Most resume websites, and career sites for that matter, offer generic tips about constructing your resume. However, what they don’t take into consideration is that some jobs require a resume tailored to that field. If you want a job in medical sales, or you are trying to move into a stronger company in the medical device or pharmaceutical world, there are a few things you need to have on your resume that a generic career site won’t tell you.

First, you need to make sure you list any and all sales statistics under each employer. Always put your % to quota or sales numbers for all years, along with you rankings, quota attainment, growth, and territory size (to demonstrate the size of the accounts you manage). This is something a generic resume wouldn’t include.

List all achievements and awards. Make sure every President’s Club award, achievement or recognition by your company is there to highlight your success. It’s best to list these under each employer to make them easier to distinguish.

Always put your call points and physician specialties, not only do these speak to your experience, but in the digital age recruiters and hiring manager will be using these keywords to find your resume.

Include any hospital sales and the hospitals you sold to, hiring managers and sales directors like to see that you have existing relationships that you can leverage for their product.

Always put your territory for each position, again, these are key words that are important to have in the body of your resume. Recruiters look for reps in certain locations or that covered certain territories.

Make sure to highlight any special training or reimbursement/buy and bill experience, etc. Those little things might give you the edge over another candidate.

Ensure that you not only include the companies you worked for, but also the products that you have sold. Many large companies have a long list of products. When reviewing your resume, sales directors want to know what exactly you’ve been selling so they can related that experience to the product they want you to sell.

Include your employment dates on your resume, and make sure they match up with dates on your LinkedIn profile, and other places your information maybe that potential bosses will see. Employers want to see a clear, concise and consistent employment record. Conflicting dates can be a red flag, either that something isn’t, or that you aren’t detail oriented enough to get it right, neither is a good thing.

Finally, try not to make your resume too long. Although we’ve given you a lot of things to include, recruiters and hiring managers have no time to read long resumes with too much information. Write succinctly and use bullets to highlight your experience and accomplishments. If it’s laid out properly, a glance at your resume will demonstrate experience and expertise and get you selected for an interview.

For more ideas you can also check out our article on Top 7 Mistakes Pharmaceutical Sales People Make When Writing A Resume.

First of all, I like to tell you that this post is gonna be a long one. Quite a long one which may take at least 4-5 minutes for you to finish reading (if you learn speed-reading) or 8 minutes if you didn’t. Maybe you would like to grab a cup of coffee and enjoy what I wrote about Tim Sales here.

You may ask who’s this person about Tim Sales that I got so much to talk about. However, I would assure you that this is my 2 year personal story with Tim Sales, and I noticed a major shift in Tim Sales in this 2 years.

Now, Let me give you a brief introduction of who Tim Sales is.

Tim Sales is an MLM millionaire who created his fortune from the MLM industry with the first MLM company he joined. He was previously from the US Navy and he met the MLM industry when he answered an ad from the Washington Post. From there on, his life have changed. He went on to build a downline of 56,000 (this is past statistic, I’m sure he has hundreds of thousands now…) and retire as an MLM millionaire.

However, what bothers him is the branding and image of MLM, which is clouded by misconceptions and misunderstanding, which has prevented many people to create their own future by building a MLM business. He then decided to step up and become an ambassador for the MLM industry, by creating the most-popular movie that explains the MLM business model without hype or fluff – The Brilliant Compensation. This CD has helped millions of network marketers worldwide build massive downline organizations.

He’s also the founder of FirstClassMLMTools.com where he provides a lot of tips and training resources to help new and struggling network marketers build their business. I have personally get many tools from him, notably his famous training packages – The Professional Inviter, The Brilliant Communicator, The Pocket Tracker, and the latest The Professional Presenter.”

Okay, the introduction above is fully written by me, and not copied from his website or sales page, because I knew him for more than 2 years, and almost read all his newsletters and training packages.

“How Tim Sales Saved Me”

If you’ve read my story before, you would knew that I started my MLM journey from a fake MLM company. Fake means not real. Fake means scam. Fake means illegal. Anyway, I’m naive that time and I join with massive promise by my then uplines about driving Mercedes C-Class at the age of 20 with 4 months in business, wearing SGD $1000 dollar tailor-made suits, carrying thousand-dollar Mont-Blanc pens and wearing Golden watches… (or many others which you can name it yourself…)

Needless to say, I buy into hype, and failed eventually when the company close down. Many of my then teammates lost hope in MLM, and shouted MLM is Scam everywhere, in forums, in blogs, in newspapers…etc. However, one of my teammates showed me a movie and explains to me the full model of MLM, and how it works.

You Guess It? That movie is Brilliant Compensation… by Tim Sales!

At first view of the movie, it immediately caught my attention, because it explains why MLM is not a pyramid scheme, and differentiate itself from the pyramidal corporate structure. It also answers many frequently asked questions about MLM, and shows truthfully why MLM is the Most Fair business model of all, without any hype or fluff.

Thereafter, I’m an addicted fan of FirstClassMLMTools.com, and read Tim Sales’ MLM articles from Top to Bottom, Left to Right, Forward and Backward. I read everything to clear all my doubts about MLM, and you guess it (again), I’m on fire for MLM! Almost an full-time Evangelist for MLM!!

