+ All Categories
Home > Documents > NZ Sales Manager Issue 67

NZ Sales Manager Issue 67

Date post: 11-Mar-2016
Category:
Upload: espire-media
View: 215 times
Download: 2 times
Share this document with a friend
Description:
READ OUR LATEST ISSUE HERE! Short and sharp, NZ Sales Manager is New Zealand’s e-Magazine for sales professionals and is read by thousands of high performing business people throughout New Zealand and the world each month.
Popular Tags:
19
NZ SALES NZ’S E-MAG FOR SALES LEADERS Selecting a Sales Trainer Telemarketing for B2B Selling Alligator or Gladiator? Under the Christmas Tree DECEMBER 2012 ISSUE 67
Transcript

NZSALES

NZ’s e-mag for sales leaders

Selecting a Sales Trainer Telemarketing for B2B SellingAlligator or Gladiator?Under the Christmas Tree

deCemBer 2012 Issue 67

www.nzsalesmanager.co.nz / 2

CoNTeNTsTHIs WeeK's musT read

seleCTINg a sales TraINer

Seven questions they must answer

TelemarKeTINg for B2B sellINg

10 top tips

BooK reVIeW

How to close a deal like Warren Buffet

QuICK fIx

It’s not what you sell, it’s how you sell.

TWo mINuTe ToP-uP

allIgaTor or gladIaTor

What makes successful salespeople

uNder THe CHrIsTmas Tree

THe Close

6

10

14

14

16

18

19

3 / www.nzsalesmanager.co.nz

THIs WeeK's musT read

seleCTINg a sales TraINer

Seven questions they must answer

TelemarKeTINg for B2B sellINg

10 top tips

BooK reVIeW

How to close a deal like Warren Buffet

QuICK fIx

It’s not what you sell, it’s how you sell.

TWo mINuTe ToP-uP

allIgaTor or gladIaTor

What makes successful salespeople

uNder THe CHrIsTmas Tree

THe Close

usiness Vault can help you

better understand your current

customers and prospects

by adding information to your existing

database. Adding basic information

such as industry type and staff size to

your existing customer information

means you can see what type of

businesses are buying your products,

what customers have in common and

what vertical markets you can leverage.

data WWW.kmsdata.co.nz E [email protected] P +64 9 621 0472

B

Business Vault is KMS Data’s answer to finding new business prospects. Our business database contains a wealth of information making selecting your best targets more refined, more relevant and ensuring you’re contacting the right prospects.

Don’t buy customer or prospect

information you already have!

KMS Data are happy to remove

your existing contacts from

Business Vault ensuring you only

pay for new prospects.

KMS Data own and maintain

Business Vault so we know exactly

what can be done and are flexible in

how we can select and supply the

best business prospects for you.

Unlock a world of business lists from Business Vault

KMS Data offer an obligation free consultation, contact us to discuss how we can help you.

BUSINESS VAULT

BUSINESS VAULT

Industry Type

Company Size

Direct Mail

Business Intelligence

Telephone Marketing

Locationor SalesTerritory

Locationor SalesTerritory

Industry Type

Company Size

Direct Mail

Business Intelligence

Telephone Marketing

www.nzsalesmanager.co.nz / 4

from THeedITor

This is our last issue

for the year. We

are off to refresh

and recharge, reflect on

2012 and plan for 2013.

Thanks for all your

comments, encouragement

and feedback during the

year. Please continue to let

us know what you want to

see in the magazine.

We’ll be back in February, so

from us all at NZSM, we wish

you a safe and Merry Christmas

and a Happy New Year.

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

CONTENT ENQUIRIES /

Phone Paul on 04 586 4733 or email

[email protected]

ADVERTISING ENQUIRIES /

Phone Richard on 09 551 0607 or email

[email protected]

ADDRESS / NZ Sales Manager, C/- Espire

Media, PO Box 99758, Newmarket,

Auckland 1151, NZ

WEBSITE / nzsalesmanager.co.nz

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

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!

level 5, 3 City road, auckland

T: + 64 9 524 0999 E: [email protected]

www.salesstar.com

GET IN TOUCH:

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!

level 5, 3 City road, auckland

T: + 64 9 524 0999 E: [email protected]

www.salesstar.com

GET IN TOUCH:

www.nzsalesmanager.co.nz / 6

By Conrad Elnes

SeleCTinG A SAleS TrAinerSeven questions they must answer

musT read

if sales training is such a good

idea, why isn’t everyone

training their salespeople

regularly? Twenty years of working

closely with corporate CEOs, Vice

Presidents and Directors of

Sales, Sales Managers and

Corporate Training Directors

have illuminated some strongly

felt concerns that can discourage

companies from investing money

to obtain outsourced training.

