Sales Trainer Newsletter – November 2010






CSlogo         

November 2010 Newsletter

Connecting with your Clients Today and Every Day!

                                                                  

Vol I, Issue 2  
Are you Solving or Creating a Problem?

Be a Problem Solver   

When you meet with your clients are you creating more problems by being unprepared and not paying attention, or are you working to solve your clients business challenges? So how do you know if you can solve their business problems? 

 

Make sure you are asking the right questions by asking them what is important to them. What are their current projects and challenges that are associated with these projects.  What are your clients motivations for these projects? By listening at a higher level you can then start to determine how your offerings can begin to solve the problem at hand and work to satisfy the motivation for your clients.

 

 
Can you customize your offerings to better solve you clients problems?  If so determine how you can bring this to your clients, outline the benefits specific to your client.  The message needs to be tailored to your customers situation, not a cookie cutter approach. 
 
 
Your customer will become a raving fan if you solve their business challenge with unique approach customized for them.     
 
3 Helpful Tips

 
 
1) Be Prepared for your Clients  
 
Always be prepared for your client meetings with an agenda and desired outcome for your client.
 
2) Ask the Open-Ended Questions
 
Find out what they are working on, what type of challenges are they encountering, and what are the motivations they operate under, why is this important to them.
 
3) Customize the Solutions if Possible 
 
Based on the conversations you have with your clients, can you customize your solutions to better fit their business challenge, if so outline a benefits statement that solves the problem and motivation for your client.
 
  

SAVE THE DATE
 
International Women's Day
March 8, 2011
 
Contact Gina for more information on how to particpate or become a sponser.
 WIN_Logo

 

 

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HAPPY THANKSGIVING
 

 

As Thanksgiving approaches, I would like to take a moment to thank our fantastic customers and many friends who help to make Connect Selling successful.  I am grateful to each and every one of you and wish you a most happy and healthy holiday. 
 

Gina 

 
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Please visit our web site  
 

for the latest in:

  • Sales Training Customized for You
  • Sign up for Con•nect Selling™  Webinars
  • Determine if your Sales Strategies are working
  • 1:1 Coaching / Mentoring to help you meet your business and sales goals. 

Thank you for helping to make Con•nect Selling™ the preferred Sales Method for building your business!  

In This Issue
  • Be a Problem Solver
  • 3 Helpful Tips
  • Happy Thanksgiving
  • Coming Events
  • International Women's Day
  • Coming Book Release

  • Sneak Preview
 
"Give whatever you are doing and whoever you are with the gift of your attention."
                                    – Jim Rohn
 

Coming Events

 

Con•nect Selling™  – 4 part Webinar Series
Coming in January  

Learn how to grow sales and build lasting Client Relationships using the Connect Selling method. To register go to:

 
 
South Metro Mastermind
Fri Dec 3rd
Join us 9:00am – 11:30am for a "Mini" Mastermind – How to Attract more Clients

 
 

 

Gina's Book Release Coming in January
 
Con•nect Selling™ 
Creating a Bond Beyond the Handshake
100 Reasons Why Value and Relationships Sell Every Time!
  

 

 
 SNEAK PREVIEW 
Reason #31

Work Proactively 

 

In the game of football, there are offensive and defensive plays. Which is easier? Well, if you plan well on offense, then the defense won’t have to work so hard. That theory plays out better in the business arena than the football field in some cases.

When you are on the offensive, the opportunities are limitless. You have a goal to work for and you can decide then how to approach the situation. There are fewer possibilities when you have to work from the other end.

Business Relationships Reactive vs. Proactive

This is a statement that is often true. When there is no problem, we don’t worry about it: “If it’s not broke, don't fix it". In order to add value to your client, it requires you start seeing things before they come to pass. Your job is to anticipate the outcomes. There are fewer fires to put out that way. 

Proactive Solves Problems

Look at these two situations: (1) A client needs new services from you every few months because they have outgrown what they are previously using. (2) A client is given all they need to grow on a certain path in their initial purchase from you. You hear from your client but it is to brainstorm on future opportunities.

Which situation is going to be less stressful? Which situation is going to make the client more satisfied? Option #2 will be a better fit every time.

Problem solvers work proactively for their clients, anticipating future needs now. Are you working proactive or reactive with your clients? What can you start doing today to move to a proactive role with your clients?

