The Importance of Sales Training Videos

Any top sales specialist that you meet is continuously learning, studying, training, reading, networking, attending seminars and watching sales training videos to continuously enhance their sales skills.

Why is that important? Because the competition never sleeps and someone is always going to try to knock you off of the top spot!

Let's face it, a career in sales is harder today than it was 10 years ago.. Decision makers and purchasing professionals are getting smarter everyday. They have more information at their fingertips, they are much more informed and more analytical in their method and they have more options to choose from than ever before.

So what do you do? Do you keep using the same old sales tactics and sales method that you have used since you started your career? Answer: Not if you want to be successful!

As a true Sales Professional you have to manage your career just like the professional athlete does. You have to continuously refine your sales skills, continue to search for new sales methods and new technology, adapt to an ever changing landscape and be open to reach outside of your comfort zone and try some new things.

Are you getting better at your profession? Are you continuously improving your sales skills? Are you listening to CD's in your car as you drive around during the day? Are you watching the sales training videos that are offered to you? Most importantly... Are you the sales person that your competition fears?

If you are ready to bring out your "A" game, start by visiting some of the top sales blogs that you will find after you do a Google search on Sales Blogs. These sites and other sales related blogs, offer a ton of wonderful articles and free resources on every aspect of sales. Identify your areas of development (your weaknesses) and find appropriate articles and guides to help you get better in those areas.

Next, if you don't have one already, I would also propose that you begin building a personal library with sales resources such as Sales training videos and inspirational or motivational CDs, and Books on selling strategies.

I would encourage all sales reps, veterans and newbies alike, to write down your personal goals or commitment to yourself to improve your sales skills and personal development. Do it Today! Write down your goals, be very specific and most importantly... put them somewhere that you will remember to review them everyday!

Here are some suggestions that I use with my sales reps:

o Read one new sales skills training book every month.

o Invest in an audio program on self development and listen to it in your car everyday.

o Purchase a sales training video and encourage your peers to do the same, then exchange the videos with each other.

o Commit to attending at least one Sales seminar or Webinar twice a year

As you multiply your input of sales training information and self improvement material, you will start to accumulate some excellent "Ah-Hah's that hit home with you, and you can then start taking these to the street.

I can tell you from personal experience that the first time you make a sale, using a new technique that you learned in a sales training video that you watched, you will be hooked on your personal development!

If you treat your sales career like the professional athlete approaches their career, you will find yourself at the top of the sales charts and leader board very fast!

With over 25 years of Professional Sales experience, John Morey brings a real world look at what it takes to be an elite Sales Professional in his informative sales training articles. John goes beyond the training class and offers real life sales advice to help Sales Pros and Sales Managers achieve greater success.

For a list of Johns favorite Sales Training Videos visit: http://salesvideos.saleshangout.com

Visit John's blog at: http://www.saleshangout.com for related articles and Free Sales Training Resources.

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The Importance of Sales Management Motivation

In previous shows we talked about the importance of motivation. And how profound an impact a good sales manager has on the sales performance of his team if he can motivate and keep his team highly motivated at all times. It is a tremendously important skill for all of us to learn, especially in this type of economic environment.

The difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated.

If you are a front line sales manager, or an owner of a business, or maybe even in a sales training department, you are not out with your sales people all of the time, so you need to have them motivated even when you are not there.

We have talked about a couple of different ways to motivate, specifically about these motivational profiles which we have spoken about. For our paid members there's a motivational questionnaire which creates a sales motivational profile for each of your sales people, you end up motivated each one slightly different although they do overlap in the 5 metrics that we talk about.

And today we are going to talk about a common way that a lot of people are motivated:
"The need to feel important", or prestige.

This type of sales person after you fill out your questionnaire, and get good idea was to where their motivations are, has a profound drive to feel important.

Dale Carnegie once said that we all have profound drive to feel important.

With sales people, there are varying degrees of this. There are certain characteristics that this type of sales person shares that will help you uncover those deep profound motivations and get them to a sales performance level that is above expectations.

