Richard Beddie CEO of Exercise New Zealand and Steve Jensen founder and CEO of Impact Training & National Sales Academy and are excited to announce an awesome new partnership with Impact Training & National Sales Academy – which is designed to help even more fitness business professionals and operators achieve the growth and success they deserve!

This partnership has been formed to provide all members of Exercise New Zealand with access to the benefits and resources that have been used to double and even triple the sales income in fitness businesses all over the world. In fact, this access includes new-age sales guides, sales growth planning sessions, webinars and other tools and resources that will help owners and operators increase leads, inspire people to buy more, and make more sales effortlessly.

Get FREE Sales training and resources join ‘Sales Success Club’ FB group and receive FREE training, tips, selling tools and resources to help you increase your sales. Maximise your sales, yield and retention, just click here: selling tools and resources to help you increase your sales. Maximise your sales, yield and retention, just click here.

To find out more contact the team at Exercise New Zealand.
Email: info@exercisenz.org.nz
Phone NZ: 0800 66 88 11
Int Phone: +64 3 373 6390

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The art of qualification will make or break your sales. Discover the two major motivators of human behavior, and understand how they must be used during every presentation in order for you to receive permission to solve your prospects’ problems.

Steve Jensen is regarded as a global leader in sales communication, having helped individuals and businesses double and triple their sales income, and right now you have the opportunity to achieve the same in your business, which will give you the freedom to live the lifestyle you’ve always dreamed of.

From this exciting one-day workshop you’ll learn everything you need to know about qualification and how to apply it for sales success, such as:

• Create Your Own Memorable Meet Greet Strategy
• Discover Easy Ways To Build And Do Rapport
• Create Your Own Qualification Sales Tool
• Learn Body Language Skills
• Learn How To Utilise Red & Green Brain Strategies
• Establish The Compelling Reason To Buy
• Learn Easy Ways To Reduce Objections
• Learn How To Inspire People To Buy
• Increase Your Closing Percentages
• Learn Heaps & Have Tons Of Fun

Places are limited so secure your spot today, and get set to see your sales and income levels soar to brand new heights.

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In spring, many of us wake up out of a winter slumber so the new season provides a valuable opportunity to reflect on what’s currently happening in your business, and to tweak or change directions as needed.

It’s important to put time aside to work solely on your own professional development, so you can identify the personal and professional things in your life that you may like to change. Personally, this is a lesson that took me years and years to fully understand and commit to. I would always see working on myself as a secondary priority, thinking ‘I’ll do it after I finish my preparation’ or after I help someone else, or after I fix this, or after I create that new strategy, or whatever it was. But, once I committed to working on myself on a regular basis, it really made all the difference to the performance of my business. Because the thing is, there will always be something that needs doing, so you can’t wait for there to be a ‘right time’ to invest in your own personal growth and development.

So, how many days off a month to you currently have? And how many days per week do you spend on improving the business, its systems, your delivery processes, your team, and yourself? Additionally, how often do you do things for your health and wellbeing, and that give you joy?

These are simple but important questions, and for many business people, they all rank lower than they should, on the list of priorities. The unfortunate truth is, if we’re stuck in our business, then we can miss out on a lot of opportunities.

The great news is, you can spring into spring (which it is here in Australia) by thinking about how you can make positive changes – both personally and professionally – today! Create a plan, take action and before long, those actions will become habits that reap success.

Click here to receive a COMPLIMENTARY coaching and mentoring session to help you create an action plan that will deliver results.

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• Has your sales approach succeeded with one person but then “bombed out” with the very next prospect?

• Have you had interactions where you instantly “click” with someone but then struggle to connect and communicate well with the next person?

The great news is by learning more about yourself and how people perceive you with DISC behaviour styles will help you turn more sales interactions into successes, simply by teaching you how to adapt your language and behaviour in accordance with your prospects’ different buying styles.

This workshop will be presented by Steve Jensen who is regarded as a global leader in sales communication, having helped individuals and businesses double and triple their sales income, and right now you have the opportunity to achieve the same in your business, which will give you the freedom to live the lifestyle you’ve always dreamed of.

From this exciting one-day course you’ll learn everything you need to know about DISC and how to apply it for sales success, such as:

• How your style impacts others
• How to use behaviour types to dramatically increase sales
• How to adjust your language to inspire more people to buy more often
• How to improve your customer care and retention
• How to improve the performance of your sales team and develop sales leaders
• How to increase employee retention
• How to increase profitability
• And much much more

Join us and learn the soft skills that you will positively impact your professional and personal life!

WHEN

16th August

Starts: 8.30am for 9.00am

Finish: 5pm

WHERE

Ryde Eastwood Leagues Club, 17 Ryedale Rd, West Ryde NSW 2114

CLICK HERE TO BOOK YOUR SPOT NOW
$297 per person

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I attended a conference recently and thought I’d drop you a quick line.

