How to Impress Your Sales Prospects Quickly to Get the Door

, , , , , ,

How to Succeed in Outside Sales

In order to succeed in outside sales you need to start on the inside. So how do you cover a lot of ground to build your sales funnel these days ? It’s not easy because there are so many means of communicating with a potential customer. Nobody answers their phone anymore and nowadays some folks will not even respond to your email! They say that social media is the new way to the attention or communicate your information to potential customers and they will come to you, but eventually you will have to engage in a conversation with your prospect via telephone to get in the door.

Top Sales Techniquessales success

So how do you achieve sales success? After many years in sales , I actually developed my sales skills on the telephone to “get the appointment” working with one of the major radio broadcasting stations. There were 12 sales professionals selling to a very narrow demographic so you could imagine what was left to call on. My plan was to find old accounts that nobody wanted and to find ways to sell different demographics creating alternate needs for the our product. I wanted to cover as much ground as possible without wasting a whole lot of time and energy so the best way to target the companies that I had in my was to try to call them by phone to get a chance for an appointment. These days if you do get an appointment it means two things – They have a genuine need to see you or they need another quote which can also end up in a sale but that is a whole new conversation. The first thing I did was research on the company, and have some semblance of a solution ready for them when I got them on the line. One thing you NEED to keep in mind is that you do not want to sound like a canned sales pitch, to avoid this most successful sales professionals keep their “pitch” conversational and this is the approach I used . I was successful at this method because in the course of conversation I would find out in a short period of time if they were happy or not with their current situation then the prospect would invite me in for an appointment and then my chances were very good that I would end up closing them. Needless to say I increased my sales 400 percent using these tactics and was asked to become a mentor for the other new reps and then shortly thereafter to become the Sales Manager.

Sales Tips for Success

Most recently I had the opportunity to perform my skills with sales coaching for a software company that provides sales training to the automotive industry. I was tasked to listen in on the sales people’s repertoire and found that they would just go into their usual routine of presenting the product. Their close ratio was low and I found a couple of simple key things that helped them to be more successful. The first thing I taught them was to find out why the prospects inquired about the program in the first place. Then to talk about that pain at the beginning of the sales call and reiterate the pain throughout their sales presentation and attach it to the solutions that the software company offered.

This method immediately got the prospect talking and asking questions, which leads to closing the sale! (When your prospects starts asking questions you always have a good chance of selling them.)

The secret to successful telephone sales is getting the prospects attention in a very short period of time, this is why the company research and offering a solution to your prospect that creates value will get you in the door to insure inside sales success.


How to Improve Your Memory Quickly

, , , , , ,

Having a Good Memory

memeory 2

Fortunately I have always had a good memory and thought that most people did too, but was surprised how many people out there have trouble remembering events, names and occurrences. I also learned and been teaching a memory technique that is one of the best I’ve come across in years. This memory technique is a product of learning to tap into your potential in order for self improvement.

These days’ people are looking for the latest and greatest in order to be successful. How many times have you just got off the phone after a successful interview and forgot the person’s name that you were speaking with or met someone at a business function and minutes later forgot their name. This could be detrimental to your success in life. William James, a Psychologist said that (and I am sure that you may have come across this statistic sometime in your lifetime) that most of us only use 10% of our potential in our lifetime. That means there is 90% of untapped human potential.

Memory Techniques

I’m going to illustrate that we can tap into that potential by simply using a simple exercise to improve your memory in a short period of time. The mind tends to think and relate better to pictures faster, so here goes the magic. If I suggest to you to think of the word duck what pops into your head ? an image of Donald Duck, a Mallard Duck sitting on a pond, of course you immediately get a mental image of the word that is heard and processed by your brain. You do not immediately think of the word DUCK do you? The problem is that when we were taught early on in elementary school how to memorize they did not use a technique associated with the mental image process. Instead you were just taught to memorize by rote and that was a lot harder and longer process. Well here’s a memory technique that will help you improve your memory and it goes like this if you already had not guessed. If I taught you ten public speaking tips and the next day you tried to remember without using this memory technique you may get three or four but if I you used this technique you would probably remember 8 or 10 and probably in order! Let’s try five to illustrate this example.