One of the characteristics of this group is that they depend heavily on the feedback of others. One of the major feedback mechanisms that a sales person has is through their front line sales manager. We have many members in the academy, who historically have not been front line managers, but are switching over from other fields because of economic conditions.

We also have lots of business owners who have many sales people out there, but who have never actually managed sales people.

The sales people that you may be training typically they are looking for any type of feedback and/or reinforcement as to whether what they are doing is correct, or not.

This is a very popular and common motivational profile; the need to feel important.

I would surmise that if you have 10 sales people, chances are 9 out of 10 of them have this profound drive to feel important. Some probably, maybe 1 or 2 have it more than the rest of them.

They have a very strong need to show evidence of their achievement to others. This might be perceived as an attempt to show superiority. Sometimes these people are ridiculed by their co-workers because they have the need to feel important and to have the need for others to recognize them for their tasks.

A lot of people may feel that this type of sales person is extremely egotistical. In fact it really masks the profound feelings of inferiority, the opposite end of the spectrum.

As a result of that, they may suffer from poor self esteem. This is the value that the sales rep places upon them, which is the way that they feel about themselves. Making this kind of sales person feel good about themselves is the key to motivation and it heightens their self esteem and it increases your chances of sales success both with them as a sales manager as well as them as your sales person.

The level of self esteem that each person has must be assessed by the sales manager primarily by observation. You have to be able to pick up these cues that show whether your sales person has high, or low, or moderate self esteem.

And this is somewhat tricky to do, that's why we give you the questionnaire. You can use the questionnaire in conjunction with your own observations. You have to be tuned into the highs and lows of your sales people and look at whether this person has a profound need to feel important. There may be some insecurity that they have, and a good sales manager will pick up on this.

The good thing about sales people in general is that the sales rep that generally feels good about themselves usually succeeds. Poor self esteem leads to approaching some tasks with an expectation of failure, which reinforces these feelings of insecurity.

Not that we want to get into Psychology 101 here, but you are dealing with humans so you need to be careful and in tune with these highs and lows. Feelings of self esteem can lead to poor performance. We've all had times when we've entered a new venue and we haven't really felt good that day, or whatever the reason is, and we end up being not as successful as we are when we are brimming with confidence.

This is not only a sales person sales manager principal, but it is a human principal as well.

Failure to one area of a job might lead to failure in other multiple areas. With the prestige driven sales rep, it is hard for them to compartmentalize their areas of weakness. They want to be perfect in so many different ways, because they have high expectations for themselves; they might over- react to failures. You must safe guard against this as a sales manager.

Now with this type of sales rep you have to be careful with criticism and sarcasm with this sales person. This typically isn't the type of person that you can joke with and make fun of because it goes the opposite way. You can joke with someone who has good self esteem about their failures or ways in which they are deficient because they can deal with it because their self esteem is good on the whole. A prestige driven sales person that you denigrate will end up feeling poorly the whole day, and they take it much more personally then someone who has higher self esteem.

Everyone wants to feel important, we all do, but if you have 10 or 12 sales people probably 1, 2 or 3 of them have this kind of profile that you have to be careful not to criticize, especially publicly. Make sure that you do it in private.

The best way to motivate this group of sales people is to use the Talents Based Motivational Model. This boosts their self esteem and their performance. It is very simple to implement.

We have talked about talents in other shows. It is important to differentiate between these two things called talents and skills. Marcus Buckingham in "Break All of the Rules" was the first person to talk about.

Talents Motivational Model is an effective way to get the best way to get the most out of your sales people. Talents Motivational Model is the best way to motivate prestige driven sales people because you uncover their tower of strength while as much as you can, minimizing their individual weaknesses.

Talents are inherent, genetically encoded patterns of thoughts and behavior. In essence, these are what we call "nature". Talents are things that they do "naturally"; they didn't really have to work at them. Things that came to them naturally

Skills learned abilities that can be passes on from person to person through instruction. Like product knowledge or industry experience is a skill, passed from one person to the next. Learning to use and EXCEL spreadsheet is something that can be learn from another person. To excel in a particular task, let's say you have a sales person that is extremely talented at building rapport, this is a talent that they have. You can harness it and turn into something that makes them more money by and bringing it out and highlighting it. Maybe they aren't so good at the administrative side of things, no sales person is really, so you would minimize it and mitigate it as much as you possibly can so that you can highlight the things that they are good at, get them the self esteem boost that they are looking for and this will in turn have a carry over effect to other areas of their job responsibilities.

