One-on-One
Learning Centre
Weekly Newsletter

In This Issue:

Monday, 12 January 2009

In This Issue:

A Note From Chris
Article: Sales Training Ideas
Article: Mastering IF in Excel
How To Screw Up and Stay In Business
Certificate IV in Workplace Training and Assessing

Weekly Recommended Reading List

You Were Born Rich
By Bob Proctor

Millionaire Mindset
Gerry Robert

Video Testimonials

To find out what clients are saying about our training check out our video testimonials

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The Law Of Success -

You simply run out of
things to fail at!

Chris Le Roy

New Services:

Business
- Course Outlines
- Schedule

Computer

- Course Outlines
- Schedule

First Aid

- Course Outlines
- Schedule

A Note From Chris: Free Business Coaching, Networking, a lingerie store and More!

Computer Article: Mastering the IF Statement in Excel

Business Article: Sales Training Ideas

Cranbrook Car Wash: FREE WASH TIME COUPON!

A New Service: How To Screw Up and Stay in Business

Training Course: Certificate IV in Workplace Training

Please add bulk@leroys.org to your whitelist or address book in your e-mail program so you have no trouble receiving future issues!

A Note From Chris

Hi,

So who else wants Free Business Coaching? A colleague from Action Coaching just dropped me an email, after his latest jaunt overseas. He has been undertaking a course in Malaysia called the Business School for Entrepreneurs. Other people like Brad Sugars (Action Coach), Jack Canfield (Chicken Soup for the Soul) and Robert Kiyosaki (Rich Dad, Poor Dad) have all attended this course and just like them James has come back all fired up ready to help tackle this so call economic crisis with you.

You may have already realised that having a coach is a fast track to where you want to go. Top sportspeople all have coaches. Teams have coaches. A coach is someone who will be completely honest with you, that you can trust, and who really wants you to succeed. It is someone who is on your side - and is also someone who will "drop" you from the team if you don't meet your agreed commitments to them and yourself.

To get a coach, one alternative is that you can go to the government funded Department of State Development, fill out a lot of forms, jump through a few hoops, and you can get sort of a coach/consultant sort of (you pay up front and get your money back later) for free. There are some great people in that system, but that is not what James means here.

What James is talking about with his new program is the concept of "fee finding". This simply means that your coach has it as a clear goal to find more than the cost of coaching fees as extra profit within a certain time frame. You still pay your coaching fees - but the additional found profit more than compensates you. So it is effectively "FREE".

James is calling this program the Wednesday Powerhouse and it comes with guarantees. If your business is looking for growth - then you can choose a guarantee like:

"James promises to find my fee within the first 90 days of coaching or your money back."

James is only taking 5 people for his Wednesday Powerhouse program. If you would like more information on this program visit - http://www.actioncoach.com/jameshooper

Over the last few weeks I have been talking about how you prepare yourself and cope with the challenging times ahead. Many of my colleagues and I have been developing programs to help stimulate our local economies and to help you in these challenging economic environments.

One of the tools we have created is the "How To Screw Up and Stay in Business - Business Interview Series" where we talk to industry experts on issues such as advertising, jingles, insurance, legal issues, how to setup your company. Our first interview was with Steph Mussap and you can still secure your free copy of that interview at our website - http://www.HowToScrewUpandStayinBusiness.com

Another program I will be implementing from Tuesday, 27 January 2009 is a 2 hour Tuesday Night Networking Cocktail Party. Networking is an essential part of business and the core objective for this program will be to provide local business people the opportunity to network with other like business people plus you will get the opportunity for -

              - A Free Training Session in Sales and Networking each Week
              - Free Downloadable Tools Relating to the Training
              - A Chance to share information about your business
                with a 60 sec Talk
              - An Opportunity to listen to a Weekly Guest Speaker
              - Plus A Chance to Showcase Your Products at the session

If you would like to be apart of this Tuesday Night Networking Cocktail Party simply drop me an email to chris@nqtraining.com.

Finally, for a number of weeks I have been talking about the so called lingerie store I have just bought. Many of you thought I was making the whole thing up - WRONG!

After taking over last week, you can now see our real online lingerie store at both -

- www.Dreamy.com.au or
- www.Cutie.com.au

Now by registering at the store you can go into the draw for $150 worth of Lingerie each month. The next draw will occur on the 14 February 2009.

