In 2006 Nintendo released the Nintendo Wii – a motion-controlled system that has impacted the entire gaming industry by stealing the hearts of over fifty million gamers (and non-gamers). During a time when it seemed the industry was destined down a path to HD gaming, the Wii taught a valuable lesson. The world wanted inexpensive, innovative colorful games. Gritty shooters, abusive online play, and ultra-realistic graphics have all taken the backseat to Nintendo’s A-list of Wii games. Honest as the Wii and its pack-in game, Wii Sports, lit the world on fire with their popularity, precision and party gaming – now Wii Sports Resort seems prepped to do the same.

Wii Sports Resort comes packaged with Nintendo’s latest peripheral, Wii MotionPlus. This ($20-$25) device turns the Wiimote into a 1:1 perfect motion sensing device and effectively makes Wii Sports Resort itself a $25-$30 game. It plugs into the bottom of the remote and includes a longer version of the Wiimote jacket. It isn’t compatible with previous Wii games, but several new games are in development that take advantage of it (Red Steel 2, Zelda Wii *unconfirmed*, etc.), as well as a few sports games already released that use it (Virtua Tennis, Grand Slam Tennis, Tiger Woods PGA Tour 2010, etc). Wii Sports Resort, much like Wii Play, Wii Sports, and Link’s Crossbow Training, serves as a demo of the included plan – with total Mii Compatibility no less! But what a deep preview it is! It’s comprised of 12 ’sports’, but all of them branch of into varied other modes. I’ll be reviewing them all for you- from the generally ‘best’ to the ‘worst.

1. Swordplay:

Believe it or not, this one game mode was what many gamers intend to buy Wii Sports Resort for. Almost every gamer that has ever picked up a Wiimote has wanted to use it as a sword. Obvious some games tried to provide the experience:

No More Heroes, Red Steel, Samurai Warriors Katana, and several more.

The problem? None of them could offer a 1:1 experience. Katana came somewhat close with its Pointer based swordplay, but the game itself was mediocre. What was a gamer to do?

I can say, without fear of contradiction, that Wii Sports Resort offers the closest thing to real swordplay currently available on any home console. The slightest twitch, the swiftest sever – Wii MotionPlus detects it all. Brandish your sword with accuracy and panache.

Swordplay offers a duel mode for 2 players to face each other (the main reason I purchased a second WMP), a Speed Slice mode where you cut random objects in a certain direction before your opponent can, and ‘Showdown’ – here you can make your plot across several various ‘battlefields’ on Wuhu Island (the location of the resort as well as the Wii Fit location) dueling a few dozen enemy Miis with only 3 hit-points.

All three are as fun as they sound – Duel never gets old as you strike, reduce, and block your device through a duel above the ocean as your Mii. Speed Slice, while the weakest of the three, is a nice departure from pure combat. Showdown is an awesome experience that will have you coming befriend over and over to strike down all in your path.

2. Basketball:

When I first saw this one at E3, I wasn’t impressed. Nintendo only showed a ‘3-Point Contest’ mode that reminded me of those old basketball arcade machines where you leaned over the alley and put the ball right in the hop. Not that I expected the game to be easy and dreary, but… well, yes, boring actually. Your Mii goes to a series of waiting basketball rows and tries to sink as many as he or she can in a minute time. The controls are very accurate, but the game itself is honest too weak.

While I’m unruffled not too impressed with the ‘3-Point Contest’, I did fall in love with its Pick-Up Game mode. Its good, simple fun in the same vein as Baseball and Tennis in the original Wii Sports. The 3-On-3 game as you stealing, blocking, shooting, passing, and dunking while the CPU controls your movement. It’s surprisingly deep and, unlike most basketball sims, it requires much more strategy and subtlety to win. In real life you’re trying to fake out your human opponent with Wiimote feints in an effort to make him fall over in an attempt to consume the ball- leaving the hoop open for a dunk.

The controls don’t do anything amazing as they do in Swordplay, though the shooting mechanic is spot-on and realistic in execution, it’s unruffled one of the most attractive sports of the package. It would have been nice to really be able to play with more than 2 human players though- or to control your players with the Nunchuk.

3. Archery:

This was an odd one originally for me. On the one hand I was overjoyed at the prospect of using the Wiimote & Nunchuk as a bow and arrow set. On the other, two things bothered and disappointed me about it.

1. Doesn’t the Wiimote have a pointer? Why use tilt controls when the IR is right there?

Answer: To show-off Wii MotionPlus and how accurate it can be. I, personally, was very impressed..

2. Only a single target, archery mode? Nothing innovative like Swordplay’s ‘Showdown’ mode?

Answer: Sadly, no.

Archery is extremely innovative in the control area- not so much in the mode depth area. You hold the Wiimote in your non-writing hand, possess the A button and Z button, then pull the Nunchuk back like a bow string. You line up your shot by tilting the Wiimote and release the Z button when you’re ready to fire. Four people can play with one Wiimote & Nunchuk as you alternate taking shots at the target.

It’s not particularly deep, but it’s a lot of fun- as well as genuinely competitive. My only proper disappointment is that they didn’t implement some sort of adventure mode like ‘Showdown’. Although the ‘golden arrow’ belief and team-play soften the blow a bit.

4. Power Cruising:

You hold the Wiimote & Nunchuk like the handles of a vehicle and zoom around over water by tilting the two in coordination and revving the Wiimote for a speed boost. ‘Slalom Course’ and a ‘Vs’ mode can be found here.

The controls work comely well, though if you pull the two apart too far without noticing, it gets terrible. Despite this, the ‘Vs’ mode is a lot of fun. The leading player has to pass through floating rings to proceed, while the losing player doesn’t have to worry about it. It does a great job of balancing the water racing genre.

5. Cycling:

I am convinced this game was made for Wii Fit but was cut for one reason or another. It looks like a Wii Fit game, it plays like one, the Yoga Trainer explains how to play, and it goes down paths similar to the Wii Fit jogging game. I’m sure of it.

Cycling has gotten a bad reputation with most reviewers. Many get easily tired of swinging their arms like they’re pedaling and don’t like the tilt steering. I, personally, enjoyed it quite a bit. I went into it expecting to hate it, but I was surprised to indulge in both ‘Road Race’ and ‘Vs’.

The strategy of this game appears when it comes to conserving energy. Pedal too fast and your Mii gets tired (see: Wii Fit Jogging). Your Mii, if it loses all 3 hearts, will end and gulp down some refreshing H2O from a water bottle before rejoining the race. It’s a fun racing game that doesn’t deserve the poor publicity it gets. But I still believe it was meant for Wii Fit.

6. Air Sports:

I was looking quite forward to the aerial dog-fighting that was praised so much in Wii Sports Resort by reviewers. Seeing as it’s in the middle of my list, you may guess that I was disappointed. The 3 gameplay modes vary nicely: Skydiving, Dogfight, and Island Flyover.

Skydiving, the map you originally obtain onto the island, is an interesting experiment if nothing else. The Wiimote itself becomes your Mii as you float through the area doing aerial acrobatics with other Miis. It’s nice, albeit shallow. Island Flyover gives you a few minutes to freely waft over Wuhu Island to explore and seek out interesting objects at your leisure. It’s a very enjoyable experience that’ll probably get several play-throughs by flight sim fans.

Dogfight has you trying to shoot down your enemy’s balloons while collecting more. The fatal flaw of this mode is that there’s no mini-map. Most of the time you just fly around getting balloons while shooting at the air. I suspect this was the original premise of the game- get to the location announced to get the balloons before your opponent! Then, realizing gamers might like a bit more combat, they place little guns on the Mii-planes.

7. Table Tennis:

At first I said- ‘Ping Pong? Why not just give us real Tennis? ‘ I’m surprised to say the game was a smart choice. Partly to let Wii Sports keep some of its value and partly because Table Tennis better justifies the CPU doing the moving. The controls work great in both the normal ‘Match’ & ‘Return Challenge’, both of which were mediocre in Wii Play. My only complaint is the lack of ‘Doubles’.

8. Wakeboarding:

By now you’ve probably figured out that the E3 Wii Sports Resort showing was a serious mixed bag for me. Here comes Wakeboarding. At first I had petite interest in this one. You hold the Wiimote sideways like a handlebar and thrust it upwards to do tricks as you’re towed along by a speeding boat. And… that’s it. You can compete for points with another person or just to try to rupture your high gain. The controls are accurate, but don’t do worthy to push the game or WMP. Overall it’s a middle-ground game. Not terrible, not great.

