Sales Training

Ever have something come up that required TODAY money and… not been able to come up with it? Maybe a last minute trip, an investment opportunity, or an unexpected bill? I remember being there and remember exactly how it felt… It was horrible. After my Dad died, my Mom had to raise 5 kids on no income other than the little life insurance money my Dad had left behind… we had to compromise ALL THE TIME. I always saw other kids getting new clothes, new bikes, and when we had to move out of the Dream house my dad worked his entire life to build… I HAD IT!

I knew that getting rich was the only option that would allow me the freedom of choice in life that I was denied for in the years after my Dad’s death. Once I was finally able to increase my income, I had to learn how to multiply it. Over the years I developed an education about finances that allowed me to get where I am today.

The KEY… was discipline. We live in the wealthiest country in the world. We tout our freedom, but with 76% of Americans living paycheck to paycheck, too many are not able to experience true freedom. Now… money is not everything, but money makes true freedom of choice much more real. The lack of education about money and finances,

I believe, is one of the most significant issues our country faces.

For example, people need to learn about personal finances (usually part of a sales training program)… for the REAL world. The winners in the country are the ones who get the right information and apply it the proper way in order to achieve a specific result… Success. If you are sick and tired of having to compromise the things that you want and the way that you live your life, then perhaps a sales training program is the right thing for you.

People who have started a sales training program have been able to go from making less than 6 figures a year, to making 6 figures a MONTH. The training can make a huge impact in your life.

Below are some of the tools learned in a good sales training program:

• Income is King

• Income Increments

• Spend 95% of Your Time on Income, 5% on Expenses

• The 40% Rule

• How to Use a Credit Card

• Pay Yourself First

• When to Use Debt

• Meet Weekly on Your Money

• Stay Broke

• Money Shortage Mindset

• Looking at Prices

• Worry About Money

• Selling Basics

• Understanding the Buyer

• The Sales Process

• Theory of Closing

• Closing Strategies

• Incoming Calls

• Follow-Up

• Follow-Up Tool

• Prospecting

• Internet Response

• 100 Ways to Stay Motivated

• Personal Finances

• Tips to Maximize Results

• Top Traits of Great Salespeople

• Handling Objections

• Inspiration from Grant

• Tips to Get Your Dream Job

Sales Training programs are popping up all over the United States now. With students and graduates severely lacking in skills related to sales, these training programs are becoming more and more important in today’s work place. And key in taking your business to the next level!

When Private Surveillance Could Be the Reassurance You Are Looking for

According to online reports there were roughly 100,000 divorces applied for in the UK in 2016, and not all of them were an amicable separation of husband and wife. Many divorces unfortunately happen due to infidelity between one of the parties involved. In many circumstances the situation can turn sour and the introduction of private surveillance is used to aid the case either party are putting together.

The term ‘private investigator’ dates back to 1833 when a french soldier named Eugene Francois Vidocq founded the first known private detective agency. He hired ex convicts do complete his investigation tasks, he felt they would understand the process better.

In the UK the first private surveillance company was set up by Charles Frederick Field in London during 1852. After his retirement from the metropolitan police force, he recognized there was opportunity for people who needed a discreet service for their own personal investigation or situation.

Many of us would have the stereotypical commercial picture of an investigator in our heads. Possibly someone who hides in the bushes with a giant pair of binoculars, or someone that sneaks around the shadows just out of view of any unsuspecting person. Many films have portrayed such characters, but the truth of the matter is that the service is far more professional and technical than we are led to believe.

There is a professional standard that detective agency’s are regulated by. In 1913 the ABI (The Association of British Investigators) was formed to make sure there were standards and regulations in place to investigating. They wanted to promote integrity and professionalism within its membership.

All the standards were setup to make sure as a customer you receive the best help that is on offer.

In today’s society a private detective agency can offer many aspects of surveillance for any given situation, from investigation into fraudulent insurance claims to employee theft. They leave no stone unturned until they can provide you with all the relevant information, results and analysis that are found during their investigations.

In the above case type of infidelity, specialist private detectives can offer covert surveillance operations to watch a partners movements. Equipment such as vehicle tracking devices are used to track, trace and record movements at specific dates and times. Computer tracking devices are all used to gain evidence as to the partners movements and location.

Investigation work is not just used in fidelity cases. In business it can used just as effectively, for instance a company that has sales people remotely employed around the country may feel that sales are not being met despite all the relevant training and help being given.