“They Called Me Crazy”

I finally understood that MLM is not a scam, MLM is not a pyramid scheme, MLM is legal in Singapore, I know how to differentiate a legal and illegal MLM (regret I didn’t know this earlier…), MLM being the most fair business model of all, MLM is not about chasing and harassing friends, and can be done professionally… all those Tim Sales have taught, I read it all.

Then, with his glowing fire of enthusiasm of MLM in me, I went out and call of my former teammates who failed with me in that ex-company. I wanted to share with them what I’ve learned and help them understand the MLM industry better. I also gave them the Brilliant Compensation Video to watch and explains to them everything about MLM after the video.

However, not many of my ex-teammates listened to what I shared with them. Some of them really hate MLM to the core, as they had really lost hundreds of thousands in that ex-company, and vowed never to come into contact with any thing with these 3 letters – M.L.M. However, the sad truth is they still don’t know the true difference between a legal and an illegal MLM.

But to my surprise, some of them really listened to me, and watched the Brilliant Compensation Video with me over and over again to get a full understanding of the MLM industry. I’m so delighted that I’ve made a difference in their lives, and helped them to get out of the nightmare (even though some regrets will still linger…)

“Time For A Comeback!”

I made a decision to build a real MLM business, after about 7 months break from my ex-company. I analyzed the MLM company and felt that it can help me build a successful MLM business. I got my friends who watched Tim Sales’ Brilliant Compensation Movie to join me too.

I go on and build my MLM business professionally with the communication skills I learned from Tim Sales’ training packages. I also had a mission to do the business the right way professionally and proved to others that whether MLM is professional or not, depends on the person doing it, and not because of the MLM industry.

I go on and utilize all the tools I have bought from Tim Sales at FirstClassMLMTools.com, and attended the training from my upline team. I’m so excited that my business took off when I recruited my first business partner… professionally!

Where’s My Enthusiasm Now?”

As you know when you’re doing anything, there will definitely comes a time when things didn’t turn out as you expected. This happens in business too, and it happened to me. My enthusiasm for my business has dropped dramatically when I realized that most of the people I talk to are not interested to join my business. Of course, I presented my business to them professionally, and they gave me their valid reason of not joining me at that moment. We are still friends after all. I realized that the people I talk to are mostly unqualified and not interested to do any business. I sorted them out, and realized I got not much people left.

Then, I was told by my upline team to go cold-calling in shopping malls, book fairs, seminars, workshops, and attend networking events to know more people who are like-minded like us. I find that can be quite a good idea, and Tim Sales taught us how to open a conversation with anyone anywhere in his Professional Inviter Training. So I did. I spend money to go for networking events, get contacts and meet new people. I even tried cold-calling in book shops where I usually buy books.

However, this does not tick with me. Even though I can open up conversations with new people, I somehow just don’t feel like doing it everyday as a strategy to build my business. It’s really tiring (you’ll know if you have tried…), and it’s not the best return on investment on my time and money.

“This Book Almost Killed Tim Sales”

However, whenever I felt down, my upline team will encourage me, motivate me, inspire me to go out again. I would also turn to Tim Sales and see if I have missed out any ‘puzzle’ to my business and any resource I could get to get my business on track again. One resource I would like to get from Tim Sales, is the First Class MLM Leads that his company provide, which helps you generate highly qualified leads for your business. However, they are only available in US, and I’m in Singapore.

I look onto the internet and see if there’s other ways to find leads, and get to know people who are qualified for your business. Then I found this book.

If you’re in the Internet Network Marketing world for some time, you would know this lady by the name of Ann Sieg. She wrote the book “The Renegade Network Marketer”, and teaches the concepts of attracting targeted prospects to you, using the internet, and get people to come to you instead of you going after them.

Now. Here’s a conflict. I’m at the valley (a.k.a. lowest point) in the business now, and I also don’t know who to believe. Tim Sales or Ann Sieg?

At that moment, I didn’t really know who can help me, hence I go on and buy that Renegade Network Marketer eBook. I read it, and complete it within a day. It’s 160+ pages by the way, a lot with other audios and video trainings.

I understand the idea of the concept called Attraction Marketing, which is relatively new in MLM. Then it was year early 2009. I bought the concept, and see it as a new hope to my MLM business! I stopped everything I do then. I redesign my attraction marketing plan, and take about 1 month rest in my business. I didn’t do any prospecting or invitation then.

“This Won’t Work!”

As I’m dormant in my business, my upline team leader came to talk to me if I have any problems in my business, as I was not doing anything. But before I want to bring up the idea of attraction marketing to him, he told me that, as long as I follow hissystem, I will be successful.

Yea. His system is to do cold calling and use offline methods to generate leads, then attend motivational training to pump members up so they will talk to prospects full of energy and excitement. He keeps on preaching that his method will work, and told me not to try any new methods. Just Follow The System!!

Somehow, I can’t get the idea of attraction marketing get into my upline team members, as they have really build good residual income from offline business. And many of them, including other people in my company, do not use attraction marketing that time, and all of them use offline methods. Most people there are 45 years old and above, and at age 21, I’m considered the youngest there.

In the end, nobody supported me in my idea, and it eventually didn’t take off with me. This idea is also very new in Asia, my upline team just keep telling me to follow the system. After much hesitation, I decide to put my idea away, and try to use my upline’s system again.