9. Bowling:

I was one of the few people that skipped past Bowling in the original Wii Sports for Boxing. I don’t dislike the game, it just isn’t ‘my thing’. But Wii Sports Resort is trying to convert me. Two substantial additions to Bowling aren’t in the controls area. Team-play and a 100-Pin game. These two additions immediately caught my interest as I remembered enjoying the 100-Pin challenge mode in Wii Sports – but that was for one player.

As a gamer, team-play is always attractive. With four people competing for the best score, it gets tense. I only wonder why Nintendo didn’t let more than 4 players play- considering the game is based solely on alternating gameplay. Imagine a 16-player mode that has 8 players on each team. Uncomfortable to cram these people into your living room? Yes. Extremely fun? Yes.

The new controls do add a few layers for the truly talented to shine here. Gone are the forgiving mechanics of the original Wii Sports. In my first game with my family, I bowled a 72 something while my 80-plus grandmother broke a 100 with several strikes. I bowled once when I was 8, she played for several years when she was young. Skill is the factor for this one.

The ‘Spin Control’ mode is a nice addition too, but it’ll only attract hardcore bowling fans. Or people that want to shake up the experience a bit.

10. Golf:

Although it appears right below Bowling, this one is very much inferior. While team-play was a nice addition, the controls are simply too sensitive. I, as well as my family, missed the forgiving mechanics of the original Wii Sports Golf for this one. The limited accidental curve to your swing will send the ball spiraling off in the wrong direction. Maybe I just didn’t give it a sparkling chance, but after a few holes I was too frustrated to give it much more of my patience. I’m not saying the mode is bad, but it’s got to be built for actual golfers instead of gamers this time around.

11. Canoeing:

On the one hand I suspected this one would be pretty dull. On the other hand, reviewers seemed to enjoy this one. Of course these were the same ones that said ‘Cycling’ was terrible. Hmmm…

Canoeing has you alternating the Wiimote in swings like a race and trying to get to through mini-goals first. And, well… That sums it up for both Speed-Challenge and Vs. Definite there’s something hilarious about trying to work as a team with 3 other players in one canoe, but that’s about it.

12. Frisbee:

I won’t exhaust long on this one…. The dullest game of the package and the most disappointing E3 Resort showing. (Face it Cammy Dunaway, it sucked.) Definite it has the same dogs from Wii Fit and the controls are quite accurate, but that’s about it. You throw the Frisbee as stop as you can to the goal so your dog can procure it. Points are gained depending on how close you are. Frisbee Golf has the same hook- if I can call it that. Very, very dull. I’ve never met a hardcore Frisbee fan, but maybe they’d like this.

My father put it best: “Is this it or can you actually play with other people instead of the dog? “

This brings up an interesting point. A Frisbee mode where one Mii throws and the other runs to catch it would have been pretty fun. Simple and intuitive.

Wrap-Up:

While there are a few bad team players in this one (Frisbee, Canoeing), the majority of the game is a lot of fun. Swordplay, Basketball, Archery, and Bowling are sure to be hits with families in every living room. Overall it serves as a great introduction to what WMP is capable of- much like Wii Sports did with the Wiimote. Online play would have been nice, but at its heart this one’s for families to get in front of the TV for.

Like Wii Sports, Wii Play, Wii Fit, and Wii Music – Wii Sports Resort has a clean, simple discover to it. You glimpse a lot of polish around every corner, but nothing awe-inpsiring. It does what it needs to with only a few bells and whistles. You’re also treated to the same voices you’ve been hearing in those other titles.

On a side effect, the game does offer DLC, of a sort. The game can automatically import popular Miis from the ‘Check Mii Out Channel’ to appear throughout the game. Not ground-breaking, but a nice feature. I recommend picking up an extra WMP, but I wouldn’t try to get 4 of them right away. The only game modes that take advantage of non-alternating 4-Player support aren’t worth it (-cough- Canoeing -cough-). Now we can all look forward to whatever quick-witted uses WMP will be put to in the future!

A curious irony has evolved over the past twenty years: Americans are more overweight and sedentary than ever before. Yet, at the same time, we are living longer, healthier lives and competing for only a handful of spots in ultra-endurance sports like the Hawaiian Iron Man triathlon, Leadville 100-mile foot race and the Eco-challenge adventure series. What gives? How is this possible?

The answer, of course, is that the American population has developed an unsatiable thirst for health and fitness knowledge. The advice found in magazines, fitness centers, hospitals and even the workplace usually comes from the same resources: trained exercise physiologists.

Exercise physiologists come in many flavors. While they all begin their education with a minimum of a four-year university degree, most continue on to graduate school, selecting one of five specialty areas: prevention/rehabilitation, human performance, biomechanics, athletic training or academic research in any of the previously mentioned specialties.

The prevention/rehabilitation tract deals with the dwelling of cardiovascular disease. This includes heart disease, hypertension, diabetes (types I and II) and pulmonary disease. Exercise specialists in prevention/rehabilitation educate and yelp individuals that are either at risk for developing or have already developed symptoms of these diseases. Most major hospitals spend clinical exercise physiologists to monitor patients that have had heart attacks, coronary bypass surgery and uncontrolled diabetes or have other diseases that improve with physical activity. Exercise physiologists test patients upon entry to the program, write the exercise prescriptions, monitor exercise sessions and develop home exercise programs for individuals that are not candidates for traditional exercise programs.

The location of human performance has become very popular today; both with professional and recreational athletes. Exhaust physiologists specializing in human performance educate and train athletes that are interested in improving their stamina, lowering performance times and decreasing recovery time following events. You will usually find these professionals at fitness facilities, universities and even commercially on the Internet.

Involved in improving your golf swing? Need a more power in your tennis succor? Then you’ll need to consult with a biomechanics specialist. These professionals are exercise physiologists who have a thorough understanding of the human body and how it moves during physical activity. Understanding physical forces, timing and how the nerves and muscles contribute to sport can result in significant improvements in your game. You’ll usually find these professionals at major universities and human performance laboratories.

Are you aching after your last workout? Do you think that you may have succumbed to an injury? Then exhaust physiologists with an emphasis in athletic training may be able to succor. These professionals are trained in the prevention and care of athletic injuries. Virtually all sports teams, from the YMCA to professional sports will usually have an athletic trainer in attendance, ready to administer aid for acute and chronic athletic injuries.

Finally, academic research provides students with advanced degrees the opportunity to investigate hypotheses, training regimens and other aspects that impact healthy and diseased exercise participants. Research positions nearly always require a Doctor of Philosophy degree from a major academic institution that specializes in one or more aspects of research. Contact the American College of Sports Medicine for a list of leading research universities.

Regardless of which specialty you settle, you’ll need to begin with a four-year degree from an accredited college or university. Many exercise physiologists begin with an undergraduate degree in physical education, but you may also begin your studies through other life science majors. For more information, please check with the admissions office at your local university.

Most successful exercise physiologists continue beyond undergraduate studies. Like other healthcare professionals such as nurses or physical therapists, a Master of Science degree will compose you more competitive in the marketplace. Some institutions may not even consider you without one. The majority of graduate programs for consume science require at least three semesters of coursework, followed by either comprehensive examinations or a written thesis. For a complete list of accredited graduate programs in exercise science, check with a career counselor at your local college or university.

Once you’ve completed your degree, it’s often expedient to fetch a professional certification by a nationally or internationally recognized organization such as the American College of Sports Medicine. The ACSM certifies professionals at several levels, depending on your specialty and the population that you wish to work with. These advanced certifications are very challenging but can often be completed concurrently with your university studies.

Finally, you’ll need experience. Most university programs include student intern programs as part of their curricula. Plan on spending a minimum of 2-4 semesters in a functioning program before graduation.

Today, Americans are living longer, healthier lives than ever before. With the advent of better diagnostic procedures and prescription drugs, those who choose to remain active will always depend on spend professionals for sound, practical advice. A career in exercise science is a truly gratifying career choice that will not only insure you of an respectable income, but the chance to make a real difference in someone’s life.

