I attended a private Catholic High School in the mid Seventies.  The cost was around $800/year (which at the time was considered to be very expensive).  After my Sophomore year, my parents advised me that due to a cash flow problem, I would need to get a job during the summer in order to earn my tuition.  I got myself a 40 hour/week job making minimum wage ($5.00/hour) and in 12 weeks, I was able to make enough money to pay for my tuition.  I did this for two years in a row to pay for my Junior and Senior year tuitions.  Thirty years later, the cost to attend the same High School (or equivilant) is now about $13,000/year.  This amount can not be made by working during the summer month at minimum wage.  In other words, if I had encountered that problem in 2010, I would be totally out of luck.

Lets take this a step forward.  I was able to get an Engineering degree from what was considered at that time to be a "ridiculously expensive" college for just under $13,000.00.  In 2010, that same degree from that same college (or equivilant) will cost you almost $250,000.00.  This is the cost of a house.  What has happened?????  Is this further proof that the Poverty Line has swallowed up the Middle Class???  What do the children of today have to look forward to when then become adults???  Whats going on here??????

"Some men see things as they are and say why.  I dream things that never were and say why not."

Each podcast will be lead by our Lead Coach Tino Vieitez. They are designed to specifically help small business owners gain awareness in areas of business where they may need help. Although you may already be in business, you may not have all the information that you need in order to be successful and you may not know it. During each podcast,we will either be addressing a particular topic or interviewing an expert in a given area in an effort to provide you with knowledge that you may not have even known that you need to know.

So this is what you can expect for investing 10 to 20 minutes of your time in listening toour podcast.The podcast can be accessed by visiting www.coachyak.com. Enjoy

 I. The “used car salesmen syndrome.”

This is perhaps the most common fear amongst professionals that is halting their communications. The used car salesmen syndrome is a deeply rooted fear that was given to you the day you had your first bad sales experience at the hands of an amateur sales person. You may have been misled, taken advantage of, or completely scammed. The feelings from the aftermath of such an encounter can stay with you for years. As you embark into your journey as a salesperson you may find this fear present in your subconscious mind every time you hold yourself back from sharing or expressing an opinion, up-selling or cross-selling, or providing a solution which may match up best for you client but might be pricer then your comfortable sharing.

To overcome this fear think back and write out one to three of the worst sales experiences you have ever had. What were they? When were they? and How did you feel before, during, and after them? Then quickly create a list of what you believe an true selling professional should embody and what key characteristics should be present to be considered a professional who sells from their heart and highest integrity. The next step is to create a list of characteristics that you embody as a salesperson. Finally create a list of characteristics that was present in each of the negative sales experiences and compare the results of the what is sure to be the “Amateur sales professional” and you. It’s at that point were you can make it a clear difference in your mind between what an amateur embodies and what makes you a pro. If everything is sales as many say it then the only difference comes down to your choice to be a professional or an amateur. Once you have made the decision in your mind and strive to live up to the characteristics you have listed as a professional your confidence will sky rocket to heights not seen before.

II. Promotion and bragging are bad

Does any of the following sound familiar to you? “It is improper to talk about ones self” - “Never toot your own horn, If you do a good job people will notice” Or this classic “Modesty is a virtue”. Too many of us are held back by this set of programming often given to us by someone close to us. Many of us have heard “be a nice little girl or boy - don’t be loud and stay in the background”. WOW! is that powerful stuff to be taught early on. How are phrases like those above holding you back in your communicating your sales message? The fact is in this highly competitive marketplace where products and services seems to become commodities in an instant. It’s important to express your key differences. We both know that you have something in your heart that makes you incredible different.

The best way to overcome this fear is to realize you have something unique to offer your prospect and to not share it completely to best serve them is a selfish act. I realize how harsh that sounds. However, if your focused on you and the programming you received when you were younger you simply can not be fully present with your prospects. Without being present you will be unable to listen to your prospect to best solver his or her problem and that is simply not respecting yourself or them. By holding back your genius you force the prospect to put you in a commodity category making you no different then anyone else and the issue just becomes about price and not your ability to shine. Show off what makes you so awesome and deserving of the premium price your worth. You deserve it. Need more help create a list of your best qualities and ask your colleagues and current customers to add to that list. Once you have that list never be afraid to use. You won’t be bragging or doing anything wrong. You will just be telling the truth about yourself to your prospect so they know both who and what to expect when the sign the deal with you.

III. A lack of systematization

Have you ever been at a loss for words in a sales situation? or perhaps you feel like your always re-inventing the wheel with each new sales meeting. The final block to preventing you from effectively communicating your sales message is the lack of a sales system. The benefit to having a system you follow time after time is it will help eliminate surprises and more importantly it will help keep you present with your prospect. Rather then listening for small tidbits of information and then thinking 3 or 4 steps ahead so you’ll know what to say thus, breaking the connection with your prospect.

