For business people "Voice training leading to results"
It is a must-see utterance practice for pros who speak in public
If you saw this article, if "talking" and "work" are closely connected, by reading this article thoroughly, the basic principle of "to call out" It becomes clear, and you can understand how to make an attractive voice by polishing yourself.
For those who have many opportunities to speak in public,
· Voices come up · Voices
do not reach the back of the hall
· If I do a seminar for a day I will crush my voice
It can be a step that can solve the troubles such as. In this article, I would like to introduce voice training for instructors for vocalizations that can be done anytime, anywhere . I would be pleased if you do make it yourself.
Professional voicing method taught at theatrical company Shiki
I have experienced more than 250 performances a year at the theater company Shiki once every 3 hours. Actually , even in such a hard thing, I did not break my throat.
That is because I got acquainted with doing the basics of voice training I will tell from now every day . Mastering this training has made it possible to understand what was sensuous logically and the voices that did not appear at all became more and more popular.
I also understood that it can control from a big voice to a small voice . And I knew that my body will change rapidly.
I have been pleased to tell various people such as managers, announcers, lecturers and lecturers who are doing business, so I think that it will be very helpful so please read them thoroughly.
What to do before good vocalization. It is a breath training
Actually, the purpose of this article is to grasp the consciousness of "assimilating voice and body (core) and breath" . You will understand how to control the voice and how to treat your body as a musical instrument.
For business people, what kind of image is there in terms of voice training?
There will be images that many people standing in front of the piano and putting their hands on their belly and saying "La la la la la" etc. How is it related to speaking in public? There seems to be some people who wonder. Of course, these kinds of training are also very important.
However.
Actually, there are things I have to do before I speak .
That is "Bless Training" . Breath training is respiratory muscle training to make a voice. Let's take an example of moving a gasoline car.
If you do not send gasoline to the engine, the car will not move. Gasoline is ignited by the engine and becomes power. Please think here is the energy that gasoline breathes, ignites and changes the energy to power. Before you call out, it is important how to control this gasoline and send it to the engine. Please think that this control power control method is breath training.
When building a house, I will first consolidate the foundation. If it is not there, the building that we have settled down will collapse. This foundation is breath training. It is necessary to consolidate the foundation before training training, voice training, voice training . It is highly likely that those who have troubles that the voice does not go to the back, become muffled, wither, will have uttered a voice before the foundation is compacted.
Rather than making a good voice, please imagine that the body as an instrument will change. Do not you want to dig up what you originally have own voice?
That's why the first thing you need to do is start with breath training. Let's learn together.
Part 1: First of all, let's check the breathing rhythm
First of all we need to understand the breathing rhythm . Breathing begins with vomiting first, as the order of kanji "call" → "suck". Most people think that "sucking" → "vomiting" rhythm. I have to change it from here. The correct breathing rhythm is "vomiting" → "suck".
Part 2: Breathing method that does not break throat. It grabs the source!
Next, I will grab the source of my breath.
Most people breathe in my throat. Talking with a breath in this throat makes a throat break. I call it a throat as a technical term.
I will lower this source of breath not under "throat" but "chest" but also "belly" but below your navel. Under this navel is the core position (Tanda) is what is said.
Let's imagine that there is a rubber ball in its core position (Tanda).
I saw Taneda as a rubber ball
It is an image that there is a rubber ball under your navel.
When breathing out, the rubber ball in the abdomen shrinks, and it is imagined that when the breath is taken in, the rubber ball inflates in all directions.
Image of breathing conscious of core position (Tanda)
Here, the point is "all directions" .
Most people try to inflate only the stomach side. You have to be firmly conscious of inflating it on the back side and both side .
Part 3: The sensation that respiration is taken in the core position
Next, I exhale to the extent that there is no breath in my body. Let's imagine a rubber ball in the abdomen smallly withered. I will try to get rid of it. Breath is taken in nature and the body like that inflated rubber ball swells in a fluffy manner. I will grab the feeling that doing so many times and getting the air taken into the abdomen bottom.
The thing to note here is that the position of the rubber ball is not the chest but the abdomen . Especially women should be careful because the position of the rubber ball tends to rise on the chest.
Image capturing respiration at the abdomen (= Tanda) instead of the chest
Part 4: Continue to exhale through the belly breath that leads to the voice
Next, let 's take your fingertips of both hands in front of your mouth. With the warmest air in myself, please warm up this fingertip. Then I will lower the hand in front of that mouth and do the same thing.
