nz sales manager issue 58
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YOUR VALUE PROPOSITION
1 / www.nzsalesmanager.co.nz
NZSALESFEBRUARY 2012 IssUE 58
NZ’s E-mAg FoR sAlEs lEAdERs
YOUR VALUE PROPOSITIONWhAT PRIcE IS ThE RIghT PRIcE?
X FAcTOR SELLINg
www.nzsalesmanager.co.nz / 2
CoNTENTsTHIs WEEK's mUsT REAd
YoUR vAlUE pRoposITIoN
How to improve it now
WHAT pRICE Is THE RIgHT pRICE? How to set the right price
BooK REvIEW
Rainmaking Conversations Influence, Persuade & Sell in Any Situation
QUICK FIx
It’s not what you sell, it’s how you sell.
TWo mINUTE Top-Up
x FACToR
3 vital keys to success
WHAT’s NEW NoTICEBoARd
CAlENdAR
mARKETplACE
sAlEs sUppoRT WINNERs
THE ClosE
6
10
12
13
14
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FRom THEEdIToR
Welcome back,
and here’s to a
successful and
rewarding year. We wish you
well and encourage you to
continue on the journey of
personal and professional
development in all things
related to the sales profession.
We kick off with a lead article
about value propositions. This
article received the bronze
award in the US based ‘Annual
Top Sales Awards’ in December
last year, but was my pick of
the winners.
I agree with authors Mike
Schulz and John Doerr that
value propositions are often
misunderstood and misused.
They describe the value
proposition as the collection
of reasons why customers buy
from you. If you embark on the
exercise of writing or rewriting
your value proposition,
consider that particularly in
complex sales, generic value
propositions do not work. The
collection of reasons why one
industry or market segment
buys are different to the next.
If you fully understand why
your customers buy, you may
well need a different value
proposition for each customer.
Happy selling
paul
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 forward-
thinking sales managers, business
owners and sales professionals.
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ART DIRECTOR / Jodi Olsson
GROUP EDITOR / Trudi Caffell
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IssN 2230-4762
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FREE WEBINAR FEBRUARY 14th
This Valentine’s Day we want to share the love, and what better way to show that we care than to invite you along to a complimentary Webinar with Jack Daly.
Come share the love and join us for a complimentary webinar with highly acclaimed speaker and sales expert Jack Daly. This is an opportunity to receive fresh thinking around smart selling programs to help sales professionals realise greater sales and profits through field-proven, added-value strategies. This webinar is a preview to the up and coming seminar “Driving Sales and Boosting Profits”. Attendees will learn:
FIVE LAWs oF sELF RENEWAL Motivation is mandatory, not an option• 50% of successful selling starts with your thinking• Strategies and tactics can be taught, attitude can not•
GoAL sETTING AND MEAsUREMENT Successful people must have goals in writing and a plan of execution• Successful people have a system to measure activity and a method for accountability•
DARE To BE DIFFERENT Differentiation of you and your company• Perception of value•
sALEs MANAGEMENT Three sins in sales management• Entrepreneur Insights• Recruit top producers•
WhAT IS A WEBInAR? A webinar is an online web based seminar where you get to listen to a live presentation in the comfort of your own office. Click the registration link below and follow the instructions.
WhEN: TUEsDAY 14Th FEB 1pM UNTIL 2pM
We recommend joining the webinar 15 minutes early to ensure the technology runs smoothly.
REGIsTER NoW BY cLIckING hERE
saatchi & saatchi Building, suite 4A / 125 The strand, parnellT: + 64 9 524 0999 E: [email protected]
www.salesstar.com
GET In TOUCh:
L♥VE To GRoW YoUR sALEs?shARE ThE LoVE WITh JAck DALY
5 / www.nzsalesmanager.co.nz
FREE WEBINAR FEBRUARY 14th
This Valentine’s Day we want to share the love, and what better way to show that we care than to invite you along to a complimentary Webinar with Jack Daly.
