What Can An Airplane Pilot Teach You About Selling?

Ask any pilot what the two most important things are on any flight and you are likely to hear a variety of answers: takeoff and landing; pre-flight and postflight; weather and route; fuel and oil. They are all important. It goes without saying, you can’t fly without taking off, and once airborne, landing is a given. The engine won’t start without fuel, and it won’t run for very long without oil. But, in the larger scheme of things, these are just small pieces of a bigger puzzle. So, what are the two most important things on any flight? The NEXT two things. Every flight—long or short—is a series of steps for which there is a recognizable pattern. Preflight is followed by the engine start, followed by the runup, followed by the takeoff, followed by the climb out, and so on. Within each step, there are intermediate steps determined by the type of aircraft and the airport from which it is departing. Once airborne, at cruise altitude, there are additional series of steps to follow. All experienced pilots know that the key to staying on course and completing the flight safely is to stay ahead of the airplane—that is, think about what is coming next. The pilot can’t wait until he has flown into a violent thunderstorm, for instance, to think about altering his flight path. Similarly, if he waits until he is on “short final,” ready to touch down, to first think about extending the landing gear, he is in for a nerve-wracking, if not disastrous, landing. Flying an airplane is like playing a game of chess where one or more moves are designed to set up a situation later in the game. And so it is with sales! Each potential sale—long-cycle or short-cycle, complex or simple—is a series of large steps, comprised of smaller steps, which are prerequisites for and set up subsequent situations. To stay “on course” and complete the sale “safely,” the salesperson, like the pilot, must stay ahead of the process and be thinking about what will happen next and what will happen after that. If the current step isn’t performed properly and completely, there will likely be trouble during a subsequent step. If the salesperson waits until the day of a presentation to find out if the prospect will be in a position to make a buying decision, he, like the pilot on short final, is in for a nerve-wracking, if not disastrous, “landing.” Pilots know that proper planning is essential and required before taking off. On a short flight, the pilot calculates time and distance required to climb to cruise altitude after takeoff, the time and distance needed to descend from cruise altitude to enter the traffic pattern for landing, and the time to fly between those two points at the intended cruise speed. He then calculates the total time for the trip and a time of arrival at the destination. He also calculates the amount of fuel necessary to fly the distance at the intended speed, taking weather conditions into consideration and allowing for an adequate reserve amount. He now has benchmarks against which to measure performance. On longer flights, the pilot will also identify intermediate points—landmarks and/or navigation points—to provide additional benchmarks for staying on course. He also identifies airports along the route where he can land if he encounters difficulties and needs to abort the trip. Without the proper planning, the pilot doesn’t leave the ground. Without the proper planning, the salesperson shouldn’t “leave the ground” either. The salesperson should estimate the time for his “trip” and the time of arrival at the destination (obtaining a buying decision) for both short flights (simple sales) and longer flights (complex sales) where intermediate “navigation” points (meetings with users and additional decision makers) are required. He can then determine if he has enough fuel (time, energy, and other resources) to complete the trip. Just as it does for the pilot, proper planning provides the salesperson with the needed benchmarks to stay on course and measure performance. For instance, if the estimated time for the “trip” was determined to be three weeks and the salesperson has been “in the air” for five weeks, it’s a good indication that he is off course and should consider making an emergency landing. Continuing to “fly,” with the hopes of eventually finding the destination airport burns precious “fuel.” The longer the salesperson stays in the air, the greater the chance that he’ll eventually crash. The thing to remember is that regardless of where you are in the selling process, the two most important steps are the next two steps. By staying ahead of the process, and controlling the process rather than let it control you, you increase your chances of completing your “flight” safely and “landing” successfully, especially in longer and more complex selling situations.

