Most companies hold hospitality events and provide the usual drinks and snacks or other food. With regard to hospitality suite entertainment, occasionally, there is a band or disc-jockey, a casino night, etc. These are considered “the norm,” and do little to differentiate your event from the next. Obviously, to go beyond the normal, requires doing something different.

If you want to go beyond the normal, then you may want to enlist the aid of mentalist Bob Garner. Bob is a mind reader and entertainer that adds the “WOW” factor to any event. Primarily because mind reading is such a personal thing, yet it can be performed in front of large groups, as well.

Having your mind read  – in a fun way – is something that most people have never experienced. Bob is a master at getting people involved in his show and making your guests feel special. Unlike walk-around magicians who have a tendency to interrupt conversations, Bob is stationed behind a table with chairs in front. This allows for a more sophisticated setting and allows your guests come to him and stay as long as they like.

Needless to say, his station is always full and, even more importantly, your guests talk about your event long after it is over. You may want to check out the video below, where one of Bob’s recent clients confirmed that Bob “rocked” the house at their latest hospitality event.

When deciding on how to make your next hospitality suite or event more memorable, make sure that you go beyond the normal and provide your guests with something they will remember and talk about… after your event is over.

After all, you can spend a lot of money on food, drinks, or a disc-jockey, as well as a casino night, but how much “mind share” do you think you will receive for that expenditure?

Just click on this link: hospitality suite entertainment – to see Bob’s video demo. You can find more information by going to his mentalist Bob Garner site and scrolling down to “Hospitality Suites.”

Public domain late 1800's

It was 85 years ago on Halloween at 1:26 pm in Detroit, MI, when Harry Houdini took his last breath. Houdini is the person who is probably more responsible for keeping the art of magic alive than any other magician who has ever lived. In fact, if you ask most people to think of a famous magician, Houdini is probably one of the first names uttered.

Houdini’s secret was that he not only understood marketing and advertising, but also, even more importantly, he had a great product – he was an escape artist. He possessed the ability to escape. People desire to escape. People want to “break loose” from reality and their problems, as well as the chains that bind them to their everyday existence.

Houdini used that desire to create impossible situations and then he would escape from them. Houdini would accept challenges from other people and then escape from those challenges, as well. His escapes were based on a vast knowledge of what was going to be binding him – handcuffs, leg irons, a straightjacket, etc. – and then developing an exit strategy that would free him. He had unbelievable patience and a determination to succeed.

You can use that same strategy, when faced with a challenge that seems inescapable. Discover all you can about what the challenge is and then, calmly, create an exit strategy that will allow you to overcome it. The key word here is “calmly.” Even though Houdini knew how he would make his escape in advance, sometimes his idea didn’t work, so he had to devise and try another plan. Houdini, even with his most difficult escapes, knew that he must never panic. He was resolved that “in time,” he would always find a way out of the problem.

Therefore, don’t try and “force” an outcome. Develop a plan and move according to circumstance. If you need to change your strategy, do so. However, with any plan you devise, be steadfast in your thinking that you will, ultimately, find an answer to your problem and that you will succeed.

Undoubtedly, Houdini will be remembered as a great magician. But he will also be remembered as someone who showed people that despite any challenge, there is always a way to escape through an understanding of the situation, the development of a flexible plan and then, the calm execution of that plan … with determination.

At the age of 8, Bob read a book on Houdini and was hooked. Today, as one of the leading funny motivational speakers on the corporate circuit, Bob reinforces strategic points of his presentation with magic and mind reading. You can watch his funny motivational speaker video demo for a quick look at Bob’s work. 

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use the byline and author resource.

In addition to being a funny motivational speaker, I also work with clients worldwide to help them create a bigger “BUZZ” about their products and services at trade shows. I’m usually referred to as a trade show magician or trade show presenter, but I prefer trade show mentalist.

However, what really counts is that I help my clients draw more attention to their trade show booth, as well as deliver key information and then make sure that qualified attendees get scanned and have access to the sales team. This latest testimonial confirms that is what I do.

At many sales or employee events, there are incentive awards given to the top producers or achievers. As a funny motivational speaker, I speak at many of these events and prior to going on, oftentimes I will sit in the audience. Over the years, the comments that I have overheard from the “non-winners” have been interesting. Many have felt that the goals of the incentive program were unrealistic or that the people getting the awards “always win, so why bother…” etc. While such programs may increase profits, they – sometimes – do very little to increase teamwork or morale. In other words, any incentive program, whether it’s a sales incentive program or an employee incentive program, can either be productive … or counter-productive.

An example of a counter-productive program is where the goal is impractical or where only a specific number of participants will win and, therefore, the rest of the group will lose. Many in the group quickly give up or don’t get involved, because they don’t see how the goal can be reached or how they can win. Conversely, a productive incentive program establishes a realistic objective and rewards everyone in the department for reaching that goal. As opposed to the counter-productive program, this approach reinforces teamwork and increases overall morale.

