NZ Sales Manager Issue 74

1 / www.nzsalesmanager.co.nz

AUGUST 2013 ISSUe 74

NZ’S e-mAG for SAleS leAderS

Big ProspectsWords that sell

Attitude of Gratitude

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THIS WeeK'S mUST reAd

WHAT’S yoUr cAreer mANAGemeNT plAN?

Creating a roadmap for your success

BIG proSpecTS

When things are not what they seem

TWo mINUTe Top Up

WordS THAT Sell

Getting your prospects attention

reSoUrce corNer

WHAT every Body IS SAyING

An ex-FBI agent’s guide to speed reading people

QUIcK fIx

ATTITUde of GrATITUde

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

cAleNdAr

NZSm code of profeSSIoNAl SellING

THe cloSe

6

12

16

18

20

21

22

23

coNTeNTS


onsumer Vault can help

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C

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CONSUMERVAULT

Home Ownersor Renters

Home Ownersor Renters

CONSUMERVAULT

Age &IncomeRange

Age &Income Range

Gender

EthnicityEthnicity

Vehicles

Geographicallocation

Geographical location

Gender

Vehicles

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

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from THeedITor

Objectives for sales people can

often be very task or results

oriented. For example, sales activity,

sales results, training and health

and safety are common objectives

and performance measures. These

are necessary objectives, but will

often not require serious and honest

self reflection on what we want to

achieve within a sales career, and

how we are going to get there.

In our must read article, Ivo D’Silva

helps with this by giving an excellent

five step ‘roadmap’ for developing

your sales career management plan.

This is not about waiting for your

employer to send you on a training

course or offer you a promotion,

but is all about taking personal

responsibility for creating your

own future. Ivo refers to things like

seeking your own feedback, up-

skilling yourself and developing your

own mission statement.

There are lots of opportunities

around us all the time. Developing

your plan will help you to see the

opportunities and be prepared to

take them when they arise.

In this issue, we also introduce

the NZSM Code of Professional

Selling on page 22. For any sales

professional or sales team, we

consider this to be the standard of

sales ethics and it will be a reference

to keep you on a par with your

competition, or differentiate from

your competition.

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

GRAPHIC DESIGNER / Sevim Dogru

GROUP EDITOR / Nick Harley

CONTENT ENQUIRIES /

Phone Paul on 04 586 4733 or email

[email protected]

ADVERTISING ENQUIRIES /

Phone Richard on 09 522 7257 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

NZ SAleS mANAGer WoUld lIKe To AcKNoWledGe THe SUpporT of oUr mAjor pArTNerS

Why does stray need mobiles?Our tagline is “off the beaten track” so we’re not staying at your main destinations. We’re getting out there to the extremities of New Zealand and our sole way of being in contact with our drivers is through phone communications. We have changes happening all the time and we need to be able to contact our team in real-time.

What Was your old provider like? There were large phone bills and if we had a problem like a phone outage it seemed they were either busy or they weren’t organised, and couldn’t get back to us. It was very frustrating and it became a constant problem within the business.

and What impact is 2degrees having? It saved us $60,000 in the first year. In the second year, it’s going to save us that again. All this will go back into marketing campaigns or growing other parts of the business. The other impact is having an Account Manager I can get hold of to get solutions to my problems when I need them.

hoW is the coverage? The coverage is fantastic. Regularly, I’m on road trips across New Zealand and off the beaten track and haven’t experienced issues with coverage. With our old provider there were a lot of black spots around Auckland and I don’t get those with 2degrees. And the bus drivers could be at Cape Reinga, they could be at Stewart Island, they could be down the West Coast; so in all sorts of different coverage areas and 2degrees works well for us.

