Casual Articles - Business

Guidelines to Making a Successful Presentation
A lot of people have no fear of standing up in public and making a presentation. They have all the self confidence that it takes, and they have been doing it for so long that they tend to pour scorn on those who quake at the knees at the very thought. However it may not necessarily mean that an experienced presenter has nothing new to learn. And if your are one of these people who will have to face up to the challenges of making a presentation in the near future, here are a few tips on how to make a

ting. Simply making those four or five Prospecting calls a week can get you many more customers. That is why you prospect. If you don't keep good records, however, and don't follow up, your Prospecting will result in a lot of wasted time for you and a bad reputation for your company.

There are a host of resources for record keeping and follow up available to the sales professional today ranging from index card boxes to day planners, personal organizers, to computer tracking and contact management programs. There is no reason for shoddy record keeping and follow up.

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is

How Salespeople Can Improve Their Listening Skills
Want to make your sales grow faster? Begin by boosting your listening skills! Listening is the most powerful communication skill you can possess. Jump-start your sales using these seven better listening tips:1. Know what the client is saying.The average salesperson listens efficiently only about 25% of the time. When a customer gives details relevant to the sale you’re trying to make, repeat what you’ve heard. Most salespeople have difficulty remembering what the customer said, but many a

Studies have shown that in commercial and industrial sales, the initial sale doesn't come until after the fourth or fifth call. Therefore, we must assume that you have to make at least four or five calls on a new prospect in order to get a sale. Now that may seem simple logic and not require saying, but the conduct of many sales professionals belies that logic.

When I am in the field making cold calls (I call them BLITZ CALLs®) with a sales professional, I always tell them to keep good notes on the calls so we know how and when to follow up. They often look at me like I must be nuts, because they know what to do.

"If we get an appointment or a request for information, I will simply do what needs to be done."

That sounds reasonable, but it does not show up in reality.

When I start training a sales team to make Prospecting a regular part of their weekly activities, I find several things.

• The first thing I find is that they suddenly have plenty of time to do the Prospecting that is needed. One of the standard excuses for not Prospecting is, “I simply don't have the time." Our Prospecting system was developed for that specific situation, so that problem is eliminated.

• The second thing I find is that the sales person is not used to Prospecting on a regular repeatable basis and therefore is not very well prepared to handle the requirements of their new found proactive endeavors. The result too often is delayed follow up or no follow up at all.

I was Prospecting with a salesman in Toronto a couple of years ago with the specific assignment to get him some new customers. He had just been made a salesman, and had not been able to get any new customers in almost 60 days on the job.

I said to him that I would make all of the Prospecting calls; he was to watch me and be sure to keep good records. My mistake was to assume that his understanding of good records and mine were the same.

We spent about 4 hours in the field and made 13 cold calls, which resulted in 5 appointments and several call backs. Then we went back to the office to debrief and get him ready for the appointments. I would not be able to go on those appointments with him.

When we started the review of the calls he had one of the appointments written down, he remembered two of the others, but the first two were a total blank in his mind. You see he thought he could remember anything of significance that happened when Prospecting. He couldn't. Fortunately, I had kept a few notes and we were able to reconstruct the meetings we had had and then the appointments. Imagine how it would have been if he had not shown up for those appointments!

Since that experience I have been amazed to see how many sales people rely on their memories for so many important facts. And almost universally they forget too many details.

Follow up is one of the most important factors to successful Prospecting. Simply making those four or five Prospecting calls a week can get you many more customers. That is why you prospect. If you don't keep good records, however, and don't follow up, your Prospecting will result in a lot of wasted time for you and a bad reputation for your company.

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is i

Business Gifts for Your Clients and Employees
Tis' the season for business and corporate gift-giving! If you believe in the law of reciprocity, and if your business is the least bit successful you must; you know that giving back is not only the right thing to do, but it's very smart business as well. Let's look at some of the benefits and mechanics of Christmas and holiday gift-giving.* WHY DO IT AT ALL?Gift giving is an excellent way to not only say thank you for all the business and continued loyalty your clients and custome

t sounds reasonable, but it does not show up in reality.

When I start training a sales team to make Prospecting a regular part of their weekly activities, I find several things.

Since that experience I have been amazed to see how many sales people rely on their memories for so many important facts. And almost universally they forget too many details.

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is

A Closer Look At Employee Leasing And PEO Services
Is It Really an Innovative Management Tool?LET’S LOOK AT THE REAL PROFIT PICTURE!In today’s competitive market, only the smart leader sees profit margins climbing. He/she realizes that one of the largest ex-penditures (which must be constantly addressed) is balanced and cost-effective staffing. The successful leader realizes that leasing provides a competitive edge. Employee Leasing is not a totally new concept. It has been tried and proven by some of today’s leaders and most profitable c

or no follow up at all.

Since that experience I have been amazed to see how many sales people rely on their memories for so many important facts. And almost universally they forget too many details.

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is

Smart Media Communications; Part 5 - Understanding Media Politics And Your PR Plan
Now that we have generally discussed how to get newspaper, radio and TV publicity in (parts 1-4) of this mini series, we will conclude this series with a little insight into managing a public relations media communications roll out plan. This article is based on several years of personal experience.When thinking about communicating with the public people tend to think of a “national rollout” and hitting the big time with the media, appearing on national TV networks and newspapers and radio stat

im.

Since that experience I have been amazed to see how many sales people rely on their memories for so many important facts. And almost universally they forget too many details.

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is

Freelancers -- Ways to Keep on Track with Organization
Not being an inherently organized person, I have learned several ways to help overcome my tendencies of disorder. In this article, I share a few of these tips.Even though I am not convinced that we will ever become a paperless economy, I do love the advantage of being able to set up files and folders on my computer. Do take the time to create a system of filing. When I first started getting into technology, my system (not a system at all) was haphazard, so I had a terrible time fin

When you record what was discussed, focus on the Prospect’s wants and needs, the products you have to meet those needs and what ever else you may feel is important. Also, immediately record a date to follow up that is timely for both you and the Prospect. Then simply follow up as is appropriate.

In a very short time you'll know why we put so much emphasis on the plan, "keep good records and follow up."

Sell Well and Often,

Bill Truax Bill@BlitzCall.com

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The old expression do not use an elephant gun to kill a fly is also appropriate for today's business challenges. Are your elephant gun solutions putting more than one hole into your business?

The new BIS Capital Accord requires banks to reserve capital against operational risk. But what is operational risk and what does a financial intuition have to do to ensure compliance?

Of course, business cards are not online advertising. The fact that you can target your business cards to the people who are most likely to have some positive impact on your business improves your rate of return significantly. And assuming that your cards are good and your distribution is appropriate, you can think in terms of ten to twenty cards for a return-a great improvement on two thousand for one! However good your distribution and your card, though, the number of cards you should print will depend on the nature of your business. In general, two rules are important to keep in mind: • The more dependent your business is on clients and referrals, the more business cards you should print. • The more money you make per referral, the more business cards you should print. In order to understand the first rule, consider the different promotional challenges faced by different types of businesses. Take, for ....

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