If you love golf but struggle with a consistent swing, you have to try the Inside Approach Golf Training System. There have been many golf gadgets over the years, some work, most don’t. This system is endorsed by Jack Nicklaus. You can occupy it at any sporting goods store for around $40.00, or you can buy a frail one on Ebay like I did. With shipping costs, I got one for $15.00 on the famous auction site.

I have always had a horrible crop. With an outside-to-in swing, it was hopeless for me to ever hit a ball straight. But after using this system for just one week on the driving range, my carve is all but gone! The Inside Approach forces you to swing on the correct path. If you don’t, the foam bar pops off the bracket. The bar is lightweight and will not hurt your golf club. It is quite amazing that such a simple invention is so effective. The contraption breaks down for easy carrying. I keep it in the trunk of my car so I can always have it on hand, for the range, or to warm up before your round of golf.

By adjusting your swing to the correct swing path, you will also minimize pulling, popping up, pushing, and hooking the ball. It works for both left and right handers. This is an excellent training map for the beginner, keeping one from developing bad swing habits.

If you buy the Inside Approach new, it will come with an instructional DVD. Or, if you’re lucky, one that you buy on Ebay will still be in the original box, containing the DVD and carrying case.

The key to a consistently effective golf swing is muscle memory. The Inside Approach does exactly that. You can even use it indoors, without the ball, of course. I expend mine in the backyard with a bag of plastic golf balls. They don’t travel far, but they still give you an idea of what kind of contact you make with the golf ball. The Inside Approach is like having your own personal golf instructor, minus the $40.00 a half hour.

Give this system a try. You will study results in the first couple of swings. The Inside Approach will correct your slice, your hook, and all those weird miss-hits that occur during a round of golf. You will also glimpse longer drives, because you are hitting the ball straight for a change!

Tips:

1. Build Muscle, Manufacture sure you start lifting about 3 times a week, this will help you build muscle and get more power with your hits.

2. Stretch Daily, Make sure you keep your muscles lean and stretched, you can get a better swing, and often find the ball.

3. Pick the Ball, When batting, find the perfect ball for you, not to high, not to coarse.

4. Swing Evenly, Swinging evenly will get you a line drive, which is what most hitters want, if you want more air on the ball, swing more upward and you should see imeidiate results.

5. Stretch Before, Stretch before the game, and stretch when your in the hole, or on deck.

6. Make obvious you have a good stance, bend you knees a small bit, and get ready for impact of the ball and bat.

7. Choose a fine bat, For little league, (ages 8-12) it is recommended to use a -9 or -11 bat size. For highschool, (13-18) It is reccommended to use a -3 or -5 bat.

8. Make sure you have batting gloves when pitches are 70 miles+.

9. Batting practice, Make sure you have a daily batting practice, If someone is pitching to you, suggest that they try different pitches, like the Fastball, Knuckleball, Changeup, Curveball, and others.

10. Drink Water! This can be crucial if this step is missed, drink water daily and you will improve majorly!

11. To practice advantageous power, quickness, and accuracy it is suggested by coaches to hit plastic golf balls in a game of soft-toss. Another intention of improving accuracy is hitting big baseballs with a smaller bat. To improve power, most coaches like for there players to hit basketballs, because if you can hit a basketball, you can hit a baseball. Improving speed is by placing baseballs in a pitching machine and cranking it up as fast as possible, this way if they can hit a 120 mph ball, they should be able to nail a pitcher who throws 80.

Warnings:

1. Don’t overdo it. Practicing to much can make you sore before a game, and you will not be able to hit well.

2. Do not take steriods, this can be a favorite mistake for baseball hitters, trying to get to much power is to awful.

3. Make clear when lifting, you have a spotter or trainer watching you, this can avoid lifting related injuries.

Remember to have fun! And not every hitter can do homeruns, but every hitter can get RBIs.

Prospecting is the heart and soul of sales. If you won’t prospect you may as well accept another line of work. In my 27 years of B2B sales 100% of the people I’ve seen fail did so because they couldn’t or wouldn’t prospect effectively.

Think about it. If you have great presentation skills. If you are the world’s best closer. If you have a superb grasp on your technology. None of this will help you unless you have opportunities to close

Prospecting is also the most difficult part of sales. It is a daunting proposition to approach a perfect stranger who most times does not have the time of day to give you, and who is also being accosted daily by countless other reps who possess neither skill nor polish. These hacks make it difficult for the rest of us to accomplish what is at best an dreadful task. On the other hand, if you maintain your professional poise you will typically set yourself apart and get an appointment.

Prospecting is also made more difficult because it calls for effective territory management, consistent follow up, development of a strategic plan, establishment of tactical goals to meet the strategic plan, and mountains of dedication.

Gold prospectors know their geology, so you don’t see them digging in the middle of Ohio. The same holds true for you.

What product are you selling? Who has the most need for it? Where is the bang for your buck? Where are you most likely to strike gold?

Every business you pass on the street has some form of copier, from a small fax to a massive two ton production honker. Hop in your car and start knocking on every door you see. It’s definitely a plan. Is it a superior one? Don’t laugh. I’ve seen a hundred guys do just that. They have all been flat broke and short lived.

The Value of Research

It’s been argued many times in the past that preliminary research is a waste of time and that it is more effective to simply create the call and qualify or disqualify a prospect. I disagree emphatically. There is a certain amount of truth to the philosophy that making a 30 second telephone call to qualify a prospect is better than wasting time on an hour of research. However, the psychological harm inflicted by an overwhelming number of hostile calls can be devastating.

Sales is a “head game.” The odds are against you when you are prospecting from a base that has a limited chance for success based on superficial knowledge. To blindly call every account in the business directory is to invite wretchedness in the form of total dejection and the frustration of perceived futility.

At the same time, spending too mighty time researching your potential target base can be even more of an obstacle to success. This “analysis paralysis” will help reinforce your natural call reluctance and prevent you from canvassing as many accounts as you can.

The best solution I have found is a combination of both theories. It is usually easier to disqualify an account as a prospect than it is to qualify one. Most reps will dive into a massive territory trying to determine who fits the best criteria for success. While this is an important step it is easier to first discard accounts that are obviously not potential users for your product or service. Cold calling 2,500 suspects in a territory is a daunting proposition. If you can defer or completely ignore 1,700 suspects and only focus on qualifying 800 you now have a more manageable task.

This may seem counter intuitive at first, but if you consider about it, by following this intention, we are reducing the number of total suspects and increasing the odds of prospecting for a upright prospect.

However, don’t allow your disqualification to get too easy or you’ll find yourself with an empty prospecting list. Keep it to glaringly obvious misfits at first.

If your HR service is designed for 100 or more employees it is a extinguish of time to call on companies with fewer than 100 employees. What if they have 97? You can’t constantly second guess a suspect, earn your decision a hard line and stick to it.

Sometimes it is not that dusky and white. Let’s use telephone systems for this example. Most manufacturers are providing digital phone systems that economically support as few as 5 extensions. So, any company with more than 5 employees would be a target. Simple.

Now I’ll complicate things for you with real world factors. Most small companies will not employ the money on a new telephone system unless their modern system explodes. If they are spending money on a system, they will nickel and dime you to death. You will ultimately regret selling a small phone system because the return is far less than the investment in time. My personal break-even point on systems was a minimum of 20 extensions so I eliminated all companies with fewer than 20 employees.

As my experience grew I learned that number of employees was relative to the type of business I was calling on. For example, a company that manufactures corrugated boxes having 30 employees may only require 10 telephone extensions as the other employees worked in manufacturing. On the other hand a law firm with 30 employees may have as many as 35 or 40 extensions.

Be reminded that selling is a trade skill, so the more you do it the better you fetch at it. Early on I would call every company with 20 employees and learn for myself who to eliminate.

When you are beginning your career you are better off being conservative in your estimate of the quality of a prospect. In other words give yourself some latitude in selecting target accounts. You will disclose to more unqualified accounts than you probably should but at least you will not overlook a possible opportunity.

As you hone your skills identifying a rich prospecting base will become easier.

Know Your Product Application

Obviously the more knowledge of your product the better prepared you will be to present it, but all your operational knowledge of your product will not help in determining suspect accounts. When establishing your prospecting criteria you need to know your product’s application or “fit.” Place more emphasis on what your product does for a business rather than how it does it.

I could cover the benefits of every feature of a modern digital telephone PBX in painful detail. If some IT engineer asked me HOW it works I’d tell him, “Hamsters!”