3 x $89 plan 37 x $49 plan 1 x $149 plan

What difference do mobile devices make?Our drivers are now able to use their smartphones and other mobile devices to show videos, photos and information about other tour packages and options available, like our operations in Thailand, Laos, Cambodia and Vietnam. We couldn’t do that before and it has made a huge difference. Of course, they’ve now got email and internet access too.

hoW reliable is the netWork?Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues. I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.

case study: stray

[email protected] 022 BIZ (249) 2degreesmobile.co.nz BUSINESSbetter

For video case studies about Stray and other businesses who have made the move to 2degrees Business, please visit 2degreesmobile.co.nz/business

“ I’ve forgotten about reliability issues because there are none.”Stray Limited is an adventure bus company taking travellers to out-of- the-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.

StrayAdventure Travel

50 staff41 mobilesAround NZJoined 2012

Brett Hudson Operations Manager, Stray

“You need damn good partners for successful business, and 2degrees I put in that category.“ Brett Hudson, Operations Manager

http://espiremedia.co.nz

http://kmsdata.co.nz

Why does stray need mobiles?Our tagline is “off the beaten track” so we’re not staying at your main destinations. We’re getting out there to the extremities of New Zealand and our sole way of being in contact with our drivers is through phone communications. We have changes happening all the time and we need to be able to contact our team in real-time.

What Was your old provider like? There were large phone bills and if we had a problem like a phone outage it seemed they were either busy or they weren’t organised, and couldn’t get back to us. It was very frustrating and it became a constant problem within the business.

and What impact is 2degrees having? It saved us $60,000 in the first year. In the second year, it’s going to save us that again. All this will go back into marketing campaigns or growing other parts of the business. The other impact is having an Account Manager I can get hold of to get solutions to my problems when I need them.

hoW is the coverage? The coverage is fantastic. Regularly, I’m on road trips across New Zealand and off the beaten track and haven’t experienced issues with coverage. With our old provider there were a lot of black spots around Auckland and I don’t get those with 2degrees. And the bus drivers could be at Cape Reinga, they could be at Stewart Island, they could be down the West Coast; so in all sorts of different coverage areas and 2degrees works well for us.

3 x $89 plan 37 x $49 plan 1 x $149 plan

What difference do mobile devices make?Our drivers are now able to use their smartphones and other mobile devices to show videos, photos and information about other tour packages and options available, like our operations in Thailand, Laos, Cambodia and Vietnam. We couldn’t do that before and it has made a huge difference. Of course, they’ve now got email and internet access too.

hoW reliable is the netWork?Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues. I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.

case study: stray

[email protected] 022 BIZ (249) 2degreesmobile.co.nz BUSINESSbetter

For video case studies about Stray and other businesses who have made the move to 2degrees Business, please visit 2degreesmobile.co.nz/business

“ I’ve forgotten about reliability issues because there are none.”Stray Limited is an adventure bus company taking travellers to out-of- the-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.

StrayAdventure Travel

50 staff41 mobilesAround NZJoined 2012

Brett Hudson Operations Manager, Stray

“You need damn good partners for successful business, and 2degrees I put in that category.“ Brett Hudson, Operations Manager

http://2degreesmobile.co.nz/business

www.nzsalesmanager.co.nz / 6www.nzsalesmanager.co.nz / 6

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WHAT IS YOUR CAREER MANAGEMENT PLAN?Creating a roadmap for your successBy Ivo D’Silva


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A positive move forward is only possible if, as a first step, you place significant value on the long term results of your actions taken as a first step.

As your journey in life has taken you from school and university

to the workplace, you have chosen sales to be your desired

career, and have a vision of moving to greater heights in your

personal life. This is only the beginning. It is now time to take charge

and effectively manage your sales career.

A career in sales is a unique environment that offers you a wide window

of opportunities for growth and personal development. The basic truth

about life still remains true – a positive move forward is only possible

if, as a first step, you place significant value on the long term results of

your actions taken as a first step.

Below is a model of key ingredients I follow to create an effective

career management plan for myself.

1- DEFINE CLEAR CAREER OBJECTIVES

It is ‘personal’ and based on your personal values and motivations in

life – “I believe in myself and my determination to succeed.”

It is a ‘commitment’ and identifies who you really are and what you

want to achieve - “I want to be a very successful sales professional, and

that will take me to greater heights in life.”

