Sales Training Tips - 7 Ideas Proven To Boost Sales

Many people, including some in the sales profession, believe that sales training is a waste of time and money. A popular belief is that sales people are born to sell, and that an individual either "has it" or they don't, and nothing can be done to change it.

This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different than those actually necessary.

Below is a list of truths about the sales profession:

Sales Training Tips - 7 Ideas Proven To Boost Sales

Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their career.

Sales calls can be made any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m. and others work evenings. Professionals find people to see them for a full day every day.

The minds controls most sales. This is why many sales come in succession. It's often called a lucky streak, but it isn't. It is the sales rep "assuming the sale" without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief the buyer is going to buy today.

Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the amount of calls that must be made each week.

Increase selling time. The only time that is real "value added" is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paper work, and attending meetings is an incidental necessity, but not value added. Do all of these tasks outside of the high value added hours. Increasing value added selling time can be learned using lean manufacturing and six sigma principles.

Learn to Close. Closing is the most learned skill in the profession. When a prospect objects about the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.

Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator helping the customer make a buying decision. For example, with a service objection such as the length of after-sale service being too short, the sales rep should use a "right angle close". This negotiation is simply stating the answer with a buying question, such as "If I can get the two week service changed to four, will you give us a try today"?

Sales Training Tips - 7 Ideas Proven To Boost Sales
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Linear Regression Analysis - Interpreting Regression Coefficients

So what do those regression coefficients really mean?  It can actually get quite tricky--unless you have a very straightforward, textbook-like example with all continuous predictors.  (And almost no one has those if they're using real data).

A linear regression model with two predictor variables will look something like this:

Y = B0 %2B  B1*X1 %2B B2*X2 %2B E.

Linear Regression Analysis - Interpreting Regression Coefficients

Y is the response variable; X1, the first predictor variable; X2, the second predictor variable; and E, the residual error. The parameters in the model are B0, the Y-intercept; B1, the first regression coefficient; and B2, the second regression coefficient.

One example would be a model of an overall physical health score (Y) based on years of education (X1) and whether the individual is or is not in poverty (X2 ). Poverty status is a dummy coded variable, coded 0 for respondents who are not in poverty, and coded 1 for respondents who are in poverty.  Let us say it turned out that the regression equation was estimated as follows:

Y = 42 %2B 2.3*Education - 11*Poverty

Interpreting the Intercept

42, the Y-intercept, can be interpreted as the mean value of Y if both Education and Poverty = 0. We would expect an average physical health score of 42 people not in poverty with no education.  In this model, as is often the case, this isn't a meaningful value, since Education never really equals 0.  So in a model like this, the only use of B0 is in calculating predicted values.  It has no real interpretation.

Interpreting Coefficients of Continuous Predictor Variables

Since Education is a continuous variable, its coefficient, 2.3, is the difference in the mean physical health score for each one-year difference in Education across all levels of Poverty Status. This means that if two groups of people all had the same poverty status, but differed on education by one year, the group with one more year of education would have a mean physical health score that's 2.3 points higher. 

Interpreting Coefficients of Categorical Predictor Variables

Similarly, the coefficient for Poverty Status, -11, is interpreted as the difference in the mean physical health score for each one-unit difference in Poverty Status, if Education remains constant. However, since Poverty Status is a categorical variable coded as 0 or 1, a one unit difference represents switching from one category to the other.  The coefficient is then the average difference in physical health for people not in poverty (Poverty = 0) and people in poverty (Poverty = 1).   So compared to people not in poverty, we would expect people in poverty to have physical health scores 11 points lower, on average, at the same level of education. 

Interpreting Coefficients of Correlated Predictor Variables

It is really, really important to keep in mind that each coefficient is influenced by the other variables in a regression model. Because predictor variables are nearly always correlated, two or more variables may explain the same variation in Y. Therefore, each coefficient does not explain the total effect on Y of its corresponding variable, as it would if it were the only variable in the model. Rather, each coefficient represents the additional effect of adding that variable to the model, if the effects of all other variables in the model are already accounted for. This means each coefficient will change when other variables are added to or deleted from the model.