Investigations can be undertaken on an individual or team as to why these sales targets are not being met. Employees may not be attending their appointments or maybe fabricating clients so they do not have to work the hours they are contracted.

If you are looking for a surveillance firm where would you go? The best place to start would be to complete an online search of companies in your area, there could be one close to you. If you live in a larger city like London you will no doubt have access to more companies as the demand will be greater.

Next time that you feel there may be something under hand happening at your place of work or you feel that your partner is not being entirely faithful and sneaking off at strange times of the day with no explanation. It maybe a good time to think about contacting a detective agency. It might be an innocent reason, but it is worth putting your mind at rest and having it investigated by a professional.

Why Isn’t a Book Part of Your Business?

If you are a business coach or consultant and have not advised your clients that a book should be part of their business, you are doing them a disservice.

Writing a business book, manual, booklet, pamphlet, guide, how-to, workbook, etc. gives a business owner (regardless of the industry) visibility, credibility, and helps validate their expertise.

If your business coach or consultant hasn’t already told you, I’m here to tell you: A book should be part of your business. Perhaps you are saying to yourself, “Well, I thought about writing a book, but I’m not a writer.” Guess what? You don’t have to be a writer to become a published author. There are resources available to help you put your thoughts, ideas, and concepts into print and/or audio. There are literary industry professionals who can help you navigate the literary industry as well as shorten your learning curve when it comes to the business of writing and publishing.

Articulating your message in print can clearly and distinctively allow you to reach people who don’t know you. It’s also an extension of the services you provide to those who do know you.

Before you say, “I don’t have the slightest idea on what type of content to put in a book,” I can assure you that nine times out of ten, your book is already written; you already have the content needed to put out a publication. If you are blogging, doing article marketing, content marketing, social media posts, or even podcasts and videos, that content can be placed in a book.

Compile, tweak, and edit your blogs and articles. Transcribe any videos and podcasts you’ve done into text. Compile those tips, resources, and techniques you’ve been sharing all across social media. And you know all those times members of your community and network have asked questions on their social media posts and you went over and commented? Use that too!

So, if you haven’t been saving and tracking your public posts, perhaps you should start doing it now. Besides, re-purposing content is amazing, so why not re-purpose it in a book?

Adding a publication as a product to your already existing business shouldn’t be an option, but instead, a necessity. Books create supplemental, passive and residual income, and if used to create multiple streams of income, can help build generational wealth.

As an expert, when consumers come to you for your professional advice on a particular subject matter, you should be able to say, “I wrote the book on it”… and mean it!

How Are You Filling Your Idea Pipeline?

I’ve just been reading a terrific new book called High-Profit Prospecting by my friend and colleague Mark Hunter. Mark is a consummate sales professional, and his book is about how to keep your sales pipeline full so that you never run out of valuable prospects.

I’m not a sales professional, but I am an idea professional. And, just like I think it’s vital for people in the sales business to keep their sales pipelines full, I think it’s equally vital for people in the idea business to keep their idea pipelines full.

By the way, as a leader, you are in the idea business.

In his book, Mark talks about the importance of not leaving prospecting to chance, not just waiting (and hoping) for prospects to fall into the pipeline. He says that a true sales professional should have weekly (preferably daily) dedicated prospecting time scheduled on the calendar. Because keeping the pipeline full is that important.

Likewise, leaders should schedule time weekly (preferably daily) to fill their idea pipeline. Because it’s that important.

So, how do you do this? Through four primary sources.

1. What you read.

There’s a reason why Bill Gates, Warren Buffett, and Elon Musk read voraciously. They understand the value of keeping their mental pipeline full of new ideas.

“But I’m too busy to read, Bill.”

Really? Busier than Bill Gates? Because he’s pretty busy. And pretty rich. And he reads 50 books a year. I don’t think these are unrelated. So, I’m sorry-what’s your excuse again?

Schedule time to read. Every day, if possible. (And it is possible.) I’m not talking about Grisham and Patterson. They’re fine for the beach. Read about ideas. Read about things you don’t already know.

2. What you listen to.

To those of you who have horrendous commutes, congratulations! You’ve got a great opportunity to fill your idea pipeline! Instead of listening to the news (depressing), or the generic pop music station (mindless), why not try out one of the literally hundreds of great podcasts available? My guess is that there are at least a few podcasts out there for your particular field. Or, try one of my favorites, the TED Radio Hour podcast.