That time, I can say it’s also the most controversial period about the MLM industry, whether people should use the internet for MLM, if attraction marketing works, is old-school traditional methods gonna be replaced by new-school marketing techniques.

“Where Are You, Tim?”

This got many people together for a ‘heated’ discussion, with the New-age Internet network Marketers lead by Ann Sieg, Mike Dillard, Mike Klingler VS the old-school MLM Millionaires including Randy Gage, Eric Worre… any many others. Many other network marketers also made comparisons between those two, and the internet that time is really full of all these topics – Old School Vs New School…Traditional MLM Vs Internet MLM… Attraction Marketing Vs Chasing Friends and Family…etc

However, despite so much argument out there, I discover one thing. Tim Sales is not involved in any discussion over those topics. He just continued to teach people how to communicate effectively, become a professional networker and brilliant communicator. I was trying very hard to look for clues if he ever entered into this topic.

“Finally Tim said something…”

For almost 1 year, till mid-2010, I didn’t see Tim mention anything about using the internet for MLM. Then Finally, he revealed something, and it was probably the period after all those hype and discussion about Attraction Marketing.

I remember Tim mentions something like this, “Regardless what methods you use to build your MLM business, it ultimately boils down to Effective Communication. It makes no sense to generate whole bunch of leads and prospects, and failed to work these leads effectively to become your customers or prospects.”

Now, that got me thinking. Tim Sales made 100% sense in what he said. At the point of him making that remark, there are many people who have also failed in the “Attraction Marketing Formula” shared by Ann Sieg. And then came to a final conclusion statement about those discussions.

“It’s not about chasing friends or family members. It’s not about pestering people on the streets. It’s not about using the internet to build your MLM. It’s not about using Attraction Marketing Formula.

It’s about Relationship Mastery! “

People who manage to build a successful MLM business, is because they know how to build strong, rock-solid relationships with people through effective communications.

Tim Sales, Randy Gage, Eric Worre, Ken Dunn… (those you say old-school MLM Millionaires), build million-dollar downlines without the Internet. They know how to build relationships with people!

Ann Sieg, Mike Dillard, Mike Klingler can use the internet to earn million dollars for their MLM business, while some other attraction-marketers-wannabe can’t, is because they know how to build relationships with people, while those wannabes don’t know how!

“Time For Action!”

I know that it has come a long way for everybody to accept that the internet can be used as a tool to build your MLM business! But sad to say, with so much things going on, and with the final verdict revealed above, my upline team still don’t believe in Internet!

Finally in July 2010, I made a very hard decision to leave my upline team, as I know the internet is a very powerful tool, and I will be leaving money on the table if I’m not using it to build my business. My upline team members are really fun people to work with, going business trips together, having late night out suppers, going movies and parties together. However, I believe my future is more important. I never want to look back and regret… “how come no one tell me I can use internet to build my MLM?”

I started to buy online training courses and educate myself on how to use the internet to my benefit. I started creating my blog, Ding-Neng.com in July 2010, and started generating my own leads.

Then, I also partnered up with my new MLM company which provide both online and offline support, from the US, and has its base in Singapore! I got all their online training and support and it really helped me bring my MLM business online… double the rate if I do myself.

“Tim Sales Finally into Online Marketing?!”

3 months into my new MLM business, and I’m doing really well, with about 20+ people in my own organization. I’ve been using blogging, social media, and various free online marketing strategies to promote my business and create my brand online.

During my 3 months in business, I also realized Tim Sales is also utilizing online marketing tools, as he had a Facebook Fan Page, and a Twitter account for his FirstClassMLMTools website too! I’m his loyal fan and follower. Go find him there!

About mid September, Tim Sales finally revealed that generating leads using social media platforms like Facebook and Twitter is possible for your MLM business, and he is going to show you how he did it. Tim partnered up with his social media coaches and taught him what are the ways people can generate leads online.

Meanwhile, I also discovered a change in the MLM Formula of Tim Sales. Tim usually says the MLM formula is just broken down into 3 steps – Invite, Present and Train. However, he had added in one more step into it.

Now, It’s FIND, Invite, Present and Train! Tim has added a point to show that Finding Leads is part of the MLM formula! Did you sense something special is coming out soon?

Then, on October 1, 2010 Singapore time, Tim Sales finally revealed a Social Media Training course, with his Social Media partner who is very well-trained and experienced in MLM and is a keynote speaker for many social media conferences. She is MichelleCorteggiano. It’s just been released into the market. Go check out the Build Your Social Brand here.

Alright.

If you’ve read thus far, I really want to thank you for your time. Your coffee would have finished by now.

My favorite so-called “Old-School” First Class MLM Expert Tim Sales, have started to embrace the Power of Internet, and agree that utilizing the Social Media to build your MLM business can be profitable. Social Media has changed the way we communicate, and if used correctly, it can certainly be a good tool for your MLM business.

Here is a valuable advice…

Regardless of how you build your MLM business…

“The folks who build their M.L.M business the right way offline, are usually the ones who understand how to build it right online. They’re the ones who put my Inviting Formula to work on sites like Facebook and Twitter and see amazing results.”

It’s in one of Tim’s recent newsletters.

So my dear friend, Where does this leave you?

If you’re still thinking that the only way to do MLM is traditional offline prospecting methods, then you’re wrong.

