Vol 5, Number 14 SalesForceXPress eNewsletter October 10, 2007  
 

5 Questions To Help You Assess Your Sales Training

If your company provides its salespeople training on a regular basis, pat yourself on the back. You’re doing better than most, experts say. But if you can’t answer “yes” to these 5 questions on sales training, you still have work to do...

Corporate Incentive Programs

When rewarding your top achievers for a job well done or looking to impress clients in a delicious, new way - what could inspire more guaranteed results than the instant recognition found wrapped in the trademark gold foil of a Godiva gift box?  When you're offering the temptation of the world's finest confections, the possibilities for motivation are many...

For more information on how Godiva incentives can bring your company the sweet taste of success, please contact our corporate incentives department toll-free at 866-888-6095,
or e-mail: Mary_Mikus@Godivachoc.com

Get In Your Employees’ Minds

Firms spend billions of dollars every year to get consumers thinking about their product and remembering their positive brand experiences. Extensive psychological research has shown that things that are highly available or salient to the mind create great motivation to achieve them, thus the effectiveness of persuasive advertising. Can this effect be captured for motivating employees to perform better? Research indicates that it can...

Fuji

Peak Performance Deserves The Best Product

Fujifilm digital cameras have been rated #1 by THE leading consumer advocate magazine for the last 2 years running. Surprised? We thought so. Add to the mix our line-up of customizable film and one-time-use cameras, our Q1 fashion cameras, and the big picture becomes clear that Fujifilm is THE choice for any incentive or recognition program.

Call us today for more information at 800-869-8600 x5806, or e-mail us at hchevrea@fujifilm.com.

The Trouble With Role Playing

Sales reps say it’s unrealistic and a waste of time; Coaches and consultants swear by it.  What’s a poor sales manager to do?

Innovative and entertaining products to motivate and reward!

For over a decade, The Sharper Image has been offering our exciting products to companies who want to motivate and reward their best employees and valued customers. Sharper Image Corporate Sales programs create attention, conversation and yield lasting impressions. You'll find hundreds of exciting, cutting-edge products to choose from and regional account executives are in place to assist you every step of the way.

Let us help you create your next program today! For more information, contact:
Sharper Image Corporate Sales (www.sharperimage.com/corporatesales) at 800-344-9919.

Why Poker Players Make Better Salespeople

Poker offers practice in some valuable negotiating skills, says Gregory Stebbins, an expert in sales psychology who helps sales professionals read their opponents’ actions and improve their negotiation skills. Top-notch poker players “read” their opponents carefully. They observe subtle body language and other cues to pick up information that they will use to move closer to their ultimate goal: winning.

“There is a golden rule in poker that applies to negotiating as well: A strong opponent will try to act weak, while a weak opponent will try to act strong. Knowing this single basic tenet will give you and your people a significant edge over those who are not aware of it,” Stebbins says.

Some observable behaviors that showcase the golden rule in negotiations are:

  • Acting uninterested in a deal while still in it usually means that the person is negotiating from strength.

  • Sighing and shrugging often demonstrates a person acting to cover a position of strength.

  • Chatting Too Much. Some people playing poker will start to chatter and talk too much when they’re nervous. They will do the same thing at the negotiating table. Most master negotiators don’t have a lot of side conversations. They know that a slip of the tongue may give away their position. However, if they know that their opponent is weak, they may engage him or her hoping that the other person may give away their position. And, the weak party often does. So when the shy, quiet guy suddenly starts talking, it’s time to start watching closely. He or she wouldn’t be relaxed unless they were confident.

If your salespeople aren’t getting enough negotiation experience to be able to read another person’s “tells,” or if they don’t know what signals they, themselves, are giving off, perhaps it’s time to break out that deck of cards.

   

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Contact our partners for products and pricing that drive performance.

Amazon.com
AmericanAirlines TrAAvel
Barnes&Noble
BI
Brinkmann
Bulova
Canon
Godiva
Hollywood Video
Incentives Marketplace
Johnson Outdoors
Kosta Boda / Orrefors
L.L. Bean
Las Vegas Meetings-Harrah's
Legal Sea Foods
Marriott Individual Incentives
Movado
Omaha Steaks
Power Merchandising Corporation
Quality Incentive Co.
Sharper Image
Sony
Swiss Army
T.G.I. Friday’s
Top Brands
Total Training Network
Travelpro USA
Tumi


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IncentiveAlley

Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers.

