Business Growth through Sales Training

No business can prosper or succeed without constantly increasing its sales.Salespersons are born and made, everyone needs training and to be constantly learning about their product, how to communicate their knowledge and most importantly, how to be customer-centered. Most businesses use websites and other marketing efforts to tell possible customers and clients all about their company. The salesperson is the one who must turn the curiosity into a conversation that engages the customer's interests and ideas and turns them into a purchase and relationship.Smart businesses rely on sales training consultants like MindStorm, and other professionals in the field.

Sales training is a composite concept. It involves knowledge of the company, what it sells, the audience to be reached and how to engage them in a productive conversation. It employs emotion and enthusiasm and combines them with product knowledge to create a business relationship. Most businesses, even the most succcessful ones,have a hard time being consistent with sales training. MindStorm teaches companies that they must provide regular training to stay competitive. This includes discussions and learning of trends, communication methods, morale building and incentives that make for a successful program.

Every successful selling campaign starts with a strategy. Audiences change and trends move quickly. Constant research and fact finding, knowing how to ask the right questions requires the right training. Sales training consultants such as MindStorm fulfill this mission. Helping the best salespeople get better, bringing out skills in newer hires, keeping a solid focus on goals and learning how to set measurable standards are all part of business training.

Business today is affected by multiple factors due to a global marketplace.Dealing with a world commercial system requires expanding the knowledge base and making that information to salespersonnel. Consultants are the best choice for this type of training since sales personnel are best placed where they do the most good: Sales.

Focus is the keyword in sales success and keeping focused on the customer and their wants and needs is where some businesses fall short. Moving the customer from interest to dialogue to purchase is a mix of communications skills, other-focused conversation and proactive listening. Product knowledge is a measure of commitment and customers know this. Having answers or finding them and responding to questions makes a deep impression on the customer. Teaching and coaching salespeople to engage in this proactive conversion is essential.

The combination of sales training, defining and refining strategy, ongoing coaching, developing a customer centered corporate culture and motivating personnel to maintain a constant knowledge base of the product are essential services a sales training consultant will offer. Working with sales training consultants is not just a good idea, it’s good business.

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How to Grow Your Business By Increasing Average Transaction

MindStorm, New York’s #1 Boutique Strategy Consulting Firmhas created a series of articles that spoke about the 3 main ways to grow your business:

1.    Get more customers

2.    Get customers to spend more per transaction

3.    Get customers to make purchases more often

In this piece we will discuss the second- how to get customers to spend more money per transaction. Today we are going to discuss 3 great strategies that can add millions to your revenues. The 3 strategies are:

1.    Upsell

2.    Cross Sell

3.    Bundling

The most famous cross-sell comes courtesy of McDonalds: “Would you like fries with that?” The next time you go to any fast food restaurant I’d be shocked if they didn’t try cross-sell or upsell techniques on you. Others you’ve probably heard countless times include “Would you like to make that into a combo?” (cross sell) and “Would you like to upsize your meal?” (upsell). But what’s the difference and how can you apply these to your business? Fact is that most small to medium sized businesses don’t have a system in place for upselling and cross selling their customers. When I say system, that means every single employee use the same approach with every single customer on every single transaction. Think about how many sales that you’re company is missing out on by not offering other complimentary products or bigger packages on every single sale.

Amazon reported that cross sell is responsible for 35% of their sales- and that was 2006 so you can imagine what that is worth to them today!

The definition of Upsell is suggesting that your customer buys a product which is higher in quality or quantity to their original purchase. This could be the more expensive model of the same product or service; or that they add a feature that would make it more expensive. With upsell you’re suggesting they pay more in exchange for a better product or service. Or simply- just buying more of it.

Some examples of this are:

•    Buying a 42” TV instead of a 40”

•    Upgrading from economy to business class for a flight

•    or even buying a second juicer at a deep discount to give as a gift

Cross Selling is when you suggest your customer buys additional products or services from a category that is different to the product or service they are purchasing but should be a good compliment to the original purchase.

For example:

•    Purchasing paper to go with a printer

•    Buying a hands free car kit to go with a mobile phone

•    Adding insurance or a warranty

The third strategy you should use to increase your the amount your customers spend is bundling. Product bundling is offering several products or services for sale as one combined package deal. Bundling is the combination of upselling and cross selling. The power behind bundling is that it triggers an intense motivation to buy the package because it is cheaper than buying each piece in the set individually. The best part is that there doesn’t need to be deep discount to motivate the customer on taking the bundle. Combo deals also make it very convenient for people to buy and convenience is a big motivator.

But before someone would be interested in your upsell, cross sell or package, you have to fully explain the benefits of having these other items. You can’t assume that the customer understands why they should get the insurance that you’re offering for example. You should educate the customer on how often spills happen or how often people tend to break the product and what the costs of these repairs will be if they don’t have insurance. This helps your customer completely understand the value of that warranty instead of just asking “Would you like the protection plan?”

So in order to get maximum results let’s discuss the most effective strategies.

Upsell works better when there’s a small difference in price between what you’re suggesting and the product they’re buying. For example “This model has a bigger screen, the technology is newer so the quality is better, and it’s only $100 more.” As a rule of thumb we found that up to 40% of the time you can upsell for up to 40% more than the initial purchase price. Each market, industry, product, service, and sales person is different so test to see what your numbers will be.

We have found that cross sell also follows the 40/40 rule- 40% of the time you can sell other products or services that complement the original purchase. The total of these products or services should be less than 40% of the main purchase. Cross sells not only increase the customer spend but this is an opportunity to offer things that have higher profit margins. One business model is to offer a deep discount on the main equipment to sell high margin supplemental supplies. You often find computer printers discounted to sell high margin toner. Gillette used this strategy offering a discount on the razors so they can profit on the blade refills. What supplemental services or products can you offer?

Now let’s discuss when to do what. Before increasing someone’s order you have to make sure there is an order in the first place. Upsells and cross sells only works once a person has made a decision to buy in their mind. Once they are sold on the purchase then and only then should you offer additional items. At the point which they decide to buy and they are checking out right before giving you the payment you can say “Would you like an additional juicer for only $40 to give as a gift?” But if a person hasn’t figured out that they need one. They definitely won’t need two regardless of the discount.

