396_ Effective Sales: People, Processes and Tools
Jerry Comer, an experienced sales and marketing trainer and consultant discusses with Larry Nelson, w3w3® the necessary elements of an 'effective sales system'. Jerry, Co-Founder of the popular Comer & Associates, LLC., also gave a clean and clear definition of the differences between sales and marketing. He shares the 'Big 5" pitfalls to avoid. 1) Not being prepared 2) Talking about features and not benefits 3) Asking questions but not listening 4) Not knowing how to handle objections 5) Not asking for the order.
Jerry laid the groundwork by pointing out how 'sales' has changed and how the sales dynamic has changed in favor of the buyer. His advice can really help sales managers put together the best 'system' for managing the effort of both small and large sales forces. New and experienced sales people will benefit from his 5 Steps of Selling - from Awareness to Commitment. Remember, selling is a highly professional activity that is frequently not done well and is often confused with marketing.. LISTEN

Related Links:  Comer & Associates || Training Trends || Find It || PodCast Directory || Keywords: Jerry Comer, Comer & Associates, Sales, Marketing, Pitfalls to Avoid, Benefits, Training > 10/22/07 Bytes: 13003862 LISTEN

365_  Leadership, Management, Production: Friends or Foes?
Most people go through life not ever really understanding their strengths and what they can capitalize on. On the other hand, they don't always understand their personal challenges that often sabotage their potential success. It's all about people. People cause all problems and people solve all problems. Before we try to understand and harness the world, we need to start with ourselves. Here's a program that will help you "Unravel the People Puzzle - It's Powerful • Proven • People-Oriented." All people are part of this equation. 'Quality is the enemy of innovation, innovation is the enemy of quality, and people get in the way of both'. A great organization needs to focus on all three (quality, innovation, people), all the time and a great manager must make decisions based on all three. The 3-Filters Technology offers a way for dealing with these conflicting needs. At the RMIMA Fall Information Technology Leadership Series, Larry Nelson, using 3-Filters Technology specifics will address these key topics...What you need to know before your next promotion... What you wish you had known before your last promotion...What you need to know to grow your company to the next level. LISTEN

Related Links:  Leadership Series || Institute for Change Research || RMIMA || Training Trends || Keywords: Leaders, Managers, Producers, 3-Filters, RMIMA, Training Trends, Institute for Change Research > Channel: Training > 8/27/07

337_ Achieving Your Personal and Professional Goals

Don't Let Another Year Go By - The Ultimate Win is Yours
Larry Nelson has taught this material in seminars in over a dozen countries, from China to Canada, from Norway to Australia, from Germany to Japan as well as throughout the US. He shares the results of his international research about the Characteristics of an Achiever and then goes on to help you lay out your "personalized blueprint" to personal and professional success. Larry is an internationally published author, has been a consultant to many Fortune 1000 companies and is best known for his train-the-trainer programs.
Related Links:  Training Trends || Ultimate Win || 3-Filters || Your Goal || Keywords:Event Photos, High-Tech, Business, Interviews, Photo Chronicles, Pat and Larry Nelson >Learn More 7/9/07

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