Garmin nűvi® 260

A great reward for your hard-working "road warriors," the nűvi 260 has all of the features found in the nűvi 250, plus turn-by-turn directions with spoken street names. The text-to-speech feature prompts the user to "turn right on Main Street," not "Turn right in 500 feet." Full coverage mapping for the US, Canada and Puerto Rico. Preloaded map data features nearly six million points of interest. Bright 31/2-inchcolor display. Sleek, ultra-slim design. For more information, call Eric Anderson of PMC (www.pmcusa.com) at 262-743-2095, Ext. 108.

SwissMemory Alox

The Victorinox SwissMemoryª multi-tool has been updated with more storage capacity (up to 2 gigabytes), as the new silver Alox versions join the original translucent ruby style. These high-performance portable data storage devices not only feature the Classic Victorinox multi-tool implements, but also provide a convenient way to transport pictures, music, and data files. An additional option for frequent flyers is the bladeless SwissMemoryª Flight. For more information, call Victorinox Swiss Army Inc. at 800-243-4066.

For Healthy Numbers

The fitness buffs on your staff can monitor their workouts with Accelerator Runner watches from Silva Tech 4 O. The men's and women's Runner watches track speed, distance, calories burned, exercise time and will keep users on time for all of their appointments.
For more details, call Sue Kuiper of Johnson Outdoors (www.johnsonoutdoors.com) at 262-631-6713.
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Give Them More Friday’s

T.G.I. Friday’s, one of the first American casual dining chains, offers a unique dining experience that has become the favorite pastime of millions worldwide. T.G.I. Friday’s gift cards are redeemable at nearly 600 stores within the U.S. and have no expiration dates or fees. For more information on using them in your next employee recognition program, promotion or as business gifts, call Mike Fern at 972-662-4835, or visit www.fridays.com.

Sales Will Smoke

Feed the desire of your top performers with the Brinkmann Smoke'N Pit Pitmaster. From perfectly grilled steaks to succulently smoked briskets - this baby does it all. It's designed for the professional outdoor chef, with an offset firebox design favored by many smoke cooking enthusiasts. Special pricing available while supplies last. For more information, contact Chris Harrison of Brinkmann Corp. at 972-7164295.
 

Sometimes Applause Just Isn't Enough

Fairmont Hotels & Resorts and Raffles Hotels & Resorts proudly present Ovation Rewards. An individual incentive program designed for those seeking unique travel awards. Superbly flexible for you, Ovation Rewards grant exclusive access to worldwide destinations and experiences that will long be cherished. For more information, call 866-840-8499 or visit www.fairmont.com/ovationrewards.
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Just Rewards® Gift Cards

Just Rewards Gift Cards are the perfect way to recognize people for their accomplishments. With six different Just Rewards themes, there’s a card for almost any incentive or recognition need: attendance, congratulations, safety, holiday gift giving, appreciation and achievement. The perfect alternative to retail gift cards, Just Rewards cards are redeemable online from Quality Incentive Company’s Awards Collection. Recipients choose from hundreds of valuable, name-brand gifts. For more information, contact Jeff Sheridan of Quality Incentive Company (www.goqic.com) at 800-621-9745 or e-mail jsheridan@goqic.com.

L.L.Bean Gift Cards

Show your appreciation by giving employees the gift that lets them choose – from home furnishings to outdoor gear, boats to boots. L.L.Bean gift cards are easy to redeem online, over the phone, by mail or in any of L.L.Bean’s retail or outlet stores. Volume discounts of up to 20 percent are available. For more information, contact L.L.Bean Direct to Business (www.llbean.com/business) at 800-832-1889 (email: business@llbean.com).

Order Today and Save 10%

Gourmet gift packages from Legal Sea Foods are truly incentives that inspire. Unparalleled in quality and freshness, Legal Sea Foods specializes in the delivery of lobster and seafood gourmet gift packages. Order today and save 10% by using promo code SFALY927. Valid in mail order only and not toward the purchase of dollar denomination gift certificates/cards. Expires Oct. 31, 2007. For more details, call Legal Sea Foods (www.shop.legalseafoods.com) at 800-EAT-FISH (800-328-3474).
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Sophisticated Style

The ultimate timepiece collection for men is an incentive that top performers will push hard to earn. Watches of sophisticated function, powered by EBEL COSC-certified automatic movements, each developed, assembled and controlled in EBEL's workshops in Switzerland. For more information on bringing the Movado brand to your next incentive program, contact Joe Zanone of Movado Group, Inc. (www.movadoincentives.com) at 201267-8182.
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They'll Shoot For The Moon!