Come share the love and join us for a complimentary webinar with highly acclaimed speaker and sales expert Jack Daly. This is an opportunity to receive fresh thinking around smart selling programs to help sales professionals realise greater sales and profits through field-proven, added-value strategies. This webinar is a preview to the up and coming seminar “Driving Sales and Boosting Profits”. Attendees will learn:
FIVE LAWs oF sELF RENEWAL Motivation is mandatory, not an option• 50% of successful selling starts with your thinking• Strategies and tactics can be taught, attitude can not•
GoAL sETTING AND MEAsUREMENT Successful people must have goals in writing and a plan of execution• Successful people have a system to measure activity and a method for accountability•
DARE To BE DIFFERENT Differentiation of you and your company• Perception of value•
sALEs MANAGEMENT Three sins in sales management• Entrepreneur Insights• Recruit top producers•
WhAT IS A WEBInAR? A webinar is an online web based seminar where you get to listen to a live presentation in the comfort of your own office. Click the registration link below and follow the instructions.
WhEN: TUEsDAY 14Th FEB 1pM UNTIL 2pM
We recommend joining the webinar 15 minutes early to ensure the technology runs smoothly.
REGIsTER NoW BY cLIckING hERE
saatchi & saatchi Building, suite 4A / 125 The strand, parnellT: + 64 9 524 0999 E: [email protected]
www.salesstar.com
GET In TOUCh:
L♥VE To GRoW YoUR sALEs?shARE ThE LoVE WITh JAck DALY
www.nzsalesmanager.co.nz / 6
By Mike Schulz and John Doerr
YOUR VALUE PROPOSITIONHow to improve it now
Every business pundit
has said at one time or
another, “There’s no more
misunderstood, argued about
topic in business than <insert
topic here>, but it’s really not that
complicated. Here’s the secret to
understanding it.” The concept
of value proposition falls into this
same category.
On the one hand, it’s a pretty
simple concept to grasp. But like
all simple, important concepts, it
takes some thinking to understand
it deeply and use it to your
advantage. Let’s first look at a
definition of a value proposition,
then we’ll look at the three major
components that comprise it so
you can put it to work for you.
A value proposition is the collection
of reasons why a person or company
benefits from buying something.
This, at least, is our definition, and
we put it in Professional Services
Marketing (Wiley, 2009). Not
everyone agrees.
What does value proposition mean?
A business or marketing statement that summarizes why a consumer should buy a product or use a service. This statement should convince a potential consumer that one particular product or service will add more value or better solve a problem than other similar offerings.
Investopedia explains value proposition
Companies use this statement to target customers who will benefit most from using the company’s products, and this helps maintain an economic moat. The ideal value proposition is concise and appeals to the customer’s strongest decision-making drivers. Companies pay a high price when customers lose sight of the company’s value proposition.
FRom INvEsTopEdIA:
mUsT REAd
7 / www.nzsalesmanager.co.nz
231
The reasons why people buy typically fall into three major buckets that, in
sum, form the three rules of winning value propositions:
RESONATE
“I want”“I need”
L• ead generation successNew client wins•Premium fees•Scrambling Competitors•
DIFFERENTIATE
“The best option”
SUBSTANTIATE
“I trust”“I believe”
+ +
Weak Resonance
StrongResonance
Strong Resonance
Difficult to Substitute
Easy toSubstitute
Difficult toSubstitute
Able to Substantiate
Able to Substantiate
Not able to Substantiate
{components of
Strong Value Propositions
Take OneAway...
creates Foundation For...
...What Buyers Say
“I don’t need”“Not important enough”
“What’s your best price?”“I can do without you”
“I’m sceptical”“Can’t risk it”
The 3 Legs of the Value Proposition Stool
You’ll note that the Investopedia
definition and explanation reference
a value proposition as a statement.
Thinking of a value proposition as
a statement does more harm than
good for consulting firms. With
these definitions in mind, firms head
down marketing messaging and
communication paths that just aren’t
helpful, leading to Quixotic and
circuitous journeys by marketing
and firm leaders to find a sentence
or two that encapsulates value of
the firm while at the same time is
different from all competitors. They
invariably end up with some pap
about how they’re an experienced,
client-focused, results-focused,
trusted partner, yadda yadda yadda.
If you think of a value proposition
not as a statement, but as a concept
about why people buy something,
then you’ve got a lot more to work
with. It’s from that concept—the
collection of reasons why people
would want to buy from you—that
you can put your marketing and
sales to work much more effectively
than if you try to boil it down so far
that there’s little substance left.
mUsT REAd
Potential buyers have to need
what you’re buying. It has to
resonate with them.