A sales manager can draw out more talents from their sales reps but they just can't be installed there in the first place.

Each of your sales reps have areas of talents which push your sales people to be better at the things they are good at and minimize the things that aren't so good at.

As a base understanding of how to motivate this group, look at them and ask yourself, "what are they good at?" Observe them. What are they really good at? What do they excel at? Find out what that one thing is. Maybe it is making small talk. Maybe it is asking introductory type questions. Maybe it is making people feel at ease. Maybe it is their sense of humor. Look for this in your observations and then build upon it. And then minimize their weaknesses. Making them feel good, feel important and then in turn that will have a carry over effect into their sales performance.

Couple of things that you can do is to ask them a set of questions.

Some of the questions might include:

What are you best at in sales?
What do you feel that you are best at?
What do you have a supreme talent for?
What do you like to do the most?
If you could have one thing, what one thing would that be?
That would give you an idea of what they are motivated about.
If you had $10,000 to spend, how would you spend it?

This isn't necessarily going to give you a talent, but it will give you tendencies as to what they are interested in.

Chances are that in which they have interested is what they are talented at.

I once had a sales rep that was really good at cooking. And he never really harnessed this talent. I said, "Why don't you talk about his more?", because he really was an incredible cook. People are interested in this.
This is a common way to build rapport. He started doing this and he starting getting into places that he hadn't gotten into before.

The point is this, that talent and interest got him in and really did improve his overall sales performance. And I would highly encourage you to do the same as a sales manager by observation and by utilizing these types of questions.

To review, the ways to motivate sales people who are driven by a need to feel important:

• They depend heavily on the feedback of others, primarily you as their sales manager
• They often times are misperceived as a feeling
• They suffer from poor self esteem, so be cognizant of that
• Failure in one area might lead to failure in multiple areas
• They tend to be perfectionists
• Be careful using criticism with this group
• Use talents and skills to boost their self esteem
• Draw out more of their talents and highlight them to use as a leverage point

To learn more about sales management training, click here to get your choice of free sales manager training.

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The Importance of Literature For Children

In society today, it is not unusual for some children to never pick up a book to read unless they are assigned to do so in school. Even when that is done, some children too often resent the act of reading and even see it as a punishment. The television set and video game consoles have become babysitters in many households and there is little motivation for a child to open a book and put his or her imagination to work.

The love of reading is something that should be instilled in children from a very young age. Even very small children can appreciate the images and the tales that go along with picture books. These very basic books can be a connection between parent and child that can open up lines of communication and encourage thinking skills in the youngster. Rather than being spoon fed flashing images and loud sound bites, the young child learns to use his own imagination and make connections with the world around him.

Children who are exposed to literature can also learn to relate to situations in the stories they read. Many books written for very young children are based on common themes that affect most children. These might include basic manners, getting along with others or even subjects like being afraid of the dark. It is easy for some parents to forget that their little ones are not miniature adults and that they have questions and concerns about many things their parents may never think of addressing. Books can bring light to these unspoken fears. Sharing a book with your child can also be a wonderfully joyful experience. Children love the attention and often, even children who are constantly on the go will slow down for a few moments to listen to a story that is being read to them.

For older children, reading biographies about people of strong and admirable character can inspire them to reach for new heights in their own lives. Some children have few other role models to emulate. Introducing them to well written biographies about successful people can provide them with a guiding light if they need it.

Reading can also help children later when it comes time to write their own work in school. Children who have been exposed to quality writing will have a much better grasp of what good writing looks like. Children who enjoy reading books filled with robust and interesting vocabulary will naturally be more inclined to use what they have learned in their own written creations. If you have a child, encourage him or her to read from an early age.

You might enjoy reading more about biographies for children.

