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Sales is like any other business. There are people who just do it as there jobs and are pretty good, there are people who do it cause its what they want to do, and are great at it, and there are people who are in the process of burning out.Only, doing sales, you burn out much more quickly than in other fields. That's why it wouldn't even make sense to do professional sales training as you're starting out how do you know you'll even be in it for more than a year or two....

Can Professional Sales Training Improve Your Bottom Line?

Can Professional Sales Training Improve Your Bottom Line?Sales is like any other business. There are people who just do it as there jobs and are pretty good, there are people who do it cause its what they want to do, and are great at it, and there are people who are in the process of burning out.Only, doing sales, you burn out much more quickly than in other fields. That's why it wouldn't even make sense to do professional sales training as you're starting out how do you know you'll even be in it for more than a year or two.There are many seminars, services, books, and other such like that offer you so called "professional "sales training" " , but take it from me, a professional. That is not where you want to start.Of course, once you've made it past what we call the two year hump, you're probably in it for good, and can do professional sales training. You'll know who the players are, who use approaches compatible with your personality, and who you can avoid because they've got nothing to offer you.Some professional sales training courses are really offered by the best people in the industry, people with such a nack for sales that they can charge hundreds of dollars for seminars to teach others how to do what they do.But other times, professional sales training is just offered by two bit huksters, who don't know jack about sales, people who are good enough maybe to teach a beginner some tricks, but who aren't really worth the money you've got to pay to see them.You see, professional sales training events involve salesmanship themselves, only they have to be sold to salesmen. You can tell good professional sales training, because there will be a lot of veterans there as well as newcomers.Most sales companies offer professional sales training on the job, because, lets face it, you've either got it or you don't. Now, once you get into the game a little bit, you can sometimes benefit from further professional sales training seminars, classes and the like, but until then it's a bad idea to try that approach.Until you've been in the industry a year or two, you won't have a nose for it, and won't be able to tell what sales seminars courses are likely to be good and which ones are just a money making scheme to exloit new comers.

