Sales Training Top Sales Performance Starts With Good Training

Understanding the Sales Dialogue

Training your staff in the art of selling will help them to recognise important elements of the sales dialogue. Sales dialogue is different to regular forms of communication. While an extroverted person might make great conversation, they may not be able to close a deal. Sales training will teach your staff techniques that will help them:

* Start a dialogue with a customer
* Find out their reason for the purchase
* How to capitalise on that information to ensure the customer makes the purchase.

2) Understanding the Customer

Sales training that takes into account the customers buying experience will increase sales and improve customer service. It will create in your staff a better understanding of the link between customer service and sales. When your sales staff are taught how to read customers and interpret the signals they give out, they are better able to respond accordingly and effectively. This will not only improve the chance of a sale., it will also result in excellent customer care and attentiveness. If a customer feels as if they have been looked after, they are more likely to return and talk positively about your business.

3) The link between Customer Service and Sales

Training your sales staff will help them to connect the concepts of customer service and sales. Customer service is about understanding the needs of the customer. Sales is about providing a solution to those needs. By understanding the connection between these concepts your sales staff will improve their communication with customers and increase their sales. They will effectively be creating an ideal environment for your customers. Sales training will help your staff to understand that providing outstanding service will lead to effective selling.

4) Cross Promotion

Training your staff in the sales techniques of cross promotion will help your sales team to focus on up-selling, cross-selling and on-selling within your business as an extension of excellent customer service. There is a reason McDonalds trained their staff to ask every customer if they want fries with their meal, because it works. Teaching your staff the complex reasons about how and why cross promotion works will demystify the concept. Training and education will provide them with the tools to open up opportunities for more sales. These invaluable techniques will not only improve customer service but will also increase sales.

When you are looking for courses to train your sales team, remember to look for ones that include these important sales training modules. Look for courses that will educate your staff about the relationship between customer service and sales, teaching them a better understanding of the customer experience. Stick to outlines that will encourage your team to discover what makes a customer buy and how cross promotion techniques will help to increase sales.

Developing A Positioning Marketing Strategy Process

Developing a Position Marketing Strategy is determining exactly what Positioning is and why it is important. According to Wikipedia, positioning has come to mean the process by which marketers try to create an image or identity in the minds of their target markets for its product, brand, or organization. It is the relative competitive comparison that a company occupies in a given market as perceived by the target market.

Position is the customers overall perception of your business including its products and services. Position is what is in the mindset of your customer. If your positioning takes full advantage of your customers perceptions and you communicate this positioning effectively, it will set you apart from your competition and establish a solid first link in the purchase decision chain, also known as the awareness link. The awareness link shapes your relationship, and often the real purchase is made by the unconscious mind on the basis of awareness long before the actual sales transition is completed. Having good positioning makes for favorable awareness and sets you up for success right from the start.

Position can be very tricky in that its under your control yet it is not. To the extent that your customer may already have perceptions about your business, industry, products and services, those perceptions already are your positioning. You need to identify these perceptions because you can change your positioning. As a result changing customer perceptions with effective communications through your companys sensory package can influence the behavior that is consistent with the image you are trying to project to your customers.

Your positioning has to be genuine. It MUST be consistent with the reality of your business and it has to be consistent with the perceptions of your target markets or it will not be credible or believed. Positioning, based on false claims or a misunderstanding of your target markets, is a liability to your company. It can turn away prospective customers and weaken relationships with existing customers.

Differentiation is more than just simply being different from your competitor. You need to be preferentially differentiated and this is why it is important to be positioning your company in your target markets. I read many articles and blogs that constantly say being able to identify how your product or service is different is one of the factors that will make or break your business. You may ask why? It is because being different AND being able to successfully communicate that difference will secure a welcome niche in the marketplace for your business. To create a differentiation that will not be imitated, you have to think beyond your core benefits of your business. The companies that have succeeded in maintaining their differentiation over the years and werent intimated are those that innovated in qualities beyond the core benefits of their market. Be the innovator of qualities and think ahead and look outside the forest.