It has a ‘direction’ and is based on what steps you will take in seeking

your ultimate dream, – “I want to be the sales director of X company in

five years time.”

2- EXPAND SELLING SKILLS As a confident and passionate sales professional, I constantly access

new levels of talent and selling skills that will move me up the ladder of

success. Below are some examples of skills I have begun to expand on:


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a. PSYCHOLOGY SELLING

work on the mindset of my customers by

creating a business partnership with them.

b. FOCUS ON SELLING QUALITY

most customers do not just look at a price

factor, but more on service levels and the quality

of my product and level of service.

c. COMMUNICATION SKILLS

improve the way I write and present a business

proposal. The corner stone to this success

is being able to understand my customer’s

business and how I create a business dialogue

with them.

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9 / www.nzsalesmanager.co.nz 9 / www.nzsalesmanager.co.nz

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d. TIME MANAGEMENT

time is my most important resource, and it is no

secret that the defining quality of a good sales

person is good time management. Knowing my

level of a sales professional, below are some

suggested areas of time management I have

looked at improving:

• Get into the habit of having a ‘to do list’.

• Set up a long term sales plan, with

achievable deadlines.

• Avoid procrastination at all cost.

• Be a team player.

• Be careful to avoid any burnout.

3- DEVELOPING A PERSONAL MISSION STATEMENT

A personal mission statement provides a reference

point for assessing your work and life balance. Form

one that encompasses your values and purpose,

and includes your roles and goals. The statement

will become your personal constitution. The focal

point by which you measure the balance of work

and life. Involve a trusted friend or colleague in the

process so that they can give you feedback. Let

the statement inspire your decisions, influence your

action and guide your life.

Here is an example of my mission statement as

an example:

MY SUCCESS STATEMENT

“I choose a harmonious balance between work

and my life. I address my family’s needs first, and

I aim to contribute to their well-being, happiness,

and sense of fulfillment. I am proactive in my work,

and I achieve my career goals with imagination

and integrity. I am known for my sense of humour,

and my compassion. I am a team player. I always

celebrate successes of my colleagues, family and

friends. I am committed to learning something new

every day. I enjoy quality leisure time. I am able to

relax, and I celebrate life every day.”

4- DO A SWOT ANALYSIS

Your Strengths, Weaknesses, Opportunities

and Threats.

A SWOT analysis will assist you in identifying how

well you are doing in the area of sales as well as you

very own personal career development.

My personal career development plan is based on

the following SWOT analysis of myself:

a. STRENGTHS

My journey as a sales professional has helped me

develop several strengths that I use to enhance and

manage my selling career. Some of these strengths

can be identified as:

• Attended several sales management training

programmes throughout my career.

• This helped me develop and conduct my

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own training programmes for sales teams I

have managed.

• A natural ability to develop a partnership with

my customers, and relate well to people of all

ethnic and cultural backgrounds.

• I have the natural ability of mentoring all

levels of sales professionals.

• I am well organized and prioritize my goals in

achieving my sales objectives.

• I have a passion of writing sales articles.

• I organize business showcases.

b. WEAKNESSES

• I lack the ability to keep up with any

enhancements in the IT field that I could use

to help develop my sales career.

• I involve myself in too many professional

and personal goals and often lose track on

set timelines.

• I am sometimes slow to communicate with

my customers.

c. OPPORTUNITIES

• Understanding the world of sales gives

me endless opportunities for personal

growth; my focus is constantly tapping on

these opportunities.

• Keeping on top of a changing world

economy, I see this as a challenge to keep

myself up-skilled and focused in meeting any

change in the market.

d. THREATS

• With tough economic times, companies are

trying to keep their head above water and this

has created a very tough competitive edge

in the market. This has drastically increased

my awareness of my professional skills, which

draws all my strengths to succeed.

• With companies outsourcing and merging


Ivo d’Silva is a passionate about developing sales people, and is cargo manager with mcH cargo Aus pTy ltd, Auckland.

to survive, has made selling an even greater

challenge. This has made me an even great

negotiator in winning business.

