prospect must be the next one to speak. There could be an uncomfortable pause while the prospect thinks about the final decision. If you interrupt that pause, you greatly diminish your probability of receiving the order.

When You Must Close The Sale

As you now see, there are two moments in the sales process that call for a closing attempt. The first attempt is after you’ve presented the benefits of your product. The second time is after all objections have been successfully addressed. Implement this process and make closing automatic.
___________
Nick Moreno, founder of The National Sales Center, is a well-established sales training consultant with more than 30 years of experience providing excitement, empowerment and benefit to those he trains. Offering a competitive sales training advantage through education and cutting edge programs, his system, The Progressive Sales Process, is known for generating "Sales Superstars" who consistently reach much higher sales commissions. Mr. Moreno can be reached by contacting him at Nick@Nationalsalescenter.com or by visiting his web site at www.NationalSalesCenter.com

*brought to you by SalesTrainingAdvice.com

Diagnosing Your Clients' Needs by Tom Hopkins

noreply@blogger.com (Josh Hinds) — Sat, 15 Mar 2008 00:51:00 +0000

When people think about making a purchase, they aren't likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That's because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That's because they'll be confident you have the right prescription for their ills.

To earn this level of respect and trust, you need to start every relationship with the right skills. These skills include a caring manner, a confident air, and your diagnostic tools.

The tools you use in diagnosing the needs of your clients may be as simple as a pad of paper, measuring tape or calculator. They may include your past client experiences, personal experiences or memories. Diagnosing clients' needs can require a computer, specialized software or even involve engineering or customized schematics.

The most powerful diagnostic tools used by all people in sales are questions. Like a doctor, your use of questions begins with general areas of need. Then, based on the answers you are given, you narrow your questions down to where you can readily determine the right cure or solution for the clients' needs.

Average salespeople have this fantasy in which they think they should be able to simply present the wonderful features of their product and the customer, seeing the value, pulls out their checkbook or credit card and says, “I'll take it.” If customers made buying decisions based on features alone that might work, but it's a rare occasion when it does.

The reality of it is that most buying decisions are based on past experiences, the experiences of others the client trusts, advertising, gut feelings and hundreds of other factors that you can't do much about.

So, you have to start with questions to get them talking about their needs, wants and perceptions of your product or service. These answers will help you put yourself in their shoes. Once you're there, you'll see what steps you need to help them take to make a good buying decision.

Be sure to ask “what past experience do you have with our type of service?” It could be that they're very well-versed on the service, even used it in the past, and are seeking a new supplier. If they know little or nothing about your service, you'll have to invest a bit more time in educating them as to what your offer entails and what they can expect.

Ask very specifically what they hope to accomplish with an investment in your services. It could be that one of your key benefits is sought after by most clients. However, that feature does nothing for this client. You won't want to turn them off by talking about something that doesn't matter to them.

I like to use the analogy of a torpedo when talking about this subject. A torpedo leaves a ship in the general direction of its intended target. It bounces a signal off in the target direction. If the signal doesn't come back, it corrects its direction to get back on course.

That's what questioning does for you. You take off in a certain direction with your questions. The answers you receive either tell you that you're on target or that you need to take another tack. Rarely will you take a direct course from initial contact to the sale. More often than not, you'll find yourself zig-zagging but all the while heading in the general direction of the sale until you find just the right answer for each and every client.

Take a moment to think about all the tools you use with clients and evaluate how fluent you are with them. If you are weak with any of them, commit time in your day planner or calendar to improve.
____________
Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
Visit our website for a great "Tip of the Day".

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- The Order Blank Close
- Treat Referred Leads with Care

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How to Get Bigger Tips and Commissions By Victor Antonio G.

noreply@blogger.com (Josh Hinds) — Wed, 05 Mar 2008 06:46:00 +0000

One of the fastest ways to build rapport and trust is to prove, in concrete terms, that you are looking out for the client's best interest. Zig Ziglar said that people don't care how much you know until they know how much you care about them.

One tried and true strategy that I use to prove to a client that I care is something I call "Reversing Field". In football, when a player carrying the football reverses field, he goes the opposite way to avoid getting tackled by the defense.

In sales, when someone thinks you're going to go one way, you surprise them by going the other way thereby catching them off guard and opening them up to being influenced by demonstrating goodwill.