It is also important to remember that all these interpretations change when the model gets more complicated.  Centering, interactions, and polynomial terms all affect the meaning of the regression coefficients.

Linear Regression Analysis - Interpreting Regression Coefficients
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And now I would like to invite you to learn more about interpreting regression coefficients, including interactions, centered predictors, and more in one of my FREE monthly Analysis Factor Teleseminars: "Interpreting Linear Regression Parameters: A Walk Through Output." Visit http://www.analysisfactor.com/learning/teletraining4.html to get started today.

© 2008 Karen Grace-Martin -- Statistical Consultant and founder of The Analysis Factor

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Legal Issues Concerning Copyright in Internet Marketing

Copying someone's work has never had any respect - not in the past, not today, not in school, not at work and especially not in business. There are copyright issues that you will have to adhere to as an internet marketing business owner. Otherwise, you could violate ethical issues and even get into legal problems should someone complain. In internet marketing, copyright legal issues are such a concern mainly because of the nature of the environment online, where much of the content provided is for free.

Copyright and plagiarism

Copyright refers to the legal right to control reproduction and/or use of an original work. Usually, this right is given to the artist, writer or publisher of the work. If something is protected by a copyright, it means that its use or reproduction is restricted or controlled. Anyone wishing to use the content has to have the correct permission from the owner of the copyright.

Legal Issues Concerning Copyright in Internet Marketing

Copyright and the Internet

Copyright infringement is related to plagiarism, the act of negligent or deliberate reproduction of words, thoughts or ideas either in part (as in the case of direct excerpts) or in full and then claiming them as original. Online and off, this is considered illegal. Many writers, professionals and business owners have been unmade because of copyright infringement. Interestingly enough, plagiarism is a word derived from plagiarus, which is Latin for 'kidnapper'.

Copyright infringement is considered a virus on the internet and is not easily forgotten. Even offline, in the traditional business environment, copyright infringement remains a problem. The internet provides such an excellent opportunity for people to cooperate and share information and then allow access to it for free. The problem is that some people believe the word 'free' is a license to obtain content, reproduce it and use it to their own advantage.

This is false reasoning. Just because someone writes or shows content online that may be accessed free of charge does not mean you could take it and pass it off as your own or use it for some commercial purpose. You cannot, for example, take a few paragraphs from an article on a book, website or blog, copy them and then use them on your own website without acknowledging the author or writer or asking permission to republish it.

Bits and pieces

There is, however, a gray area in copyright legal issues when it comes to internet marketing. Copyright, for one, has a limited time period of coverage and will lapse. There are also content that are made available through public domain. When content does enter a lapse period or if it's found in a public domain, it is quite possible that someone could take that content and plagiarize it without actually committing a copyright infringement. So does that make it legal? What about the copyright legal issues?

In this case, the issue probably just escapes the legal restrictions and enters ethical domain. Remember that not everything that is legal is always right. You cannot, for example, use someone else's work and claim it as your own without their permission and believe in your heart you aren't cheating.

The ethical side of internet marketing

All businesses should be ethical and legal. Since internet marketing is such an excellent medium for business, it would be such a waste to abuse how it works. It has its drawbacks, true, but it doesn't have to break laws. Furthermore, it exposes your business to unnecessary trouble. Once content has been published online, it can be extremely difficult to take it back, particularly if people have already seen it or used it. You do not want to be labeled as a plagiarist or a violator of copyright because then you will not be seen as a legitimate internet marketer.

Furthermore, your internet marketing website will also suffer from your carelessness. If you violate any copyright legal issues, your website will be penalized, rendering it useless and making you, the internet marketer, essentially an outcast. You lose your search rankings and in effect, your customers and your business.

