Utilizing Sales Intelligence to Seek Prospective Networks

Social networking has always been relatively significant in increasing the circle of acquaintances leading to development of mutually beneficial personal and professional relationships. The social network has been the medium through which individuals with different perceptions and opinions have been introduced and the bond enriched. With the passing of time life became hectic with scarcely any time for communication or networking. As everybody got immersed in eking out a living, the social networking concept lost its charm.

New technologies emerged and new approaches were experimented with in the business world. However, sheer competition always demanded better leveraging techniques for more results. The good age old technique of social networking which was dormant has been revived with a new revamped look in the form of technology. The Internet has infused new life in humans with the creation of social networking sites where people can find old and lost contacts and connect with them. It further helps in initiating new contacts through common friends, relatives, etc.

This strategy of establishing new contacts through friends, relatives, colleagues and co-workers has been innovatively designed to propel sales prospects. Sales is an uphill task, especially when trying to woo new and unknown customers. Even the best salesperson with the gift of gab has to put in some effort to get customers hooked without any knowledge of the outcome. The responses are more often flaccid without any hope. Now a salesperson can get access to new and guaranteed customers with higher chances of success through the sales intelligence tool.

The sales intelligence tool penetrates social networks such as Facebook, Twitter, Linkedin, etc., to analyze and reveal the connections of individuals and their existing network of friends. Using this analysis, sales individuals can be introduced to prospective customers. The introductions are more warm and acceptable, and apparently this association helps to close sales quickly, simply and effectively. With the help of this tool there will be less time wasted pursuing customers and potentials of achieving greater success.

Familiarity through known channels always has a positive impact. The sales intelligence application is the appropriate tool that helps in meaningful sales research that can culminate into a rewarding experience. A strong and accurate connection between the sales representative and the customer can be built using this tool, indicating encouraging responses.

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Why Sales Training Doesn’t Work – Is Your Training Program a Waste of Time and Money?

Is your training program a waste of time and money?

Quick Quiz

Which of the following statements best describes your feelings about the training programs you have taken or have put your Sales Team through?

1 = Completely satisfied – training always yields visible and measurable results

2 = Fairly satisfied – training seems to be beneficial, but does not always yield the required results

3 = Unsure – The Sales Team is generally happy and business is moving in the right direction, but I’m unsure whether training is a contributing factor

4 = Fairly dissatisfied – training is something “nice to have” that my Sales Team could probably do without

5 = Completely dissatisfied – training is an expensive waste of time and resources

Common comments from Sales Managers

If you’re like most managers who arrange sales training for your Sales Team, you’re unlikely to report being “completely satisfied” with its worth.

We regularly survey senior Sales Managers in medium-to-large sized organisations and the following comments are, unfortunately, very common.

“They seemed to enjoy themselves, but two weeks later we saw very little change.” (Regional Sales Manager, Automotive Manufacturer)

“Overall the training was good, but the problem is in getting the guys to implement the new skills. Nothing really seems to have changed much.”(National Sales Manager, Building Industry)

“My people go on these courses and get pumped up for a day or two and then their performance slips back to what it was before the training – and in some cases even worse because they’re confused” (State Sales Manager, Retail)

If you’ve ever attended a training course yourself, it’s not hard to see the reasons why.

You enjoy the course and leave energised, with great intentions and a list of things you want to do differently once you’re back at work. But, by the time you get back to two days’ worth of unanswered emails, calls to return and proposal deadlines to meet, it’s another ten days before you even stop and think about the training. The moment for change has passed you by.

Training impact studies confirm that the knowledge gained at a seminar or workshop falls off significantly within just a few days of finishing the course.

And given the way people actually learn, this isn’t at all surprising. Even so, we continue to expect that the sales training event itself will make a measurable difference in light of strong evidence that this is unlikely to happen.

Let’s think about this logically. Would you send your child to a two-day course to learn to play the piano, and expect them to good enough to compete or pass exams with their new skill? Of course you wouldn’t.

Yet isn’t that the expectation we have when we send our salespeople on a two-day training program, our Sales Manager on a course to “Improve People, Productivity and Motivation”, or our Call Centre Manager on a two-day “Financial Management for Non-Financial Managers” course?

Why most sales training just doesn’t work

Whilst the right sales training course is a key ingredient in changing behaviour, the sales training event on its own is and can never ever be the “magic bullet.”

Change is a process; it’s not an event

Achieving a sustainable and real change in sales behavior requires much more than sending your salespeople off to be trained. To get salespeople to measurably improve and begin to do things differently requires a different approach. If we want to see “real” behavioral change and get a return on our investment, we need to use proven adult learning strategies and behavioural change tactics to boost their knowledge and enhance their capabilities. This means making a departure from the traditional way we approach sales training.

