Sins of Sales...By Jack Daly

Jack Daly is passionate about what he calls the "Sins of Sales". Don't do it he said....no yelled at us! Here they are;

1. Having a Managing Director double hatting as the Sales Manager.
2. Taking the best sales person you have and making them the Sales Manager, and the worst
3. Taking the best sales person you have and making them the Sales Manager whilst they continue to service their client book.

Don't do it. ....Sales Managers have one role....developing and supporting Sales People!

Are you a sinner?

Karl

Touch Systems: Worth their Weight in Gold

If there was one thing Jack Daly got across in Auckland it was the value of having a formal touch system in your company. One that ties in with data bases but allows for reaching out and touching past, present and future clients (and people of influence who champion your business) with a personalised card, note or whatever you choose. Just do it Jack says!

Being unique from from your voice mail to after sales follow up means you remain top of mind and become part of a conversation or a referral. Hand written cards or personalised notes are gold in an age of e-mail and printers. A quick hand written card gets placed on a desk or in a prominent place and keeps on selling the message.

It also builds trust and people do business with those they like and trust....simple as that. Selling is the the transfer of trust. So try it.....one of the team here got a call from a prominent business owner yesterday thanking him for his follow up card and note after a meeting. Do you think that person will mention it to others? You bet!

Karl

Sales Tips- Thanks Jack Daly

Right now getting more sales is the number one priority for company's we work with right now. Here are a few tips Jack Daly offered;

• Be unique- from reception to voice mail.
• Never make a call without a purpose.
• Ask questions and listen.
• Selling is the transfer of trust.
• Never quote until you establish value.
• Goals not in writing are dreams.
• People like to buy, not be sold. Help them buy.
• Trust trumps price all day.
• Things that get measured get done.
• The best sales people don't wing it.
• Model the masters. learn from the best.
• People are different. Sell accordingly.
• We are what we think we are. Raise the bar.

So what are you going to do differently? The same things produce the same results.

Karl

Jack Daly: Learning From the Market Leader

What a day last Friday was. Results.Com brought Jack Daly down under from the USA to speak to the team and clients about Sales, Sales Management, leadership and developing culture.....and what a day it was, full on and full of information, learnings and real life examples.

Pictured here (with Peter Macdonald and myself), Jack has owned and grown multi million dollar, fast growth company's. His dedication the sales training, ongoing skill assessment and development and his belief in growing a strong organisational culture left us all frantically taking notes. You can find out more about Jack at this link http://www.jackdaly.net/.

What a day and I'm now looking forward to delivering some of the learnings to those we are working with in Christchurch.

Karl