SESSION 15: Accounting - Introduction

Reference source:

http://simplestudies.com/accounting/lec/p0101.htm

SESSION 14: Public Speaking Skills

1. Tips for Public Speaking:


Video's Scripts:

Hi, Sodio San Najack here with "watch Mojo".

Giving oral presentation is a big part of business world.

And today, I'm going to show with you some tips to help make your presentation a little bit better.

When we're talking about Bill Clinton, Steve Job, Anthony Robbin, introduction is key to your presentation.

The first thing you like to do is let your audience know why they are there.

Then you want to grab their attention.

A good way to grab their attention is by using humor.

Now, for the middle and closing parts of your presentation, when we're talking about the middle part.

Now, this's the hard of your message.

What you want to do is be clear, don't rush through and just keep it simple.

And in your closing, you want to reinstate your points and you want to come up with a nice conclusion.

Be aware that average listener's attention span is 6 to 8 minutes.

So what you want to do with your presentation is use some visuals such as powerpoint presention or video clip.

It'll make a reward difference.

In a nutshell, there are 5 things you should remember in giving a normal presentation.

• The first thing is "be prepared".

Make sure you read, research and rehearse your material in advance.

• The second one is dress apart.

Make sure you choose your clothing wisely. Business attire is appropriate.

• Third is skirt hygiene.

For women, use a little bit of make-up and make sure you definetly use lipstick, and for men, make sure you shave.

In your speech, don't forget to use humor and speak with clarity and conviction.





2. Examples:

http://www.youtube.com/watch?v=SqKltV4xOQE

SESSION 13: Follow-Up and Services After Sales

Video's scripts:

Would it be great if every prospect became customer around your timelime or another backdown to reality.

It's safe back that every prospect that you speak with, may be not that ready to take next step with you and make that purchase.

At least not just yet.

Now, the challenge with this is that many sale people with a gun shy will come to following up.
They say...well, jee...I don't want to follow up to the point being annyoing about it.

So I just back off a little bit.

May be I'll contact them in a few months.

Then finally, you make that call and realize that prospect bought from one of your competitors.
Now, there's no fool-proof method about this.

Here's something you can do immediately that at least allows you the opportunities to follow up.
Get permission to follow up with them.

Here is an example of dialogue you can have with the prospect that will enable you to get permission from them to continuely follow up.

"Mr. Prospect, thank you for your time today...now, before concluding our conversation, I notice that after the course of several months, many things can happen in the businesses...changes in the industries and the companies...even in their positions has tendency to divert the best lead plan...so I'm hoping that that I'm being able to touch base with you from time to time...of course without stepping over in the line of being annoying about this...so with your permission, would it be alright I can contact you from time to time with other valuable updates about product and service...or something that news that you may find a new interest as related to your businesses".
In this way, if there's any changes on your prospect's side, you won't be the last person to find out.

Summary:

Three main layers of customer support:

• Self Help
• Voice Support + Premium Support
• Web Chat

Video's scripts:

In the customer relation organization at Palm, we're never standing still.
While we're delivering high quality support to over 15 millions active customers.
We're designing and building new capabilities to deliver high quality support.
For instance, Palm customer support is a whole range of support options.
We all know that all customers are not alike.
And we know all different preferences even how to get support.
So we want to provide them choices and we want them accessible.
We don't want them to dig around and question how to get information.
We want to come to them.
And in order to achieve that we provide support in 3 distinct layers:
The first layer of support structure is SELF SUPPORT.
Many customers prefer to look for reply and answer their questions on their own.
For those customers prefer not to talk on the phone, we rather to do it themselves with 3 great ways to get help.
The place to start with is our webpage and our articles.
If you go to palm.com and support section, you'll find load of content including how-to, download and updaters.
We literally have thousands and thousands of arcticles and hundreds of webpages to help you.
the...help question we answer that question on the website.
Another way to get assistance is on the palm's help forum.
Asking your peers is a great way to get your answers fast.
These super users act as moderators and they've got many many years of experience in using our products.
They know ins and outs and they've used our products in ways that most of us haven't imagined.
We also use agents to participate in the forum to answer those questions.
So they are experts watching all the time.
We do moderate the site and make sure people get their questions answered promptly and properly.
And if you can't find what you're looking for on the webpages or help forums you can access palm's phone without paying the phone.
With our new web chat you can start conversation with agents, just press a single button.
The second layer in our support structure is VOICE SUPPORT.
If you are like me...don't know who are that customers are.
What you can do is find phone number and get ..on the line...to help you out as soon as possible.
We do provide cost of support in conjunction with carrier partner, in collaboration with them.
But if you do happen to call them directly or carrier transfer the call to us, we do free support on the phone.
...