5- EXPLORE SALES DEVELOPMENT OPPORTUNITIES

As a sales professional I continually look at

opportunities to develop my career, through

learning and job experience. This helps me better

understand my strengths and weaknesses, which is

the corner stone to developing my opportunities to

fulfilling my ultimate dream.

Some of the opportunities that has helped me in

this direction are:

a. Getting my employer to give me added sales

responsibilities.

b. Constantly expanding my personal range of

customer networking

c. Attending sales seminars or conferences.

d. Up-skilling myself by attending any sales

training programmes.

e. Encouraging feedback from my customers,

superiors and colleagues.

f. Reading sales magazines and accounts of very

successful business people.

My success as a sales professional for over 38

years, covering two very different sides of the

world from the Middle East to New Zealand, has

been attributed to my career management plan

I have outlined above. Having started my sales

career as just a very junior sales executive, I have

worked my way up to a regional sales manager,

never losing sight of my ultimate dream of leading,

training and mentoring sales teams – which I have

done in both in the airlines as well as the contact

centre industries. To me personally, selling is a great

challenge of perseverance and mental strength. It

offers an unlimited window of opportunities as long

as you have a strong belief in yourself and remain

focused on your ultimate dream coupled with hard

work and determination.

Use President Obama’s slogan of “Yes We Can” to

motivate you in your pursuit to becoming a great

and very successful sales professional.

Good luck

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When things are not what they seem

By Paul King

BIG PROSPECTS

We can all get excited about finally

finding a ‘way in’ to a prize client.

However, things are very rarely what

they seem with the rose tinted glasses on. Honesty

is the best policy, especially with yourself. Here is a

cautionary tale.

Imagine that Sam is your contact in ‘The Big

Company’ (TBC). You met for coffee and she was

really positive. You’re sure it’s a done deal. Not only

that, but she was hinting about even bigger stuff

with the company that owns TBC!


When you spoke to Sam yesterday, she said that you

need to send her an email with headlines of your

proposal and she’d make sure she’d deal with it.

You spent all day writing a detailed response with

heaps of detail on your capabilities and technical

know-how; it was quite an epic in fact. What could

go wrong?

So, today’s the day, you’ve sent the email and Sam

is going to deal with it!

Sam, a marketing manager, gets to work at 8.20am.

At 8.30am, she has a ‘team meeting’ and by 9.10am

she’s wondering why she bothered. By 9.30am Sam

has ‘read’ her emails, yours is in there.

10am Sam has her next meeting, her boss is

‘owning’ her work again. 11am she’s having a coffee

and talking to her ‘fed up and going to leave’

colleague. At 11.25 you call Sam to ask what she’s

done with your email. She says she’s pleased to hear

from you.

11.45am Sam is explaining to the Director (her

bosses’ boss) why he’s involved in signing off

budget for a project - She has to be diplomatic in

not making her boss look bad (he hasn’t done any of

the work, but is claiming it’s his) whilst placating the

Director. Lunch is a run in the rain, but it gets her

out of the office.

Up to 3pm, Sam has been reading documents and

putting together a proposal for a board meeting

next week.

3.04pm, you follow up with another email. At 4pm,

Sam comes back to your email and wishes she’d just

flicked it on to ‘the right person’ in the first place.

It’s a good service, but hardly at the top of her list.

4.30pm, Sam ‘clears’ her emails. At 4.45pm her boss

wants a ‘debrief’ on what she said to the Director

– he’s panicking! 5.32pm Sam gets a call from

Australia demanding a document by 8.30am. She’s

got to go in at 7.30am the next day to do it!

So, how do you feel now? Let down? Lied to?

Bitter? Same old same old?

If you’ve attached elevated expectations to the

situation you’re bound to feel let down, but should

you really? What’s actually happened here?

REALITY CHECK

Everything that happened here happens every

day and is perfectly normal. You’d generated

an outcome in your mind based on very sketchy

information. You may be thinking, “hang on, this

bloke is right to be annoyed, this woman has let him

down.” However, let’s look at the facts and live in

the truth. This will make it easier. The main thing is

to make the main thing the main thing!

