Up Your Sales Game

Join us next week (June 15-19) in Dallas for our live freight broker course if you'd like to up your sales game. 

We are happy to have Bryan Flanagan back next week as a guest teacher. He is by far the most sought after sales trainer in the country.  He guarantees three outcomes: each participant will be educated, encouraged, and entertained.




Here is a little about Bryan:

A dream born in 1972 became a reality in 1984 when Bryan left the corporate world of IBM to pursue his passion for teaching and training.  Since that time, he has interacted with 4,096 groups, traveled 3,330,972 miles, and trained 731,451 people.  And, yet, he claims his future is still ahead of him!

During that time, Bryan has realized he has a passion for the sales profession, for salespeople, and for those who desire to increase their presentation skills effectively and in a professional manner.

Bryan began his career as a delivery boy for the IBM Corporation in his hometown of Baton Rouge after graduating from Louisiana State University.  He then invested the next 14 years as a salesman, a “people” manager, and a sales instructor at IBM’s national training center.  In 1984, Bryan joined the Zig Ziglar Corporation in Dallas, TX. 

One thing you can count on . . . Bryan has fun during his presentation and so do his audiences.

It really is a blessing that we are able to provide our students with extraordinary speakers and trainers.

This month (June 15-19) we will actually have two top ranked sales experts in the house:  Bryan Flanagan and me.  I was born with an ability to sell.  Bryan is a real pro. 

Give me a call with any questions:  214-206-1169  or visit our website:  www.transportationtraining.com

Moving forward,

Jeff Roach
www.transportationtraining.com

Presentation Skills

I took a class on public speaking in high school.  My teacher told us that this was the most important class we'd ever take.  At the time I thought the teacher was just tooting his horn but now I understand.  I need presentation skills throughout life.  As a freight broker every meeting and every sales call is a presentation.  How I present my services is just as important as the content.  Because no matter how good a freight broker I am, if I don't present my services well to my potential client I most likely will not land the shipping contract.

Here's a blog post from a trainer friend, Honey Shelton of Interaction Training.  Read and enjoy.

When a presentation or speaker amazes you, do you ever stop to think you are seeing only the last 20 minutes of a process that took hours or work? On average presenters devote 20 to 60 minutes of time for each minute of a finished presentation. That means that a 10-minute presentation can take up to 6 hours to prepare. Keep everything organized when you are working on your presentation with these four tips: 

Who is my audience?
What does your audience know about your subject? Why is your audience listening to your presentation? With what attitude do they approach your presentation? Understanding who your audience is will help you in choosing the right words, graphics and length of your presentation. 

What is the purpose?
Are you persuading your audience or are you simply informing then? Are you training them on a specific topic? As with the first question, the answer will help you in choosing how to develop your presentation in terms of wording and graphics.

What style?
Once you have determined the audience and purpose of your presentation, you can consider what style is appropriate. Perhaps a problem-method-solution approach is best? Maybe it suffices to only place outlines in your presentation and engage your audience with your stories? Perhaps you want to test your audience and repeat your key points throughout the presentation? 

Rehearse
Even the most talented speakers need to rehearse thoroughly. Initially, don’t worry about your posture or tone. Once you feel confident about the content of your presentation you can tweak the flow and make sure your transitions are effective, both in your voice and on your slides. Record your presentation when you are happy with it. Embrace your style, be natural. The payoff from rehearsing is that you will be more relaxed when you do your live presentation. Recording your practice session is beneficial in numerous ways. A recording offers a change in perspective: now you are an attendee and you watch and listen in that role. The recording also helps you fine-tune what you want to say, how you want to say it and tighten up your time line.  People that like to make a difference find that helpful presentations can do just that.  Make a difference.

You will not have to prepare a sales call as extensively as a formal presentation but the time you invest in preparing well will pay off.  With each call your presentation will improve if you are always looking for ways to improve.  I look at every presentation as an opportunity for a new relationship and hopefully some new business as well.

Moving forward,

Jeff Roach
www.transportationtraining.com

Still learning Honey
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