Sandler Training Awards Master Franchise Rights for Switzerland

New Market Promises Opportunity for Franchisees, Clients OWINGS MILLS, Md. (August 13, 2009)—Sandler Training, the world’s leading provider of sales, management and leadership training, continues its international expansion. The company has just awarded master franchise rights for Switzerland to BMCH SARL, based in Morges, near Lausanne. Bill Morrison and Reiner Bakker, the principles of BMCH SARL, launched their partnership with Sandler to meet demand from the Swiss market for world-class sales training and development. “This is Sandler’s entrance into the Swiss marketplace, which we feel certain is a very promising one,” says Kathy Szpakowski, Sandler’s Managing Director of International Training and Business Development. “We’re all pleased to be in Switzerland and to have Bill Morrison and Reiner Bakker join the Sandler team.” Morrison has spent the last 20 years working in international sales and business development roles for companies such as Rolls Royce Aerospace and W.L. Gore, the manufacturers of Gore-Tex fabric. Born in Scotland, he was educated at the Edinburgh Business School, the Chartered Institute of Marketing and Teesside University. Prior to founding BMCH SARL, Reinier Bakker worked for Honeywell, General Electric and DSM. He holds an MBA from Handelshogeschool (Antwerp) and a degree from Delft University of Technology. He also speaks four languages—including Dutch, English, German and French—sure to be an asset in the multilingual Swiss environment. “Because Morrison and Bakker have worked for years at the very top of the sales and business worlds, they bring a wealth of firsthand knowledge to the table,” says Dave Mattson, CEO of Sandler Training. “With their diverse experience, they can help their clients to utilize the Sandler system to great success.” “Our Swiss clients will be individuals and companies that recognize that they have the ability to determine their own future,” says Bakker. “Too many people fail to achieve the success they deserve because they don’t have a clear methodology. In a tough international climate,” he continues, “we will provide Swiss businesses a proven competitive advantage aimed at keeping sales high and defending price points.” For Morrison, becoming a Sandler franchisee is a natural next step in an already impressive career. “Sandler possesses a unique mix of intellectual property, proven processes and a global reach that no other company can match,” Morrison explains. “The Sandler focus on transforming sales behavior through reinforcement is the only way to create sustainable business growth,” adds Morrison, “I have gone through several other sales-training programs, and I am confident Sandler is the very best. I look forward to sharing it.” Sandler Training has 225 licensed trainers operating across the world. The company provides a full range of sales and management training programs, with powerful coordination and customization benefits available through its extensive franchise network. Among its many achievements, Sandler has been awarded the #1 ranking for training programs by Entrepreneur Magazine eight times since 1994, including in 2006, 2007 and 2008. Learn more at www.sandler.com.

Sandler Training launches iPhone App

Sandler Training Announces Release of iPhone App Innovative training company makes its methodologies portable Owings Mills, Md., September 25, 2009—Sandler Training, the world’s leading provider of sales, management and leadership training, has announced the release of its iPhone app, which offers users access to a plethora of helpful content—including tips, tools, charts, feedback functions and other features—from its heralded sales-training program. “We recognize that salespeople today are using their iPhones as they navigate their schedules of meetings, sales calls and other business activities,” says Dave Mattson, CEO and a partner of Sandler Training. “Our iPhone app gives these users 24/7, fingertip access to tools that allow them to accelerate their learning process and support their sales success.” Those who have received training in Sandler methodologies or would like to get a taste of Sandler methodologies will find this convenient resource particularly useful, he explains. “This is just another way,” says Mattson, “that Sandler makes sure our clients receive the reinforcement they need.” Austin, Texas-based business-technology firm Live Oak 360 built the app. Notably, Andy Meadows, CEO and founder of Live Oak, who has previously received Sandler Training, participated in—and championed—the app’s development. “Since our beginnings in the early 1970s, Sandler Training has been on the cutting edge of technology and thought, so this app is a natural next step for us to make,” says Mattson. Regular updates are planned to keep the Sandler Training iPhone app ever-more current and relevant. The Sandler Training iPhone app can be purchased through Apple’s iPhone-based app store and through iTunes. Two versions are available, including a free demo that allows for use of the Sandler glossary, among other features. The comprehensive, full app is priced to sell at $4.99. “In offering users valuable, useful training materials on the go, no other company can compete with Sandler’s new iPhone app,” says Mattson. With 200 licensed trainers throughout the U.S. and internationally, Sandler Training is the leading provider of sales and management training. The company offers a full range of programs, with powerful coordination and customization benefits throughout its extensive franchise network. Among its many achievements, Sandler Training has been named by Entrepreneur Magazine as the #1 Training Programs eight times, and each of the last three years—2006, 2007, and 2008. Learn more at www.sandler.com.

