You only have to review the average week of your sales team to find out that they have no time to sit back and refine what they are doing. They need a methodical process that will help make their sales life easier and give you the sales results necessary to stay in business.
If this sounds familiar, you are not alone. For the most part, your sales team are so focused on trying to make budget, let alone earn a bonus, that they never stop long enough to consider a better approach to selling.
Making budget in the next 30 days for many sales people is no fun
Unfortunately, a rare few are able to rise above the fray and improve their sales system. What is extremely disappointing for the rest of the sales team is the fact that the new approach, developed by your top-flight sales star, is never passed down the line to the other members of your team.
This can result in one or two members of staff always claiming the winners’prize, while the rest of the sales team either languish in quiet desperation or if things get bad enough, they are shown the door.
But anyone can make promises, let's watch a video as one of Ken's clients talks about the sales workshop they attended ...
Peter Deall - Merlot Construction
Merlot Construction's, Managing Director, Peter Deall,
like most people was intrigued by my cold calling approach
and decided to attend my sales training course. Since that sales training day he regularly uses my marketing services.
Peter Deall can be contacted on:
0412 289 685 or 02 8850 0078
Here are some comments from another of Ken's clients
after their team attended a workshop...
SYDNEY - Thurs 6th July 2017
MELBOURNE - 13th July 2017
BRISBANE - Thurs 20th July 2017
LIMITED TO 20 PEOPLE
Ken will work with you and your team to strategise and develop new methodologies and sales mindsets that will enable your sales team to rise to their full potential.
Unlike many sales trainers, Ken walks the talk. His training is not based on the collective wisdom of yesteryear's sales gurus, who are still teaching sales training techniques that belong in the 1950s.
With Ken's approach you get the hands on experience of someone who has been consistently selling on a regular basis to the Australian B2B sector for several decades. Ken has sold in both recession and boom times and knows the best approach no matter what the market is doing.
The reason why companies have chosen to implement my sales training approach is best summarised by the following comment from one of my clients:
“I know your sales methods work. You cold called me on a Thursday afternoon, you then convinced me to meet with you the following morning and on the day of our meeting I ended your visit by signing an agreement for a 6 month campaign. Something I had not budgeted for, but knew I had to have.
“Ken, the way you presented your pitch was so compelling, you did not pressure me and I did not at any point feel like I was being sold. Instead, as I listened to you share one case study of success after another I knew that I had to have what you were offering and signed on the spot without hesitation.
“That is why I want you to teach my salespeople how to sell like that.”
Rob Melville, Managing Director, EMSigns
He was so impressed with my sales techniques that out of the six sales staff attending the workshop, four of them were flown up from Melbourne for the day. Which is why I am excited to work with you and your team. By the end of the sales training we will have put into practice what was taught on the training day. A system that helps me grow my business each and every day.
Ken won’t just train you, take your money and walk away wishing you all the best. He will go further by working hand in hand with you in his workshop as both an educator and coach.
Each tab below reveals the course content covered by Ken in his one day workshop which covers his proven 30 Day Sales Blueprint:
Part 1 – Setting up your own Testimonial Selling program
Part 2 – Taking a lead through to securing a new sale
Part 3 – How to keep your competition from poaching clients
All sessions include the following:
This workshop is all about learning the skills and strategies needed to attract new business while retaining your current Valuable clients.
Trent Pung - Sales Manager
Trent Pung, as Sales Manager at a Canon photocopier dealership, had this to say after attending our one day sales workshop.
Rex Lehmann - Managing Director
SkyCool's, Managing Director, Rex Lehmann has used our newsletter program since 2008 and here in this video he talks about our sales training workshop. The first newsletter we produced for his company SkyCool generated $300,000 in two weeks as
six CEO's read the newsletters and placed orders over the phone.
Rex Lehmann can be contacted on:
0415 892 624 or 02 9477 4095
Heath - Telstra
Martin - SEW Eurodrive
Matt - Attache Software
From the feedback so far there are definitely more Pros than Cons. But for those who like to go at a slow speed, don't attend this workshop because it will get you revved up and excited about growing your business.
You've probably heard the saying - "if you do what you have always done, you will get what you have always got". That saying has stood the test of time, because many business owners treat sales training as a luxury instead of a necessity. The choice is yours, you can keep whining about the lack of sales or you can take action.
All too often companies view training as an expense to be avoided, as opposed to an investment that can, in the bigger picture, protect the success of the business in the long term. What is the true cost of cutting back this important area of business?
1. New sales rep will be affected by old sales people with bad attitudes
New salespeople will be ready for the challenges ahead with a willingness to learn everything they can, to get the best start possible, but if you don’t have a training plan in place, the natural place they will look is to their colleagues. If those colleagues are disengaged, frustrated and struggling to achieve because of their own lack of training, well – you can see the pattern forming.
2. More frequent staff turnover resulting in low staff morale - death to any sales team
Remember those ‘bad apples’ we mentioned in the example above? It’s not hard to understand that without an engaging training plan in place, doubt and resentfulness can easily creep in, leading to them looking around for something new. A salesperson who has been properly trained and feels valued by their employer, who has a long-term plan for a successful career within your company will not only sustain and direct your business to further success, but also attract outside top talent to your team.
3. Delays to your sales pipeline, it could even dry up altogether
The sales process is at the heart of how you do business with new customers and you can never sit back and leave it. It is a constant process, needing regular attention all along the way to build and develop the relationships that lead to new business. If your team members don’t fully understand the pipeline process this can lead to frustration on both sides. Closing sales could end up taking so long to finalise that there would be an unnecessary delay in your company income, prospects may not feel committed to making a large investment or could end up walking away all together.
Each workshop is 9.00am to 5.00pm
Date of Workshop:
SYDNEY - Thurs 6th July 2017
Waldorf Hotel, Parramatta, NSW
MELBOURNE - Thurs 13th July 2017
Glen Waverly Golf Club, Glen Waverly VIC
BRISBANE - Thurs 20th July 2017
The easiest way to enrol for our Workshop is to complete the enrolment form.
Alternatively you can download a copy of the course flyer and complete the enrolment slip at the bottom. These must be sent to the mailing address on the form.
After you submit the form you will receive a confirmation email. We will send you an invoice shortly afterwards with payment details for credit card or EFT.
If you need to make any changes to your enrolment please let us know ASAP.
If you have any further queries or have trouble with your enrolment please feel free to email us directly.
We currently accept Credit Cards - American Express, MasterCard, Visa and Direct Bank Deposit.
Account details and credit card payment options are included on our invoices
As we can only offer this workshop to a limited number of people, yes you have to pay in advance otherwise we cannot guarantee you a seat on the day the workshop.
The day before the workshop. To take advantage of our discounted offer you must book before 23rd of December, 2016.
We require 7 days notice of cancellation for a full refund to be given.
If you are unable to give the required notice, we suggest a replacement staff member take your place. In exceptional circumstances where this is not possible, we will consider the transfer of your paid enrolment to another course.
If no attempt is made to communicate a cancellation, full payment of the course fee is required.
I am more than happy to answer any questions you may have. Please telephone me on 0408 028 825.
P.S. We are extremely excited about having you join us at this workshop. We have priced it at an an extremely reasonable rate so that there is no reason why you should miss out!
Copyright 2017 kenrobinson.com is owned and operated by Newsletter House Pty Ltd