This "ha ha" time is extended to 5 seconds, 10 seconds ... 60 seconds . At this time, be careful not to let the mouth end up, let's grasp the feeling of continuing to breathe in the belly bottom. Please help me when the upper body is under power. I will study oneself how to keep breathing slender and spit long.
Then, if you continue to vomit until your breath runs out, I will breathe in like this inflates the belly ball. Let's repeat this.
Why is breath training important?
Let's think about how important it is to keep exhaling from the abdomen floor.
When we are aloud, we can not breathe in. And when I'm talking I keep breathing. In other words, if you can control your breath and continue vomiting for a long time, your voice can be kept on for a long time. When breathing out, let's imagine that one thread will extend far from the mouth.
If you can grasp the feeling that this single thread (breath) will extend far far, you can understand that you can deliver your voice to the back of the venue. If this breathing line falls in front, the voice will not reach the back. It is important to consciously send breath lines to the audience .
And when my breath runs out, this time I will breathe in the image of inflating the belly ball instead of the chest and continue breathing again. I need to do this breath training before giving out a voice. A voice is like a tree flowing in a stream, riding on the flow of breath.
This breath training is how to send breath. This alone will not make a voice, of course. It is voice training that ignites this controlled breath. Voice training has various techniques and know-how. However, before you do voice training you need to grasp the breathless consciousness . By all means, when you are talking in front of people, try not to rely on microphones etc. Please conscious of breathing.
Important things you need to know before calling out
There are so many businessmen interested in how to voice (voice training) as one for improving the transmission power. If you do voice training it will not lead to results, but voice is a big factor for improving the transmission power .
I wrote in a previous article that self-expression by self-expression in public, artist who makes a living by that, masters the breathing method before training voice.
→ [Lose if you do not know! Voice course for business people】
Before you call out, you will master the flow of your breath, continue the correct training with the consciousness that will assimilate your breath, voice and body, and the instrument called the body will be completed to make a voice .
To that end, I also mentioned that it is necessary to continue training and wait until assimilation.
Actually, there is something as important as it is important to master the breathing method before you speak out.
That is to make a "firm ear" to judge the voice.
■ Why does the quality of the voice rise when making an ear
Improvement in the level of firmly discerning ears definitely leads to an improvement in the quality of the voice.
I entered the professional world and I was surprised that I was instructed first, "Train my ears firmly ." It is to sharpen the hearing which firmly distinguishes the sense of pitch and rhythm.
Then the sensitivity level of my ear will go up.
It starts noticing a subtle misalignment not understood at the amateur level.
When you record and listen to your songs, even if the amateur thinks it is wonderful, much amateur improvement points can be discovered. And the quality of my voice will also rise.
Although businessmen do not have to do so far for voice training, it is very important to have antennas with interest concerning voice .
What kind of voice does the top salesman do?
When speaking, what is the sound of the body?
What kind of sound is the sound when talking?
I listen to it one step further. Then, by expanding the image, it reflects on the quality of your voice.
■ Voice training method that can be done anytime anywhere
When you standing this antenna, the voice that comes into your ears changes in your daily life.
· Voice of an infant
For example, it seems to be impressed by the soul-filled cry as it overflows from the belly of an infant crying without having to buy a toy. Toddlers are not just out loud. The feeling that I want you to buy is on my voice.
A crying infant
※ Photo provided PHOTO AC
· Baby's voice
The baby keeps crying, but since the belly and voice are connected directly, the voice does not go dry. I can not hear the conversation between mothers holding a baby at all, but the baby's voice will fly to the other side across the road.
The baby does not talk a word, but it is an interesting point that mothers can understand by merely listening to the voice because the will to "sleepy" wishes are crying, "I am hungry" "I want to change the diaper " .
Baby crying
※ Photo provided PHOTO AC
· Voices of the grocery store
Eyes worried unexpectedly to a warm voice called "Welcome home !!" which was a kindness of the greengrocer's shop, and it became a smile. Is it because I am bidding everyday? There are many people who have voices with a core that passes very well .
Mega shop
※ Photo provided PHOTO AC
· Voice of train station staff
There are many people who have a wonderful voice to the station staff when passing safety beyond the noise of the train to the passengers. You will naturally wear a vocalization method that will not wither even if you continue to voice out all day.