The following 4 steps can aid you in creating a productive incentive program that enhances teamwork and morale, while simultaneously achieving an important goal. I call these steps the 4 D’s:

1) Define the Goal:
What do you want to accomplish? Who will be involved? What can you do to make the goal uncomplicated, include as many people as possible, and eliminate any obstacles to success?

2) Develop a System of Measurement:
How will you measure involvement and improvement? Allow those in the program to contribute their ideas with regard to the rules and the system of measurement, as well as the reward. Participation in the decision process greatly enhances a “team approach” and aids in increasing overall involvement.

3) Determine the Reward:
What reward can the company provide that acknowledges everyone’s contribution to achieving the goal? Consider a company-wide event where all can attend and have fun. Should you wish to reward individuals for specific achievement, think about something nice, but not “over the top,” such as plaques or certificates.

4) Dedicate Time from Leaders to Help:
Get management involved. Have them provide encouragement to all and keep everyone motivated. Leaders are supposed to provide support and guidance, not stand back with their arms crossed waiting to see how the group will perform.

The end goal of any incentive program should be that everyone has fun but, even more importantly, that the participants know the company is grateful for their hard work and dedication to achieving the goal.

Showing a 10-12% increase in employee productivity is just one result that you can expect when you conduct an employee incentive program correctly. My funny motivational speaker testimonial will prove to you it can be done, as will other testimonials regarding sales incentive programs found on my funny motivational speakers site.

Trade show magician Bob Garner has a new testimonial that confirms how he consistently delivers high quality leads and the “WOW” factor to his clients at trade shows.

More than just a trade show presenter, Bob has been working with this client at their large shows for over 7 years! Check out the video and if you want to generate high quality leads and the “WOW” factor at your next exhibit, call trade show magician and trade show mentalist Bob Garner.

A couple of years ago, I started looking for a new associate for my roster and I found the perfect addition in San Luis Obispo magician and mentalist Derek Hood.

He is a great talent, easy-to-work with, highly professional and a nice guy, as well. He is definitely one of the “up and coming” trade show magicians.

I have used him on a number of corporate events and he always delivers high! Last week we sent him to DC for new client Exxon Mobil and he did a great job. In just a few days, Derek heads for Salt Lake City for AHIMA. I know he’ll do well there too!

Asking for the sale is one question that sales managers and sales trainers spend a good deal of time covering, because it’s one of the most important questions a sales rep should ask, yet the least often asked. Understanding that not all reps feel comfortable using the question, “Do you want to go ahead with this?” as a sales closing technique, the following method provides an effective way to ask for the sale by having your client not only agree that he/she can see how your product/service will help them to solve their problem, but also openly affirm that now is the time to act and close the deal.

I first discovered this sales closing tip in “Ziglar on Selling,” by Zig Ziglar. In this great book, Ziglar refers to it as the “Three-Question Close.” To adapt it to my style of selling, I made some alterations and call it the “C.U.T.” approach. It comes from the term “Cut to the Chase” which was first used when making silent movies. The climax of many silent movies was the “chase scene” and during the editing of a film, when it was time to bring the movie to a close (so that the characters could live “happily ever after”), the director would say to the editor, “Cut to the chase!”

When it’s time for you to cut to the chase and ask for the sale, begin by asking your client:

C – “Can you see how my product will help you to …” (State client’s specific need or problem.) If the client says “No,” then you need to uncover what you missed. However, assuming that your product/service does solve their problem and you have presented your case correctly, the answer should be “Yes.” You then ask:

U – “Understanding that, obviously, you are interested in …” (Solving that problem.) Naturally, your client will say “Yes.” You then ask:

T – “Then, truthfully, if you were going to start (solving that problem), when do you think would be the best time to begin?”

At this point, if the client says, “Well, I guess right now” then you can say, “Great. Let’s get the paperwork started.” However, if the client says, “I don’t know” then you need to use what Ziglar called the “Probability Close.” Ask your client, “Okay. I was wondering, on a scale from 1 to 10, with 10 being that you want to go ahead right now – where do we stand?” 

If the client says 7 or higher, then you say, “Specifically, what can I tell you about how we can help you (solve the problem) to move you to a 10?” Then listen very carefully. Your client is close to making the deal and you need to find the concern and provide a solution. If the client says 6 or less, there is major unresolved issue and you’re far from closing the deal. You’ll need to discover that issue and provide an answer.

In either of the above scenarios, after you have reviewed and answered their objections, you ask, “I think I have answered all your concerns. So, on that scale from 1 to 10 – are we at a 10?”

If the client still says, “I don’t know” or “Not yet,” then you can either further penetrate their concerns or make the decision that, perhaps, you might be “spinning your wheels,” and you need to move on to your next client.