If you’re still thinking that traditional offline MLM business building is dead, you’re also WRONG!

Again, my favorite MLM expert Tim Sales has proven that the MLM business can be built offline and online, a ‘certified’ marriage finally. This is because the underlying factor of MLM business is still effective communication skills!

Yes! That’s my Love-Hate-Love Relationship with the First Class MLM Expert, Tim Sales!

Developing a sales forecast is an essential part of any business. Having an understanding of how well a business is going to do in a given time frame enables business owners a better insight into what areas of the business need more resources.

For example, if it’s going to be an extremely busy period, then owners can consider taking on more staff in production or for less busy periods, then they can invest their time in product development or marketing.

It may seem impossible for some business owners to try develop a sales forecast, however, without one it can be very difficult for managers and business owners to predict what resources will be required and where. Here are some tips on developing a forecast for new and established businesses.

Use Historical Data and Past Sales Numbers

If you operate an established sales business, then the best data that you have access to in order to run a sales forecast is historical data. The sales figures for over the last few years will provide you with a good indication of how the business is going to perform over a given quarter.

Historical data should give you an indication of how many new customers you are likely to acquire and how many will drop off. This will in turn feed into how much marketing and sales activities you will to do in order to win new business.

You should look to break down historical data into customers and product lines, to understand which customers bought what products and how many of each were sold. By focusing on more profit product lines this will enable you to generate more revenue with the same amount of effort.

Sales Forecasting for New Businesses

If you are starting a new business, then sales forecasting can be a bit more difficult, as you do not have access to historical data. However, you can analyse the following in order to try and estimate sales figures for a given period:

• Analyse competitor sales data (If its available)

• Carry out market research

• Seasonal trends in the market you operate

All of this data will give you a good indication of the likely sales figures you can achieve in a quarter. It’s important that you make conservative estimates about the growth of the business, as overestimating could cost you down the line.

Be Consistent with The Forecasting Method You Use

Finally, it’s important that once you develop a method for forecasting sales, that you are consistent in how you forecast in the future. If you change the method each time, it is likely that you will end up with unreliable data. Using a consistent model will assist you in coping with demand and enable you to take steps when things are going wrong.

As a newly minted college graduate, a career in copier sales is probably not what you dreamed of when you were pulling all-nighters to pass all of those dreaded final exams. After seven years of experience as an Account Executive and Sales Manager at two different copier sales organizations, I’ve often marveled at what a smart choice working in this field turned out to be for me and many of my colleagues. Before you whiz right on by the umpteen job openings on the online job boards, consider why you might want to pursue a career as a copier sales rep:

1.Many new graduates and career changers select a career in copier sales solely for the world class training that is available. Usually, a new rep is sent for two weeks of classroom training followed up by in the field training with your sales manager and fellow sales reps. This is invaluable training that is FREE.

2. The knowledge gained as a successful performer in copier sales can open the door to more lucrative opportunities in pharmaceutical, software, medical device and financial services sales, just to name a few.

3. A representative at 100% of annual sales quota averages $60,000-$80,000 annually in base salary, commissions and bonuses. It is not unusual for a top performer to exceed $100,000+ per year in earnings.

4. Depending on your individual sales manager, you might enjoy a high degree of autonomy and job flexibility.

5. If you consider yourself entrepreneurial this is the job for you! Your territory is like owning your own business and your goal is to maximize revenue within your assigned boundaries. The skills you learn on this job are excellent preparation for owning your own business one day.

6. If you want a raise, you give yourself one by selling more copiers. There is nothing like a pay for performance work environment! After this, you will never be able to tolerate a paycheck where someone else puts limits on your earning potential.

7. Most companies provide perks, promotions and sales incentive trips for their top performers. Personally, the all expenses paid trips for two were the best part of the job for me. You and a guest enjoy all of the amenities of a Five Star Resort to places like the Bahamas, England, Cancun, Scotland or Hawaii. It’s a great way to travel the world for free!

8. Every business needs a copier device. However, depending on your assignment, you won’t spend your entire day talking to dentists only. You might meet with the Office Manager at a defense company in the morning, an IT Manager at an apparel manufacturer at lunchtime and the CFO of an entertainment company in the afternoon. You gain exposure to many different industries as well as functional areas of a company. Not only does this make the job more satisfying, it is also an excellent avenue for networking with many different professionals. Who knows what kind of opportunities your networking activities could lead to in the future?

9. Like many who’ve gone before you, you might actually enjoy the copier industry and want to pursue a long-term career in the industry. As you demonstrate exceptional sales results, most likely you will be promoted and rewarded with increasing responsibilities. The career path has a fork in the road where you must decide whether you want to pursue Account Management or Sales Management.

A candidate that enjoys the sales process and is a bit of a lone ranger usually prefers to work his way up to bigger and better accounts as a Major Account Rep or a National Account Rep. Sometimes a Rep will be assigned a Vertical Market such as Law Firms where he is the specialist in selling to only the Legal Vertical Market. The other direction to go in is Sales Management.

You would be promoted to manage a team of six to eight reps and after exceptionally consistent performance, you might run your own market as a Branch Director and manage 100-200 sales and service personnel. Most ambitious Branch Directors have their eye on ending up in the corner office as a Vice-President, eventually. The reality of the situation is that if you want to move up the corporate ladder, at some point you have to prove that you can get things done effectively through other people. This is best achieved through a Sales Manager role.

