When it comes to revenue, customer retention is hugely important to consistent growth and financial planning. The more committed customers you have for the next financial quarter, the easier it is to meet your sales goals. As the old verse goes, “Make new friends, but keep the old. One is silver, the other gold.”
Sales Training with different types of Prospects a Sales person has to go through. An insight into the different scenarios in Sales. A SQuare Consulting and Management Services Original Publication.
How to not pitch or approve a bad idea.
Presentation at OnBrand '17 in Amsterdam on October 12th, 2017.
Deck designed by the creative genius Garett Holden.
(Any layout weirdness due to PowerPoint conversion)
This deck came from my experience working at agency, platform and now client side. I've seen so many bad ideas move forward because of basic mistakes, so I did this speech to talk about some of the key things that can be done to prevent a good idea from turning bad.
Of course, you can't stop 'em all...;)
Sales Training with different types of Prospects a Sales person has to go through. An insight into the different scenarios in Sales. A SQuare Consulting and Management Services Original Publication.
How to not pitch or approve a bad idea.
Presentation at OnBrand '17 in Amsterdam on October 12th, 2017.
Deck designed by the creative genius Garett Holden.
(Any layout weirdness due to PowerPoint conversion)
This deck came from my experience working at agency, platform and now client side. I've seen so many bad ideas move forward because of basic mistakes, so I did this speech to talk about some of the key things that can be done to prevent a good idea from turning bad.
Of course, you can't stop 'em all...;)
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
THIS IS A FACILITATOR'S GUIDE FOR USE IN DEVELOPING BEST PRACTICES AMONG EXISTING SALES FORCE. THIS PRESENTATION SHOULD BE USED TO FACILITATE SMALL GROUP BREAKOUT SESSIONS TO IDENTIFY AND SHARE BEST PRACTICES WITH LARGER GROUP.
Selling with Certainty was an event held at the Frankston Arts Centre in March 2015 proudly presented by soldstory.com.au
Scott Cam was hosting, and Shaynna Blaze along with a live panel of experts were answering common questions designed to help consumers feel more confident and in control when it comes times to sell.
The event was highly entertaining and informative.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
THIS IS A FACILITATOR'S GUIDE FOR USE IN DEVELOPING BEST PRACTICES AMONG EXISTING SALES FORCE. THIS PRESENTATION SHOULD BE USED TO FACILITATE SMALL GROUP BREAKOUT SESSIONS TO IDENTIFY AND SHARE BEST PRACTICES WITH LARGER GROUP.
Selling with Certainty was an event held at the Frankston Arts Centre in March 2015 proudly presented by soldstory.com.au
Scott Cam was hosting, and Shaynna Blaze along with a live panel of experts were answering common questions designed to help consumers feel more confident and in control when it comes times to sell.
The event was highly entertaining and informative.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
Why do public schools need to practice good customer service?
Several years ago public schools, were needed by all, and the public was grateful for them. Education was essentially product oriented.
That’s no longer true. Many taxpayers now believe that the price for public education exceeds the value.
Public schools have mistakenly relied on product-customer marketing versus customer-product marketing.
Research shows that customer oriented strategies create strong customer relationships that will ensure customer loyalty.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
On a daily basis I hear Marketing buzz words bantered about and it becomes obvious people say them and don’t really even know what they mean. I think people use the sacred marketing words like relevant, equity or insights, because they figure no one will challenge them. Of course, everyone puts “strategic thinker” on their Linked In profile. The problem I see is that a generation of Brand Leaders have not been properly trained and it’s starting to show. For the past 20 years, companies have said “on the job” training is good enough. But now the lack of training is starting to show up. The mis-use of these words can be linked to the lack of understanding of the fundamentals of marketing.
Price will ALWAYS seem high if value is perceived as low!
Customers don’t want cheap, they want BEST Value for their dollar.
You will lose in long run when focus on price comes from:
Poor Product Knowledge
Poor Client Knowledge
Poor Sales Skills
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
This document addresses eye, face, head, hand, foot, torso, respiratory, noise, and fall protection. It will serve as the Personal Protective Equipment (PPE) Certification document required to satisfy the federal requirements of the Occupational Safety and Health Administration (OSHA) Standard, 29 CFR 1910.132 Subpart I‐ Personal Protective Equipment.
The attached is most recent data (May 2015) published by the BLS and lists states in alpha order; highest median wages are highlighted in blue, and lowest median wages are highlighted in red. Pennsylvania has the 5th largest population of employed Tool & Die Makers, but is 34th in median pay for this craft at $22.08/hour. The state of Washington is highest median pay at $33.22/Hour. Louisiana has the lowest median wage of $19.58/hour. Don't be surprised if lower ranked states start seeing more job ads as it becomes increasingly more difficult to find qualified Tool & Die Makers.
New Jersey is top paying State for HR Managers when considering Percentiles of Pay, From 10th percentile to 75th Percentile. Top 10 are:
1. New Jersey
2. District of Columbia
3. Rhode Island
4. Colorado
5. Delaware
6. Maryland
7. New York
8. Connecticut
9. Pennsylvania & Virginia (tied)
10. Texas
The "Professional Exemption' requires "Advanced Knowledge" which cannot be attained at the high school level. Requisite knowledge must be customarily acquired by a prolonged course of specialized intellectual study. In some subjects, however, the specialized intellectual study may be acquired by a combination of intellectual study and work experience. The salary test will also increase under "Final rule" anticipated to be published in 2016, going from $455/week to ~$970/week.