Historically, very little thought or effort was made in terms of preparing the participant to get ready to learn prior to the training event taking place. In most cases, when the participant returned to work, only “lip service” was given to the follow up process to make sure they integrated the things they learned during the training.

Generally, most of the learning is expected to occur during the sales training event itself. This is where the participant is exposed to new information, tools and tactics. Most Sales Managers live in the hopes that the sales training event will be engaging; the participant will emerge with a new vision of what is possible and pick up a few key tools that they will make a part of their sales routine.

Through its many studies and reports, the National Centre for Vocational Education Research (NCVER) has shown that after a typical training event, the participant’s performance actually tends to drop as they attempt to apply and integrate their new knowledge and behaviours back in their work environment.

The problem is that most sales environments are not set up to support the participant and it isn’t long before workplace pressure, and the individual’s natural resistance to change, pulls them back into familiar territory and habitual ways of working and selling. The new knowledge is quickly forgotten and it is not long before performance returns to former levels.

Is it possible to actually guarantee a return on investment from training?

For sales training to deliver on its promises, the “sales training event” must be seen as only one element of the learning process.

Here are the elements of a proven and results-oriented sales training system that guarantees ROI from sales training by blending five key pieces of the learning puzzle.

1. Relevance – Prior to any training being delivered, the content, case studies and exercises need to be vetted to ensure its relevance to workplace outcomes.

2. Pre-workshop preparation – Prepare the participant prior to their attendance at the sales training event to accelerate the traction of the new tools and learning.

3. Event Engagement – The sales training event must engage the participant, delivering both insight and inspiration to transform behaviour.

4. Post-sales training execution – The individual learning outcomes must be followed up on and coached to ensure integration of desired behaviors into the workplace.

5. Accountability and measurement – Fine-tune the learning effort, tweaking until complete behavioral change has been achieved.

1. Relevance

Relevance checking is the first step.

Adult learning theory tells us that adults want reality and that adults are motivated to learn and apply only that which is relevant to them.

Malcolm Knowles, one of the most respected names in adult learning and author of The Modern Practice of Adult Education, reports “adults are most interested in subjects that have immediate relevance to their job or personal life”.

Research by the Huthwaite Research Group reports that, “Learners remembered more than four times as much from sales training sessions that were perceived as highly relevant to their jobs than they did from sessions that were seen as low in relevance.”

Relevance significantly accelerates learning, increases retention and makes learning more fun and interesting.

Questions to ask when investigating relevance include:

• Can the sales training be customised?

• Does it validate learners’ current knowledge?

• Will it reflect learners’ on-the-job experience?

• Does it include relevant case studies?

• Does it allow learners to benefit from the knowledge of other group members?

• Will it reflect and reinforce your preferred business processes?

2. Pre-Workshop Preparation

Pre-workshop preparation begins the change process by helping participants to “buy in” to the learning experience up front, before the learning event.

It sets the stage for the sales training event by creating a context for the sales training and matching it with the participant’s performance objectives and selling skills gaps.

During pre-workshop preparation, the learner should be asked to gather data about their current challenges and successes, and any examples that can be used during the sales training session. When a salesperson is cognisant of their skill gaps and how those gaps impact their ability to write revenue, it helps to speed up the learning process.

Our experience shows that by completing pre-workshop preparation the learner is more likely to become an active participant in the training.

Pre-workshop activities may include:

• Research

• Reading background material

• Completing practical or written exercises

• Completing assessments, profiling or diagnostic tests

• Connecting the salesperson’s learning objectives with those of the course content and their job performance

• Identifying internal support and resources

• Formal activities designed for recognition of prior learning (RPL)

• Creating a “learning agreement”

3. Event Engagement

The sales training event itself is where most sales training organisations expend most their time and energy.

A training event will have most impact when:

• The topic is relevant to the learner’s needs and builds on their previous experience

• The training offers a new perspective that expands the learner’s concept of what is possible

• Participants can easily see how mastering the content will improve their workplace performance

• Participants are able to experiment and practice new behaviours in a safe environment

• Participants expand their network and develop learning relationships with other attendees

• Participants are inspired and motivated to change their behaviour

• Participants develop an action plan moving forward to begin to change their below par behaviours

On its own, the sales training event will not increase performance, but a powerful “learning event” can be the catalyst for organisational learning where individuals are inspired to share their knowledge and teach others.

4. Post-sales training execution

Organisations that are serious about achieving a return on their sales training investment make sure that the training content is integrated into the workplace. To help do that they make sure they provide individual follow-up and support.

