Distinctive Thinking

on Business Success – Articles, tips, and Q&A’s

Archive for the ‘Sales Training’ Category

The Distinctive Coaching Blog has Moved…

Posted by bizcoachjason on June 24, 2009

Yes, that’s correct. Due to a site reconstruction, we’ve moved.

For more informative, riveting, fascinating, thrilling articles, posts and general know-how on achieving your ideal business, sales, marketing, networking, social networking, productivity, motivation and all things that go into YOUR successful business, please see:

http://www.DistinctiveCoaching.com/Blog-posts

We’ll be waiting there for you . . .

🙂

Biz Coach Jason

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Posted in Business development, Business ethics, Business owner, Creativity, Entrepreneur, Events, Goal setting, Humor, Inspiration, Interviewing, marketing, Motivation, Netiquette, Networking, Phone sales, Rosarito Mexico Bike Ride, Sales, Sales Training, Social Networking, Uncategorized, Upgrading skills | Tagged: , , , , , , , | Leave a Comment »

Six quick sales tips you can use today…

Posted by bizcoachjason on April 7, 2009

Want to sell more? Get the buzz words, catch phrases & industry jargon out of your head. Talk to people in their own, everyday terms so they can relate both intellectually and emotionally.

While working on sales strategies with two different clients yesterday and today, both said to me, “Wow.. I need to unlearn what my company taught me. No wonder I’m not getting many appointments set.”

I’ve also heard this before from past clients. These can’t be coincidences.

These two particular companies are well known and respected ones – one of the oldest and best-known in the financial services and one very respected network marketing company.  Both teach their sales staff very specific strategies and scripts filled with phrases that boast of the company’s successes, accolades, and awards but do very little to engage the prospect’s dreams, wants and desires.  They don’t connect the dots from what the company offers to what’s in the prospect’s mind and heart.

So how do you connect those dots? Here are six quick tips…

– Ask questions. Don’t assume you know your prospect’s pain and pleasure points. Even if you guess correctly, they need to be in their own words, not yours. 
– Make an active sales experience for your prospect, not passive.
– Create a sales conversation instead of a presentation.
– Help your prospect get clear on what they want, how it will positively impact them and the costs for not acting.
– Use check-in questions and assess the fit as you go.
– Leave the decision-making power with your prospect. Don’t try to be sly or force a sale on them. If you’ve done a good job at helping them connect the dots, the decision is up to them. 

It doesn’t matter how good your product or service is if you can’t help your prospect make an emotional and intellectual connection to take ownership of their decision.

What are you thoughts and experiences?

 

Where is Jason speaking next?
Take a look at
www.DistinctiveCoaching.com/events.htm to find out or have him speak at your event!


Jason E. Rosado
Business Coach & Speaker

Helping entrepreneurs, small biz owners, and sales professionals achieve your ideal business in 12 months or less.
Want to get started?  Sign up for your FR.EE “Business Success E-Series”!

773.829.1276
Jason@DistinctiveCoaching.com

Website: http://www.AchieveYourIdealBusiness.com
Twitter:
http://twitter.com/BizCoachJason
Facebook Profile: http://profile.to/BizCoachJason
Facebook Business Group: http://groups.to/IdealBusinessCommunity

Posted in Business development, Business ethics, Entrepreneur, marketing, Motivation, Phone sales, Sales, Sales Training | Leave a Comment »

The End is Near (of the Indurtial Age) – “Get Out of the Training Business”

Posted by bizcoachjason on February 24, 2009

Very interesting article. I don’t know if I buy every point, but there are some great nuggets here.  I love the quote “Burning people out is not a survival strategy.”

So what does this all mean?

Even though this article is aimed at the corporate world, there are obviously huge implications for the small business and entrepreneurial folks.  Massive societal growth in networking, collaborating and coaching… some of my favorite pastimes… will lead to better decision-making skill and helping and service attitudes – which also will lead to more viral marketing, affiliate marketing and joint ventures between companies offering their products and services to the same target markets.

For those of us already doing the solopreneur gig, we have a headstart. But we need to keep learning, growing and staying ahead of the curve.

And… Don’t miss tomorrow’s FREE TELECLASS to start this new world process: http://idealprospect.eventbrite.com – better networking, marketing and sales success for eveyone!