· Voice of the temple's priesthood
Temple's priest's chanting sutra is exactly the best model. The words advocated by the priest is not a fantasy Buddha. Deep meaning is included in sutra. That meaning overflows from the bottom of the body and is in my voice.
· Voice of the clerk of the dumpling gang general
And finally, I am always touched by the core voice that passes the order of the dumpling owner 's hall clerk in the kitchen .
Clerk of the gyoza king's hall will make a loud voice towards the kitchen every time an order is placed. It is such a wonderful voice that you can penetrate Gaya noises of customers in the crowded store because the voice is coming from the belly.
Perhaps at least 5 hours worked and it is in a state that it has been calling out for a long time, so if you go on the stage it means the same thing that you are appearing without long disturbing the long-run work.
Working hard while sipping a beautiful sweat and listening to a voice with great growth I am very moved.
Even without going to the business voice training lesson, setting the antenna with interest in "voice" in everyday life will improve the quality of your voice.
■ Summary Just paying money is not voice training
Improving your own transmission capability for businessmen leads to great achievements. Depending on the quality of management's presentation at the IR, the stock price will change significantly, and the product will swell to the world with a wonderful presentation for product PR.
For this purpose it is important to train your voice by training the voice, but pay attention to how the voice of the managers with the power of transmission is raised, try to feel the way the voice of the top salesman gets out It is important precious training that you can do without everyday money .
طرح توجیهی - بیزینس پلن ( مشاوره تهیه طرح توجیهی ) نوشتن طرح توجیهی
How to use voice of lecturer for public speaking in public lecture
I have learned thoroughly about how to use voice in the ten years of Shiki Theatrical Company. I learned the voice training for practice thoroughly, and I have survived over 2000 stages to date without having to drill a hole.
For that reason, there are many things to talk about voice from business people such as personnel recruiters, seminar lecturers, training instructors and leaders who often speak in public.
موفقیت در فروش
As there are many places where the seminar venue is very dry, I hear voices concerning voices such as "withering easily" and voices like that the voice became painful after continuing talking everyday.
For such people the voice is a business tool and it is an important element to tell the contents well.
So today, I would like to tell people who have a lot of opportunities to talk for a long time in public, about how to make a voice that does not cause a burden without knowing it is damaging .
I had to do voice training, it was an unacceptable environment.
First of all, I will tell you what kind of environment I was in. There are lots of books and experts on speech methods, but I will give you a different point from those like
1. From 28 years old
2 , I learned professional education about voice in earnest . A harsh schedule of
three hours a week, eight times a week, 250 times a year 3. Environment that must deliver voice to all over 1,000 audiences every time
4. The situation (the sound of space, sound absorption and dust) is different depending on the venue (theater)
5. Physical and spiritual harsh conditions to tour all over Japan through intense movement every day
Through these experiences, I am currently on stage as a lecturer.
We will proceed on the premise that we know the burden on the voice of the training instructor and the harshness.
Mr. Masaki Sato's training
■ Breathing that the instructor should know before singing out
The important thing in getting a voice is whether you can control breath and let it flow. Voice is on my breath. A voice is on the flow of breath, like trees, floating on the water flowing through the stream. There is a big difference between who can grasp this flow of breath and who can speak out.
As I mentioned at the beginning, the seminar venue is very dry. To keep voicing throughout the day at the dry venue, a solid foundation is necessary.
It is a big mistake if you think that it is because you have a microphone. If you rely on the microphone to make a voice, you will crush the throat in the other way. In the stage of the stage, I use microphones, but I do not rely on microphones. It is auxiliary only.
We need consciousness to bring energy to our voice and deliver it to customers. This does not mean to forcibly make a strong and big voice. It is a major premise to firmly control and shed a breath from the bottom of your stomach.
【Related article】Poise training leading to achievement
■ The secret not to destroy the throat, the throat of
It says from conclusion.
I instructed a lecturer who had to continue to make a voice, such as training for two days, first felt through the harsh scene that the thing to remember was "to open throat and talk ."
If I can not do this, I will not have it again on the 2nd and 3rd consecutive days. What does "open throat and talk"? The most obvious thing is the state when a person is yawning. I also call this a yawning throat.
In the open lecture that I am going to target people with many opportunities to talk in public, although I have been sending 100-day follow-up movies after taking a class, today I will share a part of the paid content 's video here I would like to take a look.
