Sandler Sales is a brand of sales training develop by David Sandler which has been franchised around the world.
Aspects of it are counter-intuitive and if you are struggling to convert qualified prospectives into paying customers, I recommend that you take a good look at the Sandler approach.
It won't suit everybody. I know that some feel it is manipulative while appealing to be the opposite. It will make you think about what you're prepared to do to get a sale, especially a sale that you know is good for the customer and good for you.
Ther is no such thing as the best sales system, just the best sales system for you. It might be Sandler.
I worked for some time as a part time FD and I believe it is an invaluable service for businesses who are:
Small businesses who are performing well can afford to take a fairly relaxed view to accounting issues. They can work with their professional accountant and have their own key performance indicators to monitor.
Bigger businesses know that expensive mistakes can happen too quickly.
My "Ask Paul Simister" articles are a series of answers to business questions I've been asked from readers to my blog which I think are valuable to business owners.
If you have a question you'd like to have answered, email me at firstname.lastname@example.org
It may be something that I can answer as a blog post or if it's too big, I will recommend you seek professional help.
Students Don't Bother Asking
If you're a student, don't bother even trying to contact me to answer your homework or essays.
I'm not answering questions like "Explain the strategies Google used to successfully become a virtual monopoly in Internet search engines and how their competitors could have stopped their progress."
These types of questions stand out for what they are. Stop being lazy and learn to think for yourself.
If You're A Business Owner
Go ahead. You're more likely to get a successful result if you're a member of Profitable Growth Strategies so mention that in your email and when you joined.
I received an email from top author and business coach Michael Port yesterday announcing his new membership community "The Think Big Revolution".
The Think Big Revolution has been a series of teleseminars that Michael Port has held on Mondays but the idea has been expanded into a community. It is free to join and Michael says that it always will be.
The world's leading strategy guru is probably Michael Porter so I was excited to find this 13 minute video of Michael Porter talking about the economic downturn.
On Monday, the Chancellor of the Exchequer announced some important changes to the UK tax system to help stimulate the economy.
Personally I have some doubts on the effectiveness of the changes but we have what we have and it is now a question of making the most effective use of it.
A client, Jonathan Amponsah of AMP Associates, Chartered Certified Accountants and specialist tax advisers has prepared a short guide which made me realise:
A client of mine, Sally Ormond of Briar Copywriting has put together an excellent free 17 page guide to communicating more effectively in your marketing materials called the "Five Simple Steps To Sensational Marketing".
Today I feature another new guest blogger, Ian Broadmore, a leadership executive coach with some hard-hitting thoughts on the coaching industry which I know some will find controversial.
This article was first published in August 2007 but I believe that it is even more relevant as more people look at coaching as an alternative career.
Over to Ian.
People from all walks of life are jumping onto the coaching bandwagon, lured by stories of £100,000 salaries, many with little or zero experience are fighting for their piece of the pie.
I am pleased to feature a new guest blogger, Ewan Sturman who is a networking expert and BNI Director in Cheshire and wrote this very interesting article on how to get referrals.
Over to Ewan.
Have you ever wondered why when you do a good job for someone you do not get referred on?
Do you know someone that trusts you and has a contact that you want but it never seems to come through?
One of the reasons is that you referral partners are waiting for someone to say "Do you know someone who does?" or " I need a?"
You have probably seen in my byline, I help entrepreneurs and small business owners find hidden profits.
As the economies take a nose dive and the business environment becomes more frightening than it has been for fifteen or more years (some say this could be the worst time since the Great Depression in the 1930s), now is the time to find your hidden profits.
What Are Hidden Profits?
A man I'm paying a lot of attention to at the moment and has crept into many of my thoughts is Eben Pagan.
Because I'm on his Wake Up Productive time management program at the moment, I seem to start the day thinking of Eben.
I found these videos of Eben being interviewed by Joe Polish about managing your team and hiring tips on YouTube so I thought they were well worth bringing to your attention.