The following is a list of the

most frequent concerns. To help

ensure that you make a safe and

rewarding training investment

when you outsource, I’ll provide

a synopsis of each concern listed

and a recommendation.

>>7 freQueNT CoNCerNs>>

“How can we be assured of a guaranteed return on 1.

investment from our sales training?”

“How much are your training fees?2.

“Upon what basis was the programme developed?”3.

“How will you customise the programme for my staff?”4.

“How will the programme be delivered?”5.

“What kinds of training should I provide?”6.

“How do I bring my new hires up to speed with the 7.

initial group you train?”

7 / www.nzsalesmanager.co.nz

musT read

2. “How much are your training fees?

It is risky to rely on the slogan “You get what you pay for.”

Fees for intangible services such as training are extremely

hard to evaluate. Considering the variety of fees, experience

levels and delivery methods, how can you determine what

represents appropriate value?

>>recommendation:

Experienced trainers’ fees may vary from a low of $2,000 per

day to as high as you can imagine for “celebrity” presenters.

How many hours are required to reach your goals? Additional

factors that may affect costs are delivery method, workbooks,

training reinforcement, follow-on instructions for managers

and travel expenses. It’s important to learn if the fee is

contingent on the purchase of the trainer’s “back-of-the-

room” products such as books and videos.

A successful programme will provide a big pay off for your sales people,

for your career and for your company. Due diligence is your assurance of

making a great trainer selection. Since success is so essential, you will be

well rewarded when you invest time to ask these questions of a potential

provider and insist on a satisfactory answer to each.

1. “How can we be assured of a guaranteed roI

from our sales training?”

With nearly all companies making strong efforts to reduce costs,

funding requests are increasingly being subjected to hard-nosed

value justification. Chief Financial Officers require more than verbal

assurances, anecdotal success stories and testimonials submitted by

trainers. How can you best value justify your training request?

>>recommendation:

Many factors, outside their control, make it difficult for most trainers to

offer a guaranteed ROI in advance of their programmes. The risk is all

yours. Among the basic requirements to receive a guarantee are these: a

minimum of 12 or more salespeople (no maximum), a significant growth

opportunity to increase sales, a willingness to provide an extended

programme rather than a “dose” of training and a proactive rather than

reactive sales process. If your company meets these requirements, we

will make an analysis of your situation and inform you whether or not

you can qualify for a guaranteed ROI of up to 100% on your training

investment within 12 months.

www.nzsalesmanager.co.nz / 8

3 “upon what basis was the programme developed?”

Many programmes are product knowledge driven, or developed

to leverage the trainer’s or sales manager’s past experience. The

results often disappoint because sales practices must change rapidly in

response to the economy and customer demands. Another factor that

causes disappointment is transferability of successful skills from one

person to another. What is a strong basis for effective training?

>>recommendation:

The amount of valid research that has been performed to identify the

personal attributes used by world class salespeople to achieve such

remarkable success is staggering. It’s highly likely that a successful

programme will be based on study results more than the trainer’s

personal selling style and theories. The following success attributes

have been validated, and training can help your salespeople begin to

acquire them right now.

A partnering approach with customers. (Stress trust, knowledge of •

the customer and long term relationships based on mutual benefit.)

Driven by a compelling personal mission. (Motivation through •

achieving passionately felt goals.)

A listening/probing selling style. (Assures a deep understanding of •

buyer needs.)

Versatility of selling behaviours. (Adapting sales behaviour to buyer •

comfort zones.)

A higher level of thought applied in their sales process. (More focus •

on strategies and solutions than on features and benefits.)

musT read

5 “How will the programme

be delivered?”

Receiving a results payoff from

attending seminars that include

dozens or hundreds of attendees

is a rare occurrence. Unless a few

hours of entertainment for the

“troops” is your desire, consider

this: How can you provide an

effective programme?

