Sometimes They Are So Good You Can’t Keep Them to Yourself

Scripted testimonials can appear hokey and cheap. However, unscripted testimonials that come from the heart, can have a seismic impact. This is one such testimonial.

From: Carrie Ann Lindner [mailto:clindner@cjcsradio.com]
Sent: Friday, April 13, 2007 8:15 AM
To: sclark@newschoolselling.com
Subject: April 17th, 2007

Good Morning Steve,

I would like to inform you that I will not be participating in the Masters Teleclass on Tuesday, April 17th at 10:30 Central Time.

I will be participating on Tuesday, April 24th at 10:30 Central Time when I return back to the office.

I will listen the class when I return to the office on Monday, April 23rd to be knowledgeable on what happened the week I missed and to log that information into my Masters Teleclass journal for future reference.

Thank-you for organizing this class and encouraging us to participate as I have learned a lot from the experience of others and your personal experience. I am more confident in what I do when we end the call and take the information I have learned from you and the other participants, and apply it to my daily activities. I very much enjoy the common topic of being confident in what services you provide and I loved the line ‘being borderline arrogant’ from last weeks class.

Being reminded that I do know what I have to offer will benefit every business has changed my attitude on the no’s I have received in the past and during my current cold calls. From the cold calls I made in the summer of 2006, when I first started, have grown into larger accounts, fostered new relationships with clients and confidence in the clients that they are now part of an awareness campaign that does work for them and their goals.

I know that I have to continue to make the calls, take the no’s, smile, move forward and call the no’s again in 6 months. I have asked the businesses that I call if I can call them back again in 6 months and frequently the reply is yes. Right now, I am revisiting the No’s on my list and many of them recall our first conversation and appreciate the time I have taken to follow-up. It might be a no again, but in 6 months, they know that I will touch base again to see if they are getting results they want with their current marketing program. I am developing rapport with the contact as, they begin to trust me, and when the pain of no results is realized they schedule an appointment with me.

I have a meeting in two weeks that was a no in the summer, to have a discovery to see if radio will be a possibility to assist in their growth and to fill his pipeline with clients. I know that he is dissatisfied with his current program in print and said that they only want his money. Now, the cold call from August has now grown into a meeting and a positive relationship.

Thank-you for all of you guidance and sharing your experience with everyone who is part of the Telecalss. I always look forward to Tuesdays

Have a great weekend,
Carrie Ann Lindner
Account Representative
CJCS and MIX FM
519-271-2450 EXT 225
clindner@cjcsradio.com

My Response to Carrie Ann:

Carrie Ann,

Thanks for your kind comments. My passion is to help folks like you become more confident in themselves, their company and their product. I am thrilled that you are improving in all of those areas and excited about your future growth. Your clients are indeed fortunate to have someone as professional as you on their team.

Good Selling

Steve Clark
Email: sclark@newschoolselling.com
Website: http://www.newschoolselling.com/
Skype: newschoolselling
Phone: 850-936-7028

Somewhere between playing football in the heat of South Texas and the high altitude of the Air Force Academy, Wes Schaeffer lost the ability to BS.

In 1996, after serving his country in Korea and the Middle East, Wes jumped headlong into sales. With a new wife, a young son (and a second son on the way) all that mattered was closing sales - every day. In his first full year in sales, Wes broke six figures and was immediately promoted into management.

However, he realized that the intangible skills he inherently possessed were often difficult to explain or teach to the sales people he supervised. That is when his sales training journey truly began. Ten years later, in 2006, Wes connected with Steve Clark and New School Selling and got the education that he needed to implement a new, more effective sales methodology that catapulted his earnings.

After first becoming a New School Selling client, and seeing his own productivity and income increase over 50%, Wes, who lives in the San Diego area, joins New School Selling as the first trainer on the West Coast.

Since Wes first started down the rewarding road of sales, he’s added three more children along with a fatter paycheck to support them in style. Now, as a New School Selling Trainer™, he is ready to impart the lessons that he’s learned along the way.

Are you like Wes? Are you a really good salesperson? Do you have a desire to help people? Do you want to be a part of something that is more fun, profitable, and fulfilling? Then join him as part of the New School Selling Certified Trainer Program™.

This fantastic opportunity will allow you to enter into a world of rarified earnings. We are looking for a select few to learn, teach, and perfect the practices and methodologies of New School Selling developed by Steve Clark.

What’s more – you’ll learn the deep secrets not available on Steve’s CDs that will make you a better performer in your day job. And, yes, you can keep your day job for as long as you wish. We want your safety net securely under you until your income as a New School Selling Trainer™ allows your company to pay you to train your successor.

Make 2007 the year you commit yourself to real financial freedom by becoming a New School Certified Trainer. To learn more about New School Selling, the, other sales-related courses and products, please contact Steve Clark today.

Are ready to join the ranks of the elite by becoming a New School Master Practitioner? To get there you will need ongoing training, reinforcement and personal coaching.

Just knowing what to do is not good enough. Not nearly good enough. Becoming an expert New School Practitioner, who flawlessly executes in real time with real prospects, requires practice. Lots of practice and coaching.

To help you sharpen your skills to a razor’s edge we proudly offer The New School Selling Masters TeleClass. This new teleclass combines a high-tech telephone bridge line and the internet to ensure focused learning, discussion, and individual application. This class will convene every week for one hour.

The format will consist of advanced sales skills training, role-playing, pre-call strategizing, post-call debriefing and personal coaching. Bring your toughest sales situation each week and get personal coaching from Steve and other classmates who are dealing with similar issues.

Topics will include:

• Common Pitfalls and Traps in Selling
• Creating a Dynamic Self Image
• Advanced New School Selling Skills
• Understanding Prospects Buying Styles
• Maintaining Control of the Sales Process
• Understanding the Psychology of Buying
• Becoming a Master Sales Interviewer
• Uncovering Budgets and Gaining Commitments
• Understanding Prospects Complex Decision Making Process
• Developing a Personal Marketing Plan
• Keeping the Pipeline Filled
• Selling to Groups and Committees
• Complex Selling
• Negotiating

If you are a manager, participate and learn how to become a better sales coach by observing how Steve coaches each sales person to discover how they should handle tough sales situations.

This program requires a one-year commitment because that is how long it will take to begin to approach mastery. I wish it didn’t take that long, but after training thousands of sales people over the last ten years I have learned that is what it takes.

By making the commitment to embrace continuous, never ending, personal improvement, you will develop more pride and confidence in yourself and the profession of selling, your backbone will become like steel, and (oh yes) your income will rocket into the stratosphere.

Choose to pursue greatness by embracing the journey.

Classes meet every Tuesday, from 10:30 till 11:30 am Central Standard Time

Tuition: $3000 for the entire year

Register Online