Boost Your Sales With Presentation Skills Training

Presentation skills training is critical to sales success. Whether you are new to sales or an experienced pro, great communication unlocks doors. Learn 7 master keys to get faster sales, bigger sales, and build strong relationships with loyal customers.

Selling and presentation skills training are must-have elements of any successful sales organization. But in these days of 'doing more with less' many organizations are cutting official sales training. Standard entry training often was conducted over an intensive 2-3 week period. In these hands-on presentation skills programs, new reps learned exactly how to open a conversation, present value, share unique selling points, overcome objections, respond to questions and guide to a close.

But what can you do if your company has cut the budget and taken a do-more-with-less approach? It's time to boost your sales and take personal development into your own hands.

1. Bring In The Pros

In many sales organizations, the founder or CEO initially delivered training. These epic training sessions are still talked about. Seasoned sales professionals tell tales of these trainings-and if you're just joining the team, you really wish you'd been there.

If it's just been years since the top guns joined in on a presentation training class, switch things up. Get your top leaders and top sales performers to join in and share best practices. You'll boost sales across the entire team.

2. Hire For Performance

These days, you can afford to be choosy. Identify the core values, communication skills, and energy you're looking for in your sales staff. Then, be rigorous. Hold one, two or more interviews. Test for performance in the interview.

For instance, if you are planning on using whiteboard presenting in your sales process, include a whiteboard pitch as part of hiring. This will help you start with a group of sales reps that are already a cut above.

3. Monitor Quality

Check in for ongoing feedback. Are training sessions providing the right information, skills practice and real-world simulation? If so, keep going. If not, investigate and upgrade to higher quality presentation skills training providers.

4. Engage Participants

Get people involved with lively training sessions that encourage reps to think on their feet. Practice skills. Test comfort levels with situational role-plays. Provide ample opportunity to try out new skills in a safe environment.

5. Build Buy-In From The Start

Involve participants by asking for and including input. New participants have new insights, skills and styles. Encourage lively discussion to continuously adapt, adjust and improve scripts, presentations and sales process.

The more people are involved in the process, the greater buy-in will be for using the process in the field.

6. Invite Peer Presentations

We all enjoy learning-especially from peers. There is a natural comfort and ease that occurs when you're learning a skill from someone who just learned it a week ago.

Barriers dissolve. Obstacles disappear. Use peer presentations to create a dynamic and informal learning environment.

7. Recognition and Reward

Recognition and reward sound like big terms only for big organizations. Nothing could be further from the truth. Recognize people for their participation. Reward them by acknowledging how their contribution improved the training experience.

Reward and recognition is a critical dimension of success. Everyone enjoys knowing that his or her comment, action or idea made a positive difference.

Whether you are part of a global organization or a tiny start up, use these 7 keys to boost your sales results. Interested in presentation skills training? That's smart. The right skills ignite sales performance.

Is Your Leadership Effective?

In many ways, good leadership is hard to define. It can't be directly measured. There's no leadership "score" or report card. In fact often the measure of leadership is qualitative rather than quantitative - although quantitative results always follow. So, the questions remains, how can you tell if your leadership skills are effective?

Plain and simple, leadership is about getting others to take action. If leadership effectiveness is lacking, less than best effort is put forth. The better the leadership, the better the effort.

Exceptional leadership inspires the best effort in others.

Effective leadership is a function of both individual competencies and organizational culture. What are some signs that leadership isn?t as effective as it could be? There are a number of them. They are indications that something is missing in the leadership equation.

? Inability to Motivate People
? Difficulty Attracting/Retaining the Right People
? Low Productivity
? Poor Customer Orientation
? High Stress
? Isolation
? Declining Profits
? Ineffective Delegation
? Lack of Creativity
? Lack of Initiative
? Ineffective Teams
? Poor Communications
? Lack of Vision
? Diminishing Revenues
? High Turnover

What can be done to improve leadership effectiveness? The answer is simple to understand and yet not so simple to implement. It starts with understanding the foundations of what makes someone an effective leader and what kind of organizational culture is most effective.

