A galaxy of business opportunities awaits you if you have the entrepreneurial spirit needed to fuel an innovative, time-tested venture into the world of barter. Let renown Barter Trainer Tom McDowell take you to the launching pad and give your business the proper lift off needed to propel yourself toward conquering new frontiers as the owner of your own trade exchange.
As any smart entrepreneur knows, there is no reason to make the same mistakes of others when you can learn directly from them -- and their mistakes. Tom loves to quote Albert Einstein's definition of insanity, “Doing the same thing over and over again and expecting different results.” Tom takes the madness out of starting your own trade exchange by sharing with you his personal pitfalls - and his many triumphs!
These features make Tom McDowell's Barter Trainer Manuals the definitive foundation upon which to build or improve your trade exchange.
If you are familiar with barter, sales, and the intricacies of administrative processes, these manuals will give you all of the vital information you need to get started in a successful barter exchange network. Originally written by Tom McDowell in 1989, the Barter Trainer himself continues to fine tune and hones these manuals to a fine edge to reflect the latest barter industry trends and conditions.
Here's a sampling of the wealth of useful information that Tom McDowell has packed into each of his four training manuals:
OPERATIONS MANUAL
Do you dream about being your own boss, working when you want, and owning a business that is recession-proof? Tom McDowell's Operations Manual shows you step-by-step how to make your dreams a reality.
Tom tackles the difficult issues -- such as choosing a site for your business and what to expect as you get started - head-on with comprehensive information that no entrepreneur can afford to be without. Learn from Tom's mistakes so that you don't make them on your own.
Preview: Operations and Management Table of Contents
Operations and Management Manual Table Of Contents:- Meet Tom McDowell, The Barter Trainer
- Program Overview
- How to Launch Your Own Highly Successful & Profitable Trade Exchange
- Value-Added Training Benefits of The Barter Trainer Program
- Be Your Own Boss
- Here's What To Expect
- Questions & Answers On The Barter Trainer Program
- The Barter Trainer Program
- Getting Ready For Business in Your Community
- Choosing A Site
- Choosing A Telephone System
- Minimum Personnel Requirements
- Bookkeeper
- Office Manager/ Receptionist
- Outside Production Services
- General Information on Employee Practices
- Health Insurance, Wage Regulations
- Hidden Costs
- Legal Form of Operation
- Banking
- Barter and the Internal Revenue Service
- Daily Procedures
- Creating and Controlling Your Barter Economy
- Barter History and Overview
- Barter Industry Growth
- How a Trade Exchange Operates
- Other Valuable Services The Trade Exchange Provides
- Basic Benefits and Services
- New Customers
- Cash Flow
- Excess Capacity
- How To Calculate Typical Leverage
- Summary
- The Barter Industry Software: BarterSolutions
- Setting Up Your House Accounts In BarterSolutions
- BarterSolutions: Accounting Details
- BarterSolutions: Using BarterSolutions to Assist With Time Management
- Glossary of Barter Industry Terms
- Sample Trade Exchange Business Plan
- Sandler Sales Tele-Conferences
- Sales Genie Makes Sales Dreams Come True
- Using Sales Genie For Prospecting
- Sales Management
- Recruiting - Attracting The Best Sales Talent
- Hiring The Cream of the Crop
- Interview Questions for Sales People
- Management: Rules of Great Management
- Group Member Orientation Outline
- Microsoft Outlook: Window To A World of Information
- Media Relations
- Generating Media Publicity For Your Trade Exchange
- Pitching Your Trade Exchange To The Media & What To Tell A Reporter Calling For Information
- Sample Press Release
- Sample Media Pitch Letter
- Marketing Concepts
- An Innovative Prospecting Tool - The Overview
- Marketing Concepts sample copy
- Top 101 Membership Categories (An Ideal Mixture of Business Types)
SALES TRAINING
Tom McDowell has mastered just about every barter sales technique imaginable - and he's ready to share the latest strategies with you. Tom's Sales Training manual reflects his detail-oriented mindset. Having this manual at your disposal is like having Tom sitting right in your office helping you to personally devise sales and marketing tactics that land new accounts - and win big sales.
Tom also will show you the correct procedures to use while training your sales force. He leaves no stone unturned as he unearths the latest methodologies in sales training in an easy-to-follow, step-by-step manner. This manual proves why Tom is considered the authority in the barter industry. From prospecting and appointment setting, to winning referrals from your clients, Tom's sales “bible” is must reading for your sales team.
Preview: Sales Training Manual
Sales Training Manual Table Of Contents:- Sales Problem Identifier
- ATX Sales Training Outline
- The Barter Selling Process
- What is a Prospect?
