NZ Sales Manager Issue 58

YOUR VALUE PROPOSITION

1 / www.nzsalesmanager.co.nz

NZSALESFEBRUARY 2012 IssUE 58

NZ’s E-mAg FoR sAlEs lEAdERs

YOUR VALUE PROPOSITIONWhAT PRIcE IS ThE RIghT PRIcE?

X FAcTOR SELLINg

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CoNTENTsTHIs WEEK's mUsT REAd

YoUR vAlUE pRoposITIoN

How to improve it now

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FRom THEEdIToR

Welcome back,

and here’s to a

successful and

rewarding year. We wish you

well and encourage you to

continue on the journey of

personal and professional

development in all things

related to the sales profession.

We kick off with a lead article

about value propositions. This

article received the bronze

award in the US based ‘Annual

Top Sales Awards’ in December

last year, but was my pick of

the winners.

I agree with authors Mike

Schulz and John Doerr that

value propositions are often

misunderstood and misused.

They describe the value

proposition as the collection

of reasons why customers buy

from you. If you embark on the

exercise of writing or rewriting

your value proposition,

consider that particularly in

complex sales, generic value

propositions do not work. The

collection of reasons why one

industry or market segment

buys are different to the next.

If you fully understand why

your customers buy, you may

well need a different value

proposition for each customer.

Happy selling

paul

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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Come share the love and join us for a complimentary webinar with highly acclaimed speaker and sales expert Jack Daly. This is an opportunity to receive fresh thinking around smart selling programs to help sales professionals realise greater sales and profits through field-proven, added-value strategies. This webinar is a preview to the up and coming seminar “Driving Sales and Boosting Profits”. Attendees will learn:

FIVE LAWs oF sELF RENEWAL Motivation is mandatory, not an option• 50% of successful selling starts with your thinking• Strategies and tactics can be taught, attitude can not•

GoAL sETTING AND MEAsUREMENT Successful people must have goals in writing and a plan of execution• Successful people have a system to measure activity and a method for accountability•

DARE To BE DIFFERENT Differentiation of you and your company• Perception of value•

sALEs MANAGEMENT Three sins in sales management• Entrepreneur Insights• Recruit top producers•

WhAT IS A WEBInAR? A webinar is an online web based seminar where you get to listen to a live presentation in the comfort of your own office. Click the registration link below and follow the instructions.

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FREE WEBINAR FEBRUARY 14th

This Valentine’s Day we want to share the love, and what better way to show that we care than to invite you along to a complimentary Webinar with Jack Daly.

Come share the love and join us for a complimentary webinar with highly acclaimed speaker and sales expert Jack Daly. This is an opportunity to receive fresh thinking around smart selling programs to help sales professionals realise greater sales and profits through field-proven, added-value strategies. This webinar is a preview to the up and coming seminar “Driving Sales and Boosting Profits”. Attendees will learn:

FIVE LAWs oF sELF RENEWAL Motivation is mandatory, not an option• 50% of successful selling starts with your thinking• Strategies and tactics can be taught, attitude can not•

GoAL sETTING AND MEAsUREMENT Successful people must have goals in writing and a plan of execution• Successful people have a system to measure activity and a method for accountability•

DARE To BE DIFFERENT Differentiation of you and your company• Perception of value•

sALEs MANAGEMENT Three sins in sales management• Entrepreneur Insights• Recruit top producers•

WhAT IS A WEBInAR? A webinar is an online web based seminar where you get to listen to a live presentation in the comfort of your own office. Click the registration link below and follow the instructions.

WhEN: TUEsDAY 14Th FEB 1pM UNTIL 2pM

We recommend joining the webinar 15 minutes early to ensure the technology runs smoothly.

