Sales Report Magazine #4 by ELIAS DIAMANTOPOULOS

#4!

MARCH-APRIL 2013

SALES REPORT magazine

As a team... Passion by ed Team Communication problem Faces John Antoniou Tanveer Danish

''Start by doing what's necessary; then do what's possible; and suddenly you are doing the impossible.''

AIM OF THE MAGAZINE THIS MAGAZINE REFERS TO PEOPLE WHO ARE AMBITIOUS AND WANT TO INCREASE THEIR PROGRESS IN THEIR SALES. IF YOU HAVE THE ATTITUDE AND THE DESIRE, THIS MAGAZINE IS SURE THAT, IT WILL IMPACT YOUR PERFORMANCE IMMEDIATELY AND HELP YOU TO ACHIEVE YOUR AIMS. I MEAN FOR SURE BECAUSE IN THIS MAGAZINE YOU WILL LEARN POWERFUL SALES STRATEGIES, METHODS AND SPECIFIC ATTITUDES WHICH WERE EXECUTED IN THE MARKET WITH GREAT RESULTS.

SOCRATES SAID: USE YOUR TIME TO IMPROVE YOURSELF THROUGH WRITTEN WORK FROM OTHERS, SO YOU CAN EASILY OBTAIN THESE THAT OTHERS OBTAINED WITH DIFFICULTY.

THIS MAGAZINE IS BASED ON ACADEMIC THEORIES AND MAJOR ON OUR EXPERIENCE. THIS IS A DIFFERENT KIND OF SALES MAGAZINE FOR DIFFERENT KINDS OF PEOPLE-FROM THOSE WHO HAVE NEVER BEEN CONCERNED WITH SALES TO THOSE WHO HAVE A SUCCESSFUL CAREER IN SALES.

Sales Report Magazine EDITOR Elias Diamantopoulos EDITORIAL ASSISTANT Helen Michali SPECIAL PROJECTS EDITOR Tammy Hambilomati DESIGN DIRECTOR Elias Diamantopoulos

EDITORIAL.... After 10 years in professional sales I am sure that the most important key for sales success is it comes through ourselves and this is how to respect ourselves.

If I respect myself, what I do, what I provide, what I represent, how I sell, how I prepare myself, how I spent my time and how I set my goals these all bring to ourselves a value. This value that we set for ourselves is this value that our partner or customers understand and this is what brings success.

If we highlight our skills this will bring to us more conďŹ dence , trust and motivation and this is respect for ourself. Only if someone respects himself tries to empower himself.

Do not forget: It is important to win the respect of our customers if we want to enhance our results positively but if we want to win the respect of others we must ďŹ rst respect ourself. ed

Every man builds his world in his own image. He has the power to choose, but no power to escape the necessity of choice.

-Ayn Rand

As a team.....

I belive totally that the most important thing that we must not forget is that the battles won from the teams and not for the sum of players even if they are genius, talented or a star. Lasting success continues with the right people which work as a team.

The bad thing is that most of us donâ&#x20AC;&#x2122;t work as a team but we prefer to action indivindually because we are thinking only of ourselves and not the others. I am going to mention that we must have a team in order to be efficient we must know what a team is. In my perspective a team is a sum of people with additional skills and the same attitude which work together in order to achieve a same target. The advantages of a team are: -None of us is as smart as all of us. -Best performance through expanded knowledge and experience -Nobody individually is perfect but a team will achieve to be perfect in

specific circumstances. -Allocating responsibilities Only if the team doesn't operate well it is better to work alone. It is obvious that the advantages to work as a team are many and we must seek to work as a team. But how can we have an efficient team ? Firstly, all people who are in the team must commit to implement the targets. Even if one person of the team didn't commit to implement the target will affect all the team negatively. Secondly, it is important for all the team to help and maintain all the members of the team to have the right attitude. It is really that under difficult circumstances it is difficult to maintain the positive attitude if you don't have someone to encourage you so it is important for all the people in the team to encourage each other.

so it is important for all the people in the team to encourage each other.