Effective personal leadership can be summarized as being competent in these skill sets:

1. Becoming Influential
2. Facilitating Teamwork & Collaboration
3. Being a Catalyst for Change
4. Managing Conflict
5. Developing Others
6. Having & Communicating a Compelling Vision

The foundations of a strong organization are:
1. Developing a clear and compelling Purpose
2. Identifying the organization's Mission to achieve the Purpose
3. Agreeing on a set of Values by which to carry out the Mission
4. Adopting a Servant Leader attitude throughout the organization

In summary, when we combine personal competency in all areas of leadership skills with an organizational culture which supports people, their development, and their success, we end up with exceptional leadership which, in turn, inspires the best effort in others.

Tory Burch Opens New Boutique

It usually takes decades for a designer to become known by just an initial or two. Think RL (Ralph Lauren) or Coco Chanel (linked C's). But though she's only been in the biz since 2004, Tory Burch outlet online gets immediate recognition for her double-T brand on bags, shoes and countless caftan tags. Her boho-meets-preppy aesthetic lures fans including Michelle Obama and Katie Holmes. The Philly native just opened her first D.C.-area boutique at Tysons Galleria (2001 International Drive, McLean, Va.; 703-288-0786).

You're really popular here. What took you so long to open? I love D.C. I've had my eye on opening a store here ever since I started. One of my brothers went to Georgetown University, and it's on my radar. People there are so interesting.

Yeah, but don't we get a bad rep for not being fashionable here? I think D.C. women have a lot of style, though it's a slightly more conservative way of dressing. When I visit, I always think, "Is this skirt the right length?"

What about Michelle Obama? Do you think she's making the whole city seem more stylish? I love what Michelle Obama does - she's stylish, and it's great to have somebody in the White House who loves fashion like her.

Who else in D.C. do you dream of dressing? I would love to dress Hillary Clinton. I'm a huge fan of her and think she'd look great in our knits or our suits.

Yeah, I can see Hillary in Discounted Tory Burch Shoes, especially since I think your designs appeal to a wide age range.

When we launched in 2004, we were thinking of a customer who was 25 to 45. But we've found that women of all ages interpret our pieces. I also think some younger customers came in after we started being featured on "Gossip Girl."

So what pieces from your spring and summer lines excite you?? Our denim is having an incredible response - we've got these higher-waisted, wider denim pants and colored jeans. I'm also interested in suit dressing. We did a striped suit with pants inspired by a pair of my father's trousers.

You're known for a couple of iconic pieces, like ballet flats and caftans. How do you keep those styles fresh?

I'm constantly pushing myself and my design team to look at things differently. I look at the tunic and ballet flat as basics. I'm interested in opening a store in D.C. because it gives an understanding of the whole collection. It's more than tunics and flats!

Travel really influences your designs, doesn't it? It's a huge inspiration. I like to say that we're an American christian louboutin shoes outlet with a global point of view.

Misunderstanding of Telemarketing Damages UK Business

There are huge differences between telesales and telemarketing but unfortunately the vast majority of British businesses can't see past the negative image telesales has created. Call centres, both here and abroad, churning out huge volumes of untargeted calls have negatively impacted the public's opinion of the telecommunications industry. In reality telesales and telemarketing are two very different activities executed using different methods with different objectives.

This misunderstanding is holding businesses back when they could be expanding at a much faster rate, as telemarketing is often an affective route to market for many B2B brands. Here's why the two activities are so different:


Generally the objective of a telesales campaign is to contact as many people as possible in the shortest possible time. The hope being that their offer will appeal to a small number of those contacted, even if the vast majority hang up the phone immediately.

Telesales aims to close the deal right there and then on the phone; so even if they speak to someone who's interested in their offer but can't close the deal right at that moment; they usually don't bother to call back. Most telesales campaigns are for consumer products, like double glazing and health insurance, but because the people they call are so unspecified, as usually their databases feature generic unchecked data, they often speak to people who are sometimes completely unsuitable for their offer. Damaging the reputation of the channel and the brand they're representing.