REGIsTER NoW BY cLIckING hERE

saatchi & saatchi Building, suite 4A / 125 The strand, parnellT: + 64 9 524 0999 E: [email protected]

www.salesstar.com

GET In TOUCh:

L♥VE To GRoW YoUR sALEs?shARE ThE LoVE WITh JAck DALY

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By Mike Schulz and John Doerr

YOUR VALUE PROPOSITIONHow to improve it now

Every business pundit

has said at one time or

another, “There’s no more

misunderstood, argued about

topic in business than <insert

topic here>, but it’s really not that

complicated. Here’s the secret to

understanding it.” The concept

of value proposition falls into this

same category.

On the one hand, it’s a pretty

simple concept to grasp. But like

all simple, important concepts, it

takes some thinking to understand

it deeply and use it to your

advantage. Let’s first look at a

definition of a value proposition,

then we’ll look at the three major

components that comprise it so

you can put it to work for you.

A value proposition is the collection

of reasons why a person or company

benefits from buying something.

This, at least, is our definition, and

we put it in Professional Services

Marketing (Wiley, 2009). Not

everyone agrees.

What does value proposition mean?

A business or marketing statement that summarizes why a consumer should buy a product or use a service. This statement should convince a potential consumer that one particular product or service will add more value or better solve a problem than other similar offerings.

Investopedia explains value proposition

Companies use this statement to target customers who will benefit most from using the company’s products, and this helps maintain an economic moat. The ideal value proposition is concise and appeals to the customer’s strongest decision-making drivers. Companies pay a high price when customers lose sight of the company’s value proposition.

FRom INvEsTopEdIA:

mUsT REAd


231

The reasons why people buy typically fall into three major buckets that, in

sum, form the three rules of winning value propositions:

RESONATE

“I want”“I need”

L• ead generation successNew client wins•Premium fees•Scrambling Competitors•

DIFFERENTIATE

“The best option”

SUBSTANTIATE

“I trust”“I believe”

+ +

Weak Resonance

StrongResonance

Strong Resonance

Difficult to Substitute

Easy toSubstitute

Difficult toSubstitute

Able to Substantiate

Able to Substantiate

Not able to Substantiate

{components of

Strong Value Propositions

Take OneAway...

creates Foundation For...

...What Buyers Say

“I don’t need”“Not important enough”

“What’s your best price?”“I can do without you”

“I’m sceptical”“Can’t risk it”

The 3 Legs of the Value Proposition Stool

You’ll note that the Investopedia

definition and explanation reference

a value proposition as a statement.

Thinking of a value proposition as

a statement does more harm than

good for consulting firms. With

these definitions in mind, firms head

down marketing messaging and

communication paths that just aren’t

helpful, leading to Quixotic and

circuitous journeys by marketing

and firm leaders to find a sentence

or two that encapsulates value of

the firm while at the same time is

different from all competitors. They

invariably end up with some pap

about how they’re an experienced,

client-focused, results-focused,

trusted partner, yadda yadda yadda.

If you think of a value proposition

not as a statement, but as a concept

about why people buy something,

then you’ve got a lot more to work

with. It’s from that concept—the

collection of reasons why people

would want to buy from you—that

you can put your marketing and

sales to work much more effectively

than if you try to boil it down so far

that there’s little substance left.

mUsT REAd

Potential buyers have to need

what you’re buying. It has to

resonate with them.

Potential buyers have to see why

you stand out from the other

available options. You have to

differentiate.

Potential buyers have to believe

that you can deliver on your

promises. You have to substantiate.


mike schultz and john doerr are co-presidents of RAIN group, a sales training, assessment, and sales performance improvement company that helps leading organizations improve sales results.

You can find out more at www.rainsalestraining.com

What happens if you don’t follow all

three of the value proposition rules?

As you can see from the graphic

on the previous page, take any

of the rules away and it makes it

much more difficult to sell.

Remove resonance, and •

people just won’t buy what

you’re selling.

Remove differentiation, and •

they’ll pressure your price or

attempt to get your service

someplace else.