Having a system will help you guide your prospect gently from one stage to other while softly getting the information you need in order to properly assist them in the next stage. No more jumping around getting surprised. Eliminate those long uncomfortable pauses you have because you forgot where you were going or don’t know where to go next. Creating a basic system is simple but not necessary easy. The first step is to create an outline or map of how the ideal sales meeting should flow. When discussion of money, budget, decision, etc... should take place. The next step is to start creating lines of question you wish you would always ask in a meeting but somehow seem to forget when the pressure is on. The final step is to track what works and keep it. Add new content as needed and then throw out what’s working. You will never lose focus, be at a loss for words, or feel off balance at a sales meeting again.

Selling can truly be one of the most fun forms of communication you have. When you break it down it’s simply a chance to talk about your dreams and gifts. Then just finding a partner who would like to join you on the ride. As compensation for them joining you on this ride their life, business, health, or family will change for the better as well. Remember there is always a fair exchange taking place. You both can and will always win. By utilizing the tips above you will be able to let your professionalism shine, clearly communicate your message with confidence, and absolute self worth each and every-time. Now go out find your new riding partners because nothing can stop you now.

I first heard of BNI in late 2001. I had just returned to Miami after several years of living and working abroad, and a friend who owned a florist shop told me how much business she got from her “networking group.” At that time, I decided to go to graduate school full time, so I didn’t pursue my friend’s invitation to visit her chapter.
A year and a half later, with a graduate degree in hand, I was ready to work and grow my business as a copywriter and communications consultant. I remembered my friend’s invitation, and decided to give BNI a try. In mid-2003, I became a member…and never had to make a single cold-call as I grew my business in Miami and Miami Beach. In less than two years, I had a firmly-established firm, and was a true believer in the “Givers Gain” concept of BNI.

In the middle of 2006, a long-held dream came true: I was moving to Manhattan! My significant other, a surgeon, accepted a at a New York hospital, and while we kept a small condo in Miami Beach, our primary home would be in “The City.” It was a bit nerve-wracking to leave what I had built in Miami, but I had developed enough relationships – even in New York – through my time in BNI, that I was able to keep most of the clients I had in Miami, and get enough immediate business in New York (a BNI referral) to completely maintain my income.

I waited a little over a year before joining BNI in New York. I was very busy with my existing referrals, and with getting settled in a new home and new city. I also wanted to wait until I had established myself enough to have referrals to bring to the group. During my hiatus, I did remain involved with BNI – I contributed a piece to Master of Sales (by Dr. Ivan Misner and Don Morgan), and helped them to edit the book, among other projects. However, the minute it became time to start “filling the pipeline” again, I went to the Manhattan BNI website to start looking for a chapter.

There are about 40 chapters in Manhattan – certainly plenty to choose from! However, I am a “Wednesday” type of person, so could easily eliminate 2/3 of the chapters right off the bat. I looked for a Wednesday group that did not have a writer, and that did have at least a couple of professions that would be in my “sphere of influence.” For me, those include: graphic designers, web designers, public relations professionals, printers, etc. The first chapter I called had a publishing professional who, as I learned when I called her to check if there would be a conflict, also did writing.

(A side note: Even though I didn’t join her chapter, from that single phone call, we became friends. She comes from many years in publishing, and has been a true mentor as I navigate the New York City writing world! She has also given me two incredible referrals – jobs that she thought were better suited to my kind of writing. This is another example of the various powers of BNI that reach beyond a single chapter.)

The second chapter I called was Chapter 37. I spoke to the Assistant Director, who referred me to the chapter’s Vice President. The “veep” was very gracious on the phone and was a great introduction to the chapter. When I visited the chapter the first time, I was hooked. The president was a dynamic meeting leader, and I could tell right away that his energy – and that of the entire group – matched mine. It was easy to see why Chapter 37 had shared an award as “Rookie Chapter of the Year” just this past year. I joined right away, and enjoyed having weeks full of “Dance Cards” and meetings, as well as giving and getting some great referrals.

A mere six weeks after joining BNI again, I was introduced to the president of a boutique design firm. We had a great meeting, and four days later, I was asked to join them for a great three-week gig as an editor/project manager, to finalize their biggest project of the year – a large catalog for a fundraiser for a major non-profit organization. They had let their editor/project manager go, and I was it! And this incredible referral (which has since led to several “spin-off” referrals for different clients of this design firm) developed from a most fortuitous meeting at BNI with a person who is not even in my chapter – the introduction came from the Assistant Director I had called when I was getting ready to pick my chapter!
Networking rules.

Julien A. Sharp

Copywriting & New Media Services

www.jaswritingservices.com

juliensharp@mac.com

917.280.9110

Tino Vieitez

Tino Vieitez