NZ Sales Manager Issue 74

AUGUST 2013 Issue 74

Big Prospects Words that sell Attitude of Gratitude NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ

What’s your career management plan?

Creating a roadmap for your success 12 Big Prospects When things are not what they seem 16 Two Minute Top Up Words that sell Getting your prospects attention 18 Resource corner What every BODY is saying An ex-FBI agent’s guide to speed reading people 20 Quick Fix Attitude of Gratitude It’s not what you sell, it’s how you sell 21 CALENDAR 22 NZSM CODE OF PROFESSIONAL SELLING 23 THE CLOSE

www.nzsalesmanager.co.nz / 2

Home Owners or Renters Geographical location

Gender

CONSUMER VAULT Age & Income Range

Ethnicity

Vehicles

Consumer Vault is one of New Zealand’s largest and exceptionally accurate residential prospect databases Consumer Vault contains contact details for over 1,000,000 adult New Zealanders.

Being such a substantial database we focus on working with you to select the best prospects for your telemarketing, research, direct mail and acquisition campaigns. directory and as such we can offer

one of the most user friendly and

a 95% accuracy guarantee and

cost effective residential prospect

typically achieve 98%. Our high level

sources for New Zealand.

of address accuracy ensures your

Don’t buy customer or prospect

direct mail campaign qualifies for bulk mail discounts.

information you already have!

KMS Data are happy to remove

We understand the cost of marketing to the wrong prospects so we have

your existing contacts from Consumer Vault ensuring you only

gone to great lengths to ensure we

pay for new prospects.

can refine the database to identify

Consumer Vault is 100% privacy

the absolute best prospects for you.

compliant. This means the database

As we own and maintain the database

has been constructed from legal

in-house, we know exactly what can

and ethical sources and KMS Data

be done and are flexible in how we

remove people that are recorded

KMS Data is a licensed provider of

can select and supply prospect

on the Marketing Association’s

phone numbers from the White Pages

databases making Consumer Vault

suppression lists.

C

onsumer Vault can help you better understand your current customers

and prospects by adding intelligent information to your existing database.

KMS Data offer an obligation free consultation, contact us to discuss how we can help you.

data

WWW.kmsdata.co.nz

E info@kmsdata.co.nz

P +64 9 621 0472

3 / www.nzsalesmanager.co.nz

ABOUT / Short and sharp, New Zealand

FROM THE EDITOR

Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.

EDITOR / Paul Newsom

Objectives for sales people can

seeking your own feedback, up-

often be very task or results

skilling yourself and developing your

oriented. For example, sales activity,

own mission statement.

sales results, training and health and safety are common objectives and performance measures. These are necessary objectives, but will often not require serious and honest self reflection on what we want to achieve within a sales career, and how we are going to get there.

In our must read article, Ivo D’Silva helps with this by giving an excellent five step ‘roadmap’ for developing your sales career management plan.

This is not about waiting for your employer to send you on a training course or offer you a promotion,

ART DIRECTOR / Jodi Olsson GRAPHIC DESIGNER / Sevim Dogru GROUP EDITOR / Nick Harley CONTENT ENQUIRIES /

There are lots of opportunities around us all the time. Developing your plan will help you to see the opportunities and be prepared to take them when they arise.

Phone Paul on 04 586 4733 or email pauln@nzsalesmanager.co.nz ADVERTISING ENQUIRIES / Phone Richard on 09 522 7257 or email richardl@espiremedia.com

In this issue, we also introduce

ADDRESS / NZ Sales Manager, C/- Espire

the NZSM Code of Professional

Media, PO Box 99758, Newmarket,

Selling on page 22. For any sales

Auckland 1151, NZ

professional or sales team, we

WEBSITE / nzsalesmanager.co.nz

consider this to be the standard of sales ethics and it will be a reference to keep you on a par with your competition, or differentiate from

ISSN 2230-4762

your competition.

but is all about taking personal

Happy Selling

responsibility for creating your

Paul

own future. Ivo refers to things like

NZ Sales Manager would like to acknowledge the support of our major partners

www.nzsalesmanager.co.nz / 4

case study: stray

“I’ve forgotten about reliability issues because there are none.”

Brett Hudson Operations Manager, Stray

Stray

Stray Limited is an adventure bus company taking travellers to out-ofthe-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.

Adventure Travel 50 staff 41 mobiles Around NZ Joined 2012

Why does stray need mobiles?

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

What Was your old provider like?

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

and What impact is 2degrees having?

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

What difference do mobile devices make?

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

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

hoW is the coverage?