How To Make Money By Starting A Carpet Cleaning Business

How To Make Money By Starting A Carpet Cleaning Business

If you want to make money working for yourself and be your own boss carpet cleaning is an easy business to get into. When you start up a business there are two key components that you need, a product to sell and someone whos willing to buy it. Carpet cleaning is not rocket science but does require knowledge on general carpet cleaning, stain removal and knowing the limitations of what your equipment can handle. There are three main types of carpet cleaning; dry foam carpet cleaning, liquid extraction carpet cleaning, and hybrid liquid extraction using a bonnet to thoroughly scrub the floors. Most carpet cleaners use the liquid extraction method because it most cost effective. When starting your business you need to lay out a business plan. To develop a carpet cleaning business you must have money for start up because your business is equipment based.When you first go to purchase carpet cleaning equipment youll be amazed at how many different types of extraction equipment is available. To find carpet cleaning equipment it is advisable to shop at a local cleaning supplies and janitorial equipment distributor or look on line at vacuum cleaner and carpet extractor websites. There are many types of carpet cleaning units available, some of these types include carpet spotters, portable "carpet extractor" s and truck mount "carpet extractors" . Carpet spotters are made for cleaning smaller spaces and areas that are not flat like cars, boats and furniture. Carpet spotters are also great at removing small spills and stains and are light and easy to transport. A great way to expand what you offer in your carpet cleaning business is to offer mobile auto detailing. Mobile auto detailing is quickly catching on and people will pay good money for this extra service. Portable carpet extractors are what you are probably going to be looking at if youre just starting out in the carpet cleaning market. There are two types of portable carpet extractors, tank and wand units and portable walk behind. Tank units are the best if you are going to be cleaning a lot of carpets frequently. Tank units allow you to attach carpet wand tools for a variety of jobs and are the most versatile. Tank extractors also come with heaters that super heat your extraction solution which in turn yields a cleaner carpet. Tank portable carpet extractors usually range from $1200 to $7000 dollars new and are available with many options. The third type of carpet extraction unit is the truck mount. Having a truck mount unit for commercial carpet cleaning is the ultimate way to go. Truck mount carpet extractors are usually mounted in a truck, van or trailer and contain very large suction motors which are run off the vehicles own power. Truck mount carpet extractors come with super heating heaters that heat the carpet extraction solution up to high temperatures. Truck mount units are usually self contained so the both the solution tank and the waste liquid tank is contained in the vehicle. Truck mount setups can range any where from $10,000 to $60,000 dollars depending on the options you choose. If you are starting out your own carpet cleaning business a used truck mount systems is a great way to go. The basic equipment needed to start your carpet cleaning business is a vehicle to get to your carpet cleaning location, a carpet extraction unit and carpet cleaning chemicals and "cleaning supplies" . After you have acquired all your cleaning equipment its time to get insured. It is not recommended that you clean someone elses carpets without insurance and most people who hire you will require proof that you are insured and bonded for their own protection. Knowledge of carpet cleaning is required for cleaning carpets. There are many books and internet sites that are devoted to commercial carpet cleaning from which you can gain knowledge about the carpet cleaning industry.After you have learned and practiced with your own equipment its time to get some clients. A great way to learn and get experience is to offer to clean your friends and relatives carpet for free or at a discounted price. This is a great way to gain experience and knowledge about carpet cleaning and sometimes learning by making mistakes is the best way to perfect your carpet cleaning skills. The most cost effective way to get clients is networking. Tell people about your carpet cleaning endeavors and ask them to spread the word. Advertising in smaller local newspapers is also a great option because ads are usually cheap and they are targeted to specific communities. When you first start out you should run some good deals even if you are breaking even on the actual carpet cleaning costs at your jobs. You will want to get the word out there as much as you can, and if you do a great job word will spread fast.When you are cleaning your clients carpets it is important that you look and act professional. Remember that you are in someone elses house and that you are being paid as a service to clean their carpets. Before you start cleaning your clients carpets, have them show you all the trouble spots and let them know if it is possible to get stains out. Many people believe that professional carpet cleaners can remove every stain from carpeting but this is not true because some stains can be ground in and permanent. Its ok to let the client know if you are unable to remove a stain. After you are done cleaning the carpets take the client around and show them any trouble spots before you leave. Explain to them why you cant get the stain out and what other treatments such as dying can be done to the carpet. Make sure before you leave that the client is happy, just as good carpet cleaning spreads by word of mouth news of bad carpet cleaning will spread even faster and could give you a bad reputation in the carpet cleaning world. Make sure to keep a list of all your clients and follow up with them over the year to see if your carpet cleaning skills are needed again. Over time you will build up repeat clients to add to your new clients which will in time expand your carpet cleaning business.

Quick Tip - How to Set a Goal for Your Meeting

Quick Tip - How to Set a Goal for Your Meeting

Goals are critically important for the success of a meeting. You must know what you want so you can ask for it. And the participants need to know what you want so they can help you get it. Without goals, a meeting becomes a journey without a destination.Unfortunately, many meetings are called without goals. So, you hear people start meetings by saying, "Well, what do you want to talk about?" This is similar to walking into a factory and asking, "Well, what do you want to make?" You could end up with anything from ant farms to xylophones.Thus, your first step is to write out a statement of the results that you want to have by the end of the meeting. I want to emphasize that you must write out the goals for the meeting. This forces you to define exactly what you want. Certainly, if youre unable to express your goals on paper, you can expect to have difficultly explaining what you want to the attendees.Writing goals also provides important benefits. It allows you to consider, explore, and discard possibilities. And then you can show the goals to others to obtain their comments and suggestions.Asking for help preparing goals is especially useful when working on complex or controversial issues. Now you can 1) use their comments to refine the goals, 2) win support for your goals by including others in their development, 3) gain information on issues related to the goals, 4) uncover issues that may conflict with the goals, and 5) develop strategies for achieving the goals.Once you complete the goals for your meeting, put them on the agenda. That helps everyone focus on your purpose for the meeting. And it significantly increases your chances of ending with the results that you wanted.

