NZ Sales Manager Issue 55

NZSALES OCTOBER 2011

Issue 55

Inside the Buyers World Breakthrough thinking The sales persons secret weapon What time are you calling

Plus! Check inside to see if you've won prizes from our supporters!

NZ’s e-mag for sales leaders

CONTENTS OCToBER / Issue 55

6 18

6 THIS WEEK'S MUST READ INSIDE THE BUyers world We talk to procurement professional extraordinaire, Paul Rogers.

12

12 Breakthrough thinking For breakthrough performance 16 Quick Fix It’s not what you sell, it’s how you sell.

18 TWO MINUTE TOP-UP THE SALESPERSONS SECRET WEAPON ROI 20 RESOURCE CORNER Selling in tough times

` 21 NZSM CALENDAR 22 NZSM SUBSCRIBER'S PAGE 24 MARKETPLACE 26 SALES SUPPORT WINNERS 28 THE CLOSE

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From the Editor

I

n this issue we interview Paul Rogers, a procurement professional of 30 years experience. Paul gives some interesting and valuable insights into the evolution of procurement in New Zealand.

Paul describes the increasing control that organisations have of the procurement process, which implies a diluted control of the sales process for a sales person.

This shift means to make the sale, we have to understand and abide by the buying process, rather than move the buyer through our sales process. Understanding the rules of the game and how customers make decisions, early on in the sales cycle, is becoming increasingly important. Otherwise it is easy to

Good quality questions will soon uncover when there is no decision making process about making change, and no clearly defined procurement process once the decision to change has been made.

Being aware of the evolution of professional procurement in your key clients organisations should certainly be part of your account management plan.

Remember to take a look inside to see if you are one of this issue’s winners. Turn to page 19, and you

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 forwardthinking 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 pauln@nzsalesmanager.co.nz ADVERTISING ENQUIRIES / Phone Richard on 09 522 7257 or email richardl@espiremedia.com ADDRESS / NZ Sales Manager, C/- Espire Media, PO Box 99758, Newmarket,

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Auckland 1151, NZ

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WEBSITE / nzsalesmanager.co.nz

The sales persons secret weapon.

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T H I S W E E K ’ S M US T R E A D

Paul Rogers is a freelance procurement consultant www.paulrogers.pro

Inside the

BuyersWorld We talk to Paul Rogers, a procurement professional with 30 years experience as practitioner, academic and consultant. An acknowledged expert, Paul works internationally, has authored numerous articles and white papers, and regularly speaks at conferences. He has trained hundreds of procurement practitioners to achieve a professional qualification in procurement.

NZSM: Paul, you have worked in procurement for more than 30 years, and you have been closely involved in training buyers all over the World. How are professional buyers trained?

Rogers: There is a wide variety of standards in training buyers, but one thing I have learnt is that while sellers are often told that professional buyers receive more training than they do, most buyers believe that professional salespeople receive more training than them!

The truth is that procurement is receiving increasing attention in most organisations and there is a corresponding willingness to invest in both the number of staff engaged in full-time procurement activities, and in developing their capability. Most full time procurement practitioners in New Zealand are not professionally qualified, and so their training and development involves attendance at in-house and external short courses. These typically focus upon negotiation skills, basic procurement processes, and may include legal training focusing on contract law, as well as training in specific tools used in the procurement process. But the average annual spend on training procurement people globally is less than $750/head, and that equates to less than 15 hours a year. Given procurement people manage the expenditure of more than half of the total turnover in a typical business, that is not a lot!

NZSM / JULY 2011 / 6

NZSM: You are a Fellow of a peak body. Are there many members in New Zealand?

Rogers: The peak body for procurement is called the Chartered Institute of Purchasing and Supply, and they offer education and training which includes a professional qualification which leads to the designation MCIPS. There are about 40 full members in NZ, but many more are studying the relevant qualifications.

NZSM: Knowledge, skills or attitude; what counts for professional buyers?

Rogers: I sometimes ask groups of buyers to rank these three attributes firstly for professional buyers, and then

for professional sellers. What’s interesting is that most buyers believe that what distinguishes upper quartile performers in sales is their attitude, then their skills, and finally their knowledge of the solution, the prospect and the market. Conversely, the same groups believe that the focus of most procurement training and development is the exact opposite!