There is a systematic process for developing an effective positioning for your overall business. It is a step-by-step process, but it is not automatic and does not happen overnight. It requires careful thinking and insight from you from the inside of your business to position for the outside perception of your business. It requires that you know your target markets (see last weeks blog Your Target Market and the Need to Focus. It takes time, but with proper understanding of your target markets, you will have a foundation in place for building a positioning strategy that will draw your target customers to you. EXHIB-IT! has been working on our position strategy for the last few years after our competitor moved within .2 miles from our showroom where we had been located for a number of years. We took for granted that our competitor was across town and knew we differentiated our businesses and it did not hurt that we were on opposite sides of town. However, when our competitor moved this close to our location where we had been for 7 years at the time, misperception in the community occurred. Our company names are similar (as are about 500 exhibit names in the USA). We focused on position strategy, which has allowed us to grow 122% over a 2.5 year period. It was not an easy process in the beginning, but once we identified our target markets, along with our secondary flanker markets, it made it easy for us to have a position strategy.

To be effective and create a position strategy, the first step is to determine the general classification of your products and services. They can be classified into one of three ways (1) a true product, (2) a commodity or (3) a brand. Think about what you sell and which category it falls into and how that affects that way you are positioned in the minds of your prospect or customer.
Many companies confuse a solid marketing strategy with pure tactics, also known as a brand juice. Visual identity with clever tag lines and a creative “essence” advertising package through your sensory package are all key ingredients in brand juice creation, but they are only supporting elements. To be effective, such supporting elements must be part of a more comprehensive plan.
After determining your relative standing in the market and how the market sees you compared to your competitors, this will affect how you develop your marketing communications as you decide to either reinforce your current relative standing or try to change it, work on these five steps below.

1.Determine what the dominant gratification mode and purchase preference of your target market segments are. To do this, you look at the psychographic characteristics of your customer – which are the perception and behavior modes. You look at the interpersonal, objective and introverted modes and what the purchase preferences were regarding experimental, performance and value of your products and services and apply these to the way you create your positioning statement.

2.Develop other key psychographic characteristics of your target market. Study your existing customers (as this is your most cost effective approach to studying the characteristics) and look for clues to customer perceptions that will help shape your positioning strategy.

3.Redefine your product or services. Begin setting yourself apart and create a unique place in your customers minds to define your product or service in terms of its features and emotional factors that are important to your prospective customers. Then write your positioning strategy which should be a brief paragraph for each target market segment that provides an overview of your positioning by gathering all of the key positioning elements and pulling them all together.

4.Develop your unique selling proposition also known as an USP. This is your slogan, your tagline, and is an expression that will become closely linked with your business. It should be something catchy and easy to remember and should also contain a basic message about your company that elicits in your prospective customers the emotional gratification that they can expect from your business through its products and services.

5.Develop your positioning statement to be more explicit and an expanded version of your USP that explains and gives the rational justification for it by identifying what your business does, the result customers can expect from doing business with you, and how you are going to achieve that result.

Again, be sure to review this information and update it periodically to keep the information current. Your Position Strategy should be evaluated constantly by using metrics and updated periodically to keep you current with your prospects and customers needs.

Mtc Global Financial Services – Top Ten Investment Plans

What is a good investment? Maximum return with minimum risk involved. There are a number of ways where one would opt for investing his/her money with a surety of good return. The ten investment plans I’m discussing down under are not in any particular order but they certainly are the best investment plans one could possibly opt for.

MTC Global Group – Buy stocks
Perhaps the best investment if implemented right is in the stock market. It can prove very profitable; though sometimes it can also fail to bring the required results as it requires much more experience and skill set.

MTC Global Group – Real Estate investment
With less risk involved, this type of investment proves to be profitable more in long term but still the profit that it fetches is far more fruitful than in any other investment.

MTC Global Group – Buy bonds
These are the sure profit certificates, said with your fingers crossed. These bare an interest rate on them which is paid monthly or yearly. The purchase price is also paid back to the purchaser after the maturity period. No risk involved; what else one wants. Or Start trading in bonds if you want a little more for your return.

MTC Global Group – Invest in a multinational corporation
Buying shares of a multinational corporation which is doing really well in the open market and also giving frequent dividends is another reliable option for investment. But one needs to be really careful because the companies do not show their real picture in the financial statements.

MTC Global Group – Start a business
Another good option to invest after retirement is to start a small business like a restaurant at a tourist spot. It also provides an opportunity to enjoy your life while earning money.

