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NZ’s e-mag for sales leaders
NZSALESNOVemBeR 2011 Issue 56
Linkedin Company Pages
First Impressions On The Phone
Networking – Make Notes As You Go
Plus! Check inside to see if you've won prizes from our supporters!
Barriers to Coaching a Sales Team9
NOVEMBER / IssuE 56
THIs WEEK's MusT READ
9 BARRIERs TO cOAcHINg
A sAlEs TEAM
Coaching expert Keith Rosen outlines the
barriers and their solutions.
lINKEDIN cOMpANy pAgEs
10 tips for making the most of them
QuIcK FIx
It’s not what you sell,
it’s how you sell.
TWO MINuTE TOp-up
FIRsT IMpREssIONs ON
THE pHONE
3 tips to avoid the hangup reflex
REsOuRcE cORNER
THE ulTIMATE sAlEs lETTER
`
NZsM cAlENDAR
MARKETplAcE
sITuATIONs VAcANT
sAlEs suppORT WINNERs
THE clOsE
6
10
14
16
18
19
20
22
23
25
6
16
CONTENTS
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P +64 9 550 5223 E [email protected]
T @magnetismnzwww.magnetism.co.nz
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NZsm / NOVemBeR 2011 / 4
so post world cup, Graham
Henry has stated that he
might take on a ‘coach
the coach’ job in english Rugby.
Whether it is ‘Ted’ or someone
else, the essence of this is that if
you want a sport that is strong
at the grass roots, and a winning
international team, you have to start
with developing top class coaches.
In this issue master sales Coach
Keith Rosen takes us through
some of the obstacles of
implementing a sales coaching
programme. I find it interesting
that Keith starts with the same
problem of there being no
‘coach the coach’ programme,
and that if you as a sales
manager want a world class
sales team, then you need to be
a world class sales coach. The
article is well worth a read.
I noticed a report last week stating
that Twitter data shows that in
2007 global usage was at 5000
tweets per day, and that just four
years later we can now see over
5000 tweets per second in times
of significant international events.
To help keep up with this growth
in social media we also have a very
practical article by local expert
Linda Coles on the use of Linked-in
company pages.
Remember to take a look inside
to see if you are one of this
issue’s winners. Turn to page
12, and you can enter the draw
to win a copy of Linda Coles
new book, Learn marketing with
social media in 7 days.
Happy selling
paul
JOIN us ON:
ABOuT /short and sharp, New Zealand
sales manager is a free e-magazine
delivering thought provoking and
enlightening articles, and industry
news and information to forward-
thinking sales managers, business
owners and sales professionals.
eDITOR / Paul Newsom
ART DIReCTOR / Jodi Olsson
GROuP eDITOR / Trudi Caffell
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ADDRess / NZ sales manager, C/- espire
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From the Editor
IssN 2230-4762
MicrosoftDynamics CRM
Gold Customer Relationship ManagementSilver Independent Software Vendor (ISV)Silver Learning
NZ Sales Manager would like to acknowledge the support of our major partners
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T H I s W e e K ’ s m u s T R e A D
Keith Rosen is the executive sales coach that top managers, sales professionals and executives in many of the world's leading companies call first. As a prominent, engaging speaker, Master coach and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behaviour and in their results. To find out more visit www.profitbuilders.com
Barrier One: No coach the coach program
One of my clients recently called me with questions
about building an internal coaching program. It seems
the person who was spearheading the initiative was
having a difficult time putting the processes and
procedures together as well as getting the managers
to embrace the new philosophy and approach. since
the company felt they could build the internal coaching
program on their own, they didn’t hire an outside expert
or consultant. The person in charge of the initiative
wasn't even a coach but someone in HR. Without a
coach training program to develop coaching skills
and competencies, you can change your managers'
titles, but not their essence, their thinking, or their skills.
Barrier Two: coaching Is a choice—Not an Obligation
The coaching relationship is a choice, not an obligation.
The relationship between the coach and the people
who are coached is a designed alliance, a collaborative
partnership, and more. As such, remedial or sanctioned
coaching is often met with resistance rather than with
open arms. How is coaching being offered to your
team or to your employees? As a perk, an incentive, an
Barriers to Coaching
a Sales Team9
By Keith Rosen
7 / NOVemBeR 2011 / NZsm
option, an obligation, or a remedial response to under
performance? Are you offering it to your entire team, to
a select few, or to just one person?
