Selling/Consulting

High-quality, 'basic' sales development motivation and ideas for sales people that sell to and manage large customer bases, featuring these elements:

• The myths & truth about 'sales success'
• What separates winners and losers in selling
• The simple success strategies of Sales-Makers
• The personal qualities of Sales-Makers

Based on the book and training programme of the same name, by John Lees

High-quality, ‘advanced’ sales development motivation and ideas for account managers and consultants that sell ‘business to business’…to fewer, high potential customers. Session features these elements:

• Understanding the customer’s business…and buying motivation
• Building your motivation, professionalism and leadership profile
• How to find business opportunities & to make simple plans for continuous sales progress
• How to offer differentiation and leadership to customers and prospects

Based on the book and training course of the same name, by John Lees

People attending this session will leave with better attitudes and with knowledge on how to approach prime prospects with respect and purpose…along with proven strategies for ‘making sales’ against difficult odds. Presentation features these elements:

• Understanding where future opportunities exist with prime prospects…starting today
• Appreciating where most sales people go wrong in approaching and selling to prospects
• How sales-makers win interviews by selling opportunities, not duplications
• How sales-makers create and present sales stories that are of great interest to prospects

This presentation is based on the book by John Lees of the same title

Two gaps exist in every market, one is for product which is full to overflowing and price-driven... and the second is for performance, and this gap is wide open for development. Take the important product called superannuation, everyone in Australia has super (the 1st gap) and yet less than 10% of workers have anywhere near a sufficient amount of super planned (the 2nd gap).

This presentation/workshop explains the nature of the two market gaps and their differences, also why the 2nd gap has been undeveloped... and then shows how to make sales in the 2nd gap, in a simple, professional manner.

The term aggression is used here to suggest that a positive offensive stance is preferable to a negative defensive posture, especially during times of difficult or disastrous economic circumstances. This new presentation from JOHN LEES offers an array of practical and proven ideas about how to control and improve sales in very tough times, not by use of bravado but by use of brains and a brave attitude to ‘creating demand’…rather than just ‘meeting demand’.

Here are the key issues addressed in this presentation/workshop/training session:

• Understanding that the potential to help customers achieve better results exists at all times, even during, and often especially in harsh business ‘conditions’…and that such potential is massive and unattended by lesser performers in sales and management

• The only way to launch a successful offensive into areas of potential is to use a unique and utterly simple sales strategy, aptly named “A.C.T.”, aimed at respecting what people have today…and aiming to find a much better ‘result’ for them from tomorrow!

• The creation and use of a simple plan to detonate positive aggression, aimed at just a few specific customers and prime prospects who offer the largest and most immediate form of sales potential

That’s it, no short cuts or bells and whistles; just a responsible, professional, exciting and highly effective way to build healthy sales in an ailing economy. This message can be delivered as a keynote conference address, a workshop or extended training session for managers and sales staff…and is delivered by John Lees in his usual, very entertaining manner.