About me


I've never been in jail. I've never been prosecuted for a felony, or even a misdemeanor. I have no children, legitimate or otherwise. I've never declared bankrupty. I've never been married, or stolen someone's wife. I brush my teeth everynight before I go to bed, even if I'm drunk, which doesn' happen too often. I always floss, I pay my parking tickets. Let's see, what else ? 

I am also expert in providing consultancy regarding...


Sales Training
(relationships selling, negociations skills... in order to deliver better sales results with your customers, to ensure a more consistant win/win outcome in negotiations, to identify and achieve additional growth in revenue, to grow your sales team to signicantly improve their performance. 



Sales techniques (ten first words, magical words, the closing silence, objections, benefits, right questions... for telephone or face to face)



Sales Coaching
(Exceed sales targets, unlock potential, achieve success, improve client relationships, delivering improvements in sales results)



Team Building
( to clarify the collectives goals, to identify those inhibitors that prevent them from reaching their goals and remove them, to measure and monitor progress, to ensure the goals are achieved...)



Coaching
 (learn basic NLP communication, unique tools to assess individuals like Enneagram, performance and skills gap analysis, developping coaching skills, giving strength centred feedback, understand your values, define your direction in life, build self esteem, develop key strengths, manage stress, manage change)


Increase sales (newsletter, script, sales and marketing game plan, increase sales from telesales and telemarketing, improve your sales pitch and sales presentation, successful sales management...)

 I can be contacted on:

tel:     +33 6 42 53 88 63  

eMail: regis.iglesias@yahoo.co.uk

The Apprentice

Samedi 22 novembre 2008

The Apprentice returns to BBC One on Wednesday 25 March at 9pm and we've had a sneak peek at the 15 candidates who are hoping to win a job with Sir Alan this year.


There is a shock start to this year's series when the hopefuls find out within the first five minutes that one candidate has already buckled under the pressure and pulled out of the show the previous night.


This year's remaining hopefuls include a city stockbroker, an award-winning restaurant owner, a qualified lawyer, an aristocrat, an ex-professional footballer and a chess champion.


There are also two international candidates - a New Yorker who has performed at Carnegie Hall and a Tanzanian beauty queen.


As usual, Sir Alan gets straight to the point and tells them bluntly: "I don't care where you're from or what your last job was.


"You think you can second guess or play me? Well let me tell you, I'm as hard to play as a Stradivarius. You're as easy to play as the bongos. First prize – you get to work for me. Second prize – doesn't exist."


Take a look below to find out more about this year's Apprentice hopefuls...

Anita Shah

Age: 35
Career: Business Strategist
Qualifications: LLB in Law & Postgraduate Diploma in Legal Practice
Lives: Birmingham

Cricket fanatic Anita is a qualified lawyer and self-confessed perfectionist. Anita, who led a team to win at the Visa Business School in 2008, hopes to one day complete a chick-lit novel and launch a new business providing emotional, psychological and spiritual therapy. She is inspired by James Caan for believing that you can be successful by investing in relationships and being nice to people, rather than being ruthless or devious. Anita considers herself to be a humanitarian with a Bridget Jones alter-ego.

She says: "My CV is strong. I am articulate. I can deal with questions and make impactful statements. Many lawyers can't. People want to chat with me."

Debra Barr

Outspoken sales-woman Debra was awarded "mouth of the year" at her office Christmas party and confesses to being a bit tenacious. Buckinghamshire-born Debra considers herself to be a direct and driven sales-woman with a passion for business ... and a love of horses. She has had to fight illiteracy in her youth having struggled through her primary school years when, aged 10, she had the reading age of a six-year-old. Embodying her belief in overcoming objections, Debra went on to study English Literature at university. Inspired by Bill Gates and Sir Richard Branson, she is a go-getter who would rather ask for forgiveness than permission.


She says: "When I set my sights on something I have to make sure I get it. I am very cautious and only let the people that I can trust see the softer side of me."