If you put together a team inside an insurance company, you’ll have the skills you need. The real important thing becomes attitude. I would say that attitude is 90 percent of it. If somebody has the right attitude - they’re enthusiastic, they work hard, and they want something to happen as a result of a project as opposed to just wanting the project to end - if they’ve got those three things going for them, they can learn most anything they need to know. -Steve Sullivan Thirdly, team goals are more important than individuals goals. In addition, all the members must give the best in order to achieve the team their targets. Most all the members have an open mind, they help team with new ideas and they like to take risks-nothing can substitute experience.We must not forget that ideas have the power to

change the world, even if it’s in

a small way. Ideas are like fish.If you want to catch little fish, you can stay in the shallow water. But if you want to catch the big fish, you've got to go deeper. Down deep, the fish are more powerful and more pure. They're huge and abstract. And they're very beautiful. -David Lynch’s We explained what we must do in order to be an efficient team and now I am going to mention how we can be a leader of the team to create an efficient team. You maybe have defined the rules of the team in order to be efficient but that doesn’t mean that the team will work as a team. If the leader of the team doesn’t form properly the members of a team he won't have the result he wants. Firstly the leader of the team must delegate the roles in the team. Even though different teams will have different skill requirements, every team needs a few predictable roles to be

filled and shared.As you form your team, keep the roles in the following chart in mind. In addition the leader must choose the right member.The right members must have different skills which can support each other and have the potential to develop needed skills.

I look for a positive personality, someone who's flexible openminded, smart and innovated.And someone who can check their ego at the door, someone who's willing to play their role , be a team player. You can get a smart, creative person, who doesn't see he's operating as a part of a team. I look for attitude. You can teach the skills to anyone who's intelligent. -Jeanne Weldon And we must be carefull how a team should be because if we have too many people on a team maybe it will reduce the productivity and effectiveness. ed

DO NOT FORGET S

The 10 Biggest Errors in Selling 1.Talking too much and listening too little 2.Not asking enough questions 3.Quoting price too soon 4.Not creating value 5.Failing to provide proof of other, happy customers 6.Raising objections yourself by talking too much 7.Asking leading questions 8.Not having a flexible personality 9.Dropping your price too soon 10.Failing to ask for the order

minor & Major

Passion......!

Everyone holds his fortune in his own hands, like a sculptor the raw material he will fashion into a figure. But it's the same with that type of artistic activity as with all others: We are merely born with the capability to do it. The skill to mold the material into what we want must be learned and attentively cultivated. John Wolfgang Von Goethe

Among his various possible beings each man always finds one which is his genuine and authentic being. The voice which calls him to that authentic being is what we call ''vocation.'' But the majority of men devote themselves to silencing that voice of the vocation and refusing to heart it. They manage to make a noise within themselves....to distract their own attention in order not to hear it; and they defraud themselves by substituing for their genuine selves a false course of life. -José Ortega y Gasset SALES REPORT 7

Passion

by ed

Many people say that you must have a lot of passion if you want to succeed in every part of your life and it is totally true. Of course passion comes from inside and comes out when you love what you do. If you don’t love what you do and yo d o n’ t h av e passion it is sure that you will not succeed. So you mu s t l ove a n d have passion in everything you choose to do. It is better to stop to

do something you don’t love because you will not succeed and you lose your time. Time is life so don’t spend your time on things that you don’t have passion and love. Many times people have passion and love what they do but nevertheless they don’t try more. T his phenomenon happens because in the first difficulty they stop to try and they lose their passion. We must not forget that the failure or the difficulties are there in order to be stronger and gain experience.

As said Randy Paush: ‘’The brick walls are there for a reason: they let us prove how badly we want things.’’ If you want something very much you must not to stop trying and outreach the difficulties that you will meet.

A L E S R Harry Connic, Jr

One good exercise to find your passion is to revisit your childhood and remember what you loved to do.

You must not forget that when you meet difficulties you are nearer to your goals.

"It's amazing how disconnected we become to the things that brought us the most joy in favor of what's practical," says Rob Levit, an Annapolis, Md.based creativity expert, speaker and business consultant.

