consultative selling and negotiating skills, selling a home, sales force management, news about CSG systems selling GSS unit for $251 million, traders busy selling election, etc.

Consultative Selling and Negotiating Skills

Do your clients like talking to your salesforce?

How well do your salespeople really know your clients?

How many opportunities do your people lose every time they discuss the "wrong" things?

The Problem: Many sales people talk too much. It's a common complaint among buyers. Yet most sales people are taught to "take control" and walk customers through "The Steps to the Sale", shopworn concepts that inevitably lead to too much talking and not enough "consulting".

Furthermore, with the advent of e-commerce, e-business, and the Internet, old sales models don? work anymore. The ?ld school?ways are pass? People are smarter, more informed, and less tolerant of worn sales practices than ever before. If someone doesn? like a sales process, they can just shop on-line and get a product delivered to their house. Many would prefer this anyway.

The Reality: To succeed today, salespeople need a different approach. Reverence for the buyer, client, or customer must be inherent in everything we do. Listening skills are paramount. Each individual needs to be treated with respect, dignity, and sincere understanding. Trickery, manipulation, or deception will only serve to hurt any sales process in the long run. Maintaining integrity and having a true interest in whomever we deal with is paramount to our success, and the ultimate satisfaction of our customers.

The Solution: This innovative course will help you learn to ask questions, and develop the listening skills necessary to create a conversational dialogue with whomever you are speaking. By learning to ask the right questions and then actually listen to the client's answers, you'll remove the "pressure" and help the customer make logical decisions and choices.

Our exclusive "Toolbox Technique" will help you develop productive conversations instead of creating forced dialogue. You will discover various cutting-edge listening skills borrowed from the field of Psychology, and practice them in real-life situations.

The Process: The concepts in this curriculum are taught through a series of role-plays between buyers and sellers, using your company? products or services as the centerpiece of all dialogue. By the end of the day, you will have engaged in the actual behaviors that you will use in the field, and you will have seen and heard for yourselves how these techniques really do work to bring clients ?nto the fold?

Using an innovative PublicSpeakingSkills.com approach, you'll actually experience what its like to be your customer. You'll learn why some simple twists to the techniques you use now will make all the difference in the way your customers respond.

The Bottom Line: We?e done seminars for companies that manufacture everything from apple slicers to zoo supplies, and have found that certain sales principles and ideas transcend the product or service itself, and even the subject of sales. Selling is more about listen skills, psychology and human relations than anything else.

You'll learn the eight great steps to truly consultative selling, and along the way, you'll develop some communications techniques that will prove invaluable in all phases of your life, from dealing with the boss to even your more personal relationships. (Yes, listening skills work at home, too).

Bonus: Many of our clients find this course to be an excellent adjunct to our Enhancing Your Presentation Skills classes, especially for those employees in roles that don't often exercise one-on-one or one-on-a few personal contact skills.

If you want to know more info about selling, please visit Public Speaking Skills.

Selling A Home

This Life Advice section about Home Improvement was produced by
the MetLife Consumer Education Center reviewed by the
Real Estate Educators Association and the U.S.D.A. Cooperative Research, Education and Extension Service.

If you've decided to sell your home, chances are you're caught up in a host of emotions. You may be looking forward to moving up to a new dream house or facing the uncertainty of a major move across country. You may be reluctant to leave your memories behind or eager to start new adventures. Whatever turbulent feelings you're experiencing right now, there are plenty of practical matters that need your attention. Keep in mind the following considerations to help the whole process go more smoothly.

Time Becomes Money

It's a good idea to place your home on the market as far in advance as possible of purchasing a new one. If you find a new home first and then try to sell your present home, you may wind up with two mortgages. If this does happen, ask your real estate agent or banker about a bridge loan to help you make the double payments. Lenders use the same criteria for offering bridge loans as they use for mortgages. Should you qualify for a bridge loan, beware of the expense; during the term of the loan you must continue to pay both mortgages. Shop around for the best terms.

Keep in mind that when people move, sell and buy, there usually is a domino effect. Closing and moving dates have to be coordinated, and the more firmly everyone commits to a window of dates and sticks to them, the better for all involved. Put all agreements about dates in writing, and protect yourself by negotiating financial penalties for failure to comply.

Go It Alone

Some homeowners decide to sell their homes themselves in order to save the commission charged by a real estate agent. The commission rate may vary, depending on where you live or what agency you choose, but it is generally upwards of 5%. However, handling your own sale means you will be responsible for placing ads, answering phones and showing your home to strangers. What's more, buyers who know you are saving on an agent's commission may offer less for your home, wiping out the financial incentive to do it all yourself.