  1. 90 % of your nervousness does not show.
  2. Do not try to recite word for word.
  3. Do not memorize your speech
  4. Show up early
  5. Take Deep Breaths
  6. Look for a friendly face in the audience

Now try to memorize these in order then close your eyes and try to recite them. Don’t cheat

After you try to recite and only get a couple then try this.

Associate the six tips with a little story and it goes like this and is based on a horse race

  1. Favorite horse no showed
  2. Jockey was trying to write a down grocery list word for word
  3. Could not remember exactly what his wife wanted
  4. because he was watching his time
  5. Horse had to take deep breaths from running fast
  6. The jockey in front was smiling cause he was ahead


Now use this memory association scenario and then close your eyes and try to remember the seven tips. I’m sure that you probably get them all and probably in order because of the logical sequential flow of the scenario. It’s easy to see how using a simple technique can improve your memory quickly!



How To Encourage Team Building Among Nurses

, , , ,


The quality of your hospital’s patient care, patient outcomes and your hospital’s reputation as a quality care establishment depends on how well your nurses work with each other. When nurses bond and work collaboratively in a cohesive team, communication mishaps and other issues can be averted. Healthcare establishments should encourage team building amongst nurses in order to develop positive attitude and improve patient care. Here are a few tips on how you can encourage positive team building and team spirit among your nurses. blog med pic

Conduct Team Building Exercises And Activities

Team building exercises and activities help foster shared communication and goals. These activities make nurses coordinate with one another, which will help them manage patients’ needs better in the long run. Team building exercises help build a sense of unity among nurses. Core skills such as patient assessment and administering medications are reinforced as well. A nursing team that is cohesive is better equipped to handle emergencies as they arise.

Indoor activities: You can adopt several indoor team building exercises and activities such as role-plays, where nurses play the role of the doctor, nurse and patient. Symptoms are discussed and analyzed and medications are prescribed. This exercise teaches nurses that only when the whole team works in coordination can good results be achieved.

Outdoor activities: Take your nurses out on a day picnic. Conduct a rappelling experiment; assign two nurses to rappel together. They must support each other’s weight and watch out for each other to prevent accidents. Exercises such as this one also foster team spirit. You can come up with several other creative team building exercises and activities to enhance cooperation, cohesion, coordination and collaboration within your nursing team.

Extend Support To New Staff And Build Morale

In most hospitals, senior staff waits till new nurses prove themselves before extending their hand to them. It’s a kind of rite of passage in hospitals. While this may help new nurses to hit the floor running, it won’t help their stress levels. New nurses might feel resentful and unwelcome as a result.

Ensure your nurse managers and senior nursing staff welcome new nurses warmly. Instead of putting them through their initial ‘prove yourself’ paces, senior staff should support, train, mentor and talk to junior staff. This will help build morale among new staff that will in turn grow into reliable and happy performers. The impression you make on your nurses initially matters a lot when it comes to nurse loyalty and retention.

Help The Team Bond With Each Other

Your nursing team might just be doing its job mechanically without really jelling together. This happens when the nurses don’t take the time to get to know each other personally. In this way, each person becomes isolated and an island in themselves.

It’s necessary that nursing teams should bond with each other as individuals in order to work as a cooperative team. Mutual care, concern, liking, respect and support should be encouraged and developed. When nurses have successful attachments with the people they work with, they experience greater job satisfaction and express greater commitment to the hospital.

To this end, organize potluck dinners, picnics, and group dinners hosted by the establishment. Make sure that at least once a month, you get your nursing team together to bond and get to know each other. Ask senior staff members to organize movie nights at their homes where their teams can get together, watch a movie and relax. Nurses work long hours, spending more time with their co-workers than with their families. It’s necessary that they like the people they work with. The best and most powerful bonding occurs after work hours, in a casual environment.

Set Up A Peer Mentoring Program

You can set up a peer-mentoring program to build successful teams. Receiving feedback and guidance from a peer makes a great impact on a nurse’s efficiency and belief in self. It gives the nurse greater confidence to deal with any given situation. Assign peers and mentors within each team and see that the nurses interact and share their knowledge amongst themselves. This works better than any training program, while enhancing team bonding at a personal level.

Conduct Positive Relationship Seminars

Yes, hospitals are rushed, they have to provide patient care and there might not be much time to provide training and conduct seminars. However, it is necessary to conduct regular seminars on building positive relationships. Everyone needs reinforcement in this area. Knowing that one’s employer proactively encourages personal development, team bonding and job satisfaction is a factor that’ll motivate your nurse teams to perform better.