MTC Global Group – Invest in gold
Have enough money to be the lender by your own? Not a bad idea if you have the resources. Not forgetting that one could charge its own interest rate on it, and of course keeping in view the bank rate.

MTC Global Group – Invest in loans
Have enough money to be the lender by your own? Not a bad idea if you have the resources. Not forgetting that one could charge its own interest rate on it, and of course keeping in view the bank rate.

MTC Global Group – Investment schemes
Banks provide different schemes for attracting more and more customers such as senior citizens savings scheme, post office monthly income scheme. These schemes have premature withdrawal options which mean that the customer could pull out the money before the maturity period with or without earning interest over it.

MTC Global Group – Exchange market
A very slight increase or decrease of currency exchange rate could cause to win or lose hefty amounts of money quite easily. Therefore, having a good understanding in the markets and predicting future exchange rates, can prove to be very profitable for people who are dealing within the market

MTC Global Group – Gambling
Well, don’t be surprised. People have earned millions of pounds through gambling but not everybody is that lucky, just 1% are in that lucky bracket. If you trust your destiny, go for it.

Free Stock Tips To Help You In Your Investment Plans

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The experience of the trader is reflected in the success of his predictions in the market and the free stock tips which have made many people wealthy. You should also have the advice of the experienced person to get your free trial stock tips. This is influenced only by the limit of resources at ones disposal, the volumes involved in trading and the kind of market which hone is facing.

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Putting money where it is safe, keeping it safe and making sure the money produces more money is the primary concept of banking and trading. The intra-day movements are fairly predictable except when there is a sudden change due to a political decision or a fall in the share prices of one of the commodities due to a change in the policy of the company. To get the best free trial stock tips: www.capitalaim.com/FreeTrial.aspx is a very useful site. If you already have got some experience you should get your tips from free stock tips: www.capitalaim.com/Stock_Tips.aspx. The experienced trader will be expecting such kind of changes, though these are totally unexpected.

The finances follow a predictable and linear course almost everyone who has a sense of the market will become rich. Get your free stock tips from the team at CAPITAL AIM Financial Solution. The share trade market is one which is full of promise, but one should step in with the help of an expert, one who knows how and when to react. The correct steps to take and the right decisions to arrive at are all in a days work for him. CAPITAL AIM Financial Solution aim to take away the suspense out of the trading and make sure of the success of your investment.

Since the day to day trade will not be the same, one should have an idea of how and when to sell. It is also important to know what shares are going to appreciate, and how much you should invest in them. Just follow the free trial stock tips till you get it right. Many of the people who have made it big have followed some simple logical steps on the path to victory. Join with the leaders and start winning.

Enrich Your Business Knowledge With Crafting And Executing Strategy 18th Edition While Saving Cash

There was a time when the online market of textbooks was a hot and happening place. Prices were so low, flat offers were the order of the day, and deals were given away just like anything. However with more players starting to catch up, those advantages are now gone. PriorityTextbook, an online textbook provider, has now brought things back in action. It offers great discounts, and delivers even some very well-known text books such as Crafting and Executing Strategy 18th Edition and Business Driven Technology 5th Edition.

Purchasing text books online is no longer a new thing. People have turned to the internet big time, and one is able to see the difference too. Renting as well as buying all kinds of books is now made easier, including management texts such as Business Driven Technology 5th Edition and Crafting and Executing Strategy 18th Edition. One question that most students raise is that why the academic texts are so expensive. Are the retailers so stern they do not reduce the price just because students are forced to buy? Paying whatever price that is tagged on the label is not going to bother here on in.

Maybe you need to grab a copy of Crafting and Executing Strategy 18th Edition and Business Driven Technology 5th Edition. So you should be keen on purchasing these expensive textbooks at a discount price. Breathe a sigh of relief. You can order aforementioned books and many more, and still enjoy a great quality of service from PriorityTextbook, an online book warehouse that is growing tremendously popular. The site has been consistent enough to gain the confidence of a lot of students who look to save money on buying textbooks online. By providing unbelievable discounts to consumers, this book store is taking the idea of buying texts online to the next level.