Remove your ability to •

substantiate your claims, and

while clients may want what

you sell (you resonate), and

may perceive you to be the

only people on the planet

that do what you do (you

differentiate), they don’t

believe you and won’t risk

working with you.

Now, don’t get me wrong, I’m

not against statements that

encapsulate the mission and value

of a firm. “We at RAIN Group help

companies that sell complex

products and services to improve

their sales performance. If you

want your professionals, business

developers, and sales people to

sell more, we can help.” This is the

umbrella under which we operate.

The purpose is to help our clients

and the market wrap their heads

around the general area where

we help, and to know when they

might want to work with us.

Ultimately, this is why our clients

buy from us; because we’ll help

them increase sales success.

But there is always a set of

underlying factors that swayed

them to choose us versus a)

doing something themselves, b)

choosing someone else to help

them, and c) choosing to do

nothing at all.

Too many firms don’t investigate

the various underlying

components of why clients buy

from them. They stop at “we’re

trusted partners” or “we help you

reduce your overhead costs” and

it doesn’t serve them well.

If you want to resonate,

differentiate, and substantiate, you

need to do much more than write a

short sentence…or a long sentence,

or a paragraph, or a page.

While you can sum it up, the

summary itself doesn’t carry much

weight. It just stands to do a little

positioning for you. Your actual

value proposition—the collection

of reasons people buy from you—

is woven into the fabric of the firm

and your relationships with clients.

Then it’s communicated through

the collection of messages you

bring to the market.

Instead of trying to come up

with a brilliant, simplified value

proposition statement, focus

on understanding all of the

components that make up

the three legs of your value

proposition stool. Then you can

really get your value across in your

sales conversations. You can sum

it all up in a short statement, too,

but you’ll be way ahead of your

competitors that stop there and

think they’re done. ■

Instead of trying to come up with a brilliant, simplified value proposition statement, focus on understanding all of the components that make up the three legs of your value proposition stool. Then you can really get your value across in your sales conversations.

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WhAT PRIcE IS ThE RIghT PRIcE?How to set the right price

how do you determine

the price to charge

customers for your

products and services? Here are

some typical methods:

Charge a bit less than or the •

same as competitors

Charge a bit more than the •

product or service costs

Charge as much as you need •

to earn to cover your costs i.e.

break-even

Charge what you can get •

away with

Charge what you think it’s worth•

‘Cost’ the product or service •

and calculate a mark-up to

provide an acceptable profit

Let’s discuss the merits and pitfalls

of some of the above methods.

FolloW CompETIToRs oR

THE mARKET

The problem with following

competitors is that you don’t

always know how they calculated

their price. It may be unsustainable

in terms of the costs to deliver the

product or service. You may win

sales from them in the short term

but unless you develop a better

way of pricing you are likely to go

out of business eventually if the

price doesn’t cover costs. They

may have cash reserves to cover

the shortfall between costs and

price for a while and you may not.

They can ‘sit it out’ until you go out

of business trying to compete and

collect all your customers later. This

may sound a bit extreme but we see

it all the time in business… look at

the airline industry, this is a classic

strategy they have employed.

CHARgE A BIT moRE THAN THE

pRodUCT oR sERvICE CosTs

The $64,000 question here is

‘How much does the product or

service cost?’. If you have looked

closely at financial reports you will

have seen the term ‘COGS’ which

means ‘Cost of Goods Sold’. This

is purely the cost of getting the

product or service out of the door.

COGS does not include overheads

such as administrative staff,

advertising, office rent, stationery

etc. You can see the danger then

of charging a bit more than the

product or service costs. You

still have to cover the cost of

overheads and these need to be

factored into the price. The danger

is that if you don’t work out your

‘break-even’ situation you may

be making a gross profit but after

paying overheads you are making

By Sue Hirst


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WhAT PRIcE IS ThE RIghT PRIcE?

a loss. Break-even analysis is the

practice of calculating how much

revenue you need to cover COGS

and overheads. It is an absolute

‘must’ in business to know your

‘break-even situation’.