◆ Follow-up training video "How to Open Your Throat" ◆
What did you think?
Pro keeps controlling the throat so that it does not break the voice by keeping the throat open state. The stage called Lion King is a voice that keeps shouting for a long time , but it will crush the voice as soon as we do not keep throat open. Too much throat is important.
■ If you polish your voice, what will evolve! !
Depending on whether you know the basis of vocalization to not break the previous throat, whether to polish and evolve your voice or overwork your voice to wear it. If you fully understand the foundation, your voice will be polished and evolving .
On the contrary, if you run to techniques and know-how, you do not know the foundation and essence, feeling it in a sense you overwhelm and wear out your voice .
Professional speaks out in public and expresses it once. It is regarded as an opportunity to refine, grow and evolve yourself once. There is a consciousness to polish musical instruments (voices) of myself by doing the actual work.
On the other hand, amateurs overwhelm the musical instruments (voices) of their own, trying to put a burden on the vocal cords and voice by force. This difference is obvious.
Many people who have opportunities to speak in public, such as managers and lecturers, are also learning the basics of how to make this voice. The voice of the person who overworked with strain on the vocal cords is immediately understood. I am very worried about my occupation pattern. On the other hand, if you are a veteran executive or teacher, who knows how to put out the voice correctly, it is very safe to listen.
■ There is plenty of potential for better voice.
Understanding the foundation and essence firmly knows how to make a correct voice, and by doing so we call myselfIt is possible. As I grow older I will grow into a tasteful and deep voice.
However, I did not understand the basics and essence at first, I overwhelmed my throat, and it turned out to be a withered, irresponsible voice. It is a waste if your lovely voice is rattle.
It is not that the withered voice is bad. However, it may be difficult for listeners to listen, content not being dropped into the head.
If you do not know that you know the foundation and essence, it will become a big difference later . For this reason, professionals firstly thoroughly consolidate the foundation and make a physical body. That will evolve yourself.
Finally, your skin and appearance are visible, so everyone will be cleaned. But the voice is the same, it may be necessary to clean. If you keep skin and looking carefully, your age will be very attractive and will not you? In the case of voice, it becomes more attractive each year. In this case, why not consider care of your voice?
Walmart who sold 1.4 million tablets on Thanksgiving day, also in a panic dispute
At the time of the article writing, Black Friday sales results have not been shown yet in the US, but Walmart is reporting the results satisfactorily . Why Walmart is able to predict the result is a simple story. The sales of Black Friday shows similar trends as Thanksgiving sales of the previous day, and this tendency will likely continue for the holiday season.
For details of sales amount, it will not come out until the end of the day, but as a matter of fact, Wal-Mart seems to have sold 1.4 million tablets nationwide in the Thanksgiving Day of the previous day. According to Wal - Mart, although classification of manufacturers and models etc has not been completed yet, it says that iPad mini will become one of the best - selling products among all the products.
Wal - Mart 's sales list also includes good - selling products such as large - screen TVs and notebook PCs. Among them, the fact that iPad mini becomes "one of the best-selling products" would mean that iPad mini accounted for a considerable percentage among "1.4 million tablets". What other things were popular, such as Microsoft 's new Xbox One and Sony' s PlayStation 4. Mobile games were widely circulated, and last year Nintendo Wii U did not shake. However, home game machines seem to keep constant popularity yet.
By the way, looking at the number of sales of towels is twice that of tablet. To sum up the day of Thanksgiving Day, it is said that many Americans gathered at their families, told their gratitude, cook turkey and bought a towel. Let's make sure that not everyone bought high-tech products with top priority.
Incidentally, it may be natural, but in Wal-Mart's press release there are situations like riots, fighting, manners violation, etc. (there is a movie showing a state of confusion) at various shops around here and there is an act showing human stupidity I have not touched it. Tweets have been posted saying that there was a fight even if they went around the tablet selling 1.4 million units.
How can we improve our sales force?
How can you move your heart?
How can I raise my sales force?
I would like to improve sales force further and achieve results.
This column is an article for getting a new viewpoint and awareness that I wrote for business people who are eccentric as above .
My author, I have lived in pursuit of self expression power in the 20s and 30s.
What does it mean that your feelings are transmitted to your opponent? What does empathy arise from words? How to create impression in the customer's mind? These are __.
In the field of severe sales, we have received a commendation at a big company with over 500 employees who made the most contribution by making use of this "transmitting technology" and being the second largest staff member.