SESSION 12: Sale Process - Closing A Sale

1. Sale Closing Techniques:



Video's scripts:

This week, author and sale trainer Bob Firestone review several new sale closing techniques available for viewing on his website bornfreemarketing.com.

This includes: "Would you want it if closed?".

If the prospect asks about certain feature or service don't just automatically say "Yes, We can do that!".

Don't answer directly. Instead, say "Would you want it we can do that for you!".

If they answered "Yes", ask for order. "Why don't you take it then?".

The...then that stops you close.

Don't take a "No" as being a "No". Take "No" as being "Maybe".

Just assume the customer is going to say "Yes" by saying "That won't stop you, will it?". "That won't stop you from trying this, will it?".

More information available at bornfreemarketing.com.


Video's scripts:

Today, I have a very simple question for you.

The question is: "Would you like to close more sales?".

The answer is: "Absolutely, yes".

I know each and everyone of you're viewing video today want to close more sales.

Today, what I like to do is to give you a simple technique, a simpe tip that will help you close more sales, work smarter, make more money and lifetime.

That skill is listening.

One of the challenges we have the sale people...we're so busy giving a pitch that we don't stop, we don't slow down, we don't allow ourselves to be distinctive enought to really listen to what our client has to say.

As sale people now...you know whatever sale industry... peope who talk too much, who interrupt or so busy to make a pitch that we really ever get a chance to really listen or more importantly connect us with our clients.

So, today, I want you to think about is meet onething...that sale people with all graduated with rapport building school that talks about sales 101...

But you need to know this a rapport building is intimacy and having intimate connection with your clients.

How do you do it easily?

You do it by listening to your clients.

Let me give you a quick example what happens in humanity on a daily basis with all thousands of sale pitches that go on... on a daily basis.

And I'm going to use one of these high tech graphics...but I want to use it just to exemplify really what happens with communication.
What I like you to do is just quickly draw two stick people...one over here and one over there on your page...
Right here is our client and this is a sale person.
And between the client's mouth going to the sale person's ears.
I just want you to write down 100 words.
What happens to most communications is that the client speak in phrases or words and we are so pre-conditioned to only know the answer that we cut them off very short or it even completely finishes...



2. More examples:

SESSION 11: Sale Process - Handling Objections

1. Tips To Handle Sale Objections:



Video's scripts:


How would you like to end more of your sale conversations with "Yes" decision.

Your rate of close with the prospects having objections.

This is a common struggle you can put into study now.

You are just a sale person and you are a buyer too.

Sometimes, it's what you forget to be a buyer on the other side of the table.

When you're thinking about buying, you don't buy unless you have a high level of motivation to give up your hard-earned dollars to get what's been offered.

There are 7 step to helping your projects uncover their reasons why they should buy or overcoming their objections.

The prospect needs to feel confidence about their decision; and that means they need facts and proofs to logically prove the themselves they're making a good decision.

Seeing through its believing is easy to show someone a product.

However, you must provide visual skills even you're selling a service.

The prospect is making a considered decision risky.

They don't want to make a mistake and they don't want to be wrong.

So you have to take their risks away.

The prospect will wonder what qualifies you to help them if you haven't made clear from the start.

They are less concerned of how many years you've been doing this or what degrees or licenses you hold than they are with the outcome you helped others get.

Share examples or case studies to validate your claims.

Perception is reality for prospect.

You can formulate the perception of you and position yourself the way you want them to see you to this story.

This story when talked correctly makes your points for you.

The prospect likes to know other people like them having used and got values from your solutions, testimonials or excellently to demonstrate it.

You won't need all 7 steps in sale conversation.

You do want to be prepared to use any or all if necessary.

You just need to know when to use them.

A big mistake sell people young to the business makes is they get an objection response debased with the prospect.

You never want to do this.

What you want to do is let the prospect do most of the talking.

