Sales Training – Great Sales Success for Women (and Men Too!) Key #2

In this 10 Key article series, learn how to catapult your career, your sales and your life through learning superior ‘Saleswoman-ship.’ Key #2 is Avoiding Self Deception

Self Deception

Bob Broadley, one of the top insurance salesmen in Australia puts it in strong terms. He says that the single biggest failure sales people make is self deception. He said he wasn’t ‘born with success.’ He had to study the most successful sales people he could find.

His advice? “Don’t fool yourself into thinking you’re selling when you’re not in front of the right number of people every day.” Working eight hours per day is not the point. It’s what you do those eight hours that counts.

If you’re not in front of enough prospects, you won’t sell enough to make your target. And how do you get in front of enough prospects? By making enough appointments. It’s that straight forward. “Yet many people fool themselves thinking they are selling when in fact they are doing busy work,” says Bob.

“You must know your daily targets for finding prospects and do that first. That means making appointments and seeing prospects. All else is secondary.”

Look at the list of success preparation points at the beginning again. All of them have to do with planning your targets and workloads so that you put yourself in front of the necessary number of prospects.

Remember, the difference between success and failure often is neglecting to break down the overall target into daily targets and tasks.

Let’s look at advice from people who succeed year after year. How do they put this principle into practice?

One salesman with a world-wide reputation for success is Ove Sjgren from Electrolux in Sweden. He has calculated his yearly target and broken it down to a daily figure. He knows exactly how many sales he must make per day. He knows how many prospects he must see each day.

He stresses that staying at the top is easy if you know how much you must do every day and you do it.

Not me!

“Oh, daily targets don’t relate to me,” many people argue. That’s the biggest misconception we hear from seminar delegates. They really believe they can’t break their activity into daily targets.

This is the first mental adjustment change we must all make if we are to succeed in selling. Sales come about from methodically carrying out the right practices, day in and day out.

Whether we sell large systems to governments which require three years to close, or retail products to customers which take three minutes to close, we still have to calculate which daily component parts will lead us to success. Even if we only want three customers per year, we’ll have to be negotiating with six, nine or twelve prospects constantly. We need to know how many and keep this running orderly and constantly.

In the research undertaken for Secrets of the World’s Top Sales Performers, we found that every single top sales performer in every industry knows their daily sales target and daily activity schedule. Did their companies tell them? No. They’ve calculated it themselves. It’s exactly what we all must do if we want true and lasting success.

There are 10 Keys in the Great Sales Success for Women Series.

Visit http://great-sales-training.com/ for more information

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Graduation Gowns

Graduation Regalia

Doctoral Gown

The doctoral gown is usually worn by members of the faculty and students who have a doctorate degree. Different institutions have different colors for their gowns. Some of the standard features of this gown are brass zippers, cord trim, seams, yokes, velvet front panel and velvet bar. A doctoral gown could have pockets and pleats as well. The doctoral gown is usually made using different materials and among the common ones are half silk, silk and polyester. The doctoral gown is usually worn with the graduation tam and hood in ceremonies to complete the graduation regalia. Institutions can buy the gown in bulk, which is cheaper, from online stores and offline stores.

Graduation Information On The Internet

Graduation information is available all over the internet. You’ll find multiple links which can assist you in your research. Gordon International offers a lot of information which can be useful to anyone ordering graduation regalia but if you’re looking for specific history please see the link provided below.
The Following Site Offers Great Information About Graduation:
http://en.wikipedia.org/wiki/Academic_dress wikipedia provides the searcher with a great information source for any type of search. You can go to their search wiki and place an random search in the engine and you’ll come across a few useful sources & articles.

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When conducting due diligence research work, part of the process is free online searches for criminal records. You will be amazed to know how much you can learn through the Internet alone. A diverse medium, the Internet offers several web portals to tons of public record information which can help you with your free online searches for criminal records. Below are some of these websites, along with brief descriptions of the type of information they contain.

Just one more thing before conducting your free online searches for criminal records using the list of site below, understand that there is no such thing as a “nationwide” database of public records available either on line or off line. The closest you’re ever going to get to a nationwide database is the FBI database and that is not considered public information. Therefore, your only choice in widening the scope of your free online searches for criminal records is to check out every available database out there. Doing it online is much cheaper and way more convenient than having to go out there and manually retrieving information from office data files.