High Achievers Sales Coaching
            Gina Kaelin-Westcott               
    President    
303.949.0882
 
                                                   Gina Kaelin-Westcott - Executive Sales Trainer
Connecting Sales, Growth & Success

Sales Training Newsletter – October 2010






CSlogo         

October 2010 Newsletter

Connecting with your Clients Today and Every Day!

                                                                  

Vol I, Issue 1  
What Are Your Clients Really Hearing?
Communication with Clients
 
When we communicate with our clients do we think ahead about the intent of the communication and what it is we really want to say to them?

 

Do you think about the value for your client that will be delivered by your message?
 
Often times we are in such a big hurry that we don't stop to think about how our message will be received or heard by our clients.  Just because we think our message makes sense, it may not to our customers.  Check for unintended consequences, could your message by received differently than you intended? Refine the message if needed to ensure your value is coming across to your clients.  Take a minute to put yourself in your clients shoes, does the intent and value stay intact? Make sure your communication is clear and meaningful every time, this eliminates misunderstands and multiple communications that can be viewed as annoying and unnecessary.
 

3 Helpful Tips
 

 

1) Prepare your Message
 
What is the intent of your communication? What Offer / Value will you deliver?
 
2) Draft your Message
 
Outline the message ahead of time and personalize it, define the purpose and value for your client.  Ensure it meets their needs.
 
3) Check for Consequences
 
Could your message be misinterpreted? Could your message be negative?  If so go back and refine the message, ensure the message is clear and any action is outlined with a timeframe if necessary.
 
 
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Have a topic you would like to see more information on, please email me at http://gina@connectselling.com
 
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Please visit our web site  
 

for the latest in:

  • Sales Training Customized for You
  • Sign up for Connect Selling Webinars
  • Determine if your Sales Strategies are working

  • 1:1 Coaching / Mentoring to help you meet your business and sales goals. 
Thank you for helping to make Con•nect Selling™ the preffered Sales Method for building your business!  
In This Issue
  • Communication with Clients
  • 3 Helpful Tips
  • Coming Events
  • Spotlight Your Business
  • Coming Book Release
 

"Always come from a place of service and inspiration to help others you meet, it makes you memorable".

    – Gina Kaelin-Westcott
 

Coming Events

 
Con•nect Selling™  – 4 part Webinar Series

starts on Thurs, Oct 28th

Learn how to grow sales and build lasting Client Relationships using the Connect Selling method. To register go to:
 
 
Check out our booth at the 89th Annual South Metro Business Expo on Friday Oct 29th at the Denver Marriott Tech Center – 4900 S Syracuse St – Denver, CO
 
 
South Metro Mastermind
Fri Nov 5th
Join us 8:30am – 11:30am for a "Mini" Mastermind – How to Attract more Clients

 

Spotlight Your Business
Starting next month you can spotlight your business here and help others gain insight into your value and uniqueness and what makes you shine in the market!  
 
 
Gina's Book Release Coming in January and sneak preview next month 
 
Con•nect Selling™ 
Creating a Bond Beyond the Handshake
100 Reasons why Value and Relationships sell every time!
 
 
 
 
 
 
High Achievers Sales Coaching
            Gina Kaelin-Westcott               
    President    
303.949.0882
 
                                                   Gina Kaelin-Westcott - Executive Sales Trainer
Connecting Sales, Growth & Success



Creating a Bond Beyond the Handshake

Wow, what a great couple of weeks. I have sent off the last version of my new book, “Creating a Bond Beyond the Handshake, 100 Reasons why Relationships and Value are What Sell Every Time!” to the publisher and yesterday I received in the mail the proof of the hardcopy! It’s been a little over a year since I began writing the book but over 22 in the making. I remember coming home from a weeks vacation in San Diego and being inspired while I was there to start the book. I had the 100 reasons scripted out the on the 2 hour plane ride home. It’s been a tremendous learning experience along the way on so many levels and I’ve been so blessed this past year to do what I love to do. Stay tuned for upcoming book signings as we get closer to the release.
Thanks for all your support!