Barrier Three: surrender your Agenda When coaching
What if your boss walked up to you today and said,
“Your career, your bonus, your position in this company,
and your salary will depend on how well your team
performs. That said, I want you to start coaching all
the people on your team, one on one. Hold them
accountable and be unconditionally supportive, while
surrendering your agenda and maintaining objectivity.”
Could you do it?
my clients consist of a myriad of companies and
professions, all shapes and sizes, selling products and
services in practically every industry and profession.
Yet, the one truth I share with them is this: “When
you work with me as your coach, this will be the only
relationship you have where it will always be 100
percent about you.”
If you’re an internal coach, this may be a stretch
to fully surrender any agenda or attachment to
your sales team's performance, especially since
their performance directly reflects on you. In such
cases, there’s an inherent challenge for you, as
the business owner or manager, to separate your
agenda from theirs and have no personal expectation
from the relationship other than your unconditional
commitment to their continued growth and success.
It’s going to take some adjustment on your part to
develop an unconditional and authentic relationship
with your salespeople.
Barrier Four: you're coaching people, not changing
people
There’s a big difference between coaching people and
changing people. However, for executives or front line
managers who are commissioned to hit some aggressive
sales numbers, coaching is the last thing they want to talk
about. The real distinction is that coaching is a process
of discovery. A coach cannot push for results or attempt
to change people overnight. The traditional scenario
to facilitate change is typically a stressed-out manager
who lays the same stress on his salespeople that his boss
dumped on him. “Work harder; get focused; our jobs can
be on the line; just bring in some more business.” This
hollow approach seldom drives change.
Barrier Five: connection—It Has to Be the Real Thing
In coaching it’s critical for unrestricted, honest
communication in the coaching relationship.
It's extremely challenging to connect with
your salespeople at a deeper level, the
type of connection necessary between the
coach and the person being coached.
many employees are afraid that if they disclose too
much, it will be held against them in the future. so they
limit their vulnerability level to what is absolutely needed
to perform their job function. This restricts safe and
open communication, limiting the chance to connect
with your people in a way that allows coaches to get to
the real issues and barriers;—barriers that are preventing
improved performance.
Barrier six: confidentiality and No Judgment?
sure, Boss!
Lets get right to what you're thinking. Your role as
supervisor or boss presents some inherent problems
with coaching that need to be addressed head on.
Given the parameters, guidelines, and principles
necessary to be a masterful coach, trust is critical to
make the connection. After all, if your employees can't
trust you as their manager, forget even trying to coach
Coaching is a process of discovery. A coach cannot push for results or attempt to change people overnight.
NZsm / NOVemBeR 2011 / 8
them. Coaching requires an elevated level of trust that
transcends the superficial trust between employees
and management.
And what if some of your salespeople already have a
problem with you as their boss and now you're going
to try and coach them? How does that get handled? Do
you think any of your employees are going to just come
out and say that? Think again.
As a result, this relationship could quickly turn into more
of a mentoring rather than a coaching relationship. This
is a major reason why companies bring in an expert
coach from the outside who doesn’t have any direct ties
to the company as a manager would.
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Barrier seven: Anyone can Manage, Not Everyone
can coach
“I’m really not cut out to be a coach.” The hard
fact is there are managers who want to be coaches,
managers who need to be coaches, and managers
who shouldn’t be coaches, and probably shouldn't be
managers, either.
Companies that force all managers into a coaching role
make a costly assumption that all of their managers
would actually make great coaches, just like every college
athlete should automatically make the pros. The rules
work the same. Desire, attitude, ability, and skill will
always be the formula for becoming a successful coach,
or athlete. Then there is the mistake of pushing managers
to do something they don't want to do. managers can
easily sabotage their own coaching efforts, and in the
end, corporate may learn the wrong lesson: "I guess our
internal coaching program didn't work."
Barrier Eight: Full Accountability
If you want to become powerful, hire a powerful coach.
It's a simple, yet highly effective strategy. If you want
your salespeople to be powerful, you need to be a good
role model for them. As you evolve, so does your team.
Consider this truth: Your team is a reflection of you. If
you're not prepared to be 100 percent accountable
for the success and failure of your team, if you skirt
accountability in any way, if you lack professionalism
or proficiencies in certain areas, your team will reflect
these weaknesses. If you choose to evolve, so will your
salespeople. If you want a world-class sales team, you
have to become a world-class executive sales coach.