Knowledge is typically seen as being critical for procurement people; contract law, procurement processes, policy, category understanding, market characteristics are all prized, so what you know is often seen as more important than the other two attributes.

"Knowledge is typically seen as being critical for procurement people; contract law, procurement processes, policy, category understanding, market characteristics are all prized, so what you know is often seen as more important than the other two attributes."

NZSM: So what do organisations value in procurement staff?

Rogers: The days when businesses wanted their procurement staff to be “Rottweilers” are mostly gone!

But in my experience, the key skills which are valued are negotiation skills, commercial awareness and increasingly the ability to facilitate small groups of internal stakeholders.

NZSM: And what attitudes are most valued?

Rogers: When I have seen procurement teams profiled in terms of, for example, Myers-Briggs personality types, the most common profile that I have seen is ENTJ. Similarly, when other personality profiling tools have been used the most common characteristic of procurement people is a propensity towards getting things done, and towards task accomplishment. However, I use the word ‘propensity’ carefully, as successful procurement people are relatively well-balanced; they can relate to people in some situations, they can focus upon the detail and they can

address the task. They tend to be all-rounders because the tasks and activities undertaken by procurement people are so varied.

NZSM: What distinguishes ENTJ personalities?

Rogers: They tend to be sceptical and critical thinkers who value reason, facts and evidence. If there’s one common characteristic between buyers internationally it is a strong sense of “fairness”. While many salespeople may not agree with buyers as to what is fair, it’s a helpful starting point for the seller to understand that buyers are starting from a fundamental belief that fairness should underpin all commercial dealings. Other traits of ENTJ’s include a willingness to prepare and plan, and a liking for structure and organisation. Sometimes, ENTJ’s can come across as opinionated and they may struggle to express their feelings. They can be impatient about poor performance and reluctant to give positive feedback. I think most salespeople can relate closely to that!

7 / OCTOBER 2011 / NZSM

NZSM: You mentioned that buyers can struggle to express their feelings. Why do professional buyers sometimes appear reluctant to build a person to person relationship, shutting down the personal 'small talk'?

Rogers: You have to remember that being in procurement can be an exposed position. As a consequence, most procurement practitioners try hard to ensure that they adopt an agnostic approach to suppliers and behave in a transparent and objective way. It may be fine for budget holders to go to the footy with an Account Manager, but if you are the relevant category manager, and the contract is shortly to be awarded, you probably don’t want to be seen enjoying the hospitality of one of the potential bidders.

There could be a variety of reasons for shutting down the small talk. Buyers are often busy, as a breed they do not value small talk, but the most likely reason is that they fear that the motivation for the salesperson trying to build a person-to-person relationship is to compromise the integrity of the buyer, and most buyers have disdain for relationship building which is not authentic.

NZSM: Authentic? What do you mean by that?

Rogers: I still teach buyers the basic principles of ‘How to Win Friends and Influence People’ by Dale Carnegie, and I can sense the discomfort in the room!

The discomfort is born of a sense that appearing “genuinely interested” when you are not “genuinely interested” is manipulative and fundamentally unfair.

So the buyers understand that the salesperson is trying to build some rapport, however they are sceptical as to the reason why the salesperson wants to build rapport. It is not because of who the buyer is as a person, it is the job role that the buyer fulfils, and as a consequence they feel uncomfortable disclosing that personal information. They would rather keep the salesperson at “arms length”.

NZSM / OCTOBER 2011 / 8

"Some of the best procurement practitioners have a sales background! The characteristics of successful salespeople include a willingness to discover the key decision-makers, the confidence to engage those decision-makers and seek to influence them, and an understanding of the commercial issues involved in the acquisition.

Aren't these the same priorities whether you are a buyer or a seller?"

NZSM: Some buyers get training in rapport building?

That might be a surprise to some of our readership!

Rogers: Not only do some buyers receive training in interpersonal skills, including negotiation, but also influencing and facilitation skills. It is my experience that most professional buyers are very interested to learn the skills, concepts, tools and techniques of professional selling. I ran a program called “Turning the Tables” which sought to equip the procurement practitioners with the skills of relationship building, as well as “strategic selling.” It was very popular! This doesn’t happen in every organisation, but most professional procurement practitioners will be exposed to in-house or external training in questioning, listening and influencing at some stage of their career.

