“Conquer What You Chase” Is now a Registered Trademark

Noel Walsh and NW&A “Conquer What You Chase” Sales Training & Consulting is proud to announce that the “Conquer What You Chase” Sales Training & Consulting and “Conquer What You Chase” Products are now a registered Trademark.

Put In Your Time and Talent

Just like anything in life if you have a dream, act on it, set goals and put in your time, talent and energy to work anything is possible. After a lot of time, hard work, and money spent my dream came true…“Conquer What You Chase” is now a registered trademark.

I will have a press-release posted soon on this website. Keep an eye out for future Products and Buy “Conquer What You Chase” Products at http://nwnasalestraining.com/services/products/

NW&A “Conquer What You Chase” Sales Training & Consulting and “Conquer What You Chase” Products are e Registered Trademark of NW&A “Conquer What You Chase” Sales Training & Consulting and Noel Walsh from Ann Arbor, MI.

Over the past three and a half years our country has become a place where people who do not pay their bills, default or quit paying their mortgage, and continue to receive unemployment because they make more collecting unemployment than if they were to go out and get a $10 an hour job are promoted and considered victims in our society. Yet all these same people are up in arms when CEO’s and company heads income, spending, houses, lifestyles, and vacations are posted all over the news and Internet. I am not sticking up for these rich people, as I am a self made middle class-er who pays my bills and my taxes and I do my part for society. I just want to point out to the media and self described victims that they are as big of a hindrance to the public sector as the company destructing CEO’s are to the private sector, and your laziness and mistakes are costing them more than they are costing you.

I Was Raised Doing The Responsible/Right Things Lead to Advantages In Life!

I was raised that if you did the right thing, paid your bills on time and saved your money, you would be rewarded by society and have a self respect you should be proud of. I thought this kind of mentality would last forever. Unfortunately that isn’t so anymore. I went to refinance my house recently and after talking to friends, peers, customers, and neighbors I found out I don’t qualify for many government programs or the lowest rates because:

1. I have been paying my bills on time.

2. I have equity in my house.

3. I have a high credit score.

Now in my line of work, which is automotive sales having the three said things above constitutes you for the best rates. That is an advantage of free enterprise and companies calling the shots and taking the risks. Now that our federal government took over the banking and mortgage industry you actually qualify for better programs, better rates, possibly some of your mortgage balance cut off, and terms and a rate that people who are up to date do not qualify for. Does this make any sense to you? Now by no means am I an anti-government advocate, we definitely need a government. I have not been at all impressed by the current administration and their plea for hope and change, when big politics and lobbyists are at their all time high. I am however beside myself that ultimately doing the right thing, scrimping on personal spending to make sure my bills are paid, and paid on time actually hurts you when it comes to your piece of the pie (tax dollars spent on you and your family) and interest rates in re-financing. It’s almost like all the responsible hard working Americans are better off getting laid off to collect un-employment with little taxes taken out, quit paying on their mortgage to get their $222,000 balance taken down to $122,000 and get their 5.625% mortgage rate for 30 years taken down to 2% for 40 years not to mention they don’t pay their $2,000 mortgage payment for 18 months so that $36,000 you can sock away to make sure you still get in all your vacations and eating out while you aren’t working or paying taxes.

The Over-Lapping Effects of This Mentality On Our Country.

Now as tempting as it is to stop paying my mortgage to get my balance cut down, and get un-believable rates and terms, I was raised a little better than that. The thing that really scares me are these peoples kids who see this happening in their house and are under the impression that’s how life is the less you do the more you get. I am not saying that everyone who is getting a government backed mortgage modification, or who is on unemployment is scamming or taking advantage of the system. I know there are many hard working people who lost their jobs to un-foreseen circumstances, and are trying their best to do their duty and take care of their family. On the flip side I know their are also people out their who know the programs and feel it’s their right to take advantage of them. What I really think is outrageous is anyone behind in their mortgage gets better rates and terms then someone paying on time. I understand too many foreclosures could tidal wave the whole economy and certain programs need to be made to help certain trying people out, I just can’t wrap my mind around how people doing the right thing are paying higher interest rates. Does this seem fair or make sense to you?

What This Means To Your Sales!

You can still sell in any kind of economy, and make the same money. Sometimes you just have to work harder and smarter than you have in the past. What is going to throw you a curve ball is the mentality that people are going to grow accustomed to. Have you ever noticed that people who work for union’s, the government, or live off government aid expect everything to be done for them and handed to them? That is the kind of mentality Socialism creates, and when you are a 100% commission sales person it dosen’t make any sense to you because you would starve in your profession. These hand outs and special favors to the lazy and over spenders who get special treatment causes resentment from the hard working, ambitious savers. For things to work things need to be fair, and people need to have motivation to work hard and be responsible, or what is the sense?

