Thursday, 4 December 2008
Successful Selling
Successful selling strategies are more important than ever. Start with boosting your confidence, your attitude, and time management skills. Then work on outside factors such as knowing your customer, competition, and your company. Here are some examples, or 10 tips to increase sales:1. Talk less, listen more. Ask questions. Listen for subtle cues as to what your customer wants. For example, when they say, "What I'm looking for is..." That's a buying signal. Listen and take notes verbatim. Put quotes around what they said so that when you talk or write to them again, you can use their exact words, provided your product or service meets their need. Nothing helped me more in becoming a top sales producer than the above mentioned tip to increase sales.2. Target those individuals who are your best prospects. Is there a commonality among those people who have purchased from you in the past? What were their needs, similar circumstances, and greatest challenges?3. Make yourself well-known as an expert in your field. Write articles. Post them online. Contact editors and get published in newspapers and magazines. Ask your clients for recommendation letters praising your services as a testament to your integrity, customer service and expertise. Nothing speaks louder than others singing your praises!4. Start with selling yourself. It's a fact: people buy from people they like. People buy from people considered trustworthy, credible, and honest. Present yourself professionally. Regarding attire, remember the 3 T's: tailored, tasteful, and traditional. Practice a positive attitude. Show up on time. Further educate yourself about your product, your competition, and any possible objections.5. Fail forward. When you don't make the sale, or you lose the business, find out why. What needs to be improved? What could be done differently? If you or your company made a mistake, admit it. Learn from it. Then move forward. Don't dwell on it and dig further into defeat.6. Communicate your competitive advantage. Like it or not, your potential customer is thinking, "What's in it for me?" And, "What am I going to get out of this?" Once you know their needs, mention both the features AND the benefits to them.7. Master and study your core competencies. You're only as strong as your weakest link. What areas do you need to improve? Do you need to improve time management? Do you need to improve technical skills? And, what areas must you absolutely master? For example, maybe you need to spend more time getting to the decision maker. So, work to improve your deficiencies, and master those areas you must excel at to increase sales.8. Ask for specific referrals. This is one of the biggest tips to increase sales. Once your client has complimented you on your product/service, ask them who else they know who could benefit. Tell them the kind of clients you're looking for and get specific names, phone numbers, and email addresses. See if they'll talk with that person or make a phone call on your behalf and introduce you.9. Practice professionalism and integrity to increase sales. Be a problem solver. If you don't know the answer to a question, admit it. When you lie you die. Let them know when you'll get back to them with the answer and do! People will look to see if you practice what you promise.10. Give samples. Give something away free to increase sales. Or, offer something extra as a value-added bonus. Outdistance your competitors.Above all else, ask for the order. And incorporate silence. Practicing silence while your potential client is deciding is often when they say yes! They're uncomfortable with the silence, and often end up talking and making a decision to fill the space. This is a technique I used frequently when I was honored as the number one sales producer in the history of the company breaking all previous records in the U.S. and Canada for a major Fortune 500 company. That technique...and a lot of patience, persistence, and diligence. Good luck!
Tuesday, 2 December 2008
IT Technical sales
Training managers plan training programmes to ensure that all members of staff in their organisation have been trained in the necessary skills to do their job effectively.
This can include:
identifying current and future training needs
planning strategies and organising training programmes
producing material and sometimes running courses
meeting with department heads and external training providers
managing the budget
ensuring that statutory requirements are met.
Most training managers work a 37-hour week, typically between 9am and 6pm. Additional hours may be required at certain times, such as for residential courses.
Flexitime is available at some organisations. The work is mainly office based, but some jobs with international companies may require travel.
Salaries for training managers may range from £18,000 to more than £60,000 a year.
A training manager needs to be:
a skilled communicator, with the ability to motivate and inspire others
able to work in a team and with a wide range of people
organised, methodical and a good time manager
well presented with a professional manner
genuinely interested in people and their personal development.
Most large organisations across all industry sectors employ training managers. Jobs are available nationwide, but tend to be concentrated around major cities. Most training managers have had considerable experience of working as a training officer, and many have a first degree in business studies, human resources or communications.
As maturity and good interpersonal skills are highly valued in training, mature applicants with relevant skills and experience are welcomed.
The Chartered Institute of Personnel and Development (CIPD) offer a range of relevant courses including the Certificate in Training Practice. NVQs/SVQs are also available in Direct Training and Support and in Learning and Development. Training managers who are members of CIPD are encouraged to do Continuing Professional Development to keep their knowledge up to date.