- What is Marketing?
- Contact Information
- Qualifying the Prospect
- Appointment Setting
- Planning the Call
- Rapport Building; The Transition
- Asking Questions
- Explaining & Presenting The Barter Concept
- Overcoming Objections
- Closing on Objections
- Closing the Sale
- The Post Sale
- Getting Referrals
- The First Deal
- Questions - Setting The Appointment & Building Rapport
- The Transition
- Overcoming Objections
- Closing on Questions
- Getting Referrals
- Professional Selling - You - The Sales Person
- Personal Characteristics of a Good Barter Sales Person
- Product Knowledge
- Why People Buy Barter
- Job Description of a Barter Sales Person
- Time-Saving Techniques For Barter Sales People
- Motivation
- Dealing With Disappointment (Failure, Defeat, Frustration)
- Be The Master of Your Fate
- Keep Your Sanity and Raise Your New Account Sales
- Thoughts to Sell By
- Barter Sales Time Management
- Prospecting
- The Pre-approach
- What The Pre-approach May Include
- The Telephone
- Telephone Don'ts
- The Approach
- Openers
- The Art of Persuasion
- Without Questions, There are No Answers
- Off To A Good Start
- Following Up On A Prospect Who Has Researched The Barter Concept
- How Do You Uncover Prospect Needs?
- Finding The Real Decision-Maker
- How To Leave A Voice Mail Message That Gets Returned
- Phone Scripts: Appointment Setting With Prospects
- Overcoming Objections
- The Sales Presentation Outline
- The Presentation Part I
- The Presentation Part II
- The Presentation Part III
- Handling Objections Part I
- Handling Objections Part II
- The Close
- Reasons For Failure To Close
- Basic Closing Tactics
- Successful Barter Presentations
- Remember the ABC's of Selling: Always Be Closing
- Selling Organized Barter
- Common Barter Objections
- Objection Responses -- General
- Objection Isolators
- Additional Closing Methods
- Closing
- Closing The Sale Can Be Fun
- Wake Up Those Quiet Customers
- Keep Quiet!
- Sales Magnets
- Customers Buy Barter Benefits
- Presentation Sample 1
- Presentation Sample 2
- Presentation Sample 3
- Barter Group Presentation
- Ten Rules for Succeeding in Barter
- Sandler Sales Tele-Training Conferences
- ATX Sales Call Report
- Filling Out The ATX Contract Properly
- ATX Contract
- Importance of Obtaining Internal Revenue Service Form W-9
- Internal Revenue Service Form W-9
BROKER TRAINING
The success of every trade exchange is predicated on having a quality inside sales team of brokers who know how to put together big deals that yield large percentages.
Tom helps you to write the job description of a successful trade broker by outlining their responsibilities and empowering them with vital relationship building skills needed to assemble deals that keep your clients happily looking to increase their trade volume with your exchange.
Tom zeros in on client retention, handling travel and media requests, as well as establishing an impeccable reputation to secure an endless cycle of power trading.
Preview: Trade Broker Training Manual
Trade Broker Training Manual Table Of Contents:- Introduction To Trade Brokering
- Barter: What Is It?
- A Trade Exchange: How Does It Work?
- Trade Broker Description & Responsibilities
- Twelve Good Reasons To Barter
- Barter As An Alternative Tool
- Simple Broker Pre-Call Analyzer
- Possible Examples of Barter Activity
- ATX The Barter Company History
- How Do ATX Clients Know What's Available For Trade?
- Introduction to NATE:
- The National Association of Trade Exchanges
- Introduction to The BANC:
- Barter Association National Currency
- What is an ATX Trade Broker?
- Traits of The Successful Trade Broker
- Assuring Career Security
- Eight Keys To Trade Broker Success
- Building Your Reputation
- Believing In Barter
- Relationships Are Precious
- Common Reasons Why Trade Brokers Don't Succeed
- Tips From Top-Producing Trade Brokers
- Goals Are The Stepping Stones To Success:
- Rewards Provide The Incentive To Keep On Stepping
- Sell To Eat, Eat To Sell:
- Maintaining a High Energy Level is a Full Time Job
- Becoming A Superior Trade Broker
- Getting Familiar With Clients
- New Member Data Sheet
- Knowing The Clients In The ATX Network
- Clients Who Need or Want More ATX Business
- Focusing On Client Retention
- New Client Education and Orientation
- Broker & Orientation Meetings at Existing Exchange Member
- Broker & Orientation Meetings at New Exchange Member
- Member Orientation Form
- Expenditure Analysis: Business and Personal
- Barter Analysis Form
- Know Everything About Your Client's Needs
- Travel Guidelines
- Travel Request Form
- Motivating With Barter
- Using Trade Certificates
- Barter For Media
- Barter For Professional Services
- What Happens If A Client Requests
- Something We Don't Have?
