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Wednesday, November 07, 2007

Quick Links and resources

Quick Links...
Interview with the Internet Audio and Video Guy
YouTube Strategies - Ebook
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
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Internet Marketing - Interview with Terry Brock
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NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
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How to Get Hired - Recruitment Tips on Video
Frank's YouTube Video Channel
Just for laughs - November 2007
Berlin Photos
Saigon Photos
Thailand Photos
Dubai Photos
Kenya Photos
Morocco Photos

Product Review - Video Web Wizard


People are always asking me how to get their videos onto their websites. I use a lot of different software, mainly pretty complicated and expensive.


Now I have discovered a brilliant piece of software that does it in less than a minute (take a look at a sample).


It is so simple to use and only £29 - PLUS - you get the resale rights together with website, sales letter and everything else.


You only need to sell one copy and you have made your money back. But the best part is that you will be using this all the time, I do!

Just for Laughs - The Curse of Email...

Dear All,

My thanks to all those who have sent me emails this past year........I must send my thanks to whoever sent me the one about rat shit in the glue on envelopes because I now have to use a wet towel with every envelope that needs sealing.

Also,I now have to scrub the top of every can I open for the same reason.

I no longer have any savings because I gave it to a sick girl (Penny Brown); who is about to die in the hospital for the 1,387,258th time.

I no longer have any money at all, but that will change once I receive the $15,000 that Bill Gates/Microsoft and AOL are sendingme for participating in their special e-mail program .........Or from the senior bank clerk in Nigeria who wants me to split $7 million with me for pretending to be a long lost relative of a customer who died intestate.

I no longer worry about my soul because I have 363,214 angels looking out for me, and St. Theresa's novena has granted my everywish.

I no longer use cancer-causing deodorants even though I smell like a water buffalo on a hot day.

Thanks to you,I have learned that my prayers only get answered if I forward e-mail to seven of my friends and make a wish within five minutes.

Because of your concern I no longer drink Coca-Cola because it can remove toilet stains and explodes with mentos.

I no longer can buy petrol without taking a man along to watch the car so a serial killer won't crawl in my back seat when I'm filling up.

I no longer go to shopping malls because someone will drug me with a perfume sample and rob me.

I no longer answer the phone because someone will ask me to dial a number for which I will get a phone bill with calls to Jamaica , Uganda , Singapore and Uzbekistan ..

Thanks to you, I can't use anyone's toilet but mine because a big brown African spider is lurking under the seat to cause me instant death when it bites my bum.

And thanks to your great advice,I can't even pick up the R5.00 I found dropped in the car park because it probably was placed there by a sex molester waiting underneath my car to grab my leg.

If you don't send this e-mail to at least 144,000 people in the next 70 minutes, a large dove with diarrhoea will land on your head at 5:00pm this afternoon and the fleas from 12 camels will infest your back, causing you to grow a hairy hump.

I know this will occur because it actually happened to a friend of my next door neighbour's ex-mother-in-law's second husband's cousin's beautician.B

y the way....a South American scientist after a lengthy study has discovered that people with low IQ who have infrequent sexual activity always read their e-mails with their hand on the mouse.

Don't bother taking it off now, it's too late!

Monday, November 05, 2007

Public Speaking Tips - Speaking in South Africa by Frank Furness


There is nothing quite as beautiful as an African dawn. Sitting in an open Jeep, watching elephant, zebra and buck at the waterhole while the sun shows its face is a feeling that can only be experienced not described.

I’m a South African and have lived in London, England for the past fourteen years, but still eagerly look forward to my regular visits and speaking assignments in South Africa each year.

South Africa is a rainbow nation, with a multitude of cultures that live together in harmony. Cape Town with Table Mountain, picturesque drives and excellent seafood restaurants makes it a year round tourist attraction. A short drive takes you into the wine lands and a great day out is wine tasting at a number of vineyards and a picnic under the oaks at the Boschendal Estate is a memorable experience.


A day of easy driving takes you up the Garden route through the picture book towns of Hermanus, Knysna and George. A short distance away is a day of riding ostriches at the ostrich farms in Oudtshoorn. If first class is your travel mode, take the luxurious Blue Train from Cape Town to Johannesburg or Zimbabwe. Fly to Natal and experience the beautiful white beaches and tropical climate and spend a few evenings in the Drakensberg Mountains.

Johannesburg is the financial and business capital with numerous speaking engagements available.


Five hours drive or a short flight takes you to one of the worlds top tourist attractions, the Kruger National Park. It is the largest game reserve in the world and is larger than most small countries. Daily game drives will ensure sightings of more animals in the wild than you could ever imagine.


My favourite game reserves are the small privately owned ones surrounding the Kruger Park. Your own driver will take you on game drives any time of the day or night and drive off any beaten track. I still have memories of watching, from the safety of our land rover, a leopard hunting its prey and late one night watching a family of hyena frolicking and playing with the pups. We were warned not to leave our bungalows after the evening “boma” (barbeque) and when we awoke the next morning, found that lions had been walking around our camp during the night.

A total contrast is Sun City. After driving two hour from Johannesburg into the wilderness, an oasis appears that is a mini Las Vegas. It is made up of luxury hotels, The Lost City and The Palace (ultra luxurious) man-made lakes, casinos, one of the finest golf courses in the world (the Million Dollar Classic) and the Superbowl that has featured superstars in concert including Frank Sinatra and Michael Jackson. It is also a favourite convention venue for conferences and conventions and speakers have numerous assignments there.

I spoke at a large convention in Sun City last year and after the twelve hour flight from London, we enjoyed the typical excellent South African hospitality and four days of paradise.