This phase ensures that measurable results can be achieved. By providing follow up coaching and support to assist individual salespeople to implement and apply their new knowledge and skills, Sales Managers ensure that the time, effort and resources invested in the development and running of the sales training bears measurable” fruit”.

Post-sales training execution and follow-up tools may include:

• High-Performance Coaching

• Post-Sales training Execution Plan & Learning agreements follow up

• Post-Sales training accreditation, assessment and/or diagnostics

• Follow up, self-paced learning modules

• Follow up workshops

• Mentoring program

• “Teach others” program

• “Buddy-coaching” Program

High-Performance Coaching

Studies by Neil Rackham, the renowned sales effectiveness researcher and author of SPIN Selling, show that 87% of the learning from a workshop will be lost within thirty days if there isn’t a coaching intervention by the participants’ Sales Manager or workplace coach.

High Performance Coaching is one of the most significant post-sales training interventions supporting the learner to integrate their learning into the workplace.

A High Performance Coach works with the learner to provide them with instruction, guidance, positive reinforcement, and accountability in the achievement of their sales goals. Typically the coach is the learner’s supervisor or Sales Manager.

High Performance Coaching is an important business skill for those in sales leadership roles, with responsibility for writing top line revenue.

High Performance Coaching helps the newly trained salespeople to “buy into” the change effort and to develop the skills to effect meaningful workplace change.

What are learning agreements?

Learning Agreements are essential to achieve a return on sales training investment and to ensure that learning is integrated into the workplace

A Learning Agreement clarifies work performance expectations and spells out how learning will be integrated on the job. A Learning Agreement will list the following:

Competency Expectations
Results and Accountabilities
Resource Requirements
Signposts/milestones
Consequences (e.g. sales training payback)

Prior to attending the sales training event, the participant meets with their Sales Manager or trainer to document the desired results from the learning experience. They will also discuss consequences for successful or unsuccessful implementation of the learning.

The actual sales training event becomes more meaningful because the participant is being directed by the Learning Agreement and is focused on attaining the knowledge and skills required to fulfil it

Having attended the sales training, the learner meets again with their Sales Manager or coach to review the Learning Agreement in light of the information, skills and knowledge gained from the training.

The coach then reviews and redefines the post-sales training action plan with the learner in order to make sure the Sales Person will accomplish the desired performance objective/s

For an example of a Learning Agreement, please download this article from our website

5. Accountability and Measurement

There is a saying in management that “what gets measured gets done; what gets recognised gets done even better.”

The primary purpose of sales training is to improve an individual’s sales performance and ultimately the performance of the organisation. Therefore, sales training and development efforts must be tracked, measured and rewarded to ensure a positive impact.

To achieve ROI on sales training, we must first measure an individual’s competencies2 for their sales role and determine the gaps. Following the sales training we conduct a further “on the job” sales performance assessment following the sales training event.

Specific individual performance measures (KPIs) should be written into the Learning Agreement. For example, increased sales production, a reduction in time waste, improved customer retention, increased sales margin, improved teamwork or motivation etc.

The Learning Agreement then maps the competency improvement required to achieve a specific KPI, for example:

KPI = Improved sales conversion rate from 1 in 7 to 1 in 4

Competency required = Customer needs diagnosis (listening and questioning)

Training requirement = Focus on customer needs diagnosis

Conclusion

It is an unfortunate fact that the majority of sales training conducted fails to deliver the expected increase in productivity or performance. Very few sales training programs actually change behaviour. Many sales programs are run as an exercise in “ticking the box” – Yes, I have officially trained my salespeople!

The simple truth is that if you are going to end your salespeople to a sales training event you are only likely to see a measurable return on your investment if you ensure that the material is:

• relevant and customised to suit your sales operation and market; and

• each individual has been well primed and prepared prior to their attendance;

• the sales training event engages and inspires;

• you are prepared to follow up and coach the salesperson to ensure integration;

• keep holding them accountable, measuring and tracking their behavioural changes as a result of the sales training.

Generating Useful Market Intelligence for Marketing and Sales

Strategic market intelligence can reap rich profits for companies that seek to understand their corporate customers’ needs and businesses better. From purchase driver mapping to sales gaps analysis, the ability to support and even boost revenue generation through strategic customer and competitor intelligence is critical for market intelligence teams. Here are some tips on how to plan and develop market intelligence that will be highly valued by marketing and sales teams.

There are four areas that market intelligence teams will need to make key decisions on, which will affect how effective their marketing and sales intelligence systems will eventually be. Choosing between the variables can make a critical difference to the team’s success or failure.

1. Choosing between strategic and tactical market intelligence

One of the most difficult tasks market intelligence leaders face when designing internal market intelligence objectives, roles, output and performance indicators, is striking the right balance between strategic and tactical market intelligence. Should more resources be invested in strategic brand management intelligence or pricing intelligence? Should the team focus on sizing the market or monitoring promotions?

