The days of the old-fashioned salesman/woman have long gone. For many in the sales profession, they know what not to do, but they aren’t quite sure about what they should be doing. And the answer is quite simple… learn and apply coaching skills to your selling situations.

H.R. professionals and Managers are embracing coaching skills now because they realize this is the best way to deal effectively and successfully with all types of people. It entails a special honesty and openness that up until very recent times, was not a reputation the sales profession enjoyed. One of the wonderful things about coaching is that it can be applied to anybody in any situation with remarkable results. The reason it works is quite simple. People like to feel respected and honored as intelligent and worthwhile beings. They like to be listened to and understood. They like others to be honest with them and not manipulate them. When you make somebody feel this way, it is very interesting to see how cooperative they become.

As a Sales “coach”, instead of worrying about closing the sale, you can relax and coach people into a sale. Instead of struggling with resistant prospects, you can coach them into doing the right thing for you and for them. Once you cease to be pushy, people cease to resist. When coaching a client, rather than selling to them, you listen to what they have to say, and by listening very closely to everything they say rather than thinking about what you will say next, you can learn if they are likely to be a fit for whatever you are selling and how best your product or service may serve them. You will learn what their objections are and whether they are reasonable or something that can be overcome. This process is a gentle, friendly and polite way to do business and it is one to which more people respond favorably.

In essence, people come to see you more as a trustworthy advisor rather than somebody with ulterior motives and your eye on their wallet. Leave your sales pitch in your briefcase… when coaching your customer you start with questions, and then listen very carefully to the answers. Don’t speak to them like you would to a ten year old or somebody whose mother language is anything but English. Speak to them as you would to friends. You don’t push it if your customer seems anxious to get away. Maybe they are busy and your timing is bad.

When you have listened and learned about your prospective customer’s needs and situation, you are in a position to know whether what you can offer will be of real benefit to them. Don’t try and recite the sales brochure, just select a few things about what you can offer that apply to their situation. If you were listening closely to them, this part will be easy. Then invite them to take the next step, and don’t get anxious at the last minute and resort to hard sales techniques from yester-year in an attempt to close the sale. Leave the ball in the customer’s court. Establish your integrity and sincerity first. You have to “sell” the person on YOU first, before you can sell them on your product or service. And it’s important to note that people can spot a phony a mile a way. It’s better to leave your card, a brochure and other pertinent details with them and invite them to call you at any time, no obligation, if they’d like further information, than undo all your efforts by trying to close the sale with the old traditional methods and risk losing them even as a future customer.

A not so obvious benefit of this approach is even if this customer isn’t interested, they may know somebody else who would be. Word of mouth referrals are powerful. Never forget that every prospective customer to whom you speak may be able to bring more business your way. What would you like them to say to their friends about you and your product?

So don’t think of yourself as a salesperson in the future… think of yourself as a friendly and trusted advisor, who just so happens to have a particular brand or service he recommends. Never run down your competition. In fact, if you believe your client would be best served by another company’s product, you can earn valuable points by telling them about it.

It sounds easy, but when it comes to putting it into practice, these skills do not necessarily come naturally to everybody. But there is no need to despair. There are some excellent training programs around - there are some duds too. It pays to do your research when looking for training. Or if time and money is an issue, you can invest in a home-study coaching kit and learn these skills in your own time. Click here to view information on one of these kits. http://www.terrilevine.com/Kits.html

It doesn’t really matter which method you choose to upgrade your skills, just as long as you do upgrade. “Selling” is so “yesterday” and your customers are much more wiser and savvy than they used to be.

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Coach Training Guidebook $495
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How to Start a Coaching Business from Scratch
with Terri Levine

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with Terri Levine

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1 Full Length Video $25
Coaching for an Extraordinary Life Book- autographed $15
Work Yourself Happy Book
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One Marketing Plan Critique $1,250
Success Strategies from Terri Levine (downloadable PDF format). This is chock full of marketing and practice building tips for you to implement for success and comes with a full year of unlimited email consulting. Send any questions you have about implementing these strategies and you will get personalized email support. $299
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(business card, letterhead, logo, business name, brochure, mailers, web site) $500
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“So far I’ve started with two clients and have gained a lot of knowledge and have less fear. Thanks for laying all the information out there so I don’t have to read tons of books, search websites and take a zillion teleclasses. This is quick, easy and fast. And it works for me!” ~John Hadley

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PLUS, you get Terri’s money-back guarantee: There’s absolutely no way I can lose because my investment of $897 is completely protected by your highly unusual and daring “100% We’ll Buy It Back Plus a $50 Penalty To Boot Guarantee”. I’ve got 12 full months to check out everything and try it all out for myself. And if for any reason I don’t feel I’m learning the coaching skills - I can just send back all the material for a prompt and courteous refund. No games. No tricks. I get every penny back (less shipping). Plus, if I show you that I actually tried to get clients and start a coaching business and I didn’t succeed you’ll pay me a $50 penalty for wasting my time!