Then when you sense it would be likely for them to have an objection treated like a question; and lead into one of the 7 steps for overcoming the objection.

For example, you might say: " You know, Mary, if I were sitting in your chair right now, I've been wondering about price.

Would you mind I share this story with you about a recent client who was also concerned about price".

When you take this good approach, there are several good things happening in the prospect's mind.

They feel like...you understand them.

They feel like...you're helping them rather than selling them.

You're engaging them in the conversation.

You absolutely gain more control of what you want them to focus on and you're increasing their level of trust in you.

Another big mistake sale people make is responding to the 1st objection they get.

When you're getting to the close and they have objections, never presume the first several objections they're telling you are real objections.

Ask them whether objections they have until they tell you they can think of anything else, then ask.

If they were to wait remove objections you've just shared with me, is it something you're ready to act on?

This tells us people who are prospects.

If they can't say "Yes".

You know either they didn't have any for your solutions or you work to be able to help them to develop motivation to act.

Thanking them for time to move on.

If they can't make "Yes" decision, engage them by getting them to write down the risks they face and the potentials for gain they could get if they move forward.

Show them how you could remove their obstacles...keep them moving forward and you have a sale.

When increasing sale is important to you, you need the resource to make it happen.

Get the help you need at IncreaseSalesCoach.com/blog.

I look forward to having you join the blog and become regular rear.

After all, you need result sale training camp because it's never the sale issue...

2. Other Resources:

SESSION 10: Sale Process - Sale Presentation

1. General Presentation Skills:


Video's scripts:

Essentially, a presentation is a form of communication between the speaker and the audience.

That is to say (that) a presentation can be a small introduction or large-scale conference.

Making a good presentation requires audience to learn more about you and the topic of discussion.

Usually, people tend to think that possessing good presentation skills require a long and tedious learning process.

Actually, as long as you master the key points you can be a good presenter.

First of all, before you do a presentation you should be well prepared.

You should ask yourself several key questions:

• Who are you talking to?
• Why are you talking to them?
• How long have you got?
• What story are you going to tell?

Meanwhile, you can make some visual aids to make presentation more clear and vivid such as slide show.

If you want to do powerpoint presentation, you should avoid reading exactly what's on the screen.
You should use note cards and the information on the screen shoud be summarized on what you're trying to say.

Don't count on audience to remember any details from one slide to another.

If you need to emphasize the points, restep the information second time.

If you have to present different aspects or ideas, try to build unified threads.

The talk should be in sequential in nature.

When you have general idea about your presentation outline, you can make use some skills joining your presentation.

The five basic elements:

• Number one is eye contact that builds rapport with your audience.
• Two should be voice projection so that people can clearly hear you and portray you that you believe what you're talking about.
• Number three is voice intonation or inflection to keep people interested, so it's not really a monotone voice.
• Number four is clarity of message: how clearly you're getting across your the points.
• Number five is enthusiasm: the passion you have of how much you enjoy of what you're talking about.

The most important thing in your presentation is to allow your audience to receive information in a simple and easy to understand manner.

This allows you to make a good presentation that will be remembered for your audience.

If you want to further improve presentation skills, pay attention to being a pointer.

First one is this every person carries an atmosphere and the atmosphere they carry come from the thought they think and the attitude in life and the positive or negative view of life.

So if you've (got) someone who's done a lot of presentation and you want impact on your audience,then live a good life.

You can't be a liar everyday and get up there and expect people to believe you.
It doesn't come across.

The second important thing is learn how to read your audience.

Sometimes, the audience is very cold.

Sometimes, they are very warm.

If it's the cold, there's usually the reason why.

Maybe the struggle's going on.

Maybe someone drops something.

Maybe the speaker before you is incredibly boring.

Whatever it is.

If you understand what it feels like sitting in the audience and you give them a certain kind of respect and empathy, then you understand what's going through and win them back and you can get them to follow you.

So reading your audience is a great thing.

Before you make a presentation, take a deep breath, don't be nervous and relax.

Only when you're with confidence, can your audience concentrate on your presentation.

Making an effective presentation is a piece of cake as long as you keep practicing.

After all, practice makes perfect.