What benefit does my product bring to a prospect? Answer this question and only glimpse for customers who probably have a need that would benefit from your solution.

If your product is human resources software designed to manage 100 or more employees it would be a kill of your time calling on companies with 5 employees. This seems to be a simple concept, but wait until your sales manager is on your back for appointments.

Many times you are presenting a product or solution designed for a specific segment. Take tax software for example. This makes the decision process somewhat academic as you would not call on doctors to sell tax return software. However, you would probably consider some other criteria to determine who among the CPA segment would be more likely to embrace your solution.

Are you getting the drift? Eliminate the accounts that are positive non-candidates and forget about them.

The Purpose of Prospecting is Pre-Qualification.

I have heard it over and over again in my career. “The object of prospecting is to get an appointment!” My secret to success is to add, “…with someone who has a definitive probability of having a need for your solution.”

Would you state an appointment with someone you KNEW beyond any doubt had no contrivance of buying your product? If you even hesitated at answering with an emphatic “NO!” apply for a job in accounting. Sales probably isn’t for you.

How do we make this determination? Ask them! Overcoming the learned behavior of being indirect when talking to a complete stranger is a difficult task, but one that needs to be accomplished to succeed in sales. Enjoy me; they appreciate your desire not to waste time as much as you should.

If you knew before hand that a prospect was not interested in or prepared to pay for your solution would you waste the time to sit in front of him for an hour? Obviously not. What’s worse is that you may find prospects out there with time on their hands that will waste hours of your time and resources only to turn you down at the end.

In business to business sales the key to success is matching solutions. If there is no opportunity for a prospect to exercise your solution in any way shape or form, it is a waste of time to set an appointment there.

A Word on “Creating Opportunities”

There is a philosophy I’ve heard that states that truly great sales people can “create” an opportunity. I don’t subscribe to it. In fact, I think it’s crap and I’ll explain you why.

A truly great rep can identify an opportunity even if the prospect can’t inspect one. This assumes that the existing business environment is conducive to benefit from our solution, but the prospect hasn’t yet been educated to the value of your solution. They make widgets. They aren’t experts at payroll.

This is a significant concept to understand. If you don’t grasp this, you will kill a great deal of time chasing your tail on a prospect that has no chance in hell to close, because you are hopeful that you will be able to create a need.

If you can’t clearly define a value to the prospect in your acquire mind, walk away and find another prospect.

If you are determined in your conviction that you bring a value to the prospect, but haven’t been able to define it in their mind, stay with it for years if primary. Impartial be honest with yourself.

Bear in mind that when prospecting for an appointment it can be hazardous to over qualify the account before you get there and lose the appointment. It is equally dangerous to under qualify an appointment and waste a boatload of time on a solid loser. In the beginning, however, it is better to go on some un-qualified appointments rather than risk missing an opportunity.

Time and experience will bellow you what a worthwhile appointment looks like.

Always Start At The Top

It is far more difficult and time involving to get to the highest authority in the company, but in the end it is worth the effort and aggravation. This is particularly apt when you are providing services or other intangibles.

There are a number of good reasons for this tactic:

• Someone at the top of the ladder will have a better overall or strategic view of the company and will be in a better position to determine the value of your service or product. The lower down the ladder you are working, the more price and commodity driven the sale. A CFO will reflect a global document management solution. The office manager will buy a copier.

• Your profit margins will be higher if you start at the top. If the final decision maker chooses to allow an underling to “gather the proposals for review,” it comes down to price. The information gatherer will do a thorough comparison, and then break it all down into a spreadsheet for Decison Maker to look at. Decison Maker will diligently ensure that he is looking at “apples for apples” and pick the lowest price.

• You will have gotten your name in front of the final authority. This will make a difference if your competition hasn’t made the effort.

• Even if you get delegated down, your credentials are that much stronger. “The boss wanted me to reach out to you to take a look at this.”

• If the initiative for a project has not near down from the top, then you are dealing with someone compiling a “wish list,” and it will be a complete extinguish of time.

• Once you have had substantive interaction with a contact lower down the ladder, it is impossible to go over their head to Decison Maker. Think about this one. You meet with Peggy the Office Manager and she tells you your product really doesn’t have an advantage in the company. Two days later you get through to her boss’s boss and he shows a genuine interest in your solution, so he calls Peggy and tells her to take a closer look at you. Is Peggy an ally or an avowed enemy?

“Who cares? Screw Peggy!” is a fine sentiment, but Peggy will do everything in her power to undermine you, and, in fact, promote a competitor out of pure spite. If you think Peggy will get fired because of her lack of vision you are dead wrong. Once you have discovered that you are not dealing with the reliable contact, get out.

Your products or services may, by compose, threaten someone lower down the ladder. Your primary benefit for a company to adopt your HR services will be to cut overhead and increase efficiencies by eliminating some, most, or all of the HR department. How well received will your proposal be to the head of said HR department?

You should always be addressing the person who will personally benefit most by your products or services, and this contact resides at or advance the top of the heap.

NEVER PITCH TO A GATEKEEPER

Don’t waste your time by presenting your case to a gatekeeper, secretary, executive assistant or anyone other than your target contact. When interacting with anyone during the process of getting to the DM give information sparingly. I’m always polite and at times present myself as a poor lost soul, but there are a number of dangers in giving too worthy information. The biggest danger is wasting your time. The only decision Peggy can make is whether or not to let you through the gate. Telling her all about your product is a complete waste of your time. Another danger is giving Peggy the opportunity to say, “Nah, we don’t need any of that stuff.” Now you’re really shut down.

Try to understand the psychology of the gatekeeper. Typically they are women who are very capable at their job as an assistant to your DM. Many times they have supported the DM for many years and have become very defensive of their time. The DM does her review, gives her raises, days off and bonuses, and even goes to her kid’s graduation party.

Sadly, many times they do their job too well and they insulate the DM from a great solution.

Research Calls

Before you pick up the telephone, you want to identify at least 30 target accounts to call. This process should take status during off hours, i.e. early, late or lunch. Remember that highly productive activities are those that relate to direct contact with a prospect. Everything else is time wasted. Focus on your selection criteria and ignore any old notes that exist in the system.

After doing your research and targeting 30 accounts you will need to glean the appropriate contact. This is an art in itself.

Many excellent information sources exist that will provide a list of executive contacts for businesses. The Web is titanic source. I always laughed when a gatekeeper refused to provide me with someone’s name and upon checking the company’s website not only did I find the appropriate name, but also e-mail address, disclose dial phone numbers, biographies, photos, etc.

Having a contact name makes life simpler and it’s a great start, but you calm need to have a conversation with the contact, which means you will probably need to penetrate at least one gatekeeper.

The next issue becomes the validity of the contact. It is considerable that you positively identify your primary contact with as considerable absolute certainty as possible. Failure to enact this will always result in countless hours of effort spread over weeks or months only to finally catch through to someone who is not even remotely keen in what you are offering.

As you select a prospect to call take a pen or pencil (I prefer pencil) along with ruled pad and write out company name, contact name and title (if you have it), and telephone number on one line. Skip four or five lines and write the next one until you have about 30 companies listed.

My logic for using this method over direct interaction with a CRM is simple and multi-dimensional:

• Unless you are a speed typist, writing notes is faster than entering them on the screen.

• Writing is second nature. You can have a quality conversation while making abbreviated notes and bullet points manually. Typing while talking will split your focus.

• You can review, correct, expand and compile your notes at your leisure in non-prime time.

• Having the account up on cloak will distract you by reading previous notes. Never take the time to second guess a prospect when you are in the middle of calling. You can take whatever time you like while determining your call list, but once you put them on make the call.

• Transcribing the notes later will help you recall items you may have missed initially.

• Having a list or stack of sheets will give you a sense of accomplishment. Having a list or stack will set a goal for you. You must complete the list. Calling from the screen gives you too many opportunities to say, “Well, I guess I made enough calls today.”

You will complete more calls, more effectively if you use this method than calling from the conceal.

This process begins with the telephone number. You dial the number and you glean a recording that it is disconnected. Try the number again ensuring you dialed correctly. If you receive the message again make a heed on the paper and move on to the next call. This is prospecting time NOT research time. Research is vitally important but during prime time it is wasteful and unproductive. Wait until lunch or ruin of day to check the number.