Potential buyers have to see why
you stand out from the other
available options. You have to
differentiate.
Potential buyers have to believe
that you can deliver on your
promises. You have to substantiate.
www.nzsalesmanager.co.nz / 8
mike schultz and john doerr are co-presidents of RAIN group, a sales training, assessment, and sales performance improvement company that helps leading organizations improve sales results.
You can find out more at www.rainsalestraining.com
What happens if you don’t follow all
three of the value proposition rules?
As you can see from the graphic
on the previous page, take any
of the rules away and it makes it
much more difficult to sell.
Remove resonance, and •
people just won’t buy what
you’re selling.
Remove differentiation, and •
they’ll pressure your price or
attempt to get your service
someplace else.
Remove your ability to •
substantiate your claims, and
while clients may want what
you sell (you resonate), and
may perceive you to be the
only people on the planet
that do what you do (you
differentiate), they don’t
believe you and won’t risk
working with you.
Now, don’t get me wrong, I’m
not against statements that
encapsulate the mission and value
of a firm. “We at RAIN Group help
companies that sell complex
products and services to improve
their sales performance. If you
want your professionals, business
developers, and sales people to
sell more, we can help.” This is the
umbrella under which we operate.
The purpose is to help our clients
and the market wrap their heads
around the general area where
we help, and to know when they
might want to work with us.
Ultimately, this is why our clients
buy from us; because we’ll help
them increase sales success.
But there is always a set of
underlying factors that swayed
them to choose us versus a)
doing something themselves, b)
choosing someone else to help
them, and c) choosing to do
nothing at all.
Too many firms don’t investigate
the various underlying
components of why clients buy
from them. They stop at “we’re
trusted partners” or “we help you
reduce your overhead costs” and
it doesn’t serve them well.
If you want to resonate,
differentiate, and substantiate, you
need to do much more than write a
short sentence…or a long sentence,
or a paragraph, or a page.
While you can sum it up, the
summary itself doesn’t carry much
weight. It just stands to do a little
positioning for you. Your actual
value proposition—the collection
of reasons people buy from you—
is woven into the fabric of the firm
and your relationships with clients.
Then it’s communicated through
the collection of messages you
bring to the market.
Instead of trying to come up
with a brilliant, simplified value
proposition statement, focus
on understanding all of the
components that make up
the three legs of your value
proposition stool. Then you can
really get your value across in your
sales conversations. You can sum
it all up in a short statement, too,
but you’ll be way ahead of your
competitors that stop there and
think they’re done. ■
Instead of trying to come up with a brilliant, simplified value proposition statement, focus on understanding all of the components that make up the three legs of your value proposition stool. Then you can really get your value across in your sales conversations.
mUsT REAd
9 / www.nzsalesmanager.co.nz
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WhAT PRIcE IS ThE RIghT PRIcE?How to set the right price
how do you determine
the price to charge
customers for your
products and services? Here are
some typical methods:
Charge a bit less than or the •
same as competitors
Charge a bit more than the •
product or service costs
Charge as much as you need •
to earn to cover your costs i.e.
break-even
Charge what you can get •
away with
Charge what you think it’s worth•
‘Cost’ the product or service •
and calculate a mark-up to
provide an acceptable profit
Let’s discuss the merits and pitfalls
of some of the above methods.
FolloW CompETIToRs oR
THE mARKET
The problem with following
competitors is that you don’t
always know how they calculated
their price. It may be unsustainable
in terms of the costs to deliver the
product or service. You may win
sales from them in the short term
but unless you develop a better
way of pricing you are likely to go
out of business eventually if the
price doesn’t cover costs. They
may have cash reserves to cover
the shortfall between costs and
price for a while and you may not.
They can ‘sit it out’ until you go out
of business trying to compete and
collect all your customers later. This
may sound a bit extreme but we see
it all the time in business… look at
the airline industry, this is a classic
strategy they have employed.
CHARgE A BIT moRE THAN THE
pRodUCT oR sERvICE CosTs
The $64,000 question here is
‘How much does the product or
service cost?’. If you have looked
closely at financial reports you will
have seen the term ‘COGS’ which
means ‘Cost of Goods Sold’. This
is purely the cost of getting the
product or service out of the door.