LET’S DISSECT WHAT’S HAPPENED

You’ve attached a lot of importance to TBC and

connecting with Sam would have been very exciting.


Sam will have met lots of people like you. It’s part

of her job to keep an eye out for opportunities for

TBC. Sam will naturally and professionally appear

interested. She probably said things like “that

sounds great” and “I think we could use this.”

All this means is that Sam is interested in hearing

more for some reason.

Sam’s motivation is to figure out if what you have

to offer can further her own career. At this point,

you don’t know if Sam can make a decision,

what exactly her place in the company is or what

benefits your product or service could have

for TBC.

You’re in a ‘holding pattern’ like aircraft queuing

around a busy airport. What you do next will

determine how long you are left in the air (or

realize the airport has shut).

In Sam’s case, some or all of these good reasons

to meet with you for coffee might apply:

• Likes to go for coffee

• Likes you

• Needs some meetings outside of the office,

the damn place drives her nuts

• Needs to be seen to have outside meetings

so she looks important to her colleagues

• Is genuinely interested in what you have

to offer

• Talks to everyone, someone may have

something she can use

She said ‘great’ and ‘Oh yes’ and ‘oh, I see’ and

‘that could be useful’ and ‘hmmm’. So clearly, it’s

a done deal right? She said so didn’t she? She was

really up for it, she was so positive – yeah?

NO!

Maybe you think you’ve asked the right questions

and got some answers and that’s why you’re so

sure the deal is done. However, what has Sam

said? Has she agreed that the features of your

offer are of benefit and that she’s in a position to

offer you a contract? Or, is Sam just doing her job?

Perhaps she has some personal reason such as

liking to talk to you with a bit of office boredom in

the mix as well.

The important lesson here is to listen without pre-conceived ideas. NEVER focus on the result, but always on what you’re doing then and there. Pay attention to what the other person is saying.

paul King (A.K.A. mr. Anonymous) is a speaker, coach and mentor. paul started cold calling insurance sales and has gone on to holds senior roles with large multi-nationals in the UK and New Zealand. To find out more visit www.mranonymous.biz

It could be that you’ve happened upon the exact

person you need to talk to and you have the exact

product or service that person needs right there and

then. That’s very rare.

The important lesson here is to listen without

pre-conceived ideas. NEVER focus on the result,

but always on what you’re doing then and there.

Pay attention to what the other person is saying.

Withhold judgment; if you go into a situation with a

pre-conceived idea of the outcome, what you hear

and pick up will inevitably colour your view of the

outcome. That does not mean you don’t go with a

positive mental attitude, enthusiasm and optimism,

but hey, you’re going to find out what the prospect

wants and how what you have to offer will fulfill

those requirements.

Now, you will no doubt have heard people advising

that you need to go in to a meeting with a clear

idea of what you want to get out of it. Therefore,

what I’ve just said is rubbish right? Not so, you can

certainly go in to a meeting with clear goals and

targets in mind but only once you have a clear and

objective view of the situation you’re in. Valuable

deals are commonly missed through pre-conceived

views without understanding what the buyer needs

to make it work (if, in fact they’re really interested

in the first place). The prospect is an idiot for not

‘getting it’, communication is your responsibility.

THE EMAIL

You put everything in the email; there cannot be

any more information Sam will need. It’s all there,

all your knowledge, everything you know about

your product or service; she can’t be in any doubt

that you know what you’re doing. This is just

confirmation that the deal’s going ahead, right?

NO!

• Sam asked you for headlines! So what does she

want headlines for? Let’s have a think. She might

just need the headlines because:

• She’s the decision maker and she’s decided to

do business with you.

• She’s going to make a presentation to people

higher up the chain and she wants you to do her

job for her (very common).

• She’s just being nice and she has no intention

of doing anything with them (probably

more common).

• Maybe it’s because she’s got a project on and

this is just the thing she needs to complete

the picture.

