How to be calm in a sales presentation

Find your calmness in the confidence of your own strengths. Your preserving skills come from your diligent training.

Find an instructor to coach your abilities to new heights. Then actually practice your training until new behavior patterns emerge.

When you are in front of your prospect, your calm confidence will spring from your new behaviors naturally. You do not have to think about how to behave, you can focus on the prospect instead.

Your prospect will be put at ease knowing you are listening, responding and solving their issues. Now is the time to ask for their business and gain commitment.

Where does confidence come from anyway?

Confidence comes from practicing courage.
Courage comes from the will to succeed.
The will to succeed comes from your heart's desire.
What is your heart's desire today?

Regards,
Robert

Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay

813-966-3058 direct cell or text
813-667-6224 Executive Assistant
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2
http://dalecarnegieconnection.blogspot.com
http://www.CarnegieConnection.com/online.html  <<< new online courses

 

“You will improve your life and

   grow your business too
    if you choose
the training that is right for you.”
~ Robert Graves

Never be late to another appointment

“In the door 10 before!” I always say! 

If you want to be on-time for all you appointments, start chanting “In the door 10 before!” as you drive from place to place.  As you do, say out loud what the benefits are for you and your clients.

When you hear yourself, then you will believe yourself. 

Here is a 2-day Dale Carnegie course that has helped many believe in themselves: How to Win Friends and Influence People in Business.  Let me know if you would like further info.

Cheers,
Robert

Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay

813-966-3058 direct cell or text
813-667-6224 Executive Assistant
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2

Robert's crash course on writing Linkedin recommendations that get results!

Top 10 reasons you will want to use a Conference Call line to set up phone appointments:

1)    You are very professional when you use a Conference call line.

2)    You are a company with resources.

3)    You dial in first, then they dial in.

4)    You don’t have to play phone tag very much, like calling at an appointed time and they are not at their desk.

5)    If they dial in, they are serious about doing business with you, or else they will not bother.

6)    Weeds out the not very interested for you.

7)    If they miss the call time, they will feel a bit guilty, and that helps you in the long run.

8)    You can keep working on projects right up until the call, instead of trying to hunt them down.

9)    Some services record the call, which you can replay for yourself to hear what you missed and pick out important lists and points made.

10)  Two words: On task.

Regards,
Robert
Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay
813-966-3058 direct cell or text
813-667-6224 Executive Assistant
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2
http://dalecarnegieconnection.blogspot.com

http://www.CarnegieConnection.com/online.html  <<< new online courses

“You will improve your life and

   grow your business too
    if you choose
the training that is right for you.”
~ Robert Graves

 

 

Building Bob's Business Bigger Better

Let's say you own a business. What will set you apart from the 10 other companies locally doing exactly what you do?

Adding Value to Every Sale through Other Considerations

If your competition offers a particular product that you sell too, then configure your sale to include bonus features that will enhance the value in the eyes of the prospect. The prospect might not want to pay extra for the feature, yet, having it helps the buying decision swing in your favor.

If you would like some ideas on how to do this, send me a message. I would be pleased to help.

Also check out this event coming to town: http://keypersonofinfluence.com/usa/go.php?p=a169&w=bkpi

Regards,
Robert

Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay

813-966-3058 direct cell or text
813-667-6224 Executive Assistant
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2
http://dalecarnegieconnection.blogspot.com
http://www.CarnegieConnection.com/online.html  <<< new online courses

“You will improve your life and

   grow your business too
    if you choose
the training that is right for you.”
~ Robert Graves

 

Dale Carnegie Course: Effective Communications & Human Relations/Skills For Success

Dale Carnegie Course: Effective Communications & Human Relations/Skills For Success

Meets every Tuesday for Eight Weeks

STARTS:
Tuesday, May 14, 2013

TIME:
6:00 PM - 9:30 PM

LOCATION:

The Girl Scout Conference Center

4610 Eisenhower Blvd

Tampa, Florida 33634

 

Look around at successful business people, world leaders, professional athletes and entertainers. You'll find a disproportionately high number of Dale Carnegie Course graduates.

This course will help you master the capabilities demanded in today's tough business environment.

You'll learn to strengthen interpersonal relationships, manage stress and handle fast-changing workplace conditions. You'll be better equipped to perform as a persuasive communicator, problem-solver and focused leader. And you'll develop a take-charge attitude initiated with confidence and enthusiasm.

In short, the course will power you to move far beyond your comfort zone as you stretch for and attain ambitious new goals.

For information contact:
Robert

Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay

813-966-3058 direct cell or text
813-667-6224 Executive Assistant
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2
http://dalecarnegieconnection.blogspot.com

http://www.CarnegieConnection.com/online.html  <<< new online courses

 

Employee Engagement Study & How to Motivate Employees

How harmonious is your office?