Once a person decides that they are making the purchase now it’s time to upsell and cross sell. But which do you do first? There are exceptions but the rule is upsell first then cross sell- then bundle. You deal with the main product first and maximize that sale before you recommend the supplemental products. You can’t start with a printer, then offer paper to go with it, and then now go backwards and ask if they want a bigger printer. The whole reason why cross selling works is because in the buyers mind they are already done with the main purchase and this is a little extra. If you put focus back on the main purchase then it’s not complete. At that point you’re actually risking losing the main purchase. So to recap:

1.    Help the customer find exactly what they’re looking for. Many times they have an idea in their mind. You can offer higher options but only to help the customer find what they’re looking for. Don’t make it too confusing trying to push higher too fast. Your main priority is to make a customer commit to any purchase. From that point you go higher.

2.    Now that they are committed to making a purchase introduce them to a higher model or offer more of that product for a volume discount. This should be done as they are checking out for maximum effect. Volume discounts have a high ratio of success at the point where the customer’s credit card is in the sales person’s hand. Your goal is to make the offer attractive enough where it wouldn’t make sense not to do it.

3.    After you upsold the customer it is important that you make them realize that it wouldn’t be complete without the other items that complement the product. Remember as a kid when you got a brand new toy for Christmas but you couldn’t play with it because somebody forgot to get the batteries for it?! Focus on the experience that your customer was looking for making the initial purchase. What good is buying a beautiful 80 inch high definition flat screen TV if you’re not going to use HDMI cables to see the true picture? If your cross sell makes sense, people will buy.

4.    And finally..bundle packages. Now your customer is excited about the bigger tv, they’re buying the other products that will be a great supplement to the tv and for X amount of dollars they can get the whole shebang. This package should have more cross sells opportunities where they can get everything and it will be cheaper as a package. They can be excited about buying everything (remember people like to buy) and they can justify buying more items with the fact that they received a discount for doing so. Again, people buy on emotion and justify the purchase with logic.

If you follow these four steps on every single transaction you will dramatically increase the amount of money customers spend in your business and they will feel great about doing so.

MindStorm is New York’s #1 Boutique Strategy Consulting Firm. If you are interested in learning how you can dramatically increase sales by incorporating these principles in your sales process than call today and ask to speak to a business consultant.

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What do You Truly Know About Your Prospects?

Possibly you don’t have to know how they take their cup of espresso, yet you do need to know enough about them to get in their heads.

In the event that you need to get reactions to your cold messages, you have to offer your prospects value. Be that as it may, before you choose what benefits your messages ought to focus on, you should first comprehend your prospects’ desires and pain pointsin order to craft a pertinent and influential message.

Although researching about 500 prospects each one in turn probably doesn’t bode well as far as time and resources, you ought to still make the effort to make targeted messages that feel personal. With around 10 minutes of examination, you can learn enough about your buyer persona to twofold your cold email response rate.

Along these lines, in the event that you don’t need your cold messages to feel dull and generic, here are 3 inquiries concerning your prospects that you must answer before you compose a solitary cold email.

                 

1) What does your ideal buyer persona think about the most?

Your prospects are not indistinguishable, thus your cold messages can’t be one-size-fits-all either. The VP of Sales for a Fortune 500 organization and the manager of an eatery have altogether different occupations.
Diverse buyer personas require distinctive messages that engage their particular pain points and wishes.

Finding what is most important to your prospects is as simple as leading a straightforward online search before you begin composing your cold email campaign. You can do this yourself or hire top business consultants in New York or anywhere in the country to help you with this research. LinkedIn profiles can offer a treasure trove of significant data about your prospects’ attitudes and conduct.

Understanding your optimal buyer persona is vital to creating exceptionally targeted messages that will connect with your prospects on a more individual level. Consider the occupation of a CRO. What sorts of obligations do they have? What are their needs? What sorts of goals would they say they are hoping to finish?

                 

2) What dialect or keywords resonate best with your prospects?

On the off chance that you need your prospects to consider your cold messages important, you have to talk their dialect.

Give careful consideration to the words in your prospects’ online profiles. Is it accurate to say that they are utilizing exceedingly technical or industry terms in their about section or role portrayals? Do they utilize a formal or conversational tone? Formal written work may very well be copied and pasted from their marketing team, or it could

Be the way they like to engage in composing. Do they have a sense of humor? How your prospects communicate helps us comprehend the tone and words that reverberate the most with them.

3) How do your prospects interact with others?

At the point when looking through your prospects’ LinkedIn profiles, make a point to look past their experience and background. Your prospects’ “Recommendation” segments regularly contains gold chunks that offer clues to how they do business and connect with others.

Avoid messages that are too long winded and self focused. Make a point to incorporate a clear call to take action, so that your prospects know precisely what kind of action you need them to take next.
For more sales strategies, speak to a MindStorm sales trainer at 1-844-MINDSTORM (1-844-646-3786) http://www.Mind-storm.com.

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10 Practical Tips to Boost Sales Productivity

Effective salesmen are continually looking to advance their efficiency and enhance their selling endeavors. When we work with organizations and use our Sales strategy consultants approach we find the sales staff always asking us for some quick sales tips for them to use.  Here are 10 viable sales tips that can help you and your sales team boost profitability and have a fruitful selling year.

1. Compose shorter emails

Business experts get an average of 85 messages every day, and they spend more than 1/3 of work time reading, arranging, and answering emails.

We are all battling to clean up our inboxes, so chances are an occupied decision maker,  particularly one you don't have a standing association with, will skip over the short novella you messaged. On the off chance that you need to enhance engagement from your emails, and spare your time for more profitable activities, cut the cushion and get in the habit of composing short, cell phone sized messages.

Stick to a 5 sentence email position. Whether you are youthful or old, the fact is that the ideal length of an email message is five sentences. All you ought to do is clarify who you are, what you need, why you ought to get it, and when you require it by.

2. Get more intelligent about overseeing email

Guarantee that you have sufficient time to respond to an email before you open it and invest time reading it. On the off chance that you chose to respond later on, it will make you have to re-read the email, which is a wasteful utilization of your time.

Most messages are not pressing and needn't bother with a prompt reaction. Take a breath and hold up a moment before bouncing into the fray on group emails and non-earnest issues. You'll see that occasionally the most capable reaction is no reaction by any stretch of the imagination.

3. Shorten your meetings with prospects

Have a go at planning short, 15 moment meetings with prospects. This will help you have more beneficial and powerful meetings.

I'm a promoter of short "connect" gatherings. I have observed that sending messages with "connect" in the headline and a speedy appeal for such a meeting unbelievably fruitful. Between the headline and the timing, this methodology is amazingly non-forceful, non-threatening and hard to say no. Could you truly not spare 15 minutes on the telephone or in person?