NZSM: Have many professional buyers also worked in sales?

Rogers: Some of the best procurement practitioners have a sales background! The characteristics of successful salespeople include a willingness to discover

the key decision-makers, the confidence to engage those decision-makers and seek to influence them, and an understanding of the commercial issues involved in the acquisition. Aren't these the same priorities whether you are a buyer or a seller?

NZSM: So could sales people switch to procurement and make the grade?

Rogers: Absolutely! On the positive side, sales people already have capability in terms of understanding markets, interpersonal skills, and an ability to understand sales strategies. However, many procurement people have to justify their role, defend their contribution, and I suspect that most sales people live or die by their sales results, and would be surprised at being asked to defend themselves at every turn. Furthermore, procurement people operate within a tightly defined role, with policies and procedures which require a high degree of compliance. “Colouring outside the lines” is likely to lead to a short career! And of course, most buyers do not get a commission on savings!

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NZSM: You run your own business Paul, so you have to sell too. Which is more challenging; professional procurement or sales?

Rogers: On balance I think sales is more challenging. I’m not sure that procurement is the mirror image of sales, as when done well, procurement has a lot more in common with marketing than sales. Remember that for every procurement project that a professional buyer manages, there is at least one winner and a variety of losers. However it is the nature of sales that some proposals are successful, but some fail. Salespeople become more experienced at dealing with rejection than buyers, but that doesn’t make it any easier! Furthermore, there has been a fundamental change in business to business sales processes over the past decade, which I would describe in terms of the end of

“selling to” and the emergence of “buying from”.

NZSM: The end of “selling to” and the emergence of “buying from”? What does that mean?

Rogers: The days when a sales representative could call on anyone in a prospect organisation and get a meeting are numbered. More and more organisations are controlling the procurement process such that if you want to make the sale, you have to abide by the buying organisations’ procurement process. They buy from you, if you’re lucky, rather than you selling to them. This is because many organisations have empowered the procurement team through policy, governance, systems and processes and so the salesperson is reduced to submitting proposals in a competitive bid process, which is always tough.

"Procurement is a relatively young profession, & professionalising the function does not occur overnight. I am confident that procurement in New Zealand is on the right trajectory" NZSM: Is New Zealand any different to the rest of the developed world in this respect?

Rogers: I used to live and work here, and I still visit regularly and work with a variety of organisations. There is no question that the procurement process is growing in importance for New Zealand organisations, led by the public sector. Procurement reform in the New Zealand Government won many awards for the scale of the vision, and the success of the implementation, and whether in Central Government, State owned enterprises or the big corporates, professional procurement is seen as a key business process. However, as is the case globally, there is a shortage of talented procurement people and the New Zealand government has done more than most to attract the best procurement people to live and work in New Zealand. And once you get beyond the top 50 organisations in New Zealand, there is a long tail of small and medium-sized enterprises in which procurement practices are often less mature.

NZSM / OCTOBER 2011 / 10

NZSM: What does that mean in practice?

Rogers: Many job titles now include the word “strategic”, and very few include the word “purchasing”. However this has not always translated into a change in buyer behaviour! My experience of the top end of town is that when dealing in global markets the scale of New Zealand enterprise prevents the simple use of leverage, or volume aggregation. This means that professional buyers in large organisations have to be smarter in their use of procurement strategies when dealing with global markets, and project the positive benefits of dealing with their organisations, in spite of their relatively small-scale. This translates into deliberate strategies and creative solutions.

However, for Small to Medium Enterprises dealing domestically, it is possible that the procurement process is driven by the business owner or key budget holders, who may default to traditional purchasing tactics. Whenever I meet sales people, I hear stories about buyer behaviour which make me cringe! Dutch auctions, constant threats,

short term tactics, and the relentless focus on price are not part of the repertoire of strategic procurement, however they may well be part of the day-to-day experience of many sales representatives.

NZSM: Do you teach those behaviours?

