Chuck's Coaching Corner

Fighting the Word “NO!”

firehouse — Mon, 18 Feb 2008 22:05:45 +0000

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1. Your Job BEGINS When the Client says “NO”
A properly trained monkey or a virtual website can take care of making a sales pitch. It’s when the client says “NO” that your job REALLY begins!

2. Don’t take “NO” as a Personal Rejectionкомпютри втора употреба
If you are going to be a top sales producer, you’ve got to learn how to deal with “NO”!

3. You can Fight “NO”
“My product/service looks so attractive for you right now. What is your reason for saying no?” Find the objection, isolate it and deal with it. Or, see #5!

Goals: Ready, Aim, Fire!

Chuck Bauer — Tue, 08 Jan 2008 20:58:40 +0000

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GOALS: Ready, Aim, Fire . . .

NOT Ready, Fire, Aim!

Recently a major company that I train for announced plans for a sales contest that would run over the next six months. The consultants who qualified for the trip would, along with their spouse or guest, be treated to a delightful five-day Caribbean cruise on one of Royal Caribbean’s top-of-the-line cruise ships. If that wasn’t enough, the company would be picking up the airfare and just maybe a few extra perks. This is something that the consultants would not want to miss.

Imagine them, for a moment, as they picture in their minds the highest degree of pampering, food and more food, shows, sun, relaxation, reading, activities, movies, and ports of call with golfing and sailing! Beyond that, what about every water sport (bass fishin’?!) they could think of; not to mention spending time with friends and peers. Come on, they won’t even have to turn down their bed sheets; the cruise ship staff will do it for them.

Do you think every consultant, after picturing all this, would want to attend? Of course, who wouldn’t! Yet, why does the “end of the story” always have the same conclusion? It doesn’t matter what company, what salesperson, or what industry you’re in, the end result is that 20-percent will make the trip and 80-percent will not. In fact, it’s events like this that always find us remembering that old 80/20 rule. (more…)

Suffering A Seasonal Sales Slump?

Chuck Bauer — Thu, 22 Nov 2007 20:47:46 +0000

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Solve it with a Holiday

“Sharpen Your Sales” Tune Up!
It’s that time of year again, when sales volume slumps during the holiday season. The CEOs and Sales Managers I work with have fits this time of year. They know their sales forces are mentally preparing well in advance of the holiday season for the usual mental check out, or what I refer to as the Seasonal Sales Melt Down, or Seasonal Sales Slump.

Their bad news is good news for me, because the Seasonal Sales Slump brings me business. My programs, SalesMastery, PerformanceMastery, GoalMastery, a Sales Tune-Up or my ESP Program all solve the Slump by keeping sales forces in line and on target.
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Become A Better Communicator

Chuck Bauer — Fri, 16 Nov 2007 20:14:35 +0000

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Listenable Rate Of Speech

When we communicate with others, there is a preferred “speed” at which people have the highest amount of “connectability,” or the ability to hear, comprehend, and understand our words. Get out a stop watch and see where your listenable rate of speech is! Read the following passage out loud and time yourself: (more…)

Get “Sales Mileage” from Your Holiday Cards!

Chuck Bauer — Mon, 29 Oct 2007 22:36:30 +0000

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‘Tis The Season To Be Sales Smart . . .

T.O.M.A. Principle:
“Start Counting the People Who Count Versus Counting The People You Reach!”

Every fall at this time of the year I get astonished looks from my audiences when I tell them to STOP sending holiday cards to their clients. That’s right, STOP sending holiday cards. Instead, super charge your holiday sales and START sending very personalized holiday cards that utilize TOMA (Top Of Mind Awareness) principles that will get you noticed! (more…)

Increase Sales Belief - Increase Sales Revenue!

Chuck Bauer — Sun, 21 Oct 2007 17:25:40 +0000

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Holy cow! Have you been watching the UPSETS in college football this year? Check this out . . .It all started with:

Appalachian State UPSETTING Michigan 34 - 32

Then . . . look what followed:

Stanford UPSETTING USC 24 - 23

Oregon State UPSETS California 31 - 28

Kentucky UPSETS LSU 43 - 37

Personally, I am amused as I sit back and watch all the hoopla created by the media and the pollsters as to the changing status of the #1 College Teams and all the “analysis” of why these NUMBER 1 teams are being upset at an unprecedented rate. Come on, how many times this season are we going to hear “Quite possibly the biggest UPSET of the year, if not in all of college football!”?

How did this all happen? I am NOT a sports expert by any means, but the simple truth is that this topsy-turvy college football season has been caused by BELIEF! Appalachian State is the modern day “Roger Banister” story. Roger Banister BELIEVED he could beat the 4-minute mile. He did! Appalachian State had the BELIEF they could beat Michigan. They did! (more…)

Take This Sales “POP QUIZ” Now!