Protecting yourself from copyright infringement

If there is content online or offline that you find interesting or useful and want to use for your internet marketing business, always check the copyright protection first. Usually, the copyright notice is indicated on the material. If it's not, it's probably copyrighted anyway unless the author, illustrator or owner gives his permission to reprint or reproduce his content. If the use of content is freely allowed and contains information that is not considered unlawful, it's safe to republish it. If you will be offering original content of your own, it's also important to protect it with a copyright. That is, unless you want to allow others to reproduce your content and use it. This is a generous act on your part and will benefit plenty of interested users.

Legal Issues Concerning Copyright in Internet Marketing
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SPSS GLM - Choosing Fixed Factors and Covariates

The beauty of the Univariate GLM procedure in SPSS is that it is so flexible. You can use it to analyze regressions, ANOVAs, ANCOVAs with all sorts of interactions, dummy coding, etc.

The down side of this flexibility is it is often confusing what to put where and what it all means.

So here's a quick breakdown.

SPSS GLM - Choosing Fixed Factors and Covariates

The dependent variable I hope is pretty straightforward. Put in your continuous dependent variable.

Fixed Factors are categorical independent variables. It does not matter if the variable is something you manipulated or something you are controlling for. If it's categorical, it goes in Fixed Factors.

Now, you can put a categorical variable into Covariates, as long as it's coded properly--dummy or effect coding are common. What you don't want to do though, is to put a variable coded 1, 2, 3, 4, 5, 6 for the 6 categories into Covariates. SPSS will think those values are real numbers, and will fit a regression line.

There are a few things you should know about putting a categorical variable into Fixed Factors.

1. You don't have to create dummy variables for a regression or ANCOVA. SPSS does that for you by default.

2. The default is for SPSS to create interactions among all fixed factors. So if you have 5 fixed factors and don't want to test 5-way interactions that you'll never be able to interpret, you'll need to create a custom model by clicking Model and removing some of the interactions.

3. For any Fixed Factor, you can get marginal means (means adjusted for by other variables in the model) by clicking options. These are generally easier to interpret than the parameter estimates for categorical variables. Especially if you don't have any continuous predictors in your model, it is much easier to interpret means than parameter estimates.

4. You can also get paired comparison tests for any Fixed Factors by clicking Post Hocs. You can't get them for Covariates.

5. The default in SPSS is to dummy code any Fixed Factors for the Regression Parameter Estimates Table (which will only be output if you click Options-->Parameter Estimates).

Furthermore, the default is to make the reference category the one that comes last alphabetically. So if your categories (what you typed into the data) are Male and Female, Male will be the default reference. Remember higher numbers come later alphabetically, so if you had coded your categories 0 and 1, SPSS will make 1 the reference group! This can create a lot of confusion, so you can change the default by choosing Contrast and making the reference group First. If you want a category in the middle to be the reference group, your only choice is to recode the variable so that that category comes last alphabetically.

Most of the time, you won't use Random Factors. Rather than calculating means for each category, as is done with Fixed Factors, SPSS calculates only a single variance for Random Factors. So if you want to compare the means, use Fixed Factors. In fact, if you have Random Factors, you should generally be using the Mixed procedure, which uses better algorithms for estimating effects of Random Factors.

SPSS GLM - Choosing Fixed Factors and Covariates
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Would you like to get in on our FREE monthly Analysis Factor Teleseminars? We cover topics that help researchers implement statistics with confidence. Visit http://www.analysisfactor.com/learning/teletraining.html to get started today.

