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Sales Coaching: Is It Worth It? By : George Purdy Today’s worldwide economy now includes both real-world and virtual opportunities for shopping. Potential customers now have almost unlimited choices in deciding where to do their business online and offline. This means that business owners must be more competitive than ever to close the sales that will keep them in business, and sales coaching will help them become more competitive. Niche And Grow Rich By : Meenakshi Unless you've been living under an Internet rock, you've probably heard the buzz about Niche Marketing. Right now it's the hottest marketing topic online. Is it a new concept? Listen to This By : Kenrick Cleveland "It is the province of knowledge to speak, and it is the privilege of wisdom to listen." -- Oliver Wendell Holmes Is a Coaching Program Right For You? By : Randy - The Hermit - Baustert I am a firm believer in continued education. This includes the Internet Marketing field BUT do you really need a coach or a mentor? Using the Law of Resonance By : Kenrick Cleveland I heard an interesting story about the law of resonance that I want to share with you. The Law of Resonance is a very similar concept to the law of attraction, but has some distinct differences. The Law of Attraction, as is widely known, is the universal law that determines what you attract into your life based on what you're putting out there. Choosing Your Own Way By : Kenrick Cleveland "Everything can be taken from a man but one thing: the last of the human freedoms - to choose one's attitude in any given set of circumstances - to choose one's own way." - Victor Frankl On Becoming Productive Through Persuasion By : Kenrick Cleveland One of the bonuses of learning to persuade is that we have the ability to work our skills on ourselves. When we apply self-persuasion, we can naturally accomplish anything we set our minds to. Auditory Persuasion By : Kenrick Cleveland As you listen to what I'm going to tell you, you'll begin to hear the way in which you can use these words to describe most anything. You can orient your phrases and the way in which you talk such that people will resonate with what you're saying very well. If you make your voice calm and smooth you'll probably have an even greater appeal as you verbalize the message you want to get across. You can tune in to what people are telling you as well, becoming more empathic with them and helping them Going The Extra Mile for Your Affluent Clientèle By : Kenrick Cleveland I saw an article recently about the Ritz Carlton Hotel. It's a perfect example of what needs to be done in order to court and cater to (and persuade) an affluent client base. This is exactly the way to keep your clients interested and involved with you and your product or service. Persuasion Continuums II: Getting In Deeper By : Kenrick Cleveland In the first article of this series, "Persuasion Continuums" I started to describe one of the slickest persuasion tools around. I'm going to take it a little further here. Persuasive Self Critique By : Kenrick Cleveland I've been asked quite a bit lately by students and clients if I will listen to presentations or speeches they are giving to see what more can be added to their persuasion skills. Sadly, I haven't figured out a way to stretch time and I don't have enough hours in a day to help in this way. Sugar is Essential: Reframing or Lying? By : Kenrick Cleveland I recently came across a banner ad on the internet that read: "Skip artificials. Go natural. Sugar: sweet by nature. Only 15 calories per teaspoon." Pumping Up Your Persuasion Muscle By : Kenrick Cleveland I'm a new man. Over the last few years I've shed over one hundred and forty pounds of unwanted fat. I have a new attitude toward food and have learned to love the exercising. So Much Persuasion: Ways to Learn By : Kenrick Cleveland One of my newer students asked me on a recent call, "Kenrick, how are you able to keep track of all of the different language patterns and persuasion techniques that you know and use? I mean, each time we're on one of these coaching calls, it seems like you're not only using new techniques, but combining two or three or more techniques at once. Sometimes I can't even remember the first step. How can I remember to remember?' To Be (Sneaky) or Not to Be (Sneaky) By : Kenrick Cleveland Recently a student of mine posted a comment about my use of the relationship between teacher and student in an example of presupposition. They suggested, with a wink and a smiley face, that maybe I was being a little sneaky in using the example in a persuasive way. Storytelling for Quick Rapport By : Kenrick Cleveland You're face-to-face with a new prospect. They know very little about you, about the kind of person you are, and maybe they've got some defenses that you're going to have to overcome before trust can be established. Kicking Negativity By : Kenrick Cleveland "Luck is what happens when preparation meets opportunity." --Seneca, Roman philosopher, mid-1st century AD The Benefits of Organization