The balance depends on a number of factors:

•    CEO and management mindset. Management focus on short-term profits or long-term development will dictate the market intelligence that needs to be presented.
•    Planning cycles. Shorter planning cycles tend to lead to a more tactical approach to market intelligence.
•    The nature of the competition. Market intelligence tends to be more tactical in heavily competed markets where price or competitive bidding is under pressure.
•    Business or consumer markets. In B2C markets, market intelligence tends to be more tactical.
•    Corporate or local. If the main focus is on supporting corporate level management, market intelligence will tend to be more strategic in nature. A tactical approach is more appropriate for local sites.
•    Marketing or sales. Market intelligence in support of marketing is typically more strategic.

One could also argue that generating revenues though more tactical market intelligence will allow organizations to justify the existence and value of their market intelligence programs. This typically leads to further funding through clear ROI to build more strategic contributions.

2. Choosing the methodologies that best suit the organization

There are multiple market intelligence techniques and methods; some will help you defend your customer proposals while others will help you attack and fend off your competitors’ sales tactics. Which one you use will depend largely on the nature of your business, your internal sales processes and the pain points therein.

Ultimately, the key to success will be in understanding your customers better than your competitors’ as well as understanding your key competitors’ mindset, strategy and tactics.

To achieve this, you can choose to use:

•    Voice of the customer (VOC). VOC can be a significant source of customer understanding that in turn, helps build trusted relationships with corporate clients.
•    Creativity in building competitor profiles. For example, you can investigate the long term financial strength and sustainability of your competitors and use that to your advantage.
•    Market penetration analysis. Try identifying segments that your competitors are focusing on and which you are not, and investigate why.
•    Strict account planning. It helps to aggregate account level intelligence, identify account intelligence gaps and include positive and negative feedback on competitive products in the analysis.
•    Win-loss analysis. This is an extremely important tool in strengthening your sales strategy for the future.
•    Role-play or war gaming. This is useful in understanding your competitors’ mindsets.
•    Marketing mix analysis. This is exceptionally useful in reviewing the competition at the product or offering level.
•    Competitor channel or value chain analysis. Use the analysis to understand the mindset of your customers’ customers or your competitors’ margins.
•    Propensity models. Such models help you assess customer churn rates and to take corrective action in time.

Knowing which is the right methodology for your organization requires an understanding of the pain points within marketing and sales. It also helps to brainstorm with your colleagues in the sales department on what they think are the winning factors of your company’s value proposition.

3. Choosing the tools that will make the output user friendly

A critical part of supporting a company’s marketing and sales efforts effectively is in providing market intelligence deliverables that are quick to access and quick to digest; in short, clear and filtered formats.

Ideally, only one tool should to be used to provide market intelligence to the sales team. Otherwise, multiple internal systems should be integrated to create a perception of having one tool or access point. For example, customer relationship management tools and market intelligence deliverables can be made available through one access point.

Technology tools alone will not solve all the challenges for market intelligence. Building accessible and easy-to-use tools however, can provide a competitive advantage to your sales organization, as long as feedback is directly and continuously gathered from the sales front.

4. Choosing the method/s to recruit and motivate internally

Critical market intelligence typically already exists within an organization, through the collective experience and observations of a company’s sales force.

A company with an active intelligence culture can go a long way in the receipt and utilization of field intelligence. This however, requires continuous internal marketing. So one of the most important success factors for market intelligence is the ability to build strong relations with the sales force.

You can do this if you can:

•    First align your market intelligence efforts with the company’s sales targets and customer relationship management objectives.
•    Assess your sales process and identify pain points where better intelligence can make a difference.
•    Use the right incentives and motivational factors for those in the field to start contributing intelligence and insights.
•    Set up intelligence collection and sharing processes and tools that are both accessible and easy to use.
•    Generate deliverables that give sales teams the critical information that will help them ‘seal the deal’.
•    Demonstrate tangible benefits to the sales effort through insightful, timing and value-generating market intelligence.
•    Celebrate and recognize success stories based on contributions from the field.

In addition, it is useful to identify other groups, such as legal, customer support, research and development or engineering, that are in position to provide field signals.

Online CRM Software – Finally A Way To Escape From Sales Tracking Nirvana

Getting into business means taking chances and willing to make sacrifices, but many business-inclined people are still willing to take the risk, perhaps the appeal lies is becoming your own boss or building something for your future. Unfortunately, what you’re most likely to find is lessened income, longer hours and increased stress. This is why if you’re contemplating to start a business for yourself, you need to use the right systems such as an online CRM software – to enhance efficiency, reduce expenses and earn higher profits. And if you’re already in business, the good news is that it is never too late to get yourself organised with an online CRM.

