My Good friend Sean Weafer launches his SellingEQ™ programme on the 18th of Feb at the The Hampton Hotel, Morehampton Rd Dublin.

How do you easily create high-trust, long-lasting and compelling business relationships with your clients and customers? Through the unique SellingEQ™ 100 Day programme.

The root word for ‘selling’ is ‘Selje’ meaning ‘to be of service’ and this unique programme shows you how to be of indispensable service to your clients and customers.

1. Understand the role of a modern ‘high trust’ advisor

2.Understand the importance of PCR’s over USP’s and the ‘new’ v the ‘old’ models of selling

3.Acquire and retaining high value clients through focused and strategic networking

4.Build high trust relationships where clients see you – their supplier – as an essential ‘non-equity’ partner and high trust advisor in their business

5.Recognise and adapt to a customer’s communication styles to deliver solutions in the client’s preferred manner – ensuring long-term, sustainable, business.

6.Learn the latest questioning techniques to unlock the emotional reasons why the customers and clients buy, overcome objections, achieve absolute clarity in your communication with clients, control business meetings and build more business.

7.Share ideas with other business people in your SellingEQ™ group.

SellingEQ Programme 1

Master Class 1: 18th of February (10-12.30pm)

Master Class 2: March 25th (10-12.30pm)

Master Class 3: April 14th (10-12.30pm)

Master Class 4: May 12th (10-12.30pm)

Master Class 5: June 9th (10-12.30pm)

SellingEQ Programme 2

Master Class 1: March 25th (2pm-4.30pm)

Master Clas 2: April 14th (2-4.30pm)

Master Class 3: May 12th (2-4.30pm)

Master Class 4: June 9th (2-4.30pm

Master Class 5: July 7th (2-4.30pm)

Created and facilitated by Seán Weafer , an international corporate specialist in ‘high trust’ business relationships, the SellingEQ™ programme provides the skills of driving revenues by creating compelling business relationships. Your SellingEQ™ programme comes with 5 x 90 minute monthly ‘live’ sessions and your own personal SellingEQ™ workbook with full audio CD seminars, unique articles and coaching exercises – all for just €995 per person. To register for our Feb 18th 2010 programme and get a FREE sales DVD call us at 01-2101934 and register BEFORE January 19th next.

LinkedIn Events

Linkedin is a very powerful business tool. It’s wonderful for Networking, Personal Branding, Sales & Marketing, Job Seeking, Recruiting and More! I have used LinkedIn successfully for over a year now. Just to prove the point when creating this post, I posed a question in the Q&A section on Linkedin asking for people’s tips. Thanks again to everyone that contributed! So including some of my own here are:

#50 ways to get more from Linkedin

1. Realise that Linkedin is a complex and multi-functional tool; it’s going to take some time to learn to use it wisely – Niall Devitt

2. Contact/connect with experienced users and ask them for their advice as to how best to use it – Niall Devitt

3. Know why you are using Linkedin – what is your primary goal? This will determine your strategy – Lisa Murray

4. Decide whether you are going to post a resume/CV-oriented profile or a customer-oriented one. If you’re looking for a job, the first is appropriate – Dave Stein

5. If you’re happy where you are but would like to further highlight your personal capital to your customers, use the latter. It should include accomplishments you’ve made from the customer’s perspective, not from your next employer’s. They’re usually quite different – Dave Stein

6. Just be real and authentic, don’t hype yourself or your product if it isn’t the truth.  I always make it a point to get to “personally” know people and what they do…after all; this is ’social media’! – Jody Maley

7. List all your experience and education- Sahar Andrade

8. List all your achievements and honours- Sahar Andrade

9. Ensure your profile is set to full view – Lisa Murray

10. Personalise your Linkedin profile URL - Sahar Andrade

11. Create a proper profile with keywords, no typos and proper grammar – Sahar Andrade

12. Make sure you use a professional photo – no blanks or logos – people like dealing with other people! -Lisa Murray

13. Choose a good picture: ensure to have a clear, professional picture in your profile instead than a holiday pic – Fred Caballero

14. Update your status regularly to share your expertise in useful ways – Lisa Murray

15. Use your three links! You have the option to create three outgoing links to promote your company, blog, twitter account, etc. Use these to generate traffic wherever you want and edit the text so it becomes more attractive to click on. e.g.: don’t leave “My Company” when you can write “Social media blog” for example – Fred Caballero

16. Use box.net to add samples of your work – Sahar Andrade

17. Make sure to set up and add your company page to Linkedin – Niall Devitt

18. Give recommendations, endorse the people that you know are good at what they do – Niall Devitt

19. Get recommendations: one of the tops 5 things that most of the people pay attention to are your recommendations. These say a lot about you. Make sure you request an endorsement to everyone that knows how you work to share that experience with others – Fred Caballero

20. Always write a personal message when connecting with someone – Ian Cleary

21. Double check that you have spelled the person’s name correctly when sending invitations to connect -Ian Cleary

22. When someone connects with you, thank them for doing so Niall Devitt

23. Don’t reject invitations by hitting the IDK (I Don’t Know) button. Archive them instead – Judy B. Margolis, MA

24. Don’t upload your address book as a short cut to building your network. Instead, invite contacts one by one with a personalized invitation – Judy B. Margolis, MA