Chuck Bauer — Fri, 12 Oct 2007 16:27:18 +0000

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Take a moment and think about your days in high school … when every so often, to everyone’s dismay, your teacher would stop right in the middle of class and deliver a POP QUIZ! In spite of all the moans and groans, you held out hope you’d get a passing grade that would improve your overall grade in the class.Well, today, I have for you a Sales POP QUIZ that I’d like for you to take. I need for you to grab a pen or pencil and a sheet of paper. Understanding the results of this POP QUIZ could add hundreds, if not thousands, of dollars to your weekly and monthly income.

OK, ready for the POP QUIZ? Here it is. (more…)

Listen, Then Implement!

Chuck Bauer — Sun, 07 Oct 2007 18:04:21 +0000

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It warms my heart when my sales students actually L-I-S-T-E-N and I-M-P-L-E-M-E-N-T what they learn. More importantly, when they create those positive habits and apply them to their sales processes, then their revenue will grow by leaps and bounds.

Watch this short video as one of my students actually put into A-C-T-I-O-N something he learned from the T.I.P.S. “To Insure Prompt Sales Video” that is found on this website.

Now, for review, read: “T.I.P.S. “To Insure Prompt Sales”.

Contact Chuck and Get Started on Your Sales Path of Success!

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Utilizing a Prospect Follow-Up Chart

Chuck Bauer — Sun, 09 Sep 2007 16:12:27 +0000

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One of my Top Ten “sales-systems” that I encourage all my personal sales coaching students to use as well as my sales management students is a specific Prospect Follow-Up Chart. I have found through my sales travels that most sales people and sales managers “lack” what I describe as precision-based selling, meaning that most do not have any set sales steps or “flow” to follow – especially as it directly relates to the necessary sales steps to take with a potential client.

Therefore, I will implement a Prospect Follow-Up Chart with the sales person or company based on their industry and sales procedures. I examine closely the product, company and their typical salesperson. Looking further, I place their typical client style under a microscope and apply closing principles to my thoughts and ideas. From churning all this information, I can put together a follow-up chart, that, when followed very closely, will assist sales people in tracking their specific sales steps with their clients. In all cases, the salesperson will always know what their next action item will be. Even more powerful is when the salesperson utilizes MS Outlook calendar to make sure all their follow-up steps are recorded and implemented with the client.

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The “Top Secret” Sales Question

Chuck Bauer — Sun, 02 Sep 2007 23:00:32 +0000

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This Top Secret Sales Question could result in an immediate 10% annual revenue increase if used properly . . .

I have always found communication between salespeople and their clients very interesting. I usually refer to it as Humanities 101, where we get to witness first hand why, very often, salespeople dig themselves into a hole: Too much talking, not enough listening, not adjusting the sales presentation to the personality style of the client, and hundreds of other sales violations that occur hourly.

The good news is that every salesperson out there, with just a few good, new sales skills, can change their sales revenue dramatically by using the “Top Secret Sales Question.”

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Are You Sales Distinctive?

Chuck Bauer — Sun, 26 Aug 2007 18:00:48 +0000

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A New and Distinctive Tool For Your Sales Processes!

Waiting. And waiting. Yes, I have been waiting for a new electronic sales tool to arrive and it has finally made its way to the marketplace – video e-mailing, live video broadcasting and video training blogs! Best yet, it all works off my laptop and I can operate virtually!

I must admit, I have been an electronic junkie since the beginning days of e-mail (even before the days of Al Gore discovering the Internet). Using an electronic infrastructure is certainly a way to increase your sales efficiencies and profits, not to mention working smarter versus working harder. Most of my highest net profit sales coaching students totally understand what I mean. You should too!

Watching the e-mail world over the past few years – I have seen a dramatic decline in its overall usage. Mainly because of spam filters and blockers and I think that as humans we have grown tired of all the useless garbage that gets forwarded along in the electronic world.

I wasn’t sure what would be the next great move in electronic communication. Now we are on the cusp of a great new electronic revolution – and that being video e-mailing. Just look at the advancement of www.youtube.com and you know what I am talking about.

Contact Chuck Today and add a truly distinctive sales tool to your sales arsenal!

Know this – all my Students and High Level Sales Executives that I work with are always on the LQQKOUT for distinctive and cutting edge sales tools and the video communication tools suite is just one of the many new electronic sales tools that I have discovered.

Not only that, these new video communication tools hit at the heart of some simple sales philosophies:

It is a fact that people remember:

10% of what they read
20% of what they hear
30% of what they see
50% of what they see and hear

Beyond that, the impact of a message has been attributed to the following percentages:

55% of the impact of a message stems from a persons body language
38% of the impact of a message stems from the persons voice quality
7% of the impact of a message comes from the persons words

Allowing your client to view your body language while hearing and seeing them inspires almost all their senses.

Use video in all your business communications and you will enjoy its many benefits, such as: uniformity of message, reduced travel and marketing costs by eliminating mailing samples, mockups, tapes/CDs/DVDs, gain real time customer feedback and shorten your sales cycle. You’ll also create a tremendous bond with your customer base. I did my first “live” broadcast just last week with a client in Palm Springs and the results were powerful, my client in Palm Springs, they dial into my website in real time and see me and my presentation, right over their computer!

