100 North 20th Street, 4th Floor
Philadelphia, PA 19103
Tel: 215-320-4650 | Fax: 215-564-2175
info@trainingresourcegroup.com
Networking for Success

On November 23, 2004 over 110 professionals attended The Training Resource Group's program Networking More Effectively at The Union League. Since the event, dozens of participants have called to thank us because they closed business and received referrals from people they met at the program. We would ike to thank everyone who helped to make our Guest Day an overwhelming success.

Our next Guest Day events wil be held from 7:30 to 10:00am at the Union League on Tuesday March 22nd and Thursday March 24th. Specific details of the event will be available shortly on our web site and we look forward to seeing everyone there.
8 Sure-Fire Ways to Ensure You Will Accomplish Your 2005 Goals

1. Set specific and measurable goals for the year.
2. Set short term goals along the way towards your annual goals.
3. Develop an action plan on how you will accomplish your goals.
4. Put your goals in writing.
5. Share your goals with a boss or mentor.
6. Track your goals on a regular basis.
7. Find a coach, mentor, or accountability partner to help hold you accountable.
8. Make your goals an active part of your daily plan; don't put them in a desk until December.

Message from the President

The one question that we get more than any other is "what is the hardest part of your job?" Our answer to that is easy; the hardest part of our job is getting our clients to be as committed as we are to their success. We ask our clients to commit to two things: time and consistent use of the system. While most of our clients do come to a majority of classes, few actually set up regular coaching sessions that puts the sales training into perspective and provides advice on how they could apply it to their specific situations.

If we could find a way to have our clients discover how important these commitments are to the success of their business, then not only would our job be easier, but our clients would see results more quickly and grow their businesses more effectively.

We are looking forward to continuing our training with a variety of new clients and wish everyone a very prosperous 2005.

Sincerely,

Chuck Polin
President
Client's Corner

Taylor Fernley
President and CEO of Fernley & Fernley

Fernley & Fernley Inc., founded in 1886, is the nation's leading Association Management Company, and the first to become dually accredited by both the IAAMC and the American Society of Association Executives (ASAE). Fernley & Fernley provides full and project-based management services to over 30 trade associations and professional societies, which means they do everything from managing membership, planning events, designing newsletters and publications to developing web sites and managing the accounting.

Taylor is the 4th generation to run this family-owned business. He received a BS from Randolph Macon College is currently on the Board of Directors of the National Liberty Museum, involved with the Gladwyne Civic Association and is a member of the Merion Golf Club and Merion Cricket Club.

Fernley & Fernley recently moved its headquarters to new office space located at 20th and Arch Streets in Philadelphia. To learn more about Fernley & Fernley visit the web site at www.fernley.com or to speak to Taylor directly, call 215-320-3 700.
 
Goals that Successful Business Development Professionals Achieve
1.
 Know the market better then the competition. Be on top of what prospects need and what they'll need in the future.
2.
 Get past the receptionist more often. Getting past gatekeepers takes more than old ploys. They have a few old ploys of their own.
3.
 Convince more prospects to meet you face-to-face. Once you get past the gatekeeper, the challenge is to get the decision maker to set an appointment.
4.
 Stop wasting time and money on prospects that can't or won't make a buying decision. Sending literature to "tire kickers" is a waste of printing and postage. Have you noticed how few of those expensive packets you mail out convert into business?
5.
 Hold prospects attention throughout your presentation by getting to their pain. Keep them from looking at their watches and saying, "You've got five more minutes".
6.
 Create instant rapport with every prospect (remember matching and mirroring). It's all a matter of analyzing and adapting to each prospect's personality style.
7.
 Get prospects to say "Wow, that was the best presentation I ever saw" without providing free consulting.
8.
 Get the perspective client to give you the business, don't ask for it.
9.
 Keep price/rate from ever being an issue. Take advantage of having a high price. Learn to ask your prospects why other clients pay more to work with you.
10.
 Profit from the clients that you get.
 
 
Welcome TRG's New Clients
  • Sovereign Bank
  • Sun Bank
  • Shannon Transport
  • GBQC Architects
  • Francis Caufman Foley Hoffman Architects
  • Schnader Law
  • Republic First Bank
  • Nelson Levine de Luca & Horst
  • Arthur J Gallagher & Co.
  • Wilmington Trust
  • FutureSys Design
  • SST
  • IMR
  • Surety Title Corp
  • 0215 Secure
  • Langsam Stevens & Silver
  • Resource Control Corporation
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