NZ Sales Manager - Issue 99

NZSALES

NZrsquoS E-MAG FOR SALES LEADERS | WWWNZSALESMANAGERCONZ

OCTOBER | ISSUE 99

Page 6

Do You Have Sales Manager Success Insurance

02 | wwwnzsalesmanagerconz

From the EditorIf you are planning some training for

your team in the near future make sure you check out Stuart Edmunds

thoughts in this issue on why sales training fails I think sales training can often be enhanced by including the perspective of the buyer rather than taking a sales only approach

To help with this Procurement Expert Paul Rogers shares an article he wrote for the procurement profession about how to work with suppliers ndash thatrsquos us the sales people I found this

ABOUTShort 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

article particularly insightful and it got me thinking about how I respond to phrases and questions that buyers use and how to manage a conversation if the quality of question and opinion from the buyer is not particularly helpful I hope you can use it as a tool in your next team session too

PNCONTACTSUBSCRIBEampSHARE

W wwwnzsalesmanagerconz

E paulnnzsalesmanagerconz

EDITOR Paul Newsom

ART DIRECTOR Jodi Olsson

GROUP EDITOR Richard Liew

ADDRESS NZ Sales Manager C- Espire Media PO Box 99758 Newmarket Auckland 1151 NZ

RICHARD LIEWManaging Director

021 123 456wwwespiremediacomrichardlespiremediacom

ISSN 2230-4762

CONTENT ENQUIRIES Phone Paul on 021 784 070 or email paulnnzsalesmanagerconz

ADVERTISING ENQUIRIES Phone Jennifer on 09 522 7257 or email jenniferlespiremediacom

SUBSCRIBE AT wwwnzsalesmanagerconz Itrsquos free

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OCTOBERcontents

THIS MONTHS MUST READ6DO YOU HAVE SALES MANAGER SUCCESS INSURANCE

PASSIONATE ABOUT SALES MICHAEL FRIIS FROM 2DEGREES12

DID YOU KNOW COLOUR IN BUSINESS15

WHY SALES TRAINING FAILS16

LETrsquoS GET THIS PARTY STARTED20

TWO MINUTE TOP-UP263 SALES FOLLOW UP STRATEGIES TO REPLACE lsquoTOUCHING BASErsquo

QUICK FIX28Itrsquos not what you sell itrsquos how you sell

BOOK REVIEW30Talk Like Ted by Carmine Gallo

CALENDAR31

THE CLOSE32

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$377

To find out more call 0800 022 BIZ or visit 2degreesmobileconzbusiness

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MUSTREAD

Words by Graham McGregor



wwwnzsalesmanagerconz | 07

I recently looked into unusual insurance policies And I found there are all sorts of interesting things that insurance companies will happily write insurance policies for

In 2011 Parade Magazine reported that Shirley MacLaine a believer in the existence of extra-terrestrials had along with 20000 other people taken out alien abduction insurance Her policy was in the region of $25 million

In other words if you get abducted by aliens (and can prove it) the insurance company will give you a nice pay-out Many well-known celebrities insure parts of their body that are a key factor in their success Bruce Springsteen well known for his unique vocal qualities has his voice insured for an impressive amount If something should happen to Bruces voice he stands to gain an impressive $6 million

During the height of his career Michael Flatley -- star of Riverdance and Lord of the Dance -- insured his legs for an unbelievable $47 million However in all my research there is one type of insurance policy that I have never seen mentioned And that is lsquoSales Manager Success Insurance

In other words you canrsquot buy an insurance policy that pays you money in the event that you are not successful as a sales managerSo if you fail as a sales manager you wonrsquot get a large pay-out However I have some good news for youhellip

You can take out your own lsquoSales Manager Success Insurancersquo by following two very simple steps And these two steps will quickly improve both your skills and results as a sales manager

You canrsquot buy an insurance policy that pays you money in the event that you are not successful as a sales managerSo if you fail as a sales manager you wonrsquot get a large pay-out


Letrsquos take a look at each stepSTEP ONE USE THE lsquo3010 FORMULArsquoThis is one of the most practical things you can do to improve your skills not only as a sales manager but your skills in any area that is important to you

The 3010 formula means you spend 30 minutes every day reading information that will improve your knowledge and skills in an important area for you During this 30 minute period you also spend 10 minutes reading aloud the information you are studying