This week I want to recommend another really good book called "You Were Born Rich" by Bob Proctor. This was the book that Rhonda Byrne read that encouraged her to talk with Bob and to work together in creating The Secret.

Next week I am going to delve into some of the material in both Gerry Roberts Book - The Millionaire Mindset and Bob's book - You Were Born Rich. I will look at some basic strategies to help you build your business and life to be more successful.

Well once again, have a great week and remember one thing Success is a Habit.

Chris Le Roy
Managing Director
One-on-One Learning Centre

Watched "The Secret"? Learn how I used it...
http://oneonone.thesgrprogram.com

Sales Training Ideas - What to Do and What Not to Do at the Beginning of Your Cold Calls

By John Chapin

In the first few seconds of your cold call you face a formidable task: Stop the prospect from shutting you down and getting rid of you before you have an opportunity to let her know what you have to offer.

1) Lead with your primary benefit.

The first thought in the prospect's head when you call is: How can I get this person off the phone or out of my office as quickly as possible. The second question, if they ever get beyond the first question, is: What's in it for me. You address both of these questions by leading almost immediately with your primary benefit. For example, your opening might be: Hi, (your name with your company), we've been saving companies in your area over 40% on office supplies... Then continue with your cold call. You don't want to pause during this first sentence or two because this is when you are most likely to be shut down.

2) Don't ask "show stopper" questions.

What is a show stopper question? Questions such as "How are you?", "How's the weather there?", and even, "Is this a good time?" are all show stopper questions. Why? Because they give the prospect the opportunity to take control and stop the show, usually with a comment such as: "I'm really not interested, have a nice day. Goodbye." People will usually give you a little more leeway in-person versus over the phone, but even then, the person knows that you don't really care how they are, or what's going on with the weather, they realize this is just filler. Before you've given a benefit, prospect assume they are not interested in what you have, because in 90% of the cases or more when salespeople call on them, they aren't interested. So before you stop with a question, or otherwise allow the prospect to get into the conversation, make sure you've introduced your primary benefit and have started to build some credibility.

3) Assume everyone you talk to wants what you have.

Cold calling requires you to convey confidence in you and what you are selling. If you assume that the person you are talking to doesn't want what you have, you will be coming from a position of weakness thus lacking confidence, and it will show. The truth is, most of the people you talk to are probably not interested in what you have however, if you water down your message so it is "palatable" to the people who aren't interested and thus they won't be too rude to you, your message will probably not be potent enough for the prospect who is interested in what you have to offer. Always speak with clarity and conviction.

Bonus tip - Take cold calls from other salespeople. Listen to what they have to say. Find out what works and what doesn't work. Give them some of the objections that you get on the cold call and see how they handle them. Also, as you are probably trying to prevent your calls from getting screened, taking calls from other salespeople will have a positive psychological effect on you. And now I would like to offer you free access to a monthly newsletter and weekly sales articles, along with an answer to your most difficult sales issue. You can get your access at http://www.completeselling.com/members/completeselling/adminpages/FreeMonthlyNewsletter

Mastering the If Function in Microsoft Excel

By Chris Le Roy

The IF function in Microsoft Excel seems to really cause many people a lot of heartache and grief, but all in all it is actually really not that difficult of a tool to use. The essential role of the IF function is to test whether a condition is either True or False and if the condition is True it will return one value and if it is False it will return an alternate value.

Let us look at an example -

Let us say you have two values. In one cell you have a value of 65 and in the other cell you have a value of 23. What the IF function allows us to do is to do a test and lets say we want to see if the value of 65 is greater than 23. When the numbers are plugged into the If statement, the result will be that 65 is greater than 23 and it will return something from the True return area.

So how do we create an if statement�

The secret to the IF function is really in its syntax. The syntax for the IF function is as follows -

IF(Logical Test, True Result, False Result)

What we can do is to now create the example we did earlier so begin by simply opening a Microsoft Excel Work sheet. In cell address A1 enter the text IF Test Condition. In cell A2 enter the text - Numeric Value 1, in A3 enter the text - Numeric Value 2, and in cell A5 enter the text Which Value is Larger?

Now we need to put a few numbers to test into our Excel Spreadsheet, so in cell address B2 enter the value of 65 and in cell address B3 enter the value of 23. In cell B5 we need to create our formula. If we use the example above we want to find out if the value in B2 is greater than the value in B3. If the condition is true we want to return the text - Numeric Value 1 and if the condition is false we want to return the text - Numeric Value 2.