Credit Policy - Rules For Successful Computer Consultants

Credit Policy - Rules For Successful Computer Consultants

Credit policies need to be set to protect yourself from non-payment. If you make sure you have clear credit policies from the start you will reduce your risk of nonpayment. To do this there are a few simple rules you should follow:Rules For Credit PoliciesWith every written credit policy, include two or three sentences that explain credit is granted subject to credit approval. This way if you grant credit you always leave yourself an out if they refuse to give you a credit application, the credit application is incomplete, or you do a credit check on them and they have horrendous credit. You MUST be able to refuse credit. Insist on getting a deposit check with the credit application. This credit policy allows you to assess ability and willingness to pay by making sure the check does not bounce. Your credit policy must ensure you get a complete reference and credit check for each applicant. If you are dealing with brand new businesses that do not have a credit history then your credit policy should maintain that these contracts are done with a credit card. Don't take the chance. When establishing your credit policy make sure you do to the reference checks. You'd be amazed at some of the things that come back. Last rule for credit policies; be really conservative with your lines of credit. You can always extend lines of credit, but you can't cut lines of credit without damaging the relationship. Start low and end high. The Bottom Line on Credit PoliciesCredit polices are set for your protection. Granting credit is a client convenience but ultimately you only want clients that pay you. When you establish your credit policies make sure you cover off these simple rules. They will ensure you get paid and that you remain in business long enough to grant lots of worthy credit. Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

How To Run Your Loan Officer Business

It's not just how much money you make as a mortgage loan officer, its how you make your moneyDo you own your career or does your career own you?For most Loan officers, the business is boss. Working on evenings and weekends is common. And when they do get home, they can't sleep because they have a hundred things to do the next day to make sure no loan falls out.We talk a lot about different marketing concepts and techniques to increase revenue, and make more money. But how we make money is just as important if not more important.Remember a business, any business, is there for only one reason - to make you money. That's why you got in the business isn't it? To make money? And why did you want more money? To spend more time with your family, or to be able to take vacations? But guess what? The way we structure our businesses doesn't let us do any of these things.We need to take a lesson from the banks- they are closed on the weekends. Why are you as a loan officer, open? Because the realtor might call from an open house wanting a pre-qual Sunday morning. Or a client wants to meet you but he only wants to come on Saturday so he doesn't miss work.It all goes back to how you set up your loan officer business. If any of this seems familiar to you, get your copy of the E-Myth Revisited and read it again. But this time DO what it says. Don't just run a business, build the business you want to run.Lester Nathan, a consultant to the pharmacy business, defines financial freedom as, "the freedom to come and go from your business as you please, and participate in it in whatever manner you desire, while the cash keeps flowing into your pockets."What stage of production are you at right now?Survival - where you barely make enough and are fighting for rent and grocery money.Subsistence - where you make enough for basic needs and not much elseComfort - where you have enough coming in to be middle classProsperous- where you are doing wellAbundance - where you have more than you needIf you are still in Survival mode, then do what you need to eat. If you are at any other level, you need to set up your business in a way that it supports you - your wants and desires.Making a million dollars doesn't do you any good if it takes you 70-80 hours a week, and takes a toll on your health. There's a wise saying that comes to mind - Youth is spent making money and sacrificing health. Old age is spent trying to buy your health back.Setting boundaries is the only way to be truly successful in all areas of your life. There must be a balance. Work vs. Home. Secular vs. Religious. So how do we keep a balance? How do we train our customers to let us have a life?1.By being desirable instead of desperate. By playing hard to get. When you can make someone go through hoops to work with you, they will want to do it more. If you were to choose a financial planner, which one would you want to work with, the guy who will take anyone as a client, or the one who has a requirement that you have at least 1 million in assets before he will even talk to you? Now ask this question to your clients. Who would you rather work with as a loan officer, the one who answers his own calls and jumps every time you call, or the one who is always with a client when you can, but takes the time to give you special treatment?It's all about their perception. The customer's perception of you. There are so many loan officers out there now that have no care about the way they come off to people. They dress sloppy, they act sloppy, and their work is sloppy. We need to differentiate ourselves from these bums. 2.By being the expert. If you are 'the' person to talk to about loans, people will come to you. Everyone wants to work with the best. And there are enough people out there willing to pay for it.3.By being unique. By offering something no one else does, you stand out. The more you stand out, the more you will be remembered. Your Unique Selling Proposition is critical here. Develop a good one, and make sure to use it.4.Work by appointment. Make it seem you are busy even if you are not. It goes back to being desirable. People want to do business with successful people. Act successful and you soon will be.When people apply for a loan at their bank, they get dressed up a bit. They bring their financial documents with them. They come when the bank is open. You are the bank. You lend money just like the bank does. Don't let realtors and customers push you around. Set your boundaries and stick to them. If people do not respect them, replace them. There will be others to take their place.