“Terri is the only one I know who built her business fast, easy and to such profits. Her kit is what every coach needs.” ~ Alinda Vasquez

Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the CEO of Coaching Instruction.com, popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestsellers, “Stop Managing, Start Coaching”, “Work Yourself Happy”, “Coaching for an Extraordinary Life” and “Create Your Ideal Body”. She can be contacted via the web site http://www.TerriLevine.com or http://www.salescoachtraining.com, or by telephone: 215-699-4949.

Understanding Mortgage Refinancing

The concept of refinancing is very simple. In fact, the process is the same as applying for the original loan. Homeowners must choose a mortgage lender, either the same lender or a different one. Complete an application, wait for approval, and attend a loan closing. Because refinancing creates a new loan, buyers must re-qualify. Most homeowners will qualify for a refinancing. If the home has gained equity, others will also qualify for a cash-out option.

What is a Cash-Out Refi Loan?

Refinancing a mortgage loan and acquiring cash at closing occurs when a homeowner chooses to borrow money from their equity. The amount a borrower can receive depends on the equity amount, and their income. For example, if the current mortgage balance is $100,000, and the property is appraised at $140,000, the homeowner may qualify for up to $40,000 with a cash-out option. Thus, the new mortgage balance will increase.

Disadvantages of Mortgage Refinancing

Even though refinancing has several benefits, there are certain risks associated with this option. For example, because of rising property values, many homeowners are borrowing money against their equity. While ideal for paying off debts and making home improvements, borrowing from the equity can be dangerous if house values decline. In this case, the mortgage balance may exceed market value, which could make selling the property difficult.

Additionally, homeowners are required to pay closing or settlement fees when refinancing their home loans. If refinancing for a lower interest rate, the monthly savings may not be worth the expense of refinancing. Homeowners can minimize costs by refinancing with the same mortgage lender. As a tactic for retaining customers, the lender may be willing to waive certain fees. Here is a list of recommended Mortgage Refinancing Lenders online. It’s important to use a reputable lender online to make sure your personal information is secure.

Bringing their brand names into the market would probably afford them to charge even more. Profits have been so thin lately that this is a excellent opportunity to make more cash by retailing computers. Giant companies would surely find it simpler to get consumers to buy these laptop computers. What could small companies possibly do if their prices are undercut? Basically what I see taking place here is that the established manufacturers cutting prices initially to remove the competition from littler retailers. In my point of view if anyone’s prepared to pay a lot of cash the well known brand always comes out on top.

To my amazement the brand name gaming laptop computers are as good if not better than the best laptop computers in the market. This is a prime opportunity the local competition should use to their benefit. In my view being able to get the components you want will be a deal maker. These prospects have the technical literacy and could judge which laptop computers are best. The details are of great importance for this kind of person.

Plainly what’s taking place here will benefit us in the long haul. In the end, the prices will be lowered even more causing top end technology to be a choice that we can buy. Though I say that, I’m not actually sure of my claims. Premium prices will stay and be normal with the latest laptop computers is what I’m guessing. We will find out what we can anticipate from the gaming laptop sectors giant brands.

http://www.rizeon.com look to be selling their gaming systems on the cheap to compete in a saturation market.

Fast homeowner loans can be had, however… the hardest part is finding out where to look.

Of course, the best part is that because of how the loan is structured, even people with less than perfect credit can qualify for fast homeowner loans provided they have enough equity in their home.

If you’re not exactly sure what equity is, or how it’s used for these loans, then read on… everything will be explained so that you can be on your way to getting the loan that you need quickly.

The structure of the loan

Fast homeowner loans work on a fairly simple principle… the equity in your home or real estate is used as collateral to secure and guarantee the loan.