CHARgE As mUCH As YoU CAN

gET AWAY WITH

This is a great strategy so long

as it covers your COGS and

overheads. It may work at first but

if you don’t keep a close eye on

COGS and overheads and they

‘creep up’, it may turn out to be

unprofitable in the end.

CHARgE WHAT YoU THINK

IT’s WoRTH

Worth is an interesting concept

isn’t it? It can mean different things

to different people. What the

customer thinks it’s worth may be

quite different to your perception.

Again, if this figure at least covers

the COGS and overheads, that’s

OK but most of us are in business

to make a profit. You still need to

keep a close eye on costs to ensure

your margin is not being eroded by

increased costs.

The issues relating to Price are as

follows:

Get the price right•

Know thy costs•

Keep the price right •

In order to get the price right you

need to:

Determine the cost of delivery •

of the product or service

to customers excluding

overheads.

Know your overheads so that •

you can work out your ‘break-

even’ situation and how much

you need to sell.

Decide how much profit you •

want and calculate this into

the price.

Know your margin and report •

on it regularly to ensure

it is not being eroded by

increased costs.

Know your customer •

satisfaction levels. Dissatisfied

customers won’t pay any price.

Regularly review pricing and •

do small increases to cover

increased costs. It is much

easier to do small regular

price increases than irregular

large ones.

KEEp THE pRICE RIgHT

Price increase can be a very

controversial subject. Many

business owners fear increasing

prices because they think

customers will go elsewhere.

Where else would they go?

*We can show examples where

a price increase combined with

a small decrease in revenue may

not be such a bad thing. This

scenario can have a positive impact

on both profit and cash-flow. It

is often more difficult to increase

revenue than to increase prices.

Many customers don’t even notice a

small increase and fully accept one

to cover Consumer Price Index (CPI)

rises. For many businesses failure

to incorporate this into their price

means they are absorbing increased

costs and eroding margins.

Next time you are travelling in

the country check the prices of

some ‘National Fast Food Outlets’

compared to those charged in city

locations. You will see that their

prices are different. It may only be

a couple of cents and most people

don’t even notice it. This is due to

higher costs in city areas such as

rent and staff wages. In order to

be profitable they have to account

for this in the price calculation. ■

We can show examples where

a price increase combined with

a small decrease in revenue may not be such a

bad thing. This scenario can

have a positive impact on both

profit & cash-flow.


RAINmAKINg CoNvERsATIoNs

INFlUENCE, pERsUAdE & sEll IN ANY

sITUATIoN

Master the conversations

that can make or

break everything in

complex sales. Every conversation

presents opportunity to find

new opportunities, win new

customers, and increase sales.

Rainmaking Conversations gives

you a proven system to uncover

and leverage these opportunities

and achieve maximum revenue

results, robust relationships, and

deep trust.

Rainmaking Conversations is the

first book to offer a research-

based selling approach that can

help you master the art of the

sales conversation. From start to

finish of each conversation, you’ll

make every client contact you

have count towards developing

sustainable sales success.

Build rapport and trust from •the first handshake

Learn the 7 keys for •leading successful business development conversations

Develop winning value •propositions that gets prospects excited to buy

Craft winning solutions and •close the deal

Speed up the sales cycle•

Lead conversations that •persuade and influence the

prospect to choose you.

Rainmaking Conversations

walks you through RAIN

SellingSM-a world-class sales

methodology that has helped

tens of thousands of people lead

powerful sales conversations

and achieve breakthrough sales

performance.■

Authors: Mike Schultz and John Doerrpublisher: John Wiley & Sons

BooK REvIEW


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Sales people need to be

enthusiastic, but don’t let

your enthusiasm translate

into using contrived phrases or

trying too hard to impress. You will

sound like a pushy salesperson,

very quickly undo all the good

work you have done, and your

customer will soon back off.