Free Online Searches for Criminal Records: http://ATF.Treas.gov – ATF Online

ATF Online website is an initiative by the Bureau of Alcohol, Tobacco, Firearms and Explosives (U.S. Department of Justice) in its continuing effort to combat violent crime in cooperation with other federal, state, and local law enforcement agencies. The site provides a list of most wanted individuals upon whom outstanding warrants of arrests were issued.

This is an excellent website to check out while doing your free online searches for criminal records. Here you can find wanted persons who fit the following description: seriousness of the crime committed, past criminal record of the defendant, potential for the defendant to be a dangerous menace to society based on the current or past charges, and belief that publicity afforded by the program will be of assistance in apprehending the wanted person.

Free Online Searches for Criminal Records: http://USDOJ.gov – U.S. DEA

The U.S. Drug Enforcement Administration keeps a list of DEA fugitives. You can use this as a resource in your free online searches for criminal records. The list includes the first and last name of the fugitive, accompanied by a photo. If you click on any of the names, the page will show you some more additional details about the person, such as offense information, jurisdiction, alias, race, last known address, et cetera.

Free Online Searches for Criminal Records: http://BOP.gov – Bureau of Prisons

The Federal Bureau of Prisons is responsible for the custody and care of sentenced Federal inmates, as well as a significant number of pretrial detainees and pre-sentenced offenders for the U.S. Marshals Service and the Immigration and Naturalization Service. This is also another excellent resource that would greatly aid you in your free online searches for criminal records. Use the inmate locator to search for a particular subject in a particular prison facility. There also links where you can learn about visiting information, as well as an explanation of the differences between Federal, state, and local inmates.

Free Online Searches for Criminal Records: http://USTreas.gov – United States Secret Service

Another government agency that keeps online lists of most wanted individuals is the U.S. Secret Service. You can also use the information and photo provided in your free online searches for criminal records.

Find Anyone, Anywhere, Anytime… Dig Up Dirt on Anybody… Even Uncover Secrets and Closely-Guarded Information… Plus, Do It All Legally and Without Anyone Ever Finding Out! Visit the Criminal Background Check site for more information.

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Perhaps the nations most well known anti drunk driving organization is Mothers Against Drunk Driving (MADD), they have catapulted this issue into the forefront of American culture and in the process have helped to make Driving Under the Influence (DUI) laws tougher in every state in the country. These tougher laws come with increased penalties and social ramifications.

1- Every state has taken a serious stand against drunk and drugged drivers. Perhaps the toughest state is California, which has received an overall grade of B+ from the Mothers Against Drunk Driving organization. While Montana received an F from the same group, using the same set of criteria. As you can see, it pays to follow the DUI laws, as you never know how they will affect you as you travel from state to state.

2- These laws are based on statistics such as these from the National Traffic Safety Administration:
In 2003 of children 15 years of age and younger that were killed in car crashes, 21% died in drunk driving accidents.
In 2004, 39% of all traffic fatalities were the result of driving under the influence.

3- Because of these statistics and the DUI laws that follow them, drinking and driving is becoming one of the most social condemned crimes of recent history. If you are convicted under any of the numerous DUI laws that are on the books today, you not only face the legal ramifications, but you also face being socially black listed. More and more people are turning away from acquaintances who drink and drive.

4- You can lose you job if you are convicted of this particular crime. Not only can you spend jail time and fines, but your employer may actually have a policy built into the company handbook.

5- Today, there is more than ever to think about before you sit behind the wheel of a car after you have been drinking. Be smart, call someone to drive you home, or stay where you are. It might be incontinent now, but could save you so much later.

Visit http://duilawsinfo.com or http://www.dui-in-illinois.info to learn more about DUI in Illinois and DUI penalties.

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Using a sales letter is a great way to get the attention of people that might not otherwise hear about you. Sales letters can be used as copy for web sites, sent to other businesses that might have a use for your product or service, or even just distributed to individuals.

The hardest part about getting a great sales letter, though, is coming up with fast selling words to sell yourself without sounding too pushy. One way to get your creative juices flowing is to simply pick a word and run with it.