If you’re given the opportunity to speak in South Africa, grab it with both hands but be prepared to make some concessions. You need to view it as a working holiday as the value of the Rand (the monetary value) makes it very expensive for South Africans to book foreign speakers. You also need to learn a bit about the local humour and cultures. South Africans are similar to Americans and they enjoy high-powered, high-energy speakers with lots of humour. Your money will go a long way in South Africa and $8 will buy you a world-class meal at the finest restaurants. $10 will buy you a bottle of South Africa’s finest wines.

One thing that impressed me when I was there was the quality of the South African speakers. People like Quentin Coetzee and and Ian Thomas are world-renowned speakers. There are also excellent bureaus. Stuart Lee and Marie Grey run professional bureaus and are great people to work with.

If you’re looking for somewhere wonderful to visit, put South Africa at the top of your list.

Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in sales, technology and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Goal Setting – Being the Best by Frank Furness



I am so fortunate in my work to meet great achievers. The one thing they all have in common, whether they have great businesses or are Olympic sportspeople are that they are all goal setters.




I love sport so working with the British Olympic and cricket team was a real thrill. Since I was 16 I have always worked out in the gym (you wouldn’t say so looking at my body) and followed weight lifting as a sport. My son has followed and is a qualified gym instructor and personal trainer and even now while he is in the final year of his post graduate law studies, he still finds one and a half hours each day to work out at the gym.


What I love about this sport is that the only person you’re competing with is yourself and there is no age limit where you have to give up. I love playing soccer, but the body now just won’t do what the mind tells it to do.



When I was presenting recently in Singapore, I noticed that one of the delegates was huge and I knew instantly that he was a serious body builder. After my talk I met with him and found out that two years ago he was Mr Universe. Brian Peters is a great guy and was happy to share his knowledge with me. The main points that came from the chat were:



He had set himself the goal of winning Mr Universe 20 years ago. We all need to set ourselves long term goals and never, ever give up on them.


The most important thing in goal setting is to write down the goals and keep revising them. I have tried to do this since I bought my first course on goal setting in 1980. It is pretty scary looking back at those goals and seeing how many have been achieved.


Be specific about your goals. The more specific you are, the more focussed you will be.


Don’t give up – three years before Brian won Mr Universe he was involved in a horrific car accident. People wrote him off and said he would never do it. He believed he could – and did.

Do whatever it takes – Brian had to put in enormous training sessions after his accident, sometimes training four times a day. To build up his legs he did up to 2,000 reps a day – there are no rules, you make up the rules as needed


Goal setting principles can be applied to everything – Brian is now in a different profession, International financial services. By applying those same principles, Brian is now one of the top people in the profession and writes obscene amounts of business.





Also, take a look at my interview with Brian Peters at http://www.frankfurnessresources.com/brian


With 2008 fast approaching, it is a good time to reflect on your goals and what you want to achieve. Take a look at my programme ‘It’s all About You’ a triple CD series with an action planner and a great gift for a friend or yourself.


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in sales, technology and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com


NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/


Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

How to get a Great Title for your Book by Frank Furness


We all know how important headlines are. When we see an article in a magazine or newspaper, if the headline is compelling enough, we will read the article. I use a great little package to create headlines for emails, my websites and marketing promotions – http://www.headlinecreator.co.uk

The same happens with book titles, take a look at a lot of the best sellers and they have great titles – Chicken Soup for the Soul, Richistan etc.

You need to ask yourself these questions: is the title compelling, is it original, is it the first of its kind and will it make someone sit up and take notice. You may think of a name in the middle of the night, on a train or plane, be ready to make a note of it. Remember – If you think it – ink it.

When you go through the thought process of coming up with a title, here are some questions to ask yourself:

If someone asked you about the book, how would you describe it, its attributes, why it is important, what are the benefits, why should anyone care, what is special about the book.

If someone asked you for more detail on the book, how would you explain it, what are the tips, behaviours and beliefs.

What are the advantages to someone who buys the book, what are they going to get from it.

My good friend Sam Horn is a legend in this regard and had helped countless best selling authors with the titles for their books. I have listened to her speaking on this subject a number of times and have always been amazed

Some of the methods she uses are to alphabetise or go half and half. Want to find out what this means, take a look at my interview with Sam at
http://www.frankfurnessresources.com/sam

video
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in sales, technology and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email
frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

Download 39 Power Sales Closing Scripts at
http://www.frankfurness.com/closingscripts.cfm

Sunday, November 04, 2007

Brilliant Berlin PLUS South Africa win the Rugby World Cup

wcsmmiry



Thanks to everyone who helped me to get my book ‘Walking with Tigers’ to number 5 for best sellers and number 2 for movers and shakers on Amazon. In the sales column I will share the sales & marketing strategies I used to get there.

As you know one of the favourite parts of my work is the International travel. I recently spoke at the Entrepreneurs University for the second year running and this time it was in Berlin. I love presenting to this group of young, enthusiastic and talented people from all over the world who set and achieve massive goals and are inspirational to be around. It is also a great opportunity for me to network and as a result this has produced speaking bookings in Singapore, USA and Dubai.

It was my first time in Berlin and I fell in love with the city and its people. Our hotel was right in the middle of the ‘no go zone’ and I could see remnants of the Berlin wall from my room. It was fascinating to visit all the places I have read about and see how this city is now once again dynamic and thriving after breaking down the walls and welcoming in East Berlin.

I heard many moving stories of families that were split up and who after many years came together again. I visited Checkpoint Charlie, the Holocaust Memorial and was even treated to supper at the house of one of the EO members. This house was located in the old East Berlin and belonged to a KGB officer in days past.

The highlight of the event was the black tie dinner at the Olympic Stadium. Tables were laid out in the middle of the stadium and contingents from each country entered the stadium with their flag and national anthem playing, just the same as the Olympic athletes would have. The Germans were impeccable hosts and I will definitely be visiting this wonderful city again.
After a quick engagement in Turkey my next trip was back to Asia for two weeks in Hong Kong, Malaysia and Singapore. I had one day off in Singapore, so managed to fit in 7 marketing appointments and set up my next trip in January 2008.
Take a look at the Berlin photographs.