Telemarketing takes a more structured and holistic approach that's much better suited to B2B campaigns. In most telemarketing agencies the staff making the calls won't be paid a commission for the sales they make and they won't be expected to complete the deal over the phone. Instead they're given objectives to open long term conversations with highly targeted and relevant prospects. Once an opportunity has been established between the two parties the prospect is usually passed on to the client's sales team who then complete the deal.

This approach delivers far greater ROI and has less potential to damage the brand in the same way a telesales campaign might. This is because the targets that are contacted have been identified for the actual offer rather than simply bought from a generic data management company. When telemarketing agents speak to targets their objectives are to offer a solution that will help the target in the long run, rather than generating a sale right there and then.

The confusion between the two disciplines is preventing many companies from growing as fast as they could. A well developed and structured telemarketing campaign can deliver long term results. If more sales managers and directors could understand the benefits of telemarketing they could generate a significant competitive advantage over their competitors.

Dkny Swimwear

DKNY (Donna Karen New York) is the leading international fashion brand that was launched in 1984 in New York by Donna Karen. Donna Karen is an eminent fashion designer who has tremendous talent, distinctive vision and in-depth knowledge of designing and clothing. Top notch designs are the essence of DKNY apparel and accessories. The popularity of the brand is due to its unique styling, high comfort level, and large variety. The artistic bent of the designer is visible from the beauty of her aesthetic designs. DKNY apparels are luxurious, sensual, highly wearable and visually appealing which make them even more highly desirable.

DKNY swimwear too has gained immense popularity all over the world. DKNY apparel and accessories are also featured in some of the most popular international magazines, such as Oggie, Elle UK, Bazaar UK, Lucky, Improper Bostonian, Grazia, Cosmo, Allure, Out, Men?s Vogue, Men?s Health, GQ, Details, and many more. DKNY apparel is available all around the world with over 70 DKNY distribution centers.

DKNY swimsuits are known for their simple look, classic style and unique elegance. Among swimwear, DKNY offers swim separates, swim cover ups, separate tops, separate bottoms and one-piece swim wear. DKNY swimwear collection includes DKNY Satin Charm, DKNY Aime Moi, Sensual Curves, Pretty Prestige, Sleek and Smooth, Dot Mesh, Belle Femme, Delicate Eyelet, Graphic Lace, Antiqued Cotton, Blissful, and Classic Ease.

DKNY swimsuits are the first choice of many celebs and fashionistas. Perfect detailing, flirtatious designs, high quality fabric and unparallel fitting makes DKNY swimwear exclusive and exotic. DNKY swimsuits are crafted keeping in mind all your swimming needs. They are designed for elite women who want to look glamorous and truly sexy.

DKNY swimwear is highly comfortable as they are made of soft stretch fabric that will beautifully wrap your body. Some swimsuits are also outfitted with removable pads to give you the desired support and enhance your body shape. DKNY swimwear is elegant and trendy and will make you look graceful and stunning. If you are looking for the latest collection of DKNY swimwear then is your ultimate destination. Here you can find an extensive range of many designer swimwear brands like Becca swimwear, Betsy Johnson designer swimwear, Calvin Klein designer swimwear, Birdie Jo swimwear, Carmen Marc Valvo swimwear, and many more.

Why Your Customer Doesn’t Like Your Price

You've had what you think is a great sales call. You feel you've done everything correct, and you are certain the customer will soon say "yes" to your offer.

Just as quickly as you think the customer will buy, they say something along the lines of, "I like what you're offering, but your price is way too much." Without missing a beat, you begin to shudder at the thought of losing the sale.

Let's look at why your customer doesn't like your price.

It comes down to one reason. The one and only reason your customer doesn't like your price is because they have failed to see enough value in what you are offering to warrant paying the price.