To Decide or Not to Decide

Making successful decisions follow a pattern. If you find yourself making an important decision or about to make one, ask yourself these questions: Does the decision feel right to me? Can I fully trust what I’m being told? Have I done my research? Is there a catch somewhere? Is this a win/win? Is this honest and fair? Am I in over my head? If you reflect back on decisions you’ve made in the past how did you answer these questions or did you? If you feel that your environment isn’t right to make a good decision postpone it until you have the self awareness to decide. The expanded awareness will come with reflection and thought, then make your decision that will lead you down the right path for you.

Do You Have a Vision?

Often times when you start out with an idea we get so caught up in the excitement that we don’t see clearly the overall vision of where we want to be. Where are you now, what’s working or not working for you? Is your business growing or struggling? Is your personal life thriving? Do you take the time to think about where you want to be in a few months or even a year from now? Do you ask yourself why it’s important to you? Most of us don’t truly understand what the underlying reason is for why we do things. If you ask yourself why something is important to you at least 5 times or more, now you start to see the motivation for why something is important to you. Are your actions in alignment with your vision? If it’s important and in sync with your vision you will know it’s right on, you can feel the excitment, joy and fulfillment and so will others.

Arapahoe Sales Professionals

May 4th Arapahoe Sales Professionals – Speaker 

Why Connecting Matters – Network your way to Success!

You will learn why connecting on a personal level and being authentic makes you stand out.  You will also learn tips on how to start a conversation and best to way to connect and network with others that leaves them coming back for more.  Gina will share 4 basics you MUST have before you start networking and walk you through the H.E.L.P strategy for successful networking.

http://www.salesprofessionals-usa.com/Arapahoe.php

Sales for the Entrepreneur

May 11th,2011

This workshop will focus on the importance of identify a niche where clients understand what you offer. Finding out where your target market hangs out plus the four D’s of the sales process – Discovery, Diagnosis, Design, and Delivery. Gina walks you through the entire sales process from start to finish and shows you how to keep track and manage your prospects and clients.
You and your business will walk away with these benefits:
• Identify Your Niche Market
• Where your Target Market can be found
• Understanding the Entire Sales Cycle
• How to Keep your Sales Funnel Full

6:30pm Castle Pines Chamber of Commerce, 562 Castle Pines Pkwy Ste C-1

Register at:

http://host.evanced.info/douglas/evanced/eventcalendar.asp?ag=&et=&df=calendar&cn=0&private=0&ln=7

South Metro Mastermind

Fri May 6th
Join us for our monthly meetup 9:00am – 11:00am for a “Mini” Mastermind – Best Practice Sharing for all businesses.
http://www.meetup.com/The-South-Metro-Mastermind/

Becoming Better Each Day

Ben Franklin said, “By improving yourself, the world is made better. Be not afraid of growing too slowly. Be afraid only of standing still. Forget your mistakes, but remember what they taught you.”

So how do we become better each day? This really depends on where you spend your time and what you spend your time doing. Take a look at your daily calendar. What are the most important activities you do every day? Are you setting aside time for self improvement? Maybe you start with just 30 minutes a day either in the morning or evening. Reading or listening to audio CD for just 30 minutes will allow you to get through a couple of books a month. Some of the most amazing people I know read all the time, its an activity that is incorporated into their day, every day. Learning will allow growth, review your schedule and see where you can incorporate time for becoming better each day.

Defining Accountability

Webster’s Dictionary defines “accountability” as the “the quality or state of being accountable; an obligation or willingness to accept responsibility for one’s actions.”   We all strive to be accountable either to ourselves or someone else.  Accountability means preventing something from going wrong or not happening.   Its much easier to be accountable to someone else, our customers are a great example.  When we make a commitment we have to fulfill that promise because first and foremost accountability is about being reliable.   Ask yourself, “Can people count on me to do what I say I’ll do, as I said I would do it?”   For your customers this is a fundamental building block for trust and creating a relationship.

Accountability is about high performance and not operating out of fear or stress.  It’s about the willingness to hold yourself to a standard that improves your performance, your organizations performance and a willingness to be held accountable by others.   Reflect on your business and personal commitments, how are you tracking towards completion, if you need help reach out to a collegue that can help get you there.  Be specific about what areas you struggle with and get assistance.  Determine what is keeping you from delivering on the comitments and promises and work towards building the acountability for you and your customers.