- Trade Purchase Request Form
- Deals In The Works
- No Time To Buy Like The Present
- Creating Committed Customers Starts With You
- Telephone Techniques
- Broker Habits To Get Into … Fast
- Constant Valuable Contact With Your Client is Essential
- Make Every Call Count, Control Your Calls, Study Your Customer
- Good Listening Skills Are A Must! Listen Up!
- Be Sure Your Client's Word Goes In One Ear, Not Out The Other
- Telephone Sales Tips
- Everyone Hears, But Not Everyone Listens
- Listening is NOT a Spectator Sport
- How to Get Better Results By Using a Script
- Telephone Script - Low Balance Accounts
- Telephone Script - High Balance Accounts
- New Trade Broker First Week Daily Goals
- Don't Erase Positive Statements
- Speaking With Style
- Talk it Easy! Less Conversation Equals More Time to Sell
- Forbidden Phrases: Don't Let This Happen To You
- The First 30 Seconds of a Call Are Critical
- Correct, Like, Negative Speech Habits, Ya' Know?
- Three Great Opening Questions
- Questions To Ask Yourself on Every Call
- How to Avoid Skimming
- Generating Need-Development Questions
- Rules to Follow For The Most Compelling Openers
- Opening Statements to Regular Customers
- Closing Questions That Work: The Hard Part is Remembering To Use Them
- Avoid the "How's it Going?" Calls
- Customer Service or Nuisance?
- Dumb Questions = Dumb Answers
- Clients Will Sell Themselves By Listening to and Answering Your Questions
- Getting Clients To Call You Back
- Phone Rage
- Call Reluctance
- Serve 'em Right: Seven Ways To Satisfy Clients
- Show A Little Appreciation
- Care For Your Customers
- Accounting: Understanding The ATX Statement
- Reviewing Your ATX Statement
- Sample ATX Statement
- Keeping Aware of the Status of Your Account
- Collections: Getting Paid For Our Services
- Collections: Getting Paid on Deficit Accounts
- Referrals For New Account Sales: It's a Fact … Qualified Referrals
- Bring More Sales to Our Company
- Referral Form & Bonus Guidelines
- Referral Follow Through is Key to Success
- Clients Mean Referrals, Referrals Mean Business
- Post Sale Service
- Vendor Recruitment Program
- Selling Positively By Believing In Yourself
- Self-Motivation
- Enthusiasm
- Inspiration
- Test Your Broker Sales Skills
- Get The Facts
- Time Management Overview
- What is Your Time Worth?
- Time to Change Procrastination Habits
- Time to Spare: How to Catch Up When You're Always Running Behind
- The Biggest Time-Waster
- Call During the Bad Times
- Handling Stress
- Freedom of Change
- Procrastinate For Sales Performance: Uing These Six Positive Procrastination Techniques Can Improve Your Attitude, Sales
- Happy Trade Broker
- Traits of Popular Sales People
- Ask Yourself These 10 Questions For Better Sales Results
- Take A Quantum Sales Leap
- Stick With It! Every Day Can Be A Second Chance For Success
- Objection Prevention: Five Persuasive Selling Tactics That Are Strong Medicine For Objections
- Think About It! Start Using Your Head To Generate More Good Ideas
- Some Reasons Why Some Salespeople Don't Succeed
- Rejection Conditioning: How to Turn Up Your Attitude
- When Prospects Turn You Down
- Laugh it Off
- Glossary of Terminology
- Barter Solutions Capabilities
- BarterSolutions: General Accounting Details
- Barter Solutions: To Assist With a Broker's Time Management
- Trade Broker Forms & Reports; Daily Routine
- Broker Call Ideas
- Pro-Active Weekly Broker Planner
- Broker Appointment Itinerary
PROMOTIONAL FORMS AND LETTERS
Promoting the products and services of each of your clients is paramount to the success they enjoy with your exchange - and will help you to unleash a wide variety of offerings to your clients.
From daily e-mail promotions and fax flashes to informative monthly notices, Tom's Promotional Forms and Letters manual provides the impetus to write the perfect letter or promotional flier every time.
