Sales People Are Not Born They Are Trained

An Important Lesson For Sales Managers In Pain
 

It may seem like some people just don’t have a gift for sales…

When Ian started his first sales job, his only training for the position was, “Hang in there. You’ll do fine.” The job lasted two hours and ended with his boss telling him he should become a waiter.

In this interview, you’ll hear how Ian went from being that no-talent kid to a highly sought-after sales management consultant in New South Wales. And he’ll be the first to tell you that if he can master sales, anyone on your sales force can too -- because salespeople aren’t born; they’re trained.

Here’s what you’ll get from this interview:

• A grasp of how managerial tools and methodologies can power your sales

• Ways to analyze your staff that will keep sales production high

• Examples of how “coaching” can push sales and margins up

• How a sales force is an investment and how to make the most of it

• How to find good salespeople and how to keep them when you do

Ian understands the frustration managers feel after spending a lot of money to generate a lead only to have it blown by a salesperson. It’s easy to see how this happens when, according to his research…

 50% of salespeople fall short of quota
 90% of sales opportunities don’t close when the salesperson says they will
 75% of product-launches fail, but…

The biggest factor affecting production of sales today is
Sales Leadership

When he says, “It’s the head of the fish that stinks the most,” Ian’s really saying that effective sales begin at the top. If Sales Managers learn models, tips and tools, they’ll be able to bring those skills back to their salespeople. So in this interview, you’ll also hear how increasing sales production is mainly about finding a process that works. And, according to Ian, results will follow --Most people see a return of 500 percent!

Now, management-consulting skills don’t come naturally to most people and there are plenty of books out there on the subject. (Ian has over 800 of them in his library alone!) You could literally spend the rest of your career reading up on the matter, spinning your wheels trying out methodology after methodology. Or, you could start with this interview to see how sales management consulting can benefit you. Remember, Ian didn’t start out with a gift for sales. He just found a process that worked for him. Enjoy.
 

I Am A User Of (LSD)
 

The first thing you have to learn to make a great information product is you have to know the secret. And the secret for creating a successful information products is to use LSD, the real drug, a drug that will make you high. I call it love, service, and dedication.

If you get turned on with LSD, you won't need false drugs like you find pushed around the schools today. Because if you have love for your fellow man, service to mankind and dedication to yourself and your family to provide a better way for life.

I encourage you to listen to this consultation with Roy because contained in this recording you will hear about these secrets to be successful in your own business.

Roy had recently bought into a business opportunity for over $600 that came with a standard web site template. The web site was designed to sell a $19 book written by someone else. This $19 book’s real purpose was to sell a higher end book as well as consulting for the price of approximately $3,000.

What would Roy get out of the deal? For every $19 book that his web site sold, he would receive half of the profit – no matter what he spent on marketing the book. He would not receive proceeds from any subsequent sales of the higher end book or consulting purchased.

As we talked, Roy begins to understand exactly who would make the money in this endeavor – and it wouldn’t be Roy. This kind of business never sounds like a good idea to me. Listen as I try to sway Roy into creating his own Information Product where he would have total control of the product and would receive 100% of the profit.

We discuss reasons why Roy should spend his money and time developing and creating his own Information Product. We explore potential topics for his Information Product and how to determine what types of topics would be best for him to research.

How To Eat Your Face And Live To Tell About It

When Mike Samonek came up with an idea for a unique cookbook that combined food with special effects (and included a recipe for eating your own face), he didn’t even think about going to a publisher with it. He wanted to maintain complete control of the book, the marketing and the profits. So he went the
self-publishing route – and sold 500,000 copies by marketing them himself! And in this audio, you’ll hear exactly how this self-made millionaire did it, along with some tips and tricks on
how you can do it too.

First and foremost, Mike considers himself a space-advertising wiz. He’s been successfully advertising his own products in magazines for years. So he knows all about catchy headlines and good copy.

And in this interview, you’ll hear how Mike came up with his brilliant idea, how he’s managed to get an insane amount of free publicity for it, how he writes catchy press releases that scream for media attention and how he targets his audiences – all within this hour-long interview. And that’s not even the whole story.
You’ll also get lessons on direct marketing, space advertising and product selection.

Some Key Ideas You’ll Get In This Audio

• How to use a big red envelope and a black magic marker to get more publicity than you may be able to handle
• How to cash in on the Baby Boomer market by knowing what kinds of products they want right now
• What are the most common mistakes marketers are making and how you can avoid them
• How to write unforgettable press releases that get you noticed
• Ways to get into the psychology of your customers so that you know how to appeal to their wants and needs

Mike has enjoyed a tremendous amount of success with his special effects cookbook. He’s had articles written about him and has appeared on TV and radio programs all across the United States – even the Food Network has run a segment on him. And Mike drummed up all of that publicity himself. But he hasn’t stopped with the
cookbook. He’s still producing and advertising a whole range of products– from chicken soup tablets to a course on advertising.