Barrier Nine: competitive Managers
The most effective leaders develop other leaders.
They encourage their people to perform as well
as they do—even better. That is the sign of a true
master and the real testament of a great manager.
But what if the manager perceives his coworkers
and subordinates as a threat? What if the manager is
driven strictly by ego, the need to prove himself and
his worth?
What if this manager thinks he has survived only by
keeping a competitive distance from his peers and
salespeople? I've known managers who don't share
their tools and best practices with their salespeople
for fear their salespeople will outdo them. These are
likely to be inferior managers who will seek to selfishly
leverage the coaching relationship in a way to better
themselves and their position rather than for the
betterment of their sales team.
Now that we've listed the barriers that can get in the
way of implementing an effective internal coaching
program, do not be disheartened. With greater
awareness comes choice. The good news is, you
possess the power to make a difference. ■
The most effective leaders develop other leaders. They encourage their people to perform as well as they do—even better. That is the sign of a true master and the real testament of a great manager.
NZsm / NOVemBeR 2011 / 10
linda coles of Blue Banana is a speaker and trainer on building relationships online. To find out more visit www.bluebanana.co.nz
10 tips to get you startedBy Linda Coles
Linkedin Company Pages
Just like Facebook created their version of a
company page, now so have Linkedin, but the
appeal of having a company page on Linkedin, is
the professional business orientated community it sits
in. With 130 million business members, who wouldn’t
want a business page there? There certainly won’t be
anyone asking you to join his or her Farmville game!
Normally the profile pages that you set up on Linkedin are for your own personal use, and it is indeed against Linkedin’s terms and conditions to set a personal profile page up as a business. But Linkedin has seen that by capturing and promoting more business information in this community, it could make way for a whole lot more engagement and knowledge sharing.
Take a look at Dell’s page here. They have really used just about everything they can on their company page except for adding their Twitter account for some reason.
so how do you set it up?First off, you must be a member of Linkedin.Only one person from your company can set up the business page and you will also need to have an email address that matches, so using your Gmail address won’t work. This stops others from setting up company
pages that they are not authorized to do. To start your
Linkedin business page, simply click on COmPANIes
on the top navigation and then ADD COmPANY.
11 / NOVemBeR 2011 / NZsm
#5
#4
#3#1From there it is fairly self-explanatory and you just
need to follow the very easy steps, but did you know
you can now:
Add Video to your products and services page
There is now space to add this on your product or
service “home page” as well as on each individual
service page. You do have a company video don’t
you? With more and more companies waking up to the
power of video blogging, technical videos and video
training, this may be an area for you to develop if you
don’t have any.
Add a careers page if you have vacancies to advertise
If you are currently looking for new employees, what
better place to advertise than on a database with more
than 80 million people! The listed vacancy will pop up
on the home page of people Linkedin thinks may be
interested in and many companies have had success
filling vacancies through this method. What is also
great is that anyone who clicks on the advertisement
can easily see a whole lot more about the company
and the other employees who are in their network.
get product or service recommendations from
satisfied customers and display them on your page.
These recommendations are user aware which means that
Linkedin will show you recommendations by people within
your network if they are available. What do you think that
says to me when I come across a recommendation of a
service by a well-respected business contact of mine? If I
trust that person, they may well have just sold me on your
product or service. If Jim thinks it’s good, it must be! They
are your silent sales people.
Follow any company that interests you
each time a company that I am following updates
something, I am notified on my status update page.
How cool is that for inside intelligence, particularly if
I am a recruitment agent? They may need help to fill
that vacancy that has just been created, or the person
that has just been promoted may want to hear from me
in their new role.
The company overview page allows you to see how
you may be connected to that company, a bit of
inside intelligence. If you are looking to do business
with that company in some way, you may have some
inside connections that could possibly be helpful to
you, or even pass an introduction message on to the
person you need.
#2
NZsm / NOVemBeR 2011 / 12
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#9#10
#8#7#6your blog posts feed into the page
Let your followers find out more about the company via
your company blog posts. each time you write a new post,
it will show on your page automatically, so if you write in
a more relaxed style on your blog than your website, that
gives another dimension to the company voice.
your tweets can also be fed in
The same goes for your company tweets, so be extra
careful here if you feed your tweets in.
you can add 3 banner images that link through to
different pages of your website
How cool is that, your own free banner advertising that is
linked back to where ever you want it too! Why not create
an image with “Become a fan of our Facebook page” and
link it back to Facebook if you want to cross pollinate a
little, or link one to your services page, and the other to
your about us page.
you can add a disclaimer
even if you don’t add a disclaimer, use this space to write
something else, make use of it.
you can even create a new page for a different target
audience which linkedin will publish for you, all for free!