30 minutes a day is around 180 hours a year or over a solid month of forty hour weeks And 10 minutes a day of reading aloud is over 3000 minutes a year or nearly 50 hours of voice training practice

The 3010 formula is very specific in how you do your reading aloud

bull You take in a breath at the start of a sentence and begin reading aloud your material

bull You pause briefly at each punctuation mark and stop at the end of a sentence and take another breath

bull You then begin reading the next sentence pausing briefly again at each punctuation mark If you need to take another breath during any sentence you pause briefly and do this

When I first came across the 3010 formula many years ago I had a big problem I had been in selling for a number of years but I would speak very fast and my customers found it hard to understand what I was saying I knew that talking too fast was costing me sales however I was not sure how I could fix it I decided to try the 3010 formula I picked out one of my favourite books on selling and began reading it for 30-minutes each morning I also began reading it aloud for 10 minutes as part of each 30 minute session Now reading aloud for 10 minutes was a lot harder than I thought it would be

The first day I could only do it for about three minutes and my voice got croaky I found that breathing in at the start of a sentence and then pausing at each punctuation mark was very tiring The next day I got to about five minutes and stopped It was completely different from doing my normal talking

I kept up my 3010 formula for about two months and some remarkable things happened I found that I began to really understand and was able to use some of the ideas in my book on selling And then something really strange occurred

Within a one week period I had four people who knew me well ask what I was doing differently They wondered if I had a new haircut or was wearing some new clothes because I somehow appeared different to them What was different was that my voice had changed in that two month period

I now pronounced words clearer and I was speaking slower and with more authority All from reading aloud for 10 minutes a day My sales also increased noticeably over this same period The key with the 3010 formula is to pick the information that would help you the most right now

So you could read articles on sales and sales management (yoursquoll find some excellent articles in all of the back issues of NZ Sales Manager Magazine) You should also get practical books on sales management and selling and read them as well

My favourite book on sales management is lsquoThe Accidental Sales Managerrsquo by Chris Lytle The exciting thing about the 3010 formula is that it is very simple to use And in most cases you will see noticeable improvements in less than two months

STEP TWO USE THE TOASTMASTER lsquoSUCCESS INSURANCE MODELrsquo This model is very simple get a Support Group of like-minded

people and meet with them regularly for both learning and

inspiration Let me explainhellip

Many years ago I decided I wanted to learn to be able to speak well

in front of a group of people So I joined Toastmasters

Every week I went to a Toastmasters meeting and I had to speak

for at least a minute in front of a group I also received coaching and

recommendations after giving each talk

I also observed dozens of other people giving talks and receiving

coaching and recommendations in the same time period Over

a six month period I managed to get quite good at speaking in

front of groups

One of the reasons that a support group like Toastmasters works

so well is that all the members are committed to the same thing

ndash learning how to speak well in front of a group Toastmasters

gives you courage and teaches you how to become a better public

speaker And its all done in a very positive and friendly environment

You get a lot of practice and you also see other people improve

as well The same support group concept applies equally well to

you as a sales manager

If you want to make dramatic improvements in your skills and

results as a sales manager get a small group of successful sales

managers together and arrange to meet with them on a regular

basis Share your sales manager successes and challenges with

this group and ask for input and ideas from them as well

If you want to make dramatic improvements in your skills and results as a sales manager get a small group of successful sales managers together and arrange to meet with them on a regular basis


Graham McGregor is a consultant specialising in memorable marketing You can download his 396 page Unfair Business Advantage EBook at no charge from the link above

wwwtheunfairbusinessadvantagecom

Now you have two options here

Option A You can set up your own support group of sales managers A good number is eight to 12 sales managers who are all in non-competing industries

Arrange to meet at least once a month for two to four hours And make it worthwhile for all the sales managers to attend For instance you could provide helpful coaching to each sales manager Plus have interesting guest speakers who will give practical advice on how to improve your skills as a sales manager

Option B You can join a support group that is already set up A good example is a brand new business in Auckland I came across recently The business is called Sales Syndicate and is a high-level networking and mentoring programme specifically for Sales Managers In effect they are offering their members lsquoSales Manager Success Insurancersquo

