Top Speaker Asks: Are You Just A Trainer or A Performance Artist?

I do a one-man show. It goes by various names, but generally it pertains to selling, customer service, and to phone work. I’m held to a different standard than an actor or a humorist. Companies that stage my events and send people to my public performance venues expect me to change the behaviors and the occupational effectiveness of attendees. My art is about delivering unique information in such a compelling way that that listeners will be motivated to return to their jobs and immediately put the ideas into practice, and to work better. In a sense, my task is to make THEM better performance artists, especially as they sell and serve clients. If you do this, too, you're much more than a trainer or a speaker, says Dr. Gary S. Goodman, best-selling author, popular convention speaker, and international radio and TV expert commentator.

What's in an Introduction?

Most sales people have been on one course or another. But, how many actually use what they learn? The thing to remember is that maybe, just maybe, these trainers know what they are talking about.

Why Your Sales Representative Skills are Key to Increasing Your Business

The skills of your sales representative (or your selling skills if you own a small business) are key in determining the success of your business. Most people think that success in sales is using techniques and secret buzzwords. I will show you that success in selling is more about basic foundational skills.

Same Stuff - Different Day?

When you look at the sales process, there are six major pieces: attitude management, prospecting, presentation skills, disarming sales resistance and closing and servicing the customer for repeat and referral business. Let’s look at one (and there are many) creative approach in each of the five areas.

Do You Know Who Your Competition Is?

There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their competitors as other computer stores, retailers or manufacturers. People selling insurance, travel, furniture – you name it, whatever you sell, your competition is not just your direct competitors, but anyone and everyone who is trying to get a piece of the corporate or consumer dollar.

Coaching Challenges

You cannot manage your organization from behind your desk. It is critical for coaching success that you circulate among your employees so you can observe behavior in action.

A Better Way To Train - In More Ways Than One

In the ever-changing busy world of business, companies find that in keeping up with the times, first and foremost, they’ve got to keep their employees up to speed by training them in an effective, expeditious manner.

2007 Sales Training Tips From the Real World

It is widely known in MBA circles that a highly trained sales force is up to five times as effect is as a sales force which is not properly trained. Sometimes the sales profession is given a bad name, but in reality a highly trained and sales professional gives their company and its products or services a good reputation. A good sales professional develops a dialogue with the customer and a relationship as he takes the clients or prospect through the sales process. If this is done properly everyone is happy and everything works great and if not the company is wasting time and efficiency and tarnishing its image, its brand name and the integrity of the organization.

Knowing The Ins And Outs Of Sales Is Crucial To Your Success!

By have a great fundamental ground floor in your sales training, it will almost guarantee more sales.

Alarm Sales is a Science and an Art - It's Not a Numbers Game

My training programs are specific to the security alarm business, so when I run into a common problem that is costing dealers and representatives of alarm companies many man hours, it is easily identified.

Selling the NASCAR Way

How can NASCAR pit crews perform so much work in such a short time? What secret do they know that can make you just as effective? Once you learn how, your sales production will win the race!

Measuring Training's Value: Metrics Lite

Being a sales consulting and training company, clients and prospects often ask if we can measure the impact of our training, and occasionally whether we can guarantee increased sales. While we have confidence in our consulting, instructional design and facilitation abilities, and understand the importance of these questions from both management and training perspectives, quantifying training’s impact can be a slippery slope for any training company.

The 5 Things We Can Control

We as sales professionals and managers wield absolute control over only 5 things in this universe. Ensuring that we and our people keep our energies focused on those 5 things, and not the things we can't control, will result in higher productivity, increased personal responsibility and, ultimately, more sales.

The Monster Garage of eLearning

What does the Monster Garage and training development have in common? We can learn a lot about project planning, process and products when we examine how Jesse James works his magic in the Monster Garage.

Ladies - Start Your Sales Engines!

It's Time For You To REV UP Your Sales Engine! Listen. Are you serious about getting your business to the level you want? Then you need to give it the energy and attention it deserves. And one of the best times of the year to RAMP THINGS UP - is RIGHT NOW!