If indeed the number has been disconnected, then either delete the story or mark it for deletion. This is a pet peeve of mine. I have inherited a dozen databases over my career and it really puts me off at how many inconsiderate, illiterate dullards don’t delete disconnected numbers from the database.

Do your research carefully. Is the company out of business or has it been acquired by another account in your territory?

Exercise every opportunity to verify the information in your database. For example, if you don’t get anything else from the operator or receptionist, at least verify their address may have blown an appointment you have been working on for months.

Once you have compiled your notes from all of your calls, you can make yourself a cup of coffee and make the well-known updates to the CRM. As I said earlier, this will give you an opportunity to review your notes and have in any details that will be helpful.

This is also the perfect time to build your strategy around an account. All strategy in sales involves timing, contacts, and next action.

Start with an introduction letter.

The Introduction Letter

The Introduction Letter accomplishes a few things. First, it is the most professional way of making an initial contact with a prospect. Your contact is probably very adept at ducking sales calls, so it is always a favorable idea to give them a heads up.

Before you send an introduction letter it is vital that you have telephoned the account and verified your contact, his title and the correct spelling of his name.

Here’s a little strategy that can help you verify the information from the website, and almost never fails to accumulate the appropriate contact.

When you have the receptionist on, use this line:

“Hi, my name is Jim Fiorini and I’m calling from HR Services Unlimited. We are the world’s largest provider of HR Services and we are presenting a seminar on the financial advantages of HR services outsourcing in a global economy. We’d like to get invitations out to the senior financial staff at ABC, Inc. and I was hoping you could help me out with that.”

There is something disarming and non-threatening about sending an invitation to a seminar. Many times the person will ask you for a clarification, or they may give you the HR manager’s contact name. Be very grateful and take the information, but ask them if the contact name they gave you is the highest financial authority in the company. It’s NOT a seminar on HR services, it is about the financial impact of HR services outsourcing.

“Thanks for the information. I want to be sure that these invitations go out to the highest financial authority. We don’t want to hurt anyone’s feelings, and if they want to pass the invitations along to someone else well that’s just up to them.”

You’ll get the hang of it. It almost always works and you aren’t lying. You would like to invite them to a seminar that has been individually prepared and given at a personal level.

Very few reps use this tool, so as a differentiator the introduction letter is very effective.

By setting an expectation for a follow up contact, and then actually completing the follow up, you begin to make credibility with your prospect.

When confronted with a gate keeper wielding the dreaded, “Is he expecting your call,” you may now, with all confidence and honesty, reply, “Why yes, he is.”

Lastly, by using the introduction letter as the first step in a process you bring structure to your concept. I recommend sending a minimum of 30 letters every week so that you have a minimum of 20 follow ups the following week. Of course, if you are having difficulty keeping up with the follow up calls, you can throttle the initial letters, but more effective would be to step up your follow up activities to clear the way for more letters.

Start building your goals from the very first action!

The Pre-Approach Letter should be short and to the point. Beget it around an expanded elevator pitch. You will always end a pre-approach letter by informing the contact that you will be calling in the near future to station an appointment.

I generally take a very passive aggressive position with prospects. Being patiently persistent may choose longer, but I find my chances of success to be much higher.

So let’s start the dialing process.

When the operator or receptionist answers the call just ask for the contact as if you were an old golf buddy looking to confirm a tee time.

“Hi, is Jeff in? “ If she transfers you thank the benevolent god of sales, you got lucky.

“Who’s Calling? “ Tell her the truth but give her your name like ol’ Jeff has known you for years.

“Jim Fiorini.”

“What company are you calling from? “ Again, you should be truthful but very casual, as if Jeff is expecting the call.

“HR Resources.”

“Will he know what this is regarding? “ I abominate it when they are good at their job!

Because you sent an introduction letter you answer confidently, “Yes, he will.”

The operator puts you through and you get Jeff’s reveal mail. DO NOT LEAVE A MESSAGE!

• Jeff will probably not return your call so don’t waste the time.

• If you leave numerous unreturned messages, the moment you get lucky enough to have Jeff pick up and you introduce yourself you stand a very good chance of getting a response something like, “Peek, if I was alive to I would have returned your call.” Never an auspicious beginning to a relationship.

• If you don’t leave a message you can safely make repeated attempts to reach Jeff.

When to Leave Messages

You should leave a brief message following up on the introduction letter. The letter states you will be following up, so let him know you are.

When Jeff finally picks up the phone live and in person be ready for your pitch. Your time is limited, so put something together that will be right to the point and set the hook. Many people call this a benefit statement.

Jeff knows the real reason you are calling; you want him to buy your product so you can make money. He knows, because he gets many similar calls every week, and if you don’t differentiate yourself, then you are done.

A benefit statement is simply a concise statement of the benefit the potential customer might realize if he partners with you on a deal. What challenge is Jeff facing for which you are providing a solution?

“Good morning, Jeff, my name is Dave Johnson and I am calling from HR Specialists Unlimited.”

“Jeff, I apologize for coming at you unannounced, but I am following up as I said I would in my letter of introduction. I wanted to take a minute to see if there might be a way we can support the HR Department at ABC Company.”

“HR Specialists Unlimited provides a comprehensive succor program for companies with more than 50 employees. Through a combination of on-site software and outsource services for things like recruiting, payroll, benefits and 401k, HR Specialists can enhance your HR process while reducing costs. Jeff, we currently support more than 4,000 enterprises in the United States, and I was calling to set a convenient time for us to get together and determine if there might be a good fit between your requirements and our services.”

Perfect, you told Jeff what you do and of what serve your services can be to his company. You also, wisely, threw in a bit of credibility by mentioning your large customer wrong. If you’re really smart you will have prepared a couple of recognizable names to drop. If you are selling a widely distributed product like office equipment, you should have some local companies to mention. Competitors of your target account are great names to drop.

Now comes the fun piece. This is the stage that separates the professionals from the wannabes.

If, on a million to one chance, Jeff says, “Sure, how’s tomorrow look,” go win a lottery ticket, because you just got lucky.

Overcoming objections to a first appointment is probably the most difficult part to master

Let’s take a glimpse at some of the common objections and some ideas on how to respond.

First some general ground rules:

1) Keep them engaged. If you keep them talking to you you’ll be surprised at the information you salvage and where the conversation could lead you.

2) Never undermine someone’s position on the subject. Stay positive and reinforcing. Even an implied criticism can destroy any chance of getting your foot in the door.

3) Be patient. I have found that there is an average three-touch baseline for getting a first appointment. In other words, it takes an average of three conversations before someone will agree to a meeting.

4) They are probably objecting to the call, not to you or your product. Keep in mind that you interrupted their day and you have no idea the day they are having. I can quote thousands of personal experiences where my first contact was a peril, to the point they were calling the police, and then a few weeks later I got an appointment with the same person.

5) Never take it personally. They don’t know you. You are doing your job, they are simply doing theirs.

6) More than anything you must believe that your product or service will improve their business or their personal standing within their company. If you maintain that belief and conduct yourself professionally you will always succeed.

7) You are one of dozens if not hundreds of vendors asking for some of their time. The decision maker is inundated with people trying to sell him everything, from paperclips to fork-lifts.

Always set an expectation for a next action.

I. “Thanks but I’m not eager.”

This is a standard response from someone who gets many calls and has limited time to listen. Chances are that as soon as Jeff heard your introduction he immediately went into “just another sales rep” mode, and did not even hear most of what you said about your product. You need to get Jeff interested in listening. This calls for testing with probing questions to qualify here.

“I understand how busy you are Jeff, and I apologize for coming at you unannounced. Since you don’t have any interest, is it glowing to say you have fewer than 50 employees? “

“No, we have almost 200 employees.”

You’ve obtained principal pre-qualifying information, and you have an opportunity to re-state your qualifications, as well.

“That’s substantial! That’s the perfect reason for us to catch together. Our services are designed to support businesses with more than 50 employees, but the cost justification really soars when there are more than 100. I would just need about 20 minutes of your time to give you a good overall picture of what we do. Do you have some time on Thursday? “

Try to close for an appointment after addressing an objection. If the conversation leads to multiple objections fabricate multiple attempts to close for an appointment.

If Jeff doesn’t engage at all, and simply dismisses you, don’t give up. Recycle him for another letter and round of contact. Perhaps you may need to take a pass at an alternate contact, but we will discuss that situation later.