Currently, taking advantage of that experience, we provide training courses to enhance sales force at companies across Japan as training instructors.
I have seen various people including sales force, people without sales force. Therefore, in this article, from my own viewpoint pursuing the world of self expression and the experience of achieving results at the sales site
We will "visualize" the difference between business people with sales capabilities and those who do not . I would appreciate it if you read carefully and get a new viewpoint and awareness, we hope you will be able to connect with the results from tomorrow.
■ Do not explain business. Make an image.
There are two obvious differences in sales talks between business people with sales ability and business people without sales force.
one
"Do you explain?" " Do you make it
imagine?"
is.
The salesperson who is explaining can not be sold quite easily.
On the contrary, a salesman who can talk about making a desire in the head of a customer can definitely increase the contract rate.
(It will be easy to understand clothes and car etc. What kind of things do you want to become after you purchase the product? What do you want to realize? Imagine the view of the world that can be achieved through the product with words and give new emotions that the customer does not notice I try to foster it)
So, what is the difference between this "explain" business and the "image making" business?
How can we make a business talk that will make us imagine ?
■ How can you make it imagine?
Before purchasing products, getting the image after purchasing on the head is to say anywhere in sales force training.
You may think that it is too "obstinate".
Many sales people know this fact, but first of all thinking
of selling themselves as well as PR of their products
.
Therefore, we must keep asking ourselves always to continue the achievement.
___ ___ 0 ___ ___ 0 ___ ___ 0 ___ ___ 0
It is necessary to understand beforehand that my world view and the world inside the client's head are completely different.
The customer has no knowledge or interest in the product as much as he thinks.
Even if you are interested, the level of interest is certainly lower than the level you think.
So, first of all, in order for customers to stand on the ring, it is only necessary to have an image .
The world of professional expression is the same, and when speaking a word, I always conscious that the listener will imagine himself in my head.
When describing the contents of words, the brain function of imagining in the customer's head does not work. I will speak to make you imagine instead of explaining .
Unilaterally explaining, customers lose the ability to image in their heads.
■ It does not convey even if emotion is put in words
Another obvious difference in business talks between sales force businessmen and business people without sales force
"Are you talking with a feeling?" " Do you
realize and talk about words?"
Many people,
" if Komere feelings transmitted to the customer "
, " transmitted to the customer if Komere their own thoughts tend I think."
But when you feel emotionally and thoughtfully, it is also a time to idle.
"I felt that I had been dragged out even though I told you so hotly.
Have not you experienced that?
In the professional world of self expression, people expressing with feelings, thoughts and fever are amateurs who are satisfied with themselves.
The person who is talking is very comfortable, but the person who is listening draws.
Many people misunderstand here and express it toward the listener. It is because it is subjective. Pro is not always your eyes (subjectivity) but always a line of sight (objective).
It is such a time that it often happens when you feel like you are doing but the opponent does not echo.
Mr. Masaki Sato's training
Of Masaki Sato "close rate is sales force training growing by leaps and bounds" state of
■ Relationship between sales force and head, chest, belly
Let's divide the type of salesperson into three.
Sales
manager of head Mr. salesman of
hat belly salesman
It is.
A salesman is a so-called smart person.
The rotation of the head is fast and there is analysis power.
Knowledge of goods is abundant.
A salesman at the chest is a person who can express the feelings and thoughts as described above. A person who gives himself fully in an attempt to tell, to tell. Desperately trying hard.
A bellow salesman is standing.
There is a presence. It does not move.
Still it is relaxing.
I am training on improving a lot of sales skills by taking advantage of the experience which I became the top in technology and sales that we cultivated in the theater,
A salesperson who produces results is definitely "a salesman of the belly".
A sales representative is a person who will explain what is called. My head is good, but I can not make a good result. We can not respond if we have unexpected things.
A salesman at the chest is wonderful at the effort, but it may be pulled or it is idle, as it is conveyed hotly with a feeling or thought.
A bellow salesman is hungry. Neither the words nor the feelings are skiing. It always calms down and gives the opponent a sense of security.
The belly salesman talks with a sense of frankly realizing the false words that lie that he got angry like to make customers imagine .
Chest salesperson steps on feet into the area of the head that customers imagine.
That's why feelings precede and it runs idly.