What this means is that the equity (which is a term used to denote the amount of the mortgage that you have paid in comparison to the total amount of the mortgage) that you have in your house is used by the bank or lender to ensure that they get their money back even if you are unable to repay the loan.

The more equity that you have in your house, the more the house is worth to the lender… which means that you’ll be eligible for larger fast homeowner loans.

The main problem is that some banks and traditional lenders can take days or even weeks to determine exactly how much you’re eligible to borrow, and whether you’re approved for the amount that you request… days and weeks that you might not have if you’re in the market for fast homeowner loans. Luckily, there is an alternative that tends to be much faster.

The online revolution

More and more people are turning to online lending services for fast homeowner loans.

In addition to the convenience of being able to access a website to research and apply for a loan from your own home 24 hours a day, online lenders tend to offer competitive (if not lower) rates to most banks and traditional lenders and tend to process applications for fast homeowner loans much faster than many other lenders.

Online lending services usually have lower overhead than their real-world counterparts, which means that they’re able to keep their rates low… and since they’re based on informational websites, much of the loan research that you might want to do is easily accessible.

It’s still a good idea to take some time and compare rate quotes from several lenders (both online and in the physical world), but if time is a major issue you might be best served to investigate the options that you have available online for fast homeowner loans.

–

You may freely reprint this article provided the following author’s biography (including the live URL link) remains intact:

About The Author

John Mussi is the founder of Direct Online Loans who help homeowners find the best available loans via the www.directonlineloans.co.uk website.

2. Smart Year end Planning –> Corporate Formalities

There are three main areas we need to keep in mind as the year ends:
1. Taxes
2. Corporate formalities
3. Planning for next year

The power of documentationshifting the burden of proof:

For those who have an LLC (opposed to a sole proprietorship, S Corporation or C Corporation), it’s always better to over-document. By keeping a tax diary, you shift the burden of proof from yourself to the IRS, who then has to disprove its validity.

Annual meetingan opportunity to have some fun:

Make sure you’ve done your annual meeting by the end of the year. Why you’re at it, you might as well make it fun. You can hold it anywhere in the continental United States without a problem, and you can hold the meeting abroad or Hawaii or Alaska if you can show why you needed to hold the meeting there.

Get corporate minutes and meetings in line.

1. Prepare a notice or waiver of notice (available on Pathfinder’s Web site). When you have a corporation, you need to notify in writing by certified mail all the shareholders of the meeting. If you’re the only shareholder, you certainly do not need to send a notice to yourself; instead, you can print out a waiver of notice because the notice is unnecessary.

2. Print out a form for the meeting’s minutes. Minutes are what you discuss at the meeting (or think about, if it is just you at the meeting). You can hold your annual meeting in Aspen and ski. When you’re in the lodge thinking about what you want to do the next year for marketing, etc. and jotting down ideas, this could be your annual meeting.

3. Extracurricular things need a resolution. Resolutions are decisions you made at the annual meeting. You don’t need one to take a client to dinner or attend a seminar. You do, however, need one if you rent new space, open up a new bank account, buy a car. It’s better to be safe than sorry and have a resolution.

4. This is a good time to make sure you have a medical reimbursement plan in writing. Fill out the form off Pathfinder’s Web site and keep it in the corporate kit. Use the same advice in regard to your educational assistance plan. Preparing this document does not take long, but it’s very important.

Pathfinder is offering consumers who visit their website a free tax savings special report & Free Tax Saving Webinar. For information about these tools visit www.Save10kinTaxes.com

1. There is a group called the Medicine Program that can help you find Pharmacies that participate in their program. Some of the discounts are significnt. Contact them to see if you fit in the program.

P.O.Box 1089, Poplar Bluff MO 63902-1089 Phone: 866.694.3893 | Fax: 573.778.1420 | help@themedicineprogram.com |themedicineprogram.com

2. If you are a veteran, you should check to see what has changed. What was not available before could be available to you now.

3. Contact “medcaresolutions.net” If you qualify for the free prescription programs, they will fill out your monthly paperwork for a small fee.

4. Ask your Doctor for samples. Sometimes they have extras they can give away.

5. Ask your Doctor if any patients have changed meds lately or if someone has passed away. Many times unused pills will be donated so they don’t go to waste.

6. When traveling, take a copy of your prescriptions with you. A Canadian Doctor will need to see it to be able to write a prescription for you. You must have a current Canadian prescription to be able to buy from a Canadian Pharmacy.

