YOUR VALUE PROPOSITION
1 / www.nzsalesmanager.co.nz
NZSALESMARCH 2012 Issue 59
NZ’s e-MAg foR sAles leAdeRs
How to Increase Your SalesKeep Out!
Take Massive Action
There’s No Need to Hide
www.nzsalesmanager.co.nz / 2
CoNTeNTsTHIs WeeK's MusT ReAd
HoW To INCReAse youR sAles
With 20 fishing lines
ACCouNT sTRATegy
KeeP ouT! What to do when your customer shuts you out.
BooK ReVIeW
Business Networking and Sex (not what you think)
QuICK fIx
It’s not what you sell, it’s how you sell.
TWo MINuTe ToP-uP
TAKe MAssIVe ACTIoN
But Let Go Of The Outcome
WHAT’s NeW NoTICeBoARd
CAleNdAR
MARKeTPlACe
sAles suPPoRT WINNeRs
THe Close
6
10
14
13
16
20
21
22
24
26
3 / www.nzsalesmanager.co.nz
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fRoM THeedIToR
In every issue we try to
bring you articles, tips and
advice that will help you to
be more successful in sales and
sales management.
I hope you find this issue
packed with ideas you can use.
In our lead article, new
contributor Graham McGregor
shares a stack of ideas you
can implement to increase
your sales. Graham makes
the important point that most
people are using just a few
sales approaches, and these
are the same approaches that
their competitors are using.
It is little wonder that buyers
are increasingly finding that
suppliers all look the same.
Note that nearly all these
ideas are about adding value
to your clients business in a
way that sets you apart from
your competition. You will
differentiate by how you sell,
and not what you sell. This is
the key to your success.
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
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ADDRESS / NZ Sales Manager, C/- Espire
Media, PO Box 99758, Newmarket,
Auckland 1151, NZ
WEBSITE / nzsalesmanager.co.nz
IssN 2230-4762
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NZ sAles MANAgeR Would lIKe To ACKNoWledge THe suPPoRT of ouR MAjoR PARTNeRs
Jack is the world’s foremost leader on sales strategies.He brings 20+ years of field proven experience and has built 6 businesses from scratch in to national sized firms, two of which were sold on Wall Street.He believes that success is by design, not chance. Using this formula for success, he has helped companies realize greater sales and profits.Jack holds an MBA and was a captain in the US Army, and has now completed three Ironman’s on three continents. Jack leads with content, delivers with contagious enthusiasm and leaves his audiences both wantingmore and committed to taking action.
To find ouT more informaTion on These Two seminars TexT sales To 244date: Tuesday 20th march 2012Time: 8am – 5pmVenue: ellerslie Convention Centre, Greenlane, auckland
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learn how, from two of the world’s leading business strategists, through two outstanding seminars on sales strategy and Business leadership.
5 / www.nzsalesmanager.co.nz
Jack is the world’s foremost leader on sales strategies.He brings 20+ years of field proven experience and has built 6 businesses from scratch in to national sized firms, two of which were sold on Wall Street.He believes that success is by design, not chance. Using this formula for success, he has helped companies realize greater sales and profits.Jack holds an MBA and was a captain in the US Army, and has now completed three Ironman’s on three continents. Jack leads with content, delivers with contagious enthusiasm and leaves his audiences both wantingmore and committed to taking action.
To find ouT more informaTion on These Two seminars TexT sales To 244date: Tuesday 20th march 2012Time: 8am – 5pmVenue: ellerslie Convention Centre, Greenlane, auckland
saatchi & saatchi Building, suite 4a / 125 The strand, ParnellT: + 64 9 524 0999 e: [email protected]
www.salesstar.com
GET IN TOUCH:
The eConomy is PrediCTed To Grow By only 2.2% in 2012* is your Business GoinG To Grow more Than ThaT?
learn how, from two of the world’s leading business strategists, through two outstanding seminars on sales strategy and Business leadership.
www.nzsalesmanager.co.nz / 6
By Graham McGregor
HOW TO INCREASE YOUR SALESWith 20 fishing lines
After 34 years in sales
and marketing, I have a
simple system I use for
success in selling. I call it the 20
fishing lines approach.
