When under pressure clean your environment

Business can be extra stressful, but surprisingly many entrepreneurs have not developed systems to handle that stress.

One stress reduction technique that is highly effective when your life is out of order is to put your environment in order.

Clean you desk. Clean your files. Clean your office, car and home.

It seem unrelated at first, but many studies have shown an ordered environment has a huge effect on how you feel. To 

remain confident and positive, it helps to feel as if you are in control - and to see order around you makes a big 

difference to that perception.

WIIFM  - This is what the person is thinking that you are trying to sell to. What does this mean?

What's in it for Me?

Therefore if the potential client is thinking WIIFM and you start your presentation out about you and your company. How interested is this person in what you are talking about? NOT AT ALL>>>>>>

So if you want to get this person's attention then talk to them about what they want to hear.

They want to know how you are going to help them and remove some of their pain.

If you can start the conversation with explaining you understand their pain and you have a solution for this pain.

They will be very happy to listen to you.

Next time I want to talk about an "Elevator Speech" I know many many have spoken about it but I will talk about when and where to use it....  

Many companies look at sales training as an expense and not an investment. It is the only training in a company that can show a direct and immediate return on the investment by the company.

Salespeople loathe sales training.  It takes them out of the field and away from closing deals. Manage must show the sales team the value of good sales training. The sales people look at the training taking money away from them

As a sales leader, you know when training is adopted it’s a win-win.  Implemented training is directly related to real sales dollars.  In turn, it makes training a success.  Your value proposition is defined and justifies the need for future sales training.

10. Ask more questions and listen.

You meet with the client in order to learn as much information as possible. The more you know about his or her concerns the more you can help.However, do not forget that it is important not only what you're asking, but how you ask. Their are two types of questions, open and closed. The closed end questions are always answered with a yes or no. The open ended questions allow the client to give a long story for an answer. The more open ended questions the more information you will learn. The goal of obtaining this information is to help built trust in this new relationship. 

People will talk to you because they like you but they will buy from you because they trust you.   At IPS we help you learn with special emphasis on the correct wording of questions to create a smooth conversation and to obtain information to help when you offer your proposal.

It is best to have all your questions written down. Because you will not have to be thinking about what you are going to say and give this time to listen to what your client is telling you. This information is very important. 

Also the last thing is to write down the answers to your questions that your client is giving you. Also be ready with the objections and answers to those objections.

9. Use the " voice-mail "- answering machines.

In the West,  answering machines are more common than in Eastern Europe and India. When you call be prepared to leave a voice message with information about yourself and the issue on which you called. A pre-prepared script will help you avoid long pauses and clearly outline the issue and reason of your call. You want to give the person a good reason to good you back. If you want to leave contact information for customer feedback, dictate to them twice - at the beginning and end of the message.

8. Observe telephone ethics.

The first thing you should always do at a meeting in person or Skype is to turn off your phone. No need to answer the phone during a meeting or communicating on Skype because that would show the client that your phone call is more important then him. If you call a potential client and said to him that your call should take no more than five minutes, be sure to stop at the expiration of the time and tell them that your time limit is reached, but if he wish you can continue the conversation, or you can call him back tomorrow. Thus you show that, firstly, you are responsible for your words, and secondly, appreciate and respect the customer's time. Do not forget that the telephone conversation must be conducted friendly with a smile.

7. Bypass the sharp corners .

Remember that any question can be circumvented. For example, if you are ask, how long have you been in the market and you do not want to answer, that you are new, but the guys are all young and promising ? You can always reply that your co-founder who has been in the business much longer then you and to this day is developing successfully . Any answer to show the client your teams experience using the facts from the past that shows the team successes. Portfolio team and team photos will help build trust . Controversial and difficult moments are better discussed in the second part of the negotiations , when you have reached agreement on some other issues. Therefore for those uncomfortable moments it is better to try and delay them for another meeting in the future.
But I must say that there is never a time to lie. Please this will destroy any trust that you have built up to this point.

6. Be fully prepared.

Do everything to prevent an interruption during your conversation with a client. As a minimum, turn your mobile phone off, and tell the client that his time is very valuable to you therefore you are going to turn off your phone. and hope he does the same. Plan the conversation and any objections (in the classroom we prepare for all events during this conversation. If you are afraid to hear a question from the customer that you cannot answer, it is alright to tell him you think you know the answer but you would like to check to be sure this is the current correct answer. Therefore you can call him tomorrow with the correct information. This also gives you a reason to build trust that you do what you say your are going to do. This will help to eliminate fear and negotiate safer. Fear binds you, and customers feel it. Be prepared with all the information that will be necessary for this conversation. That will include all the necessary documents, forms, reference materials including a contract. It is better to have then prepare in advance so you have time to go over the information.