This article was written to put focus on the disappearance of the middle class, and help point out some of the factors why. As a Sales Professional a Sales Trainer/Motivator, and a Sales Advocate it’s things like this are only going to take away from the talent pool in our profession. Make sure to be aware, vote, and be an advocate of what you believe in.

Another Blog Post written by Noel Walsh owner and lead trainer of NW&A “Conquer What You Chase” Sales Training in Ann Arbor, Mi.

When you are in sales, you need a constant hunger to keep selling your product and closing deals. In life it is easier said then done to always keep yourself motivated. What are ways you keep motivated when you your energy is low?

Do Habitual Things to Build Your Confidence

We are all going to run out of energy at times. If you can do regular regiments like working out, playing an instrument, or doing an activity that you grow and excel in you will build your confidence. Confidence keeps you High and pushes you to keep moving forward. When you can continually move forward it almost becomes an addiction you keep chasing.

Surround Yourself With Who and What You Want To Be

We are who and what we surround ourselves by. If you surround yourself with negative low-achievers who are jealous and malicious of your accomplishments and ambitions you will begin to slow down. When you surround yourself with positive, like-minded, progressive individuals you and feed from and grow from their actions, energy, and attitude. That’s why when you were a kid your parents, teachers, and people who cared about you told you to be careful who you hang around. Focus on what you want to become, where you want to go, and get there with those around you with the same ideals.

Write Down Your Goals

It’s important to have written down goals.  Have bigger than life goals that are nearly impossible to accomplish, and little goals that you can accomplish anytime, any day. When you have a number of written down goals that you mark off when they are accomplished it naturally keeps you motivated to get things done, and make things happen. Your written goals provide a clear focus, even when there are people, or circumstances that can impair your focus.

Remember focusing on personal goals keeps you moving forward. Surrounding yourself with positive people, and positive actions will keep you motivated to get things done. Doing things that you are good at, in a habitual way will keep up your confidence.

A confident, motivated, positive person with big goals moving them forward is impossible to stop.

Another positive blog post written from Noel Walsh of NW&A “Conquer What You Chase” Sales Training and Consulting from Ann Arbor, Mi.

Only a few days left to accelerate your sales prospecting skills with the “King of Prospecting” Fran Taylor.

Don’t miss out book today!

Take advantage of the opportunity to learn real life prospecting skills and tools from the “King of Prospecting” Fran Taylor. This Friday November 18th at Weber’s Inn in Ann Arbor, Mi. from 9am to 3pm. If you are in Sales and Serious about Growing your Income and Customer Base, You owe it to yourself, family, and employer to Attend!

Want to know how to book today?

If you want to Grow your Prospecting Skills, Call 734-678-4502 or go to http://www.nwnasalestraining.com Come learn the skills needed to succeed with your peers from the Best in the Business in Prospecting Fran Taylor.

This Sales Training Workshop is Hosted by NW&A “Conquer What You Chase” Sales Training and Featuring Fran Taylor the “King of Prospecting.”

Book Today.

Quality Vs. QuantityThe ever going debate of what is most important in sales and auto sales more specifically.  Do you prefer a lot of new customers with no preference or loyalty to your business or your brand?  Or would you prefer a more manageable amount of customers whom you have a relationship, done business with, and that have loyalty to your business, product, and staff?

The Power of Quantity
The more customers the merrier, right?  Yes a lot of customers is great as long as you can manage, and accommodate all that you have in front of you.  If these customers are new to your business, they are not going to have much patience or trust in you until you earn it.  This makes it tough to properly build a relationship and trust when you have a large amount at once that all have the same perception of you, they do not know you.

Advertising and bringing in new customers is a good thing but your close ratios on completely new customers does not compare to the close ratios on cultivated previous customers.

The Real Results of Quality
The quality of your customers will bring the best results.  When you are going after customers prospecting, over generic advertising will bring in a higher quality of customer.  You are going after a previous customer who knows, likes, and trust’s your business, product, and probably has a relationship with your staff.  These customers are approached, prospected by a more formal approach rather than broad generic advertisement.

Your profit margins and close ratios will be much higher with a prospected previos customer other than a fresh customer brought in with traditional, generic advertising.

What Method Do You Choose
Prospecting the customer base you have the greatest connection already with is the best quality of a customer.  These are the customers who you will have higher profit margins, sell more products to and have smoother negotiations with.  The customers you bring in with generic ads will be chasing a payment and price you advertised with little or no profit to the dealership.  When these customers can’t get the price or payment they came in for, because they don’t qualify for one thing or another will be upset and feel tricked.

You cannot give up on traditional advertising all together.  What you can do to supplement and cut the cost of your advertising budget is prospect. Prospecting can be done on an individual basis when things are slow.  Each sales professional can go off a broad set of prospecting tools, and make those prospecting tools unique to their style and customer base.  This keeps each sales person on their game, keeping busy prospecting their customers.  Doing this in a fun, and clever way to keep your name and face in front of your previous customers, their family, and friends.