It is obvious that in every effort you can meet difficulties, so you must remember if you find a difficult you must surpass it but if you can’t, change your attitude.

If you remeber the activities that you enjoyed as a child try to add them into your life now this will bring you passion in your life and this passion will bring you strength.

"Keep your passion alive by staying involved in the aspects you love most," says Alan Hall, founder of DooBizzAttitude is everyting, so if you can surpass a difficulty don’t give up and lose your passion and your enthusiasm. Many people achieve their goals only because they have the right attitude or they keep their attitude and this power came from passion that we have in order to achieve our aims. All human actions must have passion and it is sure that we must act and pour out our. Live with passion! Nothing great in the world has ever been accomplished without passion.Passion gives you energy and strength and with this energy you can accomplish everyting you want. Everything I do is part of my passion.

One more good exercise is to start doing what you love, and enjoy ,so simple.Then try to build a buissness with what you love and enjoy. This passion that will come out will lead to success. When you're really passionate, you can see lots of tremendous opportunities. Of course, we must not forget that you must connect with people that have the same passion with you and must share your passion, then you will learn more about it and this can be a great way to achieve your goals. Don’t forget, it is necesssary for everyone to take a break from our daily activites, the mind sometimes needs a rest.

Top Tips 1. Don't worry about what others say or think: you have your own thing to achieve. 2. Get active: more energy = new sense of passion. 3. Start with your talents.Pick an activity that always makes you lose track of time. 4. Be open to new experiences.You need to be open to new experiences because you never know where life will take you. 5. Watch those inspiring movies/read those supportive books/ magazines. Research the topics you enjoy in anyway you can like reading books or surfing the internet. 6. Communicate with people in your field.Ask any question that you want! It may help you make up your mind. 7. Face your fears 8. Never give up.You need to believe in yourself because you truly never know what tomorrow will bring. 9. Practice and Research. Practice skills that develop your passions and see if you can get yourself to branch on from an amateur level. Every great dream begins with a dreamer. Always remember, you have within you the strength, the patience, and the passion to reach for the stars to change the world. Harriet Tubman

TRICKS FOR SUCCESS S

Put Yourself in a Position to Win Knowing what not to do can be as valuable as knowing exactly what you should do. Smart salespeople avoid losing a sale as aggressively as they work to make the sale. Donâ&#x20AC;&#x2122;t be your own worst enemy. Know the biggest errors-and then avoid them! Source:Bill Brooks

Trade Secrets Top-selling, smart sales professionals take great care to position themselves in ways that are consistent with the image and positioning of their product or service. That means that you need to be very careful about things like your dress, choice of accessories, personlal hygiene, neatness, punctuality, and grammar. You even need to ensure that your buissness cards are clean, have no bent edges, and have no notes or writing of any sort on the back! Source:Bill Brooks

Team Communication problem by Shaly Bhatti What is a team without coordination... and how can team members coordinate without a team leader? A team leader is a person who leads the team while giving each and every team member the right to be a leader in themselves. He not only possesses good leadership and guidance skills, but is also a good communicator. In the words of James Humes, "The art of communication is the language of leadership." If the team has an effective leader who can communicate the goals and objectives of the team, in synchronization with the goals and objectives of the individual members through effective two way communication, then there is nothing that can stop the team from succeeding. So, what are some effective strategies for fostering good team communication? The next section discusses all this and more... Why Does a Team Require Effective Communication Strategies? You would know the answer to this question if you have been a part of a team where there were no effective communication strategies! I was

L S R E aA part ofE such a team, andP letO R me tell you what it was, to be in that team. The team leader was busy taking care of other "important things". We were told what is expected of us, but I don't remember anyone coming to us team members and asking what we expected of them. There was hardly any "recognition" for your efforts, but if you have not met your targets, there will be a "noticeable discussion" to make you feel that it is because of "you" that the team couldn't win!!!

