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Clarity

Michael Wicks

Victoria, British Columbia, Canada

Currently sales and marketing columnist and feature article writer for a popular business magazine, while running BlueBeetle Books and Blue Beetle Creative Media. Has over 40-years of experience in sales and marketing. Award-winning writer of eight books. Worked for seven major international publishers in a variety of sales and marketing roles. In the U.K. he was a divisional head at Random House and later managing director of a specialist publishing house.
Designed and taught several entrepreneurial training programs funded by the Canadian federal government.
Past Chamber of Commerce CEO.
An advisor on the University of Victoria, Innovation Centre for Excellence program for the last two-years.

$2.00/min

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Sales and Marketing

I have been in sales and marketing for over 40-years. I started out as a sales representative and worked my way up through the ranks from a trainee to managing my own territory, then moved to area manager, sales manager, divisional head and finally managing director. I learned to sell in the trenches - I lived and breathed it. My marketing experience stems from founding a new division at Random House UK, and subsequently starting several companies.

Since then I have helped thousands of people start their own businesses through government funded programs. I have taught sales and marketing, developed training programs and trained for Sun Life Financial; Freedom 55; Royal Bank of Canada and more. I am currently a volunteer advisor with the Innovation Centre for Excellence (ICE) at University of Victoria.

I now have my own sales and marketing column in a popular business magazine, for which I also write feature articles. I own and run Blue Beetle Books Inc. and Blue Beetle Creative Media. I have also written seven books and founded a successful magazine.

I can help you with any issue you might be having trouble with - I've almost certainly overcome the same challenge in the field and have helped others overcome it.

Handling Objections and Closing Sales

Handling objections is at the root of selling. As long as there is an objection left in the prospects mind it is unlikely you will get the sale. Let’s face it, if there are no objections left to buying then the sales should be yours right?

The problem arises when we think we have answered all the objections, but in reality, there are several left unanswered because we don’t know what they are.

I can help you, and by extension your sales team, have the confidence to answer any and all objections and effectively use them to lead the way to the sale. Closing can be a stumbling block for many sales people even those with many years experience but using my techniques closing becomes a natural part of the conversation.

I can help you:

Learn how to love objections rather than fear them.
Learn how to identify the different types of objections.
Discover what the most common objections are.
Identify what objections you already face, or are likely to face, in relation to what you sell.
Discover how to answer the objections effectively.
Learn how to answer the same objection differently depending on the personality type of the prospect.
Understand how to handle the objection answering process.
Learn several trial closes that will assist in uncovering hidden objections.
Learn several closing techniques.

Book Publishing

My extensive background in both traditional book publishing, custom book publishing and self-publishing will be valuable to anyone looking to write a book to further their career, or add credibility to themselves or their business.

I understand the process from the ground up - I innately know what makes something readable, what entices the reader to enter your world and react positively.

I can help you conceptualize and structure your book or magazine effectively and assist you through the entire process to the point you hand the manuscript to the publisher. Or, advise you further as to the pros and cons of the wide variety of publishing options open to authors today.

During my career I have worked for seven leading publishing houses in roles ranging from salesman to managing director. I have been a divisional head at Random House in London, England; managing director and part owner of a specialist publishing house; and am currently owner/publisher of Blue Beetle Books Inc.

I am also a member in good standing of the Association of Ghostwriters and have written eight books.

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Member since September 2015