Alternatively it is often worthwhile joining one of the many business networking groups that meet around the country They meet on a regular basis and can be useful for making new contacts and getting regular inspiration and encouragement

Just do a google search on something like lsquobusiness networking in xrsquo where x is your town Having a support group of like-minded sales managers helping you is definitely worth considering if you want to be successful as a sales manager

Itrsquos a success model that has worked for a large number of people and could work very well for you as well

SUMMARY

There are two practical steps you can take right now to take out your own lsquoSales Manager Success Insurancersquo

1 Use the 3010 formula and improve both your voice and your sales management skills

2 Meet with a group of success-oriented sales managers at least once a month

Both of these steps are proven to work and I know yoursquoll be delighted at how well they work for you as wellbull


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With the help of our world class advisors and the support of our community to spur her on Alex has gone from spruiking her own edgy threads to working with some of Australiarsquos leading labels including Josh Goot White

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The Entourage is changing the world through a new kind of business education

Introducing Alex


Sales people and their managers are critical to the growth and success of New Zealand businesses so wersquod like to share stories of real New Zealand sales professionals wisdom that they have gained during their experience in the sales profession

Michael Friis from 2degrees

PASSIONATEABOUTSALES


Michael Friis Regional Business Sales Manager at 2degrees shares some of what he has learned over a 20 year period in the telecommunications industry having worked

in a wide variety of roles such as Global Accounts Business Development Sales Leadership and Consulting as well as having built and sold one business within the telecommunications industry

Tell us a bit about your current role as Regional Business Sales Manager at 2degrees and what you love most about it My role is to accelerate the impact 2degrees is having on the business market I support two Area Sales Managers each working a team within the SME Market and I work with our Corporate Business Development Managers to break new ground in Enterprise sales What I love most about my role is supporting people to reach for success beyond what they would have considered possible And through our client wins redefining the mobile market

What was your first sales role and what did you gain most from that experienceTo be honest Irsquom embarrassed to say but my first formative sales experience was while still struggling through university I was sold on the concept of a passive income via a network marketing company it was a self-employed role and it taught me the skills to manage my mindset in particular in the face of setbacks to focus solely on your goals and the next step to achieve them With a goal orientated mindset all problems can be solved by innovation negotiation or compromise

Therersquos a lot of pressure on salespeople and sales managers to deliver on results how do you keep stress at bay and keep on top of your gameWhen I feel stress occurring I like to remind myself of what the goal is Irsquom trying to achieve Then I focus on the next action to get me closer to that objective I stay on target deal with what is most important and ensure Irsquom across my priorities I put my attention on what is within my control everything else is a distraction

When I feel stress occurring I like to remind myself of what the goal is Irsquom trying to achieve Then I focus on the next action to get me closer to that objective I stay on target deal with what is most important and ensure Irsquom across my priorities


In the past you ran your own business for nearly a decade do you believe having an entrepreneurial mindset has helped you in your current sales management role if so howDefinitely to lead a business involves similar skills to leading a sales team the most critical I have found is being able to communicate a vision and purpose for the day to day activities of the team something unifying at a human level beyond making money Ideally this purpose inspires your team to think beyond exchanging time for money and to look at their efforts as making a meaningful difference a legacy or bringing change and progress When we come to work to make a difference to a cause we bring 100 of our abilities our enthusiasm and all the extra discretionary effort we can spare

When did you first become a sales manager and were you privileged enough to have a mentor or training or like most sales managers in New Zealand did you have to learn on the jobWhen I started my business I became the defacto everything having said that in my previous roles I was fortunate to have worked with some great leaders that took the time to build relationships with people at all levels in their organisation and invested in coaching the person not the role They believed in building great people setting a clear vision for the business and giving their teamrsquos freedom to rise to the challenge

What key attributes do you look for when recruiting salespeopleMental toughness to continue in the face of setbacks and adversity The ability to see feedback as an opportunity to improve a history of goal setting and achievement Irsquove found sporting achievements are an asset too


What do you believe it takes to be a successful sales manager and do you believe it requires a different set of attributes than it does to be a successful salespersonYes I do often what drives a successful person is a singular focus on meeting their objectives When leading a team that skillset is alloyed with an expectation of supporting others to greatness putting your teamrsquos personal and professional development first and regularly raising the bar on what is possible and expected The best sales teams I have had the privilege of supporting have been long serving professionals who felt challenged appreciated and energized by mentoring them to extend themselves in all directions

