In the upcoming November Teleseminar, I’ll be addressing some lessons learned from my Making Money withSecurity workshops. The call will focus on principles taught at these presentations, success factors, and ways you can apply this information; whether you’ve actually been to the workshop or not. Not all of the lessons are sales skill related, some are less concrete, yet a major factor in one’s success. Here are a few of my observations after about five years of delivering this material.

• Character Matters: As a follow-up to last month’s teleseminar on marketing, I sent out my 49 Character Traits sheet to those who asked for it. If you would like one, simply email me and I will send it out to you. You cannot be a trusted advisor if people don’t perceive you to be trustworthy. In addition, punctuality, diligence, dependability, and numerous other character traits, do matter. Signing up for a sponsored event, and then not showing (without canceling), is a demonstration of poor character.

• Learner vs. Spectator: Most people are not distracted by email when they attend one of my workshops – I suppose that’s because I plan interaction and activity, not death by PowerPoint. However, the learning cannot stop when the class ends. Don’t tell me the material was exceptional and then never look back at it. It just doesn’t make sense. If something is worth learning, spend the time to study and become skilled at it. Those who ask questions, get involved in class activities, and follow up with email comments and questions, or read the books I recommended, are going to learn more. Learning is never passive.

• Presentation Skills Matter: I have a new workshop called, Mastering Boardroom Presentations, for this reason. Presentations do matter. When we role-play, it is painfully obvious that sales teams are not practicing their presentation skills. The ability to whiteboard while presenting (How can you sell networks if you can’t draw a cloud?), tell stories that grab people's attention, and move through material at a pace that keeps them engaged, are all critical to the selling process.

• Sales Teams do better than Individuals: Learning is also a group activity. If your peers didn’t show up for the workshop you attended, and you saw value in what you learned, encourage them to find another workshop to attend. We’re not just talking about my workshops, but any learning option whether it is a book, audio program, video, or another workshop. When the entire sales team is working through great material, they have the benefit of surrounding themselves with these ideas and sharpening each other. I have seen a marked difference in performance when this happens.

Here are five “must read” books for your sales team. After many requests, I am adding a new section to my website called, Dave’s Reading List. In this area, I will recommend excellent books that are guaranteed to help you continue the learning process:

• Let’s Get Real or Let’s not Play, by Mahan Khalsa. I prefer this in audio format, although it makes no sense that the publishers charge more money than they would for the book. Read it and memorize Mahan Khalsa’s responses as he works to understand a client’s needs, and then qualifies the deal.

• Time Traps, by Todd Duncan. Knowing you wouldn’t be reading this if you didn’t have a time problem, Todd keeps the book short and focuses on the typical traps sales people unwittingly fall into. Given that sales people spend about 90 minutes a day selling, I love the obvious call to action; spend three hours selling and you just might double your money.

• Solution Selling, by Michael Bosworth. Yes, it's been around a while, but Bosworth's treatment of problems sales people encounter, or what he terms "the faces of pain", is artfully done and it gives the sales person hope. The author has obviously "been there".

• Made to Stick, by Chip and Dan Heath. Marketing matters and most sales people don’t really understand the science of it. Find out what it means to present information in a meaningful and “sticky” way, and you're sure to grow sales in 2010.

• Consultative Selling, by Mack Hanan. While most of my material is focused on what I call “Risk Selling”, Hanan does a terrific job showing the reader what it means to sell ROI. We talk about it a lot, but who is really doing it? Once you understand the principles, it becomes easier to create approaches from any of the “4 Things Buyers Buy”.

Just in time for Windows 7, I planned my conversion from XP on October 21st…but to Mac. That’s right. I’ve had it with Vista and Windows altogether. Sitting on the airplane with my four-pound MacBook Pro, I open up the computer from sleep mode, and it’s on instantaneously. There’s no resuming message, no flickering, and no reloading of services that goes on for what seems to be hours. Before, I would often wait two or three minutes just for my email to sync up with exchange, while using my broadband modem, and now there's no downtime. I wonder how much energy and money people are wasting on support, rebuilding, and frustration as they limp along with their Windows programs? Then I wonder, what took me so long? I’ve been converted – next will be the Iphone.

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TELESEMINAR SERIES: LESSONS LEARNED FROM 6 YEARS OF TEACHING "MAKING MONEY WITH SECURITY"
http://www.stelzl.us/business_strategy_TeleS.asp
By Phone, Novmeber 13, 2009 at 11:30 East Coast Time.
Don't miss this...if you've been to the full day workshop you'll find this is a great review of the key concepts as well as updated ideas I've discovered over the past 6 years. If you've not been through this, find out why :Making Money with Security" has been my #1 workshop for six years running! You'll see exactly why deals get held up after you submit your proposal, how to attract high level executives, and how to accelerate your sales cycle no matter what you are selling. And if you have a managed services offering, this information will help you dramatically increase sales!

MAKING MONEY WITH SECURITY
http://www.stelzl.us/sales_development_MMS1.asp
NEW DATE: Denver, CO - January 15th, 2010 - New Rates Available
Charlotte, NC – February 11, 2010
Forget security budgets! When people don't have a budget it simply means you are talking to the wrong people or lack valid justification. In my book, The House & the Cloud, I explain why IT organizations don't make buying decisions - Simply put, they don't have any liability. Asset Selling focuses on the Assets and targets Asset Owners. With this in mind we have developed the following program to move your organization from opportunistic sales to a sales process that has consistently doubled and tripled close rates. Security issues will create new business and this workshop will show you how. We already have one person signed up.

THE PROFIT PROGRAM WORKSHOP (First time offered in Charlotte)
http://www.stelzl.us/business_strategy_ProfitPrgm.asp
Charlotte, NC - January 20-21, 2010
An outstanding developmental experience specifically designed for entrepreneurs and business leaders in the technology solution provider market, featuring business strategy, marketing and branding, profitable offering strategies, fee setting, sales process, and much more. Sign up this month and receive 20% off!

NEW: MASTERING BOARDROOM PRESENTATIONS
http://www.stelzl.us/sales_development_present.asp
Charlotte, NC - March 17-18, 2010
Join a small group of no more than ten to create the best sales presentation you’ve ever delivered. We’ll take you in 1 1/2 days from good to incredible, from competent to charismatic. You will be able to attract new management level relationships, command a room full of decision makers, and command fees commensurate with your organization’s value.

Our web site is: www.stelzl.us
Email: Dave@stelzl.us

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Please pass this on to anyone you know who is working to build a profitable solutions business today. Consider having David Stelzl speak at your next quarterly meeting or customer event. Create a value proposition that positions you as the expert and attracts new clients. Consider hiring a professional coach to accelerate the process.