Posts Tagged ‘sales speaker’
Sales Training Tips for Harnessing Presence Power
Sales Training Tips for Harnessing Presence Power
a brief excerpt from Cracking the Networking CODE by Dean Lindsay.
How we hold ourselves communicates a tremendous amount of information about us. When networking or meeting with clients be aware of presence power. Studies conducted by UCLA suggest that a person will unconsciously interpret approximately 55% of the meaning of our message from physiological cues from our attire, body position, stance, and facial expressions.
Body language, demeanor, and dress are important elements in making lasting impressions. So take pride in your appearance. Be fun and sociable. Each of us are the number-one element in our success strategy.
How we look and present ourselves matters. We want to look smart and with-it. We should not look untidy. No messed up hair, wrinkled shirts, or loose ties. In fact, the ideal wardrobe for a networking event is slightly better dressed than the other attendees.
Here are Five Quick Sales Training Tips on Presence Power:
Sales Training Tips – Presence Power #1: Check yourself before you go out. Do a 360 in front of a full -length mirror. Would you want to talk to you? Would you want to be seen talking to you?
Sales Training Tips – Presence Power #2: Ask someone’s opinion . Take the advice of others about your appearance. I ask my wife. She has saved me from more than a few bad shirt/tie combos.
However, do not rely on your “together” look to cover up for sad puppy behavior or poor conversational ability. Stand, speak, and act as if you were self-confident, attractive, vital. If you have flair, use it. Make sure you will be remembered in a positive way. Be enthusiastic. An enthusiastic attitude distinguishes the effective networkers from the so-so networkers.
Sales Training Tips – Presence Power #3: Exhibit confidence and display a natural enthusiasm about your life and work. Be a walking-talking representation of life, in all its excitement and possibility. How you say something means as much or more than what you say. You are your best public relations representative. You are the person who knows best what you do and what you have to offer others.
Sales Training Tips – Presence Power #4: Sit or stand up straight. Gesture with power and confidence. Be fully engaged. Nod in agreement. Smile. Do not fold your arms or let your eyes wander off into the distance; look like you are having a good time. People trust people who look them in the eye. The more you change your focus, the more new information your brain is taking in. If you change focus frequently, you can overload your brain to the point where you are “at sea” and unable to focus on the issue at hand.
Sales Training Tips- Presence Power # 5: Be careful about shifting your weight while chatting with someone. It communicates a lack of interest and confidence, and it can result in your contact feeling a lack of TRUST.
Each positive impression has the potential to turn into a priceless business relationship. People want to do business with professionals who are excited about life and who look like they have their act together.
Crack the Networking CODE
Be Progress.
Sales Training Tips for Harnessing Presence Power is a brief excerpt from Cracking the Networking CODE . For more info on Mr. Lindsay and the CODE visit www.DeanLindsay.com. Contact him directly at Dean@DeanLindsay.com or 214-457-5656.
2012 Sales Speaker Endorsement and Video
2012 Sales Speaker Endorsement and Video
“As our 2012 Houston Auto Show Sales Rally Kickoff Speaker, Dean Lindsay brought his classic mixture of humor, wit, and overall common sense to deliver an outstanding message of PROGRESS to over 900 Houston area salesmen at the Reliant Center.”
- Wyatt Wainwright, President, Houston Automobile Dealers Association
Thanks Wyatt!!! Congrats on an wildly successful 2012 Houston Auto Show!!
2012 Sales Speaker Endorsement and Video
Sales Speakers Endorsement (NEW) from DORMA
Sales Speakers Endorsment (NEW) from DORMA
“Dean was asked to speak at our sales leadership conference to support our theme of “a new day for new thinking”. Dean took the quality time up front to understand the deliverables we needed for our specific audience and he delivered as promised. His style, material and overall delivery and facilitation hit the mark for our group.
Many participants later commented about enjoying the 4 hour session but also benefiting from it by getting new ideas to bring back to their territories to go after additional sales. I would certainly work with Dean again and recommend others to as well.”
- Larry O’Toole, President, DORMA Americas
“Progress in SERVICE leads to Progress in SALES.” - Dean Lindsay, Sales and Customer Service Speaker
Watch Video Clips of Dean Lindsay, Sales Speakers
Sales Training Speaker offers Dozen BAM Sales Questions
Sales Training Speaker offers Sales Questions for Becoming a Business Attraction Magnet
(Excerpt from The Progress Challenge by Dean Lindsay)
The BAM Dozen: 12 Solid Open-Ended Questions
Please find your own voice when asking these questions. We must be truly interested in finding a way to help.
Sales Training Speaker BAM Question 1. How did you get interested in your line of work?