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

3 x $89 plan

37 x $49 plan

1 x $149 plan

hoW reliable is the netWork?

Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues.

I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.

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

better 0800 022 BIZ (249)

2degreesmobile.co.nz

businesscare@2degreesmobile.co.nz

BUSINESS

MUST READ

WHAT IS YOUR CAREER MANAGEMENT PLAN? Creating a roadmap for your success

By Ivo D’Silva

www.nzsalesmanager.co.nz / 6

MUST READ

A

s your journey in life has taken you from school and university to the workplace, you have chosen sales to be your desired career, and have a vision of moving to greater heights in your

personal life. This is only the beginning. It is now time to take charge and effectively manage your sales career.

A career in sales is a unique environment that offers you a wide window of opportunities for growth and personal development. The basic truth about life still remains true – a positive move forward is only possible if, as a first step, you place significant value on the long term results of your actions taken as a first step.

Below is a model of key ingredients I follow to create an effective career management plan for myself.

1- DEFINE CLEAR CAREER OBJECTIVES It is ‘personal’ and based on your personal values and motivations in life – “I believe in myself and my determination to succeed.”

It is a ‘commitment’ and identifies who you really are and what you want to achieve - “I want to be a very successful sales professional, and that will take me to greater heights in life.”

It has a ‘direction’ and is based on what steps you will take in seeking your ultimate dream, – “I want to be the sales director of X company in five years time.”

2- EXPAND SELLING SKILLS As a confident and passionate sales professional, I constantly access new levels of talent and selling skills that will move me up the ladder of success. Below are some examples of skills I have begun to expand on:

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

7 / www.nzsalesmanager.co.nz

MUST READ

a. PSYCHOLOGY SELLING

c. COMMUNICATION SKILLS

work on the mindset of my customers by

improve the way I write and present a business

creating a business partnership with them.

proposal. The corner stone to this success

b. FOCUS ON SELLING QUALITY

is being able to understand my customer’s

most customers do not just look at a price

business and how I create a business dialogue

factor, but more on service levels and the quality

with them.

of my product and level of service. www.nzsalesmanager.co.nz / 8

MUST READ

d. TIME MANAGEMENT

MY SUCCESS STATEMENT

time is my most important resource, and it is no

“I choose a harmonious balance between work

secret that the defining quality of a good sales

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

person is good time management. Knowing my

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

level of a sales professional, below are some

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

suggested areas of time management I have

and I achieve my career goals with imagination

looked at improving:

and integrity. I am known for my sense of humour, and my compassion. I am a team player. I always

•

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

•

Set up a long term sales plan, with

friends. I am committed to learning something new

achievable deadlines.

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

•

Avoid procrastination at all cost.

relax, and I celebrate life every day.”

•

Be a team player.

4- DO A SWOT ANALYSIS

•

Be careful to avoid any burnout.

3- DEVELOPING A PERSONAL MISSION STATEMENT A personal mission statement provides a reference point for assessing your work and life balance. Form one that encompasses your values and purpose, and includes your roles and goals. The statement

celebrate successes of my colleagues, family and

Your Strengths, Weaknesses, Opportunities and Threats.

A SWOT analysis will assist you in identifying how well you are doing in the area of sales as well as you very own personal career development.

My personal career development plan is based on the following SWOT analysis of myself:

will become your personal constitution. The focal

a. STRENGTHS

point by which you measure the balance of work

My journey as a sales professional has helped me

and life. Involve a trusted friend or colleague in the

develop several strengths that I use to enhance and

process so that they can give you feedback. Let

manage my selling career. Some of these strengths

the statement inspire your decisions, influence your

can be identified as:

action and guide your life.

•

programmes throughout my career.

Here is an example of my mission statement as an example:

Attended several sales management training

•

This helped me develop and conduct my

9 / www.nzsalesmanager.co.nz

MUST READ

own training programmes for sales teams I

•

my customers.

have managed.

•

A natural ability to develop a partnership with my customers, and relate well to people of all

•

•

c. OPPORTUNITIES •

me endless opportunities for personal

I have the natural ability of mentoring all

growth; my focus is constantly tapping on

levels of sales professionals.

these opportunities.

I am well organized and prioritize my goals in

•

I have a passion of writing sales articles.

•

I organize business showcases.

b. WEAKNESSES

•

Understanding the world of sales gives

ethnic and cultural backgrounds.

•

Keeping on top of a changing world economy, I see this as a challenge to keep

achieving my sales objectives.