“Get Out of the Training Business”  –  Jay Cross

The dawn of a new age

If you’re looking for a way to weather the economic downturn, the first thing you need to do is realize that it’s a permanent climate change, not a passing storm.

What we are experiencing today is fundamental. The industrial age is in its death throes, making way for the unfolding of the network age…

http://www.clomedia.com/effectiveness/jay-cross/2009/February/2532/index.php

Enjoy!
Jason

Jason E. Rosado
Business Coach


Helping entrepreneurs, home-based & small biz owners, and sales professionals achieve your ideal business in 12 months or less.

Want to get started?  Sign up for your FREE “Business Success E-Series”!773.829.1276
Jason@DistinctiveCoaching.com

Website: http://www.AchieveYourIdealBusiness.com
Twitter:
http://twitter.com/BizCoachJason
Facebook Profile: http://profile.to/BizCoachJason
Facebook Business Group: http://groups.to/IdealBusinessCommunity

 

Posted in Business development, Business owner, Creativity, Entrepreneur, Goal setting, Networking, Sales, Sales Training, Social Networking, Upgrading skills | 1 Comment »

Avoid Getting and Giving Headaches…

Posted by bizcoachjason on April 7, 2008

Networking can be great for sales…
Networking can be great for career advancement…
Networking can be great for job transition…

Networking can give you a headache
if it’s not done well…

I read a post today in an online
professional discussion forum about a
networking event that the poster
attended.  He said that there were a lot
of small business owners there, and he
was constantly “getting pitched and
pitched hard” as he met people.

I can definitely relate.  I go to many
networking events. And I have
encountered many sales people, small
business owners and other “experts”
that love telling people what they need
and what they should be doing about
— well, everything!

When I read the post, though, a part
of me wanted to apologize on behalf of
those small biz owners and sales folks. 
You see…

I am also one of the small business
owners, and a lot of my livelihood
depends on networking.

But I don’t “pitch” my services to people
I meet at networking events. I found out
a long time ago that is counter-productive.

When asked, I follow a system to tell
them what I do and who I help, and
then I listen to see if they want to talk
further about it. If not, we move on to
other topics.

I think there is no faster way to kill a
relationship before it’s begun than to
pitch to someone who may not be
interested, or to assume that someone
“needs” your product or service and
then act prematurely on that assumption.

And this is important because…

Successful networking is all about
relationship building.  Not sales.

Let me put it another way:

The best way to get sales results
from networking is to not sell.

Before you decide I’m just plain goofy,
let me explain.

As I said, I do a lot of networking, and
my business and sales depend on it.
And I think I understand sales pretty well, 
having provided large group sales training
sessions and one-on-one sales coaching
for large well known companies as well as
smaller, less known businesses.

I have taken what I’ve learned from my
various business experiences as well as
material I’ve studied and trainings I’ve
attended, and combined them to develop
workshops for others that also depend
on successful networking and sales
strategies.

Below is a snippet of some of the
“Networking Do’s and Don’ts” that I’ve
shared at those events, which have
proven to go a long way to helping
achieve long-term growth:

Do:
– Be polite, respectful & honest.
– Maintain a “helpful” mindset at all times.
– Think about what you can do to help
the other person, not what they can
do for you.
– Ask a lot of questions.
– Enjoy learning about others.

Don’t:
– Don’t “sell” without permission.
– Don’t open with “What do you do?”
because it limits rapport-building.
– No matter how great your conversation
was, don’t rely on them to contact you.
Take the initiative to follow up.

I hope you find this information useful,
especially when you’re at your next
networking event.

All the best,
Jason

P.S. If you would like to learn more about
how to put these and other proven
networking skills into action, please join
me for a fr.ee teleclass

called
“Networking Necessities” this week:

http://necessities.eventbrite.com

Participants will have a chance to win
a complementary pass to my
Supercharge Your Sales & Networking
workshop on April 19. It will cover how
you can get the most out of sales and
networking, and how you can maximize
your bottom line results by following
an easy system to integrate the best
of both in an incredibly effective and
helpful way.

 

 

Posted in Business development, Business ethics, Entrepreneur, Events, Networking, Sales, Sales Training, Upgrading skills | Leave a Comment »

Q: What Works Better: Advertising or Networking?

Posted by bizcoachjason on April 1, 2008

A:  For me it’s been a mixture. Networking and meeting people is the first step, and a necessary one.