Can you recommend a book mentor or other resource that has helped you on your road to successIn my twenties I got a lot out of M Scott Peckrsquos lsquoThe Road Less Travelledrsquo plus other seminal texts Dale Carnegiersquos lsquoHow to Win Friends and Influence Peoplersquo and Stephen Coveyrsquos lsquoThe 7 Habits of Highly Effective Peoplersquo bull

Michael is currently Regional Business Sales Manager at 2degrees and is now helping 2degrees bring positive change to the business market He is married with two boys aged 5 and 2 and loves boating spear fishing gardening and sports Connect with him on LinkedIn

www2degreesmobileconzbusiness

Understanding colour meanings in business is essential when you are establishing a business profile Colour psychology affects our lives in so many ways yet we often dont realise

the impact of our colour choices on our website colours stationery and packaging in our retail or office space in our marketing or our business clothing Check out the meaning of each colour to determine the best choices for your business

Red Red is a physical colour which calls for action to be taken Its high energy and strength draws attention to itself and demands to be noticed

Orange Orange is a colour of adventure which inspires and creates enthusiasm It is optimistic and sociable and suggests affordability

Yellow Yellow is an illuminating and uplifting colour which stimulates our analytical processes and assists with mental clarity

Green Green is associated with nature health and healing It balances the emotions and inspires compassion

Blue Blue is the safest colour to use in most applications implying honesty trust and dependability

Purple Purple implies wealth quality fantasy and creativity It works well with many other colours

More colours can be found here bull

DID YOU KNOW

Why Sales Training Fails

Words by Stuart Edmunds

Sales training often fails because it isnrsquot training that is needed in the first instance Like water flowing downhill and human nature we all tend to find the path of least effort and lowest resistance If a manager wants sales improvement it is easy to assume the first thing your employee needs is more training Training focusses on skills but skills alone do not enable a salesperson to succeed



It takes three to tango A simplistic but clear way to represent the three

components that govern individual behaviour is awareness skill and attitude

1 A salesperson is aware that something needs doing and has the skill to do so but not the desire

2 A salesperson is aware and would like to contribute but doesnrsquot have the skill to do so

3 A salesperson would like to help and is able but is unaware of the need

All three are necessary if a salesperson is to behave as desired

When looking for a change in behaviour start with awareness This is often the lowest hanging fruit A simple conversation may do the trickmdashand listening needs to be a big part of the conversation ldquoOh I see got it yes I see what you meanrdquo is emblematic of the kind of simple revelation that can unlock doors to sales progress and simple changes in sales behaviour

Assess sales skills second While inadequate sales skills take time to address it should be pretty easy to distinguish sales capabilities from awareness and attitude If sales skills are lacking then training is certainly needed assuming you have the right person for the job otherwise

Attitude is the final dimension to assess Once an employee knows what is expected and has the appropriate sales capabilities a lot of attitude problems evaporate

If attitude still seems to be a problem after making sure sufficient information and sales skills are present attitude may not be the actual problem Salespeople donrsquot operate in a vacuum The environment around them provides everything from conflicting priorities and mixed messages to inadequate resources and contradictory reward and incentive systems Most salespeople come to work eager to do their best and bad attitudes are frequently the result of feeling unable to earn their potential for a multitude of reasons

If there are too many priorities there are none You canrsquot just keep adding to a salespersons task list If you want a salesperson to do something that they arenrsquot doing you may need to help them identify things they can stop doing or do more quickly and how they can still retain or increase their earning capacity

Old sales habits squeaky wheels and the path of least resistance have a way of persisting If you want salespeople to change their behaviour you need to set expectations ensure they have the skill and support they need and then hold them accountable Wishful thinking is not a substitute for sales management

When looking for a change in behaviour start with awareness This is often the lowest hanging fruit


Stuart Edmunds is the founder of the New Zealand Institute of Sales dedicated to elevating the sales profession in New Zealand by supporting professional development peer networking and industry awards among members who support work within and lead sales organisations