© 2008 Karen Grace-Martin--Statistical Consultant and founder of The Analysis Factor

Karen Grace-Martin has helped social science researchers practice statistics for 9 years, as a statistical consultant at Cornell University and in her own business. She knows the kinds of resources and support that researchers need to practice statistics confidently, accurately, and efficiently, no matter what their statistical background. To answer your questions, receive advice, and view a list of resources to help you learn and apply appropriate statistics to your data, visit http://www.analysisfactor.com

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The 5 C's of Credit

Are you ready for the home loan process? Knowing the 5 Cs of credit will help you understand just what your lender is looking for. We'll let you take an inside peek at the training tips we give to the loan officers who come to Complete Mortgage Processing for help:

Credit Character - In analyzing a borrower's credit history, you first need to have a goal in mind. The goal should be to confirm that the borrower's history meets or exceeds the credit guidelines for the product/program you wish to have the loan underwritten to. In making the confirmation, you should consider these factors separately as not meeting any one of them could drop the borrower into a lower credit grade. Compare the credit report to the lender's underwriting matrix or underwriting guidelines to evaluate the following:

The FICO score - Is it within an acceptable range for the loan program? How does the lender determine the score -the lower of two or the middle of three?

The 5 C's of Credit

The mortgage payment history - Is the number of late payments at or below the lender's standard?

The number and characteristic of each open trade lines:

The quantity - Are there enough traditional credit trade lines? If not, is alternative credit allowed. If so, what are the documentation requirements for alternative credit sources?The installment/revolving account payment history - Is the number of late payments at or below that stated standard?The installment/revolving account age or seasoning - Does the account meet the aging requirement -12 months, 24 months, etc.
The installment/revolving account credit limit - Does the account meet the required standard for credit line limit?

Here is an example of a lender's trade line requirements:Minimum of 3 trade lines, 1 year established, with 1 credit line of ,000 or more

Public records - Are there any? Were they disclosed? What is the status? How will they affect the underwriting decision?

Social security number(s) - Are they consistent with the information disclosed on the 1003?

Derogatory credit - Other derogatory credit. Can we document the status? Has it been satisfied or will it be satisfied on or before closing?Inquiries -How many have there been in the past 6 months?

Duplicate entries - Can you confirm that it is in fact a duplicate? Can you get it removed prior to underwriting submission?

Capacity - Regardless of how good a borrower's credit is, they must demonstrate the financial capacity to handle the debt. Reviewing the borrower's past income and employment history is the best indicator of the ability to handle future debt. The following items should be considered when analyzing your borrower's capacity:

Stability -Has the borrower's employment remained stable for two or more years? Has it been in the same or a related field? Does the income fluctuate or is it consistent?

Income Type -What is the nature of the borrower's income? Is it wages, commission, or other? What is the frequency? Is it on a regular recurring schedule or is it seasonal? Is it bonus income tied to performance and therefore not guaranteed? If it is from a source other than traditional employment, how long will it continue?

Income amount - Is it adequate to cover the proposed new debt? Does the income show a pattern of decreasing or declining?

Capital -The capital that the borrower has on hand for down payment, closing costs, and/or reserves will impact your product choice. It will also impact underwriting. In the last module, we made note of the type of funds that are considered to be "liquid assets". In reviewing capital, consider them as the underwriter would:

Ownership - Does the borrower have full or limited access to the disclosed capital/assets? If not, what portion is available for the loan transaction?

Access/Liquidity - Are the funds liquid now or will they be soon? Is the borrower fully or partially vested? Are there penalties for withdrawal? Will the disbursement process be complete prior to the approval/rate lock expiration?

Amount - Is it enough to meet the requirements for down payment, closing costs, or cash reserves? Being able to answer the questions "Whose is it?" "How much is it?" and "When can they get it?" will help you evaluate your borrower's capital.

Conditions - An underwriter looks at the many documents in the loan file to determine if there are any disclosed or undisclosed factors that might adversely affect the borrower or subject property. A few considerations include:

Employment at a place that has had a public announcement of shutting down.A recently awarded divorce settlement where the borrower has to payout significant proceeds or will have a high alimony/support payment.A lawsuitAn adverse change in the industry that the borrower is employed inAn adverse change in the area where the subject property is located
Collateral - A loan is secured using the subject property as collateral. Since the property is the lender's protection against default, it must be structurally sound and functional. When evaluating the collateral, an underwriter considers:

Features -Are the features and style of the home consistent with what is available in the area?