Avid photographers in your office may want to take the next step up from their point-and-shoot digital cameras but can't validate the cost. You can solve their dilemma with this well-chosen incentive. The new Canon EOS Digital Rebel XTi offers 10.1 megapixel resolution, enlarged 2 1/2-inch LCD, DiG!CII image processor and Canon's new dust removal system to reduce dust from the imaging sensor. For information about using Canon products as gifts, premiums, incentives, promotions or rewards, call 86650-CANON. Now, Canon's new Corporate Gifts Web site... www.usa.canon.com/corporategifts  ...can help you recognize the most deserving individuals in your workplace.

Fun To Give

KB Toys Gift Cards are perfect for a wide variety of programs, including employee motivation, customer appreciation and giveaways. Redeemable at more than 550 stores nationwide and online at www.kbtoys.com. Plus, get a 10% discount on orders of $1,000 or more. For more information, contact KB Toys Corporate Sales at 888-443-8366 (or email corpsales@kbtoys.com). Ask for the "XP Special."

Make A Wish

Crutchfield Gift Cards make a great incentive. Recipients can take advantage of a large selection of items and utilize an award-winning service to help them decide. You can rest easy that your top performers have been rewarded with something they truly want. For more information, call Crutchfield Corporate Sales (www.crutchfield.com/SXP) at 800-555-7032.

Give Hollywood for the Holidays

Everyone loves movies. A Hollywood Video gift card is an ideal reward for the superstars on your list. Good for movies, munchies, games and more, Hollywood gift cards are welcome at more than 2,000 stores nationwide. Bulk discounts available. For more information, call 866-452-4438 (or e-mail GiveHollywood@hlyw.com).

Be Inspired

Turn to Omaha Steaks for inspiring incentive programs and unforgettable corporate gifts. Omaha Steaks has something for everyone, from premium quality Midwestern beef to a full line of gourmet entrees and desserts. We offer programs to fit every budget, including a variety of customizable options. No minimum orders or inventory to manage make Omaha Steaks a perfect partner for your program needs. Redemption is easy and customer satisfaction is 100% guaranteed. For more information, call Bob Henthorne, 800-228-2480, ext. 8377 or visit www.osincentives.com.

Outdoor Tunes

The rarest thing: Wireless stereo - outdoors! This system's 2.4GHz wireless transmitter works from as far away as 50 meters (across an open area). Convenient for poolside, deck and backyard entertaining. For more information, contact Sharper Image Corporate Sales at 800-344-9919, or visit www.sharperimage.com/corporatesales.

 

 

Shutter Bug Alert

There are more photo enthusiasts on your payroll than you might think! Give them an incentive they'll be glad to chase after. Incredible detail with minimum blur. The Sony® Cyber-shot® DSC-W200 provides 12.1 MP resolution, Super SteadyShot® image stabilization, high-sensitivity mode for low-light shooting (ISO 3200), plus Face Detection, in-camera retouching and red-eye reduction. It also features a Carl Zeiss® 3X Optical zoom lens. For more information, call Sony Premium and Incentive Sales (www.motivation.sony.com) at 800-833-6302.

High Impact, Low Cost

Marriott Individual Incentives non-stay coupons allow a recipient to experience a fabulous Marriott spa, golf course or restaurant at locations around the world. Best of all, the perceived value is much greater than the actual cost. Awards can be tailored to accommodate any budget and any number of nights. For more information, call Marriott Individual Incentive Awards (www.marriott.com/incentives) at 800-835-7754.

A Delightful Delivery!

Show your appreciation to key clients or top employees with a Mrs. Fields® Bundle of Treats®, three fun-to-open boxes filled with fun-to-eat treats. Includes delicious cookies, melt-in-your-mouth brownies, frosted butter cookies, and a full half-pound of jelly beans. For more information and other tasty options, contact Steve Korman, Delightful Deliveries (www.DelightfulDeliveries.com) 866-693-3544.

Brand Matters

Tumi Formula T is a contemporary, design-driven leather business case collection with sophisticated, European detailing. It combines smooth and textured leathers with molded leather handles, bases and trim. Details include bold, custom-designed metal "T" clasps, organizer pockets and removable shoulder straps. For more information, contact Tumi Special Markets (www.tumispecialmarkets.com) at 800669-3181.

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