Kate Walsh
Age:
27
Career: Licensing Development Manager
Qualifications: BSc in Psychology and Management
Lives: Hampshire

Born in Staffordshire, Kate is confident and resilient with what she describes as an ability to develop and sustain business relationships at all levels. The indie music fan lists cooking, snowboarding and gym workouts as passions she pursues with relentless enthusiasm. Although she regrets not applying to Oxbridge Kate, who admires the ballsy approach to business of Sex & The City's Samantha, continues to be a highly motivated and ambitious professional with an educated opinion on most issues.

She says: "My CV speaks for itself. I've always excelled academically and I have really achieved within a corporate environment across sales, marketing and a number of different aspects of business."

Kimberly Davis
Born in The Bronx, New-Yorker Kimberly is an accomplished musician and business owner who believes that no dream is too big. Kimberly's entrepreneurial spirit blossomed at an early age when, aged five, she started her own lemonade and ice tea stand. She has since gone on to launch highly successful marketing and development businesses. With an impressive musical history, Kimberly has performed Mozart at Carnegie Hall, danced onstage at Disney World, played flute in Disneyland's Electric Light Parade, and toured the US East Coast playing violin with the Essex County Chamber Orchestra. A strong believer in karma, Kimberly insists she has no poker face and lists Tiffany & Co, Chanel and Apple as her most inspiring brands.

She says: "I bring honesty and integrity to the table – I don't lie, cheat or backstab. I am not the stereotypical New Yorker and it's a stereotype I've faced."

Lorraine Tighe
Age:
36
Career: National Accounts Manager
Qualifications: NHC in Business Studies
Lives: Kent

Mother-of-two Lorraine was born in London and left school at 16. Since then she has gone on to be the top sales person in every company she has ever worked for and admires Victoria Beckham for being equally resourceful when doubted for having "not much talent". Talkative Lorraine admits to having very little education and has endured many trials and tribulations throughout her life. She sums up her attitude to business as the ability to drive a dead horse to the winning line.

She says: "I've fought against all the odds. I'm a single mum with no education and I've had a very hard time. It is tough, but to have the confidence I have I should be very proud of myself."


Mona Lewis
Age:
28

Career:
Senior Financial Manager
Qualifications: A-Levels
Lives: Kent

Born in Karachi, former Tanzanian beauty-queen and stubborn mother-of-one Mona would love to have been the brains behind Tesco. She sees herself as shrewd and honest in business and believes that personal emotions should never interfere with decision making. Describing herself as an open-minded decision maker, Mona chose to apply for The Apprentice based on her desire to step out of her comfort zone and change the lives of herself and her son.

She says: "I knew I would be selected, not to sound big-headed ... I've succeeded in the companies I've worked for because I work hard and I'm honest."


Paula Jones
Age: 29
Career:
Human Resource Consultant
Qualifications: Masters Degree in Industrial Relations and Human Resource Management
Lives: Walsall, West Midlands

Fashion conscious Paula is an academic with a love for interior design. Born and raised in Walsall, Paula, a self-confessed scatter brain, admits to liking being liked and shying away from conflict, finding that as a result she is often left with issues unresolved. At the age of 18, Paula was a four-star sergeant in the army cadets and represented the army at county level in shooting.

She says: "I am the girl with a plan. I have great wit and strength of character, and I am resilient to the core."


Yasmina Siadatan
Age: 27
Career:
Restaurateur
Qualifications: BSc Economic History with Population Studies
Lives: London

Highly ambitious restaurant owner and marathon runner Yasmina was born in Hull and spent time living in Los Angeles and Iran before settling in London. Yasmina, who first experienced the world of business in her dad's restaurant, describes herself as dominating yet adaptable and believes that business is about spotting a gap in the market and filling it better than anyone else can. She admires Sir Richard Branson's attitude to personal service and would love to have been the brains behind Microsoft, where the right idea at the right time led to riches.