Published by McGraw Hill, and authored by Balzan, Business Driven Technology 5th Edition is designed to provide the readers a new perspective of how technology powers business throughout the world. This book can be obtained from the website at a staggering price of just $64.99. The other book from the same publisher, Crafting & Executing Strategy is certainly intended at giving it all to students that have a quest for competitive advantage. For a book that offers a lot of theoretical concepts and practical cases involving big corporate names, this is a very good choice. And where else can you get this at a low price of $59.99.

Visit PriorityTextbook, and cash in on the discounts that are made available on such famous text books. You would not feel the crunch, when you are able to save up more money on buying books online than what you would have originally thought. Lots of students have already been benefited by their world class service and delivery model, so when are you going to have your share.

Celebrity Gossip A Marketing Tool

Celebrity gossip is no more something that you keep folded in your bag to read when you are alone. Celeb gossip is slowly but steadily throwing off the grab of secrecy to emerge as a potent and important marketing tool. Celebrities are fast waking up to realize that entertainment news portals are popular and they can be used to marketing and promotion. Suddenly the dreaded paparazzi started receiving exact locations of the celebrities.

This ushered a new age in which celebrities used celebrity gossip sites to promote their movies, music albums and sometimes products which they are endorsing. When a movie is about to release, you find all these date alerts on celeb gossip sites about the lead pair of the movie dating in real life as well. This sparks off curiosity in the leading stars of the film. That definitely translates into sales for the movie. Entertainment sites are provided with other trivia related to the film. There are press junkets organized to showcase the film to the press.

Celebrity gossip magazines and portals are used to cook up controversy surrounding a movie as well. Before the release of a movie, celeb gossip columns go abuzz with reports about the intimate scenes that the movie contains. It could be between actors who dont see eye to eye. It could be between performers who are rumored to be dating, but theres no official word for it. Entertainment sites love it when an actor is romancing an ex onscreen. Its taken for granted that if a director is able to bring Brad Pitt and Jennifer Aniston for a movie together, the very casting will guarantee a huge opening for the movie. The publicists of the movie have to just feed the rumor mills with fodder once in a while!

Celebrity gossip magazines work great for other promotion and advertising purposes as well. An example here would be the Carl Jr. burger ad that had Kim Kardashian. The celeb gossip industry went dizzy writing about the ad and how Kim was projecting the act of eating a burger look like making love! Thanks to the enthusiasm of the entertainment news portals, the ad got more visibility than it could have got without it. It became a regular feature on You Tube. The star-struck viewers didnt care about the fact that if Kim was actually having those burgers, she could never maintain the body that they are dying for!

Celebrity gossip portals receive updates from the stars about their upcoming activities through Twitter, Facebook or MySpace. They have their profile pages on these social networking sites, more to connect with celeb gossip sites than their fans. They post pictures of their recent dates, sometimes even anonymously or with the help of fake profiles, making them come off as leaked snaps. Entertainment news sections have proved their importance by demanding this importance from the celebrities by the strength of their popularity. It does make a difference to the celebrities when they are talked and written about and that is exactly what they want!

Customer Service Making Every Phone Call Great!

Customer Service: Making Every Phone Call Great!

The phone rings. I answer it with trembling hand, because at the time I was an Eastern Regional Customer Service Manager for Matheson Tri-gas. Outside calls usually meant a displeased customer that asked for the manager. I thought “What did one of my customer service representatives do now?” After taking a deep breath, I answer the call to an anger customer. Funny thing was that the customer did not have a real problem… No late delivery, No billing issue, etc. He just did not like the way the customer service representative talk to him in a gruff manner. In fact, he got the information he needed. This article focuses on how to make every call GREAT!

What makes a GREAT call?
These five points will make your calls go smoothly and inspire that WOW feeling in your customers.

Greet the customer with style
The greeting sets the tone for the call. Before picking up the receiver, you should take a deep breath and get focused in the moment. Ready, Set, Go and answer the call. You need to answer the phone with the same greeting every time. The greeting starts with the “Hi”, “Hello”, “Good morning”, or “Good afternoon”. Next step is to state your company’s name. This might sound simple but you want the customer to know that they reached the right business. Third, you build instant rapport by stating your name. Finally, ask “how may I help you?” This statement leads into our next important topic of the tone of your voice.