Executors faced with liquidating an estate’s personal property will quickly find that it is their most time-consuming administrative task. Executors who don’t perform their duties could be removed from office by the Probate Judge, so it is important that they single-mindedly pursue disposing of the estate’s property so that the bills can be paid and the estate settled.

What you’ll get from this article

Executors have three main liquidation options, and I will discuss the pros and cons of each in this article. Any company chosen to liquidate an estate should be vetted; I will tell you how to do this conscientiously, and I will also propose the best liquidation method. I assume that the twin liquidation goals of the Executor are to achieve the greatest cash benefit to the estate and to leave the house broom-clean so that it can be sold. Of course, there are ways to maximize the cash return for each type of sale, and I’ll tell you what they are.

Investing ten minutes into reading this article could save an Executor many hours of work.

Option 1: Have An Auction On-Site

Benefits of an On-Site Auction:

Auctioneers are very competitive lot. It should be an easy job for an executor to find an auction company willing to take the estate liquidation job, and commissions will be competitive. A strong argument for an on-site estate auction is that when the auction is over, there will be very little clean-up. If you like, the real estate can be auctioned as well, since auctioneers are licensed to auction the real estate and other titled property. In one day, the house, car, boat, RV, and all the household goods could be sold.

Negatives for an On-Site Auction:

Auctions are driven by competitive bidding. Consequently, it is necessary to have a lot of people at your auction. Big crowds require nice weather, plenty of parking, bathrooms, food, and refreshments to keep the people from leaving. Online bidding can be included to boost attendance, but it is the local crowd that builds excitement and drives the prices up. To attract a crowd, the estate must have collectibles and other quality goods. Run-of-the-mill goods that can be purchased at the local thrift store are insufficient to attract a good auction crowd.

Suggestions for an On-Site Auction:

If your estate has many large collectibles, like antique furniture or a piano, an on-site auction may be your best choice. Summer weekends, when the weather is warm and dry, are the best times to hold an on-site estate auction. The auction company you hire should be equipped with sound equipment, canopy tents, display tables, and plenty of help for fast checkout.

Option 2: Auction Gallery Consignment

Pros for Auction Gallery Consignment

If weather is a concern, you may want to consider consigning your items to an Auction Gallery. Consignments at an Auction Gallery are grouped according to the type of item in order to maximize turnout and get the best prices from their collectors. For example, there may be an auction dedicated to art and home decor, or musical instruments, or ceramics.

Cons for Auction Gallery Consignment

There are quite a few reasons for not consigning to an Auction Gallery. For starters, many Auction Galleries will take only the best items from the estate. Ninety percent of an estate is made up of items that are of little interest to the auctioneer, which leaves the Executor to deal with the remaining ninety percent of the estate property. Lastly, when an Auction Gallery spreads the merchandise out over several auctions, it can take months for all the items to sell, delaying the closing of the estate.

Tips for Auction Gallery Consignment

Before you consign to an Auction Gallery, ask the auctioneer how your merchandise will be distributed between auctions; get a guaranteed settlement date. You will also need a plan for disposing of all the remaining estate merchandise.

Option 3: Tag Sale On-Site

Pros for Tag Sale On-Site

Tag sales have several advantages over an on-site auction. For those that are not familiar with tag sales, the sale is held on the premises and in the house. Companies that specialize in tag sales are less common than auction companies. At a tag sale, everything in the house is priced, much like at a yard sale. Shoppers will browse through the house, and choose the items they wish to buy. When buyers arrive at the house, they take a number, and are admitted into the house when their number is called. Tag sales usually start on Friday evening and end Sunday evening, so there is no need to provide food or bathroom facilities. Tag sales can be held rain or shine and in any season

Cons for Tag Sale On-Site

The biggest disadvantage in hiring a tag sale company is that tag sale companies are not held to the same legal standards to which auction companies are held. Auctioneers and Realtors are bound by law to the estate by a fiduciary bond. A fiduciary relationship binds the agent by law to act at all times in the best interest of the estate. Fiduciaries are licensed by the state, must pass tests, be bonded, must hold all funds in an escrow account until distributed, and has to settle the account with the estate within a specific time frame.

Fiduciaries must also keep accurate records and follow certain protocols. Failure of a fiduciary to follow procedures can result in fines or loss of license. Tag sale companies are not held to the same legal standards, although they certainly have a moral obligation to the estate. Tag sale companies can handle the details of the sale and the distribution of the money any way they see fit.

Another problem with tag sales is that typically there is merchandise left over after the sale. Often, there is a LOT of merchandise left over. When a lot of items are left over, the executor then has a clean-out problem, because the house must be left “broom-clean” before a realtor will list the house for sale. Unlike an auction, where prices go up with each bid, tag sale shoppers want to negotiate a lower price for everything, which is not only time consuming but costs the estate money.

Tips for Tag Sale On-Site

When working with a tag sale company, read the contract thoroughly, make sure settlement dealines are included. the operator should have a solid pricing plan, adequate staff, and a solid track record.

What about Internet Sales and Retail consignment?