If you go fishing, you are more
likely to catch fish if you use 20
fishing lines rather than just one
fishing line. With 20 fishing lines
you will probably catch fish on at
least some of your lines.
I treat making sales the same way.
I recommend that you use at least
20 different sales approaches
to increase your sales. If you are
using a wide range of approaches
every month to increase your
sales, I guarantee that you will
always have great sales results.
The reason for having 20 ways to
make sales is simple:
If you have 20 things you are
doing, in one month maybe 5 or
10 of these may not work as well
as they normally do.
But because you have 20 things
you are doing to make sales, even
when this happens, it still means
that in this same month 10 or 15
fishing lines are working well to
make sales for you. So you will still
make good sales.
MusT ReAd
Here’s the three
steps to using this
20 fishing lines idea
yourself:
Start off by identifying all the
things you are doing right now
to directly make sales. You will
probably find that although you
are doing a few things to make
sales, there will be other things
that you are not doing.
exAMPle oNe:
When I first met with a client who
was a personal trainer he only had
one way of making sales. He waited
until someone contacted the gym
where he worked and requested the
services of a personal trainer to get
them in better shape. He would then
talk to this person and hopefully get
them to use his services. Because he
was only relying on this one way to
make sales, his income was not only
poor ($19,000 in a whole year) it was
also very up and down. Some months
he would make twice as much money
as in other months.
exAMPle TWo:
I have consulted with large
numbers of sales people
and business owners and
discovered that most have
(at the most) about 5-10
things they do consistently
to make sales.
And these 5-10 things are
usually the same things all
their competitors are doing.
It’s no surprise their sales
results are not that good!
7 / www.nzsalesmanager.co.nz
ACTIoN exeRCIse oNe:
Write down all the things you are doing consistently to make sales in your business.
(This could also include things like taking out an advertisement in the yellow pages,
sending out flyers for your products or services and so on.)
MusT ReAd
Identify at least 5-10 additional things you could be doing
to make more sales in your business.
(Here is a partial list of some of the things you can do to make more sales.)
Tip sheets. These are short 1-2 page articles •with helpful tips that a potential buyer for your product or service would find useful.
Client testimonials. These should talk about the •benefits they have enjoyed using your product or service and why they highly recommend it.
Special reports. These are a longer article in •the form of a short booklet.
Added value. This is anything you do when •staying in touch with people that makes them ‘better off’ in some way.
The ten minute formula. This involves doing four •simple marketing activities each day which will take around ten minutes of time to do.
Asking for referrals to other people who may be •interested in what you offer. And referrals can be obtained even from people who don’t buy.
Selling interesting ideas rather than products •or services. So rather than selling a ‘home cleaning service’ for instance, you might instead offer an interesting way to help busy people enjoy more leisure time.
Group talks and educational seminars. These •position you as an expert in your field and allow you to ‘meet’ a number of potential clients at one time.
Audio and video brochures. These can be your •talks and seminars in the form of a CD or DVD.
Asking expensive questions. This means you •ask questions that are different from what most sales professionals in your field would ask. You make sure these questions add huge value to your potential clients.
Information marketing. You market by •providing helpful information to people rather than trying to sell products and services.
Reducing risk. Customers hate making mistakes •that cost them money, time, aggravation and so on. So you need to show them ‘proof’ that buying your product or service is low or no risk.
Direct mail letters. These can work well to get •appointments with busy prospects.
Using stories. Our brains are wired to •remember stories and sharing relevant and interesting stories can be a great way to increase sales.
Centres of influence. These are people who can •potentially introduce you to large numbers of ideal clients that they already have a positive relationship with.
Pre-eminence. This is the unusual but •amazingly effective marketing strategy of doing what is in your customers best interest and not yours.
Using creative thinking. So you continually •come up with simple ways to improve every part of the sales process.
Making each sales presentation twice as •effective. Something as simple as a good visual aid could be all you need here.