Set the tone with your voice
Voice tone is a vital ingredient to the great call. You see, we receive almost 80% of a message through non verbal communication. On the phone, you stripe out all the hand motions, body postures, and facial expressions of a face to face conversation. This leaves you with only the tone of voice for non-verbal communication on the phone. To get the full impact on the phone, I suggest slightly exaggerating your tone of voice and voice inflection. Yes, I know it will feel strange at first, but you don’t want to end up like the customer service rep in the story above. Do you?

Smile
Tom Hopkins, a world renowned speaker on sales, says to place a mirror on your desk and smile before answer the phone. I got all of my customer service rep mirrors for their computers. Why smile? Smiling puts you in the right frame of mind, to answer the call with compassion and empathy. Smiling also affects your voice tone, helping you not sound so gruff. Even if the customer is angry, keep that smile on our face. It will help you control your emotions so that you will remain calm under fire and not get defensive.

Use their name
Nothing builds rapport quicker than using the customer’s name. On the call, you should say there name at least 3 time during the call. If you have difficulty remembering names, the best tip for this is to repeat it back to them. When the customer says “Hi, my name is Tom”, you simply say “Hi Tom, how can I assist you today?” or “Hi Tom, how are you today?” Don’t stop there. I always have a pad and paper next to the phone and write it down. If you can not understand, for example a customer with a heavy accent, I ask them to spell their name. I suggest stating their name at the beginning of the conversation, somewhere in the middle, and at the end, which takes us to the final point of thanking the caller.

Thank the caller
Thanking the caller is an often missed but important step. Thank the caller and make sure you use their name in the process. Instead of just stating goodbye, thank them for using your business. This step makes the customer feel appreciated and leaves a positive last impression.

As you can tell, you can minimize problems and create a great call with slight adjustment to your interaction with the customer. By starting the call with an excellent greeting, a great tone, and super attitude, you benefit by the customers reacting to you more positively. Most importantly, remember to make every call GREAT.

Exciting Opportunities And Jobs In Sports Management

Gone are the days, when a career in sports was generally associated with a national level sportsperson or an Olympic athlete. Nowadays, the scope of sports has increased by leaps and bounds; in turn, accommodating the graduates of sports management too. These graduates handle everything from the sports team, public relations, team promotion to the maintenance of sports equipments.

Job Profile

A sports management graduate can work anywhere starting from school/college/national level sports teams, public/private sports agencies, public relation firms, athletic departments, health gymnasiums to recreation organizations. Irrespective of the nature of organization, sports managers have to follow a hectic work schedule round the clock.

In addition to their routine work, they have to do extensive traveling along with the sportsperson or team and monitor the practice sessions too. They are also responsible for maintaining the public relations and taking the necessary steps for sports or team promotion. In a nutshell, they are the whole and soul of the sports or sports team they opt for.

Job Opportunities in Sports Management

Sports managers can offer their services as a sports agent, sports scouting agent, sports equipment manager, athletic director and sports retail store manager.

A sports agent works for a professional athlete managing his finances, negotiation, endorsement deals and sports contracts. Scouting agents work in tandem with coaches and sports agents to assess the performance of college level players and evaluate the probability of their absorption into the national sports team.

The sports equipment manager takes the full responsibility of team’s sports equipments and is involved in directing the equipment production, purchase, repair and regular maintenance. As an athletic director; a sports manager makes, arranges and manages athletic events. The operations and management of a sports retail store (selling equipment, clothing and footwear related to all kinds of sports) is looked after by a sports retail store manager.

The sports management graduates can try for a large number of jobs in sports management waiting for them in the job market. Wide scope of sports career not only allows them to work but also to experiment, to obtain high bracket salaries.

Ooh Advertising Out-of-home Advertising Boosts Impact Of Other Media, Delivers Sales Lift

Marketers looking for evidence that out-of-home advertising can improve sales and amplify the effectiveness of their other advertising need look no further than a new study from Clear Channel Communications and MarketShare Partners.

The study, “How Out-of-Home Advertising Works,” examines the return on investment of using out-of-home advertising as an ingredient in a larger marketing mix. Specifically, the report finds OOH advertising provides a significant, incremental sales lift that equals, or is often greater than, other drivers.

“After careful analysis of thousands of marketing optimization models, and considering decades of research and applied marketing science, independent research from MarketShare Partners conclusively shows that OOH is an effective marketing vehicle and should be included as a component of the optimal marketing mix across a broad range of industries,” said Debbie Reichig, senior vice president of Business Development and Marketing at Clear Channel Outdoor.