Internet sales work well for items that can be shipped easily, like small collectibles, books, and artwork. Before you decide to sell these items online, remember that having a nice assortment of collectibles at your auction or tag sale is what will attract the buyers to your event. If you sell all the good collectibles online, you won’t get very good attendance at your sale. Dont even consider a retail consignment; they will take too long to sell your items.

How do I know if I am dealing with a reputable company?

Unfortunately, asking for references doesn’t always work; no one gives a bad reference. The Better Business Bureau lists ratings for some, but not all, companies. With an auction company, most states have an occupational licensing board which can give you the status of an auctioneers license and tell you if they have any complaints on file. Checking up on a tag sale company is a lot harder, because there is no agency keeping track of complaints. One website that is helpful is http://www.ripoffreport.com. When at the site search the name of the company you wish to investigate; also type in the owners name to see what that brings up.

Hire a company with a solid internet presence

These days, it is imperative for a company to have an online network. A company that is well-connected in the online world is likely to be a company that is well-networked in the local area. It’s unlikely that a company with a poor or no website will be able to use the internet to generate sales for your event. Doing a Google search of the company’s name or web address is the best way to to see how well connected they are. Go to Googles search bar (not the address bar at the top of the page, but the search bar in the center of the page) and type in the companys web address starting with www. How many search results are returned that pertain directly to the company you are investigating?. If the company is a national franchise, disregard the results for the general franchise and only count the results where the local company is mentioned. Ranking well with the search engines doesn’t necessarily mean the company will be the best one for your needs, but it is a good indicator of the professionalism of the company. Typically, companies that have lots of returned results do so because other organizations want to associate with experts in their field, so they link to the experts website. A large number of linking companies is like a “vote” for the company being linked to. A company that displays lots of Google results is usually one that is recognized as being expert in their field.

So, what’s the best way to liquidate an estate?

The best type of sale for estate liquidation is to hire a licensed fiduciary to sell the estate property in one day, to the bare walls, any time of year. To achieve this would require an event that is part tag sale and part auction, run by an auctioneer. Since Tag Sale operators are generally not licensed auctioneers and auctioneers usually hate to do tag sales, that’s a tough solution to implement. There are auctioneers that combine these services, however. Finding such a company will give an executor the flexibility of having a sale any time of year, the ability to sell down to the bare walls with nothing left over, and the assurance of dealing with a state licensed and bonded fiduciary.

Sales and Emotional Intelligence Training for Sales Managers, Sales Professionals, and Entrepreneurs

Research into Emotional Intelligence has shown that there is a strong relationship between this ability and sales performance1. Daniel Goleman then made the concept better known since 1995 with his book by the same name. If you think about it, this makes complete sense. Do you work better when you’re happy, or unhappy? Furthermore, emotional intelligence increases our ability to empathise. This in turn, helps us to understand and sell to our prospects better. Zig Ziglar once said “Selling is essentially a transference of feelings!” Today you’ll learn three ways you can improve your emotional intelligence, which will in turn improve your sales performance.

Emotional Intelligence Tip #1: Put your health first Your emotions will be heavily influenced by the three pillars of health. This includes exercise2, sleep3, and nutrition4. What’s that? You don’t have time for that? That my friend, is exactly why you need to prioritise your health! Think about it – have you ever set out to do sales activities… Only you didn’t? Or, how enthusiastic are you when trying to work after a late night? Your emotional and physical energy levels will directly influence your sales. When your body is deprived of these factors, you simply cannot work at your best. I’ll make my tips for you simple but scientific. Here are three ways you can improve your physical health:

1. Walk (or jog) outside for 30 minutes a day. You’ll benefit from the physical activity, and the sunlight will also enhance your mood⁵.
2. Sleep for 8 hours a day. The reality is that what you do outside of work affects how you perform at work! Because this tip is easier said than done, I highly recommend you check out the book Sleep Smarter for great advice on improving your sleep.
3. Reduce sugar intake and eat more low GI foods. High GI foods have been correlated with depression and fatigue⁶. Therefore, you can protect yourself against common negative emotions that naturally arise with sales.

Emotional Intelligence Tip #2: Practice meditation daily Emotional intelligence begins with understanding what you are feeling. By practicing mindfulness on a regular basis, you will more easily identify your emotions. As a result, you will be better positioned to handle those feelings. When practicing mindfulness, listen to your inner-monologue. Are there any negative thoughts or limiting beliefs? Challenge them! Ask yourself questions like “Is there any truth to it?” or “Where did that come from?” If you replace negativity with positivity, you can improve your emotional state and sales performance. By the way, sitting still for more than 3 minutes will probably feel a little uncomfortable! Nowadays, our minds are being constantly stimulated. For this reason, I strongly recommend using an app like Calm or Headspace so you can learn the basics. After one or two weeks of using the program, I recommend you practice mindfulness for 10 minutes a day. Your stress levels will likely drop7 and unlock your potential to sell more.

Emotional Intelligence Tip #3: Empathise through active listening

Empathy is the foundation of emotional intelligence for others. By practicing it, you will better understand other people. With this, you will be better equipped to understand what your prospects are going through, and sell more effectively. To increase empathy, I recommend that you become an expert in active listening. These are the three key components of active listening:

1. Acknowledgement: Keep eye contact. You can make subtle sound cues like “hmm” or “uh huh” to help your prospect know that you are listening. Nod your head and use other non-verbal body language.
2. Reflection: Let your prospect know that you understand. You may start your sentences with “So what you are saying is… ” or “Just so I understand… “
3. Follow-up: Ask related questions to better understand what the prospect is saying. Doing so will demonstrate that you are genuinely interested in what they are saying.