【For those wanting to know more】Ultimate Bible to recommend reading just before meeting you
Mr. Masaki Sato's training
The author who actually expresses the difference between the head, chest, and belly by training
■ Image power has individual differences
Let's understand in advance that there are individual differences in customer image strength.
When thinking that everyone can image at the same level, it is a mistake, it is perfect for the needs of customers thinking how wonderful you are, and sometimes it can not be sold even if you can say it to make you imagine.
It is said that there is a high possibility that customer's own image power is weak.
In this case, it is necessary to divide it.
We also have to pay attention to the power that customers can imagine, but training that salespeople make images of the world view realized after purchasing products in the customer's head is very important.
The most important consciousness for a professional salesman is to change it into a way of speaking that makes us realize by letting yourself get hungry and letting others say how to tell others in
everyday life .
It is not a way of speaking. It is how to speak.
■ How do I get sales force to make images?
Well, I told you that it is very important to train the image of the worldview realized after the purchase of goods at the customer's head in the field of sales, but what kind of training method is there specifically?
Hints are in everyday conversation.
It is the best way to hone your expressiveness by talking to everyday conversation to make yourself imagine.
For example, when you go shopping at a supermarket, a yakitori shop picks up chicken meat with a patch near the entrance of the shop.
Yakitori shop
I was attracted by the smell and purchased it and tried eating it was supposed to be too tasty and it was everyday.
Let's tell your family and colleagues to make the image above and its taste delicately imaginable.
"I today, I went to the supermarket to buy a detergent, I if there is opening of grilled chicken near the entrance of the shop.
The old man is ye gazing up flapping a red fan.
Among them know drifting scent is " very good smell " in, When I bought a thick leaver and leek and eat it, it was "really delicious "
The purpose of this story is to say "I want to eat too !!" It is not chat. I raise the sensitivity to hone my expressiveness from day to day.
I will give you another example.
If you wake up early in the morning and go surfing on Enoshima then it is fine and that Mt. Fuji looks beautiful and it is moved.
Mt. Fuji from Enoshima
I will tell them to image the above picture to my friends.
The aim is to have thought "I want to go!"
"I went to surfing yesterday morning, it was a very good weather condition and it was the best condition.Enjoy on Enoshima on the left and Mt. Fuji clearly visible so that I could reach the hand on the right! I was able to surf in the scenery and I was really impressed. "I want to see Mr. Fuji beautiful by all means."
It is better to realize and say "~ ~" part .
In this way, if you have a viewpoint that you have the opportunity to upgrade your skills even for daily life, your consciousness will change and you will be able to train very much. Your daily efforts and growth will improve your sales talk quality.
This is something you can do from the everyday to change to the consciousness that makes the image of the sight in the opponent's head.
The important thing to apply at the business site from here is to ask the desire inside the customer's head and make the image of the world view (sight) after purchasing the product image.
This is why it can be said that the reason why the contract rate has suddenly become clear after the top salesman received my lecture.
"It was clear that things that were sensual were logically organized."
"The world that has been seen has changed"
"Closing steadily resulted in achievements"
Some people say.
Please refer to this article and change your consciousness thinking that hints to raise your sales ability are hidden every day.
Will not you be conscious of your belly when you open it from today ?
I hope to lead to your achievement.
Increase sales efficiency:
Founder of Legion Analytics argues that there should be a better way for sales to find new customers.
They are now, Y Combinator is newly created special encourage businesses are participating in the (fellowship system). It is an 8 weeks development project for a very early enterprise, and a grant of 12,000 dollars and office use and mentor are offered.
Where was wrong in the prospect generation process so far? According to Sinan Ozdemir of CTO, the past business was taking too much time in fighting with a lot of useless data like a mountain of garbage. 20 to 40% of the information is incorrect or irrelevant data.
Therefore, Legion Analytics does not provide a lot of contact information to salesperson / woman. Instead of sending two, five, or ten prospective customers information every morning (number of cases can be set). These prospects are screened based on the industry type of business of the company and his / her interest, furthermore it is rated as [good / bad] like the rank of Pandora's song, and ranking is possible.
Screening of prospects is done by Legion Analytics' proprietary algorithm and an in-house expert group. Especially emphasize the responsibilities and title of the person. According to CEO Jamasen Rodriguez, ordinary titles are useful, but the company 's algorithm does not ignore Nauw - titles like "sales hacker". Today, the same work is often called by various, unusual titles.