If you are using phrases like these,

they will probably be having the

opposite affect to your intention:

‘What do I have to do to win

your business?’ In the mind of

the customer, this translates to

‘desperate sales person who

needs to make his commission

this week.

‘Trust me’. Translates to ‘if you

need to tell me to trust you, then

I don’t.

‘I need to talk to your boss.’

Translates to ‘I need to talk to your

boss too!’ ■

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X FAcTOR SELLINg3 vital keys to success By Janice Davies

To improve yourself

you need to be open

minded. Every successful

person has been on this journey,

combining natural talents and gifts

and learned skills. The top three

skills of a salesperson are:

Attitude 1.

Knowledge 2.

Confidence 3.

Many job descriptions include

the phrase ‘must have a positive

attitude’, so employers rate this

trait as vital to success, but how do

you describe it?

Here’s how I describe it in my

workshops on Workplace Attitude:

People with a positive attitude

focus on how to fix the problem

and search for solutions, while

sales people with a negative

attitude focus on the problem

itself. Sales people with a positive

attitude focus on what is required,

implement it and learn for next

time. They’re happy to ask for help

and believe in themselves that

they can complete the task. They

embrace the challenge and look

at the problem as a temporary

setback they need an answer

for. They enjoy the challenges of

work, are organised (even though

this can be a challenge for this

personality) and have a positive

approach to life in general.

It’s no wonder employers are

searching for these traits in

their employees. A few years

ago I conducted a two year

research project on the topic

of Workplace Attitude and

these were my top findings:

Negative attitude and •

disengagement from work

is prevalent

Lots of positive re-•

enforcement and rewards are

used by some companies.

Motivation at work is self •

directed.

2 mINUTE Top-Up


I could understand the negative

attitude if there is no on-going

motivation from the company, but

was pleased to discover that many

companies were already engaged in

this. However, I was surprised at the

third factor, that motivation at work

is self directed. Maybe I shouldn’t

have been as these are the people

who have a positive attitude. These

are the people who in their own

time followed a life of self discovery

and self improvement, thus were

happier and more successful.

This brings us to how to motivate

yourself if you want to improve your

sales performance. Understandably

you need to have the knowledge

about your product, but you need

to add self knowledge to your

tool kit. If you are not achieving

the results you want, you need

to upgrade your thinking and

understanding about yourself.

The majority of people perform

below their capabilities and

although they were born with

no thoughts about attitude or

themselves, throughout their life

they’ve learnt unhelpful thoughts

that have lodged in their brain.

Consequently they don’t believe

in themselves and their abilities

to achieve. For these people

it’s about making a decision to

improve themselves and their life.

Starting with this objective here

are some tools for greater success.

Your biggest asset is your thoughts,

however many people fail to

control their thoughts. Once upon

a time mine were 80/20. Eighty

percent negative and 20 percent

positive, but that was over twenty

five years ago and now I can say

they are 99 per cent positive. I’ve

learnt the skill of how to change my

thought quickly when a negative

one floats into my mind.

We know success comes from

discipline and determination,

and a commonly used phrase to

describe this trait is ‘XFactor’.

Psychologists claim the XFactor

is a mix of charisma, seizing

the moment, enthusiasm and

grace. Charisma can be summed

up as confidence, seizing the

moment is having the skills and

knowledge to ‘put yourself’ into

situations that could be beneficial,

enthusiasm can equal passion

which can result from goals and

dreams and grace can be defined

as having the ability to sell ice to

Eskimos. Consequently XFactor

success requires learning to

embrace these traits and embody

them one at a time.

The XFactor salesperson has

charisma. The right clothes,

appearance, hair style, shoes,

language, energy, posture and

wellbeing. They can walk into a

room and start conversations,

people look and listen to them

and the air of success can ‘hang

around them’. This is confidence

and they make the connection or

ask for the sale.

Wikipedia defines confidence

as: ‘is generally described as a

state of being certain either that a

hypothesis or prediction is correct

or that a chosen course of action is

the best or most effective’.