I have learned so much about networking over the past few years, both from my failures and my successes. I was able to find out what I did flat-out wrong, what I was good at, and what are the “right” things to do that I now love networking because I get so much out of it personally and professionally.

I even took the lessons I have learned from networking and sales and created a workshop that combines the best practices of both for business owners and sales professionals. It teaches not only how to overcome shyness and lack of direction to create a guaranteed success plan, but also how to make your networking and sales work together synergistically to building really strong relationships and leverage those to bring you the sales you want.

So first, you need to build relationships online, offline, at networking events and through other connections. Get to know them – what they want and how you can support them. Then market to them in a very giving way. Treat the people in your network and in your contact database just the same as you would your friends and family.

Become a trusted advisor to them. Provide help and support without expecting anything in return. And know when and how to market to them only when it’s a win-win outcome for both of you.

I hope this answer helps other people out there that are in the same place that I was. And for anyone that would like to learn more, please feel free to contact me.

All the best,
Jason Rosado
http://www.DistinctiveCoaching.com

P.S. Here is more info on the networking and sales workshop: http://www.DistinctiveCoaching.com/Supercharge.html  

And a Free teleclass preview: http://necessities.eventbrite.com

Posted in Business development, Business ethics, Business owner, Entrepreneur, Events, Inspiration, Networking, Sales, Sales Training, Upgrading skills | 1 Comment »

LinkedIn: The Debate Continues…

Posted by bizcoachjason on March 21, 2008

Are you a LION? Are you uncertain if you
should be concentrating on getting
connections of quantity or quality for your
best business results?

I just received ANOTHER invitation that used
a canned text. And I can almost recite it verbatim.
It was the third or fourth time this person with
500+ connections has invited me to join his
LinkedIn network.

I joined LinkedIn in early 2006, and I have enjoyed
the use of this business networking site for
multiple purposes – finding old colleagues,
strengthening relationships with quality people
that I have recently met, getting ideas and helping
others through the “Questions & Answers” feature.

But, I have become more and more selective
about which invitations I accept.

I feel quality is better than quantity. I almost
cringe when I receive an invitation in which the
default text hasn’t been changed at all. If you
really think we should be connected to help
each other grow our networks, why not type in
something that let’s me know:

• Who are you?
• How do we know each other, or how did you
come across my profile?
• Why do you think that you and I specifically
would make good networking partners?
• How can I help you?
• What’s in it for me, other than having another
connection that I can’t confidently refer people to?

The basic tenet of relationship building (think
sales skills) is normally absent from the volume
of invitations. Focus on the other person, not
yourself. No one wants to be friends with
someone that’s all “me, me, me…” You don’t
need to write a book, but write something to
make it personal. Refer to something unique in
my profile that lets me know this isn’t a canned
invitation.

“I know the value of having a ridiculously large
network, so let’s connect” doesn’t sound like
someone with whom I can pick up the phone,
or email to, and get together with for lunch,
get support or ideas from, or give a
recommendation to.

If you add people at random and have no intention
of getting to know them, you are not building a
network, you are building the Whitepages. I threw
my last published phone directory out years ago,
and I don’t need another one.

But I do accept invitations from sincere, caring
professionals that REALLY want to help each
other and can show me why they, and why I
should, value this special, potential connection.

After all, that’s why I am a big believer in the
power of networking and helping each other.
Have a fantastic Friday, and a Happy Easter
to those of you that celebrate!

All the best,
Jason

P.S. Chicago, 4/19/08 – We will be delving into
this and other networking topics to help you
supercharge your networking and sales!
Please see http://www.DistinctiveCoaching.com/Supercharge.html

Posted in Business development, Business ethics, Entrepreneur, Events, Inspiration, Motivation, Netiquette, Networking, Sales, Sales Training, Upgrading skills | 1 Comment »

Supercharge Your Networking & Sales

Posted by bizcoachjason on February 16, 2008

Supercharge Your Networking & Sales

Entrepreneurs & Small Business Owners
who depend on networking to grow your business:

Discover 7 Secrets to Literally Quadruple
Your Network and Get a Flood of Fresh New
Customers Using the Least Expensive
Marketing Method in History…

Supercharge Your Networking & Sales
will provide useful and immediate solutions
to the toughest networking challenges
and the opportunity to make lasting
and productive connections resulting
in more closed sales…

AND MUCH MORE…

And I have laid it out for you in 7 easy steps.