Functionality -Is the home functional or has it been rendered obsolete by outdated features and capability.

Condition - Is the home structurally sound and visually appealing? Is the home inhabitable or is it a dangerous contraption. Is the home complete as is or will renovations be required?

Property type/Use - Is it residential or commercial? Is it owner occupied or is it a rental unit. Is it vacant or occupied?

After carefully and cautiously looking at all of these items and how they stack up to established guidelines. The underwriter should he able to confidently make a credit decision.

The 5 C's of Credit
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Stephanie Graham is a mortgage trainer, coach, and consultant with more than 22 years of industry experience. Stephanie’s creation of the self-study workbook series, Loan Processor In-A-Box has allowed her to enhance the careers of mortgage professionals nationwide. With live training, teleseminars, e-courses, and newsletters, Stephanie and the team at Complete Mortgage Processing give you the resources to help you eliminate mortgage office chaos. You can register for a free e-course or training event at [http://www.completemortgageprocessing.com]

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Wedding Reception Food Ideas That Stretch Your Budget : How To Self-Cater Fancy Appetizers

Wedding reception foods do not have to be expensive. The ideas for stretching a small wedding budget are as unlimited as the imagination!

Any bride can have fancy appetizers at her wedding reception.

So what is the secret?

Wedding Reception Food Ideas That Stretch Your Budget : How To Self-Cater Fancy Appetizers

How can a bride with a tiny budget have fancy appetizers? The secret to having fancy appetizers on a small budget can be found in the freezer of a smart, budget-conscious bride months before her wedding day.

By starting months in advance and devoting one morning, afternoon, or evening a week to baking freezable appetizers, the budget-conscious bride can amass a delicious collection of appetizers for her wedding reception.

Delicious savory spanokopita, tiropita, miniature quiches, bruschetta, baby crab cakes, tea breads, mexican wedding cakes... the list is unlimited!

Yes, you truly can have the food you want at your wedding reception! If you are willing to think outside the box, tie an apron on yourself once a week in the months preceding your wedding day, and ask for some help from family and friends you will be able to have the food you want at your wedding reception.

Having the dream wedding foods you want at your wedding reception is not something that is only available to some brides! Every bride can indeed have a wedding menu that delights the taste buds.

Maybe you are thinking "I want lobster or surf and turf." And you are thinking there is no way that you can afford lobster and filet mignon.

I ran into this situation hundreds and hundreds of times as a caterer. I can tell you that every single time I was able to come up with a creative and affordable solution that fit the bride's budget.

Even though the wedding reception budget did not allow for lobster tails for each guest, it did allow for a delicious lobster sauce to be served with a more economical, yet delicious dish. While the wedding reception budget did not allow for 8 oz. of filet mignon for each guest, perhaps it allowed for a delightful appetizer that incorporated a tender beef morsel into a flaky phyllo pastry. Again, I want to reiterate that the creative solutions for your wedding reception are truly unlimited. If you are willing to think outside the box, tie on an apron once a week, and ask for help - the solutions will be provided to you.

© 2006 Kathi Dameron, Kathi Dameron and Associates

Note To Publishers: You are invited to share this article through your ezine, website or print publication provided you publish this article in its entirety and include the copyright statement, bio information, active website links and contact information for Kathi Dameron and Associates as provided in the resource section at the bottom of the article.

Wedding Reception Food Ideas That Stretch Your Budget : How To Self-Cater Fancy Appetizers
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Abundant Blessings!

Kathi Dameron

Wedding Reception Teleseminars For Brides

Learn How To Self-Cater or Semi-Cater Your Own Wedding Reception

http://www.kathidameron.com 850-422-3599

Kathi Dameron teaches brides-to-be how to create beautiful and affordable wedding receptions, rehearsal dinners, bridesmaid luncheons and other festive soirees that pop with personality and panache.

