Vol 5, Number 17 SalesForceXPress eNewsletter November 20th, 2007  
 

Are Your Reps Making the Most of Their Meetings
With Decision Makers?

Sales reps covet meetings with those executives who can make purchase decisions, but is your sales team making the most of these encounters? Miller Heiman and sales consultants Mark Shonka and Dan Kosch provide tips on what to do after you’ve landed a meeting with a decision maker.

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Make yourself a hero

Let the experts at the Las Vegas Convention and Visitors Authority (LVCVA) show you the way to your perfect meeting. The professionals at the LVCVA provide meeting planners with a one-stop clearing house for planning their event.

Learn more at LVCVA.com.

Don’t Be A Turkey – Select Your Business Gifts Now

The Thanksgiving break is great for relaxing before your final big push of the year. Wouldn’t it be nice to cut business gifts off of your “to do” list before you carve the turkey this Thursday? You’ve got questions, we’ve got business gift solutions.

Total Training Network

Powerful Training to Build a Strong Workforce

The strength of your company comes from the strength of your employees. Education and training not only keep them at the top of their game, but it creates renewed enthusiasm for the job. Total Training Network's unique delivery system combines network video streaming and a web-based learning management system for any computer on your network.

A special training offer has been extended to SalesForceXP subscribers.

Call toll-free 800-487-3393, or visit us at www.TTNLearning.com to find out more about TTN's comprehensive on-demand training solutions.
 

5 Steps to More Success

While we’re on the topic of holidays, the time for making New Year’s resolutions isn’t far off. Business futurist Watts Wacker’s list of five keys to increased success is a great starting point for improving your team’s performance in 2008.

Quick, Effective Incentive Programs Based on Your Budget

Putting together incentive programs has never been easier. We've developed successful programs for Fortune 500 companies for years, now this expertise is available to non-Fortune 500 companies as well.

How successful? We've turned 157,000 people into overachievers in our programs! From online points based programs to quick monthly or quarterly programs, we have you covered. Our ideas are sure to motivate.

Let us help you put together an incentive program in 24 hours, view samples of our programs with pricing online today at: www.IncentivesMarketplace.com

Sometimes no means know

No product or service is objection-proof, but, says sales consultant Anne Miller, “you don’t need to eliminate all objections, only the critical ones.” One way to encourage sales reps to persevere through objections is to illustrate how a “no thanks” from a prospect provides an opportunity to explain and save the sale rather than lose it. Miller’s tips:

  • It’s the product, not the rep – Separate the business from the personal. Buyers have a job to do. Whey they object, the objection is usually about the product or service, not the salesperson.

  • Ask to put an early objection “on hold” – Give the buyer a reason that is in her interest to accept the delay. “I understand your concern about our company being based in a different state. Can we come back to that in a few minutes after we look at what’s most important to you, which is your overall objectives for next year?”

  • Is it really price? – Qualify the price objection for the same reason that you would isolate any objection – to make sure it is the real objection and not a smoke screen.

  • Turn an objection into a selling point – Use common objections as the rationale for overcoming the objection. This surprises the buyer and casts a totally new, positive light on what the buyer thought was a negative.

For more from Anne Miller, visit her website: www.annemiller.com.

   

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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
LVCVA
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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advertising options?

The 2008 SalesForceXP Media kit is available online. View the 2008 PDF here.

For package pricing and creative marketing ideas using SalesForceXP, SalesForceXPress e-news, and other ancillary media products, contact Mike Murrell, Publisher:

Mike@SalesForceXP.com



 
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IncentiveAlley

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


Satellite Home Theater System

Your top performers can transform any space into a modern, high-fidelity home theater with Sony’s incredibly small DAV-IS10 5.1-channel home theater system, providing powerful sound from elegantly designed golf ball-sized speakers. The system includes five satellite speakers and a unique subwoofer with proprietary digital sound processing (DSP) creating great sound and allowing flexible room placement. The system’s iPod® cradle offers the ability to charge, control and play back stored music through the micro system. For more information, call Sony Premium and Incentive Sales (www.motivation.sony.com)  at 800-833-6302.

Movado Series 800™

The Series 800™ new sport elegant timepiece by Movado is highlighted by a white mother-of- pearl dial detailed by 10 brilliant diamond markers. A Performance  Steel™ bracelet adds elegance. Water-resistant to 20 atm with a screw-down case-back and crown. Sapphire crystal. Quartz precise. For more information, contact Joe Zanone of Movado Group, Inc. (www.movadoincentives.com) at 201-267-8182.

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.

Good Idea

Bake Me A Wish! has a great gift for your incentive and rewards program. Their gourmet cakes include an imported Belgian chocolate plaque, personalized greeting card and gift box. Occasions range from “Happy Birthday” to “Season’s Greetings” to “Congratulations” and more! For more information, call Scott Feinman of Bake Me A Wish! (www.BakeMeAWish.com)
at 212-888-7840.

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, 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.

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.

Glass Handicrafts

Kosta Boda’s famed Anna Ehrner has created some of the most cherished designs in the long history of the brand. For a limited time, Kosta Boda is offering four different color patterns of Anna’s classic Atoll (medium) bowls and four variations of her Cool Moon mini votives at a special corporate discount. Both designs add color and wonder to table settings and make unique business gifts. Offer good through December 31. For more information on Orrefors and Kosta Boda, call 800-433-4167, Ext. 1228 or e-mail corporatesales@okbusa.com.

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).

Incentive and Recognition Platform

Quality Incentive Company’s Incentrac platform is a third-generation application designed to work in tandem with QIC’s proprietary i-Planner™ and produces stellar results via its easy-to-use interface. From the simple to the complex, Incentrac is the perfect solution. For more information, contact Jeff Sheridan of Quality Incentive Company (www.goqic.com) at 901-367-8235 (or e-mail sales@goqic.com).

Snack Basket for the Whole Gang

Treat the team with this basket of treats. Includes: Peanut brittle, caramel chocolate squares, chocolate sweet sticks, vanilla biscotti, crackers, cheese, chocolate bites, almonds, amaretto cookies, and a chocolate bar. For more information, contact Steve Korman of Delightful Deliveries (www.DelightfulDeliveries.com) at 866-693-3544.

Hitachi Hybrid DZHS300A Hybrid Camcorder

The Hitachi Hybrid (Model DZH300A), world’s first hybrid camcorder, offers the convenience of DVD plus the capacity of HDD. The 8GB hard drive lets users record three hours in the highest quality. Home video aficionados can edit and make DVD copies right on the Hitachi Hybrid, or if a hard drive is full, they can back it up or record new footage to DVD. For more information on this and other brand-name consumer electronics that can be used in incentive programs, call Eric Anderson of PMC (www.pmcusa.com) at 262-743-2095, Ext. 108.

Road Worthy

These stylish passport covers from Jack Georges® covers are crafted from scratch-resistant Italian leather. Nine colors to choose from. Reward your top performers with a touch of color and fun for a job well done. For more information, contact Top Brands Inc. (www.top-brands.com) at 800-431-2127 (or e-mail sales@top-brands.com).

 

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