She says: "Business is about a simple formula. Make more than you spend. That's what I do, I keep business simple and it works – I'm good at it."

Ben Clarke
Age:
22

Career:
Trainee Stockbroker
Qualifications: BA (Hons) Economics and Business
Lives: Belfast

Belfast born and bred Ben is the rebellious stockbroker who considers himself to be ruthless and money-obsessed. The former Gavin Henson lookalike is inspired by the Playboy brand and cites Hugh Heffner as one of his most admired business figures. Rugby playing Ben admits to being "cocky" but insists that he takes business very seriously. He is a young professional with what he describes as a raw hunger to make as much money as possible.

He says: "To me, making money is better than sex."


Howard Ebison
Age:
24
Career: Retail Business Manager
Qualifications: CIMA part-qualified accountant – BSc (Hons) Maths and Business Studies
Lives: Derby

Born in Surrey, Howard is an enthusiastic businessman who thrives in managerial positions. Howard, an award-winning dancer, self-trained musician and area manager to 10 pubs, believes that people enjoy working for him. Howard, whose teenage jobs included a paper round he got sacked from and a fish and chip shop shift he despised, now describes himself as family-orientated yet equally ambitious within his career. He hopes to one day set up his own consultancy specialising in customer service.

He says: "I am a credible businessman who wants to go far. I'm incredibly ambitious. If I don't go far down this route I shall go far down another route."


James McQuillan
Age:
32

Career:
Senior Commercial Manager
Qualifications: MA (Hons) Economics
Lives: Surrey

Family man James describes himself as a "schmoozer" who people feel comfortable around. Football referee, sports fanatic and former child chess champion James is inspired by people with passion and cites the likes of Al Pacino and JK Rowling as his inspirational figures. James, who claims to suffer from "foot in mouth syndrome", has worked as a labourer, trolley collector and a nightclub doorman before finding his niche in commercial management. He describes himself as likeable and selfless and would love to have been the brains behind The A-Team.

He says: "I'm astute and shrewd and smart ... maybe blunt at times."

Majid Nagra
Age:
28
Career: Business Development Manager
Qualifications: BSc Computer Science
Lives: Coventry

Reformed rebel Maj sees himself as loyal with the belief that business is the backbone to the world. Born in Coventry, Maj, who describes his attitude as "never say die", was expelled from school for wayward behaviour but, having changed his life around, he now works with youth centres and charities while running his own car hire business. Describing himself as funny and talkative, Maj says he never shies away from the spotlight.

He says: "I think that business is the backbone to this world – without companies buying and selling, there wouldn't be any economy"


Noorul Choudhury
Age: 33
Career: Science Teacher
Qualifications: GTTP, CIM
Lives: Rochdale

Science teacher Noorul hopes to eventually become a property development millionaire. Fashion-obsessed, he believes that Argos should be banned from selling jewellery and aims to one day start up a men's tailoring business. Describing himself as a straight-talking leader, he loves being kept on his feet and confesses to always putting work first. He believes that business is a cut-throat, dog-eat-dog game that you must play to win.

He says: "I have always been ambitious and driven and I've got the capabilities to deliver. I am not all talk… I can manage a team of people, total strangers, even, because I am feisty and have an attitude."


Phillip Taylor
Age: 29
Career: Estate Agent
Qualifications: NEBS Certificate in Management
Lives: County Durham

Born and raised in County Durham, Phillip, who describes himself as "confident and charming", believes he can deal with people on any level. A self-confessed control freak, he is passionate about all projects he involves himself in and considers himself to be a nice guy who people can relate to. He believes that you should make friends but make money while doing it.

He says: "Business is the new rock 'n' roll and I'm Elvis Presley."


Rocky Andrews
Age: 21
Career: Sandwich chain owner
Qualifications: N/A
Lives: North Yorkshire

Rocky is this year's youngest candidate and already earns more than the salary on offer from Sir Alan. He left school at 16 to pursue a career in football with Middlesbrough United but was soon diagnosed with arthritis – making it impossible to continue. Rocky since decided to start up a sandwich business at the age of 17 – which now includes 15 lucrative shops across the North East of England.