Measuring your critical numbers. This means •you know what your ratios are in terms of contacts to presentations to sales etc. You can only improve what you can measure.
Positioning yourself as an expert. Customers •like to do business with people who are very good at what they do. Which is why positioning yourself as an expert in your field will attract a lot of great clients.
Focussing on the two things every customer •wants. These are a solution to a problem they
have and also to feel good.
Using gold time effectively. This means the •
activities that you do in your sales career that
are literally worth their weight in gold.
www.nzsalesmanager.co.nz / 8
MusT ReAd
Now pick at least two of these additional
ways to make sales and take action on
them this week. Once you have two
more things you are doing consistently
to make sales, you can then add one or
two new things the next week and so on.
If you can consistently do even 5-10 new
things to increase your sales your results
can be astounding.
exAMPle:
With my personal trainer client I had him focus on doing six more things
to increase his sales. The first was one page tip sheets to position himself
as an expert and get potential clients to contact him. He also used client
testimonials, improved his sales presentation, asked for referrals, put up his
prices and did add on sales of other products like vitamins and supplements.
Doing these six new things increased his income from $19,000 a year when I
first met him to over $193,000 a year only 18 months later.
Action Exercise Two:
What things to increase sales are you going to take action
on this week?
1.
2.
3:
My 20 fishing lines approach to making more sales is quite
simple to understand, however it takes a bit of time to
consistently apply. It is best implemented over a few
months rather than a few weeks or days.
exAMPle:
When I look at how I promote
my own services as a marketing
consultant here are some of the
many things I personally do.
1: I write a weekly marketing
column for the NZ Herald.
This is read by a wide range
of people who could use my
services.
2: I have created a 396 page
programme called “The Unfair
Business Advantage Report
which contains great sales
and marketing ideas from 32
business experts in 5 countries.
A large number of people every
month sign up to get this free
report.
3: I write at least one issue of
an ezine called ‘Easy Business
Success’ each month which is
sent to everyone on my email list.
4: I send out four or more
handwritten thank you cards
each day to people who are
clients, prospects, or centres
of influence. (This means I
positively influence around
1,000 people a year by doing
just this one thing.)
5: I send out at least 5-7 emails
a month to people on my
email lists. These emails offer
either helpful ideas to improve
sales and marketing results or
introduce a product or service I
offer that could also be helpful.
6: I send out at least 50 hard
copy special reports each
month to key people. These
reports are crammed full of
useful sales and marketing
ideas and add real value to the
people who read them.
7: I send out little gifts or
unexpected bonuses to key
clients each month. These
might include a double movie
9 / www.nzsalesmanager.co.nz
graham Mcgregor is a marketing consultant and the creator of the free 396 page ‘unfair Business Advantage Report.’ www.theunfairbusinessadvantage.com . you can email graham on [email protected]
pass, a free book on business or
personal success, a scratch and
win lottery ticket and so on. The
idea here is to AVSIT. Add Value
and Stay in Touch.
8: I provide a number of free
marketing consultations each
month to potential clients. I do
these in face to face meetings and
also on the phone or Skype. In
each consultation I give each client
some useful ideas they can use
immediately to improve their sales
and marketing results. And in each
consultation I will usually offer some
of my paid sales and marketing
services that could be useful.
9: I send out useful articles by
email and also by normal ‘snail
mail’ to key people on my
database. These key people
include clients, potential clients
and centres of influence.
10: I offer reprint rights on a wide
range of information products
including
Hard copy special reports•
Digital special reports•
ezines•
and more•
Clients can use these information
products as part of their
own added value marketing
programmes and my contact
details are on most of these info
products.
suMMARy:
Any fishing line that is providing
value for your prospects and
clients, will get bites.
Fishing lines that provide no value,
will get no bites.
Measure what you are doing.
If something is repeatedly
not working, replace it with
something else.
I highly recommend you use a
few more fishing lines in your own
business. You’ll be delighted at
how well they work for you. ■
MusT ReAd
www.nzsalesmanager.co.nz / 10
KEEP OUT!
What to do when your customer shuts you out.
