Business Expert Webinars

Business Expert Webinars (BEW) is an international community of business experts, comprising best-selling authors, award-winning speakers, and business gurus, announced its launch today with more than 100 speakers and 700 live business education webinars. The Science and Art of Selling is a part of this big community!

A Cutting Edge Way to Increase Your Business Knowledge, Easily and Affordably!

Key points:

1. Business Expert Webinars is an international community of business experts that comprises best-selling authors, award-winning speakers, and business gurus
2. BEW is using webinar technology to deliver business eLearning
3. BEW has over 100 speakers and over 700 webinars on their schedule
4. New speakers and webinars are being added every day
5. Each webinar is sixty minutes long and taught by a live presenter on the phone and is supported by a presentation delivered over the Internet
6. The experts pick very specific topics and go deep into the subject matter
7. This is strictly business education, not an infomercial
8. Participants come away from BEW webinars with actionable information they can implement immediately
9. It is a great way for adults to learn valuable information inexpensively, without leaving the office

“We are using webinar technology to deliver business eLearning,” said Lee B. Salz, President and CEO of Business Expert Webinars. Topics include all genres of business –sales, networking, public relations, marketing, real estate, human resources, entrepreneurship, management and many others. Visitors interested in participating can view the extensive schedule and sign up for webinars at BusinessExpertWebinars.com.

Each webinar is taught by a live presenter on the phone and is supported by a presentation delivered over the Internet.

For more information, visit BusinessExpertWebinars.com.

Sales amateur vs. sales professional

In my 15+ years in different roles in sales, I have met many sales people who never bought a book about the sales in their life. They never attended a seminar about sales, which was not part of their company at the time. However, they were always complaining about how companies are not investing enough in their sales force, yet expect them to be perfect and up to date. That is the reason why they don’t want to invest in seminars on their own.

They believe that if their company does not see the value in it, why would they pay for it by themselves? Also they feel they know everything about the sales, so there is no need for spending money on books and seminars, or finding time for reading magazines or specialized websites. Many of those people who don’t learn continuously wonder why they don’t advance in their career or are skipped over again for a promotion.

I am giving you perfect examples of how the amateurs are thinking while blaming everyone around them for being unsuccessful in sales. You are the one who is making the decision. Every morning, when you look in the mirror, are you seeing the reflection of an amateur or professional?

Sales professional is someone who invests in his knowledge, who reads magazines and web portals dedicated to sales people and attends seminars and conferences. A sales person who follows the trends understands how essential it is to improve him personally.Professionals are ones they know how necessary this is to start selling more. And of course – they are the ones who are earning more.

Be different from the 95% of salespeople out there who are not investing in their knowledge, and you will start seeing the change. It will start first inside of you where you will be hungrier for the new knowledge. You will have a better conversation and better approach to your prospects and people around you will see that difference.

Your self-respect that you’ve gained with that new knowledge will make the world your oyster. Don’t wait for your employer to send you to a seminar. Be proactive, for yourself and your career. It will benefit you in the long term - with your career and most importantly you will see the difference in your wallet!

You are asking your clients to make a change, but if you are unwilling to change yourself, how can you ask your prospects to?

Your sales process will also depend on your efforts invested in research and understanding your customer base, your energy and enthusiasm about your product. If you cannot transfer enthusiasm to your prospects, you are in deep problems. When you talking about something people can feel if you are insincere, or you really know what you are talking about.

It is not what are you saying but how are you saying it.

What does it mean to be sales professional? I am not saying that you have to live, eat and breathe sales 24/7 every day for the rest of your life, but to start seeing your sales position as something more, something bigger than 9-5 job.

Whether you love your sales job or not, you have a choice to do it well or not, to be fully involved or back away, and if you have this attitude of choosing to do your work well, you will enjoy your job itself!

You can be very productive once you consciously choose to be in sales, and if you change your approach from “get things done” to actually enjoy what you do, you can get the job well done and be rewarded for your efforts.

Fulfillment in your life comes with doing a great job, whatever you do. And your occupation, in this case sales profession, is just as important to your personal health as the right food for your body.

Invest in your knowledge; put the seeds in the small steps and watering your skills and constant caring about your sales knowledge. And when the time of harvesting comes, you will have the fruits of your efforts in front of you.

To differentiate from majority of people who don’t like what they do, you have to actually enjoy what you do.

Start your day by doing your job the best you can, and try to do it for a week. Then come back next week and do it all over again. The best you can, not waiting for rewards, not asking for rewards. Don’t wait for results to come, just do the job the best you could. When first results came back, when you get positive feedback from your customers, when you close a new deal – ask yourself: What has changed?

You will start loving your job because success will come, first in small steps, but more and more day by day it will grow. Your customers will start seeing you as a knowledgeable person, your colleagues will see you with different eyes, and you will realize that all of that is important, but most important are feelings inside of you that start building – good feelings about yourself.