My wife Candice then dragged me off for a two week vacation at our place in Spain where we proudly watched the South African Rugby team win the World cup again. Most of our neighbours in Spain are British and with the final being against England I took a lot of ribbing before the game, but strutted around proudly in my SA rugby t-shirt the next day.

Although we have been living in London for the last 14 years and I support England whenever any of their sports teams play, my heart is still in South Africa whenever any of their teams play and Candice and I are their most ardent supporters.
In January I will be in Asia again and running 2 masterclasses:
Multiple Sources of Income - how to make money while you sleep.

Sales and Marketing Skills for Speakers and Trainers - how to get engagements. Please email me at frank@frankfurness.com if you are interested and I will send you the full details.
With each newsletter, you will now be receiving complimentary bonuses. This issue includes, 'Words and Phrases that sell' and 'How to Create your own video product'. Download your bonuses here.

Also, please take a look at this months product review. It is a great piece of
inexpensive software that will put video on your website with ease.

Take a look at 'Just for Laughs' a new humorous section I will be putting into each edition.

Please visit http://w ww.frankfurnessresources.com where I have updated and added many new resources.

How to get your book in the top 10 of Amazon by Frank Furness


As you know I am huge believer in product and my own product range now has 32 products with over 100 CDs and DVDs. Now a new bug has bitten - the book bug. Having seen the success of ‘Walking with Tigers’, I have now rewritten my self- published book ‘How to find New Clients and Business’. It will published at the end of November (a great Christmas Gift), but my biggest concentration will be selling it as an EBook directly and through affiliates.


I am negotiating my next published book and will also be self publishing three more books next year, one on sales, one on how to get hired and get that job, and another on how to recruit and manage a dynamic sales team.


Having sold thousands of my self published book ‘How to Find New Clients and Business’, it was a challenge with my new published book as most of the marketing and PR was to be done by the publishers. I decided that I had to do a lot myself and if I could get a high ranking on Amazon, most bookshops would take notice, so here are the strategies I used and the mistakes I learned from:


1 – In the pre published form I had my publishers send out a copy of the manuscript to top business leaders and people I respected (I gave them the list to send it to). Many of those replied and gave some great comments that I could use on the cover. Most noted was a personal letter from Raymond Ackerman, the founder of Pick and Pay in South Africa and one of the most successful businesspeople in the world. I was thrilled that he had taken the time to read the book and write back and even more so when he sent me a personal email after he received his copy of the book.
His testimonial reads: ‘I really enjoyed reading this book, as it reminded me so much of things that I have tried to do in my life and the way I live. His story is put in such an excellent way, with huge empathy and enthusiasm….I think all people who want to become ‘Tigers’ could learn so much from Frank, and the light-hearted yet in-depth thinking he has put in this book. ‘Raymond Ackerman, founder of Pick ‘n Pay Stores.’


2 – I asked my publishers to print me 1000 copies of the book cover. On the back there was some excellent sales copy and a pre order form. I handed these out wherever I presented.


3 – I planned a mass buying opportunity on Amazon on the launch date. Using internet marketing techniques, I purchased some resale rights products and mailed everyone on my newsletter list informing them that if they bought the book from Amazon on the 29th September, they would be directed to another site where they could download $500 worth of products as a gift for buying the book. Everything was set up beforehand by me using auto responders and it all went smoothly. I was actually flying from Hong Kong to Malaysia that day and the automation process worked a treat.


4 – Before the launch I also contacted a number of my friends who also have large subscription lists and many of them promoted the bonuses to their subscribers.


5 – I created 2 videos with the cover as a background and uploaded them to YouTube also offering the bonus package to anyone who bought from Amazon on the 29th. Take a look at
http://www.frankfurnessresources.com/tigerpromo

6 – I wrote 3 articles promoting the book and the bonuses and included a section of the book as a preview. I then used some great software
http://www.articlesubmittingsoftware.com to submit it to 163 article directories on the web.

7 – I wrote another article and put it on my Blog – see
http://www.frankfurnessresources.com/tigerblog and received a number of comments immediately. I also ‘pinged’ the blog so that it would spread to blog directories all over the internet.

8 – I met with the South African distributors – Penguin Books - on my last trip to SA in June and again in London last month. Their publicity department has done an amazing job and lined up TV, radio and book signings for my trip to South Africa later this month.


9 – I met with the Asian distributors - Pansing – on my trip to Singapore. They will be organizing promotions when I am there in January. I have done the same for my trip to Australia in February and the USA in March.


10 – I an engaging the services of a well known publicist in the United Kingdom.


Mistakes:
1 – Launching on a Saturday. My final reminder email was sent on the Saturday morning and many of the emails were only opened on the Monday, thereby missing the Saturday launch. I am sure if I had organized this for a weekday I could have reached number one or two.


2 – Relying heavily on a number of people to send it to their subscriber lists. Of the 15 who committed to do it, only five actually did and I will do the same for them when they launch their next book or product.


3 – Having Amazon pre order more books, although they did not want to commit to this for an unknown author. Many people who bought the book had to wait while Amazon ordered in stocks and them sent them out.


4 – Not following up with my publishers aggressively enough regarding foreign translation enquiries and distribution I received from some foreign distributors.


5 – MOST IMPORTANTLY – not negotiating a high enough discount for me to buy books to resell.
As you can see, it has taken a huge amount of time and energy to do this and it is the same in any business, you have to make the effort and use multiple marketing strategies to move the business forward.


As a postscript, I have been contacted by two major publishers to help them harness the power of the internet and may be setting up a separate company with one of them. I will also be running a Masterclass and producing an Ebook for potential publishers. So the time and effort was worthwhile after all.