Eben Pagan Hiring Tips Video 1 - The Way Teams Work
I received an interesting letter yesterday from one of my clients, AMP Associates, a small accountancy and tax advisory firm in south London.
Jonathan Amponsah, the senior partner has turned his attention to helping his clients through the recession and has identified a number of sectors which are recession-proof or at least are sheltered from the harsh realities the construction and motor industries are currently experiencing.
Full marks to Jonathan and it is good to see an accountancy firm being proactive and helping his clients in these tough times. I asked for permission to publish his letter and the details - anyone else, please note this is copyrighted AMP Associates.
How You Can Maximise Opportunities In A Downturn
I have just downloaded an interesting report from Pegasus (the IT systems people) on the pressures facing a Finance Director (FD) in small and medium sized businesses which outline how an FD can help their business.
A quick summary
It then gives the five steps you should expect from your Finance Director:
This conversation follows on from "My Business Is Losing Money" and looks at the issues when the caller had done some analysis to determine if their cash crunch was due to profit or cash issues.
Caller "Paul, thanks for the advice the other day on how I can understand more about why business is losing money.
I have done the analysis and found that the big increase in my overdraft is due to a number of causes.
This morning I have been following Brian Tracy's advice by "eating that frog" this morning.
The idea is that if you have a frog to eat, it's better to get it over and done with. You certainly don't want to be sitting there looking at it all day.
I haven't really eaten a frog of course but what I have done is tackled a few jobs that I have been putting off, and off because I didn't want to do them.
Caller "Help. I think my business is losing money."
Me "Why do you think that?"
"My bank overdraft has been increasing for the last few months and for the last four to six weeks, I've struggled to stay within the overdraft limit. It's gone up by about £50,000 in the last six months and I don't know what to do. We've not had this problem before."
It's nice to be friends with customers. From a marketing perspective I encourage you to have as strong a relationship as you can but when attention turns to debt collection, it is a different matter.
Some small businesses shy away from using formal debt collection procedures with friends and are even reluctant to ask to be paid.
It's as if asking for the money you are owed will damage your friendship.
"They'd pay you if they had the cash wouldn't they?"
Well perhaps not.
Not my choice of language but "Management Advice: Which 90% is Crap?", a short ebook by Robert Sutton, a professor of Management Science and Engineering at Stanford Engineering School, makes interesting reading.
Who Is Robert Sutton?
Robert Sutton is the best selling author, with Jeffrey Pfeffer, of "The Knowing-Doing Gap: How Smart Firms Turn Knowledge Into Action and Hard Facts, Dangerous Half-Truths", and "Total Nonsense: Profiting from Evidence-Based Management".
Continuing my focus on Eben Pagan because I'm on his Wake Up Productive program and then publishing his Managing Your Team Tips, I also found these videos from Eben explaining some important concepts of marketing.
These were created to promote his Get Altitude Training which is currently closed but the Altitude home study program is being re-launched in December 2008.
I heard that Eben Pagan will be re-launching his Altitude Home Study program in December and I posted 14 videos on my Online Profits blog from the Get Altitude program.
Eben Pagan Get Altitude Videos
Eben always offers high quality free content before his launches so he is worth paying attention to.
Is there an opportunity for you to boost your business with a successful product launch?
Jeff Walker, creator of the Product Launch Formula and the world's leading expert at using internet marketing to launch a new product (or to re-launch an existing product) announced last week that he is opening up limited spots for his Product Launch Formula 2.1 coaching on Thursday 13th November 2008.
It has been a long time coming but at last my tatty old website has been upgraded.
Nothing too fancy because I don't want to give a false impression but I am very pleased with the new site.
The eighth mistake in managing your team is tolerating employee under-performance or a bad attitude.
A high performance business knows which employees are delivering and which are failing.
Those not performing to your expectations need to be told quickly that their performance is not good enough.
A few weeks ago I had never heard of Ari Galper and his "Unlock The Game" sales training approach but he has come to my attention in a number of different ways.
Successtrack are bringing Ari Galper over to the UK for an afternoon seminar to explain: