We were called upon by one of the world’s largest companies in the exploration space to assist with their sales strategy and by the end we had walls covered in, what seems like, meaningless scribbles.
However, when we lock ourselves away and take a helicopter view of what we want to achieve and form a strategy we are more likely to succeed, Hope is NOT a Sales strategy.
In the world of business, achieving consistent success requires a well-defined and efficient sales process.
This fundamental framework is critical for businesses of all sizes and industries as it lays the foundation for sustainable growth and profitability.
In this blog we will explore what the sales process entails and why it is vital for the success of any organisation.
Defining The Sales Process
The sales process can be likened to a roadmap, helping sales representatives navigate their way through the journey of:
Identifying potential customers
Nurturing relationships
Addressing their needs
Closing deals
The Stages of the Sales Process
While different companies may have their own variations, the core stages of a typical sales process usually include:
Prospecting:
This initial stage involves identifying potential leads and prospects who might be interested in the product or service offered by the company.
This can be done through various means, such as cold calling, email marketing, networking events, or referrals.
Qualifying:
In this phase, sales reps assess the potential leads to determine whether they are a good fit for the product or service.
Key factors include:
The prospect’s needs
Budget
Authority to make purchasing decisions
Timeline for buying
Needs Analysis:
Once a prospect is qualified, the sales team engages in a deeper conversation to understand the customer’s pain points and requirements.
This information helps tailor the sales pitch and demonstrate how the product or service can address their specific needs effectively.
Presenting Solutions:
Armed with insights from the needs analysis, the sales representative presents the most suitable solutions to the prospect.
This step involves showcasing the benefits and features of the product/service and how it stands out from competitors.
Handling Objections:
During the presentation, prospects may raise concerns or objections.
Effective sales professionals skilfully address these issues and provide satisfactory answers to help alleviate any doubts the prospect may have.
Closing the Deal:
Once the prospect is convinced of the value offered, the sales rep moves towards closing the deal.
This involves finalising the terms, negotiating, and gaining the prospect’s commitment to making the purchase.
Follow-up and Post-Sales Support:
After the deal is closed, the sales process doesn’t end there.
Sales professionals provide post-sales support to:
Ensure customer satisfaction
Resolve any issues
Foster a long-lasting relationship
Importance of the Sales Process
Consistency and Efficiency: A structured sales process brings consistency to the sales efforts.
It ensures that all sales representatives follow a proven methodology, reducing the likelihood of missed opportunities and increasing the chances of success.
Customer-Centric Approach: The sales process revolves around understanding the needs of the customer.
By focusing on their requirements and pain points, businesses can provide tailored solutions, enhancing customer satisfaction and loyalty.
Sales Team Development: A well-defined sales process allows for better training and development of sales teams.
Sales managers can identify areas for improvement and offer targeted coaching to enhance the performance of their reps.
Forecasting and Planning: A clear sales process enables better sales forecasting, helping businesses anticipate revenue and plan their resources accordingly.
Improved Sales Metrics: By tracking performance at each stage of the sales process, businesses can:
Identify bottlenecks
Measure conversion rates
Optimise their sales funnel for better results
Adaptation and Growth: A structured sales process allows companies to adapt to changing market conditions and customer preferences. It provides a foundation for scaling operations and pursuing growth opportunities.
The sales process is the backbone of successful businesses, guiding sales teams to identify, engage, and convert prospects into loyal customers.
With its focus on customer needs, consistency, and efficiency, this systematic approach streamlines the sales journey and drives growth.
As markets continue to evolve, a well-defined sales process becomes increasingly crucial for companies aspiring to thrive in the competitive landscape of the business world.
Contact KONA today to discuss how we help you grow your business by developing a tailored sales process.
When it comes to statistics, we rely on them to help forge our strategy or to choose a supplier.
Statistics play a crucial role in business strategy for several reasons.
Data-driven decision making
Statistics provide a systematic and objective approach to analysing data. By using statistical methods, businesses can make decisions based on evidence and facts rather than intuition or gut feelings. This reduces the risk of making decisions on suppliers based on biases or incomplete information.
KONA have in FY 22/23:
Delivered sales training to over 1,920 salespeople.
Delivered customer service training to over 480 CSO’s.
Profiled over 768 people using DISC, HBDI and MBTI
Delivered leadership training to over 228 leaders.
Understanding sales trends and statistics is essential for making informed decisions and crafting effective sales strategies.
Here we will delve into ten intriguing sales statistics that will help businesses gain valuable insights and adapt to the dynamic market landscape.
1. Customer Experience Matters
Over 70% of customers are willing to pay more for products or services from companies that provide exceptional customer service. (Source: HubSpot)
This highlights the importance of focusing on customer satisfaction and building strong relationships with clients.
2. Speed Matters
Did you know that 50% of sales go to the vendor that responds first? (Source: InsideSales)
In today’s fast-paced world, quick response times can make a significant difference in securing a sale.
3. Social Selling Impact
A compelling 78% of salespeople who utilise social selling techniques outperform their peers who don’t use social media. (Source: Forbes)
Social selling is no longer an option but a necessity for modern sales professionals.
4. Lead Nurturing Pays Off
Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost. (Source: Forrester Research)
Investing in lead nurturing can lead to increased conversion rates and more cost-effective sales processes.
5. Mobile Sales on the Rise
Mobile sales make up 34.5% of all e-commerce sales globally. (Source: Statista)
With the increasing popularity of mobile devices, businesses must optimise their sales channels for mobile users to tap into this growing market.
6. Video Content Sells
Including video in your sales emails can boost click-through rates by a staggering 300%. (Source: HubSpot)
The power of visual content should not be underestimated in engaging potential customers.
7. Trust and Referrals
A massive 92% of customers trust referrals from people they know. (Source: Nielsen)
Word-of-mouth marketing and referrals remain incredibly influential in driving sales.
8. Personalisation is Key
A study found that 80% of customers are more likely to make a purchase from a brand that offers personalised experiences. (Source: Epsilon)
Tailoring sales efforts to individual preferences can significantly impact conversion rates.
9. Abandoned Carts Can Be Recovered
Approximately 69% of online shopping carts are abandoned, but effective retargeting strategies can recover 5-10% of these sales. (Source: Baymard Institute)
Don’t ignore potential revenue from abandoned carts; implement retargeting techniques to bring customers back.
10. Upselling and Cross-Selling Work
Upselling and cross-selling can lead to significant revenue growth.
Upselling has a 20-30% success rate, while cross-selling sits at 10-30%. (Source: Source: Marketing Metrics)
Encourage sales representatives to explore upselling and cross-selling opportunities with existing customers.
In the ever-evolving world of sales, staying informed about key statistics is vital for businesses aiming to succeed.
By understanding the impact of customer experience, the importance of quick responses, the power of social selling, and the potential of mobile sales, companies can shape their strategies for maximum effectiveness.
Focusing on personalised experiences, abandoned cart recovery, and upselling/cross-selling can significantly boost revenue and customer satisfaction.
So, take these ten compelling sales statistics into account and pave the way for a successful sales future.
Contact KONA to discuss how we can help you boost sales in your business!
Last week was spent with a long-standing client in Brisbane accompanying Salespeople/Key Account Managers, visiting customers and prospects.
After each call we would talk about how they could have performed better and what they would do differently on the next call.
Results from Sales Coaching
Without exception, each salesperson increased their skills and became more confident after each call, some even made significant sales with prospects who previously told them that they will not buy… So, how?…
Trying New Sales Techniques from KONA Training
They tried new techniques that we ran in the sales training, and they loved but never actually put into practice when they went back out in the “coalface”.
So, how much time should you spend coaching your team each week? There isn’t a right or wrong answer, but if you are managing a business-to-business sales team, we recommend that you spend 40 – 65% of your time Sales Coaching your team.
When we look at training and how we “keep it alive” after the initial workshop, coaching plays a massive and important role.
Sales coaching is a powerful tool for developing and enhancing the skills of your sales team.
By providing targeted guidance and support, sales coaching can significantly improve your team’s performance and drive better sales results.
Five Ways Sales Coaching Can Benefit Your Sales Team
1. Sales Skills Development
Sales coaching focuses on identifying the strengths and areas for improvement of individual sales team members.
By providing personalised coaching sessions, you can help your team members develop essential sales skills, such as effective communication, negotiation, objection handling, and closing techniques.
Regular coaching sessions allow for continuous skill development and improvement, enabling your sales team to become more confident and successful in their roles.
2. Goal Setting and Accountability
Sales coaching plays a vital role in setting clear and achievable goals for your sales team.
By working closely with each team member, you can help them define S.M.A.R.T goals:
Specific
Measurable
Attainable
Relevant
Time-bound
Regular coaching sessions provide a platform for reviewing progress, discussing challenges, and holding team members accountable for their goals.
This process keeps your team focused, motivated, and aligned with the overall sales objectives.
Garret Norris CEO/Co-Founder of KONA
3. Enhancing Sales Strategies
Sales coaching helps your team members refine their sales strategies and approaches.
Through one-on-one coaching sessions, you can:
Analyse past sales interactions
Evaluate sales techniques
Provide feedback on how to improve
By identifying areas where adjustments are needed, such as refining the sales pitch, overcoming objections, or adapting to different customer personas, you can guide your sales team toward more effective and successful strategies.
4. Building Confidence and Motivation
Sales can be a challenging and competitive field, and it’s essential to maintain your team’s confidence and motivation.
Sales coaching provides an opportunity to recognize and reinforce individual achievements, celebrate successes, and boost team morale.
By offering guidance, support, and constructive feedback, you can instil confidence in your team members, helping them overcome obstacles and stay motivated in their pursuit of sales excellence.
5. Continuous Learning and Adaptation
The sales landscape is constantly evolving, and it’s crucial for your team to adapt to changing market dynamics and customer preferences.
Sales coaching encourages continuous learning by staying updated on industry trends, new sales techniques, and emerging technologies.
Through coaching, you can provide resources, training materials, and industry insights to equip your team with the knowledge and skills needed to stay ahead of the competition.
Sales Coaching empowers your sales team by:
Developing their skills
Setting goals
Refining strategies
Boosting confidence
Promoting continuous learning
By investing in sales coaching, you create a culture of growth and improvement, resulting in a more effective and successful sales team.
Contact KONA today to discuss how Customised Training & Sales Coaching
In a world that changes so fast, and where competition for resources increases every day – You can’t afford to be left behind.
So, recognising emerging Leadership improvement best practice and trends, and getting in front of the curve is ultimately the path to success.
Leadership improvement techniques over the last few decades have not changed much. However, how we work and who we are as individuals has.
The drivers of motivation, performance, behaviour and influence have shifted.
But we seem to be mapping and motivating our team with techniques that date back over 10 or even 20 years.
Effective leaders have the ability to:
Communicate well
Motivate their team
Handle and delegate responsibilities
Listen to feedback, and have the flexibility to solve problems in an ever-changing workplace
Employers seek these skills in the candidates they hire for leadership.
The Company Team Leadership Charter
However, many organisations do not include their leaders in the development of the company “Team Leadership Charter”.
Therefore, many leaders either don’t know it, or have little “buy in”, as it’s not their creation.
A Leadership Charter should be developed by Leaders, for Leaders.
It will outline the behaviours identified as most important to the department, so you can achieve goals and create a positive workplace.
5 Reasons You Need a Team Leadership Charter
1. Seeking Truth
Be curious and take time to understand the problems and pressures you are facing. Be visible, accessible and seek your input
2. Being Inclusive
Proactively listen to you, communiate and share information openly, involving you in decisions.
3. Being Tenacious
Be resilient and lead from the front in challenging times. Be courageous and do what’s right, not easy.
4. Empowering People
Support you to learn, operate a no-blame culture when mistakes are made and work together to achieve our goals.
Trust you do do your job, help support you and your decisions and recognise your contributions to the organisation.
5. Making a Difference
Ensure your work makes a positive impact and focuses on our customers. Drive the quality of our work by encouraging innovations and initiative.
Here is a useful diagram reiterating the 5 reasons you need a Team Leadership Charter
To Create a Team Map and Leadership Charter for Your Business
Think about these crucial 4 points:
Do you have a Leadership Charter that aligns to your Vision, Mission and Values?
Do you have a Leadership Charter that is aligned to your business?
When is the last time you have reviewed this?
Did your leaders play an active role in creating your company “WHY”?
What is a Leadership Charter?
A Leadership Charter represents:
How the department’s executive leadership group wish to be known.
How they want to lead with a common set of tools and language to relate to each other, stakeholders, and staff.
Why Do You Need a Leadership Charter?
It is highly recommend creating a Team Leadership Charter to collectively define the purpose of the team.
As well, this will also clarify factors that will lead to success for the team – team goals, deliverables, milestones, key values and behaviours.
The Team Leadership Charter acts as a vision for the team, helping to get crystal clear on why the team exists and on their focus. Ultimately, it serves as a touchstone for decision making and day to day behaviour, and how to collectively lead and grow the business.
Additionally, it is the first step in the development of mapping your team’s performance.
The benefits of a Team Leadership Charter are numerous, including:
Ensuring buy-in from all team members
Holding all team members accountable
Clarifying roles and responsibilities within the team
Demonstrating the team’s purpose to the rest of the organisation
Providing clarity and reducing confusion in cases where conflicts may arise
A Team Leadership Charter is created collectively
Therefore, it encourages buy-in and support from every member of the team.
Moreover, it motivates, inspires and energises providing the clarity around the who, what, and why of the team. Fundamentally, when team members come and go – it is important to review and revise the team charter to allow new team members equal contribution, support, and buy-in.
We have developed many Team Leadership Charters and seen them in action, and watched teams flourish.
Examples of Team Leadership Charters
One of the best examples of a Team Leadership Charter is a big, bold and colourful laminated page.
Additionally, it needs to be proudly displayed in a prominent position for all team members and others in an organisation to see.
This acts as a constant reminder to team members of their purpose. It also allows others that interact with the team. Ultimately, this will lead to an understanding as to why your team exists and what drives it to succeed.
Sample of a Team Leadership Charter
Team Mapping
When you agree on your Team Leadership Charter, your leaders are then ready to map their teams. Consequently, they are now prepared to develop a unified approach to increasing performance across the business.
A Team is defined as:
“A small group of people with complementary skills who are committed to a common purpose, performance goals, and approach for which they are mutually accountable.”
When it comes to a team – performance and accountability go hand in hand.
And for this to be successful, a team needs to be united. Unified Team management is the ability of an individual or an organisation to administer and coordinate a group of individuals to perform a task.
Impact on Bottom Line
The Financial Reality
It’s not just about smoother operations – this directly affects your bottom line. We’ve seen the impact of Leadership Charters on critical business metrics:
Sales teams maintain more consistent pipelines
Client relationships become more stable and profitable
Resources are used more efficiently across departments
What is your organisation is leaving on the table without a clear Leadership Charter?.
Hidden costs add up quickly – from the obvious ones like recruitment costs when good leaders leave.
To the less visible but equally damaging costs of missed opportunities and delayed market responses.
Create a Team Map and Leadership Charter for your business needs:
Call KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.
Over the past year clients have asked me two important and burning questions.
The first; “Is the great resignation a real thing?”
And the second; “How do I get the team back to the office?”
Garret Norris – CEO/Co-Founder KONA Group
The reasons behind the Great Resignation are as varied as the movement is widespread.
Yes, people want to get paid more money or they want a better job title, but some people crave more flexibility or continued work-from-home perks.
So, when you’re calling people back into the office, take care, as you may end up losing some of your top employees.
Here are a few tips we would advise you consider.
Clear Communication
Provide transparent and consistent communication to address any concerns or questions employees may have about returning to the office.
Share how we work together and our different styles using DISC.
Flexible Work Options
Offer a hybrid work model that combines remote and in-office work.
This allows employees to enjoy the benefits of both environments and can make the transition back to the office more appealing.
Redesign The Office Space
Evaluate and improve the office environment to create a more comfortable and engaging workspace.
Consider incorporating:
Flexible seating arrangements
Collaborative areas
Amenities like standing desks, comfortable seating, or recreational spaces.
Prioritise Health And Safety
Implement and communicate robust health and safety measures to reassure employees about their well-being.
This may include regular cleaning and providing hand sanitisers.
Create A Sense Of Community
Foster a positive work culture by organising:
Team-building activities
Social events
Office celebrations
Again, using DISC will greatly assist with this. Encourage interactions and collaboration among employees to help them reconnect and rebuild relationships.
Recognise And Reward Efforts
Acknowledge the challenges faced during the transition and recognise employees’ contributions.
Implement recognition programs or incentives to motivate and appreciate their efforts as they return to the office.
Professional Development Opportunities
Offer training programs, workshops, or seminars that support employees’ growth and development.
Highlight the benefits of in-person learning and networking opportunities that are more easily accessible in the office environment.
There are many KONA programmes that will build community, moral and business opportunities at www.KONA.com.au
Employee Well-Being Initiatives
Invest in employee well-being programs such as:
Wellness challenges
Mental health support resources
Fitness classes
Demonstrating a commitment to the overall well-being of employees can encourage them to return to the office.
Engage In Two-Way Feedback
Encourage employees to share their thoughts and concerns about returning to the office.
Actively listen to their feedback, address any issues, and make adjustments where possible.
This collaborative approach can help build trust and increase employee engagement.
Lead By Example
Management and leadership should set a positive example by returning to the office themselves and demonstrating enthusiasm for in-person collaboration.
When employees see their leaders embracing the transition, it can inspire them to follow suit.
Remember that the needs and preferences of employees may vary, so it’s essential to remain flexible and consider individual circumstances as you encourage workers to come back to the office.
Contact KONA today to find out how we can help you get your team motivated to return to the office!
We were called into an organisation recently because, while they seemed to be making sales, many of them were “bad” for a number of reasons.
While my team member was on a flight home we were talking via “WhatsApp” about the solution, and how they can avoid this in the future.
Here is what we are advising to identify them, and “AVOID A BAD SALE”:
Unbalanced Value Proposition:
One of the first signs of a bad sales deal is an unbalanced value proposition.
If the deal heavily favours the customer while neglecting your company’s needs and profitability, proceed with caution.
Evaluate the terms and conditions, pricing, and potential return on investment (ROI) to ensure that the deal is mutually beneficial.
Negotiate to create a win-win situation or consider walking away if the balance cannot be restored.
Lack of Alignment with Your Ideal Customer Profile:
A bad sales deal often arises when there is a mismatch between the prospect and your ideal customer profile.
The deal may result in wasted time and resources if it doesn’t:
Align with your target market
Meet the customer’s needs
Meet their ability to pay
Before engaging in a sales deal, conduct thorough research and qualify prospects based on their fit with your ideal customer profile.
Focus your efforts on prospects who have a genuine need for your product or service and are capable of becoming long-term, profitable customers.
Overly Demanding or Unreasonable Requests:
When negotiating a sales deal, pay close attention to any requests or demands that seem excessive or unreasonable.
If the prospect expects unreasonable discounts, extended payment terms, or unrealistic deliverables, it could indicate a problematic partnership.
Consider whether meeting these demands would strain your:
Resources
Profitability
Compromise the quality of your product or service
If the requests seem out of line, be willing to push back or walk away if necessary to protect your business interests.
Lack of Trust or Transparency:
Trust is the foundation of any successful business relationship.
If you notice a lack of transparency or dishonesty from the prospect during the sales process, it’s a clear sign of a bad deal.
Watch for red flags such as evasive answers, inconsistent information, or a refusal to provide essential documents.
Trust your instincts and conduct thorough due diligence to verify the prospect’s credibility and reputation.
It’s better to turn down a deal with a dubious prospect than risk getting entangled in a harmful partnership.
Unfavourable Contract Terms and Conditions:
Reviewing the contract is vital to uncover potential pitfalls.
If the contract terms and conditions are heavily one-sided, leaving your company exposed to significant risks, it’s a warning sign.
Look out for clauses that limit your control over the product or service, impose excessive penalties or termination fees, or grant the prospect unfair advantages.
Ensure the contract is fair and protects your interests.
Negotiate for more balanced terms or walk away if the other party is unwilling to make reasonable adjustments.
In the fast-paced world of sales, it’s crucial to exercise caution and discernment when evaluating potential deals.
Recognising the signs of a bad sales deal early on can save you valuable time, resources, and potential damage to your company’s reputation.
By being attentive to the terms of a sales deal, you can navigate the sales landscape more effectively.
Remember, it’s better to pass on a bad deal and focus on finding the right opportunities that align with your business goals and values.
Contact KONA today to discuss tailored Sales Training for your Sales Team!
Around most Australian cities, it is becoming almost commonplace to notice a myriad of ‘for lease’ buildings from wound-up companies. In fact, according to the Australian Bureau of Statistics, more than 60 percent of businesses wind up within the first three years of launching.
Most typical reasons given for these failures include:
Strong ‘Technical’ Expertise but weak Business and People Management capability
Poor Financial Management, Cash Flow and Debt Collection
An organisation’s success or failure is directly linked to the connection between poor attitudes to the sales profession; poor sales processes, accountability and skills and the poor performance of any sales team or organisation.
Having the best product, systems, offices, marketing and back office is no guarantee of success if your salespeople are below budget!
Sales Capability will help you win customers, increase revenue and drive profit
Developing Professional Sales Skills through Australian Sales training and coaching is crucial at any stage of your organisation’s growth, regardless of how long you have been in business.
The KONA Group have been working with organizations for over 20 years.
Far too often we find Australian business leaders, managers, engineers and sales teams are not in the habit of recognizing people in the sales industry – as they would recognize them in other industries such as the sports or entertainment industry. In fact, in many ways the sales profession is often seen as being of secondary importance or “not a real job.”
In the US, it is not uncommon to hear of names of ‘super sales people’ spoken with respect including David Ogilvy the legendary sales and advertising icon; Mary Kay Ash, who pioneered the use of sales incentives and still has one of the most highly sold cosmetic products in the world; Joe Girard, who at one time was in the Guinness Book of World Records as the greatest salesperson in the world.
While names like Stephen Covey, Jim Collins, Dale Carnegie, and Anthony Robbins are well renowned salespeople who went on to become some of the world’s most recognised motivational speakers and successful Sales Management Trainers, Australia also has many very successful salespeople.
Here are 3 of Australia’s Greatest Salespeople and Their Sale Tips for Sales Success
Alan Bond
The “quintessential Aussie entrepreneur” known as a “super salesman and champion borrower”.
Many of his famous characteristics include “a daring and determined risk taker who could walk into any bank in the world and receive a hearing” and “sell dreams to bankers.”
Though Bond was said to be dyslexic, he was certainly a salesman with talent, who after many failed businesses, would later find where his true talent laid – in real estate sales.
He wasn’t perfect and is remembered for different things — good and bad.
However, quotes that mark his remarkable life that salespeople can learn from include:
“I really believe you only regret the things you don’t do.” …”take risks” and “never, never give in.”
Tim Shaw
Tim Shaw is known as Australia’s most successful television salesman who rose to prominence selling Dementel steak knives on TV in the 1990s.
Tim is known for his “natural ability to convince an audience of the value, benefit and effectiveness of a product or service and does it with a brilliant smile.”
Shaw authored his first book ‘Best Seller – Tim Shaw’s Sales Success Secrets” which became a bestseller in 1995. Through his many appearances on commercial TV, he has sold more than $100 million worth of product branding marking him Australia’s most effective sales presenter, host and communicator.
His sales success secret: “The key to building the prosperous relationship you want with your customers is trust. To build that trust the customer needs to be understood and what motivates them.
Each person is different so your response to them needs to be tailored to how they see the world because once you understand what motivates your customers you can meet their needs and wants.”
Naomi Simson
Naomi Simson is an Australian entrepreneur, who established RedBalloon — the online experiential gifting retailer which launched at a time when no one trusted the internet.
She has since received huge returns, as well as bagged several high profile awards including Ernst and Young Entrepreneur of the Year 2011, and ranking in the Top 50 Employers by Business Review Weekly Australia. More recently she has become widely recognized as one of the 5 ‘Sharks’ on Channel 10’s Shark Tank, Australia’s version of Dragon’s Den.
Naomi is huge on persistence and audaciousness.
In relating her sales experience she said:
“It was almost three months before RedBalloon made its first sale………. so focus on the 4 Ps of Sales Leadership – People, Purpose, Passion and Persistence.”
If you are looking to increase the effectiveness and results of your sales team, contact The KONA Group today on 1300 611 288 or email: info@kona.com.au to discuss how we can help you to improve your organization’s results
Sales Methodologies refer to the frameworks, philosophies, and approaches to your sales process. It is what guides you through a series of tactics and styles when selling.
Sales Methodologies bridge the gap between what needs to be done and how to do it.
The Best Sales Methodologies Turn Goals into Actionable Steps
The best sales methodologies turn goals into actionable steps that can be measured and monitored. There are a variety of sales models that can be utilised. Each sales method usually aligns with your company’s sales process, but not necessarily the entire sales cycle.
The best sales methodologies are relevant to one specific portion of the sales process, like qualification or discovery.
Additionally, because each company develops its own sales process unique to its market and vertical, the sales methods that work for one company won’t necessarily work for another.
The chosen sales model will dictate your sales process. Because there are so many different types of selling, all types of teams can implement and use the same sales methodology.
Let’s go through some of the most common Sales Methodologies out there at the moment. Here we have gathered the Top 13 Sales Methodologies used by successful sales teams today.
1. Spin Selling
The SPIN selling methodology gives sales professionals a framework for asking the right questions to help them close more deals.
Founder of the Huthwaite Research Group and author of the best-seller SPIN Selling, Neil Rackham, says there are two types of selling. That is, transactional and consultative.
With the rise in e-commerce and self customer service, Rackham believes “more than 80 % of transactional sales moved out of face-to-face selling”. And that sales “mostly happen online without the mediation of a salesperson.”
B2B Teams Pivot to more Consultative Roles
This shift means B2B sales teams need to pivot to more “consultative” roles.
That means, learning as much as they can about their customers so they can offer the best solution.
Asking questions is a crucial way for a salesperson to assess a prospect’s current situation. That is, to identify their needs, and build rapport with them. But sometimes, it’s hard to know the right questions to ask. You want to learn more about the prospective buyer, but you don’t want to come on too strong.
The SPIN sales model shows sales professionals how to pick the right questions with the most impact. By using SPIN selling, you’ll be able to discover customer needs. That is, so you can uncover pain points, overcome objections, and experience more sales success.
What are the SPIN selling questions?
Situation: Establish the buyer’s current situation.
Problem: Identify problems the buyer faces that your product or service solves.
Implication: Explore the causes and effects of those problems they present.
Need-Payoff: Show why your service or product is worth it.
2. Gap Selling
Why do people buy anything? It is because they are in one state and want to transition to another state. That is, they believe that your product or service will get them there.
Gap Selling is about understanding both the current and desired states. And then positioning your product or service as the bridge to get them from A to B.
THE CURRENT STATE
Where is the prospect now?
What is the literal and physical environment of the prospect’s current state?
Do you know what problems they are struggling with, and how are those problems impacting their organization?
How is their current state affecting them emotionally?
THE FUTURE STATE
Where does the prospect want to go?
What literal and physical environment do they want to create?
How would this future state affect them emotionally?
THE GAP
How big is the difference between their current state and their future state?
Is the gap big enough to even warrant buying your product or service?
What would the cost be in terms of time, money, and effort?
Is the cost worth it for them?
The bigger the gap, the greater motivation they have to buy. And therefore, the more engaged they’ll be with you. But also, the higher probability you have of making that sale. As well as, the better your chances also at a long-lasting relationship. And ultimately, the more they will be willing to spend. Fundamentally, approaching the sale by focusing on the gap gives you more influence on the sale.
3. Command of the Sale
Command of the Sale and Command of the Message are sales methodologies created by Force Management. That is, to help sales organisations better qualify their pipeline. But also to focus on the right opportunities, identify customer pain points, and guide them through the decision process smoothly. Together, these approaches help salespeople position themselves as trusted advisors. And also to be able to craft value-based solutions that differentiate them from the competition.
These methods of the Command methodologies are easy to adopt and integrate within your current sales system. Additionally, they are best used when working in complex or high-tech B2B sales environments with aggressive growth plans.
4. N.E.A.T Selling
N.E.A.T. Selling is an acronym for a sales methodology that focuses on a prospect’s needs and then presents a product or service as the solution. It helps you identify prospects with an improved likelihood of becoming customers. That is, by understanding your target audience.
Need: highlights how the product or service is important to the customer.
Economic impact: outlines ways the product or service can bring new changes.
Access to authority: involves networking with prospects who can connect you to other leads, make large purchases, or promote your brand.
Timeline: highlights when the prospect needs the product or service.
5. Conceptual Selling
Conceptual Selling is a broadly applied selling methodology developed by Robert B. Miller and Stephen E. Heiman. Instead of dealing specifically with selling a product, it deals with the prospect’s concept of a product or service. And then relates it to the prospect’s issues. It has been the topic of two popular books. The first was Conceptual Selling (1989). And then came The New Conceptual Selling (2005).
This methodology places considerable emphasis on listening. In the old days, salespeople mainly learned to talk, not to listen. That is, it was about that all-important pitch and how well it “got over”. Some may remember this era. Now, in Conceptual Selling, the salesperson begins by listening to the prospect. That is, in order to fully understand the prospect’s challenges. The salesperson then relates the product or service directly to those challenges they heard.
LISTENING
Why is listening such a critical component of Conceptual Selling? Because the prospect’s concept of the issues their company is facing translates to reasons to buy your product or service.
QUESTIONING
Of course, the salesperson is never going to obtain this information without asking the right questions. Hence Conceptual Selling is designed around asking quality questions. The questions fall into three stages: getting information, giving information, and gaining a commitment. Additionally, the questions fall into five categories:
Confirmation questions reaffirm information.
New information questions clarify the prospect’s concept of the product or service and explore what they’d like to achieve.
Attitude questions seek to understand a prospect on a personal level and discover their connection to the project.
Commitment questions inquire after a prospect’s investment in the project.
Basic issue questions raise potential problems.
One vital component emphasised in Conceptual Selling is that the sale must be a win-win. That is, for both the salesperson and the buyer. If it isn’t, the salesperson should walk away.
6. Solution Selling
Solution selling was developed in 1975 by a man named Frank Watts, who introduced his methodology to the corporate world in the 1980s. In the years since, solution selling has become a mainstay of sales professionals. Solution selling is also another sales approach that focuses on your customers’ needs and pain points. It also provides products and services that address the underlying business problems. Rather than focusing on your product’s features and benefits, solution selling is centered around your prospects’ needs. Consider, what:
Are your customer’s goals and pain points?
Problems and challenges are they facing?
Is the outcome that can solve their needs?
Solution selling means being both empathetic and practical. The seller should start by stepping into the buyer’s shoes to go beyond the surface-level. That is, to really understand the buyer’s industry, pains, and goals.
There’s a cliche that sales is all about building rapport based on small talk. For example, “How’s Matty doing in school?”. Solution selling goes deeper. Rapport is based on knowing your customer. Maybe they’re about to have a merger. Or they’re experiencing challenges with the supply chain. The solution seller’s role is to provide insight that helps customers see a vision of a better future.
7. Snap Selling
Here’s another Sales acronym coming your way. SNAP selling was devised by author Jill Konrath in her 2012 book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. It stands for:
Keep it Simple
The simpler, the better. That is, simple messages are easy to understand. Basic forms and interactions are less likely to deal with friction. Simple solutions to common problems are easy to pitch. Standard sales approaches make for easier, more frequent final sales.
Be iNvaluable.
You’re not a salesperson in the SNAP methodology; you’re more like an advisor. That means you’re a partner and a trusted confidant to your prospects. The more valuable you are to them, the more likely they’ll buy from you.
Always Align.
You have to be specifically relevant to your target customer. And also you need to be seen as being on the same side and on the same page. If you seem like an opposing force, your efforts are going to fall flat.
Raise Priorities
Your product seems like a good deal. So why isn’t your prospect buying? Usually, it’s due to some combination of apprehension, procrastination, laziness, and undying loyalty to the status quo. If you want to close the sale, you have to raise priorities and establish some degree of urgency.
Gather the team and we will take care of the rest – learning and laughs included.Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.
Sales coaching helps identify areas of improvement for individual sales reps and provides them with personalised strategies to enhance their performance.
By addressing specific challenges or weaknesses, coaching can lead to:
Improved sales results
Increased conversion rates
Higher revenue
Better customer satisfaction
It also allows sales managers to track progress, set goals, and align individual performance with organisational objectives.
3. Knowledge Transfer
Sales coaching facilitates the transfer of knowledge and best practices from experienced sales leaders to the rest of the sales team.
Through coaching sessions, sales managers can share their expertise, insights, and real-world experiences, enabling less-experienced reps to learn from their successes and failures.
This knowledge transfer accelerates the learning curve for new hires and helps the entire team stay updated on industry trends, product knowledge, and effective sales strategies.
4. Motivation and Engagement
Coaching provides salespeople with the support and encouragement they need to stay motivated and engaged in their roles.
By investing time and effort in their professional development, businesses demonstrate their commitment to their sales team’s growth and success.
Regular coaching sessions also create a feedback loop, allowing sales reps to share their challenges, seek guidance, and feel supported by their managers.
This, in turn, leads to increased job satisfaction and reduced turnover rates.
5. Reinforcement of Learning
Sales coaching is most effective when combined with reinforcement learning techniques.
Reinforcement learning involves:
Ongoing practice
Repetition
Application of newly acquired skills and knowledge
This can be achieved through role-playing exercises, sales simulations, continuous feedback loops, and regular coaching check-ins.
Reinforcement learning helps sales reps internalise and apply what they have learned, improving retention and transfer of knowledge to real-life selling situations.
6. Adaptation to Change
Sales coaching and reinforcement learning enable sales teams to adapt to evolving market dynamics and changing customer expectations.
Through ongoing coaching, salespeople can learn to identify emerging trends, adjust their sales strategies accordingly, and respond effectively to new challenges.
This agility and adaptability are vital in today’s competitive business landscape, where sales organisations need to stay ahead of the curve to maintain a competitive edge.
Sales coaching and reinforcement learning are essential for:
Developing skills
Improving performance
Transferring knowledge
Boosting motivation
Reinforcing learning
Adapting to change within sales teams
By investing in these practices, organisations can foster a high-performing sales culture and drive sustainable business growth.
Hi Garret, I just wanted to say thank you again for today the feedback I was given this afternoon was that it far surpassed what they expected and that it was completely different to expectations but it covered everything in such an immersive and engaging way. I hope you had a safe trip home. And I will be in touch for some more future training opportunities!
Erica Wilkinson
Pathways Business Manager
Thank you Garret Norris. Your dissemination of knowledge was inspiring, insightful, thought provoking and lot of Fun! Your ability to create a safe, relaxed & energetic environment in which to deliver & demonstrate your ideas and knowledge is remarkable! Made for lots of learning and had a positive impact on us all! Thank you
Melissa Peace
Strategic Partnership Expert
A fantastic 3 days, you had us engaged, interacting, learning and threw us out of our comfort zones in the best possible way. I echo what my colleagues have said below, all of which is 100% true. Implementing these three days into what we do is now the focus and I look forward to connecting again soon, and look forward to more sessions where we can continue to learn, develop and and thrive in what we do, whilst living and breathing our WHY. Still buzzing, thank you!
Hessa Robinson
Education Sales Manager
The team loved the day and were raving about it to our marketing colleagues and managers who were unable to make the session. Garret, you were an amazing and engaging presenter.”
Dominic Taafe
Oncology Portfolio Manager
Hi Garret, I would like to say thank you for your time and effort last week at the Martec sales conference. The session from you went beyond my expectations in both your delivery and the involvement from my team. Thank you once again!
Ken Dick
General Manager
Hi John,
We would like to take this opportunity to thank you for the sessions and contribution in our journey towards service excellence. The sessions were very well planned and relevant to our modus operandi. The team is very appreciative of your guiding principles and quick lessons from the sessions. The immediate display of the lessons learnt will be witnessed during our current peak time. I’m definitely a better listener now Thank you.
Aakanksh Nyayapati
Senior Analyst, IT Service Delivery
Again I found the training session really engaging, you can tell that Garret is very passionate about what he does. It may sound cheesy, but I left feeling inspired and refreshed.
Kimberly Britts
As always I thought Garret was amazing and motivational, great refresher and gave me some new ideas to try and apply to what I do. Always great to participate in these sessions.
Stuart Gill
Honestly I don’t think it matters his cost as always has something insightful and thought-provoking to leave you with no matter how many times you’ve seen him or your position or length of tenure.
I would love to see what he could offer the wider company (not just sales) from a psychology point of view because I feel that the provocation he provides is beneficial to all he comes in contact with. I really enjoy it because we just get each other.
Daniel Jura
Being relatively new to this industry I was a little apprehensive going into my company training day, I thought it may have been scientific and technical and it's an area where I feel a teeny bit inadequate. The relief I felt when Garret started "warming up" the room was ridiculous. He made everyone feel comfortable, relaxed and engaged. At times I feel we over complicate things to make ourselves feel more important or special. In the end, Garret reinforced the need to slow down, fully engage, leave the ego at the door and listen. This training is a must have for all teams, no matter the level. It will make you stop, think and love sales again. Can't wait until the next one.
Stacey Taylor
Account Executive
Garret Norris is a rock star coach. He has transformed our Inside Sales team.
Love his work!
David Piggott
Managing Director
Having just competed a national customised training program where we engaged Garret and KONA all I can say is thank you Garret does his homework and prepares.
The impact we were able to achieve with our teams in rolling out a game changer was fantastic. Thanks Garret appreciate the effort and the results to date.
Iain Whyley
National Sales Manager
It has been an absolute pleasure and privilege to participate in a number of Garret's training and skill enhancing workshops and I cannot recommend him highly enough. Even as an experienced sales professional I always learn new things from him, think harder about what I do, and become more effective in my role. Garret's presentation style is both unique and genuine, honest to the core, while his role play and coaching principles are easy to understand and extremely worthwhile.
For anyone who needs to hone or develop sales and negotiation skills Kona, and particularly Garret, are certainly the RIGHT choice.
Craig Alderson
Business Manager
As a sales and negotiation professional, I have been involved in a few courses. I am very impressed by the way Garrett gets to the point directly and I know he speaks from experience. He has lived it.
I would like to work with Garrett more in the future as I believe we speak the same language in business. I’ll be in touch soon. Thanks Garret.
Shane Campbell
Senior Key Account Manager
Garret and Healthy Business Builder has been a huge influence on our business and its staff, The results have drastically increased thanks to his techniques and on going support. Very impressed with the overall service and I look forward to continuing our partnership in the future. Highly Recommended.
Johnny Justic
Founder and Managing Director
If we have the opportunity to have more sessions, I think it would be very beneficial. I have found that the concepts presented and the skills we are working on are quickly delivering results and are relevant to us, not simply adapted from their usual clientele. He is much more engaging than other speakers we have had in the past, and from the way other members of the team have been speaking about him it’s a feeling and opinion shared by many others. Also : if he can turn skeptics like Palagy around, I feel that says something!
Rebecca Landers
Tax Depreciation Specialist
Thank you again for spending time with our team over past 2 days.
Some valuable tips learnt and looking forward to seeing the impact it has on our team moving forward.
Jeremy Sinclair
Team Leader, Business Development
Definitely the best training session I have attended (including my own ha ), I could relate to the methods conveyed to us very easily. Well done Garrett and look forward to another head bashing
Gary Tozer
Tax Depreciation Specialist
We certainly appreciate the time and effort and will be making sure we include some of the hints and tips into our processes moving forward.
Matt Jenkin
Team Leader, Business Development
I really thought Garret was brilliant, its not just about selling, its about getting the conversation started. I felt it was really good. I have started using some of the techniques already and adapting to my style.
1 – First call Thursday, did a different approach, lady called in, started the chat by tell me about the property, then went onto telling me the info on the house, I went over everything, she was sounding relaxed, got her remaining details and said “lets get this started today for you” response Great lets do it.
2 – next call was a guy, same style all went well, then the Cost question, Ï can get this for $660.00 from another company” My response, that’s great, Do you want to save $100 today or save $thousands more in deductions with us in the long term, slight silence, then said good point, went ahead!
Stewart Gill
Tax Depreciation Specialist
I enjoy his take on what to say to clients who have been given the wrong free from their accountant. He said not to apologise and don’t get stuck on it and simply say that the fee is $770 and that you’ll call the accountant afterwards to make sure they know the fee’s, but then move on straight away. It was refreshing to have an outsider’s perspective on that. I tried it yesterday and didn’t apologise to a client when the accountant gave them the wrong fee. Not sure if it was just luck, or if Garrett is a genius or if it made me sound more confident or what but she converted.
Sarah Jackson
Tax Depreciation Specialist
I was so impressed with your training programmes, I felt compelled to write to you in appreciation. Although it was blatantly obvious you were a professional outfit right from our first meeting, your services have far surpassed my expectations.
I have been in sales and sales management for 15 years with 5 different companies and have attended many quality-training programs. During this time I have never experienced a program that adapted its philosophies and methodology so succinctly with a companies industry, market, products and value proposition.
Ultimately! The test of any training program is the results it delivers. Since KONA has worked with James Hardie the sales effectiveness of the team has increased dramatically. But an even more noticeable improvement is the quality of leadership displayed by the sales management team.
Glen Doherty
General Manager Sales
Glenn Dobson is the most charismatic and inspirational sales training and business development coach I have ever had the pleasure of working with.
At times confronting, Glenn breaks down your current sales process and delivers honest direct feedback! With a thorough understanding of your customers, product and industry, Glenn provides you with the necessary tools and roadmap to be more effective in professional sales.
Glenn's material is all his own and is presented in an easy to understand format, tailored for your business. I look forward to working with Glenn in the future. Ps, all the best for the IronMan world champs Glenn!
Graham Winder
BDM
Not only has our partnership with KONA proven to be highly beneficial for our management team… it has also proven to be an enormous return on investment with sales improving by over 23%.
Mark Lucas
Director XEROX UK
I have enjoyed working with KONA several times.
KONA have worked with my sales team strategically to raise the bar on their performance and belief in their ability to deliver results.
As personal coaches the HBB Group have guided me through my career by reminding me to clear away the clutter and keep it simple Sam. Keep on running Glenn.
Frank Courtney-Jay
Sales and Marketing Manager HP Singapore
Next Business Solutions used the team at KONA to take us through their Hearts and Minds training. Great team at KONA of people who are not only very experienced their product but they also bring their people skills that have been developed through their extensive global activities.
Rob Clydesdale
Microsoft Next Business Solutions Franchisee
Garret is a true professional and constantly challenges the norm which creates the high performing teams we have at MLA.
Garret has lead and coached our team to deliver outcomes that make a difference.
The approach from Healthy Business Builder was unique to our business and it has proven to be successful for MLA.
I would highly recommend Garret for any other business wanting positive, successful outcomes for your business.
Lisa Sharp
Chief Marketing Officer
The KONA Group has provided excellent customised training and coaching for our managers and staff at Nova Employment. First of all the KONA team gave a vast amount of knowledge to our managers on how to manage their staff. They then educated the employment consultants on how to handle difficult employers when telemarketing for jobs, before also giving them the skills on how to hold a face to face sales meeting. KONA have increased our jobs by 50% ever since they have been providing Nova managers and staff training and coaching.
They are always willing to provide assistance when needed and are always available to call if we need any further help.
Their training has been very successful for our organization and has been able to put Nova Employment in an extremely strong position. I highly recommend the KONA training and coaching as they are very good mentors in providing the best outcomes.
Peter Delimitrou
Employment Service Manager
The development programmes have had an outstanding effect on our business and results, and on the way our sales people treat our customers.
Frank Morberger
State Manager
As a consequence of KONA’s efforts and commitment very quickly we have seen some explosive changes with the team through the introduction of various client focussed and sales strategies, measurements and skills. Their motivation, direction and activity have all increased… and we expect our profits to escalate accordingly.
Ian Crowther
General Manager
Glenn Dobson and Garret Norris are coaches that really stands out to me as they take pride in what they do and deliver. I first utilised KONA around 7 years ago when he evaluated our business which ended up delivering some hard hitting facts , as a result changes needed to be made BUT as a consequence of those initial chats KONA helped set up a sales pipeline where we could track our activity and results which led to a 300% increase in sales within the first 6 months of implementing his sales tools.I HIGHLY recommend KONA but don't want the world to know what they can provide a business as this will give other companies an unfair advantage like we have !Glenn is now a mentor, a friend and above all someone that inspires you to always achieve your best.
Keiran Hathorn
Managing Director
Glenn is high highly talented leader who has assisted us in defining industry leading strategy. I would recommend KONA to anyone requiring an honest, intelligent, strategic, motivating and hard working business leader.
Troy Dawson
Chief Information Officer
Dear Glenn
As we complete stage one of the Campbell’s and John Lewis learning and development programs, I would like to take this opportunity to say a huge thankyou to you and the KONA team for all of your time, commitment and energy to the project.
The response from our managers and sales team has been absolutely outstanding and everyone has benefited immensely from your involvement.
I agreed with both Brian and Geoff at the time when they stressed the importance of developing a program tailored to our business and you more than achieved our expectations.
I know you invested a lot of time in preparation and the time you spent with our people out on the road, visiting customers, was obviously well worth it. Included in the feedback from participants from around the country are, amongst many others, the following quotes: “Already I am putting some of the new techniques we learnt into practise and getting results from them”
“ I now feel as if I have greater control and structure over my sales approach and customers”
“I am communicating with my customers like never before and they are telling me things about their businesses that prior to the course I didn’t have a clue about” “I am managing my people in a far more effective and productive way and I feel that I can now start to see the light at the end of the tunnel” Once again Glenn, thankyou very much for all of your efforts and I personally can’t wait for the next stage!
Kurt Wilson
National Training Manager
Since NOVA and KONA started working together we have almost doubled our results in less than 9 months!
I had identified a need for developing our sales skills, but KONA delivered so much more than sales training to our business. Glenn encouraged us to take a step back, analyse our methods and develop a performance culture. As a manager responsible for performance, I appreciated that he clearly and fearless articulated our performance gaps from an outsider’s perspective to our management team, helped us to reverse engineer our results so that we could clearly identify what was needed to achieve performance KPI’s, and delivered practical, real world and customised training based on our business.
I look forward to a continuation of our partnership with KONA and learning more to help NOVA move forward and be even more successful.
Anne Goyer
Training & Development Manager
KONA professional sales and sales management training has been an excellent educational journey on how to enter the Hearts and Minds of our customers and Shareholders. To become business resources and strategic advisors. To build a relationship that understands our customer’s hopes, fears, dreams and vision to create opportunities for future growth that we can be a part of. The course has been taught in detail that can easily be implemented and has brought the entire sales and management team at Plumbing World into focus looking to achieve a common goal. I highly recommend any time spent with the KONA Group.
Russell Thomas
Branch Manager
KONA Group’s services were used by Brickworks Ltd in the form of Sales Management training. Glenn is unlike any other in his ability to connect with the audience. Glenn motivated me so much during a session. I decided at that point I would change my life forever. There was a group of us, that very moment who decided it was a time for change. Glenn explained the model for change and by using this model, it was possible to increase your chances of success 10 fold in anything you wished to achieve. The change we wanted to make was a healthier lifestyle. We decided to embark on a weight loss challenge. Using the attributes of the model, many achieved their ideal weight within months. My personal journey has seen me continue with the challenge and have now lost 29kgs, with 10 kgs until I am at my ideal weight. My lifestyle is now very different, being very careful with what I eat, walking approximately 50kms per week and doing Crossfit 3 times a week. I am on the way to fantastic health. my dad said to me yesterday, son you are looking the best you have in 30 years. They were great words to hear considering I am only 44 years old. I am healthier, I am stronger than I have ever been, I am more motivated, I am more focused and feel like a real winner. I don't believe I could have achieved this without using Glenn's model for change. Thanks Glenn, I would not have been able to do this without you, you have changed my life.
Trevor Marshall
Sales Manager
I have been lucky enough to attend B2B sales training run by the KONA Group. I have found Glenn to bring the same drive and passion that he applies to Iron Man training across in his training sessions. His training is not something you could read straight out of a text book - there is no "turn to page three". Glenn delivers real world pointers that are applicable in the changing workforce of today. The tools that he gives you, help you go through the door to be become a true business/strategic partner for your customers. Without these tools you would be standing on the curb, looking in, being a 3 P flogger! I would highly recommend attending a training session if you get the opportunity.
Keith Geenty
Sales Representative
Glenn is one of those fearless "can-do" high achievers that every business needs. His team at KONA make a valuable blend of skills and experience that deliver Sales results fast and ongoing. The hands on approach makes the KONA business a Sales consultancy suited to SMB up to large corporate, because it is all about people and their activity. Highly recommended regardless how good you think you are!
Paul Scanlan
General Manager
I would like to recommend The Kona Group for sales training that is succinct and professional and works.
I would have to say that after the training that we had received we have noticed a huge difference to our KPI's and have made for the great results that we are now seeing.
Belinda Hamburger
Branch Manager
KONA has provided a unique sales program to the Sales Team at Plumbing World, with an in depth knowledge of the subject and passion for sales that has ensured that the key tools required to be a successful sale person and build business to business relationships has already started to occur in the company in only a short period of time.
Casey Stuart
Regional Manager New Zealand
KONA has a unique approach to sales training, which has allowed Plumbing World to make a significant step change with its sales team. The training is fully customised for Plumbing World, which is important, as the it has developed far more engagement and buy-in from the sales team. The results have been immediate, giving Plumbing World a better understanding of and relationship with, our customers. Leading to new accounts being opened and an increase in sales from existing customers. For example as a direct result of the KONA training, a customer who's spend had dropped away for the previous 12 months, has increased their spend 16 fold.
Mike Dyer
Sales & Operations Manager
I was so fortunate to be able to attend the KONA training workshop at the 4life office in Sydney in February. I cannot begin to tell you how motivating and inspiring I found it to be. You gave me tools that I can use for both my personal and business growth. You demonstrated in a very simple manner how to set short and long range goals that are attainable. As you said hope is not a business strategy.
The day spent training with you was so worthwhile I have been implementing some of the strategies and am passing it to my downline. I would recommend this workshop to anyone who is serious about business building.
Jyoti Sidhu
KONA has a passion for seeing both people and business's improve through the process of training and educating staff. They will encourage and coach the business and your people to become better at what they do and to improve your "bottom line.
I have known Glenn both professionally and as a friend for 13 years now, and I have no hesitation in recommending KONA as a Business professional and also as person who commits fully to whatever challenge, be it business or physical such, as Ironman triathlon or running across the Sahara desert.
Robert George
Team Leader Inventory Control
Following the reorganisation of the field sales force, the KONA Group provided a number of workshops and coaching sessions in order to improve the understanding of how the company was changing the way that it operated. KONA supported us with the change by building trust and gaining buy-in from the team. KONA did an excellent job of emphasising the role of the field force in developing new business and building the sales and performance culture.
Jonathan Shinn
Operations Manager
Glenn is one person who knows how cut through to the real issues facing sales organizations of today, unearth the real potentials of a market of opportunity and help managers develop their companies unique "point of difference" to increase sales beyond what they ever thought possible.
Glenn is a master coach for both business and life's goals.
Paul Winter
QLD State Manager
I had the pleasure of meeting Glenn Dobson through our participation in one of the toughest footraces on the planet, The Marathon De Sables. In the time we spent together leading up to the race I became quickly aware that Glenn was an extraordinary human being.
His athleticism and endurance not only humbled me but inspired me to push myself to peg new boundaries. Whilst Glenn's achievements in Ironman and other endurance events puts him in a very small minority group his drive, motivation, energy and business knowledge puts him amongst an even smaller elite group of people. I have been fortunate to have been a professional in the financial markets for close to 20 years and this has exposed me to a vast array of individuals, their ethics and work practices.
During this period I don't think I have meet a person with the focus and drive to consistently deliver quality outcomes to his clients and business associates. Having an opportunity to interact with Glenn on any level whether it be business or social is something that will ultimately make you a better person. I have been fortunate to have shared an extraordinary challenge with Glenn but have been as equally enriched by the relationship we now share as a result of the race.
Justin Gallagher
Head of Equities Sales Trading and Execution
During my tenure in the building and construction industry the KONA Group was engaged to help align the sales function with the business and marketing strategy - a major shift in how we presented to market. KONA’s Hearts and Minds program challenged past paradigms and equipped our sales resource with a robust sales strategy, along with sustainable sales management and tactical skills which continued to deliver year on year growth.
Linda Ginger
Marketing and Branding Director
Glenn Dobson is a rare individual worthy of being on anybody's list of potential mentors. Glenn is an entrepreneur, successful business-operator, world-class Ironman Triathlete, terrific father and rumour has it, a pretty good husband! We have worked together on various projects over the last decade and I continue to marvel at his pragmatic ability. Glenn is a master at taking any 'theory' in the field of sales and translating them into immediately applicable methods for any client. He truly understands that "Results Count" and has consistently been able to cut through the bullshit in our project work, for his clients and in his own businesses. If you ever wanted to see a living breathing example of a 'balanced' individual who exemplifies Covey's "Important vs. Urgent" Glenn is your man. Add to that Collins' "Disciplined (person), applying disciplined thought and taking disciplined action." and you've found yourself a winner! Good on you Glenn. You really are a role model.
James Michael
Founder and CEO
We have been very impressed with your capabilities and see you as a key player in rolling out our customer service programmes.
Andrea Westwood
Capability Development
Throughout my career with Commonwealth Bank I met several business coaches, but 'Glenn Dobson' is the only name that I don't need to challenge my memory to remember. Glenn is an amazing coach with unique techniques; structured and interactive. He is one of the most positive people I have ever met, his amazing achievements are certainly as a result of his dedication, his commitment and his 'can do' attitude.
Odette Shahnazari
Manager
I was introduced to the KONA Group some five years ago through a mutual and respected business contact. My first impression was that Glenn has a unique sense of purpose, he is driven, motivated and passionate about achieving results personally but also in supporting others to achieve beyond their own expectations.
Over the past five years I have witnessed KONA in many business scenarios including business consulting, change management projects, sales management projects and executive level leadership programs.
Glenn is a natural leader and a manager in these environments. People respond well to him and his down to earth style.
Personally Glenn has an engaging communication style, an unstoppable enthusiasm to exceed expectations and first class networking skills.
I am proud to call him a friend, colleague and business partner and would recommend you consider his services when required.
Susie Lomas
Director
I have been in Glenn's training groups for the past 10 months, 4 to 5 sessions. I have found him to be a very enthusiastic speaker with a wealth of knowledge for us to take on board and work with. His presentation is hands on and easy to work with.
Working with KONA has had a huge impact on the Nova's business as we have increased results in some areas by between 50 -100%. I would highly recommend him and his business.
N/A
Glenn is one of those clients that truly partners with you and adds value back to you as a service provider. He's not a slave to his own views, nor is he a passenger in the process. He's very outcome focused and understands the core drivers of personality and individual values in achieving goals. That said, this is a man that no doubts lives by the virtue that profit, without honour, is loss. There's nothing manufactured or contrived about his work, quite simply he is inherently like this by nature. His background and experience speaks volumes. Over and above that he is a quality person.
Craig White
Director
Glenn is an effective business owner and trainer, he is clearly passionate about his company and the services Kona provides. Glenn has an energy and enthusiasm that is both infectious and motivating, which leads to confidence in his delivery and professionalism.
Nick James
National Sales Manager
KONA Group facilitated several workshops at the Advanced Group of companies for both the sales and operations teams. They are highly motivational and provided the teams with tools and techniques to improve their ability to connect with customers in both business development and service delivery roles. KONA is very business focused and pragmatic and focuses on what gets results.
I would recommend KONA to any other business that is looking to improve their sales capability or turn their project managers and operations managers into customer champions.
Jonathan Shinn
National Operations Manager
You'll only meet one Glenn Dobson of this caliber. Glenn is an International Ironman, Businessman and Sales Guru. With an extensive career in sales across UK, Europe, Asia and Australia.
Glenn is a consummate professional who has 'been there and done it all' when it comes to competitive sales environments. Commercially aggressive, his ability to identify growth opportunities and drive activity to deliver results for his clients is astounding.
The energy and discipline required to compete as an athlete at the elite level is evident in everything he does. As a Speaker, Glenn is inspiring, direct and highly motivating. All his business engagements are conducted with the highest level of integrity and results are always the number one priority.
Sue Thompson
Business Manager
Glenn is a master at focusing the attention of any sales team, business owner or sales manager on the importance of having a strong sales pipeline to the future prosperity of any business. He lives and breathes what he teaches and is able to succinctly and very effectively impart his extensive knowledge of how to establish and then manage a sales pipeline that will continually deliver new and profitable business. If your business needs a significant improvement in its sales performance Glenn should be the first person that you contact.
I recommend him highly for any size business or corporate enterprise.
Daniel Watson
Managing Director
Glenn is one of those rare individuals that makes you feel positive about life, just by being in the same room with him. I have known Glenn for a couple of years now and I am constantly amazed at the total energy output this man has. A true strategic thinker who has the ability to spot a great idea and turn his skills into a passion that is so infectious. If you are considering getting alongside this true gentleman, then I would say that this is one of the best things you will do today, if not the week, month or even year.
Greg Gillespie
Owner
I have worked with the KONA Group for over 6 years and have found them to be some of the most consistent and driven people ever!
A dynamic trainers with a strong emphasis on activity and results, KONA has brought invaluable experience to my own, and my staff's training.
If you are involved in any Sales capacity, or are managing a team involved in Sales, then KONA Group is a "must call" individual.
Aaron Williams
Founder and Managing Director
Garrett and Sienna at KONA group, were absolutely fantastic from appointment right through to the follow up of initiatives post workshop. Both had communicated effectively prior to the workshop and made sure the day was a phenomenal success for our Leaders at Openmarkets Group. Most importantly, Garrett is very engaging and all our leaders were switched on throughout the session with some key insights. I highly recommend Garrett, Sienna and the KONA Group.
Heidi Mehl
Executive Assistant to CEO
Engaged Kona Group to deliver account training workshop for Etex - Siniat. Great collaborative approach to course preparation and workshop execution very effective and extremely engaging for all participants. Great job Garret!!
Joe Mori
National Business Development Manager
Right from my first call to the actual day of DiSC profiling session, the KONA group were fantastic and provided excellent service. Garret facilitated the session, and his delivery technique was impactful and valuable to all attendees.
Umesh Datwani
Operations Manager | Investment Services
Garrett is a great coach/mentor, it was an honour having him here, and the progress was WAYYY more than I had anticipated, so I am very thankful.Hope you guys have an awesome day, just like you! ☺
Hana Hellou
Customer Support Manager
I have recommended Garret and the team at Healthy Business Builder to many organisations I have worked with. Their methods constantly challenge the norm, creating and supporting high performing teams. Garret has lead and coached our team to deliver positive and sustainable outcomes that make a difference to our teams and stakeholders. The approach from Healthy Business Builder is unique to each business or organisation and it has proven to be successful time and time again. I have witnessed many dysfunctional teams make changes to the way they operate after sessions with Garret and it is such a delight to see our teams work collaboratively and cohesively. They begin to communicate in new ways due to the deeper understanding of how individuals operate, communicate and learn. I would highly recommend Garret and the team at Healthy Business Builder if you are wanting positive, sustainable and successful outcomes for your business.
Kathryn Emmett
Executive Assistant to Head of Asset Projects | Olympic DamExecutive Assistant to Head of Technical Portfolio
My team and I had the pleasure of hosting Garret for Sales Training and it was absolutely fantastic. A thoroughly enjoyable day as we tackled key concepts, engaged in role play and absorbed the benefit of Garret's extensive experience. We look forward to working with Garret and his team again in the future.
Melanie Pritchard
Group Manager - Digital Revenue
Truly the most insightful and relatable training/professional course I’ve had the pleasure to be a part of. Absolutely will leave a review - 5 stars
Narissa Chan
Senior Digital Account Manager
Garret took our team of 10 (experienced) sales consultants for the day looking at profiling and strategic sales techniques. It was motivating, insightful and fun. I wouldn't hesitate in recommending Garrett and Kona - we will be back.
Stephen Richards
Director Sales Marketing
Thank you for the most insightful and relatable professional workshop session. It was gratifying, and I feel empowered and more confident.
Thank you so much for delivering such a valuable and engaging session. It was certainly in the spirit we intended. I have had positive feedback, and the team mentioned how valuable they found your session specifically.
Ekta Manwal
HR Advisor
Thanks Garret Norris & the KONA Group for an awesome day yesterday! We learned a lot, but also has so much fun along the way. We look forward to working with you again.
Peg Vaghaye
Executive Manager, Broker Relationships
Thanks Garret Norris for a fun filled 2 days with not only lots of laughs but lots of valuable lessons on how to improve our skills when communicating with our customers and fellow work mates. I know all of us are excited about putting all we’ve learnt into practice.
Heather Priest
Head of Sales APAC at Altura Learning
Garret has a gift which enables him to connect and engage with everybody in the room. Although he is very accomplished, he is very down to earth and uses his Irish charm and humour to put everyone at ease. His delivery of the training was excellent and kept our groups attention for the whole 2 days which is no easy feat! The tools learned in the workshop re-ignited my passion for the sales environment - which is exactly what I was hoping for. All feedback from our team was positive and I would not hesitate to recommend Garret and his team.
Jaime Reid
Senior Business Development & Training Manager
Excellent session with you both Garret and John. Really appreciate the insights into delivering a better experience for all parties involved in a negotiation. Couldn't recommend KONA enough for anyone looking to enhance their Sales and Negotiation capability.
Luke Day
Business Development Lead
Thanks so much Garret Norris and John Wright. It was great training and the team have been talking about it all week. Just what we needed! We will definitely be getting KONA back again!
Judy Cole
Managing Director
Garret delivered some sales training for our team in Brisbane. We are a specialist recruitment agency with people of various experience levels. He was able to tailor an engaging session that everyone was able to benefit from. Thanks Garret!
Forrest Briggs
Principal Consultant & Director
The training that was provided by KONA and delivered by Garret was second to none. I believe my team and I have learned a lot over the training and have had a lot of positive feedback from them.
Benjamin Helmore
Branch Manager
This was a fantastic few days, thank you Garret.
Donavan Derman
CFO
Garret's Sales Communication Training delivered a strategic advantage to our team, who are now equipped with the practical tools needed to drive customer success.
Robert Guerin
Chief Executive Officer
Very interesting/enlightening experience. Quite surprising to receive and witness such accurate profiling of each individual's DISC Profile.
Mitchell Jeggo
Operations Manager
Hey Garret. Just a quick word of thanks. My time on the road with my team has become so much more intentional and productive. One thing I hear when I ask about what they want from the meeting is they say things they want to share. I am getting them to ask what do they hope to learn and discover from the meeting. Anyway just saying again, you have helped me.
Marco de Geus
General Manager - Sales
Really enjoyed our group training day. Learned some interesting insights about myself & colleagues.
Betty James
Senior Marketing Specialist
I couldn't speak any higher of Garret and his team! To gain the trust in our team and instil such empowerment so quickly, is incredible! The ongoing support and encouragement following the training has been wonderful and invaluable. To anyone looking for sales or leadership training for yourself or your business, this team is the best I've ever come across!
Samantha Sullivan
Sales & Marketing Manager
Very down to earth and very easy going.. extremely informative and made the day fun. Thank you greatly.
Adam Carr
Supagas Australia
I've had the good fortune of being trained by Garret on two separate occasions - firstly as a sales agent & later as a leader. His highly engaging delivery, backed by his extensive knowledge is inspiring & insightful. I will always be grateful to Garret at the Kona Group for re-igniting my passion for sales & mentorship.
Gary Lawson
Senior Sales Development Manager
We had the pleasure of John at KONA facilitating some DISC training at our workplace. The group was cohort of different leadership levels at a federal government department. John's expertise and engaging teaching style made the half day thoroughly enjoyable. His real-world examples and interactive approach kept everyone involved and provided valuable insights into team dynamics and personal communication styles. Highly recommend John and KONA for professional development needs!
Jahn Giolitto
Assistant Director
My favourite session at mid-cycle was the guest speaker Garret Norris. It boosted my motivation & made me rethink the way I have conversations in scoping calls with potential customers. I came out of that session with new skills in communication & questioning and found it really valuable as someone new to the sales world.
Natalia Henderson
Pharmacy Business Consultant
Fantastic hands-on coaching by Garret. Really appreciated the wealth of insights and strategies from Garret’s breadth of experience working with other businesses that we can reference. Highly recommended to anyone who would like to improve their external engagement or sales skills!
Lily Che
Senior UX/UI Designer
Thanks Garret, the team really appreciate everything that you did, it was extremely informative, you made the role play interesting and comments from our team that have been on sales courses before, "The best sales course they have ever done.” Our focus now is to put some of these techniques into play!
David Arndell
General Manager
It is really easy to improve our teams communications and ability to work as a team..... when you have a competent, engaging and professional facilitator delivering a message like "Communication and response". Garret Norris certainly gave our team at Rural Financial Counselling Service NSW - Northern Region access to the tools that they need to go forward in meeting our vision with enthusiasm! On behalf of the team.... Thank you Garret!!!
Gary Goldberg
CEO RFCS NSW - Northern Region
One does seldom come across a presenter that builds value, brings real world examples and enables you to be pushed in an environment that is not only safe but also fun. Garret's style is fitting and relevant to the world of today's customers and practices. In my career, I have been to a number of these sessions and left with a textbook approach. However, after spending time with Garret I have a new toolbox of solutions that enable me to best serve my customer and provide true value for all parties. If you're wanting a change approach and down to earth sense of fun with serious outcomes you cannot go past his sessions, real world examples and genuine impromptu approach.
Wade Bailey
Sales & Operations Management
An excellent few days of genuine, modern sales training and workshops. Garret has just the right demeanour to engage the room, providing new tools and sharpening existing ones, all whilst having a bit of fun.
Gareth Spencer
National Sales Manager
✨️"The quality of communication, can only be measured by the response you receive" - G. Norris.
Today, I had the privilege of participating in an incredible Account Management and Sales Training session delivered by Garret Norris. The experience was both insightful and inspiring, with practical strategies and techniques tailored to drive impactful client relationships and sustainable business growth.
What truly stood out was the focus on understanding personality profiles using hashtag #DISC, tailoring our conversations to suit, fostering trust, and aligning solutions to create value. The interactive approach and actionable takeaways made it not just a training session but a transformational experience. A huge thank you to Garret Norris and team for delivering such a well-structured and engaging program. I’m excited to implement these strategies in my work and continue refining the skills shared today. To those seeking to elevate their account management or sales expertise, I highly recommend The KONA Group. Let’s keep growing and delivering value together!
Michelle Koch
Strategic Relationship Manager
This is the first time we've worked with Garret, but it won't be the last. Garret's engaging style is totally relevant to today's market conditions. Our team left energized with many insights on how to grow and create business opportunities. Would highly recommend working with Garret and his team.
Lisa Collie
General Manager
Garret has become an integral part of uplifting the capability in our sales team. He is an engaging facilitator, very seasoned sales trainer and has become an integral part of our team. Thank you Garret!!
Cherie Habashi
Head of People & Culture
Great days training on questioning and value, highly recommend!
Daniel France
Business Development Lead
Thank you Garret for your fabulous words of wisdom to our Melbourne Jim's Antennas & Security Franchisees at our recent Mini Regional Conference. Everyone came away with something to implement into their small business. Looking forward to seeing you on Wednesday with the Sydney group.
Heidi Schieren
General Manager
Garret was a brilliant speaker. Emptying his knowledge on a group of technicians. I always get a lot out of sales trading even if it’s just to restore previous knowledge or learn new tactics about how I treat customers.
David McDonald
Antenna Engineer
We had a great session with the KONA Group today on sales prospecting. Garret did an excellent job shifting the team’s perspective on both selling and prospecting. The session was engaging, practical, and thought-provoking. I’ll definitely be a returning customer for more sessions!
Mouaz Alnouri
Founder
Garret from The KONA Group delivered fantastic training at our Melbourne and Sydney Jim’s Antennas & Security conferences. His energy, insight, and practical approach really connected with our team - the feedback was overwhelmingly positive!
Alex Legge
CEO - Jim's Digital
Thank you again for the fantastic session yesterday. The feedback from the team has been overwhelmingly positive - many shared that it was the most insightful and inspiring training they’ve had since joining Envu.
A number of people even described it as the best training they’ve ever received here. I’m looking forward to working with you again soon.
Thanks, Julii
Julii Liu
Commercial Excellence Manager - ANZ
Hi Garret, I’ll definitely leave a Google review, but I wanted to thank you here first for such a fantastic training session. I’ve heard nothing but enthusiastic, glowing feedback from the team. Everyone truly valued the experience. My only regret is that I couldn’t be there in person!
I especially appreciate your collaboration and flexibility in adjusting the agenda so we could incorporate the real sales planning work into the session. It made a big difference and was greatly appreciated by all.
Thanks again for an outstanding training!
Marilyn Hui
Strategy & Planning | Driving Strategic Initiatives, Commercial and Operational Excellence Director
For over 2 decades, our customers have reached out to us because we are an expert Australian team with local and global expertise. We are passionate about empowering individuals and teams growth - developing talents, cultivating leadership skills, and overcome any obstacles.
Let's embark on this transformative journey together.
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