If you want to address the needs of an increasingly service-conscious consumers, you definitely need powerful systems that bring together all your sales and marketing data. Systems that can make a significant difference in the way you run your business. Tools that can aid your business become a rewarding venture you enjoy, rather than a decision to regret. This system should possess the tools to monitor marketing performance, customer satisfaction and above all, to track sales and productivity.

With an online CRM software, tracking the status of every sale and opportunity is easy. As a sales tracking tool, it provides you an up-to-date and accurate record of client details and transaction histories. It also enables to identify service challenges and gauge your targets met in terms of converting opportunities to sales.

Most companies that are just starting out are in a limbo or have no hint as to where their business stands or whether they’re even gaining money at all. It doesn’t follow your company is doing well just because you’re making money. Some companies may be making regular sales but don’t realise that for each sale they are actually costing more than they’re earning.

A useful tool such as an online CRM will not only assist you in tracking your sales and expenses but also solves sales-tracking problems through an online communication system that encompasses customer relations, sales opportunities, and sales and marketing. With this convenient tool, you can quickly determine unprofitable products and services so that you can take measures like decreasing its price or eliminate that product from your list. It also enables you to shift your marketing focus to products that earn you the most money because it helps you in determining which offers can make you the most money.

And there is more to love about online CRM! Another great functionality of an online CRM is that it is also great for opportunity tracking other than helping you in monitoring sales. It can show you possible cross-selling and up-selling opportunities. An online CRM tool is capable of associating different contacts that falls under one organisation, store multiple addresses of branch office areas all in one organisation, and monitor relationships between parent and subsidiary companies; giving you a better angle how your business network has developed and ways for expanding it.

Your online CRM software will be your greatest tool in sales tracking when you have the following information available.

>Demographic details

This refers to customer name, age, address, gender and race. Demographic details captures and stores different customer types and their different buying patterns, enabling you to identify which customer types have greater sales margins. This will help you better profile ideal customers, enabling you to target your marketing to the most viable group of prospective customers.

>Geographical area

Using geographical data for marketing campaigns helps you target your marketing into the best performing regions and assists you to tailor your product range to suit a specific location.

>Strongest purchasing periods

Your online CRM software will help you pinpoint customer purchasing preferences in a particular time.

>Responses to surveys

Surveys from customers and potential customers can give you valuable insight that can help identify your product’s strengths and weaknesses.

MYOB, Quickbooks and traditional spreadsheets are a thing of the past, are inefficient and cumbersome. A lot of money, time and effort will no doubt be spent simply because you’re using two separate tools. You also end up spending more money to pay someone to sort through all these data and your marketing campaigns haven’t even started yet.

You will be able to see just where your customers stand at a specific point of the sales process because your online CRM software has the power to intertwine it with an accounting software, making your sales tracking easier. In the end, your business is more efficient and profitable than ever.

Money Saving Tips for Buying Used Dump Trucks!

Do you really need the services of a commercial dump truck yet can’t afford the price of a brand new one?  The value of new commercial trucks decreases the longer it is in use. The resale value of used trucks can go as low as half of the original price or less. This fact creates a great opportunity for businesses who cannot afford that new truck to consider a used dump trucks sale to answer a business need in the current uncertain economic conditions.

Following are some tips for saving money to help you find the perfect truck that fits your business needs!

Know What You Need – The most important thing that you should do is know exactly what type of dump truck is important for your business. These trucks come in various configurations and load capacities. The best way to determine what type of truck will suit your business needs is by knowing the average load it is required to carry.
Check DOT regulations – Along with knowing the usage of your vehicle, you need to know what local and federal laws will affect your vehicle selection, particularly any applicable load limits.  Some of these trucks are designed for on-road usage; some are designed more for off-road usage.  The make and model that you select must conform to what is allowed under your intended usage conditions.
Know Your Budget – New trucks can cost as much as .6 million dollars!  So used trucks will vary on down from that.  Your budget and usage needs together should give you a price range from which to look for the type of vehicle that will fit those needs.
Research the Used Truck Cost – Once you have made the previously-recommended determinations, conduct thorough research of the price range of the used dump truck that you are considering purchasing. This will give you a baseline on the truck’s price and should give you an idea as to what the price range is for this vehicle.
Search the Internet - When it comes to researching for dump truck prices, the internet is the best place to start because of its convenience and accuracy. All you have to do is type in ‘used dump trucks sale‘ and many links and websites will be listed for you.  Most specialty commercial truck websites have tools that allow you to search for these trucks by brand, specification, etc., along with the corresponding price. Do your price research on several commercial trucking websites so you can have a broader perspective of the price range.
Look for a reliable dealer – Used commercial trucks are rarely available from sales lots.  Locally, you can see if there are any government auctions or construction forums where the type of truck you are looking for could be found.  Most likely, the optimal place to find and buy your used dump truck is from a commercial trucking dealer’s website.