It is very important to understand that when you are working in a team, as a team leader, there are others who take you as their mentor. Therefore, it is your responsibility to make sure that your "lack of effective communication" shouldn't be the cause of unmet targets and delayed goal completion. From the example I gave you in the previous paragraph, do you think that a team like that would ever prove to be a happy and productive one? Most definitely NOT! Which is why we need effective team communication strategies to channelize all the individual efforts in a team, towards the overall team efficiency and productivity. This will help in the following ways. ☞ Enable clarity in terms of what is expected. ☞ Motivational discussions will boost the enthusiasm of the team, which would eventually lead to better performance. ☞ Prevent unnecessary delays and chaos in the team due to miscommunication, and enable timely completion of tasks.

☞ Effective communication includes effective listening. This would enable timely addressing of issues arising within the team, which can prevent further conflict and delays in the team. ☞ Appreciation, motivation, and acknowledgment is something that you must do, to keep the team members enthusiastic about their jobs. This can only be done by communication. Effective Team Communication Strategies So, what are some effective strategies that you can adopt in your team in order to achieve your set goals? When working as a team, remember that you are dealing with different individuals with different styles of working and understanding. What may seem right to one team member may seem to be inappropriate to another team member. Another point to be noted is, that to work together as a 'team' it is important to meet deadlines and work with complete focus and coordination, because each and every task is related to the overall goal achievement. Communication comes into play when each and every member must be conveyed their task, their point of contact, and the deadline to finish their individual task, so that they can be united for the complete functioning of the team. Many a time, lack of communication, or rather the 'assumption' that things have been communicated and perceived in the right manner when they actually are not, can create a lot of chaos and unnecessary delays in the team. For this,

communic implementing certain team ation strategies is a must. These are discussed as under. Use Reliable Channels of Communication "The single biggest problem in communication is the illusion that it has taken place." ~ George Bernard Shaw Communication is a two way process. Only passing the information is not enough, you need to make sure that the information you have passed is also understood in the same way as you intended. The human mind can perceive the same thing in different ways. So, keep the language simple, leaving no room for misinterpretations and use appropriate channels to communicate the information and receive relevant feedback. An example for the same would be this. To communicate change in strategies or deadline dates, you can send out a notice on the internal network files which are easily accessed by everyone in your team. You can also hold a meeting for the same to make sure that everyone is aware of the changes and has understood the changes that need to be brought in the team working strategy. It is important to hold face-to-face meeting with the team members at least twice a week to make sure that everything necessary has been communicated and understood. A Team has No 'I', It Has Only 'We' "The achievements of an organization are the results of the combined effort of each

A L E S R E P O individual." ~ Vincent Lombardi Yes, it is the combination of individual efforts of each and every team member that contributes to the overall success of the team. Therefore, it is always important to communicate in terms of 'we' and not 'I'. This is because the way you communicate also influences the minds of the team members. Addressing concerns and important notices as a 'team' and not as a group of individuals is an approach that should always be followed to remind team members that no one is differently valued than others, and that everyone is 'equally' a part of the success of the team.

Welcome Feedback and Suggestions "Teams do not go physically flat, they go mentally stale." ~ Vincent Lombardi Each and every person in the team is undoubtedly good at his or her work and that is the reason why they are there, right? Many times, the monotony of following the leader and doing what is asked to be done, mentally stales the individual spark that can actually contribute to a remarkable idea, which in turn, can add on to the success of the team. Which is why, another effective team communication strategy would be to give each and every team member a chance to voice their feedback and suggestions at any point of time. For this purpose, feedback forms and suggestion boxes should be introduced and someone should be appointed to analyze them periodically.

Everyone Gets to Participate "Strength lies in differences, not in similarities." ~ Stephen Covey ... and a successful team is the one that can tap all these differences and unite them together to achieve a similar objective. For this, active and equal participation of each and every team member is a must. The fact that each and every person has different perception, can create problems at times, but it can also be a plus point. Total participation can lead to identification of a certain approach by one team member which wasn't identifiable by others. Not only does this approach pave way for new advances, it also brings in a sense of belonging and importance among the team members, which definitely helps in improved unity, coordination and effective team work. Appreciate Openly but Criticize Alone Communicating with the team members in terms of appreciation or criticism should also be done in the right manner. Always remember the key rule, 'appreciate openly, but criticize when alone'. Remember, every individual has other aspects of life that he or she is dealing with, which could intentionally or unintentionally, affect their performance on the professional front. Therefore, when it comes to appreciation, praise the contribution of the team member (also acknowledging the contribution of each and every team member) out in the open. Although, when it comes to criticism, make sure that