•

I am sometimes slow to communicate with

myself up-skilled and focused in meeting any change in the market. d. THREATS •

With tough economic times, companies are

I lack the ability to keep up with any

trying to keep their head above water and this

enhancements in the IT field that I could use

has created a very tough competitive edge

to help develop my sales career.

in the market. This has drastically increased

I involve myself in too many professional

my awareness of my professional skills, which draws all my strengths to succeed.

and personal goals and often lose track on set timelines.

www.nzsalesmanager.co.nz / 10

•

With companies outsourcing and merging

MUST READ

to survive, has made selling an even greater challenge. This has made me an even great negotiator in winning business.

f. Reading sales magazines and accounts of very successful business people.

My success as a sales professional for over 38

5- EXPLORE SALES DEVELOPMENT OPPORTUNITIES

years, covering two very different sides of the

As a sales professional I continually look at

been attributed to my career management plan

opportunities to develop my career, through

I have outlined above. Having started my sales

learning and job experience. This helps me better

career as just a very junior sales executive, I have

understand my strengths and weaknesses, which is

worked my way up to a regional sales manager,

the corner stone to developing my opportunities to

never losing sight of my ultimate dream of leading,

fulfilling my ultimate dream.

training and mentoring sales teams – which I have

Some of the opportunities that has helped me in this direction are: a. Getting my employer to give me added sales responsibilities. b. Constantly expanding my personal range of customer networking c. Attending sales seminars or conferences. d. Up-skilling myself by attending any sales training programmes. e. Encouraging feedback from my customers,

world from the Middle East to New Zealand, has

done in both in the airlines as well as the contact centre industries. To me personally, selling is a great challenge of perseverance and mental strength. It offers an unlimited window of opportunities as long as you have a strong belief in yourself and remain focused on your ultimate dream coupled with hard work and determination.

Use President Obama’s slogan of “Yes We Can” to motivate you in your pursuit to becoming a great and very successful sales professional.

Good luck

superiors and colleagues.

Ivo D’Silva is a passionate about developing sales people, and is Cargo Manager with MCH Cargo Aus PTY Ltd, Auckland.

11 / www.nzsalesmanager.co.nz

BIG PROSPECTS

When things are not what they seem

By Paul King

W

e can all get excited about finally

Imagine that Sam is your contact in ‘The Big

finding a ‘way in’ to a prize client.

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

However, things are very rarely what

they seem with the rose tinted glasses on. Honesty

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

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

that, but she was hinting about even bigger stuff

cautionary tale.

with the company that owns TBC!

www.nzsalesmanager.co.nz / 12

When you spoke to Sam yesterday, she said that you

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

need to send her an email with headlines of your

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

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

from you.

You spent all day writing a detailed response with heaps of detail on your capabilities and technical know-how; it was quite an epic in fact. What could go wrong?

11.45am Sam is explaining to the Director (her bosses’ boss) why he’s involved in signing off budget for a project - She has to be diplomatic in not making her boss look bad (he hasn’t done any of

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

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

is going to deal with it!

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

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

out of the office.

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

Up to 3pm, Sam has been reading documents and

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

putting together a proposal for a board meeting

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

next week.

10am Sam has her next meeting, her boss is

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

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

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

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

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

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

REALITY CHECK

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

Everything that happened here happens every

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

day and is perfectly normal. You’d generated

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

an outcome in your mind based on very sketchy

Australia demanding a document by 8.30am. She’s got to go in at 7.30am the next day to do it!

information. You may be thinking, “hang on, this bloke is right to be annoyed, this woman has let him down.” However, let’s look at the facts and live in

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

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

Bitter? Same old same old?

to make the main thing the main thing!

If you’ve attached elevated expectations to the

LET’S DISSECT WHAT’S HAPPENED

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

You’ve attached a lot of importance to TBC and

you really? What’s actually happened here?

connecting with Sam would have been very exciting.

13 / www.nzsalesmanager.co.nz

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

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

of her job to keep an eye out for opportunities for

around a busy airport. What you do next will

TBC. Sam will naturally and professionally appear

determine how long you are left in the air (or

interested. She probably said things like “that

realize the airport has shut).

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

All this means is that Sam is interested in hearing more for some reason.

In Sam’s case, some or all of these good reasons to meet with you for coffee might apply:

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

•

Likes to go for coffee

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

•

Likes you

•

Needs some meetings outside of the office,

you don’t know if Sam can make a decision, what exactly her place in the company is or what

the damn place drives her nuts

benefits your product or service could have for TBC.