4. Enhance your follow through

Simply on the grounds that you've got a foot in the door, doesn't mean you've brought the deal to a close. Keep up your determination and do all that you can to stay connected with the prospect post your starting meeting.

5. Put additional time in research

Put aside abundant time to research your purchaser before you connect with them. The most successive reason sales reps are outsold is that they didn't converse with the right individuals, so utilize the research phase to learn whether your lead is a decision maker.

Abstain from sending nonexclusive, mass-mail messages. Rather, utilize the numerous research tools accessible to discover significant data about your lead and craft more personal and applicable messages.  They are significantly more liable to catch the attention of the recipient.

6. Better qualify leads by finding out about your rivals

A well qualified lead will be prepared to purchase and will eventually make a buy either from you or from one of your rivals.
Ask the prospect who else is approaching them. In the event that the answer is "nobody," you might not have made a sufficient job of qualifying – they are most likely not prepared to purchase.

7. Be more beneficial when working from home

Here are three incredible tips that can help you stay centered and beneficial while working from home:
Separate the region assigned for working from where you unwind.

Stick to a work plan as though you were in the workplace.

Make it simple for your team to get a hold of you while you are at home.

8. Upgrade and utilize your marketing collateral

Numerous organizations have awesome marketing collateral, however their sales reps never figured out how to utilize it. Marketing materials are there to help you sell, so get in the habit of offering them to your prospects.

On the off chance that you don't have or don't care for your marketing collateral, work with your sales manager and your marketing team to create or overhaul it. Intend to deliver materials that are short, basic and simple to share over email.

9. Turn into a disciplined time manager

A most straightforward and intense idea around time management is Covey's four quadrants. Watch the accompanying 3 moment video to perceive how the four quadrant model can help you capitalize on your selling time.

10. Clean up your CRM

Your CRM framework is a significant resource that can serve you well in your selling endeavors. That is unless the information that lives there is obsolete and erroneous. Spend an hour or so every month to make sure to verify your CRM information is up to date.  It will spare you time in the long run.

Speak to a business consultant for more ideas on how to increase your organizations productivity! MindStorm or 1-844-646-3786

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Get More Clients & Customers- Now!

In this “How to grow your business” series, MindStorm (New York’s #1 Boutique Consulting Firm) introduced the top 3 ways to increase revenue and grow your company. The 3 ways were:

1. Get more customers
2. Increase the dollar amount of the average transaction
3. Get customers to make purchases more frequently

In this piece we will be focusing on how to grow your business by getting more customers and clients. We’re going to break this up into 3 Key Performance Areas that you should focus to consistently increase your book of business: Leads, Conversions, and Clients. The strategies taught to you today are from a business consultant’s perspective on strategically growing your business. Let’s begin:

Suppose you’re getting 100 leads per month from a few different marketing campaigns..pay per click, organic website traffic, and a monthly newsletter that you mail out. Right now those leads are bringing in 10 new clients per month which makes your conversion rate 10%.

100 X.10 =10 Clients

Simple math will tell you that if you double the leads or double the conversion rate you will have double the clients. That same simple math will tell you that if you double both you will quadruple your clients!

200X .20 = 40 Clients

But is it really that simple? You have no idea how simple it can be. While most businesses struggle in this area,MindStorm, New York’s #1 Boutique Consulting Firm is here to give you many ways to increase your leads, conversions, and your clients!

Ways to Increase Leads (Small Sample)

1. Email Marketing
2. Blogging
3. Video Marketing

4. Social Media Marketing
5. PR Campaigns
6. Newsletters
7. Advertise on other peoples Newsletters
8. Solo Ads (other email lists)
9. Magazine Advertising
10. Newspaper Advertising
11. Writing Articles (Magazines, Newspapers, Blogs)
12. Pay Per Click
13. SEO
14. Content Marketing
15. Website
16. Landing Pages
17. Craigslist
18. Direct Mail
19. Telemarketing
20. Flyers
21. Display Advertising (Retargeting)
22. Outside Sales Teams / Street Teams
23. Joint Ventures
24. Strategic Partnerships
25. Referral Systems
26. Affiliate Marketing
27. Advertise
28. Having Better Lists (brings in more leads)
29. Better Copy
30. Low Barrier To Entry Offers
31. Give Away Samples  of Products Free

This is just a sample..we have many more. The trick is to start with one and perfect it. Once you start getting a positive return on your investment where the leads are paying more than the cost of marketing then you move on to the next. This is how you can have an unlimited budget. Often times having the right strategic partners can usually feed you more business than you can handle. These are the people who cater to the same type of clients that you do but do not have a competing product. Next let’s talk about Conversions.

Ways to Increase Conversions

1. Marketing Automation Software
2. Sales Training
3. Follow Up Systems
4. Irresistible Offers
5. 100%+ Money Back Guarantee
6. Free Trials
7. Inbound Marketing (customers convert more when they come to you)
8. Educate Customers Better
9. Change the Buying Criteria
10. Make it Easy to Buy
11. Help Customer Buy, Don’t Try to Sell
12. Become Industry Expert
13. Increase Company Reputation
14. Offer Payment Plans
15. Offer Insurance on Purchase
16. Lose Money on Initial Sale to Gain Customer (Money on Backend)
17. Deep Discount on Common Items (Milk is cheap but raise prices on impulse buys)
18. Have Different Salespeople Attempt to Convert Non Buyers
19. Add Bonuses to Better the Offer
20. Use Scripts (No reading but you must have structure)

 Again these are just a sample of what you can do. You can easily see how any one of these strategies can dramatically increase your conversion rates. Test which ones have the biggest effect on your conversion rate. Although multiple strategies can compound the effects, it’s more important that whatever strategies you choose are implemented 10 out of 10 times..not 7 or even 9 out of 10.

Finally we have Clients. The first two practices alone will have more clients pouring through your door than you are used to- if done right of course. But there are still ways to immediately get more clients through the door bypassing the lead and conversion stages. Here are a couple…

Ways to Increase Clients

1. Affiliates that sell the product for you
2. Distributors
3. Resellers
4. Referral Partners
5. Reactivating Old Accounts
6. Reducing Attrition

Many of these are broad terms that can have 3-5 ideas under each. There are many ways to structure deals, many ways to reactivate inactive clients, and many ways to provide more value that you lose less clients. Although these are small samples of what options you really have, the reality is that these are the ways that we grow companies geometrically.

