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Monthly Archives: March 2011

Stop Selling! Build Relationships and They Will Buy

Bob UrichuckBy Featured Speaker Bob Urichuck

Let’s face it, people buy from people, particularly people they trust and like – people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust.

In order to build a relationship, there are a number of factors to consider – one must be to first establish trust. Trust can be established in a number of ways but the quickest way is through building rapport.

Once rapport is established, and the prospect trusts you, you can proceed to ask questions and get information. Without trust, the prospect will not answer any questions. This is the most important first step in the selling process you are about to discover, the ABC, 123 Sales Results System.

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The Power of Eye Contact

The Power of Eye ContactWhen I was competing in speech in high school I remember one speech very clearly: The young man got up in front of the room, faced the chalk board with his back to us and gave his entire speech in that position.

I remember being shocked. He was in a competition. What was he doing?

I believe he was not looking at us to help him deal with his nerves.

But I can tell you another thing he was doing … he was making his speech very forgettable. I have no recollection what his topic was. All I remember was spending 10 to 15 minutes looking at the back of his suit.

Eye contact helps bring your audience into your presentation. It helps make them feel engaged and, for some, validated. It helps your audience root for you and the success of your presentation.

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Building a Successful Business Through Public Speaking and Teleseminars

Davida ShenskyBy Featured Speaker Davida Shensky

For many professional speakers who depended on working with public seminar companies, as an independent contractor, traveling from city to city doing presentations 10 days out of the month doing seminars, they had to figure it out in another way to promote their business and build their clientele. As the Internet started to grow, companies started to spring up, where you could use the bridge lines, to do presentations for free to sell a your services to individuals as opposed to working for companies.

Companies also started to incorporate training through the Internet using teleseminars as training for their employees on various topics. This is a way that companies have been able to cut their expenses on in-house training, by outsourcing rather than hiring someone to come in house and train their employees. This also allows employees to take the training, on their time, as opposed to on the company’s time.

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