He says: "For me, business is about hard work, attention to detail, being willing to make mistakes and learning from these mistakes."

Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To successfully organize and manage an event on a Thames riverboat
Aim: To brief and motivate a personally chosen team and make some profit

Skills Tested:
- Business management
- People management
- Communicating
- Leadership

There are many non financial incentives:

- Quality of work
- A need to belong as part of a team
- A sense of achievement
- The opportunity to progress in career 
- increased responsability and autonomy


Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To be selected
Aim: To survive intensive high pressure questioning.

Skills Tested:
- Intelligence
- Ability to perform well at interwiews and to sell yourself
- Coherence
- Suitability to the company culture

An interview is a two way process. It is primarily about the interviewer deciding whether you have the right skills, abilities and personality for their business culture. Equally, however, it is about the candidates deciding whether the role, culture and scope of the job are going to be beneficial in building their careers.

Do you think like a winner?
How hungry are you_ for the job as well as personal success?
Can you sell yourself as you would any other product you believe in?
What's your motive for applyimg in the first palce?
What have you got to offer?

It is a buying and selling process - it's not personal!

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Lundi 17 novembre 2008

Challenge: To select a range of 'easy sell' products and pitch them to discovers via a TV selling channel.
Aim: To sell as many units as possible and make the most profit in half an hour.

Skills Tested:
- Ability to hit sales targets
- Evolving a sales pitch that holds attention
- Knowing when to change tack

Business lesson: Teamwork

When the pressure is on, clarity is everything. It's critical that each indivudual knows what they are doing and is not overloadedwith information that leaves them dazed and confused. had the team leaders got the balance right?


Its important to present yourself well. If you're launching a product and giving a presentation to a customer or group of costumers, you have to know exactly what the unique selling point of your product is and be able to get that message across quickly and clearly. The buyers needs to know what features will be of relevance to him or her. How is the product special? Why do they want it? How will it enhance their lives?

Presenting a sales pitch can be nerve-racking, so it's important to be well prepared. Waffling, pausing, apologizing or stuttering will leave your audience cold, whether you're on their doorstep or their TV screen. You not only need the accurate information to present, but you also need the confidence and ability to perform in order to draw in your audience.

Telling your potential customer how well the products sells, how few you have left in stock, and how little time they have to make their decision to buy can often increase anticipation and speed up the buyer's decision-making process.

To give a good presentation you need to:
- Learn by doing
- Be well prepared
- Make sure you are looking in the right direction and not confuse people by giving mixed messages
- Offer enough sales facts to entice a sale, but nos so many that you bore your audience
- Realize that timing is important
- Have the ability to entertain and hold an audience
- Anticipate questions that could be asked

You need to know when to push and when to step away from chasing a deal. In the true salesperson an instinct develops and you can tell when you've got a done deal.

Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To sell a mobile phone text messaging service to supporters. 
Aim: To sell services with no visible product while under time pressure.

Skills Tested:
- Entrepreneurial flair
- Ability to persuade customers to signl
- Teamwork

The challenge of selling face to face

If you were faced with a captive audience of 36000 people, how would you grab their attantion? Be inventive, creative and carefully planned.

Careful planning, knowing your product and the competition, and targeting the customer with the right information are crucial when selling direct. if you are looking for high value, you need to target the right sector of people, and make sure you amke their decision easy.

Always have a contingency plan.

Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To add value to basic ingredients by creating food.
Aim: To make the maximum margin.

Skills Tested:
- Sourcing
- Exercising cost control
- Researching competitors
- Pricing
- Maximizing profit margins

Business lesson: Controlling your costs

One of the most important aspects of any business is to keep an eye on costs.

Key questions to ask

- What is the product?
- Which product will sell the best?
- What kind of pricing do you want to sell the product for?
- What kind of margin are you looking for?
- How much are you going to spend on organization? 

