Category Archives: Sales

The Consumer is DEAD!

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I don’t know about you but I am sick and tired of hearing in the media that consumer spending is over. Let me ask you a question, “Did you go all weekend without spending?” I am pretty sure that about 99.9% of you are going to answer the question with a “No”! But Dave, I had to buy food or I bought something I needed. Well, that brings me to my point, people are going to continue to spend, but they will spend on what they feel is of value to them. As I have written in my book “Anatomy of Sales” one of the reasons your clients will buy is value.

VALUE – Value is different from person to person. Value is relative to the service you are offering, what the client has paid in the past, how bad the client wants it, and how your client perceives the price between you and your competitors.  It is imperative to demonstrate a value that seems equal to or greater than the price your client is paying.  If you create a perceived value greater than the price you are charging; you are more likely to have your client buy more.

So, remember the next time you hear someone say, “The consumer is DEAD” they are wrong. What you need to say to yourself, “No, consumers will spend, but I need to create value.” You see, if the value is greater than the price you are charging your clients will continue to buy. If you need to add value start today and you will amaze everyone else when you tell them my training is going strong!

Coach Dave

Web 2.0

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Do you want to succeed in building a solid clientele? If you answered yes to this question than in order to survive in this technological world you need to use the Web 2.0 tools available to you.

You may have heard the term Web 2.0 and wondered what are they talking about? Web 2.0 is a buzzword, which describes the trend in the use of the World Wide Web as a platform and the new technologies that are being used to share information and establish online social communities. Essentially, Web 2.0 allows trainers to be able to do two things.

C:UsersAnne VioletteAppDataLocalMicrosoftWindowsTemporary Internet FilesContent.IE5YK60PBRRMPj04393500000[1].jpgFirst, it allows us to connect with our prospects and clients. And second, it allows us to be heard as experts in our field.  It has never been easier than now and with the explosion of all the social networking sites, like Facebook and MySpace, blogs, podcasts, and wikis.  Have you embraced the new trends or resisted them?  If you fail to adapt and use these new trends, there is a good chance you will be left behind.  Also, it is no longer “good enough” to just meet a couple of times a week with your clients. You need to try and interact with them in some form almost everyday and this can be accomplished with all of the new platforms and technologies.

 

Excerpted from “Anatomy of Sales”

If you build it they will come!

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Have you seen the movie, “Field of Dreams” with Kevin Costner? Well, if not I highly recommended it because it is a classic. Now, the reason I mention this movie is because today is opening day for MLB. Every year my wife and I go to the Ball Park in Arlington to see the Texas Rangers on opening day. Today was a great day. Maybe a little cold, but the Rangers won 9-1 and it was their first win on opening day in over six years. I know, it is tough to cheer for a team that has only won a few playoff games in their entire existence as a team but opening day is a chance for a new season. A rebirth of sorts and what I want to talk to you today about is, today can be opening day for you and your training business.

You see, you do not have to wait until next year to start over and have a fresh year ahead of you to begin to change. Today, is an opportunity to change the way you have been approaching sales with your prospects. If you are tired of getting the same results then you need to change and I can help. How can I help? Well, I have been helping trainers build a solid training business for years now, and I can tell you that the days of high pressure sales are done. If you want to build a clientele that will pay you what you are worth then you need a system. A system that will have you determine which clients you want to work with and ones that are better left to someone else. A system in which every year you command more for your services. A system that will have client’s contacting you instead of you calling on them.

The game has changed and if you want to build a strong clientele then check out “Anatomy of Sales”. I personally guarantee you that if you do not increase your personal training I will give you your money back. However, I am confident that if you put the principles to work, you will start to build a clientele that will be with you for a long time. 

So in conclusion, I want to leave you with a scene from the movie “Field of Dreams”. At the end, James Earl Jones, tells Kevin Costner,” Ray, if you build it, they will come”, and although I am no James Earl Jones I can tell you, that if you take just one of my principles and put it to work for you they will come and you will realize your dreams!

The fastest way to a six figure income

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I am sure you have heard the saying, “If you fail to plan then you are planning to fail!” Don’t just take my word for it see what a study from Harvard showed on the benefits of planning.

Plan – The best sales people review every detail and plan in advance. There was a study conducted at Harvard Business School that showed how important it is to a business to have a written plan.  The study was conducted over a twenty-five year period and tracked 1,600 businesses.  These were the results:

·      70% of the businesses in the study had no written plan or verbal plan

·      27% of the businesses in the study had verbal goals only

·      3% in the study had them written down

·      98% of the wealth was held by those 3% of businesses who had them written down

the proof is in the pudding. Start planning today even if it is a plan for the next 90 days. Doing something is the action step here.

Coach Dave

Excerpt from “Anatomy of Sales”