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in sales, technology and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email
frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/


Download 39 Power Sales Closing Scripts at
http://www.frankfurness.com/closingscripts.cfm

How to make Money with Teleseminars by Frank Furness


Frank Furness & Alex Mandossian

I always tell my audiences and clients to have a 10 touch plan for all their clients. How can you touch them at least ten times a year:
• Face to face meetings
• Telephone calls
• Conferences and seminars
• Emails
• Newsletters
• Webinars
• Teleseminars

Teleseminars are a great way to keep in touch with clients and potential clients. They build great relationships and as we know, business is about people and relationships. So, what are teleseminars and how do they work?

Teleseminars are a great way to promote your products, services, or to educate your clients and customers about a specific topic. It is one of the fastest, easiest and most economical ways to increase your sales and establish your credibility in your subject area.

The way it works, is that everyone calls into a bridge line. The bridge line allows everyone to hear everyone else, like 3-way calling, only with larger numbers. Most conferencing services have it set up where you, as the moderator have control over muting the call or not. If the call is muted, then only the moderator can speak, if the call isn't muted, then anyone can speak.

Teleseminars can last from 30 minutes to 3 hours. You can also record the call and have it available as a podcast download, sell the recording on a CD or even have the call transcribed and produce it as a book that you can give away or sell.

Teleseminars should have great content and benefits for the listeners and allow them to ask questions and give feedback.
The advantages of teleseminars are:
• No travel for you or your participants, you can do it from home or the office – no parking or travelling hassles
• If someone can’t make the call, they can always listen to it again or buy the CD
• It is a great way to run a seminar remotely to promote or launch new products, provide information, get feedback, run remote sales or marketing meetings and numerous other applications.
• Free seminars are a great way to build your database or get potential clients interested in your products or services. They will see you as the experts in your field and business will follow.
• You can sell products or services and have special promotions or links for those that have taken part in the teleseminar.
• You can interview or collaborate with other experts in your field. I have run teleseminars together with my friend and technology guru Terry Brock while I was sitting at home in London and Terry was in Orlando. I have done the same with a Hollywood media correspondent in LA and my audience included participants from 23 countries. I have even done a teleseminar with Gihan Perera who was in Australia and we had to work the timings carefully with the time differences.

These are the practicalities of how to run a teleseminar:
1. Determine your subject and target audience. What is the level of education of your audience and what are the problems that the teleseminar will solve for them.
2. Determine if you are going to charge for this teleseminar or if it will be free. Typically, if this teleseminar is free, you are going to want to promote your products or services or do an upsell to a seminar or promotion. If the teleseminar is a paid teleseminar, concentrate more on the content rather than the product promotion, your clients are paying for the information you are giving them.
3. Research your content for your teleseminar. – You should do some research before the teleseminar to find out what your audience is expecting or what some of their problems are.
4. Work out the timing of the call. Ensure you cover all the points or answer all the questions within the time frame of the call. I normally have it plotted out on my laptop as paper can get lost or make a lot of noise during the call.
5. Get the right equipment. I like to use a headset which leaves my hands free and I can also stand or move around more freely.
6. Record the teleseminar and perhaps create a transcript. I record the call on a digital recorder as well as get the company organising the lines to record it as well.
7. Before the teleseminar starts, do a roll call of the main speakers, or if applicable, of the attendees on the call.
8. Start and finish your teleconference on time. Many of your audience will have set the time aside and get frustrated and ring off if they have to wait for the seminar to start.
9. Open the call by sharing with your audience your expertise in the subject - Give a little bit about your background and what they will get from the seminar.
10. Take a break. Take a break about every 30 minutes or so. Have people stand up and shake their hands and arms to get the blood moving again.
11. Question Time – I like to keep 10 minutes at the end of the call for questions and try not to take any before that. This is something you must convey at the beginning of the call.
12. At the end of the teleseminar, summarize the information and introduce your product or service that you are promoting. You should create a special page or website for this promotion.
13. Get testimonials. Offer a free product or eBook to anyone giving you a testimonial. I like to record those as well and put them on my website.

Take a look at my interview with Teleseminar Guru Alex Mandossian at http://www.frankfurnessresources.com/alex





For resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

Thursday, October 11, 2007

'Exhibition Success Secrets' with Susan Friedman

I would like to invite you to attend a very special event we are sponsoring later this month. 'Exhibition Success Secrets' is a one-day seminar which will give delegates a detailed understanding of the requirements for planning and executing a successful exhibition stand. It will include 'secret tactics' being used by top exhibitors to attract hordes of enthusiastic visitors like a magnet along with techniques that the 'pros' use to convert them into valuable customers. The event will be practical with both teaching and workbook based activity. The speakers are both experts in their respective fields with many years experience promoting exhibition stands for clients around the world. One of them is our marketing consultant, Richard Haywood.
This is a unique event and will suit anybody who is involved in planning, running or managing exhibition stands - whether new or experienced. There are currently two dates - 23rd October in Central London and 25th October in Stansted and places are limited. The charge is a very reasonable £129 + VAT per delegate which covers the venue and speaker costs and also includes lunch and a number of valuable resources and bonus courses.
Full details of the event and booking information can be found at the event website www.effectiveexhibitions.com Book with the following BONUS CODE to receive priority VIP places: FHFThis is going to be a very informative day so don’t delay, register today!

Sunday, September 16, 2007

How to Succeed in Business – Walking with Tigers

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Have fun
Tigers are excellent company. I love being around them. They’re always enthusiastic, passionate, exciting and creative. They love what they do, have boundless energy and capacity for hard work but also play just as hard as they work.

