Key Note Speaking
Over the years I have delivered Key Note presentations to hundreds of audiences from the USA to NZ, Australia and the UK. I have conducted national road shows with the Commonwealth Bank and Ingram Micro delivering Key notes to their key clients in all major cities. When selecting a presenter you want to be sure that you have the confidence that they will deliver. To me I answer that question by referring to the Commonwealth Bank. I have delivered well over 80 sessions for their key clients and brokers now over the last 8 years. That's the confidence I will give you when delivering your next conference or seminar.
Strategy Session Facilitation
I have facilitated many internal strategy sessions for clients. This is where we sit down for a full day and walk through a process to design the company's 10 year strategic plan and then boil that down to a 12 month set of goals and further distil that into a set of 90 day objectives.
Sales Pathway Coaching
I love to work with companies who want to get ahead and realise that the bulk of their success lies in their sales teams, they understand the latent potential that exists and want to "Wake the Giant" and unleash the power of a well trained sales team. Companies that want to improve their
- strike rate,
- conversion ratios,
- client retention,
- client acquisition
- overall sales performance
I have figured out over the years that there is a process / pathway which your prospects pass when choosing to buy from you - or not. If you analyse where your business comes from, break it down step by step and fine tune each area then you
a) speed up the process
b) improve each step
c) improve the conversion rate or likelihood of success at each step,
d) make sure that prospects do not drop out of the funnel, and e) ensure your marketing is not wasted.
You will also look at new innovative ways to save costs in the process by automating some steps and introducing new technology to enhance the customer experience.
Over a two day session I will analyse your sales pathway and help you to achieve the highest possible sales conversion.
That's not the hard part! Now we have to train the team, test and measure the progress, reassess and re train until we reach as near to perfection as possible.
This may well entail me looking into areas that include...
- new remuneration / incentive plans
- putting scripts in place
- re writing or introducing confirmation letters
- designing information packs and company profiles
- building testimonials on DVD
- uniforms (read - appropriate dress code for sales team)
- CRM design - getting the most from your prospects
- pre and post sales documentation and paper flow
- telemarketing skills
- PCP (post call processes)
- appointment flow
- up sell and cross selling techniques
- DiSC profiling your team
- using DiSC in your sales process
- selling to mums and dads
- selling to committees
- sales training
The way I engage with my clients is to get in boots and all. I like to spend time with each of the executives or senior managers to get their spin on the sales process. I will then jump right into the field with your sales team to understand their spin on the sales process. I like also to get to know your clients, past and present, to find out why they bought your product or service and why they chose to stop buying from you. In other words a full 360 degree view of you, your company, your clients and your process that connect you all - PROFITABLY of course.
Remember, if we can lift your sales conversion rate, what does that mean to the bottom line?
If you are up for a challenge, I am too. What do you have to lose?
What if my results were success driven and apart from the initial exploration stage, what if I did not charge you until the numbers went up!!! What if you could hire someone who was willing to put his reputation on the line before he charged you? That's a low risk proposition for you, it also has a major upside for me.
If you want to explore this with me, just call me and find out how we can get started...0425 227 702.
I will train your sales team to CLOSE!! 62% of so-called "sales professionals" just don't close, either because they don't know how or have no process to do so!! Think I'm wrong, I've trained literally thousands of sales people in my time and I have proved this to be true, time after time....
Remember, the reason for every business failure is the lack of sales - isn't this where your time is best spent, improving the sales process? I would guess that your overall sales conversion ratio is somewhere around 20%, so in other words you are about 80% inefficient - tell me, if ANY company was running 80% inefficient in their manufacturing process, how long would they last in business yet here we are with the biggest reason for business failure and we are OK with these numbers? What if you dedicated 25% of your time improving the closing ratio in your company and just took it from 20% to 30%, what would that mean in real $$ to the bottom line?