And here’s another definition:

Confidence is a feeling that you

think you are capable of doing

something. It makes you optimistic

and pleasing.

2 mINUTE Top-Up

CommIT To A NEW YoU

Analyse yourself to decide •where you can make change.

Realise this starts with •your thoughts.

Monitor your thinking for a •day or week.

Rate your percentage •of positive and negative thoughts.

Decide what to change first. •

Set yourself a plan of •action.


janice davies is The Attitude specialist, who teaches people to think positive and empower themselves. As a professional speaker, Business Trainer, success Coach, Author and Infopreneur janice educates people at conferences, workshops and online. see her website at the www.attitudespecialist.com

Tom Peters, the author of Search

for Excellence, says: ‘The good

news is that top sellers are not

born; anyone can become a top

seller by studying, practicing,

concentrating and focusing on his

own performance’.

I’ve been working on confidence

for over twenty five years. It’s a

choice thing, if you are not happy

with your life right now you need

to commit to creating a better life

for yourself.

Here’s a checklist from my new programme: XFactor Confidence

– 3 Vital Keys to Creating More Success and Money, which you

can use to monitor your own confidence.

I ; have decided on my goals aligned to my values.

I am letting go of my past and learning to step out of my ;comfort zone.

I am communicating assertively and creating win/win ;relationships.

I am boosting my self esteem and rewarding myself daily. ;

I am thinking positive thoughts and am embracing my ;exciting future.

I am wearing the right clothes and aligning myself to my ;personality.

I am living a healthy lifestyle and nurture my body. ;

I am using my new found confidence to create more money ;and success.

The three vital keys to X Factor

Selling are: Motivation, Confidence

and Investing time, energy and

money in your self. Combining these

three instils in you a pathway in life

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2 mINUTE Top-Up


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global Recruitment

specialists, Michael

Page International,

report in their annual Salary

and Employment forecast for

New Zealand that 57 per cent

of employers are expecting

to increase headcount in the

sales function in Q1 2012. This

represents a continuing positive

trend from 2011.

Q4 2011: 47 per cent of companies

increased staff numbers in their

revenue-generating function










Pete Macauley, National Director

of Michael Page, New Zealand

comments, “As you can see, the

data shows that over the course

of 2011, employers in New

Zealand have gradually increased

their staff numbers in sales roles.

This reflects employer confidence in

domestic business conditions that

have strengthened steadily over

the last 12 months. With 57 percent

of employers expected to increase

headcount in their sales function

for Q1, 2012, we can predict that

this will continue to strengthen into

2012, to again reflect the improving

confidence employers have in

increasing market share in the

domestic business market”.

Business educators looking

for free teaching resources,

look no further - the new

Business.govt.nz education section

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Where ever you are teaching, you’ll

find the resources clear, engaging

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an emphasis on discussion, the

real-world application of business

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the subject alive.

Each lesson contains a topic

hand out explaining the subject,

a PowerPoint presentation that

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plan for teachers and a student

worksheet containing tasks and

questions. Some also come with

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Research to Estimating Costs.

The lesson plans are for classes

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Available topics are:

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Business Plans •

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Entrepreneurs •

External Growth in Business •

External Influences in Business •

Graphing Data

Health and Safety •

Industrial Relations •

Market Research •

Marketing •

Understanding Business •

Structures

Using Financial Records •

All the resources are free to use

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dATE NAmE plACE CompANY lINK