By : Kenrick Cleveland "Three Rules of Work: Out of clutter find simplicity; From discord find harmony; In the middle of difficulty lies opportunity." -Albert Einstein Persuading with The Thirty Six Chinese Stratagem By : Kenrick Cleveland "So it is said that if you know your enemies and know yourself, you will win a hundred times in a hundred battles. If you only know yourself, but not your opponent, you win one and lose the next. If you do not know yourself or your enemy, you will always lose." -Ancient Chinese Proverb Don't Be a Sales Zombie By : Kenrick Cleveland Lately I've been updating my computer system. Again. And this requires occasional trips to the local computer chain store. For the most part, I'm in and out in a few minutes, knowing exactly what I want and need. But when I'm looking for a more expensive piece of equipment, I have an experience I call, "Attack of the Sales Zombies'. Silver Linings and Watchtowers of Imagination By : Kenrick Cleveland "Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice." --Wayne Dyer Selling Through Future Pacing By : Kenrick Cleveland Future pacing is a phenomenal strategy that reminds your prospect of all the reasons they made the decision to purchase or sign up with you, and transfers all of those reasons to the future, reminding them why, through triggers and signals that you will have installed. Picking and Choosing: Power Persuasion Metaphors By : Kenrick Cleveland I understand that the concept of 'energy' seems a bit new-age to some folks. Personally, I find it to be an integral part of understanding the 'self'. Understanding the self, is the first step in learning persuasion. Three of a Kind: Repetition as Persuasion By : Kenrick Cleveland "Rhythm is something you either have or don't have, and when you have it, you have it all over." -Elvis Presley Genie In A Bottle: Your Universe in Pictures By : Kenrick Cleveland Is there something that you've always wanted but which has eluded you? Some of us excel in the accumulation of wealth, others of us know exactly how to create the relationships we want, and for others, everything seems to come to them simply. Calibration Effect By : Kenrick Cleveland When I was a young man my first job in sales was selling gym memberships. One of the trainers that worked at this gym was a great guy, funny, sociable, and well liked, but he had tremendous difficulty communicating with certain types of people. My favorite thing about him was that he was always himself. This character trait had the downside of putting him against a wall where he became ineffective in his job. The Edge: Persuade Using Our Ingrained Drive to Compete By : Kenrick Cleveland Working out has become a very important part of my life in the last year, and in this "new" environment (new to me) I have had the opportunity to study a different side of human nature. One of my favorite things about my gym is that it's not a meat market. There aren't mirrors everywhere and people strutting around wanting to see and be seen. I've made some interesting observations lately. Something I noticed recently has started me thinking about persuasion and competition. Learning Persuasion By : Kenrick Cleveland I had a student ask me recently, "Kenrick, how do you keep track of all of these persuasion strategies? Every time we have a conference call or seminar, you pull out another technique adding to the dozens and dozens of techniques we've already learned. I can't even remember to use the 'unconscious hello'." How to Multiply Your Sales Skills Over and Over By : Timothy L. Drobnick Sr. There is no reason you should need to sell your products and services the rest of your life, especially if you have already proven you are very good at it. The Magic Secret of Numbers and Statistics in Sales. By : Timothy L. Drobnick Sr. People are amazed by my ability to predict exactly the amount of money a salesperson can earn. I can demonstrate this ability any time, and each time I know I will be absolutely right. How Newark Ohio Down and Out Sales Crew Peformed Sales Miracles By : Timothy L. Drobnick Sr. This story is completely true. It is not a fantasy. It will tell you how what seems to be magic can be used to create phenomenal sales. Being Open To Our Prospect's Energy By : Kenrick Cleveland On occasion, I like to bring up ideas, exercises and concepts that some would consider to be a little woo woo, esoteric, or downright crazy. When I do this, I simply ask for your indulgence and suggest that even if something is unusual, it has potential to work wonders and give value. Insurance Sales Success: 3 Things You Never Want to Do By : Cheryl A. Clausen Don't be shocked when you learn the three things you should never do are exactly what you're told to do. These three things are setting you up for failure. It's no wonder over 90% of the people entering the insurance and financial services industries fail in less than three years. You never want to cold call even though that's exactly what you're told to do. Cold calling has never been productive activity, but rather a shot in the dark