For sorting, users can also make conditions. For example, "VP of sales at 25-32 years old, San Francisco company, finance history is over $ 5 million, web site uses Mixpanel", and so on.
Legion Analytics screenshot
Brian Trautschold, Sales Support Startup Ambition , also raised with Y Combinator, says about Legion Analytics: "I've tried using over 10 prospect generation services so far, although none are wonderful, , Legion that I use from two months ago can not let go.It will tell new prospective customers at the time of e-mail check every morning because it matches my everyday workflow, so the feeling that my life has become quite easy To ".
Rodriguez and Ozdemir met at Johns Hopkins University. Rodriguez was a student then Ozdemir was a lecturer. According to Ozdemir, they were interested in the theme "What should we do in order to be able to understand and realize that person as a really human being from the data on the net about the human beings?" As I continued my research, I noticed that this was a theme that can also help people in the market.
Related article
Staffjoy Launches From YC Fellowship, Helping Businesses Automate Their Workforce Scheduling
Y Combinator Just Introduced a New Program to Reach Up to "1,000" Companies Per Year
LinkedIn Ramps Up In Business Marketing As It Adds Lead Generation To SlideShare
I learned about YC's special encouragement project since they came to San Francisco. Actually, the project can also participate in startup other than bay area. They themselves also think that they want to cover more areas as a sales area.
"Information analysis for prospect generation (lead generation, lead generation) is now established as one industry type of business on the Internet, there are various types of services from analysis and refining of information to e - mail marketing" , Rodriguez says. "But I want to cover the whole process."
And, although it comes from the name of the company called Legion Analytics, it means Le and Le gon genaration together, meaning "prospect generation analysis".
Sales are also professional skills - 10 tactics for successful sales
Sales are also professional skills - 10 tactics for successful sales
Matt Bell , the author of this guest article , is vice president of sales planning at Azaleos . Azaleos provides a service to cloud application management of large enterprises. Matt is a strong man with a proven track record of extending company sales during the previous two recessions, so the way of thinking is unique and appealing. This article is a so-called sequel of so-called sequel of It's All About Selling for Survival in order to survive written by Vivek Wadhwa last month .
On the technology field blog, there are many advices for startups: how to make a company, how to procure funds, how to build a company image, how to acquire talent, and so on. But what you rarely see is an article that tells you how to make a meaningful business strategy, leading to sales.
If the sales are good, you can naturally develop a good corporate image, hire excellent talent, and spend time with various projects. Without sales, nothing starts.
Thousands of books have been published so far how to sell how-to books. There are even books that identify items, such as secondhand cars and siding of aluminum. However, none of these books deals with a special business format called startup. ... How can we get things and services bought from an unknown young company that may go bankrupt during the year?
The sales force I commanded so far ranges from what I sold for as much as one day to what I achieved annual sales of 20 million dollars. What I learned from failure and success is that no matter how good a product it will die unless it strives to acquire the first customer who is too dead to fail.
1. Flexibility Be stupid : The biggest strength of startup compared to established companies is that they can provide what they want. Even with orders that seem to be impossible, we will accept it. And even if you quarrel with the president it will be completed. Engineers are racial desires, but they are also willing to work hard for customers who pay money. Large enterprises are bound by various rules and practices and have little flexibility. But the strength of startup is not "Hertz doing everything right" Hertz, but being able to be "do anything" Avis. Hertz and Avis are famous rental car companies. Both companies' advertising battle is famous for a long time. ]
2. Utilize sales incentives : To obtain excellent salesmen, make incentive fee thicker than minimum guaranteed amount. An expensive base salary is an ordered one from IBM, but a real professional salesman is a genuine hunter who has days of prey and sometimes makes big deer. If you increase the reward for success, will the company go bankrupt when you sell too much? But that is not it. Jim Flatley from Verdiem told me the following when I was at Plumtree : He promised the company 15% of sales as a sales payment fee. And then, when sales were on track, there was none of the executives calling out to lower that rate. Even when the bubble burst and many technology companies were in a state of dying, Jim 's results did not fall.
3. Everything is important Speed : No matter how much technology you excel , it alone does not make the company's achievement go up. Respond promptly and promptly to inquiries and inquiries. Do follow-up after doing a presentation somewhere surely and quickly. Regardless of how big your competitors are, keep in mind that customers - prospective customers are enthusiastic about companies that respond quickly and quickly (not big companies).