Liberty Tax Service Franchise Ranked on PODER’s 2010 Top Franchises for Hispanics List

(Virginia Beach, VA) For the fourth time,
Liberty Tax Service is the only tax service included on PODER magazine’s 2010 list of the “
Top 26 Franchises for Hispanics” (June-July 2010). The magazine based its evaluation on “historical performance, brand identification, franchisee satisfaction, training, ongoing support, and financial stability.”  
PODER also heavily weighed the value of the companies that “operate profitable businesses while also demonstrating an exceptional level of Latino participation and support for the Hispanic community.” “We are honored to be included on the PODER list again.  It is our intention to keep our franchise opportunity attainable and affordable, and a clear choice for its potential and ongoing support,” said John Hewitt, CEO and Founder of Liberty Tax Service. Liberty Tax Service has embraced diversity in its recruiting of Hispanic franchisees and preparers, and has greatly expanded its Hispanic Services initiative since an initial launch in 2004. Liberty’s Hispanic Initiative program –
Una Familia Sin Fronteras [A Family Without Boundaries] offers cultural education and training to recruit bilingual staff, covers culturally appropriate customer service, provides all staff with opportunities for professional growth and addresses culturally appropriate tax issues. Through this initiative, Liberty Tax Service has also been educating thousands of Hispanic adults on ways to achieve financial and future success in the United States. Many new Hispanic immigrants are not even aware that they are required to file taxes.  In order to do so, many must obtain an “Individual Taxpayer Identification Number,” or ITIN.  Liberty Tax provides free seminars about ITIN preparation accompanied by free preparation of ITINs by bilingual preparers. The initiative has earned the respect and support of institutions and educational organizations including public school districts, the Mexican government’s Foreign Ministry’s Institute for Mexicans Abroad (IME, or Instituto de los Mexicanos en el Exterior), and national non-profit organizations. Liberty Tax Service has just announced the creation of the Una Familia Sin Fronteras Foundation, the first Foundation in the industry which specifically aims to contribute to Hispanic immigrants’ success through fiscal and financial education. About Liberty Tax Service:
Liberty Tax Service is the fastest-growing retail tax preparation company in the industry’s history. Founded in 1997 by CEO John T. Hewitt, a pioneer in the tax industry, Liberty Tax Service has prepared over 8,000,000 individual income tax returns. With 41 years of tax industry experience, Hewitt is the most experienced CEO ever in the tax preparation business, having also founded Jackson Hewitt Tax Service (NYSE:JTX). Liberty Tax Service provides computerized income tax preparation, electronic filing, and online filing through
eSmart Tax. With an emphasis on customer service including audit assistance, a money-back guarantee,
free ITINs for all immigrants and free tax return checking, Liberty Tax Service is well known for its strong commitment to its client base. Liberty Tax Service also provides a
Hispanic Services Seal of Excellence Certification program that ensures that its offices provide bilingual assistance and are knowledgeable about how to properly serve the Hispanic community. The Liberty Tax Service franchise opportunity is #9 on the fastest-growing franchises list of the
2010 Entrepreneur “Franchise 500” and was selected as one of the
top 25 Franchises for Hispanics by PODER magazine in 2006, 2007, 2009 and 2010.  The company is a member of the International Franchise Association, and an active member of its MinorityFran and VetFran programs.

How to Open a Kiddie Academy Franchise

Are you looking into getting started in a kids franchise business. Perhaps you are looking into how to open a Kiddie Academy franchise. This page is designed to help you find the information you are looking for such as net worth...
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LIBERTY TAX SERVICE CREATES THE “UNA FAMILIA SIN FRONTERAS FOUNDATION” DEDICATED TO EDUCATING HISPANICS NATIONWIDE!