Training managers may have the opportunity to progress within a larger organisation to become a training director, or they may choose to relocate to take on additional responsibilities. Some may set up as self-employed consultants.
This can include:
identifying current and future training needs
planning strategies and organising training programmes
producing material and sometimes running courses
meeting with department heads and external training providers
managing the budget
ensuring that statutory requirements are met.
Most training managers work a 37-hour week, typically between 9am and 6pm. Additional hours may be required at certain times, such as for residential courses.
Flexitime is available at some organisations. The work is mainly office based, but some jobs with international companies may require travel.
Salaries for training managers may range from £18,000 to more than £60,000 a year.
A training manager needs to be:
a skilled communicator, with the ability to motivate and inspire others
able to work in a team and with a wide range of people
organised, methodical and a good time manager
well presented with a professional manner
genuinely interested in people and their personal development.
Most large organisations across all industry sectors employ training managers. Jobs are available nationwide, but tend to be concentrated around major cities. Most training managers have had considerable experience of working as a training officer, and many have a first degree in business studies, human resources or communications.
As maturity and good interpersonal skills are highly valued in training, mature applicants with relevant skills and experience are welcomed.
The Chartered Institute of Personnel and Development (CIPD) offer a range of relevant courses including the Certificate in Training Practice. NVQs/SVQs are also available in Direct Training and Support and in Learning and Development. Training managers who are members of CIPD are encouraged to do Continuing Professional Development to keep their knowledge up to date.
Training managers may have the opportunity to progress within a larger organisation to become a training director, or they may choose to relocate to take on additional responsibilities. Some may set up as self-employed consultants.
IT Training manager
Training managers plan training programmes to ensure that all members of staff in their organisation have been trained in the necessary skills to do their job effectively.
This can include:
identifying current and future training needs
planning strategies and organising training programmes
producing material and sometimes running courses
meeting with department heads and external training providers
managing the budget
ensuring that statutory requirements are met.
Most training managers work a 37-hour week, typically between 9am and 6pm. Additional hours may be required at certain times, such as for residential courses.
Flexitime is available at some organisations. The work is mainly office based, but some jobs with international companies may require travel.
Salaries for training managers may range from £18,000 to more than £60,000 a year.
A training manager needs to be:
a skilled communicator, with the ability to motivate and inspire others
able to work in a team and with a wide range of people
organised, methodical and a good time manager
well presented with a professional manner
genuinely interested in people and their personal development.
Most large organisations across all industry sectors employ training managers. Jobs are available nationwide, but tend to be concentrated around major cities. Most training managers have had considerable experience of working as a training officer, and many have a first degree in business studies, human resources or communications.
As maturity and good interpersonal skills are highly valued in training, mature applicants with relevant skills and experience are welcomed.
The Chartered Institute of Personnel and Development (CIPD) offer a range of relevant courses including the Certificate in Training Practice. NVQs/SVQs are also available in Direct Training and Support and in Learning and Development. Training managers who are members of CIPD are encouraged to do Continuing Professional Development to keep their knowledge up to date.
Training managers may have the opportunity to progress within a larger organisation to become a training director, or they may choose to relocate to take on additional responsibilities. Some may set up as self-employed consultants.
This can include:
identifying current and future training needs
planning strategies and organising training programmes
producing material and sometimes running courses
meeting with department heads and external training providers
managing the budget
ensuring that statutory requirements are met.
Most training managers work a 37-hour week, typically between 9am and 6pm. Additional hours may be required at certain times, such as for residential courses.
Flexitime is available at some organisations. The work is mainly office based, but some jobs with international companies may require travel.
Salaries for training managers may range from £18,000 to more than £60,000 a year.
A training manager needs to be:
a skilled communicator, with the ability to motivate and inspire others
able to work in a team and with a wide range of people
organised, methodical and a good time manager
well presented with a professional manner
genuinely interested in people and their personal development.
Most large organisations across all industry sectors employ training managers. Jobs are available nationwide, but tend to be concentrated around major cities. Most training managers have had considerable experience of working as a training officer, and many have a first degree in business studies, human resources or communications.
As maturity and good interpersonal skills are highly valued in training, mature applicants with relevant skills and experience are welcomed.
The Chartered Institute of Personnel and Development (CIPD) offer a range of relevant courses including the Certificate in Training Practice. NVQs/SVQs are also available in Direct Training and Support and in Learning and Development. Training managers who are members of CIPD are encouraged to do Continuing Professional Development to keep their knowledge up to date.