Don't believe for a moment it's because a competitor might be offering a lower price. Certainly don't allow yourself to believe the customer would be better off waiting for a better deal. Finally, don't even entertain the thought that your price might really be too high.

The correct answer is the customer simply has not seen enough value in what you're offering.

The easiest way to correct this problem is to get the customer's input. Don't wait to do this after they've rejected your offer, but rather do it at the beginning. At the start of the sales call is when the customer's input is the most valuable. The reason I say this is because the first half of the sales call is when the customer is going to be the most forthcoming with information.

It's not unusual during a sales call for the customer to begin sensing the salesperson may try to ask for the order. If the customer begins to believe this and they are the least bit hesitant, they may very well start throwing out false information. The customer may start talking about objections that are really irrelevant to their real need. They will do this purely to disarm the salesperson.

This is the reason why it is so important to engage the customer early in the sales call and to get them to begin sharing with you their wants and needs. The earlier they share with you this type of information, the better job you can do later in the call in following up on this information. You can then drill down deeper to get even more specific information. Your objective is to get the customer to really see that the issues they're facing are significant - and the only solution available is the one you are offering.

Some of you might think this is manipulative selling or arm-twisting, but it's not that at all. If you, the salesperson, are merely asking questions and getting the customer to do the majority of the talking, then how could it be called arm-twisting?

Your objective as the salesperson is to get the customer to share with you at least three reasons they need what you're offering. One of the three should be time sensitive. The customer's time-sensitive need will allow you to close the sale now. It's the other two that will allow the customer to see why they need to buy.

I use three benefits as the minimum, but the more the customer shares with you, the higher the probability you will be able to close the sale. I use the number three because more often than not, if you try to close before the customer has shared three of their wants or needs, you won't be as successful. Of course, this excludes the overwhelming benefit or need they share with you that is so big and time-sensitive that it invites an immediate close.

When the customer shares with you a time-sensitive need, this is a perfect opportunity to first validate the time need. You validate it by asking them a question to get them to share more about why time is an issue. By getting the customer to explain this further, you will discover that the customer usually becomes even more conscientious about why they need to buy from you right now.

When you feel as if a customer doesn't like your price, you simply need to remember they only fail to see the value of what you are offering. As long as you remember it is your job to help them see the value, you will increase your odds of success dramatically. I'm not going to say you'll be 100% successful with this approach, but I know the more you use it, the less often you will hear the "price" excuse when a customer doesn't buy.

Finding The Right Training Provider

The UK training industry is one of the largest and most influential industries in the country. It is one of the sectors that truly drives the economy and over the past few years it has mirrored the expansion and contraction of the UK economy.

Management & Leadership training, Business skills training, I.T. Training, Health and Safety Training as well as industry specific training such as Healthcare and Construction have all struggled to adapt to lower demand, lower prices and increased competition. This situation has led to more and more aggressive Sales and Marketing initiatives being developed and auctioned by Training Companies which has made the task of sourcing the right provider extremely difficult for even the most knowledgeable HR / Training Manager.

But choosing the right training provider is more important than ever before with the need to ensure workforces are skilled in their jobs and competent to be able to fulfil their ever changing roles and responsibilities.

Below are some thoughts and tips from Training Promotions who are a leading specialist company in sourcing the best possible training provision to fit your needs.

If you're searching the internet for providers, be very clear and specific with your search terms.

Beware falling into the search engine trap of only looking at the first page or two. Many of the best trainers are busy training and not able to spend the time (or money) getting to the top of the rankings.

Is the training company you are looking at a Generalist or Specialist? In our experience those that focus on a specific topic area tend to deliver higher quality than those who spread their delivery across a wide range of topics.

Find out whether the company use freelance training associates or whether they are employed trainers. Generally a specialist company will employ high quality trainers who deliver their subject in the method and style represented by the company. Where associate trainers are used the styles, approaches and content are more likely to vary and may be inconsistent with the training company brand identity.