The truth is that all you know is you had a coffee

and probably didn’t fall out. It usually takes months

or even years, but until you know what the truth is,

you can’t take the next step. Ignore this and it’s just

a numbers game. However, when it’s really, really

important, it can never be a numbers game, it has to

be right.


2 mINUTe Top-Up

Getting your prospects attention

By Jill Konrath

WORdS THAT SELL

Jay is the owner of a massage therapy

company. He’s trying to figure out how to sell

his services to the corporate market.

Like many of you, he doesn’t have a strong business

case to capture a company’s attention. That’s why

he recently asked me:

“I’m having trouble figuring out my value position

for selling to bigger companies. When a company’s

challenges are rising cost from suppliers or trying to

go “green,” it just doesn’t cut it to tell them, “Hey I

can reduce your stress during those stressful times.”

Any advice you can give is appreciated.”

Here is my response:

“You’re right Jay. For the most part, “reducing

stress” doesn’t excite most corporate decision

makers. You need to start thinking differently about

the value of your services. What you’re missing

is the high cost of stress on an organization.

It can lead to: higher medical costs, increased

absenteeism, costly mistakes, disengaged

employees, lower productivity, increased turnover

and much more.”

One of the biggest reasons businesses struggle in

today’s market is because they have weak value

propositions. Over and over again, I hear people

who sell deliver ineffective statements about

the value customers get from working with their

organization. It doesn’t matter if these sellers are

from big companies, small firms, or are independent

professionals. They just aren’t saying things that get

prospective buyers to say, “Come on in. We need

to meet.”


2 mINUTe Top-Up

And the worst thing is that many of the products or

services these people sell have extremely high value

to corporate accounts! But their failure to articulate

it in words that appeal to corporate decision makers

is their downfall. Instead, they limp along trying to

drive sales but are unable to even get in the door.

A strong value proposition is specific, often citing

numbers or percentages. It may include a quick

synopsis of your work with similar customers as a

proof source and demonstration of your capability.

A value proposition is a clear statement of the

tangible results a customer gets from using your

products or services. It’s outcome focused and

stresses the business value of your offering.

Here is an example of a good value proposition:

“We help large companies reduce the cost of their

employee benefits programs without impacting

benefit levels. With the spiraling costs of health care

today, this is a critical issue for most businesses.

One of our recent clients, a large manufacturing

company similar to yours, was struggling with how

to reduce spending in this area. We saved them

over $800,000 in just six months. Plus, they didn’t

cut any services to their employees, nor did their

employees have to pay more.”

Strong value propositions are your best tool for

setting up meetings with prospective buyers.

Corporate decision makers will nearly always meet

with sellers who offer tangible outcomes and

measurable results.

jill Konrath is an internationally recognized sales strategist and bestselling author. you can download a free value proposition Kit now, or to find out more, visit www.jillkonrath.com

http://saleslinkmobile.co.nz

http://www.jillkonrath.com/value-proposition-kit/


reSoUrce corNerreSoUrce corNer

Authors: Joe Navarropublisher: Harper Collinsprice: $26.99 from www.mightyape.co.nz

WHAT every Body

IS SAyINGAN ex-fBI AGeNT’S

GUIde To Speed reAdING

people

Why are some people more successful than others? Why do only a small number of people ever achieve their goals?

Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100

KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.


What you say is often far less important

than how you say it. One of the

harbingers of success is to understand

how nonverbal cues such as body language, dress,

and demeanour affect how you are perceived

and understood.

He says that’s his best offer. Is it?

She says she agrees. Does she?

The interview went great-or did it?

He said he’d never do it again. But he did.

