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| Sales Training Information |
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Method to the Madness of Training Seminars
I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. The trainer/speaker/guru promenades into the room and starts glad-handing everyone. He is dressed in a $1,200 suit with a sequined T-shirt underneath. He lets us know right away that he just never wears a tie. (Suddenly all of us are loosening our ties, slipping them off, and stuffing them into our briefcases.) "OK fellows, get up!" he tells us. "Put down your pens and pads; you won't need them today. I am going to make you a successful sales rep by changing how you think, not how you write. I want everyone to push away the chairs. Open up the room so that we can open up your minds." Reluctantly, we start pushing the chairs and table into the corners. Are we supposed to be in nursery school? I thought I was finally going to learn how to close more deals. The lights are dimmed. He begins with a whisper. "Close your eyes? think back to when you were a small child. Remember that story your mom would read to you. The one that you already knew by heart but wanted to hear again and again. The story that shaped you hopes and dream. What was it?" He must be pulling our leg, I thought. But then someone screams out, "The little engine that could." Mr. Guru jumps on it. "Great, now I want you to really get into the story." He starts pretending he is a train and huffs and puffs around the stage. "Those of you who want to get on that train of success, what are you waiting for?" He is imploring us to join him. To my disbelief, within 20 seconds 100 guys are snaking around the tables and chairs in a long conga line. Then I start hearing music that sounds like an engine that is racing faster and fastrer. The guys are loving it. After a few minutes of pure pandemonium, Mr. Guru cuts the music, and everyone quiets down. "OK, OK, I want everyone to get that favorite story of their very own into their karma and act it out. Also look around the room to see if anyone else has a similar dream." The noise level goes right back up, and yet I am still standing in the corner doing nothing. These guys are a bunch of jerks, I tell myself. The guy next to me is starting to take off his jacket, and even his shirt. "What are you doing?" I ask. "My favorite story was the emperor's new clothes," he says with some embarrassment. "You remember, everyone pretends that they see stuff that is really not there to please the emperor. Well I am tired of pretending at work that all those ideas from my boss are so great. I think most of them are foolish." This guy is right. I start pulling off my shoes and socks, even my toupee. I see contact lenses popping out, and women pulling off their high heels and pulling out running shoes from their purses. We have at least 30 to 45 people around us. We are not alone. What are we going to do with this newfound community? I jump onto the stage and tell Mr. Guru about our group. To my disbelief, he asks me to speak to the entire convention about what we are doing. "When?" I ask. "Right now," he responds and sticks the microphone in my hand. I begin telling our story, To my amazement the "little engine guys" stop huffing and puffing. They stand still. They are listening to me. They start removing their jackets. The few remaining ties are gone too. I am into this. I tell the crowd, "Next time your prospect asks you for the benefits of your product, don't just repeat the garbage in the fancy brochure. Tell me how you, yes you, how you can really help them. "Listen to your client, he is the emperor. Find out what he really wants. No one has ever honestly asked the question." I am on a roll, wow, and I am loving it. The room is hopping. This is how my kids must feel at a rock concert. Do they still have mosh pits? I am ready to jump. I am sweating from exhilaration. I see Mr. Guru standing just off stage, grinning. The music comes on. He runs out, thanks everyone for coming, and tells us to buy his book and sell, sell, sell. With one hand, he envelops me with a huge hug. His other hand turns off the microphone. He whispers in my ear. "Hesh, good job as always. See you out back. Don't forget the limo is waiting for us." Hesh Reinfeld writes a syndicated business humor column. You can read additional examples of his columns on his website: http://www.heshreinfeld.com Or contact him at hesh1@comcast.net
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Coaching 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months did not even make one sale. 7 Keys to Turning Cold Calls Into Warm Calls Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me? Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". Its All in the Questions Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Got Sales Objections? Wheres Your Value? A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. Keep Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. A Revolutionary NEW Dimension in Sales A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time! Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically did not like each other, and spent most of the day avoiding one another. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.
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