Training managers may have the opportunity to progress within a larger organisation to become a training director, or they may choose to relocate to take on additional responsibilities. Some may set up as self-employed consultants.
IT Sales Trainer
IT trainers teach people how to use information and communications technology. This includes the use of equipment such as PCs or interactive whiteboards, computer applications using industry-standard software packages, specialised networking systems, or tailor-made programmes for companies.
They spend part of their week planning courses or training sessions for learners, who may range from first-time users to the more experienced.
During training sessions, trainers talk through the topic and demonstrate software or hardware. In a group situation they usually have a data projector and laptop to present information on a large screen. Training might also be done online or through distance learning.
Trainers usually work normal office hours, but there might be some evening or weekend courses. Flexible working and part-time hours are quite common. Trainers tend to work indoors in classroom environments or in offices.
Salaries may range from around £20,000 to over £30,000.
IT trainers need:
a thorough knowledge of the hardware or software they are teaching
to be able to adapt their approach to suit the learners
good verbal and written communication skills
to be interested in new skills and developments in IT.
There are opportunities for IT trainers throughout the UK, especially in the South East. Trainers may work in-house for an organisation, training its staff, or they may work for an IT training company or software provider. Some trainers are self-employed.
There are no set qualifications to work in this field, and IT trainers may either have teaching skills or a good knowledge of IT and software. There is a wide range of courses that give a good grounding in IT. These include GCSEs/S grades, A levels/H grades, NVQs/SVQs, BTEC national diplomas, HNCs/HNDs and degrees.
There is no set age limit for entry, and maturity and experience can be an advantage.
IT trainers have to keep their knowledge of computers and systems up to date. Some organisations offer professional development and may give trainers a chance to go on internal and external courses. NVQs/SVQs may be available in some companies.The Institute of IT Training sets standards for all aspects of IT training, development and delivery, and has an accreditation scheme for training providers.
An IT trainer can progress to senior trainer, develop management skills and move into management, or work on a freelance basis. It is also possible to move into different types of IT work or develop training skills to include other business-related subjects.
They spend part of their week planning courses or training sessions for learners, who may range from first-time users to the more experienced.
During training sessions, trainers talk through the topic and demonstrate software or hardware. In a group situation they usually have a data projector and laptop to present information on a large screen. Training might also be done online or through distance learning.
Trainers usually work normal office hours, but there might be some evening or weekend courses. Flexible working and part-time hours are quite common. Trainers tend to work indoors in classroom environments or in offices.
Salaries may range from around £20,000 to over £30,000.
IT trainers need:
a thorough knowledge of the hardware or software they are teaching
to be able to adapt their approach to suit the learners
good verbal and written communication skills
to be interested in new skills and developments in IT.
There are opportunities for IT trainers throughout the UK, especially in the South East. Trainers may work in-house for an organisation, training its staff, or they may work for an IT training company or software provider. Some trainers are self-employed.
There are no set qualifications to work in this field, and IT trainers may either have teaching skills or a good knowledge of IT and software. There is a wide range of courses that give a good grounding in IT. These include GCSEs/S grades, A levels/H grades, NVQs/SVQs, BTEC national diplomas, HNCs/HNDs and degrees.
There is no set age limit for entry, and maturity and experience can be an advantage.
IT trainers have to keep their knowledge of computers and systems up to date. Some organisations offer professional development and may give trainers a chance to go on internal and external courses. NVQs/SVQs may be available in some companies.The Institute of IT Training sets standards for all aspects of IT training, development and delivery, and has an accreditation scheme for training providers.
An IT trainer can progress to senior trainer, develop management skills and move into management, or work on a freelance basis. It is also possible to move into different types of IT work or develop training skills to include other business-related subjects.
IT Management consultant
Management consultants find solutions to improve the business process, efficiency and productivity of organisations. Their responsibilities may include:
working closely with their client's management team and staff, discussing the business structure, operational issues and requirements
interpreting the client's requirements to create a detailed business solution
collecting and analysing data
modelling and mapping business processes
presenting recommendations to senior management
agreeing on a project schedule
providing training or workshops.
Depending on the needs of the client, projects may run from one day to several years.
Management consultants work normal office hours, from Monday to Friday, but sometimes weekend and evening work are required. They usually work in an office, but may spend a great deal of time at their client's site. There may be some travel and possibly short stays away from home.