All you need to do is let go and see where your thoughts take you. It doesn’t really matter where you start; all that matters is that you did!

Put your pen on paper and start writing anything that comes to mind. Don’t let your critical voice take over. You’re not allowed to change anything, just write the first thing you think of.

Think of a blind date. It will probably be awkward, but you will find SOMETHING to talk about. Writing is exactly the same.

Once you get started, the words start to help you. The page will create its own rules telling you to know what to write next.

Although good writing begins with a single word, there is a little more to a sales letter than just letting words leak across a page. In the past few years, many writers have found that there are certain types of openings in direct mail that are more effective than others. These work just as well for email letters and for web sites.

Here are some of these ideas to keep in mind when you are trying to structure your opening.

1) State the offer. This is so simple many people never think of it. Put the offer right at the top of your page in a headline or bold type. The offer includes the product that is for sale, its price, the terms of the sale, and the guarantee.

2) Announce it! If you have something new, start your letter with this important information. Nothing gets attention and builds excitement like the word NEW. I always put it in all capitals to give it added excitement.

3) Flatter the reader. There is nothing a customer likes more than to feel as though they are set apart from “the crowd”. Describe the type of person who would probably be one of your best customers. Tell why the way they feel, work, think, or play is important and deserves attention. Use the word “YOU” as often as you can.

4) Use a provocative quote. Quote a famous person or a customer. The quote should arouse curiosity. It should make the reader want to find out more about your product.

After you have your opening, good copy will usually follow suit. Just remember to use catchy phrases and not over hype the product. If something seems too good to be true, most people will probably disregard the offer. Ending with a PS is a nice touch, but remember that many people read the PS before they read the actual letter.

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If you have ever been to a large brick and mortar casino, you undoubtedly noticed the large video poker bays. These little computerized screens always tend to have a crowd, and what’s more, they tend to have a local crowd. Do the locals know something that you don’t?

No, they don’t. They don’t have a particular edge over you in any way (unless of course they practice more or you are intent on losing money). Video poker machines are calculated to have roughly the same odds as table play, so they don’t have an advantage there.

The locals may be playing the video poker games because video poker games are less intimidating than table poker games. There is no dealer across the table watching you, and there are no other players around you to see if you make a mistake.

Another reason that locals tend to prefer video poker games is just that reason: they are local. So, they may know the table dealers, of other people who commonly play at the casino. The last thing they would want to really lose big in front of their pesky next door neighbor, or the woman who works at their neighborhood grocery store. Video poker games offer anonymous play, but they still have the potential for big pay outs.

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Microsoft bought Navision, Denmark based software development company, along with Great Plains Software. Now Microsoft Business Solutions offers the following ERP applications: Navision (former Navision Attain), Microsoft Great Plains (former Great Plains Dynamics/eEnterprise), Solomon, Axapta. Formerly Navision had strong positions in Europe. Now it is being promoted in USA and Europe. Navision has a quite advanced manufacturing module.

We would like to give you manager, information and guidance concerning the Sales module of Navision

• Focus on Relationship with your Client – The main objective of Navision Sales is to improve your relationship with your client, therefore this module was designed to store and relate all information concerning transactions with a certain client, or group of customers.

• Marketing Tools – The Sales Module also gathers and filters important information pertaining to Marketing decision making, based on your company’s criteria and set up, the system is prepared to provide only the truly relevant data.

• Task lists – The best way to have control over the tasks given to your employees. They know what they have to do, and management knows whether they have completed it or not. Being that these lists can be automatically updated, based on activities performed throughout the system, and also with Microsoft Outlook interaction.

• Opportunity Management – The Sales Module can even control and flag your opportunities, including substitute products, sales campaigns, discounts based on product and customer (or families of products and customers).

Reporting Options – Aside from the powerful internal reporting tool which requires an in-depth knowledge of C/SIDE to make it useful the other options are:

• Jet Reports- Jet Reports is a complete reporting package utilizing Microsoft Excel. Using Excel you can create reports on any table of data from within any granule in Navision.