In Mexico most medications are over the counter, but there are some that require a written prescription. So just in case it is needed, bring a copy of your prescriptions with you.

7. Have your medications delivered by mail from Canada. Canadian medications are identical to American medications, the savings can be substantial and there are a number of generics there that are not available State side. You can choose quick delivery (3 - 5 days) or somewhat slower delivery (10 - 14 days)

Canadian Prescription delivery has grown very popular over the last few years and there are many reliable services available

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In the 28 years that I have been training sales professionals, I have seen very few who actually know how to actively pursue referred leads and even fewer who actually do.

Now when we talk about getting referred leads when making cold calls, most sales people will think I am crazy.

We I was cold calling in Houston with a salesman not long ago we got at least one referred lead from every cold call we made. Even I was amazed.

The way I do cold calls, they are simply brief calls made to meet the prospect, introduce myself and my company, get an appointment to comeback, and then get out. We are finding that many times the prospect will give you time right then. The idea behind the my prospecting system is that you should never simply drive past a good potential customer without stopping.

One of the things you find when you make cold calls on a regular basis is that you will have a lot of the prospects sit and talk with you. I am not sure why this is happening more now than before. It is either that people are getting more comfortable making the cold calls or the prospects are not being called enough and welcome the company. Either way, it is really fun to prospect in the field these days.

We were calling on people involved with quality assurance and I could see a plaque in everybody’s office indicating membership in the local chapter of their association.

One of the first prospects we called on suggested that we call on one of his friends from the association in another company. We did and got an appointment two days later which included a complete tour of their testing facilities.

Acting on that premise, everyone that we called on for that week we simply asked, “Is there anyone else that you know in this area that we might call on?” They would give us a name and I would ask if it was all right to use their name. Everyone said it was OK.

My assignment was to help the salesman develop his skill at prospecting, making cold calls. But it turned into a week of going from one cold call to referred lead, after referred lead.

This may not work in every industry, but when you call on people who have a strong tie to a common organization or association, give it a try. The secret is simple you just have to do it.

Who knows, maybe you too will get referred leads when prospecting.

Sell Well and OftenTM

Bill Truax Bill@BlitzCall.com 800-253-1214

© Copyright 2006 WJ Truax

“Rocking The Ages-The Yanelovich Report on Generational Marketing” By J. Walker Smith and Ann Clurman.

This is a great book and it should be read by everyone who owns a business; big or small. It starts out and ends with an interesting thing that happened at Playtex. You’ll have to read the book to understand. It discusses the Xers, Boomers and Matures (those citizens who grew up right after the depression. Their buying habits and thought processes that go through their heads when making a buying decision. If you will read this book now and then think about it as you watch the Olympic games and how they market TV ads, you will see the trends and the target market. You may say to yourself that was a great commercial or that commercial is stupid. Well the one that will be considered stupid to you will be absolutely brilliant to a person of another time period.

Look at the Dell commercial, “You’re getting a Dell, Dude!” this commercial as funny as it is relates to all age groups and if you read Advertising Age Magazine this quarter you will see articles which rank that ad amongst the Taco Bell Dog, Where’s the Beef, Have it Your Way, Joe Izusu, Lindsey Wagner Ford Commercials, E-Trade, and Fed Ex’s newest ads. They are playing to a whole new marketing segment. They are blending the commercials to meet all age groups. Do yourself and you business a big favor, read this book and then think on it.

“Lance Winslow” - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

The shiny stripe on the back of the credit card is called as magstripe, which is the main thing in the credit card. When a person swipes the credit card in the magstripe reader the information is sent to the central tracking system, which has all the information about the card owner, balance details, country, zip code etc. There are trillions of credit cards issued in the U.S. People have a minimum of 2 credit cards in their name.

With e-commerce picking up, the amount of money spent through credit card is set to rise. If credit cards are used wisely, it could be a great tool. Most of the consumers don’t use it in a correct manner and don’t pay the monthly credit card bills on time. If you don’t pay your credit card bills on time, then the interest rates will add on to the principal and the amount payable would increase. The rates of interest charged by credit card companies are very high. So, use your credit cards wisely.

Paul has been providing answers to lots of queries through his website on a wide variety of subjects ranging from satellite phones to acne. To learn more visit http://www.askaquery.com