Find out how long the company has been in business. Any company in the UK that has operated though the recession will be fairly robust. There have been many new training companies that have sprung up in the last two years as employed trainers have been made redundant and set their own business up. They may well be fantastic at what they do but as a buying company it is worth doing some in depth checks to make sure you are getting the quality you deserve.

Get testimonials from companies that the training company has worked with before. Find out what was taught, who taught it and how their style matched not only the brief but also the many courses industry knowledge and experience is extremely important. Has the training company you are looking at got it and can they prove it?

Most companies say they design courses to meet your needs. Make sure you find out exactly what that means. Normally that will involve spending time in the organisation understanding what is needed. This will obviously increase costs but may well improve delivery to the point where required outcome is achieved

What involvement do the company offer post training course / programme. Will they come back and review the course with you? Do they offer post course support via Skype / email etc?

Most importantly of all are you clear on what you want as an outcome and have you discussed and defined with the training company how it will be measured? Where possible tie the training company into the evaluation and measurement phase so that everyone has a vested interest in the desired outcomes.

Training Promotions provide a Free service to Organisations looking to find the best possible solution to their training needs. We have a team of learning and development specialists who do not deliver training but independently provide advice and source provision based on training need and brief.

We save buying companies time, money and most important of all we increase the chances of the training having the desired effect.

Larry Craig’s Incongruency

In the movie The Usual Suspects there's a scene where a detective is interrogating an alleged criminal.

The detective says to the suspect, "The first thing I learned on the job, know what it was? How to spot a murderer. Let's say you arrest three guys for the same killing. Put them all in jail overnight. The next morning, whoever is sleeping is your man. If you're guilty, you know you're caught, you get some rest - let your guard down, you follow?"

When Larry Craig's "difficulties" came out recently, it reminded me of that scene.

For a while, this story was all the media was reporting on. Larry Craig, senator from Idaho, was arrested after an officer investigating lewd conduct was tapped on the foot, allegedly, apparently, by Mr. Craig.

On August 8th, he pled guilty to misdemeanor disorderly conduct. He paid more than $500 in fines and fees, and a 10-day jail sentence was stayed, with one year probation.

Craig's spokesman said it was a "misunderstanding".

A misunderstanding. And yet, he pled guilty.

Craig later said, "I should have had the advice of counsel in resolving this matter. In hindsight, I should not have pled guilty. I was trying to handle this matter myself quickly and expeditiously."

This is where I see incongruity with Mr. Craig:

1. Innocent people don't plead guilty. Innocent people put up a fight if they are wrongly accused.

2. He didn't call an attorney. This is always the first thing one does - whether guilty or innocent - when dealing with law enforcement. What's the "quickest and most expeditious" way to handle a legal matter? Get some representation. Attorneys are like dentists... we don't really want to deal with them until we REALLY need them, but still... this is a "really need them" situation.

3. When Craig said, "I am not gay - nor have I ever been gay," it implies that he believes it's possible to have once been gay and then to become ungay.

Lastly, but maybe the most incongruous of all:

4. He didn't immediately tell his wife! Now, if I were arrested for something as preposterous as this, I'd go straight home to my wife and tell her, "Listen to what happened to me today. You're not going to believe this."

Then Senator Craig decided that the media was to blame.

It's all because of the Idaho Statesman. They've been "relentlessly and viciously" harassing him.

The media is easily vilified and a safe scapegoat, but here with his "history" it doesn't ring true.

Here's where persuasion comes in. If you were in the Senator's shoes, how could this story be framed?

Did his incongruity give him away? And what can he do to unframe himself?

Sun Mergers & Acquisitions – The Business Intermediary to Sell Your Business

Business sales and mergers are complicated and time consuming processes. As such, business owners are advised to utilize a merger and acquisition intermediary in order to sell their business under the best possible scenario, receiving favourable pricing and terms. Finding an appropriate intermediary can be a difficult and stressful process, as selling a company is one of the most important financial transactions in an owner's life- but has the potential to offer significant returns in your transaction. Numerous elements need to be considered when searching for the appropriate professional to handle the transaction.