II. “Our HR department handles everything in house.”

“I’m sure you have a great HR department in house and we don’t want to replace anyone. We unprejudiced want to enhance your employees’ HR experience by providing you with scalable applications to support your HR load. From the search for candidates, through the onboarding process, to termination or retirement we can befriend you handle associates from cradle to grave. Do you think you could find 20 minutes to talk when you are expecting me? “

III. “Now is not a good time.”

“Jeff, I know how busy everyone is these days. That’s exactly the reason ABC Company partnered with us. We helped Stamp over there enhance his HR flow, while having a dramatic distinct impact on his budget. If I could fair get 20 minutes to lay out our offering maybe you would have a better notion of when the perfect time to acquire a closer look might be.”

IV. “Send some information.”

I LOVE this one. Most reps will fair cave in and send something in the mail. This is a perfect way to gain more information.

“I’d be happy to do that, Jeff. It will give you an opportunity to gape some of what our capabilities are. The problem is that, as I said earlier, we have a very comprehensive and scalable product, so I don’t want to overload you with literature. Could you tell me if there is one area of improvement you’d like to see in your department? “

This may get Jeff to admit there is some pain in his life, and give you an exploitable entry point into the account. Jeff will also get the message that you will not passively procure his dismissal. I would be courageous enough to say that I have gotten more appointments from this objection than any other.

V. We already outsource most of our HR services.

“That’s great, Jeff. That tells me you are familiar with the advantages of placing some of your services with specialists. Since we are the leader in scalable HR solutions, it would be estimable to accumulate together and decide if there are any holes your current relationship may have left.”

Don’t be disappointed by this response. The dreadful news is that they are engaged with an incumbent. The ample news is that they have bought into the model. This is what I refer to as a “Lifetime Opportunity.” I need to stay in touch on a regular, but arms length, basis until an opportunity to unseat the incumbent presents itself. Use your CRM.

This information is critical when dealing with time definitive relationships like equipment leases, service agreements, or any other contract. When I was in the copier business all I did was date prospect lease terminations and focus on leveraging them when they came up. In the meantime I had the opportunity to build a relationship and offer many non-copier based software solutions that my company had available. Sometimes I had the chance to do something smaller but more beneficial while waiting for the big opportunity to come due.

There are many objections to an appointment, but hopefully you accept the picture. Think outside of the box. Hold spinning the conversation until you procure an appointment.

VI. Delegation

If your persistence pays off, the next step for an owner may be to delegate your call to someone further down the ladder. Hang on to the top rung of the ladder for as long as you can.

“OK, Jim, but you want to talk to Mary Hartman in my HR department.”

“Thanks for the direction, Jeff. I’ll be sure to get in touch with Mary, but it would be a value for you to see our solution from a strategic perspective, so would you give me 20 minutes prior to my reaching out to Mary? “

“That’s not necessary, Jim. Mary can handle it.”

“I’m sure she can, Jeff, but my experience has been that HR supervisors feel threatened by our services and don’t win a full appreciation of our value. The acquire result is that the information gets shelved and an opportunity for a strategic improvement is lost. Would it be possible for you to sit in on our first meeting to kind of set the tone? “

“Jim, Mary is your contact. She’ll hasten with it.”

“OK, Jeff, I’ll arrive out to Mary, and preserve you in the loop throughout the process.”

Jeff may have agreed to get together at any point in that conversation, or he may have pushed hard on the delegation. You must fight to withhold Jeff involved.

VII. You struck out your first time

All of your objection management skills failed to pay off, but you are certain there is an opportunity for you to do business with the account. What is the next step in the notion?

Once again, opinions vary on this topic, from call support in a few days and try to bully your way in, to walk away from the prospect and plow greener fields.

Once again, I win myself somewhere between the two extremes. Being pushy may work for selling conventional cars or stereo equipment, but it is the quickest device to de-rail a high level professional sale.

Walking away from the prospect is easy, but if you walk away from every prospect that resists setting an appointment your closing opportunities will quickly become limited. There is certainly a time to walk away from a prospect when there is clearly no opportunity for a deal.

This is where your CRM and follow up techniques come into play, and they are definitely a part of the prospecting cycle.

Personal Visit (Cold Call)

Showing up in person at a prospect can be very effective when in the proper setting. Cold calls can also demolish a mammoth deal of time if not scheduled properly.

Let me be absolutely clear on one point first. In most markets, running from door to door dropping off business cards and literature as a primary prospecting method is a complete destroy of time.

There are a few exceptions to this rule. Some examples are retail advertising: radio, phone book, coupon mailer, etc. In these venues dropping by in person is probably the most effective method of reaching out to prospects. In the vast majority of B2B solutions or capital equipment sales this is not a winner.

There are times, however, when personal visits have a place in the cycle.

You have just finished up an appointment in a relatively unfamiliar piece of your territory, and there happens to be a great commercial park nearby. This is a large opportunity to at least swing through and note the businesses located in the park. You will gain greater familiarity with your territory, and you may well identify an overlooked opportunity. Pay particularly discontinuance attention to any signs of company relocation, either into or out of a space. A change of physical residence will often provide an environment for other changes in infrastructure.

Your appointment may have been in a multi-story building. This is an equally good opportunity to scope out what’s happening in the building.

In either of these scenarios, it is perfectly appropriate to pop in and give the receptionist the same intro you would if she were answering the telephone. The only change I would make is to apologize for the inconvenience of stopping by without an appointment, but you would like to place one.

The Conclude By

Another personal visit is what I refer to (for lack of a better term) as a “Stop By.” The Stop By is most effective when you are having worry getting through to an identified contact on the phone. You have made numerous attempts to reach someone, but always end up in squawk mail.

This is where your CRM really comes in handy. You have set an appointment 40 minutes away from the office and you wish to maximize your time. Sort all the accounts in the zip code for the appointment, and grasp out the accounts that you have been unable to get contact with.

Depending on the number of these accounts, you may want to make a whole morning of Stop By’s, or afternoon, or the entire day. You are investing 80 minutes round trip to see one prospect. If possible, maximize your travel time. The Stop By is always at an account that you suspect is a good candidate for your product, and you have made numerous efforts to reach them. The Stop By will accomplish a number of tasks for you.

• First, you will get a personal view of the prospect. Many times I have diligently worked to get to a contact, and on stopping by I discover that the account really isn’t qualified. I can now steal it from my list, thus refining my territory.

• There is also a chance that you will get to meet the contact you have been working so hard at meeting. Many people hide behind their voice mail these days, but if you show up in the lobby they will often pop their head out.

• At the very least, the contact will know that you are dedicated enough to obtain the grief to drop by. I always write a little note on the back of my business card letting them know that I will be trying to reach them for an appointment.

• For those times when you near a contact who rewards you with that famous line, “Send me some information first,” the End By is a perfect excuse to, well, stop by. Drawl the receptionist the truth. “Donna asked me to send her some information, but since I had an appointment at ABC just down the street I understanding I’d save the postage and deliver it myself.” Big smile. “By the design, do you think Donna may have a minute to shake hands? ” Donna will probably come out and say hello. If not, again, at least she will know you are making a serious pain to earn her time.

E-mail

You should be asking for a contact’s e-mail address every time. This is a most effective method for staying in touch with a contact. I have found that contacts who are terrible at taking calls or returning messages respond to e-mail messages.

The perfect time to request an e-mail address is at the substandard, “Send me some information.” The only time anyone has balked at that one are those precious few who have no e-mail address.

To a large degree, the rules for e-mail are the same as phone calls. You should have a specific reason for the message, though a “Just Checking In” e-mail is acceptable from time to time.

E-mail is also an effective precursor to a phone call or visit. Clearly state in the e-mail message that you will be calling or visiting on a specific date. This will nullify the gate keeper’s inquiry, “Is Donna expecting you? ” You may now honestly answer, “Yes.”

Many companies use e-mail services to distribute marketing materials on a regular basis. This is a terrific service with broad impact. Most recipients won’t complain unless the material is annoying or the frequency is obnoxious. On the other hand, if someone gets aggravated enough, they will call you to complain. This is the perfect time to be the hero and apologize for the “SPAM” your inconsiderate marketing department has been sending. After you soothe them, see if you can’t strike up a conversation with them and search for where it leads.