Here are two examples to illustrate my point and how it can help you make more money:

Scenario 1:
You walk into a restaurant and then are escorted to your table by the greeter who tells you that your waiter will be by in just a moment to take your order. After a few minutes go by a nice young man introduces himself politely and asks, "May I start you out with a beverage or a drink?" You order your drink and then the waiter tells you about Today's Specials. After rambling off the list of specialties and before he quickly darts off he says, "Let me go get your drink and I'll be back to take your order."

Minutes later the waiter comes back with your drink. Then he grabs his pen and notepad and asks, "Are you ready for me to take your order?" You decide to order one of the Specials. The waiter pauses for a moment and looks at you and says, "The last two people I had in here before you ordered the same plate and in both cases they weren't very happy with the way it was prepared. If you're really hungry for that type of dish, try this other dish. People love it! It's a bigger serving and $5 cheaper than the Special." You instinctively agree. As the waiter leaves you think to yourself, "Wow, what an honest waiter. Not only did he save me from ordering something I might not like, he saved me $5 in the process. I like this kid."

Result: The meal was great. You usually tip 15%, but for his honesty and kindness you feel the need to reciprocate and show your appreciation so you decide to leave the kid a 20% tip.

Scenario 2:
You walk into a car dealership to browse around and look for a car. You walk past a few cars on the showroom floor and one of them catches your eye. Out of nowhere a salesman appears and says, "I can see you like this car. My name is Bob. You're lucky I got to you before one of the other salespeople. They've been trying to unload this car for the last month. Let me tell you upfront that it may look good, but you don't want the headaches that go along with it."

At this point you have to slap yourself mentally to make sure you're not dreaming. "Did a car salesman just tell me NOT to buy a car?"

The salesman then takes the time to escort you around the car lot telling you the pros and cons of each car you're interested in. After a while, he figures out what you're looking for (i.e., Your Dominant Buying Motive) and helps you narrow your choices.

Result: You feel comfortable with his recommendation because he seems to understand your needs and you decide to buy a car that is 10% more expensive than the one he told you NOT to buy.

The old adage that honest is the best policy holds true here. With so much information available to buyers today, they need someone they can trust who won't steer them in the wrong direction when making a purchase. This is the premise of consultative selling. People need help making critical decisions. Position yourself, much like the waiter and car salesman, as trustworthy and you will reap the benefits in the end. Seek to serve, then to sell. Demonstrating goodwill is a powerful influencing technique if done correctly and with integrity.

Exercise: How can you use this "Reverse Field" strategy in your business to create trust and goodwill between you and your client?
___________
Victor Antonio G. is a sales trainer, speaker and author of several books. Victor has a BSEE, an MBA and 20 years of sales experience including President of Sales and Marketing for a $420M company. Victor has created a new sales training program called, Sales Influence: How to Get People to Buy What You're Selling. For more information visit www.SalesInfluence.com.

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*brought to you by SalesTrainingAdvice.com

Interview about the Page Builder feature in Oprius

noreply@blogger.com (Josh Hinds) — Fri, 29 Feb 2008 11:06:00 +0000

What follows is a quick interview I did with Jovan Harmuth, Product Manager at Oprius. In case you're not familiar with Oprius, it's a web based Sales and Contact Management Software.

Before I share the interview I do want to mention that I am on their Product Advisory Board (i.e. I and a few others offered input while it was being developed) -- so while I'm not directly involved in the company, I do use Oprius myself. Now that I've gotten that little disclaimer out of the way here's the interview where Jovan discusses one of Oprius' newest features...

Josh: Tell me a little bit about the latest feature you’ve added to Oprius and how it will help people make more sales.

Jovan Harmuth: Anyone who has used Oprius before knows that what it offers is a really simple way to manage your customers and leads. It helps you stay on task as you plan different sales and marketing activities with your contacts. These activities can include Tasks, Appointments, Phone Calls and Emails. Oprius has always been a great tool for working with your leads and customers, but now it can also be used to help you generate new leads.

We have just launched a Web Page Builder and included it in the regular subscription price. This feature allows you to create Lead Capture Pages or Landing Pages that you can use to tell your story, educate people about your products, build your own personal brand and gather contact information from new leads. The best part about this new feature is that it enables people with almost no technical skills to build and maintain their own Web Pages almost as simply as editing a Word document.

When you start building your first Web Page, you don’t start with a blank page; instead, choose from any of our professionally designed templates. From there you can easily add pictures, videos and even a form which visitors to your site can use to send you their contact information so that you can personally follow up with them.