I always love learning. In fact, I believe the day you stop updating your skills and strategies is the day you stop growing. Do you feel the same? If you’re not regularly updating and learning new ways to improve and increase your results, you may be going backwards – you certainly won’t be moving forwards, or if are it’s most likely not at the same speed as your competitors who are continually re-educating themselves.

One of the key success strategies that were a common thread at this particular conference was to review what you are doing regularly; to update your selling skills and tools, and to learn or improve soft skills and communications skills because this is an area that many businesses have neglected to train in recent times. Some of the comments made by CEO and director presenters that really resonated with me were:

“The technology will look after itself once you know what you use and how to use it…”

“It’s the soft skills that must be learnt and re-enforced if people and business want to maximise the opportunities that technology will create.”

Isn’t that interesting? I absolutely agree, which is why I’ve been saying the same thing for many years now. The secret sauce used to be the hard skills, but these days it’s now the soft skills that can make all the difference, and which the majority of businesses overlook. Soft skills refer to things such as questioning and body language skills; knowing the triggers for decision making; reading eye patterns; using red and green brain strategies; understanding your own and other people’s behaviour styles, including knowing how to adjust yours so you connect with people (which can all be achieved using DISC behaviour analysis skills).

Many people say they need to learn how to create and build rapport and they’re right, as this is a very important skill for salespeople as commonality will open many doors for you, both professionally and personally. The truth is however, most people don’t know how to do it because they haven’t learned the process that will result in rapport. This is why my team and I specialise in teaching the “Process Of 9” to businesses just like yours!

In order to propel your sales to new levels, you need to ensure your team’s communication skills and the sales processes and tools are all up-to-date. Doing so will provide a massive competitive edge because old, outdated techniques will no longer achieve any cut-through with today’s savvy purchasers. Instead, authentic connection combined with people skills and new-age sales processes will increase your conversions.

If you’d like to find out more, then SMS me on 0411212200 – I’d love to hear from you.

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Sales Fact: When you talk to and see more people, you’ll make more sales.

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“Steve (Dr J), I have this problem!”

Funny enough “this problem” is one that I hear over and over again, and it’s “I need more leads” or “I can’t get hold of my leads”

The fact is though, CONVERSION is the key to sales success, NOT more leads! So it’s a false economy if you’re paying for marketing to generate MORE leads if your conversion percentages are currently low.

The key conversion KPIs you must measure are:

1. Lead to Contact Percentage
2. Contact to Appointment percentages; or Contact to Info/Link Sent Percentage
3. Booked Appointment to Presentation Percentage
4. Presentation to Sales Percentage; or Info/Link Sent to Sales Percentage
5. Lead to Sales Percentage
6. Average Yield

It is essential that you enter your data into your sales management program every single day. You must also inspect what you expect, and let your team know their figures are being reviewed on a daily basis.

Sales Fact: The Hawthorn Principle of Sales Management states that if you review your sales data every day, then your sales will increase.

Now that you know conversion is the key to more sales, once you are measuring your data daily, you might start to identify some weakness. If this is the case then you should update and streamline your sales processes and skills to reflect the current, new-age sales environment.

The easiest way to ensure your sales teams are using all your selling tools and skills is to do a Reverse Audit, which is where you review all the skills required by your team members – from asking them for the money, all the way through to handling incoming calls – and then do it backwards, so your sales team don’t switch into autopilot when demonstrating their skills and techniques.

To help you learn more about how to make more sales and grow your business, grab a FREE Sales Growth Plan by clicking here. Or better still, to take a deeper dive into any of the concepts mentioned above, or to find out how you can work with us in 2019/20, send me an email and drop the word “grow” in the subject line.

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I remember the good old days of getting up and going to work, having to cold call, follow up old leads, and find referrals to make new sales. Back then it was the only way.

But then along came technology and social media platforms, and the game changed. Completely. The way we need to sell to prospects is now an entirely new and different beast.  

A decade or so ago, when there was a lot less competition, there was a saying among sales people that was, “Get enough ‘no’s and you’ll eventually get a ‘yes’!”

In today’s highly competitive environment, you need now to have a “one chance” mindset if you want to succeed. It means you have to do it right the first time, otherwise your prospect will buy elsewhere. Gone are the days of successful follow up. If they say “no” and don’t buy, in many cases the only way to change their mind is by encouraging an attitude adjustment through your information – but this can be near-impossible if they’ve already said “no” to the sale once.  

The way to avoid this scenario is by streamlining your sales processes and shortening your sales cycle. This can be easily done by focusing on tightening up your qualifications process and using assumptive or prescriptive closing sequences as a follow up to having proved to your prospect that you are the expert and you have unique features or services that competitors do not offer. The key is to ensure you have a minimum of five unique selling points (USPs) and use them in every explanation or demonstration to reduce push back and inspire people to buy effortlessly. 

To learn more about any of the concepts mentioned here, drop me a line. I’d love to hear from you. 

If you’d like some help click here and contact us today. One of my team members will then get back in touch with you. 

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