“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.

I once heard a quote,” Until you commit your goals to paper, you have intentions that are seeds without soil.”

Write Down Your Goals
I have always had goals for myself.  Little goals that pushed me to push myself to the MAX, and Big goals that I would never quit working to Accomplish because they were nearly impossible to accomplish.  I had these goals in sales and in life, I did this so I would never quit working for them.  My problem was I never wrote them down and focused to check them off.  So I was accomplishing these goals without ever getting the satisfaction to check them off my list, and losing track of some along the way.  Then I worked with a great sales trainer Fran Taylor who had a goal list in his sales training manual, and he was persistent on writing them down.  This is when I learned how important is was to have at least 10 clear goals written down at all times.

Accomplish Goals and Create New Goals

Every time you accomplish a goal, check it off and then write another one down to accomplish. Doing this keeps you pushing yourself to constantly move forward.  Whether the last goal you checked off  was a major or a small goal replace it with another goal; it doesn’t necessarily need to be a bigger goal than the last one accomplished, but it does need to be replaced.  Having  written down goals gives a constant focus on what you want to accomplish in your life, big or small, and in your professional or personal life.  From here you need to constantly find ways to accomplish these goals, and then you can reap the benefits and satisfaction of getting things done!   If you can keep this up you will be amazed in the direction your life goes.

Accomplish Your Goals As A Team

Success is better when it is shared.  When you accomplish goals with family members, co-workers, or employees it creates camaraderie and feels better when the goal is accomplished.  When you are working on your goals as a team you have others to feed off their energy and ideas,  and they can help keep you focused and push you when you need a push.  It feels good  to go over the steps you need to do together to get each goal accomplished, then brain-storm together what needs to be done to finish the goal, and then check it off.  You will use different people to accomplish different goals of course, spouse to pay off a credit card, co-worker to accomplish a project, or employee to help with customer satisfaction.

Goals are needed to conquer success, and written down goals give you a clear focus of what you want to accomplish.  Working together as a team to accomplish these goals, makes them more enjoyable when they are accomplished.  Keep focused on your goals, and when you accomplish one replace the goal with another, and you will be pleased with what you can accomplish in life.

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

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 a sales professional you need to be able to overcome any objection from a customer with a logical reason and solution that overcomes their objection.

A customer is always going to be somewhat apprehensive to what a sales person is telling them, or recommending about a product. The whole time the sales person is trying to figure out what the customer wants, the customer is trying to figure out if they like and trust the sales person. This is where a true sales professional must ask the proper questions in a helpful but non aggressive way to build the relationship, and find the customers true want and need.

Ask Proper Questions.
The best way to build trust and a rapport with a customer, is to get them talking about them and their family. This is the quickest way to get your customer to loosen up and start to fell comfortable with you. It is also the best way to the customer the proper questions, of what they need, what they want, what they are used to, and their budget. Once you have gotten them start talking about themselves it will be easy to extract their real needs, wants, familiarity, and budget.

Start Putting the Pieces Together.
Now that you have built a relationship, and your customer trusts you it’s time to deliver. With asking the proper questions, and finding out what your customer wants to accomplish it is time to start moving them to the right product. Their is a great chance that everything is not going to be exactly what they want. So you take them to your product that is the closest to where they want to be all around (want,need,familiarity,budget).

Overcome Objections by Building Value.
When you direct a customer to a product, it may not be exactly what they told you they wanted. The reason you may have taken them to this product is because it fits the price they told you they wanted, and you felt price was most important to them. Now take them over to the exact product they wanted show them the features and benefits over the other one, and tell them the difference in price, ask if that is something they want to handle and stop talking. Leave the decision to the customer, and in every question they ask give a answer that builds value in the product they are leaning towards. Never over sell, as this could hurt you at the end, and let them know you don’t mind what they buy, you are just here to make sure they are happy with whatever they buy.

Always work to help the customer in a sincere way by offering sensible solutions that help them accomplish what they set out to buy. When you are truly sincere helping them, and overcome every objection with a helpful solution they will be easy to trust, and eager to do business with you.

Written by Noel Walsh Owner, Lead Trainer, Motivator for NW&A “Conquer What You Chase” Sales Training 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.

A sales person has to have a certain ego, and confidence about them and they like to win in every deal, but sometimes you have to appear to lose to win the sale.