As a Key Account Manager
you should be out there
building long term
mutually profitable relationships
with your customers, keeping your
competitors out, and making sure
that you maximise your share of
the customers spend. You have to
defend, maintain and grow your key
accounts. To do this you need access
to their business and people through
regular contact in a variety of forms.
What happens when you are not
allowed this access? What do
you do when your key customer
doesn’t want the level of service
and attention that you are supposed
to be providing? You go to your
customer saying that you want to be
their partner, but for some reason,
this customer just doesn’t want to
enter into business matrimony and
keeps you at arms length.
THe ReAsoN WHy
Let’s first consider the reason why.
The primary reason will be that
you are not a key supplier. Sure,
they are a key customer for you,
and your business is dependant
on their business – that’s why they
are a key account. However, when
their business is not dependant
on your business, you will not be
a key supplier.
If you, the sales person has 100
clients, you can’t give each client
equal attention. The top customers
will be the key customers, and
receive most of your time and
attention to defend, maintain and
grow the business. Similarly your
client might have 100 suppliers.
They simply won’t have time for
100 partners, and allow all 100
By Paul Newsom
ACCouNT sTRATegy
11 / www.nzsalesmanager.co.nz
KEEP OUT!
suppliers access to the business
and people. They will have say 20
key suppliers, who strategically are
the most critical, and they receive
most of the attention.
Key CRITeRIA ARe sPeNd
ANd RIsK
Businesses that have a supplier
management programme may use
several criteria to segment their
suppliers. The criteria used will vary,
and may include various dimensions
of value, however the criteria will
always include spend and risk.
Let’s say for your largest account,
the client spends $2m per year,
and they make up 25% of your
revenue. Contrast this with the
clients business revenue of $10bn
per year, but at $2m spend a year,
you don’t feature in their top 25
suppliers by spend. You may not
be a key supplier.
However, strategically, risk is
a critical criteria that you must
understand. Your business is
dependant on your customer, but
are they dependant on supply from
your business? What if you were not
able to supply today – do they have
an alternative supplier that they can
use tomorrow? What would be the
cost of changing suppliers?
Key ACCouNT sTRATegy
You must discover if your customer
has a procurement strategy to
manage suppliers, and know how
you fit into this. Let’s look at the
scenarios of how buyers segment
suppliers by spend and risk, and
how it might affect your key
account strategy:
1. low spend/low Risk.
If you are in a highly competitive
industry, with a low cost for the
customer to change supplier,
your product or service is low
risk to your clients business, and
their spend with you is small in
relation to their overall costs, then
the chances are you will struggle
to get engagement from the
customer in your key customer
management programme,
whatever the size of the customer
within your business.
For the supplier, your key account
management strategy should
be based around how you can
make it easier for the customer
to do business with you. Asking
for a routine appointment once
a fortnight just to catch up will
not make doing business easier.
Can you offer dedicated or
specialist inside sales support,
e-procurement or manage the
customer stock for them?
2. High spend/low Risk
There will be lots of choice of
supplier for the customer, however
with the high spend, the focus is
always on cost. This is the high
volume low margin segment
for suppliers, and one where
strategically you know that price
will always be the main issue
on the table. Supply contracts
are likely to be relatively short
term, and if your competitors
are desperate, they might be
changing hands regularly too.
As a Key Account Manager here, it
is really important that you validate
that you want this business before
you go for it. Forget the partner
ideal if there is evidence that there
will be no supplier loyalty. You
might just be renting this customer
for as long as you can before
your tenancy expires and you are
replaced. Focus on maintaining
the profitability of the account
As a Key Account Manager you should be out there building long term mutually profitable relationships with your customers, keeping your competitors out, and making sure that you maximise your share of the customers spend.
ACCouNT sTRATegy
www.nzsalesmanager.co.nz / 12
Dashboard: Sales Performance Dashboard
P +64 9 550 5223 E [email protected]
T @magnetismnzwww.magnetism.co.nz
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while meeting the required level of
service. Over service of an account
like this could be a waste of time
and resource.