25. If you make a list of people you want to connect to and they are not in your network, join a group that they are a member of that you have a similar interest, start contributing to the group and then make a connection – Ian Cleary

26. Leverage your connections to get introduced to people you would like to form a relationship with, after all that’s what it all about, making connections – Niall Devitt

27. Join and participate actively in Linkedin groups. You’ll get known to the participants and be top of mind not only for their needs but also when other people ask “do you know someone?” Shel Horowitz

28. Choose relevant groups and be active: offer value and connect with other people in the group. -Fred Caballero

29. Make sure to read and observe group guidelines – play by the rules! -Niall Devitt

30. Stay away from self-promotion in Groups; instead demonstrate your expertise by contributing, asking questions, starting discussions and adding value -Niall Devitt

31. Start your very own group and invite people to join, this is a super way to get noticed and build your contacts – Niall Devitt

32.  Demonstrate your competence and expertise by using the Groups and Answers features to help people, not sell your wares! – Lisa Murray

33. If you correspond with someone as part of a discussion, follow it up with an invite to connect – Niall Devitt

34. Upload valuable articles and posts to the news section – Niall Devitt

35. Don’t just connect on Linkedin, pick up the phone or meet for a coffee, you will really start to see the full value of Linkedin when you take your on-line relationships off-line – Niall Devitt

36. Ask and answer questions in the Q&A section: show your expertise – Fred Caballero

37. Don’t forget to close any questions you ask in the Q&A forum and rate them – Judy B. Margolis, MA

38. Set up an RSS feed for the category of questions/answers you are interested in so you can monitor them – Ian Cleary

39. Don’t flag/report questions and answers willy-nilly because you don’t agree with the politics or don’t like the individual or it looks like spam to you – Judy B. Margolis, MA

40. Use the events application to promote your events – Sahar Andrade

41. Attend events that your contacts are attended and arrange to meet up face to face – Niall Devitt

42. Connect before you arrive: do your homework and check out on Linkedin each on of the people’s profile before going to a networking event – Fred Caballero

43. Connect proactively: When you meet with someone face-to-face ask them if they’re on Linkedin. If they are not, INVITE THEM, and keep in touch. They’ll always remember you for that – Fred Caballero

44. Use the network updates for fresh content (SEO and networking) Sahar Andrade

45. Make relevant comments about your connections’ status updates: that shows that you care about them. Also try to offer help or assistance if there’s anything you can do to get them closer to what they’re looking for -Fred Caballero

46. Don’t hide your contacts. Share! Leave them open so your contacts can see who you are connected with and request for introductions. At the end of the day Linkedin is about getting connected. Facilitate that job. Be a good sport! -Fred Caballero

47. Do an advanced search based on whatever you want to keep top on and save this as an RSS feed e.g. recruiter might set up a search for “looking for a job” – Ian Cleary

48. Embed a video in your Slideshare application – Ian Cleary

49.Leverage your profile with applications: Embed your blog, show people what you’ve been up to and share your expertise. Include presentations with Slideshare and add the Amazon app to share with other what you’re reading and learn from others – Fred Caballero

50. Attend some Linkedin training or get some Linkedin coaching- Niall Devitt

Please share YOUR LinkedIn tips in the comments section below.

When: Wednesday December 02, 2009, 06:00PM - 08.00PM GMT

Where: Hampton hotel, 4 Morehampton Rd, Dublin 4. http://www.hamptonhotel.ie

Price: 15 Euro on the day.

Zero to Hero

This SLI session will share with you some of the key strategies to help you get back on top in challenging times. Vincent Reynolds of Rapport Consulting will share the keys to working with C level executives and encouraging them to engage and buy high level solutions while Seán Weafer of Seán Weafer Consulting will reveal some of the secrets for ‘making the numbers’ and the challenging questions that every sales leader should be asking themselves to keep themselves ahead of the competition.

Speakers:

Seán Weafer is a top-level sales leadership consultant, who helps build alpha sales organisations by helping management ‘build trust and get things done’.

His clients develop practical, profitable and effective sales management solutions to their business challenges and how to continue to grow the bottom line even in tough times. His next book is ‘Rebel in a Business Suit - The Business 1%ers’ (due 2009) - outlines the emergence of a new breed of business professional who makes change rather than watches it change around them.

Rapport Consulting is led by Vincent Reynolds FCCA, an experienced senior manager with a background in consulting, corporate training and development, change management, finance and human resources.

Vincent started his career in general accounting practice before moving to a series of management and senior management roles with multinational companies.

He is a Chartered Certified Accountant, a former chairman of the Irish Association of Corporate Treasurers and a member of the Irish Institute of Training and Development. Vincent is also an accredited facilitator under the Irish Government’s Skillnets programme.

If you are involved with sales, you won’t want to miss it - reserve your seat here.