5. Build simple sentences.

Be careful not trying to build complex structured sentences. You could risk losing a logical statement and confuse your client. A confuse client will never buy.Complex grammatical forms, which we are taught on the faculties of foreign languages, will not delight customers. Speak briefly and confidently. During the negotiations, especially in the early stages of cooperation, it is important you know what is important for the customer and what he expects from you as a professional. So your task - to listen more and talk less. Do your client a favor by being proactive and carefully listen to him. The first stage as a litmus test - if you could find an understanding with the client, the chances of successful collaboration will grow.

4. Minimize the use of the words  " Maybe " ,  " Perhaps " ,  " Probably " .

There are a number of phrases that we, along with Gary Jones is not recommended to use in negotiations. "Maybe " ,  "Perhaps " , "Probably" -  examples of such phrases that many sales managers use in their dialogues. In business, there is no notion of " Maybe " . Your task - to convince a potential customer, and not to impress upon him doubt. One gets the impression that you do not understand what the client says and not be able to solve his problem. And for us, there is nothing worse than uncertainty in our best customer. If the client likes you he will listen to you but if he does not trust you, he will not buy from youp. Trust does not occur instantaneously. This is the problem with management and none selling people. They do not understand that the selling cycle takes time. Follow promised, show interest and sincere desire to help the customer. These are the steps that help build the thrust and credibility that will want the customer to buy from you.

10 tips successful sales from Gary Jones

For the fourth time Gary Jones - Director of Global Seminars , a specialist in sales and marketing, the disciples came to school our school , to share the secrets of success and educate everyone conducting business negotiations in English in the  IT business .

Here is part of the successful sales of practical advice from Gary:

3. Speak intelligently.

From that, as you say, depends on the perception of you and your company clients. We - sales managers, and therefore especially important for us to leave a good impression. Speak calmly, friendly, clearly and convincingly. It is important to speak with good pronunciation so there will be no misunderstanding. Speech errors would negate your arguments about the high level of foreign language skills, and some people are just going to practice more. Moreover, try to avoid the negative wording - people respond better to positive phrases, even if they are used in a negative context. For example,   "That's a bad idea."   can replace  "I think we can work on this idea to improve it.".

10 tips successful sales from Gary Jones

For the fourth time Gary Jones - Director of Global Seminars , a specialist in sales and marketing, the disciples came to school our school , to share the secrets of success and educate everyone conducting business negotiations in English in the  IT business .

Here is part of the successful sales of practical advice from Gary:

2. Listen and try to understand the customer.

At our workshops we teach not only listen, but to hear the customer's needs. For example, you can use the entire arsenal of tricks active reflective listening. Nod, say "Yes" ,  "I  understand you " , periodically ask / ask about details of the project. If you show the client that you understand his problem, he will be more open to you and is likely to accept the offer of your cooperation. Ask the question, the context of which comes from the fact that you it came from the source. This is the best way to show that you heard. 

Most sales people are so interested in what they are going to say they do hear the customers buying signs.

10 tips successful sales from Gary Jones

For the fourth time Gary Jones - Director of Global Seminars , a specialist in sales and marketing, the disciples came to school Conformato , to share the secrets of success and educate everyone conducting business negotiations in English in the  IT business .

Here is part of the successful sales of practical advice from Gary:

1. Be polite.

"I ask you to be polite!" . Politeness - is power. Often say the magic words  "Thank you",  "Please" ,  "Be kind" , etc. In our mentality, we assume some aggression, and, unfortunately, it is considered perfectly acceptable - to date weight training in Ukraine devoted to methods of tough negotiations . In the field of IT, especially at international level, such negotiations are rather rare. That is why the lessons in our school we show negotiating practices that everyone can at present the company both in Ukraine and abroad.  "Be nice All the time!". "Thank you" ,  "Would you be so kind", "Sorry" ,  "I appreciate" -  is not only reduces tension in the negotiations, but has your counterpart more relax. 

Your 3 Choices of your Sales Team - Part 3

Your 3 Choices of your Sales Team - Part 3

You have three choices for your sales team. We will discuss one at a time both the advantages and disadvantages of each. Please feel free you express your opinion or ask questions.

1) Hire a Sales Manager to hire and train your new sales team.
2) Hire an Independent sales person in another country.
3) Outsource your sales training and managing to a company like IPS.

Today we will discuss number three (3)
1) Outsource your sales training and managing to a company like IPS.

