Learn more about our young archipelago’s trials to freedom in a short article on History.com
Maligayang Araw ng Kalayaan!
(Happy Independence Day!)
I love this Google Homepage art!
Jill Konrath is a business to business sales expert, recognized for her fresh sales strategies and game-changing approaches. She’s a speaker who helps sellers crack into new accounts, speed up sales cycles and win more business. She has also done countless training programs, created a myriad of sales tools and coached dozens of trainees. Jill is also an author of two bestselling sales books: SNAP Selling and Selling to Big Companies.
Mike Schultz is a world-renowned consultant and expert in sales performance improvement. He’s co-author of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Professional Services Marketing, second edition (Wiley, 2013) and was named as the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike also works as the Co-President of RAIN Group.
As a salesperson, how do you make sure that you make the sale?
A very recent webinar with Jill Konrath and Mike Schultz entitled The Missing Link to Winning More Sales: An Interactive Session with Mike Schultz and Jill Konrath, opened a possibility to finally winning the client’s favor and sealing the deal, with an act that’s so simple yet many salespeople—surprisingly—seem completely oblivious to.
Ask yourself, when was the last time you collaborated with the client?
For Jill and Mike, collaboration is the key to winning more sales.
Collaboration is defined as “jointly working together.” Now, any salesperson could react and say that the way for him or her to jointly work with the client is if the client accepts the service offer first. It’s a typical salesperson’s way of thinking. Selling is top priority.
But try this. Take off the salesperson hat and for a moment forget about selling. Take the time to learn about what the client’s situation is and what kind of help they need. Help the client not because you want to make a sale in the end, but simply because you want to help. That is the true essence of collaboration.
Making a sale is paramount for the salesperson. However, building a great relationship with the client is what’s really needed to finally get the deal. It’s easy to overlook this once the focus is set on making the sale.
To make a sale, stop being a salesperson. Peculiar but makes perfect sense.
Be a person extending help. Be a leader and a guide for the client needing assistance. Most importantly, be who you are, not somebody who’s too focused on selling that he’s become nonhuman-sounding.
When you’ve succeeded in doing so, you’ll find that it’s not just the service that becomes of great value to the client, but yourself as well. Then you will truly have earned the client’s trust which is the basic goal. Naturally, what comes next is the greater possibility of finally making the sale.
So, are you ready to start winning sales and client trust?
Let your failure be your driving force to become better and succeed.
Live your Passion.
Live your Purpose.
Live your Dreams.
Michelle Schoen is a full-time Multimedia Specialist with 15 years of experience is designing E-Learning, creating video tutorials coaching on virtual event creation and website design. She teaches Screencasting in learncamtasia.com and develops marketing and tutorial videos for small businesses in vademogirl.com
It was a webinar about, well, webinar. For an hour, Michelle shared some of her insights on why businesses need webinars and why creating webinars is one skill that virtual assistants need to master. The event was hosted by Craig Cannings of VAClassroom.com.
So, why do webinars?
The opportunities that webinars present benefit both clients that hire virtual assistants to run a business and virtual assistants that dream of running their own business in the future.
According to Michelle, webinar is the best way to get people on a mailing list. And I agree. People—including me—would easily be enticed by a webinar or a video presentation. I’d prefer it any day rather than go through long PDF reports. Seeing and hearing the speaker makes anyone more trusting of the service that the speaker provides.
Simply present a very enticing free webinar, leave out additional information and ask people to sign-up on the mailing list to know more and that’s it. You’ve got a mailing list.
But then, more valuable information that consumed more time, effort and resources cannot simply be free to obtain. From here, webinars become an income-generating channel. After viewers watch your free webinar, they could become potential customers who are willing to pay to learn more about what you offer.
Come up with training products and e-learning materials that you could sell. They become easier to create with some knowledge of creating webinars.
And if you want to make a transition to creating videos, it’s easier once you’ve got webinar creation skills.
The best thing about becoming a Webinar VA or a Webinar Specialist is that, according to Michelle, there is low competition—apparently, not a lot of people are offering the service. And with the variety of content and execution that you could do, creating webinars will never bore you—it’ll only make a master out of you.
Once you’ve mastered webinar creation, it becomes a definite edge that will bring in more opportunities to earn because you’ve just targeted a niche market.
So, do you think you’re ready to gain a new set of skills?
