Upcoming events:
Apr 12: Cubs home opener
Apr 12: Speaking at Midwest Entrepreneurs Forum, 6-8pm, Chicago-Kent School of Law, click here to register
Apr 13: Business After Hours ~ The Autism Training Center at Giant Steps, click here to register
Apr 15: Tax returns due
Apr 15: Aurora Chamber Education Celebration; click here to register on line
Apr 18-24: National Volunteer Week
Apr 22: Earth Day ~ Hug a tree then go sell something
Apr 22: Speaking at Fox Valley Professionals Network click here for info
Apr 28: Conor Cunneen speaking at Business Advisory Committee click here to register
Apr 30: NACC Speakers Bureau 5th Friday Series: Boost Web Site Traffic by Pat Price and Beth Carter; register here
May 8: Letter Carriers annual
food drive
May 9: Mother's Day ~ send her a card
Commencements:
May 12: Wed: NCHS & NNHS
May 23: Sun: WVHS at COD
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Sales Tip: Use a Guest Speaker to Captivate Your Sales Team
By Ron
Marks
I have found that one of
the most powerful things you can do to reinforce your message is to bring in a
guest speaker. Just think of the power you will have by having someone else
come in and address your team and support you, the manager, as well as the
company. The guest speaker can be from outside or inside the company, but your
meetings will be a great deal more energizing if different people are taking
the podium, keeping things lively. Obviously this makes your job easier as
well.
However, I strongly recommend that you never allow anyone to speak to your
sales team until you have met with the speaker, discussed the presentation, and
made sure you have asked the speaker to help support your program as well.
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The 3 B's of selling: be
bright, be brief & be gone. |
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Big THANK YOU to
Dawn Tully
Liberty Mutual Insurance
She saved us $171 on our auto insurance ~ A MONTH!
Contact Dawn to see what she can save you: e-mail
or call 630-836-1025 x55044 |
Sales Kitchen:
Sales
Kitchen is a Sales Leadership and Sales Coaching firm specializing in cooking
up solutions to Heat Up Your Sales.We are passionate about the sales planning process. The
recipe for an awesome sales plan is a special blend of goals, tactics,
strategies, and accountability to ensure sales are smokin'.
Follow Sales Kitchen on twitter or connect with us on Linked-in.
 
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Join the chamber!
We hope you enjoyed
this newsletter
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Greetings!
What's cookin'?
First Quarter 2010 is in the books. How are your results?
Did you exceed last year's sales?
Do you have new customers?
Do you have new products or services available?
Did you achieve Q1 2010 plan?
If you answered yes to those questions, keep up the momentum because your 2010 is off to a smokin' start.
If you answered no to two or three questions, you need to make some changes to your 2010 plan. If you don't have a 2010 sales plan, it is not too late to start this critical step in the selling process.
The end of each quarter is the perfect time to make corrections. These interim checkpoints can provide the much needed kick in the pants to change the tactics and strategies that are not working.
Review and revise Prospecting goals, Selling goals, Networking goals, and Revenue goals.
How many calls does it take to get one appointment?
How many prospects does it take to obtain one customer?
How many appointments does it take to close the sale?
According to RPC Leadership's Rick Lochner, the leadership authority at the Naperville Chamber, "81% of sales are closed after the fifth touch; and 90% of sales people quit after only four calls." No. No. No. No. Are you a quitter? Of course not. Relentless follow up is the only option in the Execution step of the sales process. Never give up; never surrender.
Accountability Now is the perfect time to measure your progress against your Q1 plans. Heat up the planning; whip up some strategy; blend in some tactics; and mix in some training. Make some good business decisions now to ensure your 2010 is the Perfect '10.
Respectfully,
Mike Cooper
Head Chef & Chief Sales Officer
Heat Up Your Sales
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Six Steps in the Selling Process
Sales planning
Goal
setting | Business
development
Develop
strategies and tactics
Sales Presentation development
Meticulous preparation | Ask questions | Listen
Closing techniques | Handling objections
Sales execution Relentless follow up | Obtain results
Sales force management Increase the quantity and quality of sales calls
Maximize
productivity | Quarterly
training modules
Measurement and accountability
Graph it, chart it, and post it
Superior customer service Delighted customers
If your sales results are way below expectations it may be due to a lack of focus or effort on any of the steps in the selling process. You could surf the web and exert/waste time trying to find the silver bullet; or you could call us and begin a cooked-to-order program providing options and solutions to Heat Up Your Sales. Remember, time is money, and money is just as good as cash.
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Sales Kitchen Sponsors, Partners & Affiliates
Leadership Management Institute (LMI) helps individuals and organizations
develop and use more of their true potential to produce measurable
results. We have been selected by LMI-Riverside as associate, and will utilize the LMI Process to develop effective leaders, improve individual
productivity, and deliver measurable organizational results...
guaranteed. Two hour "Time vs Goals Management" workshops are conducted every other week, contact me to save a spot as seats are limited and our last several sessions have sold out.
Reduce your printer expenses with Ink Station, Naperville's premier ink-jet and toner
cartridge re-manufacturing company! Save up to 50% on your printing supplies. Ink-station offers: new & re-manufactured ink cartridges and toner; on-line ordering; Print Management Solutions. www.ink-station.com Be sure to ask for the Sales Kitchen discount.
Listen live to Livin' The Dream each Tuesday at Noon central time. Mike
Cooper is a regular guest host on Livin' The Dream Radio every quarter
as their Sales Affiliate. If you missed our first appearance, click here to hear about the sales planning process and goal setting. Next appearance is June 22.
Cummins & Associates Telecommunications (CAT) provides
clients with expert consultation to reduce and control telecommunications
expenses. Fax a copy of your telephone bill to 206-238-8828 and Mike Cummins, a 20 year veteran of the telecommunications industry will provide a cost savings proposal within ten days.
Send Out Cards prints it, stuffs it, and mails it; all for less than a greeting card at the store. With this incredible, on-line tool, not only can you remember people, important dates, and share
appreciation, you can motivate, encourage, stay top of mind, and truly make a
difference. To try Send Out Cards for FREE: click here. Another Sales Kitchen perfect recipe to Heat Up Your Sales. Cabin Fever
Marketing Tele-Summit April 5-9 If winter seemed like it would never end, Cabin Fever Marketing
can Heat Up Your Sales. Felicia J. Slattery, communication
coach, hosted this event, interviewed eight experts, and got us
to share absolute best Cabin Fever Marketing tips, tools and
techniques. Click here to sign up. If you missed an expert or two, no
worries, for only 47 bucks you can purchase
all eight presentations. This perfect addition to your personal development library includes expert advice on Social Media, PR, Strategic Planning, Marketing, Selling, Website Tricks, Referrals, Networking, and Practical Communicating Skills. Wow. | Front Row Solutions maximizes sales force effectiveness by increasing the quantity and quality of sales
calls. What better place to manage your sales force than from the front row. Call me at 630-548-9723 or click to find out  how you can get an Activity Card cooked-to-order, that will increase sales calls and Heat Up Your Sales.
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