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Welcome to Hot News
Greetings!
After months of bugging my clients to get all their contacts into a database and start an email newsletter, I am finally taking my own advice. Hot News will feature local seminars, sales tips, and other information to help you increase sales. If you are receiving this, we are either business associates, you attended a seminar, or we exchanged business cards once. In any case, please check out Hot News for a few months before deciding whether to opt out. If you know someone who would benefit from this newsletter, please forward it to them with the Forward Email link at the bottom.
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November Sales Seminar:
Verbal and Non-Verbal Communications
 A smile, a raised eyebrow, or a shift in voice pitch all signal a change in your prospect's mind. Do the signals indicate trust, skepticism, or something else? This seminar will help you read body language to become more a effective communicator. Verbal, vocal and visual examples make this seminar practical and fun. You'll learn:
· The 3 ways that people transmit information
· Body Language - read what is NOT being said
· How to make the best first impression
November 3, 8:30 AM - Noon, Rohnert Park, CA
Price: $139, $90 w/coupon. 10% discount for 3+ from same co.
Click here for more information.
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Partner Spotlight: iPhone 101 Seminar
 With over 75,000 apps, the iPhone can be confusing. Learn how to get the most out of your iPhone from Mac expert Charles Lindauer at the "Hands-On iPhone 101" seminar on Oct. 28 from 5:30 - 7:00 PM in Rohnert Park. Contact me for more information
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Sales Cycle
Part of building a successful career is maintaining balance in other areas of your life. One of those areas is fitness. For me, fitness comes from cycling the beautiful roads of Sonoma County. I had a great experience on Oct. 3 when I joined 3,500 other cyclists riding in Levi's Gran Fondo.
Can you spot me in this photo getting ready to begin my 103 mile ride?
HINT: I am the one in spandex with the helmet and sunglasses.
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Handling Objections
Salespeople
are dealing with more objections these days. At the last seminar (Controlling the Sale), attendees learned how to
smoke out the real objection to keep the sale on track. One technique is FEEL - FELT - FOUND. By empathizing, you build rapport. When you talk about how
somebody else felt, you move the focus to a more objective place. This makes the prospect a part of a group. Next, you move the whole group by
telling how one person in the group changed their mind. The prospect,
being attached to the group, is then inclined to change their mind, too.
Here is an example:
Prospect: "We can not afford sales training."
Trainer:
"I understand how you FEEL. Many of our clients FELT the same way. What they FOUND was that
after a few months of sales training, their salespeople were outselling
the competition. The resulting sales increase far exceeded the
cost of the training."
Try using FEEL - FELT - FOUND the next time you get an objection.
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