I’ve actually found that many prospects are easier to set appointments with via email.

Targeting an Alternate Contact

You will undoubtedly encounter a contact that is completely inaccessible. You may have heard someone out there tell you that if you are persistent you will wear them down. As usual, there is a determined amount of truth in this philosophy but you need to determine when it is in your best interest to take your chips to another table.

Withhold in mind that just because you’ve switched your sights to another target it doesn’t mean you have to give up attempting to reach your primary.

It is difficult to establish a set time line for changing your approach but I would say that you should have exhausted all methods of attempting to reach your primary and have made at least three attempts through each medium; Phone, letter, email, personal visit.

Once you have made the decision to change select the next rung down in the ladder. Don’t give up on the CFO and dive legal to the purchasing department. Try finding a VP of Operations, Controller, Business Manager, someone who is a direct report to your principal contact.

Always Belief Prospecting as a Process

I’ve witnessed countless newbies self-destruct at prospecting. After the manager that hired them and the trainer that indoctrinated them set their expectations at six figure incomes and easy pickings the reality of being rejected 49 times in 50 calls crushes them.

Too many times the goal is determined by the number of appointments set. In reality you made 50 calls but only place one appointment. Talk about disheartening.

Now take a closer look at what really happened. You made 50 calls and place one appointment. You also confirmed 13 contacts, identified 4 definite prospects, set up three contract demolish dates and had two substantive conversations with contacts who allowed you to set a next step within a quarter. Not a poor day’s work.

If you are methodical in your notes and planning prospecting gets much easier because your prospects become warmer each time you touch them. I chuckle when I see the looks of chagrin on the faces of new guys in the pit during “Phone Blitzes”. I will have my three appointments set in about an hour while they will hammer away all day and earn none.

If you only look for the immediate opportunities and discard prospects with a longer event horizon your territory will be forever green and you will be perpetually poor.

Many beginning golfers don’t realize how much skill and technique goes into a proper golf swing. It looks so easy when you see experienced golfers or pros swing – it even sounds quite simple when the theory of the technique is explained to you. But watching it and hearing about it, and actually doing it yourself are indeed two very different things! 

The first time I took one of my friends to our local golf course, he was shocked at the sheer difficulty of the game. If his eyes were accurate, his elbows were wrong; if his shoulders were right, his stance was immoral. He popular my constructive criticism rather well, but I could tell that he was frustrated. It brought me back to my beginning days in the game.

An effective golf swing takes quite a bit of practice to master. People spend years working on their swing, practicing impartial the right combination of moves that will sink their ball in the hole. Keep in mind that the object is to get the ball into the hole at or under par for that hole….but the swing is what determines whether that actually happens or not. Essentially, a first-rate golf swing determines the entire outcome of the game!

An effective golf swing is accomplished by forming a triangle with your shoulders and arms, and keeping that triangle locked in place throughout the entire swinging process. This doesn’t mean that you should be rigid in your swing – far from it – but the triangle should be firm and your arms should help to lock it into set. This is often easier said than done, and you will find that you lose control of the ball by slicing a great deal before you get the concept down. When you draw the club back, you do not actually move your arms; what you are really manipulating is your shoulder and your hips – without ever actually spirited your arms.

There are many training aids available to help you earn a gracious golf swing. You should take advantage of the available technology to improve your game. There are aids that will help you retain your arms locked, as well as aids that encourage you keep your wrists locked. There are aids to help you correct your stance, as well as your backswing, upswing, and even the force with which you hit the ball. If you have an issue that needs to be corrected in your golf game or swing, there is a golfing aid available to help you!

Making a video tape, showing your swing from all angles will also help you improve your game. Have a friend video tape your swing. Get lots of footage on the tape, and then watch it – in slow motion. Really pay attention to every aspect of your swing, watching from your head down to your feet. Making yourself aware of the mistakes is the first step to solving them. If you know what problems exist, you will pay special attention to those areas the next time you play. With enough practice and determination, you can correct those problems.

Don’t be tremulous to look comical. Looking good on the golf course is not your top priority – playing a great game of golf is what you are after. Some people have a stance that looks a little funny to others…but those same people have perfected that stance to the point where they have greatly improved their swing because of it. Some people grip the club in a amusing manner. Some people play ‘natural golf’ using ‘natural golf swings.’ This form of golf does glimpse funny to traditional golfers – but it is quite effective. Don’t be unnerved of being different if it helps you play better!

Studying the swings of immense golfers can be a training tool within itself. However, it is important to remember that you are an individual. While you can try many of their techniques, their true technique probably won’t work as well for you as it does for them. Take their techniques, and work with them to make them your very own – as long as they improve your game.

You can practice your swing at home or at the office (if this is allowed). You don’t need a ball; you just need a runt room. Swing the club, just as you would if you were going to hit the ball. Instead of concentrating on needing to hit the ball, however, concentrate on the actual swing. You should also believe using training clubs as well. These will manufacture your strength a great deal, allowing you to hit the ball harder and farther than ever before!

Remember that developing a proper golf swing takes time, practice and patience. If you are having problems, do not get frustrated, or give up. Keep working at it, and look for the solution you need to correct the swing problems you have. One of these days, you will be playing like a pro!

If you want to improve your golf swing, then you can buy a trainer to succor you do so. There are a few things you need to mediate when buying golf swing trainers. Some of these things include compatibility, rings, and setup. This article will give you a few tips for buying golf swing trainers.

Compatibility

One of the first things you need to consider when buying golf swing trainers is their compatibility. If you are a left-handed golfer, then you will need to buy a trainer specifically designed for left-handed players. Some golf swing trainers can be traditional by right or left handers. This is useful if you have friends that may want to use the device.

You will also need to obtain sure that you buy golf swing trainers that are compatible with your height. This is mainly an issue if you’re extremely tall or short. If you are taller than 6′8″ or shorter than 4′9″, you need to make sure that you buy golf swing trainers that are compatible with your height.

Rings

One of the next things you need to contemplate about when buying golf swing trainers is the number of rings that they have. Some designs only have one ring while others have two. Golf swing trainers with a single ring will only have one swing plane. Dual ring designs have two adjustable swing planes. This helps you improve the timing and tempo of your swing.

Setup

You should also consider how easy the golf swing trainers are to setup. It’s best to leer for a design that is easy to setup. You should be able to set it up by yourself within ten minutes. Also, you should look for golf swing trainers that are safe to setup indoors or outdoors.

Exercise Cords

You may also want to deem about buying golf swing trainers that come with exhaust cords. These trainers will still help you improve your golf swing. However, the exercise cords can be used to strengthen your arm muscles. This will ultimately give you the ability to swing harder and faster so you can hit the ball farther.

These are a few tips for buying golf swing trainers. You should look for a design that can be setup within a few minutes. You may also want to look for golf swing trainers that have two rings instead of one. They will help you improve the tempo and timing of your swing.

Greg Norman may not be one of the most mentally tough golfers out there, but physically he is a specimen with immense talent. He owes a lot of it to a rigorous strength training program that includes squats and free weights. As baseball players learned years ago, the weights are your friend and they will not negatively affect your swing or cause you to become muscle bound and stiff. It actually increases your flexibility. The same is true for golfers who need weight training to increase performance as well as reduce the risk of injury and increase speed of recovery after injury.

According to a study performed by the South Shore YMCA, in which a group of golfers spent eight weeks performing one set of 8-10 reps of strength training exercises combined with flexibility without playing golf at all, the golfers reported a 24% increase in hip and shoulder flexibility along with a 5% increase in club head speed. They also reported a remarkable improvement in overall strength as well as how they felt, not to mention an improvement in how they looked.

For a professional golfer or a serious year round golfer you would divide your season up into the following categories in order to assess your exercise and fitness needs: early pre-season; gradual pre-season; in-season; and the closed season.

Let’s start with the early pre-season. This is when you want to bulk up a little bit after your break. The goal is to increase functional strength and an increase in the number of muscle fibers. This will also help train your nervous system. During the late pre-season, you want to increase working on muscle mass as well as gain some heavier lifts with less reps for power with a goal of preparing yourself to unload as much force as quickly as possible to add length to your drive. This will help improve your speed as well as power.