>>recommendation:

Those who demand measurable

behaviour improvements and

revenue increases from their

training, deliver it to groups

ranging in size from 6 – 18

participants. This size allows

for maximum learning through

interactivity such as discussions

and role plays.

Lecturing should be minimised,

and class preparation via

workbooks or e-learning is often

required. Classes limited to 2 – 4

hours in duration are very effective

when logistically and economically

feasible. Several forms of video

can be utilised to help deliver and

reinforce the training.

4 “How will you customise the programme for my staff?”

Nothing kills the spirit of participants faster than being

subjected to generic training. Even before the presenter is

introduced, participants will have developed strong opinions

about the programme. Also, a comprehensive training

programme establishes a uniform selling process to which

everyone can be held accountable. What customisation options

should you expect?

>>recommendation:

Since a value justified programme will help you establish a

comprehensive selling model, several steps may be involved in

customising training for your staff. For example:

Pre-training interviews with managers will help establish •

objectives and the degree of customisation desired.

Joint calls and interviews with key members of your sales •

team and a written report of diagnosed needs should be

delivered to management.

Post-training management support must be provided to •

help assure success.

9 / www.nzsalesmanager.co.nz

“We make the call…

you make the sale”

www.ibexmarketing.co.nz

Call Murray Beer on 021 279 2783 or email [email protected] today!

Generating consistent and qualified appointments can be a mundane and time consuming process...

Let the experienced professionals at Ibex Marketing set them for you so you can spend more time meeting with

prospects and helping them solve their problems!

Conrad elnes is the author of Web-Based sales training entitled, “sales Competencies for The 21st Century.” To find our more visit www.salesinstitute.biz

6 “What kinds of training should I

provide?”

Many people think of tactical (face-to-face)

skills and product knowledge when they

consider sales training. Although both are

foundational, they are far from a complete

answer. So, what else do your salespeople

need to satisfy customer demands?

>>recommendation:

Tactical skills and product knowledge alone

rarely achieve desired goals for those who

sell complex, high-value products and

services to large customers. Prospecting

skills must be considered, but even more

essential are advanced listening skills, major

account selling strategies and a strong

competence in Social Intelligence - the most

sophisticated psychological aspect of sales

interactions. Trainers who offer both width

and depth in their curriculum give you a

definite advantage.

7“How do I bring my new

hires up to speed with the

initial group you train?”

It is unwise to hold new hires

accountable for implementing the

sales process you invested money

to develop unless they are able to

participate in a similar programme.

One payoff from training is a

uniform and successful process

that you and your team support to

increase sales. How do you assure

that will happen?

>>recommendation:

Since your new, unified selling

process will be an essential

benefit, new hires will dilute your

results unless they are brought

up to speed quickly. A trainer

must offer his/her clients periodic

programmes at convenient

locations and dates to provide an

economical way to train new hires

and avoid dilution of your process.

musT read

Telemarketing is a form

of direct marketing.

Unfortunately, it is true to

say that the word ‘telemarketing’

does seem to conjure up heartfelt

resentment among many people,

because of the seemingly pestering

calls they may have experienced

at home. It is a combination of

this negative feeling and the fear

of rejection which leads many

business owners and sales reps

to avoid telemarketing entirely.

However, given how measurable

and affordable it is as a marketing

strategy, it is ideal for businesses of

all sizes: small, medium and large.

www.nzsalesmanager.co.nz / 10

TelemArkeTinG for B2B SellinG10 top tipsBy Ambrose Blowfield

11 / www.nzsalesmanager.co.nz

TelemArkeTinG for B2B SellinG

Telemarketing simply means

‘promoting your business by

phone’. There are four forms of

telemarketing: outbound calls,

lead generation, direct sales, and

inbound calls. Telemarketing used

to be predominantly focused

on direct sales (telesales) and

some businesses (satellite TV,

telecommunications, etc) still

use it in this way, although this

is seldom appreciated by the

recipient of the calls!

Negative connotations aside,

however, telemarketing works well

for most businesses. Did you know

that the success rate of sending

to a prospective client an item of

direct mail (e.g. an offer, a flyer

or brochure) can increase up to

tenfold simply by making a follow-

up call to the prospective client? In

most cases, telemarketing should

focus on the relationship you wish

to establish and upon the person

to whom you are speaking, rather

than the product/service on offer.