In this informative and hands-on workshop,
learn and apply the essential elements to build
your personalized Sales Success Strategy…

* Gain the true understanding of Networking,
Sales, and Relationships, and how they interact

* Find hidden marketing and publicity opportunities
that are easily accessible but often overlooked

* Learn how to move people to action quickly
and easily, without having to ABC: *Always Be Closing*

* Develop successful elevator pitches and
networking introductions, then turn them into
powerful sales presentations

* Refine your personal branding and marketing
messages, generate more leads and close more sales.

See (http://Supercharge.Eventbrite.Com) for the full description.

Presented by Distinctive Coaching
and hosted by Brian Gray of A.G. Edwards

Questions? Contact: Jason Rosado, Jason@DistinctiveCoaching.com

Posted in Business development, Business owner, Entrepreneur, Events, Goal setting, Inspiration, Motivation, Networking, Phone sales, Sales, Sales Training, Upgrading skills | Leave a Comment »

One week already gone… (1/7/08)

Posted by bizcoachjason on January 12, 2008

Happy New Year!!

We are about one week into the new year
of 2008. I’ve got a few questions that
I want to ask of you and of myself, as well…

How did 2007 go? Did we accomplish everything
that we set out to? Did we determine if
it was a successful year? How successful?

What did we learn from 2007 that will help us
to double, triple or more our results for 2008?

Looking back at 2007

Well, I know it’s not completely fair for me
to sit here and “preach” to you about what
you should do or should have done, so I’m going
to tell you about my own experiences instead.

Last year, I wrote an article about New Years
Resolutions (“NYR’s”) that was published on
Gaper’s Block: http://tinyurl.com/3a2u7f.
I thought it would be interesting to audit
myself on my own advice to see how well I did.
I invite you to measure your past year
as I go through my own evaluation.

In the article, I outlined a three-step plan
for NYR’s:
1.) Get very clear on your vision of success
2.) Create a sound plan of action
3.) Get support and create accountability

In terms of NYR’s and 2007 goals,
I did fairly well. So, in no particular order…

Lose weight:
This probably is always the toughest NYR in
our country. I had to attempt this twice and
some of weight crept back on at the end of
the year.. so this one will roll over to 2008.
At least I am getting better each time and
figuring out what motivation and strategies
work and which ones don’t. The toughest part
here is that as I get older, what works seems
to change.

I followed the three steps closely and have
a lot of energy and even more focus to make
this happen in 2008.

For this goal, step #3 is HUGE, as many of
you know. For accountability to eat healthier,
my wife and I worked the same program together
and supported each other. For more exercise,
I trained for and completed a 50-mile bicycle
ride in Mexico in September. Working towards
that goal and holding the vision of the finish
line was a very big part of my success.

Build up my business:
I definitely built up the business, held
workshops, and increased one-on-one coaching
clients. I did a ton of networking and
marketing, and I learned so much more about
those two items to build upon my existing
knowledge that now many of my workshops center
on the subjects.

On the three steps, I faltered on #1 and as a
result #2 was much more difficult to accomplish.
I didn’t have strongly stated revenue and other
quantifiable goals to start last year. I did
get to them and then met them, so now I have
more aggressive goals set for 2008, and I know
the success will be much higher!

Put more money in savings:
This was accomplished, but one of the hidden
obstacles that I didn’t factor in was the
money I would want to spend on my own
professional development, which added up.

Buy a new car:
This one was a much longer running goal
than realized. It came together nicely
towards the end of the year and required
other goals to be accomplished first.

Yes, all in all, it was a pretty good year!

 For the above goals, all three steps were
critical. And each goal had a different set
of challenges that related to different parts
of the three steps. It was very important to
have people to fall back on and help me through
the processes. My wife, coaches, friends,
networking groups, and my own determination
all helped to fill strategy gaps, provide
support, and keep me accountable.

 During this “self-audit”, I discovered step #4:
4.) Keep learning along the way

This year was a big learning process, and
I know that having gone back and reviewed it,
2008 will be much stronger!