Sales Training Speaker BAM Question 2. If a journalist were to write about what’s been happening in your industry over the past six months, what might they write?
Sales Training Speaker BAM Question 3. I connect with new people all the time; how would I know if someone qualified as a solid contact for you?
Sales Training Speaker BAM Question 4. How would you define progress for you/your business?
Sales Training Speaker BAM Question 5. What major shifts do you foresee in your industry?
Sales Training Speaker BAM Question 6. Where do you see your greatest challenges?
Sales Training Speaker BAM Question 7. Why do these challenges persist?
Sales Training Speaker BAM Question 8. What difficulties will you face if you don’t meet these challenges?
Sales Training Speaker BAM Question 9. What actions are you taking to overcome these challenges?
Sales Training Speaker BAM Question 10. What results are you expecting?
Sales Training Speaker BAM Question 11. Who is involved in the decision-making process?
Sales Training Speaker BAM Question 12. If you could solve these challenges, what kind of progress would you make?
Also, encourage prospects and clients to expand on their answers by asking:
Sales Training Speaker BAM Bonus Questions
Would you tell me more about that?
Could you please elaborate?
Could you clarify…?
How so?
What did you mean when you said…?
Do not ask too many questions or ask them at a rocket-fire clip. People should not feel they are being interrogated. Being interrogated is neither attractive nor enjoyable.
Be Progress.
(Excerpt from The Progress Challenge by Dean Lindsay)
The Little Mind That Could – Puff, Puff, Chug, Chug
The Little Mind That Could (an excerpt from The Progress Challenge by Dean Lindsay)
Subscribe Free to the Monthly Newsletter, “The Progress Challenge” HERE
I was listening to my elder daughter, Sofia, reading Wally Piper’s classic The Little Engine That Could to her younger sister, Ella, one night and it occurred to me what a powerful little story it is. In his book, Mr. Piper shares the story of a little red engine pulling a train “filled full of good things for boys and girls” on the other side of a mountain.
When the little red engine breaks down, a toy clown hops off the little train and starts asking larger passing trains if they will help.
The first two trains refuse to help because they feel they are too big and important to pull toys and goodies.
A rusty third train relates that he is too old and tired to help, and chugs away saying, “I can not. I can not. I can not.”
Finally, a little blue engine passes by and stops immediately when she sees the clown waving. The little engine’s first words are, “What is the matter, my friends?”
The clown relays the challenge, and the little blue engine explains that she has never been over the mountain. She then sees the tears in the dolls’ eyes and thinks of the good little girls and boys who will not have any toys to play with or good food to eat unless she helps. She looks at the mountain and says, “I think I can. I think I can. I think I can.”
The little blue engine hitches herself to the little train and starts tugging and pulling and pulling and tugging. Slowly, the train moves forward.
“Puff, puff, chug, chug, went the Little Blue Engine. ‘I think I can. I think I can. I think I can. I think I can. I think I can. I think I can. I think I can. I think I can. I think I can.’” – from The Little Engine That Could by Wally Piper
Up they go, ever so slowly to the top of the mountain. When they reach the top, the toys cheer. After coming down the mountain and unhitching the train, the little blue engine chugs away, saying happily, “I thought I could. I thought I could. I thought I could.”
The conviction that we have the power to progress is a major key to progressing. Remember, our brains want to be right. Whatever the mind believes, it will work to make true.
But, the little blue engine didn’t say, “I think I can,” only one time. She said it over and over and over and over. Repetition, repetition, repetition.
What do you think that little blue engine will say next time she is asked to pull a train over a mountain?
Will she say, “I think I can”?
I think not. She will say, “Yes, I can.”
Also, the little blue engine did not say, “I think I can,” and then glide away. She said it and immediately hitched herself to the little train and started tugging and pulling and pulling and tugging. To progress in this world of change, there must be ACTION. No dallying!
The little blue engine had to tug and pull to reach her goal.
Will some of the progressive action steps that you and your company need to take to climb that mountain and reach your crafted goals be painful? Yes. Again, consider:
What is more painful to you, discipline or regret?
Finally, the little blue engine had strong reasons. She saw the tears in the dolls’ eyes and considered the little children, who would not have any toys or good food to eat unless she helped. She would feel pain if she didn’t help, and would gain pleasure, prestige, and power if she did.
Develop strong reasons for taking strong action. Remind yourself often of the personal benefits that reaching your and your company’s goals will have for your life. Help others develop strong reasons, so they too choose to take strong actions.
Define your Parameters for Progress.
Commit to well-crafted, progress-based goals.
Stop Changing and Start Progressing.
Uncover others’ Parameters for Progress.
Earn and Maintain Customer Loyalty.