instead of blaming the 'one person' out in the open, hold an individual meeting and try to understand the underlying causes. Be a good listener and offer help if possible. Because the contribution of each and every team member counts, make sure that frequent meetings or informal outings are held so that the team members are open and comfortable enough to share their goals, both professional and personal. This helps in stronger bonding and better understanding, both of which are important for stronger team building. I would like to remind you all again, that though a team is one, it comprises various different individuals with different emotions, understandings, and goals. Therefore, whenever you communicate within your team, make sure that you keep the information as simple, polite, and to the point as possible. Everyone in the team should be clear of their responsibilities and duties, thereby abiding by what is expected of them. It is the responsibility of the team leader to channelize each and every individual effort towards the goal achievement and organizational success. So, make sure that you apply these communication strategies and techniques to keep the communication simple, effective, and efficient. All the best! Sourse:Buzzle

minor & Major

Where there is a will, there is a way. If there is a chance in a million that you can do something, anything, to keep what you want from ending, do it. Pry the door open or, if need be, wedge your foot in that door and keep it open. -Pauline Kael Pauline Kael (June 19, 1919 – September 3, 2001) was an American film critic who wrote for The New Yorker magazine from 1968 to 1991. .................................................. “Our vanity, our passions, our spirit of imitation, our abstract intelligence, our habits have long been at work, and it is the task of art to undo this work of theirs, making us travel back in the direction from which we have come to the depths where what has really existed lies unknown within us.” -Marcel Proust Valentin Louis Georges Eugène Marcel Proust (10 July 1871 – 18 November 1922) was a French novelist, critic, and essayist best known for his monumental À la recherche du temps perdu (In Search of Lost Time; earlier translated as Remembrance of Things Past).

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FACES

DID YOU KNOW R

FIRST NAME : John LAST NAME: Antoniou COUNTRY: Greece COMPANY: Owner

1.What is the major factor for professional success? Hard work, very good knowledge of objects cooperation and friendship with collaboration, devoted to your targets.

2.We all make mistakes.What have you done to confront your mistakes? Firstly I try to find what hasn’t worked well. Then I try not to repeat it.

3. Many people say that crisis creates opportunities. What is your opinion? Yes it is true.The crisis creates opportunities because you have to think to find solutions to the problem.

What is the Unreasonable Institute? We get world-changing ventures and entrepreneurs what they need to scale their impact. Each year, we unite 10-30 entrepreneurs (called “Unreasonable Fellows”) from every corner of the globe to live under the same roof for six weeks in Boulder, Colorado. These entrepreneurs receive customized training and support from 50 worldclass mentors, ranging from a Time Magazine Hero of the Planet, to the head of user experience at Google X, to an entrepreneur who’s enabled over 20 million farmers to move out of poverty. In the process, they form relationships with corporations and international organizations, receive legal advice & design consulting, and get in front of hundreds of potential funders. Our goal is to bring all the resources to accelerate these ventures so they can scale to meet the needs of at least one million people each.

FIRST NAME : Tanveer LAST NAME: Danish

1.What is the major factor for professional success? Hard work is the key to success

Mission & Values Why We Exist:To create a world in which no one is limited by their circumstances. Our Mission:To unlock entrepreneurial potential to overcome our world’s greatest challenges.

2.We all make mistakes.What have you done to confront your mistakes?

How We Try to Achieve This:We work tirelessly get world-changing ventures and entrepreneurs the resources they need to scale their social and environmental impact.

Two mistakes to feel mistakes and correct them .

Our Values:

3. Many people say that crisis creates opportunities. What is your opinion? (3 same but humble way of criticara)..?

Treat others like the Messiah (Humility) Be militantly transparent (Truthfulness) Lean into fear (Courage) Be agile (Experiment) Do what works (Impact) Get shit done (Execute) Remember to Dance (Celebrate)

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