Conclusion

Emotional intelligence is essential for successful sales professionals. The above action steps are simple, but often neglected. I’d like to encourage you to put your health first, practice mindfulness, and empathise more. Doing so will grow your emotional intelligence and subsequent sales performance. Because of the numerous tips provided, choose just one habit to put into practice immediately. You’ll be happy you did!

References

1 Elizabeth J Rojell Ph.D., Charles E. Pettijohn DBA & R. Stephen Parker DBA (2014) Emotional Intelligence and Dispositional Affectivity as Predictors of Performance in Salespeople, Journal of Marketing Theory and Practice, 14:2, 113-124

2 Edwards, Meghan; Rhodes, Ryan; Loprinzi, Paul (2017) A Randomized Control Intervention Investigating the Effects of Acute Exercise on Emotional Regulation, American Journal of Health Behavior, Volume 41, Number 5, September 2017, pp. 534-543(10)

3 Deliens, G., Gilson, M. & Peigneux, P. Exp Brain Res (2014) 232: 1403. Sleep and the processing of emotions

4 White, D. (2016). Improving Your Emotional Health Through Healthier Eating. Psych Central.

5 An M, Colarelli SM, O’Brien K, Boyajian ME (2016) Why We Need More Nature at Work: Effects of Natural Elements and Sunlight on Employee Mental Health and Work Attitudes. PLoS ONE 11(5): e0155614.

6 Breymeyer KL, Lampe JW, McGregor BA, Neuhouser ML. Subjective Mood and Energy Levels of Healthy Weight and Overweight/Obese Healthy Adults on High-and Low-Glycemic Load Experimental Diets. Appetite. 2016;107:253-259.

7 Jenny Gu; Clara Strauss; Rod Bond; Kate Cavanagh (2014) How do mindfulness-based cognitive therapy and mindfulness-based stress reduction improve mental health and wellbeing? A systematic review and meta-analysis of mediation studies, Clinical Psychology Review, Volume 37, April 2015, Pages 1-12

Cookie dough fundraising campaigns are known to be golden because of the large amounts of funds that they can produce for schools, sports teams, charity organizations, and other types of groups who are in dire of quick funds for different projects. This is so because this type of fundraiser idea features products that are really popular to a large part of the population. I mean, who hates cookies? Do you? Of course not because they are absolutely adorable to the palate.

Despite the fact that cookie dough fundraising campaigns are considered as one of the most pristine choices if you’re looking forward to raising a lot of money, you still need to muscle up and exert some serious efforts during the preparation and planning phase of your fundraising campaign. Without serious preparation, this type of fundraising campaign will never work out at its fullest potential thus; rendering it useless. In starting a fundraiser campaign, you have to consider a set of different factors. One of the most important ones would be the preparations for your sales campaign. This area of your fundraiser involves preparing your sales volunteers for the challenge of generating lots of sales. In order for you to prepare your team of sellers effectively, you need to provide them with the necessary materials, which will aid them in catching the attention of people and convincing them to buy the kind of products that you have to offer. These different sales materials include your sales brochure and sales pitch. Between these two things, the sales pitch that your sellers will be using would be more important as this refers to the actual lines that they’ll be reciting in front of their customers.

A sales pitch needs to be short but meaty. You need to make this short so that you won’t end up boring your customers and wasting their time. People nowadays have attend to different things so it wouldn’t be a good idea to let your sellers recite a really long speech in front of their customers when they’re selling your products. When you compose your sales lines, you need to include the most vital pieces of information about your fundraiser. These details include the name of your group, the reason why you have to raise money, and the products that you’re offering to raise funds. To make this weapon a lot stronger, you can use a couple of tricks such as the use of the word “because” and the line “we need your help”. These two things may sound really simple but they can really be effective in making your sales script a lot more compelling. In this way, your sellers will be able to produce more sales from people in your community within the shortest period of time possible.

Let’s admit it we don’t enjoy hearing sales rebuttals and sales objections but they are integral to sales. For some these become real sales stoppers.

What is a sales rebuttal? A sales rebuttal occurs during the early stages of the sales process and at times within minutes of introducing yourself, for example you may hear “I am not interested”, “I am happy with my current supplier” or “I am under contract.” Reactions can range from being defensive to mentally freezing, with these getting you anywhere? It is common for sales rebuttals to sound aggressive and possibly intimidating particularly for someone new, or relatively new, to sales. Emotionally charged sales rebuttals usually occur because the client has had a bad previous experience with your product/service or with a competitor or simply having a frustrating day meaning they are venting their anger. It may seem unfair, particularly if you were not the cause, but it’s not a matter of fairness but a matter of handling the situation.

Sales objections on the other hand can happen well into the sales process meaning you are totally responsible for attracting that objection. As you read this you may be thinking “Am I responsible for our product/service being dearer that our competitors? It could be that you didn’t demonstrate value… ouch!

Sales objections occur because of two main reasons:

1. You missed something during the sales process, such as not qualifying that your contact didn’t have the authority to proceed; not linking your value proposition squarely with your clients core needs; or, in a complex sale your sales process, being out of sync with the buying process.

