sales

Complete Communicator – June 2010, San Francisco

Once a quarter The Henderson Group holds a “By Invitation Only” Complete Communicator workshop in San Francisco, led by our VP of Services, Terry Gault.  The next one is scheduled for June 24-25, 2010. Our work has to be experienced to truly understand its value.  We use these workshops as a way to introduce our work experientially to new prospective clients.

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Sell It Like Steve Jobs: e-learning via the iPhone

Presenter Pro is a cool app for the iPhone that helps people prepare for presentations.  Presenter Pro features: Advanced presentation skills techniques with eye-catching supporting graphics, audio, and video clips. A “tip shaker” for accessing hundreds of quick presentation tips. Shake the device while viewing any of the sections for a quick tip. A checklist feature, which enables you to store and e-mail any topic paragraph(s) you want to refer to later. A Notes feature...

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The Impact of Public Speaking on Top Sales Performance

by Chuck Kuglen If you can get more comfortable speaking, your authenticity comes out and your sales “performance” becomes more like a dialogue where you are really just trying to understand and connect.  Oddly, sales can go up because you put your client (the audience) more at ease with how you can help them. Good public speakers get into the imagination of their audience. They get the audience to think big-“expanding” a potential sale. When...

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Why doing good is good for business…

By Terry Gault A recent article that I read in Fortune magazine fits nicely with previous posts about transparency, our ethos as a company and the skills that we teach in our Complete Communicator, Consultative Sales, Consultative Communication, TeleSales Mastery, and Conflict Resolution workshops.   There are several excerpts that I wanted to highlight: The world has changed, (Dov) Seidman argues, and winner-take-all strategies are obsolete. He contends that the rise of information technology has made...

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Tis a Gift to Be Simple

Editor’s Note:  This a guest post by Robert Graham of GrahamComm We’ve all heard the song that begins, “Tis a gift to be simple…”, but it didn’t really hit me what a gift it is until two weeks ago.  I was leading a presentation workshop with a sales team, and they were each giving talks about new products for 2010. They were all fairly good presenters, as they present to clients on a regular basis. ...

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Social Responsibility in Action

WomenEntrepreneur.com recently had a feature on Francesca Kuglen, HairZing: Social Responsibility in Action. Francesca Kuglen is not only a client, taking The Henderson Group Art of Presentation workshop in 2005, but she is also the sister of our very own sales guru, Chuck Kuglen. HairZing has a fresh, innovative and socially-responsible approach to both hairstyling and manufacturing. HairZing Mission: bring business to female entrepreneurs in areas with limited resources and economic infrastructure. Advice for would-be...

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iPresentation with The Henderson Group: May 7-8, 2009

Learning how to effectively use web conferencing technologies is imperative in today’s “flat” world where customers, partners, support teams are as likely to be located in Boston or Bangalore as in Berkeley. Opportunities to sell and collaborate are no longer limited by distance, time zones or organizational boundaries. In iPresentation, participants learn skills that leverage the Internet to reach new customers, deepen existing client relationships, and manage remote teams. Learn How To: Reshape face-to-face communications...

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Sales Process and Philosophy

When the customer comes first, the customer will last.    -Robert Half Every sales person has a process. One they’ve learned or created on their own. One they have enhanced or dully repeated time after time. Generally, six steps make up every sales process: Prospect Contact Presentation Proposal Close Transaction This varies slightly, sometimes uses different words, yet basically each sales person needs to find a client and sell something to them. But the success...

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The Henderson Group Announces the Complete Communicator Workshop in San Francisco, Aug. 14-15

We’re issuing a press release for our upcoming By Invitation Only Complete Communicator workshop.  I am including a copy here for any of our readers who may be local and interested in experiencing our work firsthand: Terry Gault, VP of Services for The Henderson Group, defined this workshop as “combining several programs into one intense skills-development program, where employees learn to communicate effectively one-on-one, leading small groups, standing before intimidating executive audiences, and facilitating meetings.” ...

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Emotion In Decision-making: Sales

Logic will get you from A to B. Imagination will take you everywhere. Albert Einstein A nurse in an intensive care unit for neonatal babies notices something wrong with one of the babies. She can’t pinpoint it exactly, but she immediately urges the doctors to prescribe a course of antibiotics. The next day, tests show that her recommendation was correct when they revealed a potentially fatal condition. She doesn’t know exactly how she knew, but...

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