COGS does not include overheads
such as administrative staff,
advertising, office rent, stationery
etc. You can see the danger then
of charging a bit more than the
product or service costs. You
still have to cover the cost of
overheads and these need to be
factored into the price. The danger
is that if you don’t work out your
‘break-even’ situation you may
be making a gross profit but after
paying overheads you are making
By Sue Hirst
11 / www.nzsalesmanager.co.nz
sue Hirst helps small and medium sized businesses to gather the crucial information that entrepreneurs, mds and CEos need to support their day-to-day and strategic decisions. You can find out more at www.cfooncall.com.au
WhAT PRIcE IS ThE RIghT PRIcE?
a loss. Break-even analysis is the
practice of calculating how much
revenue you need to cover COGS
and overheads. It is an absolute
‘must’ in business to know your
‘break-even situation’.
CHARgE As mUCH As YoU CAN
gET AWAY WITH
This is a great strategy so long
as it covers your COGS and
overheads. It may work at first but
if you don’t keep a close eye on
COGS and overheads and they
‘creep up’, it may turn out to be
unprofitable in the end.
CHARgE WHAT YoU THINK
IT’s WoRTH
Worth is an interesting concept
isn’t it? It can mean different things
to different people. What the
customer thinks it’s worth may be
quite different to your perception.
Again, if this figure at least covers
the COGS and overheads, that’s
OK but most of us are in business
to make a profit. You still need to
keep a close eye on costs to ensure
your margin is not being eroded by
increased costs.
The issues relating to Price are as
follows:
Get the price right•
Know thy costs•
Keep the price right •
In order to get the price right you
need to:
Determine the cost of delivery •
of the product or service
to customers excluding
overheads.
Know your overheads so that •
you can work out your ‘break-
even’ situation and how much
you need to sell.
Decide how much profit you •
want and calculate this into
the price.
Know your margin and report •
on it regularly to ensure
it is not being eroded by
increased costs.
Know your customer •
satisfaction levels. Dissatisfied
customers won’t pay any price.
Regularly review pricing and •
do small increases to cover
increased costs. It is much
easier to do small regular
price increases than irregular
large ones.
KEEp THE pRICE RIgHT
Price increase can be a very
controversial subject. Many
business owners fear increasing
prices because they think
customers will go elsewhere.
Where else would they go?
*We can show examples where
a price increase combined with
a small decrease in revenue may
not be such a bad thing. This
scenario can have a positive impact
on both profit and cash-flow. It
is often more difficult to increase
revenue than to increase prices.
Many customers don’t even notice a
small increase and fully accept one
to cover Consumer Price Index (CPI)
rises. For many businesses failure
to incorporate this into their price
means they are absorbing increased
costs and eroding margins.
Next time you are travelling in
the country check the prices of
some ‘National Fast Food Outlets’
compared to those charged in city
locations. You will see that their
prices are different. It may only be
a couple of cents and most people
don’t even notice it. This is due to
higher costs in city areas such as
rent and staff wages. In order to
be profitable they have to account
for this in the price calculation. ■
We can show examples where
a price increase combined with
a small decrease in revenue may not be such a
bad thing. This scenario can
have a positive impact on both
profit & cash-flow.
www.nzsalesmanager.co.nz / 12
RAINmAKINg CoNvERsATIoNs
INFlUENCE, pERsUAdE & sEll IN ANY
sITUATIoN
Master the conversations
that can make or
break everything in
complex sales. Every conversation
presents opportunity to find
new opportunities, win new
customers, and increase sales.
Rainmaking Conversations gives
you a proven system to uncover
and leverage these opportunities
and achieve maximum revenue
results, robust relationships, and
deep trust.
Rainmaking Conversations is the
first book to offer a research-
based selling approach that can
help you master the art of the
sales conversation. From start to
finish of each conversation, you’ll
make every client contact you
have count towards developing
sustainable sales success.
Build rapport and trust from •the first handshake
Learn the 7 keys for •leading successful business development conversations
Develop winning value •propositions that gets prospects excited to buy
Craft winning solutions and •close the deal
Speed up the sales cycle•
Lead conversations that •persuade and influence the
prospect to choose you.