Be a BAM and Believe you can help others progress.
Focus on Being Progress – not being perfect.
Believe in yourself. Chug. Chug. Puff. Puff.
Progress is a step forward. Take today’s step. To change is human; to progress, divine.
Be Progress.
(an excerpt from The Progress Challenge by Dean Lindsay)
Solid Places to NETWORK (Part 2) from Cracking the Networking CODE
PROVEN PLACES TO NETWORK (PART TWO)
from Cracking the Networking CODE by Dean Lindsay
6. Organizations with the Same Philosophy as Yours
If you care about the purpose of the organization, you will be proud to be a member and reap personal satisfaction , along with the opportunity to build relationships. Get involved in a charity that feels right.
7. Small Business Development Centers – SBDC
Most metropolitan areas have a couple of SBDCs. Whether you have your own business or are an employee, these business centers offer courses and resources to help you to grow, as well as to meet people.
8. Hobby/Passion
Join groups that offer possibilities for making contacts and achieving personal growth: art appreciation, dancing, chess, astronomy, wine and food clubs, etc. You will meet others with similar interests who are ready to network. Go to meetings that feature discussions on a topic you’re interested in.
9. Golf/ Sports
Golf has long been the sport for business networking. So if you’re a somewhat decent swinger, tee up. Jerry Lindsay (successful business owner, avid golfer, and a great dad) offers these words of caution: “The way a person relates to golf mirrors the way they relate to business. So putt everything out, play the ball where it lies, let faster players play through, do not throw clubs, and most of all, do not cheat.” Other sports work fine for networking, too. The key is to find a sport you are interested in, and get involved.
10. Spiritual Organizations
I am NOT suggesting that you join a church or synagogue only for the business opportunities. But let’s face it – many solid business relationships are forged in the pews and folding chairs of spiritual organizations. Go for the right reasons and let your light shine. Hide it under a bushel? No. You’ve got to let it shine.
Join groups that offer possibilities for making contacts and achieving personal growth: art appreciation, dancing, chess, astronomy, wine and food clubs, etc. You will meet others with similar interests who are ready to network. Go to meetings that feature discussions on a topic you’re interested in.
Golf has long been the sport for business networking. So if you’re a somewhat decent swinger, tee up. Jerry Lindsay (successful business owner, avid golfer, and a great dad) offers these words of caution: “The way a person relates to golf mirrors the way they relate to business. So putt everything out, play the ball where it lies, let faster players play through, do not throw clubs, and most of all, do not cheat.” Other sports work fine for networking, too. The key is to find a sport you are interested in, and get involved.
I am NOT suggesting that you join a church or synagogue only for the business opportunities. But let’s face it – many solid business relationships are forged in the pews and folding chairs of spiritual organizations. Go for the right reasons and let your light shine. Hide it under a bushel? No. You’ve got to let it shine.
More to Come.
Be Progress.
Funny Business Leadership Speaker Video – Progress vs Change
Funny Business Leadership Speaker, Sales Training
Dean Lindsay, Author of The Progress Challenge, on Progress vs Change
Follow him at: www.Twitter.com/DeanLindsay
Endorsements for The Progress Challenge : Working and Winning in a World of Change
“Finally a meaningful book with a workable process for progress.”
– Gerhard Gschwandtner
Founder and Publisher
Selling Power Magazine
“The Progress Challenge is a much needed kick in the pants for all of us. Dean Lindsay’s witty words and questions will wake up your sleeping intentions and challenge you to move forward with purpose in your life. What an enlightening book!”
– Ken Blanchard,
coauthor of The One Minute Manager®
and Leading at a Higher Level
“The Progress Challenge is an excellent guide to both personal and professional success. The book helps the reader understand that change is inevitable, yet progress is a choice. In Lindsay’s words…”be progress”.
– Jim Keyes
CEO, Blockbuster
“If you desire to become a better leader, I recommend you add Dean Lindsay’s The Progress Challenge to your leadership toolkit. I especially liked the insight into the life and work of Viktor Frankl as well as Dean’s use of humor throughout the book – a valuable and enjoyable read. The Progress Challenge is an honorable challenge that anyone aiming to make a positive difference should take.”
– Ramon F. Baez
Vice President and Chief Information Officer
Kimberly-Clark Corporation
“The Progress Challenge is a fun to read book crammed full of thought-provoking, practical and motivating take-aways. With the 6 P’s of Progress, Dean gives us all the incredible opportunity to be purposeful in creating progress, not just change, in our lives and work.”
– Julie Weber
Senior Director, People
Southwest Airlines Co.
Be Progress.
Funny business leadership speaker video, Dean Lindsay