If you have any questions on any of these strategies or you’d like to discuss other ones feel free to call

us. Our advice is free and we’re here to help. Call our office and ask to speak with someone about some ideas you had or maybe some ideas you need. 1-844-MINDSTORM

MindStorm is New York’s #1 strategy innovation consulting and sales training New York Firm. MindStorm helps business owners and executives rapidly grow their organizations by working on 4 key areas of the business: Strategy, Innovation, Marketing, and Sales. Call MindStorm today! 1-844-MINDSTORM(844-646-3786)

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Three Ways to Grow Your Business- Fast!

It’s been said many times that you’re either growing or dying- and that saying can be applied to your business as well. Business growth is vital to every organization but the reality is that this is the area in which most companies struggle. Hiring a business consultant through companies like MindStorm, can set you on the fast track to growth.

This article,along with more in this series, is dedicated to helping you achieve that growth. And just like everything that we do here at MindStorm, we will be focusing on strategies that get maximum results in the shortest period of time.

In this article we will discuss three ways to grow your business- immediately. There are many variations of these 3 ways so in future articles we’ll discuss each one in greater detail and give specific examples on how to apply them.

First let’s look at the 3 ways to grow your company:

1) Get more customers
2) Get customers to make larger purchases or more units
3) Get customers to make purchase more often

We’ll use a simple example to demonstrate the formula. It doesn’t make a difference if your company revenues are $100M or $100k, just input your own numbers into the formula.

Let’s say your business has 100 customers and the average dollar amount a customer spends every time they buy from you is $1,000. Some will spend $2500, some might spend $350 but the average dollar amount per transaction let’s assume is $1,000. Let’s also assume that your customers come an average of once per year. So the formula below would look like:

# of Customers  XAvg transaction X Frequency of purchase=$100,000 Annual Revenue

Based on these figures your company would generate $100k a year in revenue. The goal is to increase each of these 3 impact areas so that even a small change can mean a large gain in revenue.

For example, let’s say that you increased your client base by only 10%.

•# of customers: 110
•Dollar amount of average sale: $1,100
•# of times customers purchase per year: 1.1

110 X$1,100  X  1.1= $133,100 Annual Revenue

A 10% increase in each area can equate to more than a 33% growth in your revenues! Let’s look at what a 25% increase can do…

# of customers: 125
# Dollar amount of average sale: $1,250
# of times customers purchase per year: 1.25

125 X$1,250  X  1.25 = $195,312.50 Annual Revenue (95%+ Growth!)

Increasing each impact area by 25% equals to almost a double in your company revenues. Imagine if you are using your real revenues and we were talking about $3 million or $30 million. The outcome is the same. Now, if you think that a 25% increase in these areas are hard to achieve, in future articles our Business Consultants New York are going to give you strategies that have resulted in triple digit returns in each of these areas! Stay tuned…

Ps.. In the meantime, write down every way that you can think of to:

1.Get new customers
2.Get customers to increase the money they spend with you
3.Get customers to make purchases more frequently

MindStorm Strategic Consulting is a New York City based Business Consulting firm which helps organizations achieve rapid growth. MindStorm’s business consultants focus on 4 Key Performance Areas: Strategy, Innovation, Marketing, and Sales. If you’re interested in learning how you can help your organization get more clients, increase sales, and grow profits, call MindStorm and ask to speak to one of our business consultants at 1-844-MINDSTORM(844-646-3687)

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How to Make Choosing Easier

Right now, you get it. Choice is hard. There are a few choices that will never be simple. Consider Neo, the hero from The Matrix, confronted with the option to swallow a red pill and find a brutal reality, or take the blue pill and stick with acomfortable dream.

For marketers and sales representatives, there are concrete, significant approaches to make the buying procedure simpler for their prospects. Taken from “How to Make Choosing Easier,” here are Iyengar’s four lessons for how to take the torment out of choice making.

1) Cut

Less truly is more. Confronted with choice overload, individuals are more averse to purchase. The trick is to discover the harmony between sufficiently having options to pull in buyers in the first place, yet not so many that shoppers get to be overwhelmed and leave. It’s troublesome, yet in the event that an organization can find that sweet spot, they’ll harvest the awards. At the point when Proctor & Gamble cut their Head & Shoulders line from 26 items to 15, the association saw a 10% increment in sales.

2) Make things concrete

“In order for people to understand the differences between choices, they have to be able to understand the consequences associated with each choice,” Iyengar said. “The consequences need to be felt in a vivid sort of way.”
So if consumers have the capacity to with a product on an instinctive level, they will be more inclined to purchase it. Consider that purchasers burn through 15% to 30% more cash when utilizing a credit or charge card as opposed to money because of this absence of solidness - swiping a bit of plastic is a different ordeal than giving the clerk a $20 bill.

3) Categorize

Recollect that supermarket with its 42,686 items. Envision if the 2% milk was by cleanser, yet whole milk and heavy cream were put away alongside meat.
It would be disorder.

Isolating items into discrete categoriesprevents decision overload by thinning down the quantity of items buyers need to compare with one another. It’s likewise beneficial to note the total number of items we have to choose from matters less than the quantity of item categories with which we’re introduced.

“If I show you 600 magazines and divided them up into 10 categories, versus 400 magazines in 20 categories, you believe that I have given you more choice, and a better choosing experience if I gave you the 400 than if I gave you the 600,” Iyengar said. “The categories tell me how to tell them apart.”

4) Condition for complexity

On the off chance that I instructed you to outline your own particular auto, where might you begin?

A German auto organization that permits buyers to totally customize their own particular autos found that presenting choices with less options first and gradually building up to more complex choices -, for example, picking from 56 distinctive exterior car colors kept consumers more engaged.

Here at MindStorm we have seen this all too many times. We are one of the top boutique consulting firms in NYC. We specialize in helping our clients make very important decisions daily. Decisions may be hard, however our brains are equipped for astoundingly complex calculations - analysts required 82,944 processors to mimic a solitary second of human brain activity. Building up from the straightforward decisions to more intricate ones, however, it is important to avoid drop-off amid the purchasing procedure.

The reasons we settle on choices are not always rational and can’t be detached from who we are, the place we are, or perhaps to what extent it took us to choose what outfit to wear that morning. At the same time, by being mindful of the psychological factors that influence our decisions - and recognizing how a choice we make at 8 a.m. influences one at 3 p.m. - we’ll have the capacity to settle on better choices for ourselves, as well as help other people do likewise.