•

Needs to be seen to have outside meetings

The important lesson here is to listen without pre-conceived ideas.

NEVER focus on the result, but always on what you’re doing then and there. Pay attention to what the other person is saying.

•

•

so she looks important to her colleagues

NO!

Is genuinely interested in what you have

Maybe you think you’ve asked the right questions

to offer

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

Talks to everyone, someone may have something she can use

sure the deal is done. However, what has Sam said? Has she agreed that the features of your offer are of benefit and that she’s in a position to

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

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

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

Perhaps she has some personal reason such as

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

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

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

the mix as well.

www.nzsalesmanager.co.nz / 14

It could be that you’ve happened upon the exact

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

person you need to talk to and you have the exact

wants and how what you have to offer will fulfill

product or service that person needs right there and

those requirements.

then. That’s very rare.

Now, you will no doubt have heard people advising

The important lesson here is to listen without

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

pre-conceived ideas. NEVER focus on the result,

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

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

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

Pay attention to what the other person is saying.

certainly go in to a meeting with clear goals and

Withhold judgment; if you go into a situation with a

targets in mind but only once you have a clear and

pre-conceived idea of the outcome, what you hear

objective view of the situation you’re in. Valuable

and pick up will inevitably colour your view of the

deals are commonly missed through pre-conceived

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

views without understanding what the buyer needs

positive mental attitude, enthusiasm and optimism,

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

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

•

She’s going to make a presentation to people

‘getting it’, communication is your responsibility.

higher up the chain and she wants you to do her

THE EMAIL

job for her (very common).

You put everything in the email; there cannot be

•

of doing anything with them (probably

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

more common).

all your knowledge, everything you know about your product or service; she can’t be in any doubt

She’s just being nice and she has no intention

•

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

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

this is just the thing she needs to complete

confirmation that the deal’s going ahead, right?

the picture.

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

NO! •

Sam asked you for headlines! So what does she want headlines for? Let’s have a think. She might just need the headlines because:

•

and probably didn’t fall out. It usually takes months or even years, but until you know what the truth is, you can’t take the next step. Ignore this and it’s just a numbers game. However, when it’s really, really

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

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

do business with you.

be right.

Paul King (A.K.A. Mr. Anonymous) is a speaker, coach and mentor. Paul started cold calling insurance sales and has gone on to holds senior roles with large multi-nationals in the UK and New Zealand.

To find out more visit www.mranonymous.biz

2 Minute top-up

Words that sell Getting your prospects attention

By Jill Konrath

J

ay is the owner of a massage therapy

the value of your services. What you’re missing

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

is the high cost of stress on an organization.

his services to the corporate market.

It can lead to: higher medical costs, increased

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

absenteeism, costly mistakes, disengaged

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

employees, lower productivity, increased turnover

he recently asked me:

and much more.”

“I’m having trouble figuring out my value position

One of the biggest reasons businesses struggle in

for selling to bigger companies. When a company’s

today’s market is because they have weak value

challenges are rising cost from suppliers or trying to

propositions. Over and over again, I hear people

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

who sell deliver ineffective statements about

can reduce your stress during those stressful times.”

Any advice you can give is appreciated.”

the value customers get from working with their organization. It doesn’t matter if these sellers are

Here is my response:

from big companies, small firms, or are independent

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

professionals. They just aren’t saying things that get

stress” doesn’t excite most corporate decision

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

makers. You need to start thinking differently about

to meet.”

www.nzsalesmanager.co.nz / 16

2 Minute top-up

And the worst thing is that many of the products or

Here is an example of a good value proposition:

services these people sell have extremely high value

“We help large companies reduce the cost of their

to corporate accounts! But their failure to articulate

employee benefits programs without impacting

it in words that appeal to corporate decision makers

benefit levels. With the spiraling costs of health care

is their downfall. Instead, they limp along trying to

today, this is a critical issue for most businesses.

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

One of our recent clients, a large manufacturing

A strong value proposition is specific, often citing numbers or percentages. It may include a quick synopsis of your work with similar customers as a proof source and demonstration of your capability.

A value proposition is a clear statement of the tangible results a customer gets from using your products or services. It’s outcome focused and stresses the business value of your offering.

company similar to yours, was struggling with how to reduce spending in this area. We saved them over $800,000 in just six months. Plus, they didn’t cut any services to their employees, nor did their employees have to pay more.”

Strong value propositions are your best tool for setting up meetings with prospective buyers.

Corporate decision makers will nearly always meet with sellers who offer tangible outcomes and measurable results.

