Sales Trainer Newsletter – November 2010


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.

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






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. 




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!


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               
                                                   Gina Kaelin-Westcott - Executive Sales Trainer
Connecting Sales, Growth & Success

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