'Always start off with a target margin. Without knowing that you are dead in the water.'
SIR ALAN SUGAR

Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To persuade celebrities to make contributions towards a fund raising event.
Aim: To negotiate, organize and deliver.

Skills Tested:
- Negotiation
- Diplomaty
- Charm under pressure
- Ability to add value

Negotiation

Negociating with someone in the public eye is no different from negotiating with someone anywhere else. However, acute attention to the person's body language is needed, and it is important to be well prepared and aim to close the discussion with an agreed action as quickly as possible.

Diplomacy

tactfulness is always important. Be clear. Be honnest. You will get a far better response. Keep calm and keep smiling.

Ability to add value

The art of selling includes being able to add value to the simplest item.  If the item has belonged to a celebrity, that is your added value. It is important to understand the value of what you youa re selling and what your market will pay for it.

Danger point: Thinking small

It's important to know who you are speaking to, to listen carefully to what they are saying and to recognize both their 'market value' and what the general public most values about them.

Business lesson: Effective briefing

A sales person rarely has longer than three minutes to make a pitch, and frequently has to make a positive sales impact with a single sentence. it is up to the individual briefing the salesperson to ensure  that they understand the unique selling point of the item and that they have been given a helpfull one liner with witch to sell it.

'I need closers! I need do-ers'
SIR ALAN SUGAR

Par Sky's the limit...
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Lundi 17 novembre 2008

Challenge: To produce an advertising campaign.

Aim: To establish an instant market for a never-before-seen product. To think of how to pitch a campaign, design and present it.

Skills Tested:
- Evaluating a complex brief.
- Imagination in coming up with new ideas.
- Understanding of the market.
- Pitching an idea.
- Communicating an idea to professional creatives.

Business lesson: Advertising

Managing difficult people

Personality clashes are a fact of life. I don't expect to like everyone I work with, and I don't expect everyone who works for me to like each over, but I do expect them to work together in an effective and professional manner.

If communication breaks down, the business suffers. if the differences are irreconcilable, i take a good look at the individuals' personal qualities and do what I can to keep them appart. of course, if one of those people is rubbing a lot of staff up the wrong way, i have a problem and that person has to go.

Par Sky's the limit...
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Samedi 15 novembre 2008

Challenge: To select a marketable artist and host a private view.
Aim: Achieve a match between saleability and profitability.

Skills Tested:
- Understanding popular choice
- Making a profitable decision
- Trusting judgement
- Credibility in a closed commercial world
- Getting potential costumers through the door
- Optimizing the team's effectiveness

Business lesson: Closing the deal

Focusing on the botton line

A specialist in a particular field may tell you that it is imporatant to educate costumers in order to persuade them to buy. I think that is nonsense. There are broadly three types of costumer:

- Those who will make an impulse purchase
- Those who don't understand what to buy and need some guidance
- Those who don't necessarily like what they are buying, but are already well informed.


A few good opening questions should indicate fairly quickly whether the guests are potential buyers or not: 'Are you here to buy this evening?' What kind of product do you usually buy?'

What is instinct?

I believe that instinct is innate, something you are born with, but also something that you can build on, that you can learn through experience. it's a kind of inbuilt sensitive intelligence that helps you to see and understand things without being conscious of it.

The silent close

In selling there is a tough device used, which is called 'the silent close'. Any salesperson these days who has been on a training course will know about it. In the silent close you stay silent in order to force the other person to talk. A deliberate  silence may last only a few seconds, but it might feel as if has gone on for hours.

A silent close is usually used after the point when you have proffered your best deal, and you're implying, 'I dont mean to be rude, but I'm going now-That is your last chance.' You only come to understand how to use silence in negotiating by using it.

In my industry there is no point in selling something to someone if they don't want it or need it. It is a principle that will hold broadly true for every other sector as well.