HERE ARE TEN TIPS TO IMPROVE YOUR B2B TELEMARKETING.

Be clear about your objectives:1. if all you are

aiming to do is to set up a meeting, you don’t

have to sell everything on the call - you simply

have to ‘sell’ the idea of having a meeting.

always clearly state where you’re calling 2.

from and the purpose of the call.

always work from a prompt/script. 3. This

needn’t be read word for word (except

perhaps for the first line, in order to help

you start confidently), but used as a guide to

ensure that all the key points are covered.

Concentrate on the benefits:4. always focus on

‘what’s in it for them’ (e.g. it may ‘save them

time’ to meet face-to-face).

Don’t forget that telemarketing is also a great 5.

tool for helping to retain existing clients. It’s

much cheaper to retain clients than to bring

on new ones. Four calls per year is a cheap

and effective way to retain clients.

Be persistent.6. The secret for a lot of marketing

strategies is to keep going. It’s often better to

contact a hundred people five times each than

to contact five hundred just once.

set yourself goals/targets.7. Review your

success afterwards and identify areas of

improvement.

don’t forget the competition8. : if you don’t

call a prospective client or existing client, your

competition may do so and will, therefore, win

the business.

When booking appointments by phone, 9.

always leave your contact details in case

they cannot make the meeting. There’s

nothing more frustrating than arriving at a

meeting only to find the client absent.

If you ask the client to get back to you, always 10.

give yourself permission to call back yourself.

For example, at the end of the call, sum up your

conversation and keep the right to call back:

“Great. You’ll call me back next week to book a

time to start work and if I don’t hear from you,

I’ll give you a call at the end of next week.”

ambrose Blowfield is passionate about helping businesses of all shapes and sizes increase their sales and business success. To find out more visit www.themarketingcompany.co.nz

www.nzsalesmanager.co.nz / 12

HoW To Close a deal lIKe WarreN BuffeT

How to Close A Deal

Like Warren Buffett

– Lessons from the

World’s Greatest Dealmaker” -- is

a must read for anyone in selling,

business development or who

leads a business.

authors: Tom Searcy & Henry DeVriesPublisher: McGraw Hill ProfessionalPrice: $27.32 from fishpond.co.nz

BooK reVIeW

Highly successful dealmakers

themselves, Tom Searcy and Henry

DeVries, have been studying

Buffett’s unique approach for

many years. Now they reveal the

deal-making secrets of the Oracle

of Omaha including 101 top deal-

making maxims from a legend in

his own time.

They round it all out with

an abundance of their own

experience – approaches that,

added up, have generated billions

of dollars in new sales.■

www.nzsalesmanager.co.nz / 14

IT’s NoT WHaT you sell, IT’s HoW you sell.

QuICK fIx

GeTTinG BACk inTo iT

Heading into the holiday season it is

easy to slowly wind down, tidy up a

few loose ends and leave your desk

and diary clear ready to ‘get back into it’ in the

New Year.

How long does it take you to ‘get back into

it?’ A week or two of unproductive time?

One sure way you can ensure a fast start to

the year is to book appointments for January

before you break for Christmas. Many of your

clients will be back at work early in January

and when making the appointment call, you

may just discover a last minute opportunity

to close out the year. If nothing, you will be

sure to have a head start on your competition,

while they are ‘getting back into it’. ■

QuICK fIx

15 / www.nzsalesmanager.co.nz

Located everywhere you do business,Quest Serviced Apartments truly offer a home away from home, providing fl exible accommodation options and an exclusive fi xed single rate programme for Rev Sales members. Business can change day to day,but your travel costs don’t have to.

Call 0800 944 400 or visitwww.questapartments.co.nz

We’re extending ournetwork, so you can too.

Your perfect travel companion.l i

Serviced Apartments

www.nzsalesmanager.co.nz / 16

What is it that

differentiates the top

Sales Professionals

from all the others?

A disproportionate amount

of salespeople function like

alligators with small ears, small

eyes and large mouths. They

rely only on their animal instinct

and fail to utilise the power of

the mind, or what we refer to as

‘right thinking.’ This involves the

most powerful internal leverage

resource available to you – the

programmed mind. In addition

to excelling in your sales role,

doing your research and building

a strong business foundation,

the most important function is to

programme your brain to win.

