Wednesday, March 9, 2011

How To Get Control Of Your Meeting

In a recent meeting I attended at the Cavaliers, Lance Tyson was reviewing a few leadership ideas with the organization's management team.

There were about 12 people initially in the room for the upper leadership meeting, and after they finished up, the doors opened up to let the rest of the management team in. There was a 10 minute period of time when people were milling about and talking shop until Lance said, “OK. We're gonna start in about 5 minutes so finish up.”

I had an urge to run to the restroom, but I knew it would take me more than 5 minutes to run down to the restroom, do what I had to do, wash up, and run back to the conference room. And I remembered how we handled our early sales meetings before the age of the prolific conference call. If you weren't in the room when the meeting started, you were left out in the hall banging on a locked door.

Thursday, February 17, 2011

30 Prospecting Ideas For Your Cold Calling Campaigns

During a conversation I had with one of my past sales mentor's, he described his first sales experience back in the early 80's. He said that he was seated at a desk with a phone, given a copy of the yellow pages, and was told to start making cold calls.

No one sat down with him to coach him, there was no established cold calling process in place, and no one told him about his target clients or laid out a profile of his target market. All he had was a landline, a copy of the Yellow Pages for the city, and his good looks. He started making cold calls relying only on the communication skills built from his everyday life experiences.

Tuesday, January 11, 2011

Social Networks Reflect Dale Carnegie Principles

LinkedIn. Twitter. Facebook.

If you want to get noticed in today's business environment, you need to have a presence and be active on these three social networks.

Sometimes, I hear that if you are networking using these social networks, you have to play by a different set of rules in order to be effective.

Well, I just came across some findings that would suggest otherwise.

Tuesday, November 2, 2010

Dale Carnegie Training New Linkedin Groups


As many of you know, Dale Carnegie Training of Ohio and Indiana has undergone some recent changes. In Web 2.0 language, this typically means upgrades for improved performance and accessibility.

To meet the needs of the Ohio Valley Region, the several franchises that comprised our organization have been restructured to operate independently and serve the four greater metro areas surrounding Cleveland-Akron, Columbus-Dayton, Cincinnati-Covington and Indianapolis.

Tuesday, November 10, 2009

5 tips From Dale Carnegie on Boosting Courage

Would you like to have more courage? Here are five short rules, which, if you will follow them, I guarantee will increase your store of fortitude.

  1. Act as if you were courageous. This makes you a bit braver as if one side of yourself had been challenges and wished to show it was not wholly afraid.

  2. Pause to reflect that others have had to face great discouragements and great obstacles and have overcome them. And what others have done, surely you can do.

  3. Remember that your life forces move in a sort of rhythm and that if you feel depressed and without the power to face life you may be at the bottom of the trough; if you will keep up your courage, you will probably swing out of it by the very forces which at the moment are sucking you down.

  4. Remember you feel more defeated and downcast at night than during the daylight hours. Courage comes with the sun.

  5. Courage is the measure of a big soul. Try to measure up.

from the writings of Dale Carnegie in Dale Carnegie’s Scrapbook

Wednesday, October 14, 2009

What Is The Secret To Selling In A Tight Economy?

OK gang. Keep your voices down 'cause I'm going rogue.

We know that the economy has been very tight - tight as in a very difficult and troubling time, not tight as in "That Silver Mustang I checked out yesterday is Tight!"

When the economy is tight, your clients and prospects get tight-fisted. They hold onto every penny and review all expenditures. Sales people all over are finding this very challenging time, in part because of this corporate tight-fistedness. But they are also having a difficult time selling because they are still using methods they learned when the economy was Tight in a good way.

Now when you have an economy that is Tight and everything is working really well, business owners are less tight-fisted. They are governed by a possibility mindset, and you use a certain set of sales skills and tactics to close business.

Selling to them in this environment is just a whole lot easier overall.

However, when the economy is tight, like it is now, your prospects are governed by a different mindset. They don't have a possibilities mindset; they are looking for ways to survive.

As a result, sales people are hit with a Perfect Storm of bad economic luck. Owners of businesses are tight fisted and sales people are selling with the methods that they developed when the economy was working well. All of this is a recipe for slow sales, frustrated sales people and disappointed sales managers who are not making their revenue projections.

If you are a sales person, what do you do to effectively navigate this Perfect Economic Storm that we are currently facing?

You go find yourself some Tight coaching from a professional sales coach.

You find someone who has sold through tough economic times as well as when the economy was humming right along. You find someone who can provide you with some fresh ideas on how to get through to decision-makers that are saving themselves time by using technology to block out poorly trained sales people. You talk to a sales coach to discover ways to move more prospects through the sales pipeline and turn them into paying clients using both traditional and cutting edge sales tools. You find someone who can provide you with an unvarnished look at yourself and at what you are currently doing so that you can get to the next level in the sales game.

And while finding and leveraging such a coach will involve a serious investment in time and money, you can get a jumpstart on the process in as little as 16 hours over a 2-day span at a very, very Tight price.

Imagine, having access to your own coach who can provide you with ideas on what is currently happening in the world of sales today, right now. Imagine working in a sales lab where you get to experiment and test some of the latest innovations in sales technology in addition getting comfortable with the basic principles of communication and human interaction.

In this two day, sixteen hour sales lab, you will:

  1. Learn what it really takes to build rapport with your prospect.

  2. Identify the hurdles of modern day cold calling and leverage them to your advantage.

  3. Identify 4 classes of questions that will channel your prospect's attention where you want it.

  4. Identify, expand and bridge the needs gap that will have your prospect begging you to solve their problem.

  5. Leverage nine principles to help you get past the "gatekeeper" and turn them into an ally and a valuable source of information.