Don’t Miss Out on the Video Revolution. Be Distinctive, Contact Chuck Today!

Here is a list of the complete “suite” of items that I am not only using for business and yet I am offering these services as a reseller. Each product has a short video attached that you can review. (more…)

Use Visual Impressions To Advance Your Sales

Chuck Bauer — Sun, 19 Aug 2007 12:00:34 +0000

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Here are a few reasons why you may want to use visual impressions in your sales space:

Helps you stay focused on YOUR big picture.
A constant reminder of why you work hard.
When you have an off day or find yourself unmotivated, your visual impressions will keep you  in the sales “hunt.”
You will stay positive because you surround yourself with things that are important to you.
When others see personal declarations of your goals, they know you are “taking it to the next level,” and, in most cases, they will do what they can to either help you or keep you accountable to yourself.
If you are off track, others may encourage you to get back on track!

Each week I am in a sales office in Dallas, consulting and coaching to what I believe is one of the very best sales forces I’ve ever come across. Their sales process and product are the most difficult I have ever experienced, and, certainly because of that, they only have highly trained sales professionals working there.

One of their top producers uses visual impressions in his office. When walking down the hallway towards his office, the first thing you notice is a large poster on his door. As you move closer to the poster, you see his monetary goals, both weekly and monthly. These income goals are written with a large colorful ink pen so EVERYONE in and around the office knows what his specific weekly and monthly income goals are. Furthermore, he has his main sales efficiencies metrics posted – basically, how many client calls and appointments he must make daily to be successful.

Are your sales smoldering? Let Chuck help you set them on fire! - Contact Chuck Today !

When you walk inside his office, you see his family. There are photographs of his beautiful wife and children, places his family went camping, arts-and-crafts pieces that were brought to Dad from a school project, and, again, daily and weekly sales goals are posted everywhere for him to see. Not long ago he had a large photograph of a BMW 750 hanging on that wall, which he recently retired and took down. Why did he take the photo down? Heck, he made his goal … and BOUGHT the car!

Beyond that, this individual is very focused on his work. His goals are clearly defined. He makes the best use of his sales time — and he works SMART. He’s fully aware of what it is that makes him “tick,” and he, like many other top sales professionals, surrounds himself with visual impressions that keep him on track.

The Top Three Visual Impressions You MUST Have In Your Office:

Your daily income of what YOU must make in dollars. (Not your companies - in your dollars)

Your monthly income target goal of what YOU must make. (Not your companies dollars - in your dollars)

Your DREAM Item. Trip, watch, house, property, car, boat.

** Photos of your kids don’t count - that is already a given.
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Want To Close More Sales? THEN L I S T E N UP!

Chuck Bauer — Sat, 11 Aug 2007 17:39:07 +0000

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One of the very best closing tools that you all have in your back pocket is the ability to REALLY listen to a client. That’s correct: Really listening to a client will move you closer to closing the deal.

Why? Actually the answer is very simple. When we REALLY listen to a client, when they FEEL they are being listened to, when their need to be HEARD is being fulfilled, they move towards gaining intimacy with their salesperson which in turn moves them closer to closing.

On a weekly basis, I get to sit “chair-side” with many of my clients when they are sales pitching, either on a live one on one appointment or live during a phone call. It is very powerful, as a sales coach, to be able to sit back, listen, watch and observe “humanities 101” in process, the exchange between a salesperson and a potential client.

Chuck’s Client Success Stories

Franchise Owner: 40% Revenue Increase from 12 months of Business Consulting!

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Words That Sell . . .

Chuck Bauer — Sat, 04 Aug 2007 11:00:10 +0000

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As many of you know, I encourage all salespeople to have a plethora of sales tools at their disposal. From structured sales infrastructures, to personal websites, Fast Facts Profiles ©, Main Point Cards ©, and using video e-mail, there is a broad range of tools to use in all phases of a sale process.

On my TOP TEN LIST of sales tools list, you would find the book titled “Words That Sell” on the top of that list. This book has four main functions that each and every salesperson can benefit from:

Increase your verbal vocabulary ten-fold
Increase your writing vocabulary ten-fold
Increase your sales distinctions ten-fold over your competitors
Help you CLOSE more business (more…)

Is There Anything I Can Do For You?

Chuck Bauer — Sat, 28 Jul 2007 15:00:31 +0000

A Very Powerful Question

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I am asked many times during speaking engagements on what I do when I conclude a call with a client. Additionally, I do many “live chair-sides” where I am either listening to the sales pitch over a phone call and many times I do live one-on-ones with my students and THEIR clients. Often, the salesperson ends the appointment or the phone call the same old way, with a thank you (not distinctive) or a “SKILL” the client might remember you by.

Start right now using . . . “Is there anything I can do for you?”

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