You may decide an agent's commission is a bargain the first time that a would-be buyer shows up unannounced at dinnertime. Also, be aware that a real estate agent probably knows a lot more about the business of selling a home than you do. Here are some of the advantages professional agents offer:

• They will help you establish a fair asking price for your home.
• They will promote your home to other agents and list your property in multiple listing services. A multiple listing service is a book or computer database that all real estate agents who subscribe to the service can access. Your home will get exposure to all those agents, one of whom may have the perfect buyer.
• They will create, pay for and place advertising for you.
• They will schedule appointments to show your home to prospective buyers even when you are not there.
• They can weed out buyers who will not qualify for a mortgage.
• They can refer you to sources for insurance, inspections, legal counsel and financing.
• They will help you negotiate with the buyer.
• They can make suggestions to help make your home more attractive to a potential buyer.

If you decide to sell through an agent, ask friends and neighbors for recommendations. Talk to several agents before picking the one you want to work with. Taking a walk through your home with an agent should give you a feel for how that person will handle prospective buyers. Ask prospective agents how they plan to market your home. Don't sign with an agent just because he or she suggests the highest asking price. Negotiate the broker's commission prior to listing your home, and sign for a limited period of time—usually three to six months.

More advice about selling, can be found at pueblo.gsa.gov.

Sales Force Management, Consulting, Training And Coaching

Sell more. Sell bigger. Sell faster.™

We work with executives, sales managers, salespeople and entrepreneurs who are serious about selling, are ready to fix tough problems and are committed to the long haul.

We do not work with:

• People who believe that manipulating is the right way to sell.
• People whose minds are closed or whose egos can't handle the truth.
• People who want a quick fix, a silver-bullet system or a motivational boost.

We aren't going to hold your hand or tell you what you want to hear. We are going to tell you what you need to know to change, ask you to commit to that change and then hold you accountable to the commitments you make.

If you want to play at sales, go someplace else.

If you want to sell more, sell bigger and sell faster, then we can and we will help you achieve those goals, but only if you take the first step.

Gill E. Wagner
President

Hot Items

Here are a few of ways you can read more info about selling.

CSG Systems selling GSS unit for $251 million

Company narrows focus to cable and satellite customers

By Joyzelle Davis, Rocky Mountain News
October 11, 2005

CSG Systems International Inc. agreed to sell its Global Software & Services unit for $251 million in a move to focus on its cable and satellite television customers.

The Arapahoe County-based billing and customer service company is selling the 900-employee GSS unit to New York's Comverse Technology Inc., the world's largest maker of voice mail software. About 150 of those employees are in the Denver area.

CSG Systems' sale of the unit, which provides billing and software for telecommunications companies, is a retreat from its strategy when it bought GSS in 2002 from Lucent Technologies. At the time, CSG Systems said GSS' expertise in wireless and telephony would complement the company's focus on the cable and satellite industries.

Now CSG Systems wants to concentrate solely on its cable and satellite customers, who are moving into telephone and Internet services.

"We believe the video industry is beginning to transform their business models from providing content over their network to one device to providing content, anytime, to any device," said Ed Nafus, CSG Systems' chief executive and president. "We are in a unique position to enable this transformation."

The sale of GSS, which contributed about one-third of CSG Systems' $530 million in revenue last year, means the company will be even more dependent on its three largest customers: Comcast Communications Corp., EchoStar Communications Corp. and Adelphia Communications Corp.

The $251 million in cash from the sale, expected to close in January, likely will be spent on stock buybacks, new products and "ways to move market share in the cable and digital broadcast satellite markets," Nafus said on a conference call with investors.

GSS never performed up to expectations, partly because of the "economic downturn experienced within the global telecommunications industry since" the 2002 purchase, CSG said in its most recent quarterly filing with the U.S. Securities and Exchange Commission.

Comverse "has the size and scale necessary" to meet the needs of the global telecommunications industry, Nafus said. About three-fourths of GSS' customers are overseas.

Want to read more news about selling, please visit Rocky Mountain News.

Police charge 7 with selling bootleg shirts

Published: Oct 10, 2005

Modified: Oct 10, 2005 1:05 AM

From Staff Reports

DURHAM -- Durham police charged seven people with trademark infringement, most for selling hundreds of bootlegged Rolling Stones T-shirts to concertgoers Saturday.
Police charged the men -- from Ohio, New York, Pennsylvania and South Carolina -- with criminal use counterfeit trademark.

They were identified as: Warren J. Alston, 27, of 611 Crotoana Park, Bronx, N.Y.; Jermal Mohammad Edwards, 20, of 338 E. Hilton, Youngsville, Ohio; Wayne Daren Shearin, 40, of 223 E. Phi-Ellena, Philadelphia; Keith John Nicholson, 33, of 690 Gerard Ave., Bronx, N.Y.; Robert L. Cannon, 43, of 769 Lincoln Blvd., Bedford, Ohio; Xavier Jamal Quattlebaum, 18, of 359 Tomentosa Drive, Columbia, S.C.; and Paul Taylor, 20, of 125 Ida Lane, Columbia, S.C.

Visit News Observer for more news about selling.

Thai Shares End A Tad Lower; Foreign Selling Weighs -2-

Monday October 10, 6:50 PM

BANGKOK (Dow Jones)--Thai shares ended slightly lower Monday on sharp losses in many blue chips, as the overall market sentiment was hurt by continued foreign selling, traders said.