Once a visitor has filled out the form they will be automatically added to your Oprius account. These leads can then begin having prewritten emails sent to them automatically, or follow-ups can be automatically scheduled for you.

To make everything really easy we even added Domain Registration so that your new Web Page can have its very own .com domain name. As with everything in Oprius there is no limit to the number of Lead Capture Pages you create and use.

We have always been really excited about the creative ways that our users have used the tools we’ve provided to build their businesses in ways we never would have thought of. The same has been true of the Lead Capture pages. It has been great to see people creating really professional looking pages and then advertising them in creative places to generate lots of traffic to their Pages and leads for their businesses.

You can learn more about Oprius as well as take a free 30-day trial if you'd like.

*brought to you by SalesTrainingAdvice.com

How to Read Your Prospect Like a Book! By John Boe

noreply@blogger.com (Josh Hinds) — Mon, 25 Feb 2008 11:35:00 +0000

Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to "listen with their eyes." They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect's "buy signals."

Are you aware that your body language reveals your deepest feelings and hidden thoughts to total strangers?

Body language is a mixture of movement, posture and tone of voice. It might surprise you to know that research indicates over 70 percent of our communication is done nonverbally. In fact, studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect's words are incongruent with his or her body language gestures, you would be wise to rely on their body language as a more accurate reflection of their true feelings.

Gain the Competitive Edge
Get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There is absolutely no substitute for a positive first impression. Create a favorable first impression and build rapport quickly by using open body language.

In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded and your legs uncrossed.

Create harmony by "matching and mirroring" your prospect's body language gestures. Matching and mirroring is unconscious mimicry. It's a way of subconsciously telling another that you like them and agree with them.

The next time you are at a social event, notice how many people are subconsciously matching one another. Likewise, when people disagree, they subconsciously mismatch their body language gestures.

You can build trust and rapport by deliberately, but subtly, matching your prospect's body language in the first ten to fifteen minutes of the appointment. For example, if you notice that your prospect has crossed his or her arms, subtly cross your arms to match them. After you believe you have developed trust and rapport, verify it by uncrossing your arms and see if your prospect will match and mirror you as you move into a more open posture.

If you notice your prospect subconsciously matching your body language gestures, congratulations, because this indicates you have developed trust and rapport. Conversely, if you notice your prospect mismatching your body language gestures, you know trust and rapport has not been established and you need to continue matching and mirroring them.

Body Language Basics
Be mindful to evaluate the flow of "gesture clusters" rather than isolated gestures taken out of context. Listed below are some important body language gestures that will help you close more sales in less time.

Body Postures: There are two basic categories; Open/Closed and Forward/Back.

In an open and receptive body posture, arms are unfolded, legs uncrossed and palms are exposed. In a closed body posture, arms are folded, legs are crossed and the entire body is usually turned away.

* Leaning back and closed = Lack of interest

* Leaning back and open = Contemplation and cautious interest

* Leaning forward and closed = Potential aggressive behavior

* Leaning forward and open = Interest and agreement

Head Gestures

* Head neutral = Neutral and open attitude

* Tilted back = Superior attitude

* Tilted down = Negative and judgmental attitude

* Tilted to one side = Interest

Facial Gestures

* Eye rub = Deceit, "see no evil"

* Eye roll = Dismissive gesture that indicates superiority

* Looking over top of glasses = Scrutiny and a critical attitude

* Nose rub = Dislike of the subject

* Hand or fingers blocking mouth = Deceit, "speak no evil"

* Chin stroking = Making a decision

* Thumb under chin with index finger pointing vertically along the cheek = Negative attitude and critical judgment

Are you missing your prospect's buy signals? As a professional salesperson you must continuously monitor your prospect's body language and adjust your presentation accordingly. By knowing your prospect's body language gestures you will minimize perceived sales pressure and know when it's appropriate to close the sale!

Action Plan:

1. Keep this article handy and read it again just before your next client appointment.

2. Before you begin matching and mirroring the body language gestures of your prospects, first practice by matching and mirroring family members, friends or associates.

3. During your appointment, make a mental note of your client's three most frequently used gestures.

4. Identify your three most frequently used gestures and work on eliminating any negative or intimidating gestures.
___________
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.JohnBoe.com or call 877 725-3750. John's free newsletter is available on his website.

Sponsor: Sales and Contact Management Software: Take a 30-day free trial and watch your sales results soar!