For More sales strategies, speak to a MindStorm sales trainer at 1-844-MINDSTORM (1-844-646-3786) www.mind-storm.com.

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5 Things You Should Never Say in a Negotiation

Negotiation is a sensitive exercise in careful control. As a sales rep, you straddle the space between helping your prospect discover a solution that works for them, and protecting your organization's interests.
When you've come to the negotiation period of the sales procedure, you and your prospect have a typical objective: getting your organization's product into their hands. It's a joint exertion, and you ought to be working with your buyer - not battling with them - to achieve a perfect solution.

This doesn't mean you're at your prospects' mercy. Transaction isn't a fight, however you can in any case win. In the event that you can establish and keep up a strong  all through the discussion, you'll have the capacity to strike a deal that is useful for both your client and for you.

By definition, a negotiation is multipleparties conversing with one another - so be cautious of what you say.Here are some helpful tips to do it yourself or you can always contact a local strategic management consulting firms in your area to help you with negotiation. Make sure you dodge the accompanying hazardous words and phrases to increase your chances of a fruitful outcome.

1) "Between."
On the off chance that you give your prospect a value range from $13,000 to $16,000, guess what's going to happen? They're going to request $13,000. Also that the lower value "grapples" your prospect's view of your products value. They may have beforehand thought $16,000 was a decent cost, however when you say $13,000, the higher number will appear to be luxurious.

2) "What about a lower cost?"
You're not continually going to have the capacity to offer your product at the maximum price, and that is alright - with one major caveat. On the off chance that you offer a price cut, verify you're receiving something in return. Will they sign today? Will they commit on a more extended contract?
Remember that offering a discount ought to never be your first play. Your product is priced the way it is for a reason, so don't dismiss its value in your desire to accomplish the deal. Is there another lesser concession you can make that will urge the prospect to sign? Exhaust all other accessible freebies before you drop the cost. Purchasers liken sign, so on the off chance that you slice the price tagprematurely; you may unwittingly depreciate your product in their eyes.

3) "Let's work out the details later."
They say the fallen angel's in the details for a reason. You wouldn't hire a builder to construct you a house without signing a statement of work. Correspondingly, you shouldn't consent to a price without seeing precisely what your prospect anticipates that you will provide.

4) "I really need to get this done." Possibly it's the latest day of the month and you require this one last deal to make your quota. We've all been there.
Yet, in the event that you openly admit that you have to close this deal not tomorrow, not one week from now, but rather today? Your prospect will have you on the proverbial ropes.

Revealing that you're under pressure to close the sale means your prospect doesn't need to concede as much as they may have otherwise. They may additionally attempt to sneak in a couple of audacious inquires. After all, in the event that they realize that you're desperate to get a contract inked by midnight, is there any good reason why they shouldn't push you to bring down your price or offer extended services for nothing?

This isn't to say that communicating desperation is always a terrible thing. Case in point, the prospect may have discussed a drop-dead date that they have to have a solution set up by. Working in reverse from that date and accounting for installation and training, the sales representative can pinpoint the perfect contract sign date. Also, if that day is today, time to turn up the heat.

5) "I have the final say."
It may appear like a decent strategy to possition  yourself as the ultimate approver to demonstrate your strength; however it's not - regardless of the fact that you are.

You don't need the contradicting negotiators to realize that you are an official decision maker, just on the off chance that you get cornered as the discussion develops.

Keeping your approval power gives you an out on the off chance that you require one, and that can be significant in high-stakes deals.

Now and again, you'll have to time to step back from the negotiation to review the deal before you, particularly in the event that you've officially made a few concessions. Are these terms really adequate to you and your organization? Advising your buyer that you have to run new requests by another stakeholder gives you the time you need to settle on an intentional and educated choice.

For More sales strategies, speak to a MindStorm sales trainer at 1-844-MINDSTORM (1-844-646-3786) http://www.mind-storm.com.

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2 Powerful Techniques That Increase Purchase Frequency

A goal for every business should be to get each and every customer or client to purchase as often as possible. MindStorm, New York based management consulting firm, is focused on helping you achieve that. In the previous articles we discussed the best strategies on getting your customers to spend more on each transaction. Today, we’ll teach you how to make those big purchase happen more frequently and grow your company with speed.

There are two main strategies that I’d like to focus on today: Bounce Backs and Loyalty Programs, also known as Reward Programs.

Let’s discuss bounce backs first. Bounce backs are incentives that you give customers to get them to come back for another purchase. Some examples of these incentives are discounts on future purchases, free gifts with the next purchase, or buy one get one free offers. The discounts can be on specific products that you’d like to promote or just general discounts on the next order. At MindStorm we recommend to our clients that instead of using coupons for discounts, use coupons to give “credit”. It means the same thing to you but it’s a very different experience for the customer. It’s easy to disregard a $100 discount but who can throw away $100 credit? It’s free money! Yes it’s a $100 credit towards your next purchase but it feels like real money.

Let’s talk about how to get customers to bounce back with a free gift. A free gift would come with their next purchase and this is a great way to introduce other products or services to your customers. Either give away a small sample or a trial offer. For those of you who have products with very high margins of profit, these are great items to give away. It doesn’t cost you much to give away plus if people like that product enough to order more- you’ll be selling high profit goods. Businesses in the service industry might want to give away a trial service. If you have a service that your customers can’t live without, these free trials will convert into paying customers once the trial period is over.

There is one important condition you must make in your bounce back offers. These offers should only be valid within the next week or two. Your goal is to have your customers make other purchases immediately after the previous. The more often this happens, the faster your customers become regular clients. If a customer only buys from you one time, there is no loyalty to your company or brand.

This brings us to the next area of focus: Loyalty Programs. Again, these are also known as Reward Programs and they do just that- reward clients for being loyal. The reward creates an incentive for your customers to purchase from you as opposed to your competitor. It also creates an incentive for a customer to find reasons to do more business with your company. A good example of this is in the casinos. Many times you’ll find people gamble more than they would or should just to get more “points”. I use casino reward programs as an example because here you have people spending more money, knowing most like they will lose it, just to get “free” perks that will never add up to the amount that they spend. If people are willing to lose $1,000 just to get a free room- a room that they can pay for only $200- then you know there is power in reward programs. Now just so you create a reward program that is just as powerful, I want you to know that it’s not only about the free room. In casino rewards programs there are different levels of status. Just like in society, people will do almost anything to achieve higher levels of status. This is something that is so ingrained in our psyche and if being a high status member of your company means anything then you’ll have people spending as much as they can in your business to achieve it. A great rewards program can be better than all the advertising in the world.