Rogers: No, and not only do we not teach those behaviours, most professional procurement practitioners would fully understand how such behaviours can damage buyer-supplier relationships and lead to longterm problems. Remember that there are about 60 professionally qualified procurement practitioners in New Zealand, but about double that number are studying exams. Procurement is a relatively young profession, and professionalising the function does not occur overnight. I am confident that procurement in New Zealand is on the right trajectory, and that in future a greater number of organisations will employ full-time procurement staff, and a greater proportion of those staff will be professionally trained and qualified.■

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Gilly Chater helps people achieve insight powered breakthroughs for themselves and their businesses.

Find out more at www.gillychater.com

Breakthrough

Thinking For Breakthrough Performance

By Gilly Chater

A

t the NZSM Rev-Up last month, speaker, coach and author Gilly Chater, inspired a large audience with a powerful message on breakthrough thinking. We asked Gilly to share her message with this article.

In the world of sales, people are told they need to think positively to create outstanding results, yet in challenging times and often with repeated rejections, it can be very difficult. We live in a world drowning in people’s process or analytical thinking. The quality of a person’s thinking is more important than the quantity of their thinking and has everything to do with productivity and performance. The question

NZSM / OCTOBER 2011 / 12

is, ‘how do some people handle the pressures and seem to glide through the most challenging situations while others struggle, get stressed and sometimes depressed?’ Some people may think it is because of their personality, while others may say it’s due to their circumstances.

Thinking Creates the Future The Rev Up meeting attendees said they spend about 90% of the time with thoughts about the past or future.

That leaves only 10% in the present! Although it is useful not having to think how we do everything all the time, and that we have gained knowledge and experience from the past – the “baggage” often gets in the way.

Sometimes we are in a positive state of mind thinking about the future, however, how often do you think about the “what ifs” or “if only?” All creativity and innovation occurs from being in the present. Ideas, and more importantly insights, are realised from the state of being in the present (now), and insights are the precursors to breakthroughs and transformation.

Personal Feedback System Everyone has a magic source inside of them. If we use the analogy of a spring at its source, as it comes out of the ground, the water is uncontaminated. It is pure and fresh. The water trickles down the hillside and becomes a stream and later into a river. All sorts of additives get into the water which taint and contaminate it. That is like our mind. We take on other people’s © thoughts and we forget

Thinking

that magic source - our intuitive mind. There is a common denominator that underlies ALL human experience regardless of background, age, ethnicity, gender, intelligence etc. that is; everyone creates their experience of life through their moment-to-moment thinking.

THOUGHT is a scientific principle of life. We all came into life thinking and we literally think our way through life. We are not able to control the thoughts that come into our head. We will always have some unwanted ones, however, we have an internal feedback system – our feelings (anxious or relaxed) tell us about the quality of our thinking and we have the freewill to choose to hold on to and dwell, or act on a thought, or to just let it go and allow fresh thoughts to occur.

© oductivity, Performance & Culture Quality of Thinking

, Change Agent, Proactive w

GOOD MOOD

State of Mind >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>Productivity, Performance & Culture Change Agent, Proactive

Creatve, Original

CALM Resourceful, Solution Focused Intuitive In the Zone

Clear Thinking Highly Productive

Resourceful, Solution Focused Highly Productive

PAIN LINE

LOW MOOD

LINE - - - - - - - - - - - - - - - - - Busy, Distracted, Cluttered

NOT Frenetic, Competitive/Blame Worry

Reactive, Burn Out

CALM Stressed

Frenetic, Competitive/Blame Reactive, Burn Out Immobilised

Fear

Immobilised www.gillychater.com 13 / OCTOBER 2011 / NZSM

All Stress is Created from the Inside-Out If we are not “in our health” then we are unable to operate effectively. We feel helpless and stuck in the stress mode, it’s a wake-up call to leave that thinking alone, allow our minds to be clear and quiet, and allow our internal chemistry to come back into balance so that we feel at ease. Only we can create stress. It’s a thought-created cycle, originating within our own minds. We’re making it up through our thinking. Only we can relieve our own stress. Relief comes from understanding how our thinking works and why we’re feeling tense.

State of Mind Really Matters The Quality of Thinking© chart on the previous page shows that when you are in a good mood (healthy state of mind) you are creative, intuitive and clear headed.

The quality of your, and your team’s thinking, determines

your productivity, performance and also extends to the workplace culture and the opportunity for new, creative and innovative thoughts- or what is also called original thought.