Encourage desired behaviours Sales support resource limitations are related to conflicting priorities You must support desired sales behaviours with time information tools equipment experts resources process and methodology You would never expect someone to fix your car today with only a screwdriver However the equivalent happens in sales organisations all the time

lsquoJust do itrsquo is often followed by a declined request for investment in what is necessary While obviously salespeople canrsquot get everything they want to make their jobs easier you do need to provide essential sales support and avoid creating a damaging us-vs-them dynamic within your organisation

Contradictory reward systems include official and unofficial reward systems namely the financial compensation system and many forms of informal recognition Sometimes both are in conflict with the desired sales behaviours Where does your company stand when a salesperson consistently exceeds quota with deals that require constant revisit and margin erosion versus a salesperson slightly behind on budget but regularly sells clean well scoped and well-managed deals requiring little to no revisit

If you want a salesperson to do their job well not only must you be sure they have clear expectations the right skills and a willingness to do well you must also be sure the many forces around them support the desired behaviours and discouraging undesirable behaviours It may sound overwhelming and financially impossible to get this right It isnrsquot Accept there is no perfect sales organisation What is lsquobest practicesrsquo for one sales organisation might be worth contemplating and some elements adopted with due consideration but what works in one context never produces the same results in another

wwwinstituteofsalesconz

Sales training success lies in properly diagnosing the hurdles to improved sales performance in your particular situation If priorities arenrsquot really priorities step back and reassess where you are going and how you intend to get there If your sales reward system is encouraging the wrong behaviours change your reward system If sales training is needed train

If you lsquofixrsquo the wrong things you waste money time and opportunity If you lsquofixrsquo things randomly the odds are massively against fixing the right thing Determine specifically what is preventing the individual and team sales behaviours that would make a difference in your company and then remove those obstacles to better performancebull


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We can all use endless clicheacutes until the cows come home but does

it really matter what words

we use when dealing with

suppliers Yes it does Paul

Rogers opens his toolkit and

this time considers the phrases

that we use in day-to-day

negotiations with suppliers

Letrsquos Get This Party Started

Words by Paul Rogers From the desk of the Procurement Manager

Hardly strategic stuff but whether for use by the sourcing team or

by staff in the business here are some dos and donts of tactical


Imagine that the words we use could either increase the outcomes

we are seeking to achieve by one percent or alternatively reduce

them by one percent Which would you choose I thought so Sales

representatives deal with rejection every day of their working lives

so if you are the 10th person of the day to tell a salesperson that

their price is too high how likely is it that they will exercise whatever

discretion they may have and show you some flexibility


Lets look at some of the phrases that make sellers wince

bull Can you sharpen your pencil

bull Have another look at your prices

bull Come to the partytable

Have you ever played buzz phrase bingoʼ The previous three phrases are amongst the most common phrases used by buyers to try and persuade the seller to make them a new offer Each of them uses figurative language we dont really expect the supplier to turn up at our offices with a party hat and whistle ready for a fun time Its almost as if we are afraid or embarrassed to express directly what we are looking for

Why not try the following phrases

bull What can we do to release some value ie if they happen to be the incumbent supplier

bull How can you improve the competitiveness of your offer ie if they are a potential supplier

The use of the word we implies a more collaborative approach than simply what can you do to release some value But both phrases benefit from being direct and clear in their meaning and intent The other party may respond by saying Nothing but on the other hand they may say If you were to change your payment termsagree to a longer term contractincrease your volume then we could consider a new discount structure

The use of the word we implies a more collaborative approach than simply what can you do to release some value But both phrases benefit from being direct and clear in their meaning and intent


At least we have opened up an opportunity for further negotiation Additionally the use of the word valueʼ broadens the range of options open to the supplier

For example telemarketing staff may have limited discretion over the prices they can quote but they may have discretion over freight charges lead times packaging or other aspects of their value proposition all of which would be of potential benefit to the buyer

bull Is that your best offer

bull Is that your final offer

There is only one answer that these questions deserve

Questions like this tend to stop any negotiation in its tracks They close down the dialogue They paint the other party into a corner Dont use them Consider the following phrase as an alternative What can we do to improve upon those terms

What is interesting about this phrase is that it assumes that improvement is possible

Contrast that with the following two leading questions

bull You couldnt improve upon your offer could you

bull We dont get a discount do we

The use of phrases such as these might soften the message being delivered for the other party but they also clearly invite the answer No Assume a positive outcome and leave it to the other party to decide if they can move towards you