Look for a dealer who has a strong reputation for selling high quality trucks and providing superior customer service.   A central location that is readily accessible via a large local airport would be great and proximity to a shipping port to facilitate the shipping of your truck would be ideal.  Looking for used dump trucks sale information via the internet is indeed convenient and should help you find the exact used truck that you need!  Good luck with your shopping!

Fork lift trucks ? Efficient and functional tools!

It quite evident that every industrial warehouse you locate essentially has a forklift. They are considered to be capable tools that can easily lift heavy duty materials. A forklift is basically a vehicle that strikes resemblance to a small truck which consists of two metal forks that are being utilized to lift cargo and shift them from one place to another. The forklift driver should undergo proper training and be familiar with the basic operations of forklift trucks. The forks are primarily made up of steel blades which are popularly known as tines that can lift tons of materials. The overall design and mechanics of forklifts depend upon the purpose for which it is developed. It is being differentiated into two types such as heavy-duty trucks and lift trucks.

Fork lift trucks are generally powered by electricity, propane or gasoline. Some of these models completely rely on batteries in order to undergo its basic functioning. Gasoline or propane model trucks are sturdier and faster as compared to electrical models but are extremely difficult to maintain. Since it runs on fuel, preferring such vehicles can lead to a costly expenditure. Electric forklifts are termed as the most suitable option for warehouses since they are highly functional and prevent the let out of harmful fumes. There is also a type of rough terrain fork Lift that mainly comprises of heavy-duty tires which serve to be absolutely perfect for uneven road surfaces.

Safety measures should be practiced by forklift drivers on regular basis. It is advised that you are not supposed to exceed the load capacity after a certain limit. There is a specified forklift’s weight capacity beyond which you shouldn’t try to exert much pressure or else it will lead to severe mishaps. Lift trucks drivers should always drive with caution and avoid going fast or making sharp turns. While hiring forklift, it is advised that you consider licensed drivers that have in-depth knowledge on basic operations of such vehicles.

Owing to the recent economic condition, some small machinery sectors find it difficult to make hefty expenses. On the internet, you can locate numerous websites that offer you reconditioned and used forklifts. They are known to provide similar benefits as compared to other newer models but are made available at an affordable price range. You can either purchase these machinery items from online stores or lookout for forklift exchange schemes.

Before, you are investing your money on purchasing used forklifts for sale, it is advised that check the overall credibility of online stores that you prefer. Make sure to check that they are offering a standard warranty on their products which in turn ensures its genuineness. It is also necessary that reliable online agencies offer the provision of maintenance and repairs. Forklift has a comprehensive range of applications in numerous fields. If you wish to opt for cheapest prices of forklifts, then surf through relevant online websites and place your order. Consider reading through their shipping policy before making suitable payments! For transporting cargo, prefer buying well-maintained and quality forklifts.

How to Get a Short Sale Approved – Pat 1 of 3

How to Get a Short Sale Approved – Pat 1 of 3

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How to Get a Short Sale Approved – Pat 1 of 3

By: Cory Boatright
Posted: Nov 02, 2008
Views: 447

Copyright (c) 2008 Cory Boatright

A “short sale” has certainly been a buzz word with all the foreclosures taking place in today’s real estate market. Distressed homeowners are looking for creative ways to sell their homes quickly. However many Realtors and investors are still unclear on how to get a lender to accept a short sale offer. Here is how you do it.

The following steps are to be used as guidelines on determining what to offer the lender to get a short sale acceptance. It is recommended that you consult a legal adviser before involving yourself in any real estate transactions.

All the steps you need to know:

1. Determine Fair Market Value (FMV)

2. Evaluate Sold Comps Systematically

3. Reveal the ARV (After Repair Value)

4. Figuring out the Lenders BPO

5. What is The House Type?

6. Learning the Loan Types

7. Memorizing the Percentages

8. How to Deal with Junior Lien Holders

9. In Closing

The FMV can be determined by evaluating sold, comparable properties in a similar or close proximity to the subject property. A Realtor will have access to the MLS (Multiple Listing Service) and can create a CMA (Comparative Market Analysis) for the subject property. This analysis will identify sold comparable properties with same square footage, bedrooms, baths, garage and other similar characteristics. Request the Realtors use a sold time frame within 6-12 months when pulling properties in the immediate or surrounding areas. Usually the short sale lender will not consider any sold comparables that are older than 12 months and that are further away than 2 miles from the location of the subject property.