Being above the Line is like athletes being “in the zone”.

Lower level thinking generates negative or distressing ideas that appear real or normal to the thinker in the moment and generate reactivity. Thinking at higher levels is increasingly philosophical, non-reactive, original and responsive in the moment. At those levels, ideas come and go and appear as nothing more than ideas to thinkers, regardless as to whether the content is positive or negative. People at higher levels see their thinking as a tool they can use for gain, not as something being used against them.

To each person involved, each level on the chart looks normal. Once we understand we have a constant flow of thoughts, there is no need to focus on content. That is,

NOTE: Clear-headed thinkers may experience upsetting thoughts, but they will be able to go beyond themselves and make some qualitative judgment as to how seriously to take their thinking. They are highly productive and are able to access their wisdom and creativity and to have insights to solve problems and come up with new ideas and solutions. People who are distracted or worried spend a lot of time in their memories, and imaginations, comparing past with present. They have a fear of losing and as a result, become insecure. They have PAINFUL THINKING. ALL thought is the product of our own minds; our own interpretations and we need to keep this in perspective.

NZSM / OCTOBER 2011 / 14

the understanding that thoughts by themselves have no power but the power we give them and that:

“The life of a thought is only as long as we are thinking it”.

This changes our relationship to the content of our thoughts automatically. Thoughts continually flow through our minds. Leaving them alone will allow new ideas to come to mind. The quality of thinking improves as we recognise the natural flow of responsive thoughts as the fundamental principle of life. Now you know that your negative thoughts come from you, and they will pass there is no need to change them. It is only natural to have negative thoughts from time to time. We can leave the negative feelings alone and let them pass and know that more positive feeling will follow that will lead us to a higher quality of healthy thinking and life.

What we each want to aim for is accessing our natural magic source and - “LIVE IN THE NOW” We are trained to live in an analytical world with an enormous amount of focus on process. A quiet uncluttered mind enables you be connected with your deeper intelligence. It requires you to be in a state of no personal thought to listen for insights – or those ‘ahas’. It’s all about thought and the thoughts we have all day and every day.

• A New Approach to Leadership and Change.

• This is about shifting our understanding from: What people think, feel and do (outside-in) >>> to the very FACT of Thought>>>THAT people think and that people have the ability to think for themselves and to create new ideas and solutions (inside-out). This is the source of life experience and opens up infinite possibilities.

Thinking is Not a Fad! It’s Here to Stay The sales person who is consumed with anxiety and fear of failure is unable to think clearly, really listen to customers, or come up with new solutions. Whatever you think, is your REALITY. When you change your thoughts, you change your REALITY. We literally make up our experience of life from our moment-to-moment thinking. You’re just one thought away from feeling fearful and one thought away from feeling fearless. It’s time to wake up, be conscious of your feelings, take personal responsibility and when you change your thoughts you become fearless! ■ 15 / OCTOBER 2011 / NZSM

QUICK FIX

Quick Fix

It's Not What You Sell, It's How You Sell

What time are you calling?

Are you frustrated that your prospects never answer your phone calls?

Allocating set time periods to prospecting using the phone is an important discipline to adopt for most sales people. However, choosing a time of day that suits you, may not be the time that suits your prospects. Their daily schedules may mean they are never by the phone when you are.

NZSM / OCTOBER 2011 / 16

Try getting started half an hour earlier, and make the call at 8am. Morning meetings will often start at 9am and busy execs might just answer the phone earlier in the morning. Try a call at 5:30 or 6:00pm too. You might just be surprised at how your success rate increases.. â–

WHY KIWIS CAN’T SELL, AND WHAT TO DO ABOUT IT We wish to invite you to this FREE special event (valued at $199) In two short hours we will share with you why New Zealand businesses struggle to grow sales revenues and increase market share. And then we’ll provide you with proven strategies to show you how to boost your sales. You will learn: •  The key things Managers should be doing to effectively grow sales •  How an effective sales process can increase sales success • Creating a crystal ball to predict future revenue  • How to close more sales and shorten the sales cycle  •  How to sell on value and not price •  How to hire sales stars and eliminate hiring mistakes And much more...

This is a complimentary workshop as we wish to provide all businesses the opportunity to truly propel their sales. Our mission is to make it easy for you to grow your sales.