2. The prospect or client didn’t trust or believe you. In this case you may need to look at your body language and/or what and how you express yourself.

Whether you are confronted with a sales rebuttal or sales objection:

1. Don’t take what is said personally because it will show in your demeanor.

2. Express verbal empathy by using survival phrases such as “I appreciate your point of view”, “Thank you for being so up front” or “I can understand how you must have felt.”

3. Ask questions to gain greater understanding. This will also encourage the client to speak and as they do so they will rid themselves of negative feelings and become more receptive.

If we are all truthful we don’t like to hear sales rebuttals or sales objections but it does provide an opportunity to change, and often improve, the relationship with a client.

If an organization is dependent on their sales force to bring in revenue, they need to ensure that the team is comprised of individuals with the potential to be trained to get the job done. Sadly, too many potential leads die within moments due to ill-­equipped sales teams who tend to say the wrong thing due to bad or no proper training. Sales training needs to cover adding value and building rapport with a lead in an attempt to bring it closer to the point of sale.

Here’s a few tips to help your sales team bring the lead closer to the sale, in the right way:

1. Don’t Assume a Lead is a Sale

Most prospects aren’t ready to move fast – a phone call for instance is a basic inquiry so it’s not OK to assume they are calling to make a purchase. Make it a point instead to resolve the queries they are calling into resolve – this helps build rapport and doesn’t make you come across as making a sales pitch.

2. Don’t Start by asking them to Buy

If a prospect hears you start your conversation by asking them to buy – chances are they won’t! They are calling to have a conversation with you and not a sales pitch. This could turn the lead cold, very fast. Help them solve the problems or answer the questions they are calling to solve in the first place before you move into the sale. If you have first clarified all their issues, chances are that they will probably be ready for the purchase at the end.

3. Read Between the Lines

When a prospect comes to you with an inquiry, learn to understand what they are really trying to say to you and you will be able to avoid offending them and losing the potential sale. They could be telling you that they are unsatisfied with a competitor product without saying it directly – this is an opening to talk about your brand benefits instead of asking them to actually buy.

4. Don’t Open with a Closing Statement

Always avoid trying to make a quick sale and instead take your time about getting there. Most sales reps try to begin their sales pitch with a closing line and this is a big no-­no to the process. You will only end up alienating your potential buyer. Don’t think of the first call as a sales opportunity and only as one to start a dialogue for further conversations that could lead to sale.

Take close care with how you and your sales team follow up on good marketing leads so the trail doesn’t go cold in the first five minutes – learn how to build a long term relationship with prospects irrespective of the potential sale. At the end of the day, if you do your job right, the sale is bound to happen automatically, in time.

In our most recent blog, we talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson: “We had a bad experience with your company. I have to tell you, I have absolutely no interest in doing business with you in the future”. That’s a pretty a negative prospect, right? So, a good strip-lining response is in order. Salesperson: “Wow, I am really sorry to hear that. I never heard about this situation. If I were in your shoes, I wouldn’t do business with us again, either. Could you be kind enough to share with me what happened?”

Notice what the salesperson did here. The salesperson validated the prospects feelings by letting them vent. We like to call this a “mental enema”. When a person has had a bad experience and is obviously upset and angry, let them get it out of their system. They may be emotional and a bit irrational, but letting them get it all out will go a long way towards allowing you to make reparations, and rectify the situation.

Let me share another story, this time a real life situation. I had a client in the printing industry named Omar. Omar’s printing company was selling printing services to a major company with a household name, based in New Jersey. Omar’s company had been messing up in a big way, delivering late on three shipments in a row. This really ticked off the folks at the larger company, prompting the purchasing agency to go over the salesperson’s head, and call Omar, the Sales Manager. The agent said to Omar quite heatedly, “This is the third time in a row your company has fouled up one of our orders. We’re done with you.” At this point Omar gave the agent a mental enema. Omar said, “If I were you, I’d be done with us, too.” Once validated, the prospect “dumped” (as the sales manager put it) all his pent-up aggravation, releasing enough negativity to finally speak somewhat rationally. Believe it or not, that conversation evolved into an appointment (or, as Omar called it when he was scheduling it, an “exit interview”). Because they had been doing business for some years, Omar was able to convince the company it would be a good idea to meet and develop plans to hand-off the business to a competitor.

Omar flew to New Jersey to meet in person with purchasing agent, and allowed the agent to once again validate how he felt about Omar’s company and how they messed up three orders in a row. Omar listened and nodded, then said, “I probably would have stopped doing business with us after the second order got fouled up. I totally understand why you are upset. I’d be livid if I were you.” At this point, the purchasing agent dumped and dumped, and dumped some more, dropping all his negativity on to Omar. However, by the end of the two-hour meeting, Omar left with a purchase order. How did he do that?

Omar was well versed in Negative Reverse Selling and using strip-lining techniques to give his angry client the chance to get all his anger out before going ahead and working to fix things. The purchasing agent at the major company was grateful to Omar for letting him vent, and then for rectifying the situation going forward. Negative Reverse Selling allowed Omar to make amends for a bad experience and go forward with some new business. That’s the power of Negative Reverse Selling.

In our next blog, we will go a little bit more in-depth, and breakdown the various ways to use Strip-lining Techniques with all types of prospects.