Jill Konrath is an internationally recognized sales strategist and bestselling author. You can download a free Value Proposition Kit now, or to find out more, visit www.jillkonrath.com

17 / www.nzsalesmanager.co.nz

Resource CorneR

what every body is saying

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

Authors: Joe Navarro Publisher: Harper Collins Price: $26.99 from www.mightyape.co.nz

www.nzsalesmanager.co.nz / 18

Resource CorneR

W

hat you say is often far less important

•

than how you say it. One of the harbingers of success is to understand

how nonverbal cues such as body language, dress, and demeanour affect how you are perceived and understood.

He says that’s his best offer. Is it?

She says she agrees. Does she?

The interview went great-or did it?

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

Why the face is the least likely place to gauge a person’s true feelings

•

What thumbs, feet, and eyelids reveal about moods and motives

•

The most powerful behaviors that reveal our confidence and true sentiments

•

Simple non verbals that instantly establish trust

•

Simple non verbals that instantly communicate authority

In this book Navarro, one of the leaders in nonverbal

Read this book and send your nonverbal

behaviors, demonstrates how to modify your

intelligence soaring. Joe Navarro, a former FBI

subconscious statements to your greatest advantage

counterintelligence officer and a recognized expert

and also read what other people are ‘saying’

on nonverbal behavior, explains how to “speed-

non verbally. These skills will increase your ability

read” people: decode sentiments and behaviors,

to accurately assess moods, decode behaviors,

avoid hidden pitfalls, and look for deceptive

anticipate problems, avoid hidden pitfalls, influence

behaviors. You’ll also learn how your body language

negotiations, and understand the secret motivations

can influence what your boss, family, friends, and

of those around you.

strangers think of you. You will discover: •

Filled with examples from Navarro’s professional

The ancient survival instincts that drive

experience, this definitive book offers a powerful

body language

new way to navigate your world.

Why are some people more successful than others?

Why do only a small number of people ever achieve their goals?

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

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100 KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.

19 / www.nzsalesmanager.co.nz

Resource QUICK FIX Corner

QUICK FIX

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

Attitude of Gratitude G

reat sales people are grateful. They have an

business on a regular basis. They thank people in

attitude of gratitude.

their own organisation for the help they give. They

They thank people they meet at a networking event. Win or lose, they thank their prospects for

thank suppliers who work in partnership with them to service the needs of customers.

Who have you thanked today?

the opportunity. They thank their customers for the

www.nzsalesmanager.co.nz / 20

20 / www.nzsalesmanager.co.nz

CALENDAR

DATE

NAME

PLACE

COMPANY LINK

Monday 2nd September

Cross Selling and Up Selling

Hamilton

Top Achievers Sales Training

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

Tuesday 3rd September

Cold Calling and Prospecting

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 3rd September-

Scotwork Advancing Negotiating Skills

Auckland

Scotwork Negotiating Skills NZ

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

Winning Proposal Strategies

Auckland

Shipley NZ

http://www.shipleywins.co.nz/public-

Thursday 5th September

Key Account Management

Tauranga

The Marketing Company

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

Monday 9th September

Sales Ignition Day

Auckland

The Marketing Company

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

Thursday 5th September Wednesday 4th SeptemberThursday 5th September

training-schedule.html

Central Tuesday 10th September

Overcoming objections

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Thursday 12th September

Social Media and Sales

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 17th September

Sales Basics

Auckland

Geewiz

http://www.geewiz.co.nz

Wednesday 18th September

Leadership with results

Auckland

Geewiz

http://www.geewiz.co.nz

Wednesday 18th September-

Managing Major Bids

Auckland

Shipley NZ

http://www.shipleywins.co.nz/public-

Thursday 19th September Friday 20th September

Wednesday 25th September

training-schedule.html Winning Business as an SME

Auckland

Sales Management

Christchurch

Shipley NZ

http://www.shipleywins.co.nz/publictraining-schedule.html

Geewiz

http://www.geewiz.co.nz

21 / www.nzsalesmanager.co.nz

THE NZ SALES MANAGER CODE OF PROFESSIONAL SELLING When dealing with me: • You will find honesty and integrity.

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

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

• We will be working towards mutual gain.

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

•

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

• You can expect me to be an ambassador for the

sales profession.

Does your organisation have a code of sales ethics?

We’ve developed this one especially for NZ Sales Manager readers.

Please feel free to adopt for your team or organisation!

THE CLOSE

“Coming together is a beginning;

keeping together is progress; working together is success.”

- Henry Ford

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!

23 / www.nzsalesmanager.co.nz