If you have a different offering for your us market than
your Canadian market, then the new feature will allow you
to create multiple variations of the page, which Linkedin
will automatically show for you. Whilst it doesn’t say how
many, there seems to be space for six variations.
Lastly but not least, you can add a button to your website
that asks ”Follow us on LinkedIn”. simply copy the html
code and you are done. You may need your web person to
do this bit for you. ■
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13 / NOVemBeR 2011 / NZsm
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EmpowEring SalES managErS. growing SalES.CongraTUlaTionS
Congratulations to paul Steer of Unilever winner of the exclusive 12 month SalesStar management programme, valued at $12,000! Developing today’s Sales managers into tomorrow’s sales leaders.
The SalesStar Management Programme provides a perfect platform for new and existing Sales Managers to enhance their current knowledge and learn sales management best practice to accelerate sales revenues. This is a comprehensive programme that provides a blended learning approach with practical workshops, online learning and on-going support. Click here to learn more!
Saatchi & Saatchi Building, Suite 4a / 125 The Strand, parnell
T: + 64 9 524 0999 E: [email protected]
www.salesstar.com
GET IN TOUCH:
Q u I C K F I X
How many business cards might you collect at
a networking function? Five, ten, twenty or
more? You get back to the office a couple of
days later and sort through the cards, deciding how
to follow up each one. With many conversations in a
short space of time, and a couple of days in between
you may well struggle to remember key points of
relevance for the follow up.
most business cards have plenty of blank space. use it.
After each conversation pause for a moment and make
a note on the card of where you met the person, the key
points of relevance and what follow up is required. ■
It's Not What You Sell, It's How You SellQuick Fix
NETWOrKING – MAKE NOTES AS YOu GO
EmpowEring SalES managErS. growing SalES.CongraTUlaTionS
Congratulations to paul Steer of Unilever winner of the exclusive 12 month SalesStar management programme, valued at $12,000! Developing today’s Sales managers into tomorrow’s sales leaders.
The SalesStar Management Programme provides a perfect platform for new and existing Sales Managers to enhance their current knowledge and learn sales management best practice to accelerate sales revenues. This is a comprehensive programme that provides a blended learning approach with practical workshops, online learning and on-going support. Click here to learn more!
Saatchi & Saatchi Building, Suite 4a / 125 The Strand, parnell
T: + 64 9 524 0999 E: [email protected]
www.salesstar.com
GET IN TOUCH:
NZsm / NOVemBeR 2011 / 16
First Impressions on the Phone
Bill James is an internationally recognised sales speaker and trainer, who specialises in referral and relationship marketing. To find out more, visit www.BillJamesspeaker.com
Contacting someone by phone is the same
as contacting anyone anywhere – there
has to be a great first impression and fast
connection or you may well suffer from “the hang
up reflex!”
What is the hang up reflex? exactly what it sounds
like – someone looking for a reason to hang up
instead of hang around! You have it too – remember
the last time someone rang you about a survey as
you were sitting down for dinner?
When making a call you need to get past this hang
up reflex quickly so that you have the opportunity to
provide the service you know you can – but the person
you are calling doesn’t yet know about. If you do not, it
all ends here.
T W O m I N u T e T O P u P
3 tips to avoid the hang up reflexBy Bill James
When making a call you need to get past this hang up reflex quickly so that you have the opportunity to provide the service you know you can
17 / NOVemBeR 2011 / NZsm
Here are three easy tips that might help.
Firstly, address the white elephant on the table.
People hide from objections, but they transfer their
nervousness about them down the phone line and
so make them into a mountain. Instead, if there is a
likely reaction, why not acknowledge it and get past it
straight away – address the white elephant!
secondly, have a statement that grabs their attention
and creates curiosity – hopefully enough to keep them
on the phone. Let’s look at a simple example.
Let’s pick one of the great subjects everyone loves
to hate – insurance. Imagine ringing about life cover
(with all due respect to all the fine folk in the industry,
of which I used to be one!) most people have a
readymade hang up reflex in place about this subject.
so how about saying something like “Hello mr
X, I would like to talk about life insurance – and I
understand the reaction that just went through your
head because it goes through everyone’s head when
I say that.” (You have addressed the white elephant).