Liberty Tax Service creates the first Foundation in the industry to specifically support its multi-level Corporate Hispanic financial and fiscal education initiative. (Virginia Beach, VA) - Liberty Tax Service, the fastest-growing retail tax preparation company in the industry’s history, announced the creation of the Una Familia Sin Fronteras Foundation, the first Foundation in the industry which specifically aims to contribute to Hispanic immigrants’ success through fiscal and financial education. The Foundation was developed to concentrate on and expand the financial and fiscal educational outreach programs currently provided free of charge through Liberty Tax Service’s rapidly- growing and highly successful Hispanic community initiative,
Una Familia Sin Fronteras (A Family without Boundaries). Through this multi-faceted initiative, Liberty Tax Service has been educating thousands of Hispanic adults on ways to achieve financial and future success in the United States. The initiative has earned the respect and support of institutions and educational organizations including public school districts throughout the U.S., the Mexican government’s Foreign Ministry’s Institute for Mexicans Abroad (IME, or Instituto de los Mexicanos en el Exterior), and national non-profit organizations nationwide. While Liberty Tax Service is the primary initiator and underwriter of the Una Familia Sin Fronteras Foundation, it plans to open sponsorship and participation to strategically aligned corporations, in order to increase the resources and capabilities of the Foundation and thereby increase its efforts and impact on the Hispanic community. "Creating this Foundation is just the logical next step in expanding our commitment to Hispanic communities across the U.S.” explains John Hewitt, Founder and CEO of Liberty Tax Service. “Our Hispanic initiative has been providing free education to Latinos through numerous organizations and educational institutions nationwide for almost two years. By creating the Una Familia Sin Fronteras Foundation, we will be able to not only continue our work as a broader effort, but to also allow other corporations and professionals the opportunity to join us and add their educational experience and expertise to the mix. Together, we will be able to provide our new immigrant communities with information that will help them grow financially so they can more quickly become integrated into the U.S. economic system and ultimately achieve their American dream.” The Una Familia Sin Fronteras Foundation is currently in the process of selecting a Board of Directors, as well as putting together a strategic plan. Interested individuals, organizations and corporations are urged to contact Martee Pierson, Director of Diversity Marketing for Liberty Tax Service, for more information on the Foundation and to discuss potential alliances, at
martee.pierson@libtax.com. About Liberty Tax Service
Liberty Tax Service is the fastest-growing retail tax preparation company in the industry’s history. Founded in 1997 by CEO John T. Hewitt, a pioneer in the tax industry, Liberty Tax Service has prepared over 8,000,000 individual income tax returns. With 41 years of tax industry experience, Hewitt is the most experienced CEO in the tax preparation business, having also founded Jackson Hewitt Tax Service (NYSE:JTX). Liberty Tax Service provides computerized income tax preparation, electronic filing, and online filing through 
eSmart Tax. With an emphasis on customer service including audit assistance, a money-back guarantee,
free ITINs for all immigrants and free tax return checking, Liberty Tax Service is well known for its strong commitment to its client base. Liberty Tax Service also provides a
Hispanic Services Seal of Excellence Certification program that ensures that its offices provide bilingual assistance and are knowledgeable about how to properly serve the Hispanic community. The Liberty Tax Service franchise opportunity is #9 on the fastest-growing franchises list of the 2010 
Entrepreneur “Franchise 500”, and was selected as one of the
top 25 Franchises for Hispanics by PODER magazine.

CruiseOne to Offer Franchises in the Canadian Market

From TravelPulse.com CruiseOne is entering Canada. “Last year, when we launched our first-ever international CruiseOne franchise in Norway, we promised that more news would come about emerging markets … and here we are today,” Senior Vice President and General Manager Dwain Wall said at a press conference during 
CLIA’s cruise3sixty tradeshow in Vancouver. “We are thrilled to announce that we have completed the necessary due diligence for the launch of CruiseOne Canada. I can’t imagine a more fitting time and place to share this news.”
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Fish Window Cleaning Opens First Franchise in New Mexico

Robert and Sonia Chancey have opened New Mexico’s first Fish Window Cleaning® office at 3700 Osuna Rd. NE, Suite 603. The Chanceys previously opened the first Molly Maid franchise in New Mexico in 2005, and it is now the largest residential cleaning service in the state. Robert Chancey said they were opening the new business because, “We have seen the need for a window cleaning company… (and) received several requests for this service.”
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Interesting Article About How Tasti D-Lite is using Social Media...

"Some suggest that NBC copied its social media loyalty program in part from Tasti D-Lite, a frozen dessert company. The latter's marketing efforts are heavily reliant on social media spreading the Tasti D-Lite message beyond New York City. Customers who enroll in the Tasti D-Lite program can sign-in online and connect their Twitter and Foursquare accounts to their myTasti.com account..."
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House Doctors: Owning a Million Dollar Business is Worth A Few Kicks

As the owner of House Doctors, Mike Esposito knows all about the competitive, cutthroat world of handymen. "I go to Home Depot, and they'll say, 'Did you hear what so and so said? He said he's going to put you out of business.' " People can say what they want, but Esposito's House Doctors franchise has been going strong since 1996, when it started as a one-man operation. Now, House Doctors employs seven handymen, owns 10 work trucks and brings in more than $1 million in revenue a year...
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