  • Teach nurses to respect differences, as an important part of team building
  • Prime nurses for positive thought. Negative thought wastes a lot of energy and usually doesn’t accomplish anything. Teach nurses that instead of complaining, they should be proactive and take initiative. By doing so, they can actually make improvements happen.
  • Teach nurses to acknowledge and recognize co-workers and be sure to offer them praise and encouragement
  • Stress on the need to always listen to what others have to say
  • Teach nurses that the only way to feel appreciated is to appreciate others
  • Encourage nurses to offer a helping hand to another nurse who’s in dire need. If another nurse is struggling with a very demanding patient or a very irate family member, encourage team members to pitch in and help. Explain to your nurses that even if it’s not their patient, it never hurts to help someone who needs it. The favor is usually reciprocated and this helps build a stronger team.
  • Teach nurses to always admit their mistakes and take responsibility for what they do. Everyone makes mistakes and sometimes mistakes are the beginning of great learning. Discourage the blame game.

Time Management Workshop – Sodexo Campus Services Columbia, SC

, , , ,

Keys to Team Building with New EmployeesLeaders Speakers was chosen to facilitate a Time Management Workshop for the Sodexo Food Service Group. Rachel Ayalya, General Manager Sodexo Campus Services University of South Carolina contacted Leaders Speakers to facilitate a program that would help her management staff develop more effective time management techniques by changing ineffective habits and how to overcome obstacles. Leaders Speakers one day workshop  showed them how to plan their day well in advance with effective time management tools – how to prepare a Task Plan. We defined and showed how to them establish goals, priorities and activities and how important it is to establish practical measureable and definable goals, define activities associated with achieving goals, and how to define your priorities. The process translates to organizing activities in priority that need to be done that day against the time that needs to be allocated to each activity. Important emphasis was given on how to keep on track and AVOID the distractions that keep individuals from accomplishing their daily goals. We teach that setting goals and Objectives is important. Working without effective time management goals and targets does not establish a “tangible” plan for what you want to accomplish.

Time Management Tips and Strategies

We made the participants aware of the fallacy that some people think they may even have it all in their head, but without an established plan you will go off course and fail to achieve your objectives. Leaders Speakers also showed the group of Managers good time management skills included” How to Tame the Email Monster”. Most employees get bogged down with and are slaves to their email which is a HUGE time waste and can account for many hours wasted hours that could be better spent on other priorities. The group seemed surprised to learn that one of the basic email rules is 99 percent of emails do not require immediate action and 50 percent require no action at all! In the end the Managers learned how to determine sources of time management challenges, use Time Management tools to change habits and behaviors, and Time Management requires discipline.


How to Find a Good Professional Team Builder

, ,

Utilizing a professional team builder to help manage your team and bring everyone on the same page can be an excellent way to boost morale, focus on the task at hand and get everyone working together. Finding the right professional motivational speaker doesn’t have to be a mind game of searches online. If you live in the Charlotte NC area all the way up to Washington DC, Leaders Speakers helps with public speaking and presentations, team building and time management skills. Whether it’s personal or business, Leaders Speakers is your key to gaining more business and helping your team succeed in the workplace. How to Find a Good Professional Team Builder

There is a difference between leadership and management: Management has been said is doing things right while leadership is doing the right things. They are quite different and if you are an employer you  may be looking for a manager instead of a leader or vice versa. Knowing the difference is the key to placing people where they belong and flourish.

Managers tend to have their focus on the bottom line while leaders look to the future and may not have all the micro pieces in place. Managers are usually good at small tasks and keeping the existing goal the same while leaders look into the future of the company or particular project and inspire those around them, boosting personal growth.

As an employee you may need help in identifying the leaders from the managers and making sure each has their specific role. This is where Leaders Speakers come in. We can help identify those in the field and place people where they can use their individual skills and talents to flourish the company and themselves. No one wants to be put in an environment that is out of their realm of knowledge or talent and even if they are pushed a little, if it’s not their gift, it’s just not their gift.

If you are looking for a great team building and employer/employee management course, contact Leaders Speakers. With excellent training, skills, experience and courses, we can help get your team where they need to be – striving for the common goal and excellence in their field.

Give us a call today to learn more and if you qualify for our summer special!