Today, Kathi shares her wedding reception expertise that she gained during her tenure as the owner, chef, and event designer of Canopy Rose Catering, a high end catering and special event company that was located in Tallahassee, Florida. Brides and other interested individuals who want to learn the secrets to creating a dream wedding on any budget can attend Kathi's Wedding Reception Teleseminars.

Brides can learn more about attending these teleseminars from the comfort of their own home by visiting http://www.kathidameron.com or contacting Kathi Dameron at 850-422-3599

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How to Do Great Teleseminars - 5 Teleseminar Mistakes to Avoid

If you've listened to lots of teleseminars you'll notice that there can be a marked difference in the quality of teleseminars. There are definitely some dos and don'ts when it come to hosting teleseminars.

So here are 5 teleseminar mistakes to avoid if you want to host a great teleseminar:

1. Using a cordless or mobile phone

How to Do Great Teleseminars - 5 Teleseminar Mistakes to Avoid

The sound quality using a cordless or mobile phone is often poor and unreliable. Sound can fade in and out and there is often static on the line. You want a clear, crisp sound so that those listening to your teleseminar live can hear every word and so you can create a high quality recording.

However, there are times when you a mobile phone may be the only option for you or your guest. If this is the case, apologise to your audience know in advance and let them know that the sound quality may be affected. Your audience will be more understanding as a result.

2. Not starting on time

If you don't start promptly you will come across as unprofessional and disorganised. It will give participants an excuse to call in late and some callers may drop off the line before your event begins. Ensure that you call in early, about 10-15 minutes ahead of the official start time. You can stay muted while you do your final checks.

Also, sometimes you can experience difficulty in connecting to your bridge line and if you experience any such problems calling in early will normally give you sufficient time to resolve any such issues.

3. Staring with Content

While you should start your teleseminar on time, avoid the temptation to dive straight into content. Hosting a teleseminar can be likened to hosting a dinner party. Give your guests time for a little chit chat and introductions so that they to get to know each other and build rapport before serving the main course.

Teleseminars can offer participants the opportunity to self-promote as some hosts will encourage attendees to introduce themselves by saying their name, location and URL. For large teleseminars this can result in exposure to hundreds of potential Joint Venture (JV) partners and or clients and so is much appreciated by those prepared to take advantage of this.

Plus some of your guests are likely to turn up late - it's the nature of the game. Some guests may simply have difficulty in connecting to the bridgeline. So it's a good idea to allow time for latecomers to arrive. In this way your content will reach the widest possible audience and those who arrive early get the opportunity for a little self-promotion.

For a 60 minute teleseminar allow 5-10 minutes before starting your main menu. This also allows those who may not have heard you present a teleseminar before to get to know you.

4. No "Call-to-Action" website

Maximise the impact of your teleseminar by getting your attendees to take action. You can only deliver so much content in an hour. So you want to direct them to a website or provide the link to a download where they can continue to learn about your product or service.

During a teleseminar you have to encourage people to take action. Now some people are averse to selling and that's another discussion. However, the short of it is that if you believe in your product or service and the value it will give others then you should feel comfortable about promoting it. And the better you are at promoting the more money you'll make from teleseminars.

5. Not following your study guide

A study guide provides structure for your teleseminar. Ideally, it lets participants know what to expect from your teleseminar and it helps participants to get the most out of your event. This is because the study guide will help to activate your brain's Reticular Activating System, i.e. it tells your brain what to listen out so that you can complete the study guide. If you don't follow the study guide your listeners become confused and irritated and they don't get as much as they could and should out of your event.

And, the more value your participants can get from your teleseminar the more likely they will keep coming back for more and buy your products and services.

How to Do Great Teleseminars - 5 Teleseminar Mistakes to Avoid
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