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Thursday 3rd November 2011 Remuera Room, Ellerslie Event Centre, 80-100 Ascot Ave, Greenlane Registration from 7.30am. Commencing 08.00am sharp.

Our workshops are booked out and spaces are limited, so don’t delay register now!

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TWO MINUTE TOP UP

Derek Good is a specialist in sales and service training, and return on investment.

To find out more visit www.rapidresults.co.nz

The Sales Persons Secret Weapon

ROI

By Derek Good

W

e all have days when the sales issues seem just too hard to conquer. The customer finds a cheaper alternative, you find a strong existing supplier relationship too hard to crack, there is a simple lack of budget or like the majority of opportunities lost, there’s just ‘no decision’ made at all.

A principle that is often missed in the sales environment is the principle of Return on Investment (ROI). For some people this is just not on their radar and yet it can provide a totally fresh approach to sales

NZSM / OCTOBER 2011 / 18

that is easy grasp and can turn the old principles of a sales approach on its head. The basic approach to ROI in sales is to focus on the benefits of your product, service or organisation and to match those benefits to the customer. Once you have matched the benefits to their needs, you need to be able to equate those benefits in some measurable value (the return). This is normally measured in dollars or time. The use of benefits isn’t new – but the translation of benefits into the tangible return to the customer (the next logical step) is often missed out.

What gives you added appeal is when these benefits are only available through your product, service or organisation. These then become ‘key benefits’ and if you can show they are essential to your customer, your job of ‘selling’ becomes much easier. In fact the customer is more likely to ‘buy’ rather than you having to ‘sell’.

Understanding then how to relate the dollar benefits to actual savings or profit to the customer creates a sense of ‘real value’ to them. For example, if you can show your benefits will cover the cost of their building rent for a year or pay for their administration costs for six months, then you have shown them real, tangible value.

In the case of a well known retail store in Auckland, the company accepted the vendors sales proposal on the spot when they were shown the additional profit they would make from an improvement in sales related to a sales training programme placed in front of them. The return was realised in the first month.

Most people will tell you that an ‘emotional’ purchase is what people buy on. And yes, that’s true.

Getting the emotion to buy into the story, the ‘feel good’ component of the purchase is really powerful.

However, with some emotional purchases, buyer’s remorse becomes evident. However powerful the emotional purchase, a logical purchase where things make perfect sense and the buyer would be crazy not to go ahead creates a longer lasting ‘feel good’ factor.

Showing the customer that your product, service or organisation will save them money so that every day they delay it’s actually costing them, provides a strong argument that can turn the ‘no decisions’, the ‘existing supplier relationships’ and the ‘cheaper alternatives’ buyers all into a successful sale for you.

Learning the simple methodology around ROI in sales can give you that definitive edge in your role and can provide you with a fresh approach and renewed confidence in your products, services and organisation.■

BOOK GIVEAWAy Win a copy of Derek's book!

You can read more about using ROI in Dereks new book, ROI: The sales persons secret weapon. We have two copies to give away, so enter the draw and you could be a winner.

Simply send us an email to alastairn@espiremedia.com by 24th October 2011 with your name and address to be in the draw.

Sales Manager to 90K plus benefits | Trainer to 80K plus benefits Call centre based positions; experience robin@charlesrecruitment.co.nz in relevant field and also in contact Call Rob on 04 577 0597 or 021 445 821 centres. Wellington based. www.charlesrecruitment.co.nz 19 / OCTOBER 2011 / NZSM

RESOURCE CORNER

Selling In Tough Times Author: Tom Hopkins Publisher: Business Plus $22.95 from Fishpond.co.nz

H

opkins (How to Master the Art of Selling) lobbies for a return to basics to maximize sales in an economic downturn. He starts from the very beginning, defining what a selling career entails and detailing the different types of salespeople. He encourages readers to step back and reevaluate their positions in the economy, and to make a plan for when the climate improves. The first step is to save existing business by going the extra mile, making human contact, and initiating loyalty-building campaigns. Hopkins shows how to quickly tell if a client is right for you, reduce sales resistance, woo clients from the competition, and cut costs while continuing to appear successful. Each chapter ends with a short summary to help extract and reinforce key ideas. Part self-help book, part motivational guide, this book provides valuable advice for selling professionals struggling in the current economy as well anyone hoping to emerge from the recession primed for growth. (Feb.) Copyright 2009 Reed Business Information.

