  |
 |
 |
 |
|
|
||||||||||||||||||
|
February 2008In this edition:
1. The Truth about Trust in SalesWe are all selling something. If you're a sales professional you're selling your company's products & services. If you're an employee working for someone, you're selling yourself - your skills & knowledge (especially if there's a bonus as a part of your salary package!)If you're trying to get an idea or your opinion across to somebody, or you need support from management for a new project - you're selling! Selling can be seen as a bit of a dirty word. I've heard some people say, 'I don't like to sell'. Really? I've always thought of selling as just helping people - and when we look at our ENP™ model I've been speaking about (Expectations, Needs & Promises for the uninitiated), selling is all about building trust . David Penglase says in his chapter of The Truth About Trust in Business , 'Rather than rambling on about all of the features, benefits and value that can be created by the products and services, it is important for the sales person to regularly check whether they are covering what the client wants to know and in ways that the client understands'. In other words, you role first and foremost, no matter what you are selling, is to identify 'what does this person/group/team/business NEED ?' 'What are they EXPECTING from me?' A great sales person, a person who truly wants to serve others, will match what they have with what the client NEEDS, and will manage the EXPECTATIONS of those they wish to serve. For more information on the 'how to's';
2. Did you know?In a survey Entente conducted in 2006, it was found that only 1 in 10 people will do business with you if they like you but don't trust you - that means 9 out of 10 people won't deal with you if they don't trust you - even if they like you!
3. Books you should read
Trust-based Selling by Charles Green Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Purchase Trust-based Selling here
4. Something to do
Have a think about your own products & services. Chances are, what you do and what you make are not what your customers buy. For example, women don't actually buy face cream. What they buy is the promise of reduced lines, younger looking skin. The need: Ego/Esteem - want to feel good about themselves & look their best Some will need to couple that with a limited budget, others won't care what it costs.
5. Featured Author – David Penglase
7. What's going on
Discover the truth about trust and how to apply it in your sales role, or running your own business. Join Vanessa Hall, Founder and Director of Entente and Author of The Truth about Trust in Business, as she facilitates this interactive breakfast. You’ll also hear from experts in Sales:
David Penglase – Founder of Sales Coach Central, Australia’s leading expert on the Ethics of Selling, and author of the Trust in Sales chapter of The Truth about Trust in Business , David is well known for his ability and willingness to pass on his knowledge on the true nature of selling
Savvas Leondas – Known for his insights and ability to develop sales strategies and processes that get you the results you want, and for his unique saying that goes wherever he goes - "me ypomoni ke epimoni ola ginonde".........with patience and persistence you can achieve anything!!!
Third person TBA.
When: Tuesday 4th March, 2008 Time: 7:30am - 9:30am
Where: The American Club
Breakfast provided
This 2 day workshop will take you on a journey to discover just exactly what trust is, what role it plays in your business, how we inadvertently break down trust every day, and how to actively build trust in all our business relationships.
Vanessa Hall, author of The Truth about Trust in Business is Australia’s leading expert on Trust. Vanessa will run key segments of this workshop, sharing her insights and experiences with attendees.
During the 2 days, attendees will have an opportunity to understand:
· the Entente Trust Model · the 3 core elements to every relationship and interaction · why many of the ‘solutions’ in business really don’t work · how to lead with trust · how to attract and retain the right people into your business · how to increase the effectiveness of your marketing and branding · how to increase your sales · how to attract and retain loyal customers · how to manage compliance and governance and actually understand it
These workshops are interactive, hands on, and will require a little pre-work so that you can maximise the use of the concepts in your own business.
If you are a:
...then this workshop is for you.
You will be able to understand how to increase your results, retention and relationships at the end of these 2 days.
For those who want to take it to the next level, there is a 3rd day to actually become accredited in the Entente methodologies and tools. This is geared towards consultants, HR Managers, Learning and Development Managers, who will, at the end of the 3rd day, be able to:
For more information, contact Belinda Groves on 02 9290 8592 or email . Please note that those interested in the 3rd day will be contacted for a one-on-one meeting with Vanessa Hall prior to the workshop.
Purchase your copy of The Truth About Trust in Business here for $29.95 + P&H Here's what people have been saying about this book;
“So essentially vital is the commodity of Trust; the glue in every interaction that we have. And so few have explored it so insightfully and comprehensively as Vanessa Hall has. A mind stretching and life changing read.” Allan Parker - International Negotiator, Educator and best Selling author of “Switch on your Brain” and “The Negotiators Toolkit”
“Congratulations on your thought provoking book Vanessa - this book is a must read for everyone considering management and leadership roles. Your book will help people to get it right the first time. Well done.” Robyn Henderson, Networking to Win
“The Truth about Trust – in business is both illuminating and entertaining. Vanessa’s passion (inspired by feedback from her son) speaks throughout the book. This is a rigorous examination of a core business and life issue” Craig West - Principal/Senior Advisor Peak Partners
“Vanessa has done an outstanding job in bringing the value of trust back into Australian business. The Truth about Trust – in business demonstrates how this key attribute in used in building strong relationships both internally and externally in organisations. It is practical and relevant and touches the essence of what lies beneath so many challenges facing businesses today.”
Meiron Lees – Executive Director, Innercents
|
|
||||||||||||||||