Consider the following phrases

bull What flexibility can you show me

bull What discount do we get

There is no suggestion that these phrases are silver bullets which will automatically unlock some value However in most negotiations open questions are more powerful than the closed alternatives and leading questions should almost invariably be avoided


For example Have you stopped stealing office stationery assumes your guilt how would you feel if asked that question

bull You are behind the eight-ball on this one bull You are really up against it bull You are going to have to come up with something

special this time

Taken literally these phrases seem to say You dont have much chance of winning Are they really supposed to motivate the other party

Many buyers have only ever known a buyers market and so it is easy to fall into the trap of assuming that every supplier is desperate for our business What if suppliers do want to grow their business but by pursuing opportunities that they have a realistic chance of winning

Wouldnt this language which emphasises how remote the prospect of winning is be more likely to cause the supplier not to bid at all Consider the following alternative The best offer will win this business and I want to help you be as competitive as possible

Am I just playing with words Perhaps However if you are negotiating on the telephone the language used is disproportionately important so we need to choose words that emphasise that the opportunity is open and possible rather than words that describe the opportunity as remote or unlikely

One of the strengths of professional procurement practitioners is that they are usually agnostic about the bidders ie they do not have a preference for one supplier over another So the benefit of saying the best offer will win the business is that the potential supplier understands that no incumbent supplier has the inside track

A Dutch Auction is when the buyer approaches a supplier whos price is lets say $100 and says Ive had a better offer than your quote either you beat the offer of $095 or I switch the business to a new supplier

Whats wrong with this The use of another suppliers offer as leverage is not only a crude threat but abuses the confidentiality that suppliers are entitled to expect from the process

The problem in the longer term is that if the seller could give this customer a market-beating deal and they suspect that the terms would soon leak out to other customers they might think twice about exercising that discretion It is better to quarantine each suppliers offers and work with them to improve their competitiveness


Paul Rogers is the Director of Capability and Excellence with Comprara Pty Ltdwwwcompraracomau

Most suppliers will ask How far am I out or What do I have to do to win the business

Amateur or unprofessional negotiators will respond with the likes of Knock off 10 per cent and the business is yours You need to come down by at least $007 unit

Why Because while it may appear smartʼ to tell the supplier what they have to do that is all they will do By putting down a marker you are potentially limiting the movement the supplier is likely to make

Consider these responses instead

bull As things stand your offer is not the most competitive What can you do to improve your offer

bull The other suppliers offer are a matter for them I am interested in what you can do to make your bid more competitive The key issues are

Why are these statements different There are two reasons firstly neither statement contains a marker or any precise details on what the supplier should do Secondly both statements open up the prospect of a continued negotiation rather than suggesting that the negotiation is all but over

Most of us have a few stock phrases that serve us well be aware of what you say on the phone or face-to-face and aim to make sure that the words that you use are maximising your chances of success bull

By putting down a marker you are potentially limiting the movement the supplier is likely to make


GOT A PRODUCT SERVICE OR BUSINESS WORTH TALKING ABOUT

Want to grow brand awareness in a more effective and useful way

Get in touch with Jennifer now to discuss our options+64 9 522 7257 (NZT) | jenniferlespiremediacom | wwwespiremediacom

TALK TO ESPIRE MEDIA ABOUT OUR CONTENT MARKETING SERVICES We offer a range of ways to attract and retain customers by creating and curating relevant and valuable content to engage and add value to your audience

BENEFITSbull Expand your digital footprintbull Grow brand awarenessbull Increase traffic to your websitebull Thought leadershipbull Media exposurebull Attract new customersbull And grow SALES

Check out our blog for content marketing advice tips and ideas plus a free copy of our content marketing guide The Content Creation Cookbook

TWOMINUTETOPUP

Words by Jill Konrath


3 Sales Follow Up Strategies to Replace lsquoTouching BasersquoWhen you leave messages like lsquoIrsquom just touching basersquo or use

phrases like lsquochecking inrsquo your prospect deletes them in a nanosecond Worse yet they see you as just another pesky

salesperson Clearly thats not good

Heres the deal To keep sales momentum alive you need to provide value on every interaction -- even a quick follow-up call That means you need to rethink your entire call-back strategy