First we will discuss each section of their job. The Outsource company will help you hire sales people and then train and manage them for you. They will get a small monthly payment and a commission on all sales. They are not your employees therefore they are your outside contract venders. They will create a plan with you to reach your goals. The first contract is usually short (6 months) If both parties agreed the renewal contract is usually one year. Many companies like this system because they feel the Outsource company has the same risk. They are not making money until the sales began.

The Advantage of doing number 3 for your company.
1) You do not have to pay them a high salary
2) You do not have to give them office space.
3) They will not create any overhead to you.

4) You do not have to manage them.
5) You only pay them a small monthly fee and commission made from their sales.
6) You do not have to train them.

7) They have the knowledge and experience to help your company grow.

8) You get a consultant, trainer, and manager for a very low monthly price.
9) The average sales person gets 3-5 appt. per week.

10) They get daily reports from all sales people

11) They have weekly conference calls.

12) Additional in person training every three months.

The Disadvantage of doing number 3 for your company
1) Small monthly fee
2) You do not control how many hours they will work for you.

Next blog will be Wednesday this week...

Your 3 Choices of your Sales Team - Part 2

You have three choices for your sales team. We will discuss one at a time both the advantages and disadvantages of each. Please feel free you express your opinion or ask questions.

1) Hire a Sales Manager to hire and train your new sales team.
2) Hire an Independent sales person in another country.
3) Outsource your sales training and managing to a company like IPS.

Today we will discuss number two (2)
1) Hire an Independent sales person in another country.

First we will discuss each section of their job. The Independent rep you hire without training to obtain projects or sell your product. He will only get paid if he gets you business or sell any of your products. He is not your employee therefore you have very little control over him. If someone offers him more commission then you are paying him he will leave you very quickly.

The Advantage of doing number 2 for your company.
1) You do not have to pay them a salary
2) You do not have to give them office space.
3) They will not create any overhead to you.

4) You do not have to manage them.
5) You only pay them out of the profit you make from their sales.
6) You do not have to train them.

The Disadvantage of doing number 2 for your company
1) No control over them.
2) You do not control how many hours they will work for you.
3) They can cause your company to look very bad by their unprofessional actions.
4) Most IT managers do not have a sales background to know if the sales rep is good or doing his job well.
5) He could misrepresent your company.
6) It could time a long time before you realize he is not working well for you.
7) He will leave as soon as another company offers him a little more commission.
8) Many IT companies think this is a good system for them because it has no cost. This is very wrong because it does cost you your time working with this person and usually this system fails.

ON Monday we will look at the Advantages and Disadvantages of number 3

Your 3 Choices of your sales Team

You have three choices for your sales team. We will discuss one at a time both the advantages and disadvantages of each. Please feel free you express your opinion or ask questions.

1) Hire a Sales Manager to hire and train your new sales team.
2) Hire an Independent sales person in another country.
3) Outsource your sales training and managing to a company like IPS.

Today we will discuss number one (1)
1) Hire a Sales Manager to hire and train your new sales team.

First we will discuss each section of their job. The sales manager would help hire and train all the sales people. He will also be responsible for their success. He is to increase projects or sales of products.

The Advantage of doing number 1 for your company.
1) They will work in your office
2) You can see the daily progress.
3) They will be committed to only your company.
4)  You can oversee their work habits.
5) The sales team is the heart of the company.
6) Without sales the company will not be successful.
7) More sales or projects more profit for the company

The Disadvantage of doing number 1 for your company
1) The cost of hiring the manager and sales people.
2) The cost of the space and equipment they will need
3) The cost and time of hiring the Sales Manager and his sales team.
4) Most managers do not have a sales background to know if the sales manager is good or doing his job well.
5) Finding a good sales manager.
6) Could take a long period of time to break even from the sales expense to the income from sales.
7) This process could take longer then planned.
8) This process could become more expense then plan.

ON Monday we will look at the Advantages and Disadvantages of number 2

Our Purpose and Goals

Welcome to IPS Blog.

Our goal for this blog is to help IT Companies become more successful in their Marketing and Sales.

Therefore we will be discussing ways to create and train sales teams.

The purpose of those sales team would be to obtain more projects or if you are creating products then to sell their products.

We will also be happy to discuss subjects that you request or to answer any of your questions.

This Blog is for IT people that are thinking of starting their own company.
This Blog is for IT Start ups.
This Blog is for IT companies that are establish and wish to increase their profits and sales.

The first question I hear very often from IT Companies is how to create a sales team?

I think you have three choices.
1) Hire a sales manager to create a team for you.
2) Hire independent sales reps.
3) Hire an outsourcing company (like IPS that Manages and trains your people.

The next blog will go over the advantages and disadvantages of each of the three.

If you would like to ask questions more private and not in this blog , please e-mail me direct and I will help you anyway I can with your question.
GaryJones.IPS@gmail.com