Profit-taking also hit energy blue chips as local retail oil prices drop, analysts said.

"Many players also hesitated to buy stocks, as they're concerned about the uptrend of the interest rates ahead of Monetary Policy Committee meeting next week," said Sanyaluk Manibhandu, an analyst at Seamico Securities.

The Stock Exchange of Thailand Index closed down 1.93 points, or 0.3%, at 707.05, after climbing to its intraday high of 712.84 in the morning.

The blue-chip SET 100 index finished 3.26 points lower, or 0.3%, at 1082.34, while the blue-chip SET 50 index was down 1.37 points, or 0.3%, at 497.30.

The Market for Alternative Investment Index, for the board for small capitalization stocks, closed 0.66 point lower, or 0.4%, at 172.35.

Decliners led advancers 212 to 89. Volume was thin at 1.86 billion shares worth THB14.00 billion, compared with 1.57 billion shares worth THB10.47 billion Friday.

The Thai central bank's Monetary Policy Committee is expected to raise its benchmark 14-day repurchase rate, which now stands at 3.25%, by at least 25 basis points.

(MORE TO FOLLOW) Dow Jones Newswires

October 10, 2005 06:08 ET

Thai Shares End A Tad Lower; Foreign Selling Weighs -2-

State-owned oil and gas conglomerate PTT, the most active stock, was down 0.9% at THB230, and its unit PTT Exploration & Production was off 0.9% at THB444.

The declines followed the announcement that all the 10 Thai oil retailers in the country, including PTT, decided to lower their gasoline prices by THB0.40 a liter, marking their first cut in around five months.

Charoen Pokphand Foods, Thailand's largest agribusiness firm, lost 5% to THB5.70, and Bangkok Bank, the country's largest lender, fell 1% to THB100.

Thai Petrochemical Industry declined 4.3% to THB13.50 on worries about a possible delay in its debt restructuring ahead of a court hearing on Oct. 25 for TPI's debt administrator's request for authority to call a shareholder meeting.

Securities firms also took a beating amid smaller daily trade value.

Phatra Securities was off 2.9% at THB41.75.

Asia Plus Securities slipped 6% to THB4.98, as the stock was partly overshadowed by the debut of its warrants.

"Some investors turned to the warrants on their debut, instead of Asia Plus stock," said Sukhbir Khanijoh, an analyst at Trinity Securities.

Kiatnakin Securities said Asia Plus stocks were also weighed by concerns about dilution, as the warrants will be converted to shares in the fourth quarter.

Meanwhile, Picnic Corp., a cooking gas distributor, tumbled 10.2% to THB2.28, hit by jitters that its existing shareholders may continue to cut their stakes following recent selling, analysts said.

Ayudhya Securities said the SET index may fall below the 700 psychological level in the coming sessions, if energy stocks continue to slide.

The immediate support is expected at 704, the index's previous low in mid-September, and resistance at 715.

Read more International news about selling, please visit sg.biz.yahoo.com.

Traders busy selling election-related goods in Bihar

Posted on 11 Oct 2005 # ANI

By Ajay Kumar, Patna, Oct.10 : With the countdown to the upcoming Assembly elections in Bihar commenced, and political starlwarts feeling the jitters of elections heat, the traders related in election-related material are having a spectacular time.

With various political parties and their bigwigs going innovative to attract more crowd for pubic rallies, traders are doing a brisk business. Be it posters, banners, refreshment material for thousands of people attending election rallies, almost all activities are directly or indirectly making the local traders delighted to meet the demand.

To escape the eyes of Election Commisoner, the election candidates are using various means to woo the voters. There is a competition going on between parties. Party members are of the opinion that if their opponents can spend so much in the election campaign, why cannot they. Only eight months back, Assembly polls were held. But that has not stopped the political parties from toiling during the day-night campaigning. They are spending money on advertisements and campaigns with much enthusiasm,” says S.N Singh, a business man of Patna.

Anticipating a fierce competition to form a Government in the State none of the parties wishes to take a risk this time as they carry on spending liberally. Most of the businessmen here feel that they will make more profits as compared to the last elections. “Now one can see the buzz of elections in the environment. We are doing very good business and I feel that in comparison to the last elections, we will make more profits,” says Rajeev Ranjan, a businessman.

The shopkeepers selling campaign-related goods desire to make some money from this election. They are selling various materials, including stickers, banners and flags with the faces of popular leaders. A few of the names and faces that are facilitating a good forutne for the traders are ---Bhartiya Janata Party’s leader Atal Bihari Vajpayee, Janta Dal’s Nitish Kumar and George Fernandes, Rashtriya Janata Dal’s Laloo Prasad Yadav and Rabri Devi, Congress’ leader Sonia Gandhi and Lok Janashakti Party’s Ram Vilas Paswan.

The first phase of the Bihar Assembly elections starts on October 18.

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