How will you increase your close ratio in March?

If you are a Sales Consultant, Customer Service Servant, or Marketing Master in Tampa Bay come join us at this Meetup. Check it out…http://t.co/Yob3PyL7Nn

 

We will be using Jeffrey Gitomer's Littler Red Book of Selling as our guide.

 

Networking 6:30AM - 6:45, meeting 6:50 - 7:50, on the road selling by 8AM. 

 

We will meetup at the:

Sheraton Tampa East Hotel

10221 Princess Palm Avenue, Tampa, Florida 33610

 

You will recharge your selling batteries for the month!

 

 

Impromptu Speaking: Making it Seem Off the Cuff | Event

Impromptu Speaking: Making it Seem Off the Cuff | Event

Calling all my Toastmaster friends - - - here is a brand new course from Dale Carnegie Training on Impromptu Speaking.  You know this is going to be an amazing class!!!  Time to grab some phenomenal skills that we can practice at our Clubs!!!

Robert's Pro Sales Tip

From Robert's Coaches Corner here's a Pro Sales Tip for you:

ROBERT'$ 4 $ALE$ E$$ENTIAL$

BUDGET:
AUTHORITY:
INTEREST:
TIMEFRAME: Establishing a definitive timeframe creates motivation to take action.

If you want to find out if a sale is likely to happen, ask this simple open-ended question:
"What is your timeframe for this project?"

How you should behave:
- be confident
- be natural
- be inquistive

What will happen:
- You will know when you can sell.
- Your Prospect will respect your professionalism.


Good selling!
Robert

Robert Graves, MBA, DCT
Director Business Performance Improvement
Dale Carnegie Training Tampa Bay

813-966-3058 direct cell or text
813-667-6224 Executive Assistant
Robert.Graves@CarnegieConnection.com
http://www.linkedin.com/in/robertgraves
http://www.facebook.com/robertgraves2
http://www.CarnegieConnection.com
http://dalecarnegieconnection.blogspot.com

“You will improve your life and
   grow your business too
    if you choose
the training that is right for you.”
~ Robert Graves

Only The Now

"As you walk down the fairway of life you must smell the roses, for you only get to play one round.”

― Ben Hogan 

Unlike a game of golf that can be played again and again, life has only one go-round. You will be age 25 only once; age 40 only once; age 65 only once.  Indeed, your present day will never come again; your present moment will never be repeated. Do not allow yourself to get mired in memories or traumas, or to daydream too much about a golden future. You have only the now, whether it be sad or joyful, painful or loving, it is there for you to relish, to learn from, to savor; for it will never come again in the same form.  

Ego

“Don't let your ego get too close to your position, so that if your position gets shot down, your ego doesn't go with it.”

― Colin Powell 

Said a bit tongue in cheek, General Powell is suggesting that one not allow one's ego to get in the way of success. Yes, you want credit to be attributed to you; but importantly, success derives from your own hard work, as well as frequently the input of others, either now or in the past. Moreover, should your efforts fail for any reason, you do not have to remain so attached to your ego so as to feel totally defeated. Success is a multiple-action-person event.  

What is Good Judgment?

“Good judgment comes from experience, and a lot of that comes from bad judgment.”

― Will Rogers 

Will Rogers was a humorist and wise philosopher, indeed. In the above quote, he suggests that it is experience that leads eventually to good judgment, but only after suffering from some stumbles. For example, the first time you had a crush on somebody, say, in first grade, did you know how to proceed? Did you know what to do? How to speak to that person? Probably not. As you grew and matured, you went through various stages of emotional growth, and again stumbled fairly frequently in the "opposite sex" arena. Each such experience taught you something, hopefully something positive to build on in the future, rather than encouraging you to take your marbles and go home. Each time you approached a member of the opposite sex, or wanted a member of the opposite sex to approach you, certain behaviors came into play. Those behaviors were ruled by various judgments you were making - about the person of interest, about the circumstances, your peers, and your own set of values. And each stumble leads you closer to the goal.

Consider that Edison tried 1000 different ways of making a light bulb, and finally succeeded. It was experience that told him that each effort was not successful, and that something else needed to be put into the equation, or taken out of the equation. So it is in all aspects of life. You exercise bad judgment in a situation, and the experience turns out to be a negative one; you exercise good judgment, and the experience is magnificent. 