When I ran a sales course for a company in Hong Kong last year, their top salesman came in looking a bit worse for the wear. He apologised and explained to me that he’d been out until four that morning with one of his clients. It later emerged that this client was a fortune five hundred company that had thrown a party for a thousand of their staff and close business associates. The entertainment for the evening was Tom Jones who’d been flown in from Las Vegas. It dawned on me that the top sales people, these tigers, often socialise in circles far different to the norm.

Keys to Succeeding in Business – Walking with Tigers

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Make time and take time
Perhaps this point won’t be too popular with those who employ tigers but it is essential to take sufficient holidays. Nobody has the capacity to work hard all of the time and if that’s what you rely on to get you to the top you will burn out at some stage. Colds, fatigue and stress are all symptoms of a scorched earth policy in business. It’s no way to keep a grip on the upper echelons of performance.

A top achiever I know in South Africa takes every eleventh week off. At the beginning of each year he takes his planner and draws a line through that week to ensure he is off diary. This is when he goes on holiday, spends time with his family, unwinds and recharges. He does this regardless of conventions or business meetings. The habit has become like a religion for him. And for the last 20 years he has become one of the top producers not only in his company but also in the insurance industry.

Of course, high level executives ensure they are ready for any task ahead. Perhaps it goes without saying that they are organized at work with the necessary training and information under their belts and plenty of preparation goes into each day so they can perform at their best, as previous points in this book have already shown.

But they put just as much effort into their domestic duties. Tigers have their holidays booked, go to their children’s concerts or sports matches, attend family functions and also devote time to playing sport, supporting charities and being at community events.

The devil is in the detail and it’s an area our tigers stay ahead of the game. Consider your life at the moment. If there are any areas that demand more organization start putting together a plan of action.

Ask yourself some challenging questions. How much quality time do you spend with your family? How effective is your exercise routine? Have you stopped doing any of the recreations or pastimes that you once enjoyed? What can you do right now to lead a more balanced life?

Walking with Tigers – Secrets of the World’s Top Business Leaders

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Success in All Shapes and Sizes
Creative thinking isn’t just the preserve of the rich either. When I was visiting the harbourside monument, the Gateway to India, I encountered two girls, aged about five and eight, who asked me where I came from. When I said England they replied: ‘Buckingham Palace, Manchester United.’ Although I doubt they could read or write they then gave me an astonishing tour with dates, names and descriptions. At the end I pulled out ten rupees as a tip but they stopped me. ‘Please don’t give us any money,’ they cried. ‘Our papa, he drinks.’ Instead, they beckoned me down a side road towards a street vendor who gave them each a tin of milk powder. As they ran into the distance he asked me for 600 rupees. Speechlessly I handed over the cash and made my way back to the hotel.

When I got there I explained what had happened to the manager – who threw back his head and laughed. These were professional beggars, he explained, who would quickly return the milk powder and receive 50 rupees each from the vendor. They knew they could improve substantially on the tip I had planned with a bit of creative thinking. I had to admit that I admired their basic business skills. They found a prospect, developed a rapport with me, used their knowledge, worked with their initiative and kept a positive mental attitude when they must have been subject to rejection many times a day.

Saturday, July 28, 2007

Sales Ideas - How to win your Competitors Customers by Frank Furness

1. Think long term
Don’t give up when you hear, “I’m satisfied.” Satisfaction may be temporary. Your prospect’s needs may change, or you may provide a good reason for switching.

2. Develop a relationship
Once you’ve mastered the relationship strategies, you will be able to determine quickly whether you can develop a rapport with a prospect, sale or no sale. By developing a friendship, you will be able to …

3. Study needs
Take your time, do research, and ask a lot of non-threatening questions so you can find out your prospect’s needs and how well they are being satisfied. The key is to find a need gap and offer a solution.

4. Sell yourself
Personal chemistry is important, but so is the knowledge that you are an enthusiastic, earnest, professional, ethical, caring expert who would be nothing but an asset to know and do business with. Come up with new ideas for your prospects. Show them that you are on their team, sale or no sale.

5. Add value
So many products and services are commodities that differentiation may be difficult. That is why you sell yourself. That is also why you have to differentiate your product with added value such as service and performance guarantees, superior services, and better delivery schedules – whatever it takes to be better.

6. Ask for a no-risk trial order
Many customers are loyal to their suppliers, but will grant you a trial order if you ask for it. Make it a no-risk proposition. Ensure your prospect’s satisfaction with some kind of guarantee, and bend over backward to make sure the trial order makes a very positive impression.

7. Ask for a portion of their business
“Stealing” a competitor’s customer may not be an all-or-nothing deal. You may have to do it bit by bit, proving yourself slowly as you go along. Ask for a small percentage of the prospect’s business and you may find that percentage will grow.

8. Be persistent
Nothing succeeds more than persistence. All things being equal, the persistent salesperson will win the account every time. Keep in touch with prospects, think long term, be a consultant and ally, and you will plant drought-resistant seeds.

For more articles, please take a look at my website http://www.frankfurness.com/ and please download complimentary eBooks and software at http://www.frankfurnessresources.com


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Product Review - Super Affiliate Handbook

I love internet marketing and making money while I sleep. One of the best books I have ever bought that taught me what to do was the Super Affiliate Handbook by Rosaling Gardner.
Read the amazing true story of how one woman, with no previous business experience, earned $436,797 in 2002 and now earns MUCH MORE than that ... just by selling other people's stuff online!
In her down-to-earth, sincere and often humorous style, Rosalind Gardner guides you through the entire process of building an affiliate marketing business on the 'Net.
Frequently revised and updated to reflect industry changes, the Super Affiliate Handbook now consists of 235 pages and 116 screenshots words that will show you step-by-step how to become a Super Affiliate
You'll learn how to install a blog, pick the most lucrative programs, negotiate a commission raise and save time, money and effort on everything from affiliate software to web hosting.
To read a full review,
click here.
To learn exactly how she does it, CLICK HERE!