You never lose in sales when you make the sale.

Our job in sales is to get the customer to bob their head up and down, telling you “we will take it.” This is the outcome we are looking for with every prospect/customer we face. Sometimes we get demanding customers who are so afraid of sales people, they try and take over the deal and offend you along the way. For a lot of sales people this will put them in defense mode, where they will want to butt heads. Doing this will not make you money.

The customer is always right?

This is an age old statement, that is not always true but most of the time it is true. The customer does indeed have the leverage, because they are the one’s buying the product and spending the money. You need to use your sales abilities and personality to overcome any power struggles that are going on in the transaction. Remember if they do not buy it doesn’t matter who wins in proving their point, because if you do not sell them and earn their business you lost.

Turn every negative into a positive in their favor.

Every time an issue, personality or product arises use this as an opportunity to solve a problem for the customer. People are relieved, and feel indebted when you take a load of their shoulder and solve an issue for them. This is a human nature characteristic, and gives you the opportunity to earn their like in you, confidence in you, and trust that you make things happen. This is the sales person you want to be for them, and your job earning their business, as well as their family and friends business year after year will be easy.

Focus on what the customer wants, and give it to them.

Put all your personality differences to the side. After you are able to relieve the little power struggle, by realizing when you sell them you win it is time to figure out what the customer wants. Always remember a great sales person will ask the right questions to figure out truly what their customer wants. Do exactly that, find out what they want, give it to them, solve their problems, and let your personality shine.

The only thing you should ever worry about in sales, or focus on is what does this person want, how can I give it to them, and in the process prove to them I am the right person for the job. It really is that simple.

Another blog post written by Noel Walsh, from Ann Arbor in southeastern Michigan. Owner of  NW&A, author, sales trainer, motivator, dealership consultant, and everything you need in the automotive retail industry.

When you are in Sales your talents and abilities are tested everyday by your family, clients, and most importantly they should be sharpened and you should be motivated by your leaders/boss. Unfortunately when our leaders in sales do not lead then we are on our own.

1. Watch what the most successful sales people do.

When you have not had proper training and have leadership that does not do their job of leading, you need to learn on your own. Remember good and bad habits are hard to break, so make sure your carrying around good habits. Watch what the most successful people around you do, and pick up their good methodical habits. Watch what the under achievers around you are doing, and make sure not to follow their habits.

2. Constantly update your skills, and grow with the changes.

There is a good chance when you ask your boss questions, you will not get a solid, concrete answer that you can take back to your prospect. Don’t let this frustrate you, but learn what sources will help you answer your prospects questions in a timely manner. You need to find a way to be in charge of your own sale and customer, and most importantly the pace of the deal. You don’t want the customer getting cold and loose their interest in you, your product, or most importantly what you are saying.

3. Grow from every objection and obstacle you face, and learn to properly overcome them.

As a sales person, you need to get used to hearing no, and have thick skin. Remember a no in sales means I’m not ready yet but keep talking. You need to continue to ask your customer more questions to find out their real wants and needs, and then accommodate those wants and needs. Never stop pressing or asking questions until they have committed to you and your ready to close the deal. After that slow down your talking.

4. Take chances and learn from your mistakes.

When you are in your own lead, you need to take calculated risks to make sure your grow progressively. Along the way while taking risks, you will make mistakes. You need to make sure you learn and gain wisdom from your mistakes, and not let them bring you down. Constantly move forward, and make sure you grow with everyday and every situation. Realize you are in control of your professional destiny, and that is a great freedom to have.

5. Do what works day in and day out, and don’t look for recognition.

For some of us it is human nature to expect a pat on the back and recognition for a good job, but it does not always come. Don’t let this bother you but instead let your customers be your biggest fan’s and always be aware of your talents and accomplishments. Do  things the same day in and day out in the same way and you know what to expect. Handle all your customers the same way day in and day out and you will know what to expect. Be your biggest fan, know what you are capable of, and make it happen.

        Sometimes we think it’s easier said then done, but in reality you just need to do the same things in the same way and get positive results. You are now self sufficient, congratulations nothing can stop you.

Blog Post written by Noel Walsh of Ann Arbor in Southeastern Michigan. Owner of  NW&A  llc, Lead Trainer, Motivator, and Dealership Consultant, Creator of “Conquer What You Chase” Sales Training.