3. What you watch.

Although this probably won’t help you with your commute, there’s plenty to watch online-and some of it doesn’t involve kittens. For example, in addition to listening to the TED Radio Hour podcast, you can watch actual TED Talks Or, if you want something more in-depth and academic, Stanford University (among others) puts many of their courses online, absolutely free.

4. Who you meet.

I’ve saved the best for last. There are actual people out there, freely roaming the earth, who have knowledge, experiences, and ideas that you don’t have. They can be found in your town, in your workplace, sitting next to you on the plane or train. But here’s the caveat: if you only hang out with the same people you always hang out with, you’ll never meet these others. And that’s to your detriment, as a leader, and as a human being.

So fill your pipeline! Feed your brain continuously with new ideas. It’s the highest profit prospecting you can do.

Why Do Startups Need Business Coaching?

If you think about it, a startup is like a football team at the start of the season. The right combination of skills, talent, leadership, and vision for success is needed to get a jumpstart and surpass the competition. But even if you got all of that, there is still high chance it won’t work without the right business coach to catalyze it.

A lot of companies have been using business coaches for decades. With talent and creativity flocking to startup companies, it is only normal for them to turn to business coaches as well. An executive coach has the potential to help companies evolve out of their business plan and truly prosper. Here are few ways that an executive coach can aid a startup company in reaching the next level:

They are objective – startups have an inherently obvious drawback: their leaders see their ventures like their own children and are too emotionally invested and attached to the business decisions they make. Emotion and passion are important, but they can often cloud perception, planning, and execution of business plans. The objectivity that an executive coach provides goes a long way in enhancing the performance of the startup. A leader of such venture can learn a great deal from an objective coach.

Help leaders develop their personal style – leadership qualities are essential for the success of any startup venture. That is why it is important to foster them right from the start and working with an executive coach can greatly help in that regard. Not only can they evaluate individual skills and see what needs to be improved, but they can also work with the leaders to do just that. Coaches bring out the best in people. Good coaches offer the right insight on behavior and thinking that fosters a suitable leadership style for the startup.

Help team building – the dynamics of the team are tricky business. The reason lies in the fact that every team member brings unique experiences and it can be difficult to make it all work. A good coach can help identify differences and recommend ways of making team gel better. The effectiveness of the team is an important part of every startup project.

Preemptively point out weak links – did you know that 8 out of 10 startups fail within the first year and a half? The reason is that companies do not have an action plan for possible issue down the road. Even skilled leaders might have a hard time reading coming changes and reacting accordingly. A good coach can lend their expertise in that regard and point out possible pitfalls before they manifest themselves.

Setting goals – a unified sense of growth is needed for a startup to grow successfully. An executive coach can work with the leader to align the goals and vision of the company. Not only that, but the coach can align the goals of the company with the leader’s personal goals for professional development and growth.

It is evident that an executive coach does wonders in regards to startups. The business coaching expertise they bring to the table can make a world of difference.

What Are the Yardsticks to Select the Right IT Service Model?

In order to maximise benefits and returns from investment in technology, IT leaders need to rely on the services of enterprise managed service providers and on bespoke IT service models. Given below is an insight into some yardsticks that enable IT leaders to lay their hands on the right IT service model for their business:

Pricing – While there is no doubt that the services of an IT managed service provider will cost you money, you should be prudent enough to weigh the benefits against the cost. An important point to consider is how soon you can expect returns from your investment on the new IT service model. In a nut shell, your IT partner should offer you more for less.

Proficiency – IT can be a business transformation agent, provided you have an efficient and adept IT service partner on your side. A proficient IT partner will help you with a customized service model that reduces resource wastage and allocates apt resources to meet your unique business requirements.

Consistency – Your chosen service partner should be able to consistently present you with fast, stable and secure IT services. Not only that, your IT service provider should also be reliable and allow you to quantify the performance. Unless your IT service provider presents you with these aspects, you cannot be assured of mitigated risks.

Flexibility – If you are unable to adapt to the fast changing demands of your business, you cannot be seen as an industry leader. The continually evolving business landscape demands that your IT is flexible and agile. The true value of your IT service is measured by how smoothly and swiftly it adapts to the qualitative and quantitative changes in the requirements.

Feasibility – There are some IT models that may look extremely good on paper, but may not be viable at all. Organisations should choose IT models that are feasible and easily operable, thus ensuring that the business is assured of consistent and quality IT support at all times.

Environment friendly – A good IT service provider and model ensures that the carbon footprint left by the IT department of your organisation is minimal. This is usually done by consolidating and reducing the hardware and energy requirements of IT applications. Today, almost all top companies consider it a priority to invest in green technologies.