approach, and with the combination of the current legal Insurance Sales: Sitting in the Coffee Shop Licking Your Wounds? By : Cheryl A. Clausen Do you get off track after a poor sales conversation spending time and energy crying over spent milk? What do you do immediately after a sales call that doesn't work out? Many salespeople call time out. A time out may be exactly what you need. It's how you use that time out that provides a benefit for you. Choosing a Talisman for Affluence By : Kenrick Cleveland Amulets have been used throughout the ages to protect the holder from trouble. Talismans are objects that bring luck. Both have been around since the dawn of man. Literally. I don't have proof, but I wholeheartedly believe that the first man ever saw a rock or shell and picked it up and thought to himself, 'This is a special item which will bring me luck and protect me from evil.' The Persuasion of Isolation By : Kenrick Cleveland A documentary came out late last year called Jonestown: The Life and Death of People's Temple. It's the history, through photographs, film clips, recordings and interviews with survivors, of the cult leader Jim Jones and the eventual mass murder/"suicide" of 913 members of the People's Temple in Guyana. Persuasion Through Base Desires By : Kenrick Cleveland This is a subject that's near and dear to my heart. I've been exploring it over the last year and a half and have had some tremendous results with self persuasion and self mastery in this arena. Creating Group Rapport By : Kenrick Cleveland When I first started out in the persuasion business I would have huge anxiety for about a week before a big seminar. I was impossible to be around. My family would sequester themselves and avoid me. Even my dog steered clear of my office somehow intuitively knowing I was in no mood to play. Not only was the gear up for these events intense and chaotic, but the let down after, not because the event was not successful, but because the energy I spent and absorbed and that worked its way though me, Sales Coaching Money Objections By : Cheryl A. Clausen How do you respond when a prospect tells you they don't have any money? What do you do when a prospect tells you they want more money? Do you accept these statements as fact? If you do you're falling into a sales trap that means no sale for you. Even though their statements sound logical you're missing the critical information you need to make a sale. When you hear that someone doesn't have any money you think you should just remove them from your prospecting list or you should wait until t Manifesting Your Desires with Paper Seeds By : Kenrick Cleveland When I was young I lived on my grandpa's farm and he taught me some very important lessons. Another of the lessons had to do with the Biblical verse, 'As you sow so shall ye reap.' Sales Techniques: Questions Awkward for You? By : Cheryl A. Clausen If you feel awkward asking questions it may be because you aren't asking the right questions in the right order for the right reason. Effective questioning is definitely a skill and the best sales people are masters at. But most sales people ask questions that do little to help them with their sales success. It's a big mistake to ask questions that you could easily know the answer to if you'd just done your homework. Business owners and executives have zero patience for educating you. And w Sales Techniques for Translating Concepts into Actions By : Cheryl A. Clausen As you begin to learn how to sell you learn at a conceptual level. At that point everything you read and hear sounds pretty good. You know these ideas have worked for other people so they should work for you. That's only partially true. It is a fact that those ideas have worked for other people. It's also a fact that you aren't those other people and what worked like magic for someone else may not work at all for you. Too Much To Choose From By : Kenrick Cleveland Toothpaste. It's an everyday necessity (hopefully!!), something that everyone needs. And yet, I noticed myself in a grocery store recently confronted with what felt like a very daunting task--how to choose from the dozens of brands, flavors, sizes of toothpaste available. Why do we need so many flavors--cinnamon, spearmint, fennel, wintergreen, strawberry, bubblegum, berry? Too Much Choice By : Kenrick Cleveland This has happened to me. Maybe it's because I don't normally do the grocery shopping. I've gone into the supermarket or drug store for a tube of toothpaste and found myself confronted with three or four dozen varieties of toothpaste. Why? It's a fairly simple substance. We use it every day, hopefully twice. So why are there so many to choose from? We've got cream paste, gel, gel with sparkles, whitening toothpaste, some with baking soda, others for sensitive gums. There's toothpastes for kids, n Sales Coaching to help You Sell Money at a Discount By : Cheryl A. Clausen You should be selling your services rather than a product. So why do you market your products? You can almost immediately increase your sales if you'll just stop doing that. Dan