The attached checklist can be used to assist in documenting that a position meets the federal "Executive Exemption" criteria.
Although current salary test is $455/week, it is anticipated to increase to $970/week in 2016 after the "Final Rule" is published.
Administrative Exemption
To qualify for the administrative employee exemption, all of the following tests must be met:
• The employee must be compensated on a salary or fee basis (as defined in the regulations) at a rate not
less than $455 per week;
• The employee’s primary duty must be the performance of office or non-manual work directly related to
the management or general business operations of the employer or the employer’s customers; and
• The employee’s primary duty includes the exercise of discretion and independent judgment with respect
to matters of significance.
This checklist should help document and validate the position meets these FLSA requirements
LEGISLATION AS WRITTEN APPLIES TO EMPLOYEE BEING EXCUSED FOR ACTUAL TIME OF RESPONDING TO THE EMERGENCY EVENT, WHICH COULD BE INTERPRETED TO INCLUDE A REASONABLE PERIOD OF TIME TO GET BACK HOME TO CHANGE CLOTHING AND THEN RETURN TO WORK. This form can be printed two-sided on Company Stationary. One side of this form provides the employee a copy of the applicable PA law and on the other side is a release form completed by a responsible Fire Company/Emergency service officer and given to the volunteer to present to his/her supervisor upon return to work and includes an explanation of the emergency response occurrence.
You may need to spend some time on this analysis since it somewhat complex, however, if you have never analyzed your UC Rate notice it is time well spent! I am hoping you will be able to follow this algorithm using your company’s PA UC Contribution Rate Notice and work your way through the analysis I’ve outlined below to gain a better understanding of what you are paying to the (PA) Commonwealth each year for UC Taxes, and why you are paying the rate assigned.
PRE-SCREENING APPLICANTS: After reviewing resume to determine if candidate meets minimum qualifications it is a good idea to request the candidate to complete a detailed questionnaire.
2. TRUST
People Buy From People They Trust.
The key to building trust: Promise a lot and deliver
more!
Give examples of when you did what you said you
will do and then some?
3. Relationship Selling
Make a sale, and you will make a living……
Develop a positive relationship with you client
and you can make a fortune in sales
4. Relationships Change
CHANGE IS THE ONLY CONSTANT IN RELATIONSHIPS
Relationships Will Be
1. Tested
2. Strained
3. Constantly redefined
4. Given new rules, expectations, and limits
PROVIDE EXAMPLES OF EACH OF ABOVE
_______________________________________________
_______________________________________________
_______________________________________________
_______________________________________________
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5. YING & YANG
Managers ask Salespeople to increase sales
volume and margins, as well as improve
customer loyalty and retention…
THIS NO SMALL ORDER!
BY THE WAY, YOU NEED TO DO IT WITH:
1. Decreasing Budgets
2. Decreasing Support Staff
3. Decreasing Contact With Management
4. Decreasing Expenditures for Sales Training
6. CREATING POSITIVE
RELATIONSHIPS
Why Relationships sour:
1. Hidden Agendas
2. Personal Agendas
3. Inflated Egos
4. Unrealistic Expectations
5. Uncommunicated Expectations
6. Lack Of Trust, Respect, or Both
7. Greed, Selfishness, or Both
8. Unethical Behavior
9. Lack of Integrity
10. Arrogance
11. Ignorance
12. Inconsistent Standards or Rules
13. Old Baggage
14. Inflexibility
15. Misperceptions
16. Judgmental Behavior
7. Six Sources Of Conflict
1. Unrealistic Expectations
2. Poor Follow-up
3. Assumptions
4. Egos
5. Increased Stress Levels = Short Fuses
6. Hidden Agendas
Give examples of each and how to avoid and fix
8. ANTICIPATE AND SATISFY
EXPECTATIONS
Customers want:
1. Fair price
2. Responsiveness to requests
3. Responsiveness to problems
4. Friendly treatment
5. Comfortable sales climate
6. Empathy for their needs and wants
7. People who listen
Give examples of anticipating each …..
9. BE POSITIVE
1. Tell customers what you can do for them, not what
you can’t or are unwilling to do
2. Facilitate the relationship instead of Complicating it
3. Be a resource and offer assistance, ideas and support
4. Read the feelings and emotions behind the words
5. Be a creative problem solver by pushing the edges
and not accepting the status quo
6. Be available when things are not going so well
7. Things are either getting better or worse…make sure
you know the direction of the relationship…
10. BE POSITIVE
1. Tell customers what you can do for them, not what
you can’t or are unwilling to do
2. Facilitate the relationship instead of Complicating it
3. Be a resource and offer assistance, ideas and support
4. Read the feelings and emotions behind the words
5. Be a creative problem solver by pushing the edges
and not accepting the status quo
6. Be available when things are not going so well
7. Things are either getting better or worse…make sure
you know the direction of the relationship…