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2. Evaluate Sold Comparables Systematically

Contrary to popular and often misguided belief; you can use a formulaic system to work in your favor when determining what to offer on the short sale property. The way this works is like this

Let’s say you have eight sold comparables. You would take out the two highest comps and the two lowest ones and average the rest.

EXAMPLE:

You have a property you think is worth 5,000.

A Realtor pulls a CMA and you find eight sold comparable properties.

The MLS (Multi Listing Service) shows the following sold property values:

9,000 4,000 3,000 1,000 8,000 3,000 6,000 1,500

When you use the formulaic approach you would take the two highest sold comparables (9,000 and 1,000). Take out the two lowest sold comparables which is (3K and 6K). This would leave four others comps.

4,000 3,000 8,000 1,500 ———–

You would then take an average by simply adding up the sum of all the sold comparables and dividing them by the total number of properties left. In this case, that number would be four.

Total: 6,500 divided by 4 = 1,625

You can reasonably justify the house may sell for 1,625 instead of the 5,00 you originally estimated.

3. Reveal the ARV (After Repair Value)

This terminology is jargon or slang often used with real estate investors. FMV (Fair Market Value) is similar. The ARV is made up by the amount of repairs the investor thinks the property needs in order to sell quickly on the open market using FSBO (for sale by owner) techniques and not using the MLS.

It can be argued the ARV is more of a guess or suggested value derived by using sold comparables from houses that were NOT sold by a Realtor. One way to explain the difference is a Realtor will typically use a FMV (Fair Market Value) evaluation method. A real estate investor may elect to use an ARV. An appraiser can use both value methods, but generally sticks to the ones that come from off the MLS. The ARV is a less accurate and dependable value than what come off the MLS. It doesn’t hurt to know both.

(continue reading.. How to Short Sale Real Estate and Get Your Offer Approved – Part 2 of 3)

Cory Boatright – About the Author:

short sale

Source: http://www.articlesbase.com/business-articles/how-to-get-a-short-sale-approved-pat-1-of-3-625373.html

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Article Tags:
short sale, shortsell, short sales, i short sale, how to short sale, short sale real estate, real estate short sale, learn to short sale, short sale tips, shor sale tools, short sale guide, bpo, broker price opinion, foreclosure short sale

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The Best Hand Tools For The Guy That You Love

Have you been shopping for the best hand tools for your guy so you can give him a gift that he loves? Are you also wondering why he ALWAYS wants tools? Maybe even wishing that he’d want something else like clothes or a watch? Just something that may be a little more fun for you gals to shop for?

Well, you may as well just start looking for what is predicted to be this year’s finest in the tool department because it’s undeniable that guys adore hand tools. They love to look at them in magazines, touch them in their toolboxes, and play with them in general. There’s no way to get around the love of tools.

To give you a little analogy, men love to play with their tools just as much as women enjoy that arsenal of make up in their bathroom. Or just as much as that armoire of jewelry or closet full of clothes that still have the tags on them. But I’d like to go one step further and help you understand what’s really going through the minds of us men.

The first thing that you need to be aware of is that tools make us feel tough and we think we look very macho when we’ve got one in hand. They give a sense of power that we don’t get from anything else. Hearing those power tools run or feeling that hammer in our hand is just incredible.

Men get sheer joy out of using their tools. There’s something very relaxing about being busy with our hands and creating or repairing new things. This is something that we look forward to and enjoy.

Believe it or not, we really do enjoy finding projects to complete around the house. If you see us puttering around then you can rest assured that we’re looking for a little something to fix. Not only do we enjoy putting those tools to good use but we love it when you women should us a little appreciation.

In another analogy of mine I’d like to compare using tools to the excitement of playing video games. Yea, I know this sounds really strange but men who love to play video love their tools too. While we’re on that video controller we’re living in our own little fantasy world playing with chain saws and the like. Then we can pick up our favorite tools and live in a little fantasy world in the real world too.

I hope you’re not all thinking that I don’t realize that there are women out there who love tools just as much as us men. I know you’re there and I’m mighty impressed with where your interests lie. And to top it off you’ve got some fashionable and colorful tools to choose from with all the pink varieties out there.

For all you women who think your guy has a tool obsession, I’m hoping that I’ve given you a little bit of insight into what’s going on in our minds. We love a good tool and you can be sure that your gift of a tool is the best thing in the world that you could give us.

When shopping for the best hand tools for your guy it’s important to keep in mind their individual personality. Do they like woodworking or carpentry? Then when you’re choosing, buy us a good one that will last for a lifetime.