EQ vs. IQ: Why Do Smart People Fail?

First we need to understand that emotional intelligence (EQ) is not the opposite of the intelligence quotient (IQ); EQ is actually complementary to IQ resembled in academic intelligence and cognitive skills, and studies actually show that our emotional states affect the way our brain functions as well as its processing speed (Cryer qtd. in Kemper). Studies have even shown that Albert Einstein's superior intellectual ability may have been linked to the part of the brain that supports psychological functions, dubbed the amygadla. The natures of EQ and IQ differ however in the ability to learn and develop them. IQ is a genetic potential that is established at birth and happens to be fixed after a certain age (pre-puberty) and can not be developed nor increased after then. EQ on the contrary can be learned, developed and improved at any age, and studies have actually shown that our ability to learn emotional intelligence increases as we get older. Another difference is that IQ is a threshold capability that can only show you the road to your career and gets you working in a certain field but it is EQ that walks through that road and gets you promoted in that field. Therefore, striking a balance between IQ and EQ is an important element of managerial success. For some extent, IQ is a driver of productive performance; however IQ-based competencies are considered "threshold abilities" i.e. the skills needed for you to do an average job. On the other hand, EQ-based competencies and skills are by far more effective, especially at higher levels of organizations where IQ differences are negligible. When a comparative study matched star performers against average ones in top organizational levels, 85 % was attributed to EQ-based competencies rather than IQ. Dr. Goleman says that even though organizations are different, have different needs, it was found that EQ contributed by 80-90% of predicting success in organizations in general. EQ vs. IQ: Case Study To better illustrate the value-added of EQ competencies relative to IQ, we refer to the case, which was conducted by Dr. Goleman and two renowned EQ researchers, to analyze how EQ competencies contributed to profits in a large accounting firm. First, the participants' IQs and EQs were tested and analyzed thoroughly, then they were organized in work teams and each work team was trained on one form of EQ competency like self-management and social skills; however they left one team with participants with a high IQ to act as a control for the study. Then when they evaluated the economic value-added of EQ competencies and IQ, the results were remarkable. The team with high social skills scored a 110% incremental profit, while the self-control partners scored a massive 390% incremental profit which was valued at $ 1,465,000 more profit per year. Conversely, the partners with high cognitive and analytical skills, reminiscent of IQ, added just 50% incremental profit, which indicate that IQ give support to performance but this support is limited owing to its being a threshold capability; EQ-based competencies apparently supports performance far more.

Summary

Sales is like any other business. There are people who just do it as there jobs and are pretty good, there are people who do it cause its what they want to do, and are great at it, and there are people who are in the process of burning out.Only, doing sales, you burn out much more quickly than in other fields. That's why it wouldn't even make sense to do professional sales training as you're starting out how do you know you'll even be in it for more than a year or two....