  6. Discover 5 levels of listening and why you don't want to be at level one, two or three.

  7. Learn a 6 step strategy for quickly determining the nature of an objection and if you should address it at all.

  8. A three-point method of creating a solution that will have your prospect demanding you for more.

Here at Dale Carnegie Training, we are no stranger to tight economies or prosperous ones. Dale Carnegie Training has been around for almost 100 years and we've seen some pretty hard times as well as some pretty highflying times. The methodology that we have pioneered has flourished because it adapts to and leverages the conditions of the times while maintaining its foundation on human principles of communication and interaction. We never stop growing.

And neither should you.

Now, here's the rogue part.

Connect with me on Twitter by logging in and either running a search on larryprevost or go up to the "Find People" tab and searching for larryprevost.

When you find me, hit the follow button to follow me. Then, in the "What are you doing?" box, type in "@larryprevost That Mustang is Tight!"

I'll get the message, connect with you and direct message you a code that you can use to register for the lab class. But you have to follow me. Otherwise I won't be able to send you a direct message.

We can't give you a Mustang, but we can give you a discount and this code will let you call in and register at a hefty discount off the regular price.

But connect up before 4:00 today (Oct 14, 2009).

Because you know we can't do this all day!

Program Number: CS164

Program Date: Oct 15 and Oct 16 (Thursday and Friday)

Program Time: 8:30 AM to 5:00 PM

Program Location: Corporate College - Cleveland Western Campus

Wednesday, October 7, 2009

Dale Carnegie Conducts World Class Customer Service for Defense Commissary


The Defense Commissary Agency Looks to Dale Carnegie Training
To Bring Customer Service to the Next Level

HAPPAUGE, NY (September 30, 2009) - Dale Carnegie Training®, an international leader in performance-based workforce training and solutions, has been selected by the Defense Commissary Agency to put its 18,000 employees, assigned throughout the world, through World Class Customer Service training.

Working under a contract awarded June 26, Dale Carnegie Training made history as the first organization to facilitate 648 training workshops in two months time. Dale Carnegie Training’s customized approach is expected to advance DeCA’s level of service to its customers from “excellent” to “world class.” Workshops, conducted almost simultaneously across the globe to ensure all participating associates are effectively trained within two months, began Aug. 15 in three stateside locations and Aug. 17 overseas.

“With today’s economy, it is paramount that our customers experience the same level of customer service at all of our locations in the U.S. and overseas,” said DeCA Director and CEO Philip E. Sakowitz Jr. “Our customers, the men and women of the armed services and their families, deserve the very best we can offer in the way of products and services,” he continued, “so the first step in our self-improvement is to provide customer service training to all our employees – from those at headquarters and region offices to every store associate in every commissary, worldwide.

“The workshops Dale Carnegie will be providing under our contract will help us take our already excellent customer service to the next level,” Sakowitz added.

One employee who has been with DeCA for only a few years, Christopher Hawthorne, store associate at Fort Lee, said he welcomes the opportunity to improve customer satisfaction through the World Class Customer Service training.

“I really love working at this store,” he admitted. “There’s great chemistry with everyone who works here, and the customers are really nice. But there are times when a customer will come in – someone who might not be having a good day – and I won’t know what to do to make it better for them. So, maybe with this training, I’ll learn how to handle customers like that – rather than having to go to get the manager or director.

Dale Carnegie’s World Class Customer Service training takes DeCA employees through a four-phase training improvement cycle, which includes reinforcing a positive attitude, building a knowledge base, applying knowledge to work situations and developing skills. Workshops consist of 30 people in each of the 648 eight-hour sessions. The two-month training cycle ends Oct. 16 with a workshop at Fort Lee, Va.

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About Dale Carnegie Training®

Dale Carnegie Training® partners with middle market and large corporations as well as organizations to produce measurable business results by improving the performance of employees with emphasis on leadership, sales, team building and interpersonal relations, customer service, public speaking and presentations and other essential management skills. The courses are available in 27 languages throughout the world; they cover the entire United States and reach over 80 countries. Dale Carnegie Training® includes as its clients 400 of the Fortune 500 companies. Approximately eight million people have experienced Dale Carnegie Training®.

Dale Carnegie’s corporate specialists work with individuals, groups and organizations to design solutions that unleash your employees’ potential, enabling your organization to reach the next level of performance. Dale Carnegie Training® offers public courses, seminars and workshops, as well as in-house customized training, corporate assessments, online reinforcement and one-on-one coaching.

Media Contact:
Brooke Mahaffey, ( 216) 393-4617, brooke_mahaffey at dalecarnegie dot com
Lance Tyson, (216) 663-2500, lance_tyson at dalecarnegie dot com

Defense Commissary Agency

The Defense Commissary Agency operates a worldwide chain of commissaries providing groceries to military personnel, retirees and their families in a safe and secure shopping environment. Authorized patrons purchase items at cost, plus a 5-percent surcharge, which covers the costs of building new commissaries and modernizing existing ones. Shoppers save an average of more than 30 percent on their purchases compared to commercial prices – savings worth about $3,400 annually for a family of four. A core military family support element, and a valued part of military pay and benefits, commissaries contribute to family readiness, enhance the quality of life for America’s military and their families, and help recruit and retain the best and brightest men and women to serve their country.