Read this book and send your nonverbal

intelligence soaring. Joe Navarro, a former FBI

counterintelligence officer and a recognized expert

on nonverbal behavior, explains how to “speed-

read” people: decode sentiments and behaviors,

avoid hidden pitfalls, and look for deceptive

behaviors. You’ll also learn how your body language

can influence what your boss, family, friends, and

strangers think of you. You will discover:

• The ancient survival instincts that drive

body language

• Why the face is the least likely place to gauge a

person’s true feelings

• What thumbs, feet, and eyelids reveal about

moods and motives

• The most powerful behaviors that reveal our

confidence and true sentiments

• Simple non verbals that instantly establish trust

• Simple non verbals that instantly

communicate authority

In this book Navarro, one of the leaders in nonverbal

behaviors, demonstrates how to modify your

subconscious statements to your greatest advantage

and also read what other people are ‘saying’

non verbally. These skills will increase your ability

to accurately assess moods, decode behaviors,

anticipate problems, avoid hidden pitfalls, influence

negotiations, and understand the secret motivations

of those around you.

Filled with examples from Navarro’s professional

experience, this definitive book offers a powerful

new way to navigate your world.

reSoUrce corNer

Why are some people more successful than others? Why do only a small number of people ever achieve their goals?

Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100

KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.

http://kndconsultancy.co.nz

2013

reSoUrce corNerQUIcK fIx

www.nzsalesmanager.co.nz / 20 20 / www.nzsalesmanager.co.nz

Great sales people are grateful. They have an

attitude of gratitude.

They thank people they meet at a networking

event. Win or lose, they thank their prospects for

the opportunity. They thank their customers for the

business on a regular basis. They thank people in

their own organisation for the help they give. They

thank suppliers who work in partnership with them

to service the needs of customers.

Who have you thanked today?

ATTITUdE Of GRATITUdE

QUIcK fIx

IT’S NoT WHAT yoU Sell, IT’S HoW yoU Sell.

21 / www.nzsalesmanager.co.nz2013 20 / www.nzsalesmanager.co.nz

dATe NAme plAce compANy lINK

Monday 2nd September cross Selling and Up Selling

Hamilton Top Achievers Sales Training

http://events.themarketingcompany.co.nz/courses/22-crossselling-upselling

Tuesday 3rd September cold calling and prospecting

Auckland Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 3rd September-

Thursday 5th September

Scotwork Advancing Negotiating Skills

Auckland Scotwork Nego-tiating Skills NZ

http://www.scotwork.co.nz/

Wednesday 4th September-


Winning proposal Strategies

Auckland Shipley NZ http://www.shipleywins.co.nz/public-

training-schedule.html

Thursday 5th September Key Account management

Tauranga The Marketing Company

http://events.themarketingcompany.co.nz/courses/23-key-account-manage-ment

Monday 9th September Sales Ignition day Auckland

Central

The Marketing Company

http://events.themarketingcompany.co.nz/courses/2-sales-ignition-day

Tuesday 10th September overcoming objections Auckland Top Achievers Sales Training


Thursday 12th September Social media and Sales Auckland Top Achievers Sales Training


Tuesday 17th September Sales Basics Auckland Geewiz http://www.geewiz.co.nz

Wednesday 18th September leadership with results Auckland Geewiz http://www.geewiz.co.nz

Wednesday 18th September-


managing major Bids Auckland Shipley NZ http://www.shipleywins.co.nz/public-


Friday 20th September Winning Business as an Sme

Auckland Shipley NZ http://www.shipleywins.co.nz/public-


Wednesday 25th September Sales management Christchurch Geewiz http://www.geewiz.co.nz

cAleNdAr

Does your organisation have a code of sales ethics? We’ve developed this one especially for NZ Sales Manager readers.

Please feel free to adopt for your team or organisation!

When dealing with me:• You will find honesty and integrity.

• You will be listened to. I will seek to understand.

• You will be told the truth, how it is and as it happens.

• We will be working towards mutual gain.

• You can expect me to follow through on the promises I make.

• You can expect me to be committed to my own personal development.

• You can expect me to be an ambassador for the

sales profession.

THe NZ SAleS mANAGer code of profeSSIoNAl SellING



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

“Coming together is a beginning; keeping together is progress; working

together is success.” - Henry Ford


Date post:	16-Mar-2016
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NZ Sales Manager Issue 74

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