• C/ODBC – Using the ODBC driver, the entire Microsoft office suite and programs such as Crystal Reports can access the database. I would recommend using this tool for occasional reporting requests only. If you need to pull data out of the Navision database on a regular basis one of the other options is a better choice

• Business Analytics (SQL Server Required) – Using Online Analytical Processing (OLAP) from Microsoft SQL Server 2000, Business Analytics organizes all of your business data into information units called cubes. Using a familiar Microsoft Outlook®-style interface, Business Analytics presents this information to your desk top where easy to use analytical tools allow you to carry out targeted analysis that is tailored by you, for you

• XBRL – Extensible Business Reporting Language (XBRL) for Navision enables simple and dependable distribution of all a company’s financial information and ensures smooth and accurate data transfer. XBRL is an XML-based specification that uses accepted financial reporting standards and practices to export financial reports across all software and technologies, including the Internet

Good luck in customizing and reports design and if you have issues or concerns – we are here to help! If you want us to do the job – give us a call USA: 1-630-961-5918, 1-866-528-0577, Europe: +49 231 4387600 help@albaspectrum.com

Andrew is CTO in Microsoft Business Solutions Partner Alba Spectrum Technologies ( http://www.albaspectrum.com ) – USA nationwide Navision, Great Plains, Microsoft CRM customization company, serving clients in Chicago, California, Arizona, Texas, Florida, New York, Georgia, Washington, Colorado, Canada, UK, Australia, Germany, Moscow and having locations in multiple states and internationally.

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Sporting equipment has a very big interest in modern society because of how widespread an effect sports has on the world. People get sporting items of all varieties including sportswear clothing, squad clothes and sporting kit. The fastest way to narrow down where to discover your sportswear supplies is to establish what you are looking for.

The internet is the most ideal place to try to find the consumer products you want. You can uncover a surplus of high-quality sporting shops online that offer anything & everything interrelated to sports. Even though you do have to pay for delivery & wait for your manufactured goods to be mailed to you, the range of products you will have will be far more than those in the actual outlets.

So where do you even begin to look you may well say. If you need sportswear equipment, there are an assortment of nationwide sportswear outlets that offer a mixture of sporting goods. These retail shops are ideal as you can find items for all types of sports in one central location in addition to footwear, sports clothes, outdoor clothes and swimming gear.

The downside to getting sporting kits at a generic retail store like these is that you might not acquire the finest quality stuff on the market at the moment. Indeed you can obtain quality gear, but just not always the top of the line. In order to acquire the top of the line sports gear you will have to go to a retail outlet that exclusively sells what you are searching for. If you require football kits then go to a store that specialises on football. If you need a specific baseball bat, going to a baseball specialist store will allow you a better possibility of finding it.

Another type of sporting item that brings in loads of returns is team sporting gear. The ideal way to prove you love for your favourite premiership football team or golf team is to put on their kit. Whether you want a team’s hat or a favourite sportsperson’s jersey, there are oodles of stores on the World Wide Web & shops that you can try to buy what you are searching for. One of the best shops for sporting gear on the Web is Sportswear-Equipment.com. Find excellent prices on ladies golf equipment.

Related topics of interest include: Formula One Merchandise & Buy Toys.

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Overseas companies receiving interest on borrowings utilised in India are liable to receive such interest subject to applicable withholding taxes in India.

In a recent ruling the Authority for Advance Rulings (AAR) has held that interest on debentures paid to an investor, who is a resident of Mauritius, is subject to withholding tax in India, unless it is specifically exempted.

The AAR had been approached by an Indian company for ascertainment of its liability to deduct tax at source for payment of interest on partly-convertible debentures to a company incorporated in Mauritius. The Indian company argued that the interest income payable was exempt from tax in India owing to Article 11(4) of the Indo-Mauritius tax treaty. In terms of Article 11(4) of the treaty, interest arising in Country A derived and beneficially owned by any person who is a resident of Country B shall be exempt from tax in Country A subject to and to the extent approved by the Government of Country A provided that the transaction giving rise to the debt claim has been approved in this regard by the Government of Country A.

It was contended by the Indian company that all conditions laid down under Article had been met as (a) the recipient of interest was a resident of Mauritius and beneficial owner of the debentures, and (b) the Indian company had obtained Reserve Bank of India approval for payment of interest on debentures, which approval amounted to approval by the government.