4. Fill a landmine in the customer's mind : When presenting multiple companies, do it the most at the very beginning and make the next round of debate for your own advantage. Prepare a list of questions for customers. In the first place, the customer says the seller 's argument with spitting on his eyebrows, but believes what he convinced himself. So, even if the seller speaks ill of competitors, it is counterproductive. If you consent yourself with the faults of your competitors, your mind leans to your company. When I sold a $ 3 million system to Boeing , I included a list of questions for other companies in the document (so that customers can check them on their own). There is no evidence that the material was useful, but as a result my company who participated in the sales battle considerably later won.
5. Make the first customer a friend : The first customer is the best salesman. So, if you succeed in the first sales, you should stop a lone wolf and start two-person leg with a customer. Customers risking to buy from your minor company have to justify their actions even if they do not. Increasing your company's customers in the future will be the greatest reason for justification. That's why I will try to help you. Startups generally have limited proof of concepts of products and services, but their oral and experiences from existing customers can sufficiently compensate for their thinness (that is, the customer will perform demonstration on their behalf). If an existing customer tells prospective customers, "That is pretty good", you can concentrate on dealing with more specific concerns of that prospect. One of the customers of Azaleos recommends our product to prospective customers in the way that we do not have to worry about sitting in the server room where we all go out for drinks as the system starts up It is.
6. Sell yourselves sophisticatedly : Even if you do not have any particular grounds, when you work anyway, doing business as if you are a customer as you need a customer. Products and services that I can not confidently do not sell. Half of what sales are going to sell into startup is frustrating. But if you are not an unpleasant person, customers want to buy from a confident company. Besides, the purchasing manager of the company is trained to sever weaknesses and disadvantages. In the elevator heading for negotiations with the big bank, I decided to raise the lower limit price (the price which does not stop below this) by 1 million dollars. There are many people who say low prices because they do not want to break business talks, but at this time large numbers gave better results. Eventually, the negotiations were formed at a price 30% higher than the lower price.
7. First sell to partner : There is no purchasing manager who buys from IBM and becomes fired. Then, let's put on the side of IBM. Think somewhere where you earn with the success of your company or where you suffer a disadvantage with failure. Before you sell to the customer, first sell it there. When you sell to a company with more than 5000 employees, you find a partner that reduces the concern that your company has about your company (eg "It's safe if introduced over there"). Your victory is almost always a victory for big companies like Google , Amazon , Microsoft , SAP , IBM [= = they often use their products]. When I began to sell to a major shipping company, I tried to convince him that it would take nearly a month to leave a project of several million dollars on startup. But the customer naturally said no. Since it was a project using Microsoft products, when asked for Microsoft's cooperation, the business negotiations were settled quickly.
8. Involve everyone : Include as many people as possible in the sales process such as executive, manager, founders, technicians, product managers, customer service people, etc. Then you will become familiar with the nature of the negotiation. A customer may not speak with you in sales nicely, but a horse may fit with a technician. And you will feel your company bigger than it actually is. The customer (prospective customer) has knowledge of various people at your company and has the recognition that it is not only a salesperson who was hijacked. You have the impression that you are not trying to care for that customer, not your company. If the company is likable, the fact that the company is small is rather a positive factor. This tactic is effective for customers in both small and large companies. Especially when you make a personal phone call to one of the CEO and executive at the final stage of stuffing, the impression that your company is committed in good faith is strongly conveyed to the success of that customer company. That's my recommended tactic.
9. Slowly hire, quick dismissal : When hiring useless people, the company loses money if he is hesitant to dismiss, the employee's morale is lost (damaged) and the company's credibility is also damaged. Three months after I hired a man to work, I told him: "How long can you be fine without selling anything?" His answer is: "Do not worry Matt, if I can not sell anything in the coming quarters, I will look for another job." The next day, the company fired him.
10. Honor sales talk : In the beginning of the technical startup, there are often only engineers at the beginning. That he hired you is expecting you to cold-call all of the phone books (call-in). So you have to like Cold Cole. I have been doing business for many years but still enjoying cold calls. But what was the only reason why Dutch (hero who plays Arnold Schwarzenegger) won last in the movie "Predator"? That is to know exactly where the target is in advance. If you do not know exactly in advance what kind of department (or person in charge) you are calling the person in charge of the department (or in charge), it will be a very cold call with poor yield. And then the sales talk that you talk on the phone at that time must be understandable to the 10 year old child.