How to Setup an Affiliate Program and Increase Your Website Traffic and Sales

Do you have a great product or service but find it hard to get traffic to your website? Do you find yourself wondering how you could make yourself more visible on the internet? One of the biggest problems currently facing online merchants is how to get people to their sites to buy their products.

Affiliate programs are one way to address this common problem. Affiliate marketing is a mutually beneficial practice that helps merchants, customers, and “affiliates.” You may not have heard of affiliate programs before, but you’ve definitely seen them. You’ve heard of Amazon.com right?

What are Affiliate Programs?

An affiliate program is an excellent way of getting other websites to sell or promote your product or service for a commission. Affiliate programs are arrangements between an online merchant website and an affiliate website—the affiliate posts a link to the merchant site and is paid a commission for any traffic or sold items. Posting links with affiliates is an excellent way to sell products online, and it is an inexpensive and effective marketing strategy.

There are three core players in the affiliate game: the merchant, the affiliate, and the customer. Merchants favor affiliate marketing because in most cases it uses a “pay for performance” model, meaning that the merchant does not have to pay a marketing expense unless someone buys the product.

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What are the different kinds of affiliate programs?

There are three basic types of affiliate program payment arrangements:

Pay-per-sale (also called cost-per-sale): In this arrangement, the merchant pays an affiliate when the link on the affiliate’s site leads to a customer purchasing something from the merchant’s site.

Pay-per-click (cost-per-click): In this arrangement, the merchant pays the affiliate based on the number of visitors who click on the link to the merchant’s site. The visitors don’t have to buy anything, and it doesn’t matter to the affiliate what a visitor does once he or she gets to the merchant’s site.

Pay-per-lead (cost-per-lead): In this arrangement, merchants pay their affiliates based on the number of visitors they refer who fills out some requested information at the merchant site, which the merchant site may use as a sales lead or sell to another company as a sales lead.

So why should I use an affiliate program?

You will become a lot more visible to a lot more people. Because your banners and links are placed on other sites you will greatly increase your online publicity.

You will have other people marketing your product and services, so it’s not all up to you.

Your sales will increase dramatically.

You will appear “bigger” than you are and your credibility will be increased.

It’s not expensive or complicated.

What you need to consider before you begin:

If you are interested in getting involved in affiliate programs, the first thing you have to do is decide whether you want to become an affiliate, want to acquire affiliates, or both. If you run a large merchant site and want to increase your sales, you might want to start your own affiliate program. If you run a small content site and would simply like to bring in a little money to cover production costs, joining a few programs as an affiliate would be a good choice. Your best option depends on what aspects of affiliate programs could best serve your site and how much you are willing to spend.

You need to decide what the objectives of your affiliate program are before you decide which option to choose. Some questions to consider include:

What kind of affiliate program is best for my business; that is, do you want to pay affiliates for actual sales, clicks or leads only?

Do you want your affiliates to market all your services and products or only some?

Do you want international affiliates or affiliates from your own country only?

Do you want to pay a percentage of sales or a flat rate?

How much are you willing to pay affiliates for sending you business? Industry standard is about 20% of a sale. (Any less than that isn’t as enticing for advertisers).

When deciding on which service to use to set-up your affiliate program, think of things from the affiliate’s point of view and what’s important to them. A key factor to running a successful affiliate program is having happy affiliates. Make things easy for them. Offer different banner sizes, text links, real-time stats and email notifications when sales are made.

Keep in mind that having more affiliates isn’t always better. The affiliate marketing experts say that 85% of referred sales will come from a few “super affiliates.” So don’t be too concerned if you only have a few affiliates. You don’t need a lot if you have good ones.

Now, how do you go about actually becoming an affiliate marketer?

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One great alternative for the smaller or beginner merchant who wants more control is to buy a software program that lets you start building an affiliate network right away without having to pay monthly charges. Once you buy the software, you upload it to your webserver and follow the provided installation instructions. After it’s installed, you’ll be able to login to create ad links for your affiliates, track results, and manage their accounts. There are many different software tools with a variety of features.

 

The affiliate software you choose should be inexpensive and have these features and benefits:

Start an affiliate program quickly and easily

Increase website traffic and sales

Have no fees beyond the initial software purchase

Unlimited number of affiliates

Track sales & download Excel-compatible reports

Monitor affiliate hits

Easily create, manage, and distribute affiliate ads

Direct customers to a targeted URL for a specific ad

Work with your purchase system or PayPal

With software like this, the process is simple. Affiliates sign up for an affiliate program and place the merchant’s ads (banner or text) on their sites. If someone clicks the ad on the affiliate website and buys something from the merchant’s site, the affiliate gets paid a commission. Starting your own affiliate program is definitely one of the best ways to increase web traffic and sales without any advance cash outlay; only results matter!

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