3. low spend/High Risk
You will be an important supplier,
but may not get the attention
you think you deserve. Your aim
here will be to focus on securing
a long term contract and ensuring
security of supply. If you do this
well, then when contracts are due
for renewal, you are less likely to
find yourself under price pressure.
Be there when your customer
needs you, and it is essential that
you demonstrate regularly how
you minimise risk for this customer.
You will be providing a lot of value
for this customer, so make sure
they know it in tangible ways.
Similarly if you are looking at a
new piece of business that your
competitor has held for a while,
putting in a price a few percent
lower than your competition
is unlikely to win if the current
supplier has an excellent record of
security of supply.
4. High spend/High Risk:
If spend is high, you have few
competitors so the client has few
alternatives, there is a high cost
of change because you provide
for example, capital equipment or
IT integrated into the customers
business, and reliable supply is
critical, (if you don’t supply then
they shut down), then you are much
more likely to establish a mutually
valuable KAM programme.
The word partner becomes
relevant, and you will be allowed
access to the clients business at
whatever level has mutual benefit.
You will have to work hard on these
accounts, and they will demand it,
but for a Key Account Manager,
the rewards of managing these
accounts are why we do the job.
In all scenarios, if you are denied
access do not assume that there
will not be new opportunity for
growth within the account. Make
sure that every contact you make
has the potential to add value
to the client and their business.
Develop your reputation as an
expert in the industry, as well as
a reliable supplier, and doors will
open for you. ■
Paul Newsom is the editor of NZ sales Manager and helps sales professionals and sales managers to compete and win in complex sales. you can visit Paul’s website at www.salespartners.co.nz
ACCouNT sTRATegy
13 / www.nzsalesmanager.co.nz
Dashboard: Sales Performance Dashboard
P +64 9 550 5223 E [email protected]
T @magnetismnzwww.magnetism.co.nz
MicrosoftDynamics CRM Gold Customer Relationship Management
Silver Independent Software Vendor (ISV)Silver Learning
www.magnetism.co.nz
Sales CRM that works the way
you doClick Here
• Easy to follow up your prospects and customers
• Helps you close deals faster
• Tuned to your unique requirements
• Easily access information via mobile device
www.nzsalesmanager.co.nz / 14
BusINess NeTWoRKINg
ANd sex (NoT WHAT you THINK)
The enlightening, eye-
opening information in the
book is based on a survey
of 12,000 business professionals
around the world who weighed
in on their perceptions and
experiences regarding networking
with the opposite sex. As the back
cover of the book states:
“It’s no surprise that communicating
with the opposite sex can be tricky.
Hidden in the glitches are often
misleading assumptions about each
gender that beg for help. Finally,
help is here.”
Author Dr. Ivan Misner is the
Founder and Chairman of BNI,
the world’s largest business
networking organization..■
Authors: Misner/Walkers/DeRaffellePublisher: Entrepreneur PressPrice: $26.41 from www.fishpond.co.nz
BooK ReVIeW
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QuICK fIx
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If you are new to sales,
or have been in sales
for a while but have
changed industry, you
may feel inadequate or
embarrassed that you don’t
know what to ask or don’t
have the answers.
Rather than trying to hide
it in the hope that you will
gain the clients approval,
be confident and show
your enthusiasm.
Say how excited you are to
be working in this industry
and for a great company
like (your employer).
Describe why you are
really looking forward to
learning about your clients
business and being able to
help them.
Everyone has been in your
shoes many times before.
There is no need to hide it
when it is your turn. ■
www.nzsalesmanager.co.nz / 16
TAKE MASSIVE ACTIONBut Let Go Of The Outcome By John Shackleton
Have you found it difficult
getting back into your
old work habits after a
holiday? I’ve noticed that when I
come back to work after a long
period of inactivity I find it difficult
to get started. It’s a lot like sport;
when you’ve had some time off
from training the first couple of
sessions are particularly difficult and
you always feel like you are having
to start all over again as a beginner.
With my swimming, when I’ve had a
break in training I know that the first
two weeks are likely to be tough but
usually I’m back into the swing of
things within 3 or 4 days.