Rainmaking Conversations
walks you through RAIN
SellingSM-a world-class sales
methodology that has helped
tens of thousands of people lead
powerful sales conversations
and achieve breakthrough sales
performance.■
Authors: Mike Schultz and John Doerrpublisher: John Wiley & Sons
BooK REvIEW
13 / www.nzsalesmanager.co.nz
QUICK FIx
IT’s NoT WHAT YoU sEll, IT’s HoW YoU sEll.
QUICK FIx
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Sales people need to be
enthusiastic, but don’t let
your enthusiasm translate
into using contrived phrases or
trying too hard to impress. You will
sound like a pushy salesperson,
very quickly undo all the good
work you have done, and your
customer will soon back off.
If you are using phrases like these,
they will probably be having the
opposite affect to your intention:
‘What do I have to do to win
your business?’ In the mind of
the customer, this translates to
‘desperate sales person who
needs to make his commission
this week.
‘Trust me’. Translates to ‘if you
need to tell me to trust you, then
I don’t.
‘I need to talk to your boss.’
Translates to ‘I need to talk to your
boss too!’ ■
www.nzsalesmanager.co.nz / 14
X FAcTOR SELLINg3 vital keys to success By Janice Davies
To improve yourself
you need to be open
minded. Every successful
person has been on this journey,
combining natural talents and gifts
and learned skills. The top three
skills of a salesperson are:
Attitude 1.
Knowledge 2.
Confidence 3.
Many job descriptions include
the phrase ‘must have a positive
attitude’, so employers rate this
trait as vital to success, but how do
you describe it?
Here’s how I describe it in my
workshops on Workplace Attitude:
People with a positive attitude
focus on how to fix the problem
and search for solutions, while
sales people with a negative
attitude focus on the problem
itself. Sales people with a positive
attitude focus on what is required,
implement it and learn for next
time. They’re happy to ask for help
and believe in themselves that
they can complete the task. They
embrace the challenge and look
at the problem as a temporary
setback they need an answer
for. They enjoy the challenges of
work, are organised (even though
this can be a challenge for this
personality) and have a positive
approach to life in general.
It’s no wonder employers are
searching for these traits in
their employees. A few years
ago I conducted a two year
research project on the topic
of Workplace Attitude and
these were my top findings:
Negative attitude and •
disengagement from work
is prevalent
Lots of positive re-•
enforcement and rewards are
used by some companies.
Motivation at work is self •
directed.
2 mINUTE Top-Up
15 / www.nzsalesmanager.co.nz
I could understand the negative
attitude if there is no on-going
motivation from the company, but
was pleased to discover that many
companies were already engaged in
this. However, I was surprised at the
third factor, that motivation at work
is self directed. Maybe I shouldn’t
have been as these are the people
who have a positive attitude. These
are the people who in their own
time followed a life of self discovery
and self improvement, thus were
happier and more successful.
This brings us to how to motivate
yourself if you want to improve your
sales performance. Understandably
you need to have the knowledge
about your product, but you need
to add self knowledge to your
tool kit. If you are not achieving
the results you want, you need
to upgrade your thinking and
understanding about yourself.
The majority of people perform
below their capabilities and
although they were born with
no thoughts about attitude or
themselves, throughout their life
they’ve learnt unhelpful thoughts
that have lodged in their brain.
Consequently they don’t believe
in themselves and their abilities
to achieve. For these people
it’s about making a decision to
improve themselves and their life.
Starting with this objective here
are some tools for greater success.
Your biggest asset is your thoughts,
however many people fail to
control their thoughts. Once upon
a time mine were 80/20. Eighty
percent negative and 20 percent
positive, but that was over twenty
five years ago and now I can say
they are 99 per cent positive. I’ve
learnt the skill of how to change my
thought quickly when a negative
one floats into my mind.
We know success comes from
discipline and determination,
and a commonly used phrase to
describe this trait is ‘XFactor’.
Psychologists claim the XFactor
is a mix of charisma, seizing
the moment, enthusiasm and
grace. Charisma can be summed
up as confidence, seizing the
moment is having the skills and
knowledge to ‘put yourself’ into
situations that could be beneficial,
enthusiasm can equal passion
which can result from goals and
dreams and grace can be defined
as having the ability to sell ice to
Eskimos. Consequently XFactor
success requires learning to
embrace these traits and embody
them one at a time.
