Professional development

8 steps to ensure more success in sales

by

Want to know how to be more successful in sales? This column should help.

I had the pleasure recently of attending a seminar by Dave Behr. Dave, a 17-year veteran of Competitive Edge Seminars (one of Tom Hopkins’ firms), filled his 60-minute session with some of the best sales advice I’ve heard in a long time.

Scribbling madly, I managed to take some great notes from that presentation. Here are my 8 tips to help you become more successful in sales. Some may be familiar, others are new. All are valuable sales techniques.

1. Put the 80/20 Rule to work for you. Knowing that 20% of what we do makes 80% of the difference, concentrate on that 20% portion. “It comes down to activity,” Dave says. Several ways to become more successful: Make more sales calls, prospect more efficiently (for example, targeting higher quality prospects), or both.

Dave cautions against getting too aggressive with your new activities. Incorporate them over time. If you try to do too much in a short time span, you’ll become frustrated and stop.

Read more

How to get started as a speaker

by

Ever had the desire to become a professional speaker? I do. I’m still putting together the pieces, but what I’ve learned could help you in your quest to become a speaker. A full discussion of this topic is beyond the scope of one blog post, but I can offer some suggestions to get you started.

To help in my journey, I purchased Darren LaCroix’s “Get Paid To Speak Next Week” program. Using DVDs and a workbook, Darren shows you how to become a professional speaker from the ground up. The following is from that course.

First, ask yourself: “What do I enjoy doing? What am I really passionate about?” It could be a particular hobby, professional matter or social cause. There is an audience for just about every topic imaginable. It’s better to focus on something you know and love, than to try and force yourself to speak about a topic that just doesn’t resonate with you.

Read more

Effective communication skills are critical in today’s economy

by

Effective communication skills help you compete

The massive layoffs in recent years and the continued soft state of the economy have caused many people to turn to job training. To be really effective, part of that retraining should involve developing and maintaining effective communication skills.

Having the confidence to look a person in the eye and express yourself in an intelligent manner can mean the difference between success and failure during an interview and later.

Consider this: Two equally qualified candidates interview for a position. One is poised and gives clear, thoughtful answers. The other slouches in the chair, laces his answers with heavy doses of “you know”, “like” “whatever”, and is constantly looking down or away. Who do you think stands the better chance for a second interview? Whom would you invite back?

Read more

Preparation minimizes miscues during presentations

by

Despite the amount of preparation put into a meeting or presentation, old Mr. Murphy may still pay a visit. Oftentimes it’s a result of overlooking a step. That’s why it’s a good idea to develop a checklist for each meeting.

Miscues I witnessed during various meetings serve as helpful reminders of the need for thorough planning. Some issues were encountered by the leader of the group, others by the presenter. Because you could be asked to handle either role, you should keep all these suggestions in mind.

Fill dead time: Two presenters scheduled early in the meeting arrived late to the conference. Luckily, the conference chairman brought along some material he could discuss while we waited for the presenters to arrive. Usually presenters arrive hours before a conference and sometimes even the night before. Even so, it’s always helpful to have some back-up material on hand. This can include a short presentation, some facts and figures on the group, a Q & A session, or discussion with members on important topics.

Read more

Some tips to ensure a successful presentation

by

I had the pleasure of offering a presentation to a class of business students on Tuesday. We reviewed a number of important writing tips as well as presentation skills. I always enjoy speaking to groups. Presentations allow me to educate an audience, enhance my presentation skills, and even learn from the event. Each presentation you give is unique. This one offered reminders of certain presentation principles, which I’d like to share with you.

Tips for  a successful presentation

1. Adjust your presentation style to fit class size. I was expecting six students, which would’ve been small anyway. (The classroom was standard size.) Instead, only three attended. All sat in the back row. I used PowerPoint for one presentation and the whiteboard for the other. A tiny group like this forced me to approach and speak from just a few feet away.

While rehearsing and visualizing your presentation, you might picture a full (or nearly full) room. Be prepared for something less. Don’t act shocked if only a handful of audience members arrive. Adjust your presentation style accordingly.

Read more