2 MINuTe ToP-uP
17 / www.nzsalesmanager.co.nz
Selling appears to be a bit like a fly
wheel, it takes a while to get the
momentum going but once you’ve
put in all the hard work to get it up
to speed it takes much less effort
to keep it there. What we need to
do to get the fly wheel spinning is
take massive action.
One of the problems with taking
this approach in business is that
the lead time to developing new
business can be a lot longer than
a couple of weeks and therefore
we need to develop a lot of self
discipline if we are to keep taking
that massive action for a long
period of time. You may have
experienced the rollercoaster effect
yourself where you take some
action, get discouraged because
nothing happens and start to slack
off. Some time later when you’ve
lost all the momentum from your
initial surge and you’re feeling a
little jaded, you start to reap the
rewards from your efforts. This
makes you feel like taking the
action again but unfortunately you
now have to start all over again
and overcome the inertia. This
stop/start cycle can be extremely
tiring and often leads to frustration
and sometimes burn out.
So how do we get out of this cycle
or eliminate it altogether? Well I
think that there are many answers
but Dr Deepak Chopra, the
famous Indian author, speaker and
guru has one which I particularly
like. He says “you must take the
action but let go of the outcome”.
What Deepak means is that when
we are doing something and are
desperate to succeed then we
affect the end result and actually
cause it not to happen. This is
so well illustrated by the person
who is desperately looking for a
new boyfriend or girlfriend and
drives off all the potential suitors
with their over-the-top approach.
If you’re in sales you’ll know
that when you really want to
get a particular sale then the
prospect can practically smell
your desperation and will usually
back off. Alternatively when
you don’t really care and have
a totally relaxed approach the
prospect seems to almost run
2 MINuTe ToP-uP
toward you begging you to sell
to them. So what we need is an
action plan that ensures that we
feel relaxed about the outcome.
Tom Peters, the author of Search
for Excellence, says: ‘The good
news is that top sellers are not
born; anyone can become a top
seller by studying, practicing,
concentrating and focusing on
his own performance’.
I’ve been working on confidence
for over twenty five years. It’s a
choice thing, if you are not happy
with your life right now you need
to commit to creating a better life
for yourself.
The following solution works for me:
Set the goal and determine your action plan.•
Work out the minimum number of daily actions that need •
to be done to achieve your goal.
Take MASSIVE ACTION exceeding your daily minimums.•
Record every significant action that you take.•
Constantly review and celebrate your action, never •
focusing on the outcomes.
“I’ve been working on confidence for over twenty five years. It’s a choice thing, if you are not happy with your life right now you need to commit to creating a better life for yourself.”
www.nzsalesmanager.co.nz / 18
john shackleton is an international speaker, coach, author and performance expert. To find out more, visit www.johnshack.com
“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!
2 MINuTe ToP-uP
Some people try and use this
solution without step 3 but if you
take enough action you’ll start
to feel good about yourself
and you’ll know that you’re
doing what it takes to be
a success. Every time you
review your actions you’ll
reinforce these
feelings and
boost your
self esteem.
Focusing on
the massive
action that
you’re taking
will help you to let
go of the outcome,
become relaxed and not
give off those desperate vibes.
During one slow start in January
I started taking some MASSIVE
ACTION in my business. I started
to contact some of my past clients,
sending out emails and calling
people like a man possessed. I
started to keep an activity diary
in which I made a note of all the
significant actions that I took, like
the phone calls that resulted in
a conversation about business
or the emails that resulted in
further action. After a couple of
weeks I totalled up the activity
I had taken and was amazed to
realise that I was averaging only
seven significant contacts a day.
Obviously I was making a lot more
than seven calls a day but I wasn’t
counting all the ones where I
didn’t get to speak to the client. I
didn’t keep records of which call
resulted in business as I “let go of
the outcome” but as the business
started to flow in I noticed that at
least half of it came from people I
hadn’t emailed or spoken to and
some of it came from people I had
never even met. It appears that
the universe has a way of paying
us for the massive action we take
but sometimes the payment comes
from totally unexpected areas.