Overcoming Objections and Closing Sales

Here are some tips on overcoming objections
Say to them ‘let’s talk about that’ & get them talking about their reason for objecting
If you hear a price resistance, ask ‘Is this a money or value question’
Question the Objections
‘Let’s discuss that’
‘That’s interesting, would you mind expanding’
‘Tell me more’
Lead-ins for answering objections
“You've raised an excellent point there…..”
“I see what you mean….”
“What you say is correct…..”
“I can appreciate your concern…..”
Ask for a trial order
Would you like to try us on a smaller trial basis. This way you can sample our quality and service
The Close or Future Commitment Plan
Shall we commit to 50…………..
Will that be okay with you
Should we proceed on the upgraded order
Moving Forward
Pete, you seem to be in agreement, how do you suggest we move forward
Mary, what can we do to speed up the process
Amy, this sounds just like what you’re looking for, are you ready to proceed

Here are this issues three closing scripts
The Similar Situation Close – Here you would relate a situation similar to your prospective client and let them realise that they could have similar consequences. It would sound something like this ‘You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.’
The Cost of Delay Close – This is a close where you highlight the additional costs that the client could occur if they delayed the purchase. Examples are “As you know, houses in the area have increased in value by 30% in the last year, the longer you wait to purchase, the more it will cost you” or “Interest rates are increasing by 1% next month and this could add a lot to the loan in the long term. Let’s get the paperwork completed today and have the rate fixed at the lower amount”.
The Secondary Question Close – This is where you ask a minor question that would have them commit to closing the purchase. If you were selling life insurance it would be “Who would you like to nominate as the beneficiary”. If you were selling appliances it would be “Would you like to take the extended warranty?” If they commit to the minor close, assume that they are in agreement and complete the paperwork.


Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling skills was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.

I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)

For more articles, please take a look at my website http://www.frankfurness.com/ and please download complimentary eBooks and software at http://www.frankfurnessresources.com/



Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from http://www.amazon.co.uk/
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com/

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Walking with Tigers - Book Release

It has taken years to happen, but finally my book is being released around the world with the launch date of 29th September. Last November I was approached by the UK's largest independent publisher to write a book called 'Walking with Tigers' which has been my main keynote speech for the last number of years. With a lot of sweat and help (thanks Karen) I managed to complete it by the deadline.
The book is called - Walking with Tigers, Success Secrets from the World's Top Business Leaders. It is all about the great achievers I have met and worked with over the years and filled with great stories, information and ideas to grow your business and yourself.
One of my aims is to get the book to number one on Amazon when it launches and this is where I need your help. If you purchase the book on the launch date and email me the
Amazon receipt, I will direct you to a download site with over $500 worth of software and Ebooks.
Click here for a short excerpt from the book

Technology Tools to make More Money and Increase Sales

What are you doing today that is better and different to your competitors? How do you find and attract new clients? If you are not doing anything that differentiates you from the competition, you could be losing out on a huge amount of potential business.
One of the easiest methods to differentiate your practice/organisation is to embrace technology. It is easy and can save you time, money and headaches. In each issue we will be exploring technology tools and tips for productivity.

Digital Recorders – are now tiny and can store up to 44 hours of professional recording. Once you have completed a meeting with a client, dictate the notes into the recorder connect it to your computer and download the sound file. This can then be used as a dictating machine and the information typed or prior to your next meeting with this client, just take a listen to the recording on your computer. I have also used the digital recorder to record client testimonials and put these on my website, record interviews with business leaders on leadership and entrepreneurship and shared these with my existing clients and recorded my new book for transcription.

Voice Recognition - I first used voice recognition software 5 years ago and with my accent, I would dictate in English and it would transcribe in gobbledygook. Now with the latest recognition (Dragon 9 Professional) I can put on my headset, speak at a normal pace and it will type automatically into Microsoft word at about 95% accuracy. The secret with voice recognition is that you need to take time to train the software to your accent and jargon. You can even use it to answer your email. You can also link your digital recorder to the voice recognition. Imagine dictating into your digital recorder, linking to your computer and then just sitting back watching as the recorder downloads the sound files. This automatically links with the voice recognition, opens it and transcribes into word. How much time and money could you save (don’t let your secretary read this…)
You now have the time for that extra game of golf (called prospecting)

Card scanners – We all need to be constantly attending networking meetings to meet new potential clients. We normally return with a mountain of business cards that we hope to input into the database but never get around to doing. The latest Cardscanners are tiny and can scan with 100% accuracy and then export to outlook or whatever database you use. The secret with networking is to get in touch with these new contacts as soon as possible. Take a look at http://www.businesscardscanner.co.uk/


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

News and Views from Frank Furness


It is ages since my last written newsletter. I have been on the road constantly with trips in the last 3 months to Asia, Dubai, South Africa, USA and for a sorely needed vacation to Spain.


It has its drawbacks and advantages, every time I return it is like a honeymoon, but I get worried when my son calls me uncle and my dog bites me.

Asia was as wonderful as ever and in Manilla I presented to Young Entrepreneurs organisation which is one of my favourite, dynamic groups worldwide. One of the members owns the second largest TV station and numerous magazines. We were all invited to the 'Maxim top 100 models' party and I really had to force myself to go along. When I tried to convince my wife Candice that it was all in the goodwill of developing relationships, she just didn't seem to buy it. I can never understand women!

Malaysia was as wonderful as ever. I don't know what it is about the country that I love so much, the food, the atmosphere - really it is the people. They are the most wonderful people on earth, friendly and warm and hospitable.