A lighter version of this concept is loyalty cards. A simple punch card system can have your customers come back for more. Give your customers a loyalty card and punch a hole or sign the card after each time they come back. When they come back 10 times you offer the 11th free. Starbucks has the reward card with levels of status and it digitally records every purchase. After 12 purchases you get a free item. A great study was done on loyalty cards and the conclusion was that you’ll get a much higher response when you give people a fake head start. In other words, instead of giving someone a card that gives them a free item after 10 purchases, you would be better off giving them a card that requires 12 purchase with two purchases already punched. Even though they are still 10 purchases away from getting the free item, they feel closer to achieving it and this gets a higher response. This is called artificial advancement.

So in this article we discussed both bounce back offers and loyalty programs. Many people recommend giving bounce back offers only to new customers and then asking the clients who come in repeatedly to participate in the loyalty program. The people who advise this are concerned that loyal customers will get dependent on the bounce back offers and leave you when the offers stop. Here at MindStorm we disagree and we created a very effective system that combines the power of both strategies and multiplies the effects of each.

Our system is as follows: Each new customer is automatically enrolled in your loyalty/rewards program. You let them know right from the beginning that they are automatically enrolled. You also let them know that they are getting credit for their very first purchase and they will receive the points for it. Next, with the initial purchase these customers are given store credit toward their next purchase but the purchase must be made within the week. You consistently give bounce back incentives for specific products that you’d like to promote. Every time someone makes a purchase you are then giving them another incentive to come back and immediately make another purchase. You do this with different offers at different times for different products in different ways. Free gifts, credits, double points on your rewards, etc. Not only do these offers create incentives for the customer to keep coming back every time, the customers also benefit from the rewards program on every purchase which creates a double incentive. Remember, in the other videos we discussed how every transaction you are offering upsell options, cross sell opportunities, and bundle packages. By giving credits, free gifts, and reward programs- you are getting this client to make large purchases and having them do this very often. Imagine every transaction you gave this person a goodreason to make another purchase and on that purchase they have another great reason to come back for another. With each of these frequent transactions you are offering them bigger packages and other products.

The bounce back offers are another opportunity to stay on top of your customers mind, share your offers with their friends, and create an emotional bond with your company. When you combine this with your reward programs they will feel like they’re getting things for free. In fact they will be. Just like the casino example you’ll be glad to give away free items in return for the amount of business the loyal clients will give you. They will also become raving fans telling everyone about your company.

Most likely your competitors aren’t focusing on creating this type of relationship with your client. This is your opportunity. What kind of offers can you come up with? Try to write down 15 of them. Can you create offers on products that would complement their original purchase? Maybe these are items the customer didn’t buy when you offered them as an upsell but they still need them. Maybe you can give a credit towards some or give the smaller ones away free with a larger purchase. Be creative, have fun and build a clients for life.

MindStorm Business consultants New York City based management consulting firm which focuses on 4 Key Performance Areas: Strategy, Innovation, Marketing, and sales training new york. To learn how you can grow your company 30-120% or more, call  844-MINDSTORMand speak with a management consultant today!

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What do you truly know about your prospects?

Possibly you don't have to know how they take their cup of espresso, yet you do need to know enough about them to get in their heads.

In the event that you need to get reactions to your cold messages, you have to offer your prospects value. Be that as it may, before you choose what benefits your messages ought to focus on, you should first comprehend your prospects' desires and pain pointsin order to craft a pertinent and influential message.

Although researching about 500 prospects each one in turn probably doesn't bode well as far as time and resources, you ought to still make the effort to make targeted messages that feel personal. With around 10 minutes of examination, you can learn enough about your buyer persona to twofold your cold email response rate.

Along these lines, in the event that you don't need your cold messages to feel dull and generic, here are 3 inquiries concerning your prospects that you must answer before you compose a solitary cold email.

1) What does your ideal buyer persona think about the most? 

Your prospects are not indistinguishable, thus your cold messages can't be one-size-fits-all either. The VP of Sales for a Fortune 500 organization and the manager of an eatery have altogether different occupations. Diverse buyer personas require distinctive messages that engage their particular pain points and wishes.
Finding what is most important to your prospects is as simple as leading a straightforward online search before you begin composing your cold email campaign. You can do this yourself or hire top business consultants in New York or anywhere in the country to help you with this research. LinkedIn profiles can offer a treasure trove of significant data about your prospects' attitudes and conduct.

Understanding your optimal buyer persona is vital to creating exceptionally targeted messages that will connect with your prospects on a more individual level. Consider the occupation of a CRO. What sorts of obligations do they have? What are their needs? What sorts of goals would they say they are hoping to finish?

2) What dialect or keywords resonate best with your prospects? 

On the off chance that you need your prospects to consider your cold messages important, you have to talk their dialect.

Give careful consideration to the words in your prospects' online profiles. Is it accurate to say that they are utilizing exceedingly technical or industry terms in their about section or role portrayals? Do they utilize a formal or conversational tone? Formal written work may very well be copied and pasted from their
 marketing team, or it could

Be the way they like to engage in composing. Do they have a sense of humor? How your prospects communicate helps us comprehend the tone and words that reverberate the most with them.

3) How do your prospects interact with others?

At the point when looking through your prospects' LinkedIn profiles, make a point to look past their experience and background. Your prospects' "Recommendation" segments regularly contains gold chunks that offer clues to how they do business and connect with others.

Avoid messages that are too long winded and self focused. Make a point to incorporate a clear call to take action, so that your prospects know precisely what kind of action you need them to take next.

For more sales strategies, speak to a MindStorm sales trainer at 1-844-MINDSTORM (1-844-646-3786) 

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The New Fusion Technique That's Increasing Revenue for Businesses Everywhere

It can be difficult to get ahead in today's hyper-competitive economy. But what if the secret to bigger business and better revenue could be found in a fusion technique? MindStorm, the sales strategy consultants teaches us how.

The Methods of the Past

Most business owners approach "sales" and "marketing" as two separate concepts with their own departments, budgets and strategies. They might wield the same promotional materials when trying to attract a client, but generally speaking, the marketing team creates content while the sales team utilizes it. For example, marketing might put together a newsletter to generate online revenue while salesmen encourage clients to add themselves to the subscription list.