All the best in the new year,
Jason


What, that’s it? What about 2008?
–> Do you have your business, saless and marketing game plan together for 2008?
–> Do you have specific, measurable and tangible goals set?
–> Do you know what your action steps are going to be to get there?
–> Have you come up with contingency plans and thought about hidden obstacles?
–> How are you going to make sure you keep learning so you can grow, advance and achieve?
==> If you have any doubts at all about your
answers to these questions, I have TWO suggestions…


 ==> ONE
Register and attend the BNC Entrepreneur Luncheon in Chicago on 1/9/08,
where I will be the guest speaker, and we will work together to create
supercharged goals for 2008!  Please follow the contact instructions on
the registration page, as this is filling up quickly!
http://www.besignonline.com/BNC/Jan0908Register.htm

==> TWO
Sign up to receive the FREE Business Success E-Series from Distinctive Coaching. This five-part series highlights how you can lay the foundation, strategize your actions and improve yourself and those around you so you can have your best year ever!
http://www.AchieveYourIdealBusiness.com

Jason E. Rosado
Business Coach

Helping entrepreneurs and sales professionals achieve your ideal business in 12 months or less.
Want to get started?  Sign up for your FREE “Business Success E-Series”!

773.829.1276
Jason@DistinctiveCoaching.com

Website: http://www.AchieveYourIdealBusiness.com
Twitter:
http://twitter.com/BizCoachJason
Facebook: http://profile.to/BizCoachJason

 

Posted in Business development, Business owner, Creativity, Entrepreneur, Events, Goal setting, Inspiration, Motivation, Networking, Sales, Sales Training, Upgrading skills | Leave a Comment »

“Must-have’s in order to gain confidence to sell”

Posted by bizcoachjason on December 22, 2007

Q: What should I include in a great Sales Toolkit?

I am targeting my sales team and am looking for must haves in order for these people to gain the confidence to sell these products.


Interesting question.I’m breaking this down to “Must-have’s in order to gain confidence to sell product”:

1. Expert knowledge of the product’s benefits and how it solves problems for consumers

2. Very good understanding of the prospect’s likely problems and challenges in this subject and with current vendor or product in use

3. Excellent listening and empathy skills to learn the prospect’s unique details around the current challenges that the product solves and be able to articulate those back to demonstrate understanding

4. PRACTICE. If they want to gain confidence, they should practice different approaches and sales scenarios, and role-play those with their managers, peers, friends and then on live prospects to gain familiarity with the conversation. The learning and improvement should never end.

5. A clearly defined objective for each sales interaction: to connect and build the relationship, close a deal, provide info on new product roll-out, follow up on status of recent purchase/service request, assess customer satisfaction, etc… The sales rep should be able to answer this question very specifically: What do I want to have happen by the time I hang up the phone (walk out the door)? Then determine the steps needed to be taken to ensure that happens.

Best,
Jason 

Thanks Jason, I appreciate you sharing some insights here and really think your #5 is excellent. This will definitely help in the design of this sales kit.

Best Regards,
Wes

Posted in Business development, Business owner, Entrepreneur, Goal setting, Motivation, Phone sales, Sales, Sales Training, Upgrading skills | Leave a Comment »

Q: Can anyone point me to real examples of successful elevator pitches?

Posted by bizcoachjason on December 1, 2007

Great question.  It all really depends on what you want to call “successful”.  Sales and marketing is about relationship building, and the timeframe for that process can vary widely.  So having realistic expectations and clear objectives from an elevator pitch is very important.

Crafting a successful pitch focuses on giving brief and specific information that creates interest and curiosity about how you can help someone, then turning the conversation over so you can learn much more about them.  People generally don’t want to hear about others as much as they want to talk about, or possibly hear insight about, themselves. This example has worked well for me:

“Hi, I’m Jason Rosado from Distinctive Coaching.  We help entrepreneurs and small business owners achieve and surpass the success that they want in a fraction of the time.  We work to help people discover and solve the problems that keep them from moving their business forward.”  Then I use a transition phrase to get them talking, “It’s very interesting and rewarding work, because I get to see people succeed on their terms.  And what does your company specialize in?” Or “…What brought you here to this event tonight?”, etc.

Some people will go into networking events and just want to make contacts—get a name, a very short introduction, and see if there is room for a future conversation.  Everyone has an opinion about quality vs. quantity of networking contacts at an event.  There is no right one.  It depends on how you are set up for future follow up, how well the audience composition matches your targeted clients, and your comfort and style of networking conversation.

I hope this helps.

Best,
Jason

Posted in Business development, Business owner, Entrepreneur, Goal setting, Networking, Phone sales, Sales, Sales Training, Upgrading skills | Leave a Comment »