So take that massive action
but make sure you let go of
the outcome. ■
19 / www.nzsalesmanager.co.nz
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www.nzsalesmanager.co.nz / 20
Cranfield University
School of Management
has published nine free
video interviews profiling proven
methods for developing business
with major customers.
Interviews include sales authority
Neil Rackham, and managers
from IBM and Siemens explaining
how they use best practice key
account management to grow
revenue.
You can find them at: http://www.
som.cranfield.ac.uk/som/som_
applications/somapps/landing/
landing.aspx?pageid=17192 ■
WHAT’s NeW NoTICeBoARd
fRee Key ACCouNT MANAgeMeNT VIdeos
AuCKlANd CeNTRAl CITy gRouP foR sAles PRofessIoNAls
The very first Central
City Sales Hub was held
at the Rydges Hotel
on Wednesday 29th February.
There was a great turnout with
attendees from a wide range of
organisations, and involved in
different sales capacities. The
inaugural session was aimed to
help raise the bar of everyone’s
presentation skills. Steve Jobs
was used as fine example of a
great presenter, and the group
undertook activities to help
develop best practice around the
delivery of presentations.
Attendees have the opportunity
to network, learn, and test their
sale strategies on each other,
before trying to sell – it’s kind of
like doing it front of the mirror,
just this time with a larger group.
Each meeting will undertake a
different topic determined by
the group – those attending
get to create the content.
Ultimately we are trying to
raise the bar and create more
brilliant sales professionals.
21 / www.nzsalesmanager.co.nz
CAleNdARdATe NAMe PlACe CoMPANy lINK
Monday 12 March - Tuesday 13 March
Negotiation Skills Wellington NZIM Centralhttp://www.nzimcentral.co.nz/training/course.a4d?gCode=119
Monday 12 March - Tuesday 13 March
Winning Proposal Strategies
Auckland shipley NZ www.shipleywins.co.nz
Monday 19 March - Tuesday 20 March
Key Account Management
Auckland NZIM Northernhttp://www.nzimnorthern.co.nz/wa.asp?idWebPage=16885&idDetails=110
Tuesday 20 MarchIntroduction to Presenting
Aucklandeffective speaking
www.introduction-to-presenting.co.nz
Tuesday 20 March Negotiating Skills Wellington scotwork www.scotwork.co.nz
Tuesday 20 March Client Retention Workshops
AucklandTop Achievers sales Trainin
www.topachieverssalestraining.co.nz
Tuesday 20 March - Wednesday 21 March
Key Account Management
Wellington NZIM Centralhttp://www.nzimcentral.co.nz/training/course.a4d?gCode=133
Wednesday 21 MarchBusiness to Business Sales Accelerator
AucklandZealmark group ltd
http://www.zealmarkgroup.co.nz/profile_Business_to_Business.php
Thursday 22 March Sales Force Launch AucklandZealmark group ltd
http://www.zealmarkgroup.co.nz/profile_Foundations_of_sales_Success.php
Monday 26 MarchEffective Communications & Human Relations
Wellingtondale Carnegie Training
www.dalecarnegie.co.nz
Tuesday 27 Match Sales Training Seminar HamiltonTop Achievers sales Trainin
www.topachieverssalestraining.co.nz
Thursday 29 March -
Friday 30 March
Complete Presentation
SkillsWellington
effective
speaking
http://www.effectivespeaking.co.nz/complete-
presentation-skills-course.php
Wednesday 4 April -
Thursday 5 AprilSales Management Wellington NZIM Central
http://www.nzimcentral.co.nz/training/course.
a4d?gCode=259
Monday 16 April -
Tuesday 17 April Consultative Selling Auckland salesstar.com
https://secure.zeald.com/starbusiness/Services/
Consultative%20Selling?mv_pc=620
www.nzsalesmanager.co.nz / 22
JAMIE FORD Keynote & Motivational Speaker
• Mental Toughness
• Optimism & Resilience
• Sales & Sales Management
• Positive Leadership
Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!
Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info
Love fishing?
NZ Fisher - it’s free!
Simply visit www.nzfisher.co.nz
to get a copy of NZ Fisher
delivered straight to your inbox monthly!