But are these strategies truly effective? They're operating independently of one another without any kind of communication or efficacy analysis. It's the business equivalent of the left brain never consulting with the right brain when making spatial decisions. You can't raise your arm without both sides of your mind signing off on it, yet you're supposed to run a business with two of your biggest departments working at crossroads?

Sales and marketing teams both have the same goal: to attract and retain clients. Shouldn't they be working together to optimize their potential?

A Better Way
If you're serious about succeeding as a 21st century business, it's time to think about fusing your sales and marketing strategies. Here are just a few waysthat the departments can cooperate:

- On social media, ads can be placed for special deals and discounts. You can also offer exclusive services for those who "retweet" or "reblog" your brand. This strategy uses an assumptive technique that combines the power of marketing with the immediate potential of a sale.

- In magazines, newspapers and direct mail campaigns, you can create relevant content in addition to your advertisements. For example, instead of just promoting your financial services, you can write informative articles about stocks and investments. Instead of just selling your product, you can talk about the product's uses in the modern world. This will educate clients on why they need you, not just how they can get you.

Most businesses use their marketing department to reel in clients and their sales team to close them. If you combine these efforts, however, and give both departments the same ultimate goal, you'll have twice the manpower devoted to a single objective. You'll also increase client retention among wafflers or those who just aren't ready to buy: With your teams working in tandem, they can keep the client engaged through marketing and interested through sales offers.

The Future of Your Business

It's time to combine both hemispheres of your brain. Instead of juggling multiple initiatives in two separate departments, bring everyone together with the same goal and the same methodology. Not only will your business flourish with this kind of increased communication, but you'll also be on the cutting edge of a globalized economy.

Most of your competitors aren't fusing their business strategies, and if they don’t have a sales strategy consultant advising them then you can be ahead of the curve if you apply these methods.

MindStorm strategy innovation consulting is a New York City based firm that helps clients rapidly increase revenue and grow profits through business consulting and sales strategy consultants. MindStorm focuses on 4 Key Performance Areas of: Strategy, Innovation, Marketing, and Sales.

To Learn How MindStorm Can Help Your Organization Grow, Call 1-844-MINDSTORM (844-646-3786) 

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Why Every Small Business Need a Consultant

Business consulting firms are spread around the landscape of America, and a company like MindStorm is prepared to help a small business owner make proper decisions. Small business owners may have solid ideas, but boutique consulting firms provide people who will help make decisions properly. Every business owner who is unsure of their next move must call on a consultant and not search the Internet aimlessly.

#1: What Do Consultants Do?

The most powerful consultants in the world are called up by large corporations who take on new management, and venture capitalists often call in consultants for companies that will skyrocket in value. A mentor like one found at MindStorm must be considered a business coach who will give friendly advice at the right time. Boutique consulting firms tend to check in once a week to ensure that all is well, and the consulting process involves quite a bit of listening. Every business owner can bounce their ideas off a consultant from MindStorm, and the consultant will offer immediate answer to complex questions.

#2: Collaboration

A business consultant must be considered a full partner on all business ideas while the company is establishing its brand. A small company needs a consultants who will offer their honest opinion, and a small company will benefit quite a bit from someone who is brutally honest. Poor ideas can be thrown out the window at once, and good ideas may be put into practice immediately. The consultant will leave a small stamp on the company, but that stamp is there to ensure the company performs well in the future.

#3: How Long Are Consultants Needed?

Consultants are needed on business sites until the owner is comfortable working alone. The consultant is a breath of fresh air, a support system and someone who knows the answers to the hardest questions imaginable. Business owners will get help from someone who has learned a lot about their business, and the consultant is still available long after the owner no longer needs the consultant in the office every day.

#4: Why Choose Boutique Consulting Firms?

Boutique firms are well-equipped to meet small business owners on their own terms without overdoing the process. A consultant who works with large companies every day is not ready for a small company that needs a bit of focus. Large companies must jump from one project to the next quickly, but a consultant who works with small businesses every day is much more likely to offer proper advice.

Every small business in America needs at least one consultant who is capable of providing quick answers to hard questions. A business owner may not be aware of how a business must be run, and the consultant fills in all the blanks for the owner. Consultants help weed out bad ideas, help steer the company in the right direction and ensure the company is healthy. A client may hold on to their consultant as long as they like, and the consultant is a support system even after their work is done.

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Better Results from Sales Role Play Part 1 Set the Stage

So a salesman called me last week in a panic. His yearly sales meeting was quick drawing nearer and he and his kindred sellers were asked to take an interest in a day of role playing with management. While they had promoted it as a learning experience, he knew it wasn’t; it was a test. He and his group would be judged on their capacity to effectively explain the organization's quality proposition, highlight advantages, handle complaints and request the business—all inside of a simulated, high pressure situation.

Under these circumstances, he will probably summon up every last bit of his acting knowledge, and put on a part that he supposes is anticipated from him. A part of what he supposes the ideal sales representative may look and act like. A part that has next to zero likeness to him on a genuine sales call.

Try not to misunderstand me, pretending, or role playing, can be a great sales tool, however an excess of utilization as his organization does: a chance to judge sellers on their capacity to spew the company line. On the off chance that that is the reason, fine. Simply don't call it role playing, call it role testing.

Role play started in theater as a practice tool, not a performance. It's a chance for the on-screen character to "try on" diverse parts of his character to convey a much more grounded performance. Applying this attitude to sales turns role play from a tension creating exercise into a discovery of how we respond under particular circumstances inside of the unpredictable sales/buyer tango. It's additionally an extraordinary opportunity to learn from associates. So regularly the answer for a challenge we're battling with is sitting in the following work space without us ever knowing. On the off chance that everybody is towing the party line, none of this is conceivable.

In case you're prepared to improve results from sales role playing inside of your organization take a stab at applying some execution based principles. Here at MindStorm we are business consultants in New York as well as sales trainers. The following are the initial two stages we use to guarantee a more effective sales role play, and I'll present the last critical stride to part two of this sequence.

1.Set the Stage:Determine the objective of role play. Is it to practice new skills or to investigate the way sellers are presently collaborating? Either one is legitimate, however be clear with your team. It is unjustifiable to advise sellers to simply "do what you would typically do" and after that judge them on how adequately they are utilizing new abilities or incorporating new messaging.