NZSM / OCTOBER 2011 / 20

NZSM

CALENDAR

OCTOBER - NOVEMBER

2011

6 October Cold Calling/Hot Knocking Auckland Top Achievers Sales Training www.topachieverssalestraining.co.nz

3 November Cold Calling/Hot Knocking Auckland Top Achievers Sales Training www.topachieverssalestraining.co.nz

12 October Foundations for Sales Success 45 d Mt Wellington Highway Auckland Zealmark Group www.zealmarkgroup.co.nz/profile_Foundations_of_ sales_Success.php

3 & 4 November Key Account Management Auckland Sales Star www.salesstar.trainingplatform.co.nz/courses/8key-account-management

19 October Business to Business Sales Skills 45 d Mt Wellington Highway Auckland Zealmark Group www.zealmarkgroup.co.nz/profile_Business_to_ Business.php

9 November Powerful Presentations Auckland Sally Mabelle www.sallymabelle.com/events/105/powerfulpresentations-for-lea

Interpersonal Excellence for business leaders Auckland Sally Mabelle www.sallymabelle.com/events/

9 to 11 November Professional Selling Skills Auckland AchieveGlobal www.achieveglobal.co.nz/calendar

26 October Directors' Forum Auckland Shipley NZ www.shipleywins.co.nz/training/

11 November Overcoming Objections Auckland Top Achievers Sales Training www.topachieverssalestraining.co.nz 16 November Sales Dynamics Auckland Sales Star www.salesstar.trainingplatform.co.nz/courses/9sales-dynamics 15 to 17 November Scotwork Negotiating Skills Wellington Scotwork www.scotwork.co.nz/Training+Courses/Scotwork+ Negotiating+Skills+Course.html

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N Z S M SU B S C R I B E R S P A G E

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nZ FISHEr

ISSUE 6 March 2011

Enjoy fishing?

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NZ Sales Manager East Tamaki Sales Hub.

nZ PHoTograPHEr Enjoy photography?

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July 8 th 2009

O

ur next hub meeting in on Tuesday the 8th of November at the Viz Café, 165 Harris Road, East Tamaki.

We are lucky to have Bill James as a guest speaker.

He will be giving a talk entitled “Money Making First Impressions” The meeting will run from 7am to 8:30am.

If anyone wants to attend they need to email me at lisa.easttamaki@speedysigns.co.nz There is no cost for the meeting. (Just buy your own breakfast.)

If you would like to join the hub for a bit of sales fellowship and inspired discussion, please send an email to the hub leader Lisa Clark at lisa.easttamaki@speedysigns.co.nz. ■

NZSM / OCTOBER 2011 / 22

THE PRESENTER Introducing Sally Mabelle The Voice of Leadership Facilitator, and speaker on authenticity, Interpersonal communication, and presentation skills for leaders.

President of the National Speakers Association of New Zealand (NSANZ)

REV-UP SEMINAR SERIES AUCKLAND Yo u r A u t h e n t i c Vo i c e o f L e a d e r s h i p !

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Discovering your authentic voice of leadership enables you to present yourself and your business with more confidence and clarity. It enables

you to be more at

ease expressing yourself in one on one situations as well as when speaking in public. Join us and NSANZ Inspirational Speaker of the Year Sally Mabelle.

The Details!

WITH THANKS TO

When: Wednesday 16th November 12pm-2pm Where: Officemax, 30 Sir Woolf Fisher Drive, Highbrook, East Tamaki, Auckland Tickets (excl GST): NZ Sales Manager Subscribers $34.95 Non Subscribers $49.95 Includes networking light lunch!

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In Association With

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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

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Consulting, Training & Recruitment

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!

Looking for Sales Professionals?

Call Colin Quinn on 021 832 209 today!

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.

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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!

SALES SUPPORT Rewarding New Zealand’s sales warriors!

E

very 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.

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If you’re one of the lucky NZ Sales Manager subscribers listed below, simply fire an email to alastairn@espiremedia.com by 24th October to claim your prize!

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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.

NZSM / OCTOBER 2011 / 26

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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!