Salaries may range from £25,000 a year, to over £50,000 for very senior jobs.
A management consultant should have:
excellent interpersonal and communication skills
strong project management and IT skills
a logical and enquiring mind
physical and mental stamina
an interest in business and the economy.
There are job opportunities throughout the UK, in big multinational consultancies and smaller niche consultancies. Competition for jobs is intense.
Management consultants usually have a degree, and postgraduate qualifications may be useful. Business studies, economics, maths or IT degrees may give an advantage. They may need at least a 2:1 degree. There are no age restrictions, if adults can show they have analytical and business skills.
Following a structured induction programme, training is on the job and may include in-house training courses combined with study for external professional qualifications. Continuing professional development (CPD) is essential for consultants to keep up with industry developments.
A typical promotional route would be to join a management consultancy as a graduate, analyst or junior consultant and then be promoted to consultant, senior consultant, principal consultant and finally partner. Consultants can also specialise in a hands-on role, or move into a related area, senior management or self-employment.
working closely with their client's management team and staff, discussing the business structure, operational issues and requirements
interpreting the client's requirements to create a detailed business solution
collecting and analysing data
modelling and mapping business processes
presenting recommendations to senior management
agreeing on a project schedule
providing training or workshops.
Depending on the needs of the client, projects may run from one day to several years.
Management consultants work normal office hours, from Monday to Friday, but sometimes weekend and evening work are required. They usually work in an office, but may spend a great deal of time at their client's site. There may be some travel and possibly short stays away from home.
Salaries may range from £25,000 a year, to over £50,000 for very senior jobs.
A management consultant should have:
excellent interpersonal and communication skills
strong project management and IT skills
a logical and enquiring mind
physical and mental stamina
an interest in business and the economy.
There are job opportunities throughout the UK, in big multinational consultancies and smaller niche consultancies. Competition for jobs is intense.
Management consultants usually have a degree, and postgraduate qualifications may be useful. Business studies, economics, maths or IT degrees may give an advantage. They may need at least a 2:1 degree. There are no age restrictions, if adults can show they have analytical and business skills.
Following a structured induction programme, training is on the job and may include in-house training courses combined with study for external professional qualifications. Continuing professional development (CPD) is essential for consultants to keep up with industry developments.
A typical promotional route would be to join a management consultancy as a graduate, analyst or junior consultant and then be promoted to consultant, senior consultant, principal consultant and finally partner. Consultants can also specialise in a hands-on role, or move into a related area, senior management or self-employment.
IT Business advisor
Business advisers are responsible for providing independent advice and guidance to small and medium sized businesses. They can assist a new business to start up and work with established businesses supporting them to develop, grow and become more competitive.
They can work for business enterprise and support organisations, or they may be self-employed consultants.
A business adviser's day-to-day responsibilities may include:
looking at clients' businesses or business plans to gain a full understanding of their commercial activities and long-term potential
advising on sources of funding and grants
helping clients to devise and implement a marketing strategy
assisting clients in identifying ways to improve productivity, reduce costs and streamline procedures
providing advice, and identifying and recommending specialist services
encouraging clients to network with relevant enterprise organisations
running workshops and seminars.
A business adviser generally works between 37 and 40 hours a week, from 9am to 5.30pm, Monday to Friday. Additional hours may be required to attend evening and weekend events.
Salaries range from approximately £20,000 to over £50,000 for senior positions.
A business adviser should have good interpersonal and communication skills. They need up-to-date knowledge of funding and grants available to start-up businesses. It helps to have an interest in business and commerce and working with people.
Opportunities are found throughout the UK. Vacancies may be advertised on enterprise and business support organisations' websites and in trade publications, such as the Institute of Business Consulting's journal, Business Adviser. The local and national press may also advertise positions.
Academic achievement in itself is not enough and there are no specific academic entry requirements. However, an established track record in business and commerce is required.
Training is on the job and includes in-house training courses and qualifications. Advisers working for a business support organisation will receive induction training, followed by Continuing Professional Development. All business advisers in Scotland are required to take Scottish Enterprise's Premier Adviser programme.
Business advisers are usually employed by a business support agency. From there they can be promoted to team manager or work their way up to senior management. Alternatively, they may become self-employed
They can work for business enterprise and support organisations, or they may be self-employed consultants.