Now add a statement designed to grab their
attention: “mr X, the simple fact is that no one likes
insurance but you know what, everyone also knows
that nothing else does what insurance does. There
is no other way to put $50 a month aside and have
all the money you need when you need it most – it
is a fact. mr X, if that is of no interest, I am happy to
hang up. Otherwise I have something to tell you that
will take less than a minute and may be of value. Can
I have my minute?”
Will it work? Not all the time. But it is a system that will
help you get past that ‘hang up reflex.’
And the third tip is to remember that you will definitely
have people on the end of the phone who will now
be timing you to see if you take longer than a minute.
make sure you keep that promise! ■
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In the age of e-mail and instant communication, great
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NZSM CALENDAr
NOVEMBER- DECEMBER 2011
9 NovemberPowerful PresentationsAucklandsally mabellewww.sallymabelle.com/events/105/powerful-presentations-for-lea
9 to 11 NovemberProfessional selling skillsAucklandAchieveGlobalwww.achieveglobal.co.nz/calendar
11 NovemberOvercoming ObjectionsAucklandTop Achievers sales Training www.topachieverssalestraining.co.nz
16 Novembersales Dynamics Auckland sales star www.salesstar.trainingplatform.co.nz/courses/9-sales-dynamics
16 NovemberBusiness to Business sales skills 45 d mt Wellington Highway Auckland Zealmark Group http://www.zealmarkgroup.co.nz/profile_Business_to_Business.php
15 to 17 November scotwork Negotiating skillsWellingtonscotworkwww.scotwork.co.nz/Training+courses/scotwork+Negotiating+skills+course.html
29 November to 1 December 2011 scotwork Negotiating skills Auckland scotwork http://www.scotwork.co.nz/Training+courses/scotwork+Negotiating+skills+course.html
6 DecemberCold Calling/Hot Knocking Auckland Top Achievers sales Training www.topachieverssalestraining.co.nz
14 December Foundations for sales success 45 d mt Wellington Highway Auckland Zealmark Group http://www.zealmarkgroup.co.nz/profile_Foundations_of_sales_success.php
JAMIE FORD Keynote & Motivational Speaker
• Mental Toughness
• Optimism & Resilience
• Sales & Sales Management
• Positive Leadership
Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!
Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info
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Speakers & Facilitators
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Specialists in the recruitment of ICT Sales Professionals
Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion. Contact Hamish Haggie:
Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333
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Situations Vacantstrategic Business Development Manager
Well established FmCG company•$80k base salary plus commission, car and incentives•Fantastic opportunity with career advancement•deal candidates will have experience in Progressive/•Foodstuffs protocols
Contact Kristian on 09 524 0999 or email [email protected]
Territory Manager
Industry leader in logistics solution at the top of their game•$120k OTe with base, car, mobile, laptop, commission, •bonus and incentivesQuality systems and processes mean you can hit the •ground runningenthusiasm, a positive attitude and experience in •solutions selling are essential
Contact Kristian on 09 524 0999 or email [email protected]
New Homes consultant
Industry leader in new home building and development•$150k OTe with base and very generous commission•Take advantage of marketing campaigns and the •strongest brand in the marketIdeal candidates will have experience in Real estate or a •similar environment
Contact Kristian on 09 524 0999 or email [email protected]
Marketing Representative Auckland city location
This supplier of corporate, sporting clothingand attire throughout the Auckland city area
seeks the services of a marketing Representative.
For more details visit.http://jobs.nzherald.co.nz/job/view/4dffvm-/
solutions sales Manager $250k+ OTeAuckland cBD
This company is one of largest IT firms in the world and is
becoming a force to be reckoned with in the local NZ market. They are looking for solid sales people to further their expansion
selling ICT solutions into complex enterprise environments.
Contact Hamish Haggie on 09 379 2333 or [email protected]
sales Engineer
excellent opportunity for a person with extensiveHydraulics experience to expand their career
http://jobs.nzherald.co.nz/job/view/4d8twc-/
sales Opportunities – New Home sales
Various Locations•Reputable building company destined for future growth•Huge earning potential!•
Visit www.qjumpers.co.nz/GenerationHomes for full position details and to apply on-line.
Place your ad here!