Thursday 9 FebruaryWhy Kiwis Can’t sell. And

what to do about it!Auckland salesstar.com

https://secure.zeald.com/starbusiness/Services/

WHY%20KIWIS%20CANT%20SELL.%20And%20

what%20to%20do%20about%20it.?mv_pc=665

Tuesday 14 February overcoming objections AucklandTop Achievers

sales Trainingwww.topachieverssalestraining.co.nz

Wednesday 15 February High Impact presentations Wellingtondale Carnegie

Trainingwww.dalecarnegie.co.nz

Wednesday 15 February

- Thursday 16 FebruaryConsultative selling Auckland salesstar.com


Consultative%20Selling?mv_pc=619

Tuesday 21 February Negotiating skills Auckland scotwork www.scotwork.co.nz

Wednesday 22 February Introduction to presenting WellingtonEffective

speakingwww.introduction-to-presenting.co.nz

Wednesday 22 FebruaryBusiness to Business sales

AcceleratorAuckland

Zealmark

group ltd

http://www.zealmarkgroup.co.nz/profile_Business_

to_Business.php

Theursday 23 February sales Force launch AucklandZealmark

group ltd

http://www.zealmarkgroup.co.nz/profile_

Foundations_of_sales_Success.php

Theursday 23 Februarysales management Forum

- How to Hunt Elepahants Auckland salesstar.com


Sales%20Management%20Forum?mv_pc=572

Theursday 23 February -

Friday 24 FebruaryConsultative sales skills Auckland NZIm Northern

http://www.nzimnorthern.co.nz/wa.asp?idWebPage=

16885&idDetails=108

Thursday 1 MarchHow to Cold Call

and Build CustomersWellington

dale Carnegie

Trainingwww.dalecarnegie.co.nz

Thursday 1 March sales Training seminar WellingtonTop Achievers

sales Traininwww.topachieverssalestraining.co.nz

Thursday 1 March -

Friday 2 MarchNegotiating for Results Auckland NZIm Northern


16885&idDetails=107

Tuesday 6 March Cold Calling Work shop AucklandTop Achievers

wsales Traininwww.topachieverssalestraining.co.nz

Thursday 8 March -

Friday 9 March

Essential sales

FundamentalsAuckland NZIm Northern


16885&idDetails=118

Monday 12 March -

Tuesday 13 MarchNegotiation skills Wellington NZIm Central

http://www.nzimcentral.co.nz/training/course.

a4d?gCode=119

CAlENdAR


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

Love fishing?

NZ Fisher - it’s free!

Simply visit www.nzfisher.co.nz

to get a copy of NZ Fisher

delivered straight to your inbox monthly!

Speakers & Facilitators

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

Call Paul Kernot on 027 2488 955 or email [email protected] to discuss your needs.

Selling • Goal Achievement • Personal Effectiveness

Seminar, conference &

Training Venues

MARkETPLAcE


Visit us at www.rightfitrecruitment.co.nz

Call Colin Quinn on 021 832 209

today!

• Hire better salespeople

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Call 0800 333 668 today for a free sample report!

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extendeddisc.co.nz

consulting, Training & Recruitment

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Email [email protected] or visit us at www.kingsrecruitment.co.nz

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Could you be a winner?

SALES SUPPORTEvery issue, all NZ Sales Manager subscribers* go in the draw

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The deal… That’s right, even when we’re giving stuff away there’s fine print! Any-way, please note that to be in the draw to win stuff in the Sales Support section you need to have been a confirmed email subscriber to NZ Sales Manager e-Magazine no less than two working days prior to issue date (‘cos that’s when our prize win-ners are drawn) and be a resident of New Zealand at the time of the draw. To be eligible to claim any prizes including, but not limited to, alcoholic beverages, travel, motor vehicle/boat usage, plastic surgery, sharp things or any other prize that might require you to be over than 18 years old, you must have been over 18 years of age at the time of the draw! Cheers.

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You are invited to the inaugural...

Auckland Central City Group for Sales Professionals

Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•

Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland

Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February

[email protected] or 09 362 0784




‘Your future is created by what you do today,

not tomorrow” - Robert Kiyosaki

THE ClosE

Have you subscribed to NZ Sales Manager? It’s free!Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager


You are invited to the inaugural...

Auckland Central City Group for Sales Professionals

Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•

Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland

Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February

[email protected] or 09 362 0784

Date post:	30-Mar-2016
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NZ Sales Manager Issue 58

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