"Everyone who has attended the class has enjoyed it immensely,
and found great value in your processes. I have not seen a
better method for prospecting in any sales literature or class."
Peters, Training Specialist
have I seen as a result of the training you provided? Salespeople
who are confident about what they are doing, excited about
careers, and excited about their financial future."
Vice President of Sales
H&W Computer Systems, Inc.
"We have never had a sales class in this department that
so immediately affected the bottom line of the company. I
would highly recommend your
class to anyone who wants to jump-start their sales."
M. Hooper, Sales Support / Training Manager
"I have been successfully selling in high-tech for over
30 years and it has become extremely important to be able
to not only keep up the skill level but to learn new and better
techniques to save time and make it count. Your approach certainly
did that for me."
Bellows, Director Strategic Accounts
Micro Focus, Inc
"We sold more during the demo calls that we invested
in the training. Now that is ROI! I've participated in a lot
of training in my career, but I've never seen a program that
impacted performance so directly.The workshop clearly exceeded
National Cable & Television Institute
"Confidence levels have skyrocketed. We are actively
measuring numbers of new quality contacts, number of new deals
generated, size of
pipeline, etc. and all are on the rapid rise. I now can say
with confidence that we have the right sales tools to effectively
grow the business like we want."
Willson, District Manager
"My team has been raving over how easy and helpful this
system has been in getting them the appointment and in front
of the client. Please
continue the good work and we will be sure to have you back
for our next training session!"
Abee, Director of Sales
Valtech Technologies North America
Business "Lessons" Learned
By Ron S. LaVine
President of Intellworks Sales Training, Inc.
1. If a business or an idea does not exist, create it.
Create your own future by being open to change. As one door
closes another one opens. I've created two businesses that
did not exist since I was laid off in December of 1994.
2. Be willing to take risks, however, make them calculated
risks by taking the time to develop and write a business
3. Place a heavy emphasis on marketing by answering these
Who We Are
What is the purpose of your page?
Why are you in business?
What We Do
What are the products or services you are offering?
What Makes Us Unique
How are you different from others? What is your (USP) Unique
Why Use Our Products or Services
Why would people want to do business with you?
How You Benefit
How does your potential customer benefit?
For example: A feature is a car door lock.
The benefit is the door cannot open when locked and therefore
you cannot fall out.
Benefits are usually stated in terms of faster, better or
less expensive (cheaper).
Who We Work With Client lists establish credibility as do
testimonials or comments from satisfied customers.
The Next Step
What action is the visitor directed to take?
For example: buy a product, request information on a service,
subscribe to a newsletter, etc.
4. Develop an email newsletter to keep your name in front
of your clients on a regular basis. One of my two e-mail
newsletters comes out 52 weeks per year. Find content that
helps prospects and customers with their business.
5. Establishing a presence on the World Wide Web is critical
especially, if you do business nationwide or internationally.
6. Keep your eyes open for new opportunities. See if you
can find a faster, better or cheaper way to perform a service
or make a product.
7. Keep the overhead down. Expenses and lack of marketing
will put anyone out of business.
8. Set up a Board of Advisors (not directors) composed of
people you respect (professors, business people, friends,
etc.). Seek their advice when necessary.
9. Enroll in classes and read books. Learn, how to do, what
you do, better. Classes on selling, marketing and business
skills are especially valuable.
10. Believe in yourself. You can if you think you can. Actions
follow thoughts. So think good thoughts and focus on the
11. Exude passion, excitement and enthusiasm when speaking
about what you do.
12. People want to do business with people they know like
and trust. Building credibility is crucial.
13. Right after completing a successful assignment be sure
to ask your client for a testimonial letter. These letters
make very powerful marketing tools and enhance your credibility.
14. Persistence is key. Don' give up. It took 9 months to
land my first client.
15. Take time to enjoy your success.
Ron LaVine, MBA is president and founder of Intellworks,
Inc., a sales training firm located in Oak Park, CA. You
can get a special report “41 sales Tips You Can Use
Right Now” plus Section One of The Cold Calling for
Sales Success Workbook AND the free bimonthly Sales Tips
for Selling Success eZine all by signing up at www.intellworks.com/free_tips_signup.htm.
If you would like information on Cold Calling Sales System
for Success Live Sales Call Training please call Ron at
818-991-6487 PST. Copyright 2004 by Intellworks, Inc.
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