Tom Fuszard – Page 22 – Tom Fuszard's Business Builder

Sales training techniques to help you succeed

December 16, 2015March 11, 2013 by Tom Fuszard

Develop effective selling skills and you will prosper

Ongoing training is a must for any professional, but especially salespeople. I watch for relevant programs, and recently had the pleasure of attending a presentation by Mike Theisen, president of Sales Management & Marketing Solutions, LLC, of Waukesha, Wis.

Mike has decades of sales and sales coaching experience. His seminar, “Building an Effective Sales Team,” covered a lot of ground in roughly 30 minutes. Here is a recap of just some of my notes.

Veteran salespeople remember the famous ABC “rule”: Always Be Selling.

Mike offers an improved version:

If you want my attention, give me yours

December 16, 2015March 8, 2013 by Tom Fuszard

Turn off your cell phone so you can provide undivided attention

Just have to get something off my chest today. It’s one of my pet peeves that, unfortunately, is becoming too common. What is it?

People who leave their cell phones on during meetings and react to messages.

This happened to me recently. I was meeting with another businessman to discuss some joint opportunities. It was in a social setting, so we were both relaxed. Plus, I know him almost well enough to call him a friend. (Which itself was an issue; more on that.)

Throughout our 90-minute discussion, his cell phone prompted repeatedly. Each time he would glance down to read the message. He even took a call at one point. I really wanted to tell him to turn off the blasted phone, but I couldn’t. Friendship got in the way.

What’s the point?

Additional reminders for an effective presentation

December 16, 2015February 25, 2013 by Tom Fuszard

Follow these suggestions to help you deliver an effective presentation

A conference I attended recently included six very informative presentations. Overall, the quality of the material was very good. However, I witnessed a number of common presentation gaffes. Keep these tips in mind the next time you step in front of an audience.

1. Test the microphone. Make sure you know the microphone’s working range. Speak louder, and/or stay close to the microphone. Use a lapel mic if you can. They’re closer to your face naturally, and allow you to move around. (And for handheld units, keep the mic close to your mouth. Don’t worry: it won’t bite you.)

Make sure your audience can hear you well before you begin. It’s better to be too loud than too soft.

2. Repeat questions posed by audience members. This is especially true if speaking in a large room. People in the back can’t hear the question that’s posed by someone up front. Just say, “The question is,….”, then answer it.

A professional development strategy for success

December 28, 2015February 14, 2013 by Tom Fuszard

The right professional development plan will help you achieve and maintain success If you’ve been in the business world even a short period, I’m sure you’ve heard and read a lot about the value of personal and professional development. Without it, we become stagnant. At best, we don’t advance. At worst, we lose our jobs. … Read more

Break the script during business networking events

December 28, 2015February 12, 2013 by Tom Fuszard

Set yourself apart during business networking events

Picture this, a typical opening dialogue at a networking event:

“How’s it going?”

“Fine. And you?”

“Oh, fine.”

Then what? The conversation may improve, but it also may not. The problem, according to Steve Van Lieshout, PE, is that there’s nothing unique about the opening. After the short, customary exchange, the dialogue may die. To keep it going, you need to take a different approach; to “break the script,” as Steve calls it.

Co-owner of K & S Technologies in Milwaukee, Steve travels extensively for business and networks frequently. He shared his business networking tips during a networking event this morning.

In a nutshell, Steve says, make yourself as unique as possible. Don’t be a “commodity.” When asked how he’s doing, Steve, a cancer survivor, responds with, “It’s a great day to be alive!” That comment causes people to pause. The result is often a smile but more importantly, a more interesting conversation.

Show genuine interest in the other person, and get to know them better. Ask atypical questions, like “What do you do for fun?” and “What keeps you awake at night?”