Kennedy talks about the technique of selling money at a discount. That's exactly what you you need to be doing. Yet you're approaching it all wrong. Most of you use the approach of asking to quote your prospects insurance. There isn't a lot of interest in that approach and it's a low value approach. You would be Sales Coaching to Make the Complicated Simple & Win By : Cheryl A. Clausen Understanding insurance falls about dead last as far as most people's wants are concerned. If you can help them by making the complicated and confusing simple people will buy and they will buy from you. The explanation for that is pretty obvious. First, you're helping them to reduce the risk involved in a buying decision because now they feel confident about their decision. No one wants to look stupid, feel foolish, waste their money on the wrong thing, spend more than they need to, or buy t Sales Coaching to Reduce Risks & Increase Sales By : Cheryl A. Clausen Why don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It's your job to help them to identify their real risks and then use the facts to make a good decision. A lot of their concerns are based on perceived risks and information rather than facts. Just like any buyer of any product. Activating Affluence By : Kenrick Cleveland My belief is that we create our own destiny. The lives we have are the lives we have made for ourselves--good or bad. What's all the fuss about 'The Secret'? By : Kenrick Cleveland Here's a sure sign of having made it to the collective consciousness: How to Persuade From Inside A Pink Bubble By : Kenrick Cleveland "It is the pervading law of all things organic and inorganic, Of all things physical and metaphysical, Of all things human and all things super-human, Of all true manifestations of the head, Of the heart, of the soul, That the life is recognizable in its expression, That form ever follows function. This is the law." ~Louis Sullivan Sales Coaching Manager By : Adam Mussa. Sales management training with coaching is the ideal program to foster new creativity in your company. A sales manager coaching reps can have great success stories to relate to the team; furthermore, sales manager coaching is fabulous for introducing fresh ideas to team members. Sales management training with coaching can also be a way to spark new team work and communication among staff. Sales manager coaching will assure the very best company leaders. With a sales manager coaching reps, valuab Sales Management Training Programs By : Adam Mussa. There are multiple sales management training programs in which you can now participate. A sales management training program can help you to not only be a better leader within your company but also out in the sales field. Sales management training programs are now available everywhere and through multiple venues. Find the right sales management training program for you and your company and watch as your revenues grow. Are you wasting money on sales training By : Kaloyan Banev It would be nice to think that there was one simple way to develop sales skills. We all have our own learning styles and preferences. Some learn best through activity, either role-play or trial and error, some through book-based study, others through reflecting and questioning. Sales Training Companies By : Adam Mussa There are multiple sales training companies to lead your employees to success. Through the proven methods of numerous sales training seminars and sales training systems, there is something for everyone. Most companies can benefit from the use of sales training seminars, be it for marketing purposes or to simply increase revenues. A sales training system which is designed with you in mind will help your company flourish; furthermore, your staff will appreciate any new sales training that they gl Sales Training Program By : Adam Mussa Sales training program development and a sales trainer can lead to higher profits for your staff in a short amount of time. The innovative sales training program can be a motivator for your sales team, and a sales speaker who is dynamic can provide what you need to get revenue up and running. Many sales training programs and sales training speakers will come directly to you and give presentations at your workplace. The sales training program development and motivational sales trainers that they The Advantages of Video Training By : Adam Mussa When using video training as a teaching technique within your company, you are allowing your employees to see your objectives for the business from a new point of view. This method of using a video on coaching sales representatives can not only add new perspective but can also allow your sales team to feel a bigger part of the process. Video training and using a video to coach sales representatives can be highly fruitful for you and your company. How to Take Your Sales Skills and Multiply it Many Times Over By : Timothy L. Drobnick Sr. There is no reason you should need to sell your products and servicese the rest of your life, especially if you have already proven you are very good at it.