You won’t want to miss this audio. It really shows just how powerful and profitable “thinking outside the box” can be. Enjoy.
 

110 Minutes of Detailed Answers To Questions From Existing Art Hamel Students

More and more people are buying Art Hamel’s course on business buying.  As a result, more specific questions are being asked that have not been covered in some of the other of my interviews with Art.  Here’s a new recording to cover more questions that have been asked by Art’s students and detailed answers from Art himself.

As you listen, you will hear detailed answers to questions such as:

What is the percentage of return for the investors, Art’s fee, and what percentage of the business will the buyer own?  Hear Art answer this question giving detailed examples and the math behind the examples based on his personal experience of more than fifty years of business buying.

What kind of involvement in running the business is the buyer going to have if Art becomes involved?  Basically, it depends on the buyer’s management experience.  Art gives great examples in answering this question as well as what his involvement would be when a deal is made with his assistance and services.

>What kind of businesses should potential buyers look for?  Should it always be a manufacturing company?  Listen as Art explains why manufacturing businesses are his favorite because the risks are less than buying a service business.  Find out why service businesses can not only be riskier, but more reasons that they may not be your best choice.

What does Art think about buying an offshore manufacturing company – specifically one based in China?  Art explains that it can still be a good deal, but how more negotiation may be necessary in China or in the Middle East.

Would Art be interested in financing a movie project?  Well, with all of his business buying and financing experience, you can probably guess that Art has, indeed, been involved with the financing of movie projects during his career.  Listen as Art talks about the deals that he has been involved with in the past and what his personal opinion is currently about getting involved with more of these.

In a buyer’s first meeting with the seller, what should the buyer ask for?  The details that Art gives while answering this question are a “must listen” for potential business buyers and you’re going to want to take notes.  Art stresses that in a first meeting with the seller, the buyer’s main goal should be to establish rapport and a relationship with the seller.  He goes on to suggest a few important questions that should be asked by the buyer in that first meeting and the most important information that the buyer should request from the seller.

When talking to a seller, is Art available to explain his credibility and services to obtain financing?  This is the part that I like best:  Art suggests that the buyer send the seller to my web site, www.hardtofindseminars.com to read or listen to the volumes of information available about Art Hamel.  My web site really will establish Art’s credibility and will tell the seller exactly what to expect if Art becomes involved with the deal.

I encourage you to add this two part recordings to your collection of business buying resources.  Again, Art leaves no stone unturned as he answers his students’ questions in plain English with easy to understand examples based on his years of experience, real-life examples, and a wealth of business buying knowledge. Each part is 55 minutes. Click here for more Art Hamel Legendary Business-Buying Interviews

“How To Grow Your Income As A Marketing Consultant

Marketing Consulting Client Case Studies Vol. I

This audio is not theory – it’s reality, and it comes straight from the files of Richard himself. In it, you’ll hear 10 stories that perfectly illustrate how the steps of the HMA system work.

Best of all, Richard tells you exactly how he did it – not how it could be done or how it should all work if the conditions are ideal and your fingers are crossed. These are proven steps and techniques in action. He brings you into the field with him to hear how he dealt with real people and real problems, and he lets you in on all the lessons he learned along the way.

You’ll also hear…

• Ways to spot hidden marketing assets

• When to ask for a commission agreement and how to ask for one

• What to charge larger clients

• Why integrating a USP is just as important as creating one

• The three ways this system will grow a business

• How to work with a start-up company that doesn’t have a lot of marketing assets

• How to make money on group training sessions – using government funds

• Why you should think twice before taking on a contingency contract

With each story, you’ll hear how Richard molded the system to meet the needs of his client. And that flexibility allows this system to be used with any type of business --from large corporations to small mom n’ pops.

This is a valuable interview that really puts the HMA system into perspective by showing you how to apply core principles to real-life business scenarios. So don’t miss this opportunity to tap into 15 years of HMA experience and learn from the one person who knows this system the best.

For more "Consulting Secrets" go to http://www.hardtofindseminars.com/HowToConsulting.htm
 

Former Senior Marketing Manager For Nightingale-Conant Spills His Guts About The Motivational Tape Industry.

Peter Wink is the former senior marketing manager for Nightingale-Conant. He is a big fan of many of the marketers listed on my site. In fact, he has written copy for selling many of their programs. Peter was interested in swapping some Gary Halbert programs for any of his Nightingale-Conant products. He has collected hundreds on various topics. I called him back to let him know what topics I was interested in and asked for the untold story of the motivational tape industry. This is one of the most informative interview to date. Packed with inside secrets about the motivational tapes industry and how it operates, how it generates sales, the profile of a customer, what they buy, how often, and how much they spend. Peter was gracious with his time. Get ready for a great talk with Promoter Extraordinaire, Mr. Peter Wink. You will also see how a possible joint venture opportunity with Peter was presented to me by this one talk.