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The Importance of Literature Search and Review in a Research Based Master of Science (MSC) Degree

Research based Master of Science (M.Sc.) is composed of a well designed experiments in order to substantiate a hypothesis. Therefore, understanding the M.Sc. project is imperative for the postgraduate student to design suitable and more importantly applicable experiments for his or her project. Comprehension of a project can be achieved through literature search and review.

Sufficient, if not extensive, literature search and review throughout a research project is a must in order to gather data and discover the previous works of other researchers on related topics. The type of literatures can ranged from journals, theses, websites, scientific magazines and textbooks. However, one has to appraise the information collected especially from non-established websites because, not all information is valid as it claims.

In a research project, literature search should be the first step. At this stage the objective of literature search and review is to enable a student to construct an outline or plan for his or her project. The outline should be a general and logical sequence intended for the thesis write up. It serves as a guideline throughout the research project. Be prepared that the content of the outline may change along the way as the direction of the project depends largely on the results of each experiment. As a student start to embark in his or her project, the literature search and review will be centered to a more specific area of the study. Some of the minimum aspects that need to be established during a literature search and review are:

• Is the study has been covered by other researchers - if the study has been covered in previous work, then it is advisable to modify or entirely change the project.

• Methodologies used by researches - for illustration purpose, we shall use "Analysis of Carbamazepine in Tablet Formulations" as the topic of interest. There are various methods that can be employed to determine carbamazepine in its formulation. Some may use ultra-violet spectrophotometer while others may use high performance liquid chromatography. Therefore, it is good to match the resources on hand versus those used by the researchers. In most cases, the resources may not need to be exactly as those published in the literature. Adaptation using existing resources can be made but the method may have to be validated.

• The characteristics or problems identified in previous works -the characteristics or problems published by researches in similar field will help a student to a great extent in understanding the topic and therefore will be better equipped in managing the study.

Justine Choy has obtained a Bachelor Degree with Honours in Chemistry and has completed her Master's Degree in the field of Pharmaceutical Technology. Currently, she is holding a managerial post in a R&D laboratory of a local pharmaceutical company.

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Importance of Romance Literature

Romance literature is very popular for the reasons that are very obvious. All people love to read romance and, the major reason is to keep them in tune with love. Many want to keep redefining love and, this is very vital. If you are a person who is seeking some romance literature entertainment, this is definitely your thing. The culture of reading is engrained in society and more and more book lovers are diving deep into romance books for the sheer pleasure and joy. The literature began being recorded by great romance authors of old ages. They were able to give their fictional account on romance. This was all inspired by reality and this continues to be the case. Most founding fathers of literature on romance were able to execute the love stories in a way that the reader was drawn in. They were able to set the pace as romance writing grew and became a huge industry. Today, some of the greatest romance writings are those that past authors brought forth. This is to say that romance and the idea of romance is timeless. Like wine, it gets better with age. Today, contemporary writers of romance have not disappointed the fans.

Romance literature is divided into many categories. There are novels, novellas, poems, short stories, plays and more. All romance literature has a way of impacting society. Love poems which were romantic are very popular when it comes to inspiring people on how to make their relationships even better. As a partner in a relationship, why not try saying a poem to your spouse about love. You will find that, no matter what the words are, it is going to make a positive impact in your life. Romance poems have been used to show love between partners successfully. In turn, people are able to express their love and affection in style and, in a more personal way. Novels and short stories on romance have been able to showcase what love and affection between two lovers is all about. Through the interesting characters, we are able to learn more about what to do when we want to be romantic. Like all other things in life, you have to read or study so that you can gain knowledge and information. Romance is basically the same.

Romance literature will be found in many books stores near you. You can also go online to find the books you are looking for. Online, you can also get to read literature on romance. With so many outlets of this kind of literature, you have no excuse not to read on romance. You will not only improve your love life, but, you will have more knowledge in this regard. Literature on romance will continue to take center stage as more and more people realize how important it is. It has the power to take us to the fictional world, as well as to history and the future. Therefore, we get to learn all the experiences of the past in regard to romance. We will be in a position to create something even more beautiful in the present. All thanks to the love literature.

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