Sharing her fresh sales strategies Jill Konrath helps salespeople to speed up new customer acquisition and win bigger contracts

wwwjillkonrathcom

HERE ARE THREE APPROACHES THAT HAVE WORKED FOR ME1 Re-emphasise the business valueYour prospects will only change because of the impact you can have on their organisation Reiterate it Remind them of how you can help

You might say Pat in our previous conversation you mentioned how important it was to get going on this soon so you could realise the savings (eliminate redundancies drive incremental growth) that you need by year end Lets set up time to talk so we can get you moving forward

2 Share ideas and insightsYour prospects want to work with someone whos constantly thinking about how they can improve their business Be that person

You might say Pat Ive been thinking more about how we can help you increase sales (reduce costs speed up productivity) I thought you might be interested in what we did with XYZ organisation when they were dealing with the same challenge Do you have a few minutes for a quick conversation

3 Continue to educateSometimes your prospects are still asking themselves Does it make sense to move forward or not From the outside you wont know But you can keep giving them more reasons to change

You might say Pat I know its a big decision to change from the status quo Thats why I thought you might be interested in this article (ROI calculator case study webinar eBook) on (relevant topic) Lets set up a time to talk through your questions

See the difference Youre still providing value Even though they said they were interested Even though they told you to check back next week Even though they told you it was a slam dunk and they just needed to get the paperwork done

Drop the touching base and checking in mentality from your vocabulary entirely When making follow up calls become an asset in their decision process Thats when theyll really want to work with youbull


QUICKFIX

Know Your Competition

Changes in your competitors staff supply chain or marketing may give you a short window of opportunity to exert your strength in their area of weakness You will need speed and

creativity to turn these opportunities into sales

Companies make mistakes and errors of judgement from time to time Sometimes the damage control is done well sometimes not This will happen to your competitors Know which opportunities you can take while keeping your own integrity and credibility intactbull

Knowing your competition requires a lot more than keeping a watch on price and product

CONTENT MARKETING SEMINARHow to attract customers amp grow sales with content marketing

10amndash12pm | Friday 6 November 2015 | The Generator Auckland

Powerful insights for marketers and business owners - tickets only $39pp

MAKING CONTENT MARKETING COUNT IN NEW ZEALANDContent marketing is an extremely powerful marketing tool right now but therersquos content and then therersquos relevant content Putting aside the hype what actually works in New Zealand and what doesnrsquot

What youll learn at this info-packed eventbull How to use content to discover and cultivate the right audiencebull Three strategies to ensure you never run out of relevant content streamsbull A simple low cost content technique that keeps the online enquiries coming

(real life case study)bull How effective content marketing complements each stage of the sales cyclebull Find out what works in New Zealandrsquos small ecosystem and

what doesnt ndash yep NZ content marketing failsbull And more

REGISTER NOW

GUEST SPEAKER CHRIS PRICE Founder of Ark AdvanceArk Advance was founded by Chris in 2002 and provides consultancy services to improve the effectiveness of your online marketing They have worked with over 150 clients across 12 different industry groups including legal financial services travel health publishing telecommunications and technology

PRESENTED BY COLIN KENNEDY Content Marketing Thought Leader amp Head of Content at Espire MediaColin Kennedy is a journalist and writer by profession and one of New Zealands foremost experts on content marketing With more than 20 years experience in journalism public relations and marketing his previous roles include newspaper and magazine editor CEO of New Zealand Agritech Inc and marketing director for BNI New Zealand


RESOURCECORNER

TED talks have redefined the elements of a successful presentation and become the gold standard for public speaking around the world

These are presentations that set the world on fire and the techniques that top TED speakers use are the same ones that will make any presentation more dynamic fire up any team and give anyone the confidence to overcome their fear of public speaking

Communications coach and bestselling author of The Presentation Secrets of Steve Jobs Carmine Gallo has broken down the top TED talks and interviewed the most popular TED presenters as well as the top researchers in the fields of psychology communications to get their cutting-edge insights and to reveal the nine secrets of all successful TED presentations

From Unleashing the Master Within and Delivering Jaw Dropping Moments to Sticking to the 18-minute Rule Gallo provides a step-by-step method that makes it possible for anyone to create design and deliver a TED-style presentation that is engaging persuasive and memorable

Ideas are the true currency of the 21st century and Carmine Gallos Talk Like TED gives readers a way to create