For more information about Michelle Schoen and how she could help you kick start a career as a Web Specialist, visit VADemoGirl.com.
“There is a difference between what science knows and what business does.”
In the video above, Dan Pink, American author of five business books including Drive: The Surprising Truth About What Motivates Us, briefly discusses about a business practice that has been successfully applied by companies for decades. It’s called extrinsic motivation or, simply, the practice of awarding rewards and/or incentives for better employee performance and more profit for the company.
The idea of rewards for a job well-done may sound enticing enough for any worker. However, recent studies from reputable institutions confirmed that such practice actually yield the opposite result: poor worker performance and unreached goals.
Sounds like some conspiracy theory? Pink talks about how 21st-century jobs require more thinking for workers as ways to reach goals are not laid out in front of them. Extrinsic motivation then could only be applied to jobs that are “mechanical” or repetitive in nature.
Pink also talks about intrinsic motivation—the more basic drive such as autonomy (the urge to direct own lives), mastery (the desire to get better at something that matters) and purpose (the yearning to do what we do in the service of something larger than ourselves). This, he tells is what will help today’s workforce grow thus helping companies survive and flourish.
Personally, I think Pink’s assertion makes perfect sense. But while I agree, I don’t see it as something that would help me as an employee—not at the moment at least.
In my humble opinion, here in the Philippines there aren’t a lot of jobs that pertains to what Pink talks about. I find that most jobs here—even the outsourced type—lean more on the “mechanical” kind. I’ve been there when I used to work as a transcriber. Incentives clearly worked and employees are willing to spend more time to go beyond quotas. On the other hand, having worked as an instructor, I find that incentives mean nothing because it’s never about numbers when it comes to teaching.
And then, I ask myself why there aren’t a lot of companies in the country that require creative thinking on workers. Based on Pink’s example—mainly Google—I assume that such companies are global, they are the movers and shakers of the industry. So, while Pink’s approach will definitely be helpful, this country needs to focus first on coming up with companies that are exactly what Pink has discussed.
I once had a very peculiar thought. It was of God, the designer of all things, creating a world on a software very much like Adobe Photoshop. Using brushes and pens, lights and shadows, shapes and lines, He created a work of art. Then the work of art became real. It became us.
Then I asked myself, “What if I could have the power to do the same thing? I do not intend to create another world, but I sure would like to change the world I’m already in. So, how will I do it?
I turned on my computer and opened Photoshop. Then, I realized the answer.
I’ve used Photoshop for years and, indeed, it has changed the world—from altering people’s appearances to improving the beauty of any surroundings. It can even be used to create a completely different world.
Most of us are aware of the power of Photoshop being able to create anything out of nothing. Like some god—a digital god to be precise. Unfortunately, the impossible only happens on a virtual canvas
But what if it has the power to do more… real?
So, I opened some images on my photo editing software. Images of less-fortunate children—the one sector of society that I felt needed help the most. Then I started to daydream. What if all it takes is a click of a button—some photo editing technique—to completely change these children’s lives?
So I scoured the digital world to look for more images of children struck with poverty, tragedy and injustice; those who were born homeless. Perhaps I could save them by cropping them out of the depressing picture they’re in. I then blurred the background to make them stand out. Now, I can see them perfectly.
But then I realized that simply cropping them may not be enough as they are still stuck in the portrait of their problems. I thought it might be best to use a better tool—a lasso—to finally pull them out. Then, I can place them in a better picture.
However, I understand that there are those who cannot simply be moved, stuck between circumstances such as family or—unfortunately, even at a young age—labor. I could grab a brush and paint them a whole different background, one that’s more conducive to living. I will draw whatever it is they need and keep them away from working too early in their lives. I will control the color of their environment to make them see the world differently and hopefully take away their worries.
When I’m done changing their environment, I shall start changing the children themselves. These battered young souls need some healing. I would show to them the brightness of their souls—the strength that they possess—and make them realize that poverty, tragedy and all the problems they’ve carried could never steal it away from them.
Finally, I would heal away the blemishes that life’s hardships have given them. In every aspect of their being, I know there is a scar. Once they’ve all faded, these children could finally go on to living the life that they deserve.
I sure hope that it could be that easy to save a child from all the struggles and tears that, clearly, they do not deserve. Then I went back to the thought of God, editing everything in this world. I then take solace in the belief that with Him and through Him, nothing is impossible.