*brought to you by SalesTrainingAdvice.com

Powerful Questions That Will Increase Your Sales By Kelley Robertson

noreply@blogger.com (Josh Hinds) — Sat, 16 Feb 2008 10:42:00 +0000

I recently wrote an article called, "Feeble Questions Can Kill Your Business". In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones.

Many people contacted me and requested more information on what constitutes a great question. This article will address that issue.

First, the reason it is important to ask questions is to gain a thorough understanding of each customer's situation including their needs, wants, desired results, decision-making process as well as potential concerns and roadblocks.

Most salespeople understand this-at least at a fundamental level. In virtually every sales training workshop I conduct, participants nod when we discuss the importance of asking questions early in the sales process.

However, in real life, they often skip through this stage in order to present their product, or discuss a solution. It's only when the customer raises an objection, that many sales people backtrack and ask questions. Unfortunately, they have the process backward.

Powerful questions can help you demonstrate your expertise. Powerful questions demonstrate that you are not an average person selling a product, service or solution. And powerful questions help you determine the best way to present your solution. So what constitutes a powerful question?

Powerful questions are designed to make your customer think. The majority of salespeople I encounter are hesitant about asking deep, thought- provoking questions because they are afraid that their prospect will find them invasive.

However, the higher up in an organization you sell, the more important it is to ask these types of questions simply because executives are used to asking-and answering- tough questions. In fact, if you sell to senior level executives, it is essential to ask high-level questions. Here are a few examples;

- What goals are you striving to achieve this quarter?

- How do those targets compare to last year's results?

- What, if anything, is preventing you from achieving these goals?

However, do NOT start your conversation with questions like this because you have to earn the right to ask them, especially if you do not have an established relationship.

It is much better to begin by demonstrating your expertise, industry knowledge, and understanding of your prospect's business and/or company.

- We've noticed several trends occurring in the industry lately. The two that stand out the most are... How are these affecting you and your business?

- When I was doing some research, I noticed on your website that your company is.. What progress are you making on that initiative?

These questions are powerful because it shows that you have done some preliminary research or homework and executives appreciate that. In fact, many of them would like their own sales team to take this approach before calling on a new prospect. Questions like this also demonstrate that you know what is happening in business as well as your customer's industry.

It is critical to note that I am NOT suggesting that you spend fifteen minutes lecturing to your prospect trying to show them how smart you are. The goal is to be prepared and to demonstrate this preparation by asking key questions.

Assuming you have captured your prospect's attention you can move the sales process forward by asking other powerful questions that focus on an outcome.

It is critical to understand that most people, especially business people, do not make buying decisions based on your ability to spew out product specifications and information. Instead, they want to know what result they can expect. In other words, your prospect wants to know how your solution will affect their top line (sales) or bottom line (profits).

Will they make more money? Will they gain more market share? Will they increase brand recognition? Will they be able to compete more effectively? Will they save money? Improve morale? Increase productivity? Reduce costs in a specific area(s)?

That means you need to be prepared to ask questions that focus on the future. When I talk to new prospects about sales training, I usually ask what their current conversion ratio is. In other words, what percentage of sales do they close compared to the qualified leads they generate? Then I ask what ratio they would like to reach after the training.

Depending on my prospect's goals and objectives, we may also talk about the size and scope of each sale and what increase they would like to experience. This information then helps me position my solution and the positive financial impact training will have on their business. Consider these questions.

- What is the ideal outcome you would like to see or experience?

- How does this compare with your current results?

- You mentioned that you want to improve employee morale with this initiative. Can you tell me what that looks like?

- You have stated that increasing market awareness is one of your primary objectives. How will you know that you have succeeded?

Lastly, other powerful questions will help you determine the priority of this decision, how the decision will be made, and what potential roadblocks may prevent you from moving forward. Here are few examples.

- How does this project rank in priority compared to the others you are working on?

- Walk me through the process you follow when you consider decisions of this nature?

- Who else do you normally consult with on decisions like this?

- What potential roadblocks might prevent you from moving ahead with this?

- What concerns, if any, do you have about moving forward?

These may sound like difficult questions. But I have learned from experience that most people are willing to answer them if you have the courage to ask.
____________
Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit KelleyRobertson.com. He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

Sponsor Link: Sales and Contact Management Software: Take a take a 30-day free trial and watch your sales results soar!