The structure of the IF Function to do the test will look like this -

= IF(B2>B3, "Numeric Value 1","Numeric Value 2")

What you will notice in the function above is that the text values are encapsulated in double quotes. Whenever working with text in Formulas the text must always have double quotes around it. If you type in the formula above into cell address B5 you should see the resulting text - Numeric Value 1. If you change the value in B2 now to 12, the automatic result in B5 should be - Numeric Value 2.

The IF function is a really diverse tool and it allows you to test an unlimited number of conditions to get the required outcome, you can even nest IF functions within IF functions but the bottom line is this, for every IF function the syntax should always look the same as above.

How To Screw Up and Stay in Business
Business Interview Series

Claim Your 100% Free Gift,
No Strings Attached!

Chris and his team have developed for the launch of his new book, "How to Screw Up and Stay in Business", a new Business Interview Series in which Chris personally interviews experts in their field on how you can use the tools he has used to survive the screw-ups that have occurred in his business life.

By registering today, you will receive a Free Audio CDROM & Tips Cheat Sheet ABSOLUTELY FREE! These are real products sent to your home or office NOT downloadable products.

In the first interview of this series you will get to hear from Steph Mussap of the Jingle Jungle on how jingles can help small business stand out in a crowded market place. During the interview Steph and Chris will look at:

        - how jingles have worked for Chris's Car Wash
        - the creative process for creating jingles
        - how to develop an effective jingle and what to
          put into a jingle
        - how jingles sell your businesses values and vision
        - how to use jingles in your television and
           radio advertising
        - key mistakes made in developing jingles
        - the difference between a top and tail, 30 sec and
           60 sec jingle
        - what it costs to make a jingle
        - the difference between brand jingles and
          direct-sale jingles
        - putting it all together and much much more ...

Secure your FREE COPY TODAY as we are only giving away 100 copies of the Free Audio CDROM Interview and keep an eye out for Chris's new book in 2009 ... How To Screw Up and Stay in Business!

Click Here To Secure Your Copy Now!

Cranbrook Car Wash - Coupon of the Week

PRINT OUT THIS COUPON WITH THIS SECTION IN TACT - COUPON FROM NEWSLETTER

Certificate IV in Workplace Training and Assessing

The Certificate IV in Training and Assessment is the qualification required for those who wish to conduct vocational training and/or assessment.

This course is delivered over 5 days for the Full Course and 3 days for the Upgrade Course and is designed to provide participants with the learning experiences to acquire the competence necessary to be awarded this qualification and to deliver workplace training and assessment.

Units Of Competency:

TAAENV401A Work effectively in vocational education and training

TAAENV402A Foster and promote an inclusive learning culture

TAAENV403A Ensure a healthy and safe learning environment

TAADES401A Use training packages to meet client needs

TAADES402A Design and develop training programs

TAADEL401A Plan and organise group-based delivery

TAADEL402A Facilitate group based learning

TAADEL403A Facilitate individual learning

TAADEL404A Facilitate work based learning

TAADEL301A Provide training through instruction and demonstration of work skills

TAAASS401A Plan and organise assessment

TAAASS402A Assess competence

TAAASS403A Develop assessment tools

TAAASS404A Participate in assessment validation

Pre-requisites:

There are no formal requirements however experience in the area of training and assessment for your required field is vital.

For those doing the upgrade course you must have the BSZ40198 Equivalent Certificate.

Sufficient literacy and numeracy skills to complete the course
Access to an internet connection and computer
A working email address
Students can be expected to spend between 5 and 10 hours to complete each unit

Course Details

Date:      09—13 February 2009
                09—13 March 2009
                02—08 April 2009
                04—08 May 2009
                05—12 June 2009
                06—10 July 2009
                03—07 August 2009
                07—11 September 2009
                05—09 October 2009
                09—13 November 2009

Length: 5 days Full Course
3 days Upgrade Course

Time: 08:45 am to 5:00 pm

Venue: Unit 6, 286 Ross River Road
Aitkenvale, Townsville

Cost:       $2200 Full Course (Lunch included)
               Instructor Led Course

               $1300 Upgrade Course (Lunch included)
               Instructor Led Course

Registration:

To Register simply complete the Registration Form below and return the form with payment.

Click Here For The Registration Form

For more details on this program please call Chris Le Roy on 07 4728 5582 or email chris@nqtraining.com

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