I ran my 'Speakers Bootcamp' in Kuala Lumpur and Johannesburg and once again was blown away by the people attending. Delegates included the famous adventurer Zuraina Dato' Zaharin, TV programme 'Survivor' winner Vanessa and Ricky de Agrela who is the first person to fly around the world in a microlight. I have just finished reading his book Freedom Flight which makes fascinating reading. It makes us realise we have one life to live, so let's make the best of it and do the things we always wanted to do before it's too late.

Life has its wonderful twists and turns. I lost contact with my cousins on my mother's side 25 years ago which was a great pity as we were very close. Three months ago, I received an email out of the blue from my cousin Nicola in Cape Town who had traced me through the internet. This was incredible and after so long it was as if no time had passed at all. She told me that her brother Harry was now living in Singapore and sister Debbie in California. The timing couldn't be better, I was leaving the following week for Asia so met up with Harry and his fiancé Eve in Singapore and a month later had a trip to California and could spend the weekend with Debbie, Ron and the boys. I love it when a plan comes together.

When I returned from my trip to South Africa, I brought my mom with for a three month vacation with us. When she arrived I had a new laptop and multitude of other gadgets for her and she amazed me (not really, she is fantastic) at how quickly she picked up everything to do with the latest technology. Right now she is submitting my articles to the directories and my videos to all the online video sites. Okay, you may be thinking this is cheap labour, but where else is she going to get hugs and kisses every day at work from some good looking guy. (That would be my son who is home on vacation from his law studies).

Something new I will be adding to the newsletters and video tips is a product review. As many of you know, I love Internet marketing and now have 52 websites producing income. My aim is to get this up to a couple of hundred and then sit back in the sun at our place in Spain and watch the money roll in. I want to tell you, it takes a lot of hard work and dedication in the begining. I spend a fortune on tools, software and affiliate programmes. Some work and some are aload of rubbish, so I will review those that work and are making me money (there'e that word again).

When I was in San Diego I was fortunate enough to be speaking in a session with some of the world's top internet marketers including Alex Mandossian, Mike Stewart and Tom Antion. After the session I conducted video interviews with some of them to share with you and in this newsletter take a look at what Mike Stewart, the Internet video and audio guy has to say.

Take a look at the special feature on Rosalind Gardner who makes a fortune with affiliate programmes. I bought her Ebook and it is the one book I refer to all the time.
Please order my book when it is released and email me the receipt for the link to $500 worth of software.

Also, take a look at my Wealth Creation Masterclass in October. Places are limited to 25 and will be run in beautiful Oxford

Pre order your copy of 'Walking with Tigers'

Friday, July 27, 2007

Selling to Detailed Focused Buyers

In the last issue we looked at Security focused buyers. Now we will see what motivates the Detailed based buyers and how we can recognise and adapt to get the best results when selling to them.

Detail Focused Buyers

Think of engineers, accountants, computer analyists and any detail focused professions and you will normally be dealing with an analytical or detail focused buyer. You can't sell to these people in the usual way. They will analyze, research and buy only when they feel they have explored every possibility. Dealing with this type of buyer, realise that they like to buy from specialists, so ensure that you know what you're talking about and have as much relevant data with you as possible.

This is the total opposite of my style, yet when we moved to London, my biggest client base was dentists and computer analysts. As I know their buying patterns, I was very successful and they referred me to many others in their profession who saw me as a specialist. I would always give them an abundance of data and a few different options as well as sufficient time for analysis.

Then I simply asked which option they felt was the right one and the business would follow.
Impress them by: Thoroughness
Ask questions that: Are detailed
Support their: Thoughts
Demonstrate your: Detailed knowledge
Make benefits: Provable
Show commitment by: Being systematic
Be impressed by their: Their status
Best close: Detailed summary

What this is really illustrating, is that you must be like a chameleon when selling. Very quickly recognise what type of buyer you are selling to and change your selling style to suit the way they buy, not the way you sell. For instance, let's say you are an over the top enthusiast, you will need to tone down and have a lot more facts and information than you would normally feel comfortable with if you are dealing with a detail focused buyer. Remember, people like to do business with people similar to themselves who they like, trust and feel comfortable with.


Resources – Take a look at my resources page with free downloads, videos and Ebooks that demonstrate some of the concepts that I have covered in the article at http://www.motivational-speaker.co.uk/resources/

Free Resources
http://www.frankfurnessresources.com
Free Ebooks and softwarehttp://www.frankfurnessresources.com/freebies
Goal Setting Programmehttp://www.frankfurnessresources.com/goals
Sign up for the free newsletter - http://www.frankfurnessresources.com/newsletter
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm


Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email
frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at
http://www.frankfurness.com/

Excerpt from the new Book ‘Walking with Tigers’ – Success Secrets from the World’s Top Business Leaders by Frank Furness.

Focus of a Tiger: Dave Willis

After change comes focus, the quality that will clinch success. And for many focus must act like armour plating to help achieve those dearest ambitions. Whenever you take risks be prepared to be criticised by your friends and family. But be prepared to take those risks and stay focused. The worst thing that could happen is that you don’t get where you hope to be. The best thing that could happen is that you get there, in spite of everything.

This is another one from a company that I have been working with for some time, hugely successful and the man who leads them is a dreamer and an achiever. This is what he says; “I’m fully focused on the task at hand and do not have more than one major objective at a time. When focused on an objective, I will not likely consider or investigate any other opportunities that may take my focus off my main objective”. Like all tigers he has a dream and he goes for it!

There are a number of companies and tigers that have made their special mark on me, but one that really stands out. I spoke for a CEO group a few years back and in the audience was Ann Willis who was the Managing Director. She invited me to speak at their conferences in Europe, America and Asia and that was where I met her father Dave. He founded the Whitford Worldwide company, makers of fluoropolymer coating used on cookware and in industry, and, at the age of seventy one, he is still the top salesman, CEO and one of the most energetic and fully focussed people I have met. This is his story.