Talk Like TedThe 9 public speaking secrets of the worldrsquos top minds

Available from Mighty Ape By Carmine Gallo

presentations around the ideas that matter most to them presentations that will energise their audiences to spread those ideas launch new initiatives and reach their highest goals bull


EVENTSCALENDAR

DATE NAME PLACE COMPANY

29 October Advanced Serious Selling Auckland Geewiz

29 October Sales Management Auckland Top Achievers Sales Training

29 OctoberFatal mistakes we make in sales presentations

Hawkes Bay Sales Impact Group

10 November Winning Negotiator Auckland David Forman

10 November Negotiation Skills Auckland NZIM

12 November Sales Seminar Christchurch Top Achievers Sales Training

12 November Overcoming Objections Wellington PD Training

15-17 November Advanced Negotiation Skills Wellington Scotwork

17 November Sales Performer Auckland David Forman

17 November Sales Basics Auckland Geewiz

24 November Sales BasicsPalmerston North

Geewiz

24 November Writing Winning Proposals Christchurch PD Training

27 November Sales Management Auckland Top Achievers Sales Training


THECLOSE

ldquoIf Irsquod observed all the rules Irsquod never

have got anywhere

Subscribe at wwwnzsalesmanagerconz ITrsquoS FREE

Lucian Milasan Shutterstockcom

ldquo

- Marilyn Monroe


From the EditorIf you are planning some training for

your team in the near future make sure you check out Stuart Edmunds

thoughts in this issue on why sales training fails I think sales training can often be enhanced by including the perspective of the buyer rather than taking a sales only approach

To help with this Procurement Expert Paul Rogers shares an article he wrote for the procurement profession about how to work with suppliers ndash thatrsquos us the sales people I found this

ABOUTShort 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

article particularly insightful and it got me thinking about how I respond to phrases and questions that buyers use and how to manage a conversation if the quality of question and opinion from the buyer is not particularly helpful I hope you can use it as a tool in your next team session too

PNCONTACTSUBSCRIBEampSHARE

W wwwnzsalesmanagerconz

E paulnnzsalesmanagerconz

EDITOR Paul Newsom

ART DIRECTOR Jodi Olsson

GROUP EDITOR Richard Liew

ADDRESS NZ Sales Manager C- Espire Media PO Box 99758 Newmarket Auckland 1151 NZ

RICHARD LIEWManaging Director

021 123 456wwwespiremediacomrichardlespiremediacom

ISSN 2230-4762

CONTENT ENQUIRIES Phone Paul on 021 784 070 or email paulnnzsalesmanagerconz

ADVERTISING ENQUIRIES Phone Jennifer on 09 522 7257 or email jenniferlespiremediacom

SUBSCRIBE AT wwwnzsalesmanagerconz Itrsquos free

wwwlinkedincom
















OCTOBERcontents









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- Marilyn Monroe
















OCTOBERcontents









CALENDAR31

THE CLOSE32

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Introducing Alex






























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- Marilyn Monroe


OCTOBERcontents









CALENDAR31

THE CLOSE32

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- Marilyn Monroe



































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- Marilyn Monroe













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- Marilyn Monroe






























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ldquo

- Marilyn Monroe


























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Geewiz




THECLOSE


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ldquo

- Marilyn Monroe



















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- Marilyn Monroe






























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ldquo

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ldquo

- Marilyn Monroe












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ldquo

- Marilyn Monroe



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TWOMINUTETOPUP









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Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe




















































special this time



























TWOMINUTETOPUP









wwwjillkonrathcom










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RESOURCECORNER










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Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe































special this time



























TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










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Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe




















special this time



























TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













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RESOURCECORNER










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Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe




special this time



























TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe



















TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe








TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe

TWOMINUTETOPUP









wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe



wwwjillkonrathcom










QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe


QUICKFIX













REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe








REGISTER NOW




RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe


RESOURCECORNER










EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe


EVENTSCALENDAR














Geewiz




THECLOSE


have got anywhere



ldquo

- Marilyn Monroe


THECLOSE


have got anywhere



ldquo

- Marilyn Monroe

Date post:	24-Jul-2016
Category:	Documents
Upload:	espire-media
View:	220 times
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NZ Sales Manager - Issue 99

Documents