Contact Lisa Clark from espire media
Ph: 09 576 1121
email: [email protected]
Click here to email Lisa
23 / NOVemBeR 2011 / NZsm
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R E V - U P S E M I N A R S E R I E S A U C K L A N D
WWW.NZSALESMANAGER.CO.NZ
Introducing Sally Mabelle The Voice of Leadership Facilitator, and speaker on authenticity, Interpersonal communication, and presentation skills for leaders. President of the National Speakers Association of New Zealand (NSANZ)
W I T H T H A N K S T O
T H E P R E S E N T E R
Yo u r A u t h e n t i c Vo i c e o f L e a d e r s h i p ! W o u l d y o u l i k e y o u r p r o s p e c t s , y o u r c l i e n t s , a n d
y o u r t e a m t o s t o p , t a k e n o t i c e , a n d r e a l l y l i s t e n t o
w h a t y o u h a v e t o s a y ?
D i s c o v e r i n g y o u r a u t h e n t i c v o i c e o f l e a d e r s h i p e n a b l e s
y o u t o p r e s e n t y o u r s e l f a n d y o u r b u s i n e s s w i t h m o r e
c o n f i d e n c e a n d c l a r i t y . I t e n a b l e s y o u t o b e m o r e a t
e a s e e x p r e s s i n g y o u r s e l f i n o n e o n o n e s i t u a t i o n s a s
w e l l a s w h e n s p e a k i n g i n p u b l i c . J o i n u s a n d N S A N Z I n -
s p i r a t i o n a l S p e a k e r o f t h e Y e a r S a l l y M a b e l l e .
T h e D e t a i l s !
W h e n : W e d n e s d a y 1 6 t h N o v e m b e r 1 2 p m - 2 p m
W h e r e : O f f i c e m a x , 3 0 S i r W o o l f F i s h e r D r i v e ,
H i g h b r o o k , E a s t T a m a k i , A u c k l a n d
T i c k e t s ( e x c l G S T ) :
N Z S a l e s M a n a g e r S u b s c r i b e r s $ 3 4 . 9 5
N o n S u b s c r i b e r s $ 4 9 . 9 5
I n c l u d e s n e t w o r k i n g l i g h t l u n c h !
I n A s s o c i a t i o n W i t h
Have you subscribed to NZ sales manager? It’s free!simply visit www.nzsalesmanager.co.nz to get a copy of NZ sales manager
delivered straight to your inbox monthly!
“ “
Formal education will make you a living, self education
will make you a fortune.- Jim Rohn
R E V - U P S E M I N A R S E R I E S A U C K L A N D
WWW.NZSALESMANAGER.CO.NZ
Introducing Sally Mabelle The Voice of Leadership Facilitator, and speaker on authenticity, Interpersonal communication, and presentation skills for leaders. President of the National Speakers Association of New Zealand (NSANZ)
W I T H T H A N K S T O
T H E P R E S E N T E R
Yo u r A u t h e n t i c Vo i c e o f L e a d e r s h i p ! W o u l d y o u l i k e y o u r p r o s p e c t s , y o u r c l i e n t s , a n d
y o u r t e a m t o s t o p , t a k e n o t i c e , a n d r e a l l y l i s t e n t o
w h a t y o u h a v e t o s a y ?
D i s c o v e r i n g y o u r a u t h e n t i c v o i c e o f l e a d e r s h i p e n a b l e s
y o u t o p r e s e n t y o u r s e l f a n d y o u r b u s i n e s s w i t h m o r e
c o n f i d e n c e a n d c l a r i t y . I t e n a b l e s y o u t o b e m o r e a t
e a s e e x p r e s s i n g y o u r s e l f i n o n e o n o n e s i t u a t i o n s a s
w e l l a s w h e n s p e a k i n g i n p u b l i c . J o i n u s a n d N S A N Z I n -
s p i r a t i o n a l S p e a k e r o f t h e Y e a r S a l l y M a b e l l e .
T h e D e t a i l s !
W h e n : W e d n e s d a y 1 6 t h N o v e m b e r 1 2 p m - 2 p m
W h e r e : O f f i c e m a x , 3 0 S i r W o o l f F i s h e r D r i v e ,
H i g h b r o o k , E a s t T a m a k i , A u c k l a n d
T i c k e t s ( e x c l G S T ) :
N Z S a l e s M a n a g e r S u b s c r i b e r s $ 3 4 . 9 5
N o n S u b s c r i b e r s $ 4 9 . 9 5
I n c l u d e s n e t w o r k i n g l i g h t l u n c h !
I n A s s o c i a t i o n W i t h