*brought to you by SalesTrainingAdvice.com

Move Out of Your Comfort Zone By Brian Tracy

noreply@blogger.com (Josh Hinds) — Sat, 16 Feb 2008 09:44:00 +0000

Any change, or even an attempt to change anything you are doing, makes you uncomfortable. By attempting to change, you move out of your comfort zone. You feel increasingly uneasy. You experience stress and tension.

If the change is too extreme, your physical and mental health can be affected. You will experience sleeplessness, indigestion, or fatigue. You may react with impatience, irritability or anger. You will often feel as if you are on an emotional roller-coaster.

Raise Your Internal Standards...
So if you want to sell more and earn more, you must increase your self-concept level of income. You must increase the amount you believe yourself capable of earning.

You must raise your aspirations, set higher goals, and make detailed plans to achieve them. You must begin to see yourself and think about yourself as capable of being one of the highest earning salespeople in your field.

You must take charge of developing a new self-concept for sales and income that is more consistent with what you really want to accomplish.

Build Your Self-Concept Level of Income...
Your self-concept determines your levels of performance and effectiveness in everything you do. In sales, you have a series of mini-self-concepts that govern every activity of selling.

You have a self-concept for prospecting, for using the telephone, for cold calling, for making appointments, for qualifying, for presenting, for answering questions, for closing, for getting referrals, and for making follow-up sales.

You have a self-concept of your level of product knowledge, your personal management skills, your level of motivation and for the way that you relate to different types of customers. In every case, you will always perform in a manner consistent with your self-concept.

The Key to Peak Performance...
Wherever you have a high self-concept, you perform well. If you enjoy working on the telephone, you look forward eagerly to telephone prospecting and selling and you do it well.

If you have a high self-concept for making presentations or for closing sales, you feel comfortable and competent whenever you are doing them.

Wherever you feel tense or uneasy in selling, it means that you have a low self-concept in that area. You do not feel comfortable when you are engaged in that activity. You probably avoid that activity as much as possible.

This is normal and natural. The only question is, "What are you going to do about it?"

Action Exercises:

Here are two actions you can take immediately to get better results.

First, set a goal today to become one of the highest earning people in your field. Then, back your goal with action by committing to becoming very good in every area of selling.

Second, see yourself, imagine and visualize yourself as if you are already very good at what you do. Create within yourself the feeling of success and accomplishment.

Remember, as within, so without!
___________
Brian Tracy is a leading authority on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

*brought to you by SalesTrainingAdvice.com

When the Sale Doesn’t Happen By Lee B. Salz

noreply@blogger.com (Josh Hinds) — Sun, 10 Feb 2008 05:46:00 +0000

In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.

In the 70’s and 80’s, there was a great television show called “Quincy.” This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. Once that determination was made, the rest of the show was focused on finding the bad guys and identifying the motive, not necessarily in that order.

Early in my career as a sales manager, I learned the importance of the education from lost sales. Where some err is that they use a lost sale as an opportunity to beat up a sales person. The sales person walks away defeated and angry. I never made losing a deal a habit, but it does happen. No one likes to talk about failure, but as Dr. Seuss says in The Places You’ll Go, “Bang-ups and Hang-ups can happen to you”.

Three entities can learn important lessons from lost deals, in no particular order: the company, the sales manager, and the sales person. Inspired by the television show, I used the term “Quincy” as the process to conduct an autopsy on the sale that went awry.

Not to be overly morbid, but the process begins with the sales person completing a report titled the “Quincy Report” which provides an overview of the process, captures key data elements, and includes a narrative from the sales person’s perspective.

That report is then shared with a team, the Inquest team. This team, which is comprised of fellow sales people and other executives in the company, review the report and then participate in an Inquest conference call. During the call, the sales person presents the situation and fields questions from the team.

The spirit of the call is to create a learning environment for the aforementioned three entities. This is not a forum to criticize the sales person. If a critique is necessary, the sales manager handles that privately with their sales person.

Some of the information included in the report:

• How the lead was developed. Companies can learn by lead source where they are most and least effective. Sales managers can learn which sales people are best at handling particular types of leads.

• Length of buying process. Companies can learn the length of the cycle. Does the length of the process correspond to winning or losing the business? There is an old expression about time killing deals.

• Contact people with titles. Sales managers can see if the sales person was able to meet with the right level of contact for the sale.