Here are the six major factors

that highly successful sales

professionals programme into

their mind and what they live by:

1. sTroNg exPeCTaTIoNs

Professional salespeople never

carry doubt baggage with them

for they are certain in their

belief that their destiny lies in

their own hands and mind. You

need to believe that your goals

and aspirations are yours alone

and not someone else’s. So why

seek other people’s opinions.

Having faith means a belief that

what you aspire to will happen,

that the expectations you hold

about yourself for the future

are positive and so give you

hope, something to live for and

something that will carry you

through the times to come.

2. TrusT

Never allow self-doubts or the

negative opinions of others

dissuade you from the goals you

have set or to think that you will

not make it. Have confidence that

is trust in yourself and your ability

to complete the journey. That

you are the right person and that

you can do whatever it is you are

faced with. It is the realisation that

you can do anything by bringing

out your hidden and yet untried

abilities and developing them to

By Charles Donoghue

What makes successful salespeople

AlliGATor or GlADiATor?

2 mINuTe ToP-uP

17 / www.nzsalesmanager.co.nz

2 mINuTe ToP-uP

Charles donoghue is a performance psychology coach and author of several books and the weekly “Inspiration road” newsletter. To find out more visit www.charlesdonoghue.com

the fullest and that what you are

doing will be accomplished.

3. Courage

Tell yourself that you are able

for the journey and that you

will make it and that it will

happen. Face challenges with

the conviction that you will meet

them head on and not waiver.

Courage is a deep-seated ability

you have and it awaits your call.

4. CommITmeNT

When you are well down the road

and feeling perhaps a little weary

or ever so slightly disillusioned just

remember why you started out on

the journey in the first place.

What was your purpose and stay

focused on that. Has that purpose

changed? …. No? Then carry on.

Have for your motto – “I will not

quit” – to hell with fear!

5. dIsCIPlINe

Discipline means taking control.

Simply decide who is in control

when you waiver and have excuses

to ease up or even quit. Discipline

requires you to take control

of your mind i.e. being careful

what you tell yourself and what

outside information you permit to

enter. Control of the body means

keeping your emotions under

control and using the power of

your mind.

6. PassIoN

Is the vital ingredient in the

equation. Passion is what

gives meaning to what you are

undertaking and gives you that

purpose. You need to be excited

about what it is that you are

undertaking.

I had been brought up to believe

that the secret of success is hard

work. Yet over the years I have

seen so many salespeople work

hard without succeeding and so

many others succeed without

working hard. Hard work is not

the real secret even though in

most cases it is an ingredient.

The secret is not in what

successful salespeople do so

much as what makes them do it.

‘Right Thinking’ is the answer.

There are many other ingredients

that form best practices for Sales

Professionals but focus on these

six principles and you will see the

results follow. ■

Professional salespeople never carry doubt baggage with them for they are certain in their belief that their destiny lies in their own hands and mind.

www.nzsalesmanager.co.nz / 18

uNder THe CHrIsTmas Tree

foCus oN THe Buyer

Whether you are selling to B2B

or B2C buyers, you need to

watch this video. A cross-section

of industry experts, academics,

authors and researchers have

uncovered the radical changes in

buyer behaviour.

In the few minutes you spend

watching this video, you will gain

knowledge to make a difference

in the future success of your sales

and marketing efforts.

There is no login required to view

and no sales pitch, this is simply

an informative video created and

shared by Huthwaite.

THe PoCKeT BooK of meN’s

WIsdom (Vol 2) eBooK

Complied by the delightful

Hannah Samuel, the Pocket

Book of Men’s Wisdom, Volume

2, is now in print. Compiled

in support of New Zealand

mentoring programme Big

Buddy, it features original sayings

from everyday men wishing to

inspire and encourage other

men, and especially young men.

Each saying is complemented by

stunning, original photography

provided by Barney Brewster.

Click the links to download from

Dropbox (12 MB) or view it

online at Issuu.com. And feel free

to send it on to others you feel

may enjoy it. Enjoy! ■

19 / www.nzsalesmanager.co.nz

“my idea of Christmas, whether old-fashioned or modern, is very

simple: loving others. Come to think of it, why do we have to

wait for Christmas to do that?”- Bob Hope

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!

THe Close


Recommended