2.Establish the Scene:Determine a particular arrangement of circumstances for your role play.Vague set-ups produce dubious results. For instance, rather than:  "An initial meeting with another prospect," attempt: "An initial meeting with a CIO for a human services organization that is considering updating their system and as of now shopping a few vendors."  The more details you can give, the more you give your sales people to work with and the more prominent the potential for knowledge.

For More sales strategies, speak to a MindStorm sales training nyc at 1-844-MINDSTORM (1-844-646-3786) www.mind-storm.com.

 

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9 Psychology Tips to Get Prospects to Trust You Faster

A sneaky, beguiling salesman is unlikely to have a successful career. Business leaderswant to purchase from individuals they trust. Sell a couple of terrible deals, and an unpalatable reputation will start to precede you. 

On the other hand, the dominant part of salesmen don't fit the vile “used car salesperson" generalization. In the beginning of a business engagement, most get stuck in that dubious center ground in the middle of reliable and absolute deceptive. The purchaser doesn't have reason to question the rep ... at the same time; they don't precisely have confidence in the salesman either. 

To turn into a "trusted advisor" a rep should first gain their prospects' trust. While trust is an elusive and to some degree slippery metric, there are still some solid actions salesmen can make to manufacture rapport with buyers and win their confidence faster. You must always study and learn how to improve or sign up for seminars, and or sales training NYC or anywhere in the country. Here are nine psychology propelled tips to help you build trust with purchasers in a snap. 

1) Offer social confirmation. 

The bandwagon impact causes individuals to adopt patterns and thoughts in light of the fact that others are embracing them. When we see other individuals - particularly those we trust - vouching for something by wearing it, utilizing it, or talking it up, it colors our assessment of the item being referred to.Harness the force of the bandwagon trend impact and social evidence by requesting LinkedIn suggestions from present or previous clients. Did you help a customer accomplish extraordinary results, or earn an advancement? Request that they write a brief paragraph about your work together and share it for all to see on your profile page. Prospects coming to you cold may warm to you somewhat after reading a couple of gleaming endorsements.

2) Establish your validity. 

People actually fear the unknown. This helped us from not getting by sharp-toothed creatures when we were still hunters and gatherers. Is that hedge stirring in a threatening manner? Perhaps we ought to approach it gradually as opposed to running up to it shouting boisterously with a stick.

Today, our shots of being eaten up by a lion have significantly diminished, however our chances of being swindled by a vendor have not. Henceforth, buyers are vigilant to trust sales people whose validity hasn't been proven. Giving hard information about results you've helped drive in your introductory call can do a considerable measure to disarm the prospect, and inch closer to trust. 

3) Look them in the eye. 

At the point when individuals lie, their eyes regularly dart forward and back, or focus on the floor. They look anyplace but at the individual they're deceiving. 

An absence of eye contact conveys other negative intentions also. Individuals who avert their look too early, or dodge eye contact by and large, are frequently seen as dishonest, unknowledgeable and nervous.

Your nonverbal correspondence is pretty much as essential as what you say when attempting to build trust. Nonetheless, gazing specifically into your prospect's eyes for your whole meeting is sure to make them feel uncomfortable. Keep up eye contact for seven to 10 seconds to convey dependability and certainty. 

4) Bring up terrible encounters. 

Has your prospect been burned by another vendor in your space? Urge them to discuss the experience, and how it’s influenced their ability to trust sales people.

This may appear to be outlandish, however uncovering your prospect's negative feelings could pave the way for them trusting you. By probing into where particularly the past rep failed them, you can make a totally educated guarantee to your buyer that you won't go down the same path.

Since our mental representations are programmed and not deliberately seen, we can combat their impact on how we decipher events and actions by bringing them into consciousawareness. As it were, by conveying suspicious tendencies to the surface, you may help the buyer reexamine how they see you and your organization. 

5) Be consistent. 

Total trust isn't built in a day. It takes days, months, or even years of substantiating yourself to acquire somebody's confidence. In any case, imagine a scenario in which you just have a two-minute long cold call. 

Despite the period of time, consistency is a key factor in building trust. Over the long haul, you ought to convey on the terms of your customer's agreement and follow up on any guarantees you made amid the sales process. Be that as it may, you can likewise establish credibility in the super short-term. 

Case in point, numerous sales people begin their cold calls by saying "This will just take five minutes." And yet they chat on without any end in sight. Really soon a half hour has passed by. The call closes just when the prospect hangs up. 

This is conflicting conduct. In the event that you say you'd like to talk for only five minutes, talk for only five minutes. When you time yourself and stop promptly at the five moment mark, the buyer realizes that you mean what you say, and the seeds of trust have been planted. 

6) Put your confidence in them. 

A fundamental mental marvel is known as the Pygmalion impact. This peculiarity holds that "individuals treat others in ways that are reliable with their desires of them and accordingly cause the individual to act in a manner that confirms those desires.

7) Be competent. 

This is a no brainer. In case you're bad at your job, prospects won't believe you - and sincerely, they shouldn't.

So what does it intend to be a skillful salesperson? Here's a brief rundown of skills you ought to ace:

·         Precall research

·         Asking the right qualification questions

·         Listening to the buyer, and turning discussions as indicated by what they care about

·         Making insightful responses to protests and having them good to go

·         Showing customized demos

·         Knowing when to close, and doing so effectively

In case you're powerless in one of these areas, approach your manager for help or look for extra training. 

8) Demonstrate real concern. 

Trust frequently prompts individuals to share personal insights about their lives, or reveal data not openly known. Furthermore, I question they would do this in the event that they didn't think their listener would mind, or if nothing else identify. 

On the off chance that you couldn't care less about your prospects and their issues, you're in the wrong profession. The best salesmen are concerned with helping their buyers most importantly above all else, and their honest to goodness interest and compassion is reimbursed with the buyer’s trust. 

9) Smile. 

Trust is a genuine topic; however that doesn't mean you need to look dead serious when you're attempting to get individuals to trust you. Truth be told, an excessively grave expression may have the opposite impact. In an experiment, a smilehelped game players choose to trust their teammate. Another study found that a brisk smile made individuals 10% all the more ready to trust. 

Once more, trust isn't assembled in a day - yet the establishment for trust can be. Utilize these tips to get to trusted advisor status with your prospects quicker and build your salesin the process.

For More sales strategies, speak to a MindStorm sales trainer at 1-844-MINDSTORM (1-844-646-3786) www.mind-storm.com.

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