• Description of the relationship with each contact person. While knowing who the sales person contacted is important, even more important is the relationship established with each. Sales managers can analyze the relationship aspects of the process.

The two areas to measure for each contact person is their level of influence in making the buying decision and their level of commitment to your solution being adopted. Heavily influential buyers that are not heavily committed to your solution being adopted and the converse scenario are two of the main reasons deals are lost.

• To whom the sale was lost. Companies, sales managers, and sales people are always looking for competitive intelligence. It is important to know who is eating your lunch. Is there a trend? What are they doing that you are not? If you don’t know a particular competitor is kicking sand in your face, you can’t develop a strategy to defeat them.

• Reason why the sale was lost. Does your message need tweaking? Is your price consistent with the market? Is the offering compelling? Did they elect to do nothing?

Many don’t necessarily think of electing to do nothing as a lost sale. However, losing to “status quo” is ubiquitous in sales. Everyone can relate to losing a sale to this powerhouse of a competitor. Much can be learned from this loss, but few dig into the reasons for it. Is the solution off the mark? Is price the issue? Or is it positioning? If every sales person could find a way to defeat status quo, every company would enjoy record revenues.

Getting to the real reason for the lost sale is not always easy to do. First, buyers don’t always tell sales people the reason for their decision. Second, sales people don’t necessarily volunteer that they didn’t do everything they could have in the process.

One effective way to get the real scoop is for the sales manager to contact the person who was most influential in the decision process. This is not a sales call, nor is it an attempt to reverse the decision. This call is positioned as the company’s desire to always improve itself. As such, the sales manager asks for a five minute phone call to best understand where his company fell short. You will be surprised how many buyers are willing to have that conversation under those circumstances.

Keep in mind, their company doesn’t always win the business either. The call also leaves a favorable impression on the buyer so that the next time they are looking for a provider, you may have a leg up.

Scientists fail countless times in their quest to develop the next great thing for the world. It is the process of learning from the failures that leads to the greatest of inventions. Just as Quincy learned from his autopsies, companies, sales managers, and sales people need to learn from theirs.
______________
Lee B. Salz is President of Sales Dodo, LLC and author of “Soar Despite Your Dodo Sales Manager.” He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via email at lsalz@salesdodo.com, his website at www.SalesDodo.com or by phone at 763.416.4321.

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*brought to you by SalesTrainingAdvice.com

The Directive Close By Brian Tracy

noreply@blogger.com (Josh Hinds) — Mon, 04 Feb 2008 16:33:00 +0000

A popular method of closing is the Directive Close. This is sometimes called the Assumption Close, or the Post-Closing Technique.

It is one of the most powerful closing techniques used by top sales professionals in every industry. It is used to change the focus of the customer's thinking away from the decision, "yes or no", to the ownership and enjoyment of the product.

Keep the Initiative ...
Its major virtue is that it allows you to keep the initiative, to maintain control of the selling process and to wrap it up at your own pace and speed. It is also very simple.

Ask for Lingering Objections ...
At the end of the sales conversation, you ask a trial closing question like, "How does this sound to you so far?" If the prospect agrees that is sounds pretty good, you say, "Well then, Mr. Prospect, the next step is..."

Describe the Plan of Action ...
You then go on to describe the plan of action, or what happens from this point forward. You get out your sales contract or order form and begin filling it in. You say something like, "The next step is that I get your authorization and a check and get it back to my company. We will be out in three days to begin the initial planning and we should have the entire process installed and working by the third week of next month."

Keep On Going ...
In this close, the customer can either say, "yes" and help you conclude the sale or he can ask any questions that he might still have. If for any reason the customer still objects, you answer the objection completely and then ask for the order again.

The Customer is Ready ...
A customer at the end of the sales process is very much like a pot of water boiling on the stove. It is as hot as it is going to get. If you take it off the stove, it will begin to cool. If you leave it off the stove for a few days, it will be stone cold, as though it were never heated up at all.

If you do not ask for the order at the end of the sales process, whether it is one call or several calls, you run the risk of the customer cooling down, changing his mind and even forgetting why it was that he was so eager to make the purchase in the first place.

Action Exercises:

Here is something you can do immediately to put this close into action.

Plan your words carefully in advance so you can ask for the order smoothly and without hesitation. Practice in front of a mirror if you want to. Be the best!
_____________
Brian Tracy is a leading authority on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

* read more sales training advice from Brian Tracy ...
- Your Ideal Self and Life

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