During the heart of golf season, you will want to adjust to a maintenance mode where you discontinuance pushing yourself and focus instead on maintaining the strength gains you made. You absorb the same number of sets and maybe increase your repetitions and possibly prick the number of workout sessions from three a week to two. Always incorporate daily aerobic sessions of at least a half hour to maintain optimum mental health as well as endurance for those final holes. In the off season, you want to relax for a while, and than incorporate some very light weight training to slowly prepare yourself for the next early pre-season.

Based on my experience as a professional personal trainer with International Fitness Professional Association (IFPA), 24 hour Fitness, and Bally Total Fitness certifications, the following group of weight training exercises are optimal for golfers and should be performed three days per week. Any fitness professional at the gym can explain the following exercises if you need a definition. Never weight train two days in a row with the same muscle group since your muscles grow during the rest period. Just remember to adjust the weight, sets, and repetitions according to your seasonal needs – moderate weights of three sets and 8-10 reps for functional strength, one or two sets of 3-5 reps for power, and three sets of light weights of 12-14 reps for maintenance and flexibility.

Here’s the exercise list. Remember to warm up for at least 5 minutes on a treadmill before and cool down for at 5 minutes following the routine.

-Dumbbell bent over rows with a barbell. Maintain a flat stable support as you bend over at 90 degrees and pull the barbell to your chest breathing out as you pull the weight up. This will help strengthen your serve which is the base of your upper body’s power and stability and can easily be thrown out playing golf.

-Dumbbell triceps extensions or push downs which can be done with a parallel bar or with a two pronged rope either by extending your arms out straight forward over your head or pressing straight down.

-Biceps arm curls with dumbbells, either one at a time or two at a time or with a machine.

-Dead lifts – standing straight up holding a weighted barbell and bending over with your wait on completely straight in a slow controlled manner. A immense utilize for the often neglected hamstrings which are a major component in the power base that helps deliver the inertia for a great drive.

-Dumbbell bench presses to increase pectoral and triceps strength to help retain your upper body sturdy and firm during your swing

-Barbell squats (the king of lower body exercises). Should be done with a spotter and probably avoided initially until you’re a more experienced lifter. Until than, the hack squat machine leg press machine will adequately build mass and power in your thighs.

-Cable wood chops (almost all gyms have a cable system and you can use these to imitate parts of your golf swing one arm at a time)

-Lat pull down to the front to strengthen the large muscles that flare out in your upper back (never produce these behind the abet and keep your back still at all times to focus the tension on the lats).

-Reverse crunches which can be performed on a contraption where you place your legs under a pad and your abdomen is supported on a pad. With your hands behind your head you allow yourself to bend your head down and in a slow controlled motion raise your upper body to strengthen your lower back. The tension should be felt in your lower wait on, glutes, and hamstrings.

-Aerobic exercise – 30 minutes of expend 4 to 5 times a week is a necessity for optimum mental health, focus, and endurance for those last few holes.

The final few repetitions should be hard but you should not bewitch to failure like a body builder. Also, a little soreness in the beginning is normal, and reliable. Your causing slight tears in your muscles which will repair themselves making them bigger and stronger. However, any sharp pain should cause you to terminate the exercise immediately. Remember to stretch, which could be another article. A trainer can give you some pointers, such as placing your hand on a beam or wall and leaning forwards to stretch your chest or lying flat on your aid with your arms pointed straight backwards to stretch your help. Also, if you’re serious about your golf game, don’t get too caught up in the body building mentality and remember that you are training for functional strength and flexibility. Brute strength and bulging biceps are not an asset on the golf course.

Source -
Weight Training for Golf By Paul Rogers About.com

Yoga is an effective way to not only to improve your golf game but also to prevent injuries that may occur while playing golf. Breathing awareness, flexibility and core body strength are key elements in improving your golf game. These elements are also the focus of a successful yoga practice.

I took up golf as I was approaching retirement age. Golf was a game I was not interested in when I was younger and more flexible. I wish now that I had learned to play when I was younger. After playing golf for five or six years, I developed back pain that only occurred when I hit the golf ball. It was diagnosed as muscular in origin rather than disc related. That was the good news. With proper stretching and strength training I eventually got back to playing golf relatively pain free. This was accomplished with yoga.

You can find just about any yoga pose described or demonstrated on the Internet. I hold, however, that it is important to learn proper technique. The best way to accomplish this is to take classes with an experienced and qualified instructor. A excellent teacher will acquire determined you are doing the poses and stretches correctly and correct you if you’re not.

Proper breathing technique is the most important plan in yoga. I have had more than one instructor say that if you do nothing more than breathe you are doing yoga. Breathing properly keeps the mind focused and calmed as well as calming the heartbeat. These are key aspects of a fine golf game also. The first drive of the day, with everyone watching you, can be nerve-racking. Taking a deep, calming breath can be instrumental in hitting a relaxed drive. There are several yoga poses that aid in proper breathing. These stretches teach you to expand your chest and completely own your lungs with fresh oxygen and completely empty your lungs of stale air and toxins.

A strong core is the next most important element to a suited golf swing. Maintaining your spine angle throughout the golf swing is essential. Having strong abdominal muscles aids in stabilizing your trunk, increases your back strength and gives you explosive power at impact. There are numerous yoga poses that can make you strong in these areas. Two of these poses are the plank pose and the boat pose. Both of these poses work to strengthen the abdominal muscles.

Flexibility wanes with age and is the cause of many golf injuries as well as aches and pains. Hip flexibility is required to generate power, run and balance in your golf swing. It is also important in protecting your lower back from injury. Hip opening yoga stretches include lunges and chair poses, which are similar to squats, and a depart named the pigeon pose. There are several other stretches you can do so that you will never be bored. Upper and lower body flexibility support your knees for better balance, give you greater hip rotation when you swing the golf club and give you more club head rush. All this is accomplished by increasing your range of motion by allowing you to turn your hips and shoulders. The popular downward facing dog pose as well as the forward fold are good stretches for the hamstrings. Spinal twists, of which there are a great many variations, and the triangle pose are excellent for opening up the spine and giving you greater range of motion. I found these poses beneficial in strengthening my back muscles which eventually alleviated my back harm.

Finally, yoga teaches you pleasurable posture. A large cause of my back pain was years of poor posture. Dreadful posture is responsible for distinguished of succor pain-related health care. A sedentary lifestyle, which is so predominate now, also contributes to poor posture. In yoga class, a good instructor will constantly remind you of the satisfactory way to stand. Proper posture is also necessary in the game of golf. The correct stance is key to hitting a good golf shot. It is said that golf is a game you can play for most of your life. The trick is to remain injury free. Yoga can be the answer.

Source:

http://www.yogaforgolfers.com/index.html

If you like golf but struggle with a consistent swing, you have to try the Inside Approach Golf Training System. There have been many golf gadgets over the years, some work, most don’t. This system is endorsed by Jack Nicklaus. You can consume it at any sporting goods store for around $40.00, or you can engage a conventional one on Ebay like I did. With shipping costs, I got one for $15.00 on the famous auction site.

I have always had a horrible slice. With an outside-to-in swing, it was hopeless for me to ever hit a ball straight. But after using this system for just one week on the driving range, my slice is all but gone! The Inside Approach forces you to swing on the correct path. If you don’t, the foam bar pops off the bracket. The bar is lightweight and will not hurt your golf club. It is quite amazing that such a simple invention is so effective. The contraption breaks down for easy carrying. I keep it in the trunk of my car so I can always have it on hand, for the range, or to warm up before your round of golf.

By adjusting your swing to the just swing path, you will also minimize pulling, popping up, pushing, and hooking the ball. It works for both left and good handers. This is an excellent training design for the beginner, keeping one from developing bad swing habits.

If you buy the Inside Reach unique, it will come with an instructional DVD. Or, if you’re lucky, one that you seize on Ebay will still be in the current box, containing the DVD and carrying case.

The key to a consistently effective golf swing is muscle memory. The Inside Approach does exactly that. You can even exercise it indoors, without the ball, of course. I use mine in the backyard with a bag of plastic golf balls. They don’t travel far, but they still give you an idea of what kind of contact you make with the golf ball. The Inside Approach is like having your own personal golf instructor, minus the $40.00 a half hour.

Give this system a try. You will see results in the first couple of swings. The Inside Approach will correct your slice, your hook, and all those weird miss-hits that occur during a round of golf. You will also see longer drives, because you are hitting the ball straight for a change!