The XFactor salesperson has
charisma. The right clothes,
appearance, hair style, shoes,
language, energy, posture and
wellbeing. They can walk into a
room and start conversations,
people look and listen to them
and the air of success can ‘hang
around them’. This is confidence
and they make the connection or
ask for the sale.
Wikipedia defines confidence
as: ‘is generally described as a
state of being certain either that a
hypothesis or prediction is correct
or that a chosen course of action is
the best or most effective’.
And here’s another definition:
Confidence is a feeling that you
think you are capable of doing
something. It makes you optimistic
and pleasing.
2 mINUTE Top-Up
CommIT To A NEW YoU
Analyse yourself to decide •where you can make change.
Realise this starts with •your thoughts.
Monitor your thinking for a •day or week.
Rate your percentage •of positive and negative thoughts.
Decide what to change first. •
Set yourself a plan of •action.
www.nzsalesmanager.co.nz / 16
janice davies is The Attitude specialist, who teaches people to think positive and empower themselves. As a professional speaker, Business Trainer, success Coach, Author and Infopreneur janice educates people at conferences, workshops and online. see her website at the www.attitudespecialist.com
Tom Peters, the author of Search
for Excellence, says: ‘The good
news is that top sellers are not
born; anyone can become a top
seller by studying, practicing,
concentrating and focusing on his
own performance’.
I’ve been working on confidence
for over twenty five years. It’s a
choice thing, if you are not happy
with your life right now you need
to commit to creating a better life
for yourself.
Here’s a checklist from my new programme: XFactor Confidence
– 3 Vital Keys to Creating More Success and Money, which you
can use to monitor your own confidence.
I ; have decided on my goals aligned to my values.
I am letting go of my past and learning to step out of my ;comfort zone.
I am communicating assertively and creating win/win ;relationships.
I am boosting my self esteem and rewarding myself daily. ;
I am thinking positive thoughts and am embracing my ;exciting future.
I am wearing the right clothes and aligning myself to my ;personality.
I am living a healthy lifestyle and nurture my body. ;
I am using my new found confidence to create more money ;and success.
The three vital keys to X Factor
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global Recruitment
specialists, Michael
Page International,
report in their annual Salary
and Employment forecast for
New Zealand that 57 per cent
of employers are expecting
to increase headcount in the
sales function in Q1 2012. This
represents a continuing positive
trend from 2011.
Q4 2011: 47 per cent of companies
increased staff numbers in their
revenue-generating function
Q3 2011: 44 per cent of companies
increased staff numbers in their
revenue-generating function
Q2 2011: 25 per cent of companies
increased staff numbers in their
revenue-generating function
Q1 2011: 38 per cent of companies
increased staff numbers in their
revenue-generating function
Pete Macauley, National Director
of Michael Page, New Zealand
comments, “As you can see, the
data shows that over the course
of 2011, employers in New
Zealand have gradually increased
their staff numbers in sales roles.
This reflects employer confidence in
domestic business conditions that
have strengthened steadily over
the last 12 months. With 57 percent
of employers expected to increase
headcount in their sales function
for Q1, 2012, we can predict that
this will continue to strengthen into
2012, to again reflect the improving
confidence employers have in
increasing market share in the
domestic business market”.
Business educators looking
for free teaching resources,
look no further - the new
Business.govt.nz education section
has been designed just for you.
Where ever you are teaching, you’ll
find the resources clear, engaging
and easy to adapt. They place
an emphasis on discussion, the
real-world application of business
concepts and encouraging students
to put theory into practice to bring
the subject alive.
Each lesson contains a topic
hand out explaining the subject,
a PowerPoint presentation that
can be used in conjunction
with it, a ready-made lesson
plan for teachers and a student
worksheet containing tasks and
questions. Some also come with
Excel templates and calculators
to help students get to grips
with everything from Competitor
Research to Estimating Costs.
The lesson plans are for classes
1-2 hours in length, but they can
be easily edited to suit shorter or
longer timeframes.