Speakers & Facilitators
Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?
Call Paul Kernot on 027 2488 955 or email [email protected] to discuss your needs.
Selling • Goal Achievement • Personal Effectiveness
Seminar, Conference &
Training Venues
MARKETPLACE
23 / www.nzsalesmanager.co.nz
Visit us at www.rightfitrecruitment.co.nz
Call Colin Quinn on 021 832 209
today!
• Hire better salespeople
• Manage sales staff more effectively
• Understand your customers motivators
Call 0800 333 668 today for a free sample report!
Extended DISC Sales Person Assessments
extendeddisc.co.nz
Consulting, Training & Recruitment
Do you own a business and want to grow sales?
Click to see >>>
what we do! www.onnxx.com
SALES & MARKETING and General Recruitment Specialists. Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services
Lisa Baggaley Director
Ph: 09 815 8444
Email [email protected] or visit us at www.kingsrecruitment.co.nz
Are you a photographer? Get NZ Photographer for free!
Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!
• Sales Training
• Sales Recruitment
• Sales Assessments
• Sales Process
Empowering Sales Managers. Growing Sales.
Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!
Looking for Sales Professionals?
Specialists in the recruitment of ICT Sales Professionals
Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion. Contact Hamish Haggie:
Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333
Strategic tailored in house sales training and consultancy.
Phone +64 3 351 5078 Email [email protected]
Web www.alllinks.co.nz
Testimonials Available!
“We can help you lift the sales performance of your business.”
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!
www.nzsalesmanager.co.nz / 24
Could you be a winner?
SALES SUPPORTEvery issue, all NZ Sales Manager subscribers* go in the draw
to win some fantastic prizes courtesy of our generous NZ Sales Manager supporters. To find out if you’ve won simply check this
section in each issue to see if your name has been drawn and then get in touch before the deadline to claim your prize!
*Sorry—only NZ residents eligible for prize draw.
Rewarding New Zealand’s sales warriors!
The deal… That’s right, even when we’re giving stuff away there’s fine print! Any-way, please note that to be in the draw to win stuff in the Sales Support section you need to have been a confirmed email subscriber to NZ Sales Manager e-Magazine no less than two working days prior to issue date (‘cos that’s when our prize win-ners are drawn) and be a resident of New Zealand at the time of the draw. To be eligible to claim any prizes including, but not limited to, alcoholic beverages, travel, motor vehicle/boat usage, plastic surgery, sharp things or any other prize that might require you to be over than 18 years old, you must have been over 18 years of age at the time of the draw! Cheers.
Subscribe to NZ Sales Manager for free and you’ll be in the draw to win cool prizes every issue plus receive NZ Sales Manager in pdf direct to your inbox each month!
If you’re one of the lucky NZ sales Manager subscribers listed below, simply fire an email to [email protected] by April 6th to claim your prize!
CoNgRATulATIoNs To ouR sAles suPPoRT PRIZe WINNeRs foR Issue 59!
>>>>
CONGRATULATIONS TO
You’ll be feeling like a million bucks
with this selection of fantastic Primal
earth mens skincare products, made
in NZ from certified organic, plant
based, locally harvested raw materials.
Do yourself
a favour and
check them
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CONGRATULATIONS TO
Your weekend is officially sorted
with two bottles of NZ’s finest
thanks to our friends at
Vineonline.co.nz!
Whether it’s client gifts, team incentives,
Friday night drinks or you just want
great wines at great prices, make
Vineonline
your first stop.
Colin Kerr gisborne
Kristy Hill Hawkes Bay
gillian Hurst Auckland
25 / www.nzsalesmanager.co.nz
Could you be a winner?
You are invited to the inaugural...
Auckland Central City Group for Sales Professionals
Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.
Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.
Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.
We look forward to meeting you!
Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•
Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland
Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February
[email protected] or 09 362 0784
Thursday 29th March, 7AM to 8.30AM
Please RSVP to Paul Brophy on [email protected] or 021742970
All new members are welcome. We look forward to meeting you!
Topic for discussion will be the “Ethics in Selling”