So what can marketers expect from OOH advertising? Quite a lot, actually. A press release announcing the report outlines some of key benefits, including:

*Adding OOH in the media mix, for industries and products where it provides observable sales lift, makes other media more effective.

*OOH can provide a significantly higher sales lift in conjunction with TV when the creative messaging is coordinated across platforms.

*OOH can provide a significantly higher sales lift in conjunction with radio when there is a call to action.

As I’ve discussed before, out-of-home advertising using a medium such as digital signage networks is making great strides these days. Recent developments in technologies and techniques to count audience elevate the stature of OOH advertising in the minds of marketers and ad agencies alike.

The latest study from Clear Channel Communications and MarketShare Partners advances the medium further still. It not only demonstrates how OOH ads can provide a sales lift when used together with radio and TV advertising, but it makes specific recommendations on the optimum allocation of marketing resources to out of home.

The study finds the best allocation of marketing dollars to OOH advertising falls somewhere between 5 percent and 25 percent of the total advertising budget for most products and brands.

While some may discount this study as self-serving -after all Clear Channel Communications recently announced its recommitment to OOH ad networks and is one of the largest purveyors of outdoor advertising in the world- to do so would be shortsighted in my opinion. Sure this company has an interest in OOH advertising, but both Clear Channel and MarketShare Partners have an equally strong interest in protecting their reputation in the industry. To do anything other than to look honestly and completely at OOH advertising in the report would be harmful to both enterprises.

I applaud the companies and the release of “How Out-of-Home Advertising Works.” The study offers the advertising and marketing communities key insights at this important stage in the development of OOH advertising on digital signage networks. Not only does the study demonstrate how OOH advertising can help marketers achieve their goals, it quantifies what portion of their ad budgets should be allocated to this medium to maximize the effectiveness of their advertising efforts.

Proven Low-cost Marketing Strategies When You Own A Dollar Store

One of the biggest challenges facing everyone who wishes to own a dollar store is exactly how to build store sales without going broke in the process. While there are many fairly costly options, few low-cost options seem like they would be worth the time and expense to implement. After all, what good does it do to spend hundreds or even thousands of dollars on advertising and marketing if the results dont grow dollar store profits beyond the costs involved? Well there are some proven ultra-low cost marketing options that do get results. If youd like to know more, then read on. In this article I present 5 proven low-cost marketing strategies when you own a dollar store.

Strategy #1 Join a local business group. If you own a dollar store youll discover networking with other local business owners and managers can provide rewards beyond your wildest dreams. Sure it takes time to attend meetings and you must be willing to mingle and get to know others, but the results can be remarkable. Join only one group to start. As you become familiar with that groups participants you might add another business group to the mix.

Strategy #2 Establish a marketing exchange with local businesses. Get out there and meet your neighboring business owners. Once again a little time is required. However as you introduce yourself and exchange business cards youll soon meet others who also desire to build their businesses. Work out an exchange where each business helps the other by providing flyers or other promotional materials. Youll gain new shoppers, sales and dollar store profits.

Strategy #3 Turn you employees into sign-holders during slow times. One of the biggest challenges for those who own a dollar store is staffing at the right levels. Why not add a marketing activity so employees can help you build sales and dollar store profits during slow times? Have an inexpensive sign made for your business and let an employee hold that sign so it can be seen by passing traffic. Youll quickly have a store filled with first-time shoppers. Be sure to check local ordinances to make sure this can be done in your locality before you start.

Strategy #4 Establish discount programs for near-by churches. This idea costs little more than time unless the churches choose to take advantage of the discount offer. For churches with food closets and other aid for those in-need, now is a time for most when theres huge demand and fewer contributions. Churches will likely be looking for grocery items and everyday consumables first. Imagine the traffic when your generosity is announced during a service.

Strategy #5 Add upcoming sale inserts into t-shirt bags used to package all sales. Save your advertising dollars by publicizing upcoming events on inserts you place in bags customers receive with their purchases. While some advertising and promotion is still advisable, this strategy can reduce your total cost and will still generate the traffic, sales and dollar store profits you seek when you own a dollar store.

To your dollar store success!