A business adviser's day-to-day responsibilities may include:
looking at clients' businesses or business plans to gain a full understanding of their commercial activities and long-term potential
advising on sources of funding and grants
helping clients to devise and implement a marketing strategy
assisting clients in identifying ways to improve productivity, reduce costs and streamline procedures
providing advice, and identifying and recommending specialist services
encouraging clients to network with relevant enterprise organisations
running workshops and seminars.
A business adviser generally works between 37 and 40 hours a week, from 9am to 5.30pm, Monday to Friday. Additional hours may be required to attend evening and weekend events.
Salaries range from approximately £20,000 to over £50,000 for senior positions.
A business adviser should have good interpersonal and communication skills. They need up-to-date knowledge of funding and grants available to start-up businesses. It helps to have an interest in business and commerce and working with people.
Opportunities are found throughout the UK. Vacancies may be advertised on enterprise and business support organisations' websites and in trade publications, such as the Institute of Business Consulting's journal, Business Adviser. The local and national press may also advertise positions.
Academic achievement in itself is not enough and there are no specific academic entry requirements. However, an established track record in business and commerce is required.
Training is on the job and includes in-house training courses and qualifications. Advisers working for a business support organisation will receive induction training, followed by Continuing Professional Development. All business advisers in Scotland are required to take Scottish Enterprise's Premier Adviser programme.
Business advisers are usually employed by a business support agency. From there they can be promoted to team manager or work their way up to senior management. Alternatively, they may become self-employed
Sales Business analyst
Business analysts investigate and analyse business activities and use information technology (IT) to make them more efficient. For example, they may help a business save time and money by producing an integrated IT system that deals with orders, payments, despatch and stock control.
The role of a business analyst can vary greatly depending on the employer and type of organisation. They usually work on a project basis and their job title can vary from one organisation to another.
A business analyst usually works between 37 and 40 hours a week, from 9.00am to 5.30pm, Monday to Friday. Additional hours, including weekend and evening work, may be needed to meet deadlines.
Salaries range from approximately £17,000 to over £60,000 for senior jobs.
A business analyst should:
have excellent interpersonal and communication skills and a good understanding of the business environment
be able to listen to and interpret their clients' needs
have project management skills
have an interest in business and IT.
Business analysts are employed across all industry sectors, from financial and retail, to non-profit making organisations, local government and the health sector. Employers range from management consultancies to software houses and IT service or solution providers.
There are job opportunities throughout the UK, with a higher concentration in south-east England and London. There are also opportunities overseas.
Business analysts are usually educated to degree level. Many have relevant work experience and vocational skills, perhaps gained as part of a sandwich course.
One of the most common routes into the work is to be promoted from other departments in the organisation. Evidence of analytical and business skills is required, as well as an aptitude for IT.
Most training is on the job and includes in-house training courses combined with external qualifications. Professional qualifications can be obtained from various organisations, including the British Computer Society (BCS), and the Institute for the Management of Information Systems (IMIS).
The career structure varies from one organisation to another. Business analysts can choose whether to specialise in a technical, hands-on role, move into people management or work within another IT-related area, such as security.
The role of a business analyst can vary greatly depending on the employer and type of organisation. They usually work on a project basis and their job title can vary from one organisation to another.
A business analyst usually works between 37 and 40 hours a week, from 9.00am to 5.30pm, Monday to Friday. Additional hours, including weekend and evening work, may be needed to meet deadlines.
Salaries range from approximately £17,000 to over £60,000 for senior jobs.
A business analyst should:
have excellent interpersonal and communication skills and a good understanding of the business environment
be able to listen to and interpret their clients' needs
have project management skills
have an interest in business and IT.
Business analysts are employed across all industry sectors, from financial and retail, to non-profit making organisations, local government and the health sector. Employers range from management consultancies to software houses and IT service or solution providers.
There are job opportunities throughout the UK, with a higher concentration in south-east England and London. There are also opportunities overseas.
Business analysts are usually educated to degree level. Many have relevant work experience and vocational skills, perhaps gained as part of a sandwich course.
One of the most common routes into the work is to be promoted from other departments in the organisation. Evidence of analytical and business skills is required, as well as an aptitude for IT.
Most training is on the job and includes in-house training courses combined with external qualifications. Professional qualifications can be obtained from various organisations, including the British Computer Society (BCS), and the Institute for the Management of Information Systems (IMIS).
The career structure varies from one organisation to another. Business analysts can choose whether to specialise in a technical, hands-on role, move into people management or work within another IT-related area, such as security.
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