2. A Few Examples of Sale Presentation:




www.youtube.com/watch?v=tfPJ5YqnwgQ



www.youtube.com/watch?v=APKzxMimXDY

SESSION 9: Sale Process - Initial Contact

1. Cold Calling: A Traditional Technique of Initial Contact

Cold calling is a traditional step of initial contact with prospects.

This technique is the most fearfull for new sale people and may no longer be effective !!!

2. Other Techniques Better Than Cold Calling:

Cold Calling - A technique to get leads and sales without cold calls !


A Taylor Wilson here and today, I'm going to show you a simple way to get a ton of leads without the need to cold call, and I just want to give you a small example of what's possible and to get you thinking out of the box.

If this technique isn't exactly your cup of tea, don't worry. I've got tons of others that work wonders in the Cold Call Crusher course, would you check that out!

If the scenario doesn't fit your situation perfectly then just look deeper out of fundamentals on how the technique works; and adapt them accordingly; and again just as I said a millition times already the technique will work in any industry whether you're selling drugs to consumers or businesses; and no matter what you said a million time your business is not different to start making excuses and go out there to make some sales.

OK, now that sounds in the way...let's get started...well, let's imagine for a simplicity sake that we're selling insurance...not the most exciting but most people know about insurance so use that as an example...

SESSION 8: Sale Process

A sale process usually conists of 6 basic steps below:

• Prospecting
• Initial Contact
• Sales Presentation
• Handling Objections
• Closing the Sale
• Follow-Up and Service after the Sale

1. Prospecting:

Potentially suitable buyers for your product(s).

• Find "Qualified Prospect".
• Determine your sales approach and plan your sales calls.
• Determine which products and services best suit particular prospects.
• Uncover reasons why you should not pursue some prospects, saving you valuable time and resources.

Video's for reference:

www.youtube.com/watch?v=cXN-Gu-Ndts

www.youtube.com/watch?v=ccK3UkrBdNQ

www.youtube.com/watch?v=dqxNFwDyHJg

2. Initial Contact:

3. Sales Presentation:

4. Handling Objections:

5. Closing A Sale:

6. Follow-Up and Service After the Sale:

SESSION 7: How To Conduct A Meeting Effectively

1. Primary Preparation:

Reference source: www.youtube.com/watch?v=AtMDgnXyDC8

• Listing objectives of meeting.
• Facilitator.
• Meeting place/room.
• Timing.
• Icebreaker.
• Hanger.
• Minute.

2. Preparation of An Agenda Prior To A Meeting:

An agenda is a list of points or issues that need to be addressed in the meeting.

For example:

Meeting for review of strategies to increase sales in 2009. The agenda may include the following issues to be addressed:

• How effective are the sale strategies in 2008?
• Do we meet the target sales for the fiscal year 2008?
• What can we do better to increase sales for the fiscal year 2009?
• What are additionial resources required interms of personnel, budget, training, etc?

3. Disseminating the Meeting Agenda:

Disseminate the meeting agenda by email:

Dear All,

Our Sale Department shall have a meeting for review of strategies to increase sales for the fiscal year 2009. The meeting is scheduled as follows:

Subject/Topic: Review of Strategies To Increase Sales For Fiscal Year 2009

Date: 15 December 2008

Time: 10:00 am - 12:00 am

Venue: Meeting Room

Agenda: Attached in this email

See you all then.

Cheers,
Nguyen Duc Vy (Vincent)
Bravao Software Company
97 Nguyen Cong Tru District 1,
Ho Chi Minh City,
Vietnam Tel: +84-8-914 2636
Fax: +84-8-914 3870
Emai: bravosoft@vnn.vn
Website: www.bravo.com.vn

4. How To Conduct A Meeting:

Minute writer: assign a person who will write down all discussions in the meeting. The purpose of the meeting minute is to keep all discussed points in the meeting for follows-up.

5. Follow-Up:

• Sending out the meeting minute to all meeting participants.
• Tracking actions taken to address the issues.

6. Video:

www.youtube.com/watch?v=AtMDgnXyDC8
www.youtube.com/watch?v=J2yO_sPW_5E
www.youtube.com/watch?v=7Qj9a_sVzNE
www.youtube.com/watch?v=6I_Qbry8Czo
www.youtube.com/watch?v=pMJwT9I4E9Y
www.youtube.com/watch?v=d270iZlV-zE
www.youtube.com/watch?v=AtMDgnXyDC8