This manual covers Prospecting and Marketing plans, Employment Paperwork, and letters to help your brokers do business better with clients. Don't know how to handle a disgruntled employee or client? A template to write the proper letter can be found here. Need the right questions to ask a sales candidate in an interview? It's here as well. Tom himself ensures that this manual is the ultimate problem-solver --- and it will become your best friend!
Whether you want one or all of Tom McDowell's comprehensive training manuals, one thing is certain: Tom's insight into the world of barter is unparalleled - and shines through in each volume.
Look at it this way. If you're a golfer and could have one person hit your tee shot, wouldn't you pick Phil Mickelson to rocket the ball down the fairway? As the owner of a trade exchange, you'd want no one else than Tom McDowell teeing up your business and driving it toward financial success.
Preview: Promotions, Forms, Letters, Manuals
Promotions, Forms, Letters, Manuals Table Of Contents:- Promotions
- First Quarter Promotion
- Be Sure To Get On Our E-Mail List!
- Attention ATX Members: Are you getting the most from your membership in ATX?
- New ATX Trade Opportunities
- Landscapers: It's Spring Landscaping Time! Save Cash! Do It With ATX!
- An Important Invitation From ATX The Barter Company
- Participate In The ATX Customer Loyalty Program
- Bonus Your Employees With Barter
- Employee Trade Bonus Enrollment Form
- ATX Fine Dining Certificates
- ATX Fax Flash samples
- ATX Summer Golf Outing promo
- Forms
- New Guidelines For Processing Sales With ATX
- ATX Barter Analysis
- ATX Business Member Application Agreement Contract
- New Member Data Sheet
- Trade Purchase Request
- ATX Itinerary
- ATX Scrip Order Shipment Request
- ATX Showroom Order Form
- Petty Reimbursement
- ATX Special Event Ticket Order
- BANC Travel Request Form
- Pro-Active Weekly Broker Planner
- ATX Sales Call Report
- ATX Member Orientation
- Prospecting/Marketing
- Typical Hotel Needs
- ATX Prospecting Hot List
- Marketing Concepts Marketing Plan
- Employment Paperwork
- Sample Help Wanted Ads For Outside Sales
- Sample Help Wanted Ads For Inside Sales
- Internet Sales Help Wanted Ad (Monster.com)
- Sample Interview Questions- Sales Position
- Outside New Account Sales
- ATX Employee Personal Time/Vacation Time Request
- ATX Employment Application
- ATX Employee Policy Manual & Handbook
- Broker Existing Account Letters
- Broker Letter With List of Promos
- Broker Letter Client Not Getting Enough Business
- Broker Letter To Save An Account
- Special Request By Client Denied
- Stand-By Request- Requires 30-Day Notice
- Unfortunate Situation
- New Account Prospecting Letters
- Circle of Influence Letter- Sent By One of ATX's Current Clients To A Business Associate
- Prospect With Offer Letter To Clients of Another Trade Exchange
- Follow Up On Prospect Meeting
- Prospect Trade Purchase Request Ideas
- Trade Purchase Request Fax To Prospect For Meeting
- Referral Bonus With Thank You
- Invitation To Participate In Dining Certificate Program
- Fine Dining Certificate Redemption Guidelines
- New Account Promotion Advice
- Administrative Letters
- New Account Welcome Letter
- Client Who Didn't Complete Job
- Advance Notice Client No Longer Accepting Trade Certificates
- Client Who Won't Trade Everything
- Disputed Authorization
- Closing Out Account
- Canceling Membership Before $5,000 in Business
- Client No Business Cancellation
- Job Not Finished Procedures
- Member Not Required To Accept Coupons With Trade Certificates
- Clarification On Monthly Fees
- Request For Membership Reimbursement
- Restaurant Refusing To Accept Trade Certificates Without Notice
- Restaurant Reminder To Redeem Trade Certificate
- ATX Credit Late Fee Letter
- Employee Welcome Letter
- Collection Letters
- Collection of Fees With Balance With Credit of Late Fees
- Collection On Deficit Trade Cash Personal Guarantee
- Collection Letter Serious Delinquent
- Collection Deficit Trade Only
- Administrative Functions
- New Contract Processing
- ATX New Employee Package
- Priority Mail Instructions For Trade Certificates
- ATX Barter Knowledge Analysis - For New Employees
Register online today to attend an upcoming Complete Barter Training Program:
» September 11-13, 2008 Cleveland, Ohio
» October 14-16, 2008 Naples, Florida
» November 11-13, 2008 Naples, Florida
Learn more about Tom McDowell's Barter Trainer Program and
How To Launch Your Own Highly Successful & Profitable Trade Exchange.
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