You will feel worthy, valuable to your customers, colleagues, and you will build that feeling inside of you that you are valuable part of your environment.

And you will start feeling that you are helping others – your colleagues to be better, your customers to find the best solution, and by helping them you are actually helping yourself to become a more valuable member of the community.

Does it make sense?

Natural order of things is in doing your best at what you do best, and the rewards will follow inevitable.

Remember this - you can't fail how hard you try it.

Big vs. Little Jobs

One morning Elizabeth Potter wakes up to find she is out of work. Her firm has been purchased and will be moving to another region of the country. Elizabeth is not in a position to move, so she begins to look for another job.

Along with hundreds of other letters, Elizabeth's application slowly hits a company that is interested and grants her an interview. This position was carved to fit the person who is satisfied with what life chooses to give out to him or her – food, clothes, place to lay his or her head, and the right to exist.

But as she progresses, she is not satisfied with just a livable wage, and presents a well prepared portfolio of what she can do. She is hired for a gain in income.

Who did she beat out for this job? Hundreds of applicants both inside the company and out, who did not fight for what they were worth. Elizabeth showed what she could do. It was not just words. The amazing thing in this case is how the internal employees failed to demonstrate that they had the performance ability for the position.

By hiring someone who could demonstrate their abilities it may mean the company can save hundreds of thousands of dollars. No inside employee could match her ability to sell her competencies. It doesn’t mean they might not have those competencies; it does mean they didn’t sell them.

In another case a company is searching for a new auditor. Outsourcing costs are running too high and the international business work seems too much for the current auditor. In the New Z-Laser Company in Pittsburgh, a thirty-five-year-old dynamo, Bill Marin, is making a name for himself in the auditor’s position, and as a leading member of the professional auditing association. On top of it he has sought international finance and marketing expertise.

His ability has been noted by outsiders as well as by those above him. So, winding slowly through the grapevine, word reached the searching company that a right person for their open position exists. They send an invitation to Bill Martin for lunch.
One month later, entrenched behind a mahogany desk in a private office, Bill Martin is on that success road to a six figure salary.

In this case the job found the person. The directors are congratulating themselves on having secured Bill’s services and are doing everything in their power to help him get a fair, square start.

Think it over.

Both Bill Martin and Elizabeth successfully sold themselves, purveyed their strong personalities, while hundreds of others, many that should have had an advantage by being current employees failed to make the effort. It did not happen overnight: both Bill and Elizabeth trained, expanded their talents, developed, and as their personal worth grew their incomes as well expanded. One of their trademarks was their dedication to a constant repetition of intended and steady tasks.
But an in-house employee should have been in line for that job. A person out of their own organization who had delivered every step of the way would have been far preferable at the time in the eyes of the employer. This person had overlooked the necessity of selling themselves and their possibilities to his employers.

There are three classes of workers:
1. The person who doesn't try;
2. The person who builds their ability but fails to demonstrate it.
3. The person of success: a combination of ever-increasing ability and constant personality selling, who wins in spite of person barriers.

And, after all, you can be what you make yourself. Often just a little longer pull and a little stronger one and the sky is your earnings limit.

On the other hand, the person, who lies down and rests; who is satisfied at any point is lost. They become one of the vast wayside army which acts as background and scenery for the ones who really follow through. Bear this in mind: the person above you today, yesterday found less in their paycheck than you do now.

For Bill and Elizabeth the future wore a cloak of question marks, too. But they pulled back that curtain and traveled the identical road that you are following. Therefore, there is no reason under a blue sky above why you can't do as much.

Now I'm going to repeat: Step by step-constantly adding to your store of knowledge-constantly fitting yourself for the step ahead, that is a step above you: study and work; use every capability within you; develop your talents and create new ones; then build yourself, your ability, and your possibilities day by day; and sell yourself all the way.

When you stop to analyze it, a salesperson selling goods has just exactly three things to do: first find a customer, then make the sales to happen, and last, but not least, that sales person has to cultivate customers to buy more.

It all comes down to selling yourself - selling personality.

You are your own wares. The person who employs you is your customer. You've got to find your customer by locating a business that offers opportunity for you and needs what you have to offer. You have to make your first sale: actually land the position.
And then, where the salesperson’s work is to make his customers buy more of his goods, your task is to build the value of your services and get a cash return - promotion - if you follow these steps.

What a person of success needs is a good margin of pay above a living wage. In that case, the job goes hunting for the person. That high-salaried person, who is worth that high price, is harder to find than proverbial needles in a haystack. Big positions find few applicants; little jobs have a waiting list.

---

This is an excerpt from my new book "Crucial Points to Succeed in Sales (and Life)". Click here to read more.