If you have answered all of your client’s concerns, asking for the sale is the easiest part of the sales process. Using the “C.U.T.” sales closing technique is a direct way to emphasize that you truly understand your client’s issue and allows your client to concur that your product or service can help solve that issue and that now is the time for him/her to act. Hopefully, by using the “C.U.T.” approach, your sales call will end just like the old silent movies after the “chase scene”… with everyone living happily ever after.

Recognized as a funny motivational speaker who actually has something to say, Bob Garner has worked with corporations worldwide to improve employee and sales productivity and performance. In addition to being an entertaining motivational speaker, Bob is an author and syndicated writer.

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use my byline and author resource.

Funny motivational speaker and funny emcee Bob Garner “WOWS” another client at their annual National Convention.

Bob reads minds and gets the audience laughing and involved. Bob was the kick-off speaker, as well as the emcee for the “Spirit Contest,” and then delivered an empowering keynote to wrap it all up.

The result: “Bob Garner astounded our audience… A standing ovation!” Check it out.

If you’re looking for an entertaining motivational speaker who actually has something to say; if you’re looking for a funny emcee who can keep your event moving and energized; if you’re looking for a speaker who will deliver the “WOW” factor, then you need Bob Garner. Go to http://www.bobgarner.com .

Please take a moment to watch and share this video from Heaven Can Wait Equine Sanctuary for Healing and Learning.

This group saves abused and abandoned race horses and their offspring, as well as other horses, donkeys, and mules. How some people treat these animals for work or sport is disgusting and criminal and Heaven Can Wait is trying to help these creatures live a peaceful and loving life.

She also provides programs for cancer victims and survivors, children with learning disabilities, autism, and more.  As you can imagine, the cost to treat, rehabilitate, house, and care for these abused and abandoned horses is HUGE!

If you love animals; if you love horses; if you watch or participate in horse racing, please consider making a tax-deductible contribution to http://www.heavencanwait.us or at the very least, share this video on Facebook, Twitter or on your blog.

I have been working with sales reps in a variety of industries for nearly 30 years. Generally speaking, they’re a congenial group of outgoing people who understand that they are essentially entrepreneurs – they’re in charge of their own success. Additionally, they are “thick-skinned” due to the heavy amount of rejection that they receive from customers. Even though customers can make them angry (that’s part of the game), from my research what also makes them angry is the treatment they receive from their own company. (You know, that same company that shouts “We need teamwork” at sales meetings.) Here are the 4 top ways a company can anger its sales reps – which reduces morale, teamwork, and profits – and how to stop doing that.

1) Don’t Pay Them on Time: There is no excuse for companies to not pay their reps on time. You expect your customers to pay their bills on time. The rest of the employees and those in the C-suite also expect to be paid on time. So, why would anyone think that you should not pay those who are “bringing home the bacon” for the entire company to be paid on time? How to stop it: Ask reps if they’re having problems being paid and fix the problem. Again, there is no excuse.

2) Mess With Their Territory: Some sales managers love to sit around and rearrange territories like it was their own personal serfdom. True, sometimes adjustments are needed if some reps aren’t pulling their load; however, oftentimes, it is just done to “shake things up,” which is ridiculous. Since all sales are based on relationships, you can’t develop a relationship if you keep changing the players. How to stop it: With the exception of a low performing sales rep – let your reps alone to build their relationships.

3) Give Them Little or No Support: A sales reps goes out and does his/her job and then transfers responsibility to fulfill or maintain the order/customer, as they are supposed to do. However, when support fails at their job, who gets the blame? The sales reps. Who loses the sale? The sales reps. Who doesn’t hit their numbers? The sales reps – due to no fault of their own. As many reps have told me, “Why do they drive teamwork down our throats, yet put up with the lack of teamwork from everyone else and do little about it?” How to stop it: Talk to your reps and find the “weak links” in the support chain and fix it. Again, no excuses.

4) Smother with Paperwork: Bottom line: When you add a lot of paperwork to a reps job, you slow them down. I have seen some of the paperwork that reps had to complete and much of it makes no sense. Not to mention, when the person who gets that paperwork – an employee who is not commissioned based – loses it, then everything has to be resent, etc. Wasted time equals wasted sales, which equals low productivity and profits. The sales team is the blood that makes the heart of the company pump, and when you clog the flow to the heart of the company with reams of unnecessary paperwork, you kill the company. How to stop it: Find ways to reduce the paperwork, so that reps can do what they are hired to do – sell, not fill out tons of paperwork.

These are the top 4 ways you can anger your reps and the beginning steps that sales managers and other executives can take to stop it.

As a funny motivational speaker who speaks to companies on performance and productivity, I have, as mentioned, spoken to hundreds of reps and these are the issues that frustrate them the most. For more ideas on improving sales, performance and company-wide productivity, visit my funny motivational speaker blog.

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use my byline and author resource.