Par Sky's the limit...
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Samedi 15 novembre 2008

Challenge: To run a given area of a department store.
Aim: To choose a range of appropriate products at a price range that allows maximum profit.

Skills Tested:
- Product selection
- Delegation
- Calmness under pressure

Business lesson: Running a retail department

A lot of people say that business is founded on luck, and of course there is an element of luck involved in certain deals and on certain days. If you are in the right place at the right time and something occurs that is completely unexpected and unplanned that you benefit from, then of course luck plays its part.

But there is no such thing as luck in long term business. Ther is just hard work, determination and knowing what your business is all about.

Luck was debated quite hard in one of the tasks as playing its part for one of the teams. It might be tempting to agree, but usually there are other factors at play that contribute to success, such as effective planning and choice of products, pricing, display and selling skills. Because contestants had some success, alot of people termed it 'luck'.

Par Sky's the limit...
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...

Famous 'failures'

Albert Einstein, considered the greatest genius of the twentieth century, was four years old before he could speak.

Beethoven's music teacher once said of him, 'As a composer, he is hopeless.'

F.W. Woolworth, one of the founders of the modern department store, got a job in a dry goods store when he was 21, but his employer would not allow him to wait on customers because he 'didn't have enough sense to close a sale'.

J.K Rowling. The first Harry Potter book was turned down by eight agents, and when she finally got a deal, she was warned by the publisher, 'You'll never make any money out of childre's books, Jo.'

Thomas Edison was told by his teacher that he was too stupid to learn anything and encouraged to to think of a career where he might succeed by virtue of his pleasant personality.

Walt Disney was fired by a newspaper editor because he 'lacked imagination and had no good ideas'.

Winston Churchill had to repeat a year of school after he failed the test that would have allowed him to move up a year.

!


American beauty

Considerer the observation by Lester Burnham, played by Kevin spacey: 'Both my wife and daughter think I'm this gigantic loser, and they are right. I have lost something. I'm not exactly sure what it is, but I know I didn't always feel this sedated. But you know what? It's never too late to get it back.' 


  !

Fail, fail again

 

At first, you rarely succeed. Hence you need to... fail, fail again.

Consider my mantra:

 

No failures... no successes

No fast failures... no fast successes

No big failures... no big successes

No big, fast failures... no big, fast successes

 

'',,

 

The loyal "We"

 

Here's another "trick"!

Always us the word "we", in talking with customers, say, "We will take this approach..."


 

!

 

Thomas Edison, once said:'Genius is one per cent inspiration, and 99 per cent perspiration.' how often do you sweat?

When the author J.K Rowling was asked how she had managed to write the first Harry Potter book as a cash-strapped simgle parent, she said quite seriously that she didn't do any housework for four years. There's a woman who knowa her priorities!

Colin Farell. He'd point to a day back in 1993 when he failed an audition in Dublin for the boy band, Boyzone. Manager louis Walsh told him he simply couldn't sing. With hindsight, what a blessing that failure turned out to be! After it, Colin decided to concentrate on acting, headed off to Hollywood where his first role was in Joel Schumacher's Tigerland, launching an incredible career that currently pays him $7 m per movie, probably more by the time you're reading this. Boyzone as we know, is no more.

As the best-selling self-help author Wayne Dyer says, 'You are what you think about all day long.' If you were busy thinking 'I'am stupid' then that's how you will have seen yiourself. You were like a heat-seeking missile, looking for what you had been programmed to look for.

Sir John Harvey-Jones: 'To create success, everyone' noses must be pointing in the same direction.'

Winston Churchill defined a succesfull person as 'somebody who goes from one failure to another without any loss of enthusiasm.' Ensure that's you!

!


Use a mantra:  I can do it, I will find a way, I'm good enough to do this, will all put a string in your step. These are your holy words, with the power to sharpen your focus and create your results. Soon enough they'll kick and start working for you.

'I wouldn't say I'm the best manager in the business, but I'm certainly in the top one.' Brian Clough 

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