Another example. Say you want to go to the beach. The weather is gorgeous, and you haven't been to the beach in two years. You ache to sit quietly on the soft sand and watch the seagulls crackle overhead. But it is Wednesday, and you are at work. You can exercise judgment and leave work right here and now, and drive down to the beach, and enjoy the experience. But the likelihood is that tomorrow, you will be called on the carpet for abandoning your work. That is the experience to be built upon: You went to the beach, but at an inopportune time, and got scolded (or worse) in the process - probably not a great feeling/experience. But suppose instead that you clear your calendar for Saturday, two days hence, and commit to taking that ride to the beach? Now you can not only enjoy the sand under your feet, but also know that the experience is clean and clear, and free from any possible negative consequences. Your judgment is to delay gratification, which produces better results. 

Happiness

"Happiness doesn't depend on any external conditions; it is governed by our mental attitude."

Dale Carnegie

The new year is still in its infancy, and resolutions abound. They are all sincere, heartfelt and enthusiastic promises, and they are almost universally abandoned.

A resolution is a declaration, a decision, a stated commitment to get something accomplished. All resolutions require practice, from committing to an exercise program to losing weight. Practicing keeping one's word (commitment, resolution) is not easy, because, had it been easy, it would not be a recurring theme year after year.

What about happiness? Can one make a commitment to be happy? Yes.

"But," you protest, "you don't understand, I've got stress, my husband drinks, I lost my job, my car is old and I can't replace it, my boss is a shrew, and I'm all alone and have no friends."

Yes, and you can commit to being happy.

Happiness is not a giddy state, fun and games, staying up drinking to the wee hours of the morning. Happiness is not winning the lottery (yes, I know, money helps). Happiness is not more sex or different sex, or suddenly losing 100 lbs and being the envy of all you see. Happiness is acceptance. And this, too, is a skill that requires practice. How can you accept dire circumstances such as the ones alluded to above? The answer is simple: simply accept.

Accepting your circumstances does not mean liking them. It does not mean being content with them. It means recognizing them, acknowledging them as part of the fiber of your life. Your teenager is giving you trouble? If you don't take the first step to acknowledge that situation, you can take no action to solve it. If you do not acknowledge the situation and face it square on, it is tantamount to burying your head in the sand, and ignoring it. What does that have to do with happiness? Plenty. By acknowledging your circumstances, you are dealing with reality. By acknowledging your circumstances, you empower yourself to focus on solutions. And by acknowledging your circumstances, you stand a better chance of separating what is yours from what is not, meaning that, in the scenario of your difficult teenager, you can take measures to deal with his behavior. You can also take the important steps of not taking it personally. Your job is to live an ethical life and do your best. The results will happen as they happen. In other words, if it's raining, let it rain.

Difficult People

"Those that are hardest to love are those that need it the most." 
 -Dan Millman

I don't know about you, but I tend to stay away from difficult people. Even as the above quote suggests, difficult people are hard to love. What makes them difficult is they tend to be onerous, cantankerous, argumentative, frequently ill-mannered, sometimes insulting, and oftentimes sour in disposition. They are difficult to love  at those times. No doubt, they may have endearing qualities, but if they keep their light under a bushel, or are otherwise unengageable, or unkind in one way or another, then they are inviting alienation, though they may not realize it. Those people want to be loved in spite of themselves. It is ironic that the more bitter and unhappy their demeanor, the more they need love. Now, "love" does not mean laying down your soul to be trampled on by these negative folks. But it does reveal the extent of their unhappiness, because it is their inner unhappiness that produces and exacerbates their behavior. If they were happy to begin with, they would find it easy to smile and overlook petty aggravations. So it is this deep-seated unhappiness, this insecurity, that makes them behave in an unattractive way that is so difficult to love. But love is what they need. Even if it means loving them from afar. And love sometimes means staying away.

Become a Better Man (or Woman)

“Be at war with your vices, at peace with your neighbors, and let every new year find you a better man.”

― Benjamin Franklin 

On this, the first day of the new year, Benjamin Franklin's quote above is most apt.  In a thumbnail, it asks each one of us to keep a clear eye on priorities.  In this case, he admonishes each one of us to be kind and generous and courteous with our neighbors, while eschewing, soundly rejecting whatever vices we may have, from overeating to drinking, from fighting to talking disrespectfully, from mocking others to cruelty to animals.  To be sure, there are many other vices.  Suffice to say that the road to becoming a better man or woman is to foster our softer sides toward each other.  We are interconnected, not only in a spiritual, mystical way, but quite tangibly, our lives are connected to our personal circle: our families, our friends, our colleagues, and the strangers we interact with.  And each one of them is interconnected with his or her own circle.  Thus, if we focus on dealing kindly with our own circles, hopefully that will translate to the community, the village, the city, and ultimately the world. 

So should our resolution be.