The AAR, however, held that Reserve Bank of India’s approval was under the Foreign Exchange Regulation Act whereas tax exemption under Article 11(4) can be granted only by the finance ministry. In the absence of any tax exemption accorded under Indian tax laws or the tax treaty, the Indian company was obliged to deduct tax at source at the prevailing rates in force. Mere approval from the Reserve Bank of India for the issue of such securities to a non-resident does not imply approval for tax exemption, the AAR said.

Alishan Naqvee has substantial experience in areas of transactional law and dispute resolution and he regularly authors articles on Indian legal issues.

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Elliptical trainers, sometimes referred to as cross trainers, are a new form of exercise equipment rapidly becoming the most popular piece of fitness equipment in gyms and homes around the world. Elliptical trainers are a good choice for anyone desiring a safe, total body work out. Ellipticals are one of the best weight bearing total body fitness exercise machines on the market today and no other fitness equipement offers as many benefits.

My Personal Experience On The Elliptical
I have to admit when I was first introduced to an elliptical trainer I was a bit skeptical about its ability to furnish a whole body workout. Boy was I (pleasantly) surprised however by the results. The elliptical is now a personal favorite for my husband and I, who use it religiously. Both of us have knee problems that do not affect us when working out on the elliptical. It’s quite easy to get your heart rate up when using an elliptical machine, but you don’t feel like you are ‘pounding pavement’ and killing your joints.

Elliptical Trainers: How Do They Work?
Elliptical trainers work much like a stair climber only they reduce the impact to your knees and joints. They provide you with footpads to stand on while you exercise. You hold onto handles that move in a manner much like you would if cross country skiing. Elliptical trainers allow you to engage in weight bearing exercise, which helps build muscle and strengthen your bones. Unlike jogging or running, elliptical trainers provide a total body workout without severely impacting your joints including your knees.

Most elliptical machines have a crank arm attached to a bar at one end of the machine and an axis at the other end of the machine. The axis then rotates when the bar moves and the end moves in a flat back and forth direction. Resistance for elliptical machines is created either through a band that attaches to the fly wheel or by magnetic resistance (most higher end models feature magnetic resistance). The motion of an elliptical machine is smooth like a bicycle ride. You can also switch your movement into reverse and rotate the areas of your legs you are working.

An elliptical machine provides continuous movements that are smooth and non-jarring. That is why so many people prefer them to the abrupt and impactful movements of a treadmill or other exercise machine. An exercise bike may provide the same smooth motion. You can’t however work your upper body the same way using a bicycle that you can when using an elliptical machine. Likewise, swimming also provides excellent smooth exercise for all body parts, but it doesn’t provide weight bearing exercise. Study after study suggests that it is important for people, especially women, to engage in weight bearing exercises to help boost bone density and muscle strength.

Benefits Of ‘Elipticizing’
Using an elliptical trainer provides many benefits including:

1. They are easy to use.

2. They are good for patients with knee problems or those looking for a low impact but effective form of cardiovascular exercise.
3. You can adjust elliptical trainers to meet your fitness level.

4. Most come with built in heart monitors so you can check your fitness progress.

5. Elliptical trainers provide a total body workout, exercising the arms and legs at the same time.

6. If you own an elliptical trainer, you probably won’t need another form of exercise equipment.

Even better, you can select from various types of elliptical workout machines to suite your personal needs. Some for example are built for home use while other higher end models are exclusively built for gyms (though many home owners prefer these because of their exceptional quality).

History of The Elliptical Trainer
The elliptical trainer first started gaining popularity during the 1990s. During this time studies began showing that elliptical trainers provided superior benefits over other forms of exercise like bicycling or running. Elliptical machines offer total body routines without high impact exercise. Traditional versions initially only worked the lower body with stable, unmoving handlebars. Fortunately the elliptical trainers of today feature movable handles that offer a more complex and sophisticated workout. Users can now workout multiple areas of the body in one session, rather than jump from machine to machine to get total body benefits.

About The Author:

Antigone Arthur is a successful freelance writer with 10 years of professional experience providing consumers with informative articles on such topics as
elliptical trainers, elliptical machines, and elliptical trainer reviews.

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