Do you want to learn the skills and tools of prospecting to keep you productive through the down times?   Then come see the legendary “King of Prospecting” Fran Taylor from Taylor Techniques in the Southeastern Michigan/Detroit area Friday November 18th at Weber’s Inn in Ann Arbor, Michigan.

Another motivational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training in Ann Arbor, Michigan.

Would you go to or send your Automotive Sales Staff to a Sales Training and Prospecting Workshop in Ann Arbor Mi. on Friday, November 18th?

SALES TRAINING WORKSHOP/SEMINAR
Would you send your sales staff, or as a sales professional or manager attend a workshop to grow your sales prospecting skills? Would you like to see one of the best Sales Trainers in the Industry Fran Taylor the “King of Prospecting” from Taylor Techniques teach you to do these things?

SOLUTION
If these are things your interested in, then contact Noel Walsh creator of “Conquer What You Chase” Sales Training & Consulting at nwnasalestraining.com to see one of the best on November 18th at Weber’s Inn in Ann Arbor Michigan.

When you are in car sales, and sales in general your job is to keep your attitude up,  build on your professional reputation with your customers, and grow your business. So when you walk into work in the morning, Walk into the dealership to sell, and only sell.

Get Right To Work

The minute you walk in the morning, preferably early and before everyone else, get yourself situated, everything turned on and booted up, and get organized. Focus on one task at a time, and follow through with each task until it is finished, don’t leave a lot of tasks half done to be forgotten. Start with progressive tasks that lead to getting customers on the phone, and in front of you. Get your working files in front of you and work on them one at a time, getting what needs to be done first, done first.

Start Talking To Customers

The main reason to get in early, and start talking to customers right away, is to keep you out of the unproductive crowds that will only slow you down. The way you make money, is selling your product to customers. Walk by the customer lounge and look for customers. If you see your customer in service start chatting about them, their family, work, and their recent activities. Offer them a coffee, and tell them it was good to see them and to tell the rest of the family you said hello. Customers love this because it makes them feel important,  makes them want to deal with you in the future, and tell their family and friends what a great sales person you are. Smile at the other people in service and look for the early morning shoppers, and phone ups up front. The key is to be busy and productive by the time the rest of your co-workers walk in ready to chat and procrastinate work.

Keep Busy All Day

A productive start is a great way to start the day, but you have to keep busy all day. You cannot let yourself fall in the social traps, talking sports, the weekend, and anything else that keeps your mind off selling. In the morning start on the phone and with emails setting appointments for later in the day and later in the week. Successful sales people spend their day setting appointments,  then getting prepared for the appointment, getting as close as you can to what the customer wants, and then selling the customer and making them happy.

The key to sales is, keeping buying customers in front of you as often as you can through the day, and keep focused on using your personality and skills to sell as many people as you can.

Written by Noel Walsh creator of “Conquer What You Chase” Sales Training, Motivating, Consulting from Ann Arbor, Mi.

When you are in the process of showing a customer a product, and trying to close the deal out, there is a good chance you will hear “NO.” Remember when a customer tells you NO, if you have done your job right up to this point, they are really telling you “keep talking I am not quite ready yet.”

The difference between sales people and sales professionals is the ability to overcome customer NO’s and objections. A sales professional will take the NO from the customer and start asking more questions. They will continue to ask proper questions to get the customer/buyer to open up to what they really want. They will find out what is most important to the customer and build value on it. A regular sales person will feel rejection and lose confidence in the deal.

The sales professional continued to ask questions to find out what the customer really wanted. From here a sales professional will use their abilities to build value in the area that is important to the customer. The sales professional will then ask the same question in a different way to overcome the NO and objection. This is done by asking the right questions and listening to the customers answers. Being they are a sales professional, they will get the customer to the right product, show them value in the product, come up with a fair medium for all, and close out the deal.

There are many built in objections buyers have when they are out shopping, especially when they are spending a large amount of money. A sales professional will never want to say no, or I can’t to a customer, even when they can’t do what the customer is asking for. Instead a sales professional will show the customer what they can do and create value in the process. Keep the process moving forward. Let the customer know what you are doing for them, but don’t bore them with too many specifics.

Selling is all about:

Builing a relationship by asking the right questions.

Getting the customer on the right product that best fits their family’s needs and budget.

Giving a good demonstration.

Creating Value in the Product.

Overcoming the customer’s No and Objection’s.

Restating the benefits and value they are getting for their purchase.

Asking for the sale.

After everything has been done right the customer should be begging you to buy your product right now.

More to come on this same subject again really soon, I hope I was able to help you grow in sales this this.

Noel Walsh NW&A Creator of “Conquer What You Chase” Sales Training, Motivating, and Dealership Consulting from Ann Arbor in Southeastern Michigan.