Available topics are:
Assessing Viability •
Break-even Analysis •
Business Plans •
Cash Flow Forecasts •
Entrepreneurs •
External Growth in Business •
External Influences in Business •
Graphing Data
Health and Safety •
Industrial Relations •
Market Research •
Marketing •
Understanding Business •
Structures
Using Financial Records •
All the resources are free to use
and are available at:
www.business.govt.nz/tools-and-
templates/educational-resources
WHAT’s NEW NoTICEBoARd
EmploYERs gRoW sAlEs TEAms
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dATE NAmE plACE CompANY lINK
Thursday 9 FebruaryWhy Kiwis Can’t sell. And
what to do about it!Auckland salesstar.com
https://secure.zeald.com/starbusiness/Services/
WHY%20KIWIS%20CANT%20SELL.%20And%20
what%20to%20do%20about%20it.?mv_pc=665
Tuesday 14 February overcoming objections AucklandTop Achievers
sales Trainingwww.topachieverssalestraining.co.nz
Wednesday 15 February High Impact presentations Wellingtondale Carnegie
Trainingwww.dalecarnegie.co.nz
Wednesday 15 February
- Thursday 16 FebruaryConsultative selling Auckland salesstar.com
https://secure.zeald.com/starbusiness/Services/
Consultative%20Selling?mv_pc=619
Tuesday 21 February Negotiating skills Auckland scotwork www.scotwork.co.nz
Wednesday 22 February Introduction to presenting WellingtonEffective
speakingwww.introduction-to-presenting.co.nz
Wednesday 22 FebruaryBusiness to Business sales
AcceleratorAuckland
Zealmark
group ltd
http://www.zealmarkgroup.co.nz/profile_Business_
to_Business.php
Theursday 23 February sales Force launch AucklandZealmark
group ltd
http://www.zealmarkgroup.co.nz/profile_
Foundations_of_sales_Success.php
Theursday 23 Februarysales management Forum
- How to Hunt Elepahants Auckland salesstar.com
https://secure.zeald.com/starbusiness/Services/
Sales%20Management%20Forum?mv_pc=572
Theursday 23 February -
Friday 24 FebruaryConsultative sales skills Auckland NZIm Northern
http://www.nzimnorthern.co.nz/wa.asp?idWebPage=
16885&idDetails=108
Thursday 1 MarchHow to Cold Call
and Build CustomersWellington
dale Carnegie
Trainingwww.dalecarnegie.co.nz
Thursday 1 March sales Training seminar WellingtonTop Achievers
sales Traininwww.topachieverssalestraining.co.nz
Thursday 1 March -
Friday 2 MarchNegotiating for Results Auckland NZIm Northern
http://www.nzimnorthern.co.nz/wa.asp?idWebPage=
16885&idDetails=107
Tuesday 6 March Cold Calling Work shop AucklandTop Achievers
wsales Traininwww.topachieverssalestraining.co.nz
Thursday 8 March -
Friday 9 March
Essential sales
FundamentalsAuckland NZIm Northern
http://www.nzimnorthern.co.nz/wa.asp?idWebPage=
16885&idDetails=118
Monday 12 March -
Tuesday 13 MarchNegotiation skills Wellington NZIm Central
http://www.nzimcentral.co.nz/training/course.
a4d?gCode=119
CAlENdAR
www.nzsalesmanager.co.nz / 20
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
Love fishing?
NZ Fisher - it’s free!
Simply visit www.nzfisher.co.nz
to get a copy of NZ Fisher
delivered straight to your inbox monthly!
Speakers & Facilitators
Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?
Call Paul Kernot on 027 2488 955 or email [email protected] to discuss your needs.
Selling • Goal Achievement • Personal Effectiveness
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MARkETPLAcE
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Visit us at www.rightfitrecruitment.co.nz
Call Colin Quinn on 021 832 209
today!
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www.nzsalesmanager.co.nz / 22
Could you be a winner?
SALES SUPPORTEvery 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.
Rewarding New Zealand’s sales warriors!
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.
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www.nzsalesmanager.co.nz / 24
You are invited to the inaugural...
Auckland Central City Group for Sales Professionals
Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.
Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.
Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.
We look forward to meeting you!
Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•
Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland
Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February
[email protected] or 09 362 0784
25 / www.nzsalesmanager.co.nz
‘Your future is created by what you do today,
not tomorrow” - Robert Kiyosaki
THE ClosE
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!
You are invited to the inaugural...
Auckland Central City Group for Sales Professionals
Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.
Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.
Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.
We look forward to meeting you!
Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•
Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland
Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February
[email protected] or 09 362 0784