A bespoke and flexible IT service model is the need of the present times, especially as it can help you achieve your business objectives and beat your competition.

Conscious Body Language and Powerful Sales Training

Can sales professionals remain at the top of their game without practicing conscious body language in their sales training?

Sales professionals are leaders when it comes to human development.

To stay on the leading edge of the sales profession you must constantly adapt to what attracts your customers and constantly adjust what repels them. Never has this principle been as important as now. With the explosion of information available to buyers, gaining the trust of today’s sophisticated customer is the biggest challenge professional salespeople face.

Long gone are the days when a salesman (yes mostly men) could crack a dirty joke, take out their order book (yes, paper) and book a sizable sale with a fat margin. In today’s competitive market your potential customers have access to the same information as you. The distinction between your competitors and you, in their eyes, has disappeared. Even using the most sophisticated CRM system has little effect as something deeper is shifting. The sales pendulum is now swinging back towards the importance of a trusting relationship from almost 30 years of impersonal business transactions. Current trends suggest that people are getting very tired of being treated as sales statistics. They are increasingly voting with their wallets to be treated with corporate social responsibility and as distinct and individual humans. Can you blame them?

All the latest research is pointing in this direction.

From Forrester Research to Harvard Business School, many on the cutting edge are talking about the value of building and nurturing warm and trusting customer relationships. Wise leaders are now taking steps to train their employees to treat each customer as a valued individual. That we now have to teach people how to treat others as humans is also interesting. Yet how can this process can mature without paying closer attention to the importance of body language?

Yes, even body language is becoming more important

This is great news, but what if there is still another threshold to separate elite sales people from the very good ones? That is becoming conscious of and effectively using your body language with feeling. It is one thing to know how to shake hands correctly, when to loan your pen to get a signature and when to open or cross your arms. Yet what if it is a separate and so far overlooked dimension to begin connecting these and many other gestures to the feelings and the atmosphere they generate. The more you can sense and feel what is happening to you and those around you, the more effectively and gracefully you and your customer will be able to dance your way to your next sale, together. Some suggestions to encourage this process and to become more conscious of it, at the body language level are:

– Becoming more present, Salespeople are notorious for unconsciously disappearing into their sales pitch. It still seems easier and somehow safer to forget you are communicating with someone who wants to be seen, heard and understood. The more you can practice balancing being here and now with your need to know where you are in your sales cycle, the better you will succeed and the less returns you will have to accept.

– Listening attentively instead of just waiting to talk. Consciously pause and reflect over what your prospective client has just said before you answer them. If you finish their sentences for them they will justifiably feel like they are talking to a machine than a fellow human. If you allow this to happen you will have defeated the distinction between doing business in person versus ordering your offer on-line. Using all your senses and trusting your intuition more are all requirements to hear your potential customer’s whole story while adding value to your chosen profession.

– Serving your way to your sale, instead of pushing, performing and impressing. Relax, ask questions, listen attentively and respond in a way that your potential customer can feel special. The more they feel special, the more they will treat you specially too. Master your emotional triggers. Train to reflect and respond more while automatically reacting less.

– Becoming a more open and attractive target. The more you consciously adjust your body language to invite your listeners into dialogue, the easier it will be for them to graciously agree to do business with you again and again.

Each one of these points requires a new set of soft skills

New, sensational soft skills are needed to maximize your conscious body language training. These skills can be used to create a more conscious and present interaction where you and your potential customer can relax, then expand your respect and understanding for each other. The result will be a more solid platform of agreement, less cognitive dissonance, a longer, more sustainable and enjoyable business relationship, with fewer returns.

Bulletproof sales arguments and customer capture, Not!

This traditional way to sell is becoming less and less effective as the difference between products, companies and sales tools narrow daily. With the current oversupply of competitors in just about every industry, customers can switch suppliers faster than you can create new sales arguments. Yet with human nature being what it is, life is still easier for everyone when your customers discover you are a trusted supplier. Strive to become someone who is authentically interested in collaborating over the long-term than just making the next sale.

The current trend of building trustworthy and loyal relationships with your customers is how future business looks to be conducted. The more you train to feel what your body is expressing, the more you can then align and adjust your message to respond seamlessly with your customer’s needs, wants and wishes. What if this honest and sensational set of soft skills is quickly becoming the deciding factor when choosing a trusted supplier? Training your corporate and social ability to respond will help you develop your edge in this exciting new trend.

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