It is important to have a comfort level with both the merger and acquisition firm and the individual business intermediary with whom an owner of a company entrusts to achieve its transaction objectives. A reputable firm should provide high levels of attention, professionalism, service, and expertise irrespective of the size of the transaction. One notable consideration is that many firms will market their services through seminars and then charge significant ($50,000 and up) upfront fees in order to engage the business. Firms that do so receive a considerable amount of money regardless of results, and ultimately do not align their interests with those of their client.

With the complexities involved in the business sale process, it is important to exercise due diligence by asking for referrals, seeking out credentials and bios, and reviewing past transactions to ensure that the company is familiar with the industry and/or similar business model at hand. It is also a good idea to review the M&A firm's marketing process. A business owner needs to ensure that his or her transaction will be confidential, and that the intermediary has a plan of attack for marketing the business to a large pool of qualified buyers and investors. An intermediary firm should also be willing to work with a client's professional network of attorneys, accountants, and other key individuals to gather information about the business and assist in critical activities such as recasting financial statements.

The Principals at Sun Mergers & Acquisitions, a New Jersey based M&A firm, saw a gap in the service levels provided to small and medium sizes businesses as compared to large corporations. Sun's niche is to provide these companies with the level of representation that previously had only been available to much larger firms. In order to do so, Sun limits the number of assignments at any given time to ensure its ability to be highly pro-active and responsive, as well as to provide a high level of attention to clients from the senior professionals in the firm. This attention starts with a detailed analysis of a prospective client, the current conditions of the market it services, and various growth and strategic opportunities that may be available through an M&A transaction. The initial analysis provides an accurate understanding as to realistic market valuation and likely transaction structure expectations. It is performed in advance of an engagement to mutually confirm that Sun's opinion of likely valuation is in line with the client's expectations prior to making a commitment to the selling process. Sun continues to align its goals with those of its client by employing a success based fee structure, ensuring that it receives compensation only after achieving the desired result.

Sun M&A's track record and service oriented approach to the business sale process has led to more than 200 successful transactions among small and mid-size enterprises. For more information on locating a solid, experienced business intermediary to assist in the sale of your business, visit .

Mortgage Leads, Get Your Customer Talking

When it comes to selling mortgages to potential customers, it is important to get to know who they are and what they need. The only successful way to do this is to get them to talk to you.

When approaching a potential customer it may be hard to get the customer?s attention never mind getting them to sit down and have a good conversation with you.

Most of the time people do not want to deal with the challenge of a sales pitch of someone that is trying to sell a mortgage to them. They are not going to appreciate being bothered like this unless the mortgage product being sold meets their needs and financial situation.

If you can get and keep your customers talking to you, you might have a chance at figuring out what their needs are for a specific mortgage product you have to offer. You may also be able to talk about the different mortgage products and what they could do for them.

Getting someone to talk is not going to be as difficult as you would think.

Some people really love to talk about their work, what they do, family life and even their dog.

If you can talk to a person and introduce whom you are and then get brushed off, you may want to think about saying something like this, ? Sorry to bother you, but can I ask what you do for a living??

Usually you can get the person to open up to you and find out what they do. Once this happens you can get them to talk more and say something like ? how did you get started with that type of interesting work??

Ask them how long they have been at the same job. Once you get them motivated to talk to you, it may be easier to find out more of what you want to know. This would be their need.

The best thing now is that your customer is talking to you and you need to listen. You have to be able to lead the conversation and take it in all directions.

Listening to your customer will help you try and match up what they need with the items that you are selling. If you get them speaking to you, do not get discouraged if you do not make the sale right away. You have to keep working towards it and build up a good relationship with them.

Just remember that most people really like to talk about who they are, what they do and their interests.

Do not be afraid to ask questions and build up great relationships for your mortgage sales.