‘Shortly before Christmas in 1968 I was fired as a sales manager. I was 28 years old, had four children, a big house and not much money. I was determined never to be in that vulnerable position again. The company accountant had been fired the same day and the only option as we saw it was to start our own business where we could control our own destiny. We might fail, but it would be on our terms, not someone else's.’

‘The oil industry, centred in Houston, needed the product to coat studs and nuts for flanges, pipe lines, pumps, valves, offshore and down hole equipment. We called on the stud and nut producers and then made joint calls with them on the end users. In a relatively short period we were specified by nearly every Gulf Coast oil and chemical facility.

It took some time to build a strong senior management team. Not everyone wants to take a chance on what is by any measure a small company. It takes time to convince people of the credibility of a company as small yet as diverse as Whitford. We have our own people in 14 countries, we manufacture in seven of those.

In building the team, we have also concentrated on the technical side of our business. Over the past 7 years we have added many technical skills in the form of about 15 PhD's with very diverse educational backgrounds. Along with the people we have added superb analytical capabilities particularly suited for our markets.

What has resulted so far is a group of people who get along well, actually have become friends. This group works hard and plays hard. Long days coupled with an occasional long night. The result is the ability to talk out difficult problems on a non- personal basis.

‘I hear about Business Plans, Exit Strategies, Burn Ratios and many other of today’s ‘sophisticated’ business buzz words. We had none of these then, we have only a smattering now. We do not and did not "fly by the seat of our pants." We concentrate on the opportunities at hand; try to make the most of them by converting them to sales and profits as quickly as we can. We have become slower at this as we have grown.

‘We do not do sales budgets. A sales budget is simply the end point of an argument between the budgetee and the budgeter. How low can I get away with vs. how tough am I going to insist on what I think they can do? We make all comparisons vs. the previous two years. We chose two years because if we have had a tough year, the following year's comparisons can look like more progress than really occurred.’

Going forward I fear for our ability to find people willing to take some risks, make some mistakes and get on with it. I see a real reluctance to take risks in the younger generation that we count on to carry the business forward. That may be the attitude of anyone my age, but I don't think so. Every decision seems to be based on what is the least risk path? This, in my mind, is seldom the least risk and may well be (cumulatively) the most risk.
What they are saying:
I think all people who want to become ‘Tigers’ could learn so much from Frank and the light-hearted yet in-depth thinking he has put into this book.
Raymond Ackerman, founder of Pick ‘n Pay Stores, South Africa

A must read for anyone who wants to find their own path to success
Mike Southon, co-author of the Beermat Entrepreneur and other business books

Frank Furness is one of the finest speakers you can find to entertain and teach your staff how to produce better results.
Thomas Power, CEO Ecademy

Dress for Success, Secure more Sales

In sales, you don’t get a second chance to make a first impression. People buy trust, they buy honesty and credibility, so you have to dress appropriately (I always try to dress a smart, remember, you can always dress down by taking off a tie or jacket).

When I first started selling many years ago, I had been a musician before. I entered the profession thinking that I was quite a snappy dresser. I used to wear pale blue suits, colored shirts and expressive ties and I was successful, but I was successful only with young people, I never reached first base with professionals, why, because I didn’t look the part.

A fortunate thing happened to me, after about a year in the business, a new manager was appointed as my boss and he came over from England. He took one look at me and told me to ‘get rid of the clown outfits’ and made me change my dress to dark suits, white shirts, lace up black shoes and conservative ties and that’s what I have worn ever since. Those changes moved my market, tripled my average sale and made me successful in the professional and executive market.
It’s the big things that count and the small things that make the massive difference. Think about things that we take for granted, dirty nails, bad breath, scuffed shoes, chewed up ballpoint pen and many other small things can turn off a potential client before you even start to sell.
If you go out and you have a beer with a client at lunchtime, before you go into the next client, get some mints or breath freshener because the first thing that the new prospect smells is beer on your breath and remember in the first thirty seconds they are going to make a decision, do they think you’re credible and someone they want to do business with. So dress for success, make sure your briefcase is the best briefcase you can afford. If you can’t afford a gold pen, get a gold plated pen, fake it until you make it, but look professional.

Remember to smile. You know if you smile, they’re going to smile back at you. Look into their eyes and greet them with a good handshake. Ensure that your body language is always open. People like to do business with people similar to themselves, so with the handshake give as much pressure as you’re getting from the other person. If they speak softly, so do you, if the speak quickly, so do you. Can you imagine if you naturally speak loudly all the time and meet someone who is quietly spoken, he is going to think you are not his type of person if you are loud, overbearing and brash? People like to do business with people similar to themselves. This is called NeuroLinguisticProgramming and in my 6 CD audio series called ‘
NLP for Sales’ I cover this comprehensively.

Next, you have to reduce tension levels and develop commonality. For me the easiest way of doing this is to get people to speak about themselves. For many years now, I’ve used a method called ‘past, present and future’. Starting with his past, I might say “this is amazing, you’ve got this great position with this huge company, how did you get started?” Now nobody’s asked him that question for years and he is really proud of his progress with the company, so he will spend some time telling me about this. The next question would be about the present situation. “So tell me about your position at the moment, how are things going, how many offices do you have?” This is the time to just keep quiet and listen. The next question is about the future and with this question you’ll learn a lot about you client and his aspirations, ambitions and goals for the future. “Where do you see yourself in five or ten years time or at retirement?” and you just keep quiet. Now he’s going to tell you about his dreams and his aspirations and if you are smart, you will pick up many buying signals. These are the emotions, these are the reasons that they’re going to buy from you, so remember to use past, present and future.

Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.

I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (
http://www.frankfurnessresources.com/financialadvisor)

For more articles, please take a look at my website
http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com



Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from
http://www.amazon.co.uk
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com

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