Asking powerful questions is a crucial skill in sales, especially when it comes to uncovering the needs of potential buyers.
By asking the right questions, you can get a deeper understanding of what your customers want, their pain points, and what motivates them to make a purchase.
Here are five ways to ask powerful questions that will help you uncover buyer needs:
1. Open-ended Questions
An effective way to uncover buyer needs is to ask open-ended questions.
These are questions that can’t be answered with a simple “yes” or “no,” and instead require the buyer to provide more detailed answers.
For example, instead of asking “do you need this product?” you could ask “what are your biggest challenges when it comes to X?”
This type of question encourages the buyer to elaborate on their needs, giving you more information to work with.
2. Probing Questions
Probing questions are designed to dig deeper into the buyer’s responses.
For example, if a buyer says they need a product that is easy to use, you could ask “what specific features do you consider important when it comes to ease of use?”
This type of question helps you get a clearer understanding of the buyer’s needs and preferences.
3. Hypothetical Questions
Hypothetical questions can be a useful way to explore potential scenarios with buyers.
You could ask “what would you do if you had access to a product that solved X problem?”
This type of question helps the buyer think about their needs in a different way, and can provide insights into what they value most.
4. Reflective Questions
Reflective questions are designed to help buyers think more deeply about their needs and motivations.
You could ask “what led you to consider purchasing this product?”
This can help the buyer clarify their goals and needs and provide insights into what drives their decision-making.
5. Comparative Questions
Comparative questions can be a useful way to understand the buyer’s preferences and priorities.
For example, you could ask “how important is X feature compared to Y feature?”
This will help you understand which features the buyer values most, and can help you tailor your pitch accordingly.
By asking powerful sales questions, you can gain a deeper understanding of what your customers want or need, and ultimately what motivates them to make a purchase.
Contact KONA today to discuss customised sales training for your team!
Every business has to deal with an unreasonable customer at one point or another
A customer is commonly regarded as being unreasonable when they:
Demand a service or product whether it is provided by your business or not
Are seemingly impossible to appease
Argue the price
Display rude behaviour towards the salesperson
Here are 8 tips you can use to handle an unreasonable customer.
1. Listen Attentively
Listening to your client is the first step in resolving an issue.
Typically an unreasonable customer will believe their request is actually quite reasonable.
Try to see things from your customer’s view point. Being understanding is important when trying to solve the problem.
2. Let Them Know Your Side
After listening to the customer, you should help them to see your point of view as well.
Eg. If your customer is trying to negotiate you down from your price, explain how you have arrived at that price and why.
3. Consider Other Options
If your customer requests additional services free of charge that are not included in the agreement, explain why you can’t fulfill their request.
But, always offer an alternative option.
Think about alternatives that are fair and will benefit both of you.
Consider the following:
Could you deliver on part of the extra demands?
Are there lower-priced alternatives that could meet their needs?
4. Assess The Cost Of Saying “Yes”
If you are the business owner or sales manager, it’s a good idea to calculate he costs linked to catering to unreasonable customers each month. You can then off-set those costs by making changes such as cutting costs in other areas of the business, or raising prices of other products.
It is also beneficial to assess the team’s customer service and negotiation skills.
If you find any issues in these areas, it may indicate a need for staff training.
5. Assess The Consequence Of Saying “No”
Consider what the repercussions are of saying “no”.
Is it possible that you will lose this customer if you deny their demands? If a customer’s demands are virtually impossible and you cannot find an alternative, you can be left with no choice.
You should always carefully assess the situation before saying no, and explain your reasons while remaining calm and polite.
6. Empathise With Them
When you are unable to meet a customer’s request, you should always show empathy.
They are still your client and unless they are extremely difficult, you don’t want to lose them.
It is a good idea to send them a follow-up email or a phone call after a few days to maintain the relationship and show you care.
7. Show Gratitude
Keep in mind that no matter how unreasonable your customer is, you never know what someone is going through.
A simple thank-you is something you should always do.
It will show the customer that you value the relationship even if they have ended a contract with you or left without making a purchase.
8. Don’t Let Them Leave Angry
Rumours about a business spread rapidly, more so now than ever.
It’s important that a customer does not leave angry, to ensure they don’t post anything on social media, or spreading rumours that can damage the reputation of your business.
Does your sales team have an effective plan to handle unreasonable customers?
Contact the team at KONA to discuss a customised Sales Training Program for your business.
DISC is the most popular psychological profiling assessment available. Read on to learn how individuals, teams and organisations can benefit from their DISC Profile and the insights gained from KONA Group’s guided DISC training.
What is DISC?
DISC is a universal behavioural model used to articulate the common ways that all human beings tend to behave and communicate. It uses the following four behavioural factors:
Dominance
Influence
Steadiness
Compliance
The DISC assessment measures why a person does what they do. It creates a language around observable types of behaviour which exist in any group of people.
KONA Training uses DISC when training teams, leadership groups, account managers, sales professionals and other client facing roles.
How do the Four DISC Behavioural Factors Work Together?
To fully understand DISC, it’s important to understand how the four individual components work together.
While a typical person may have one or two dominant characteristics from the DISC model, it’s the combination of the four components of DISC that defines a person’s behaviour.
The four components of DISC create a “behavioural makeup (profile)” unique to every individual.
What Does Each DISC Factor Measure?
D – Dominance
This factor measures how someone handles problems and challenges.
If your highest score is D, you are a Direct communicator.
If your lowest score is D, you are a Reflective communicator.
I – Influence
This factor measures how someone handles people and contacts.
If your highest score is I, you are an Outgoing communicator.
If your lowest score is I, you are a Reserved communicator.
S – Steadiness
This factor measures how someone handles pace and consistency.
If your highest score is S, you are a Predictable communicator.
If your lowest score is S, you are a Dynamic communicator.
C – Compliance
This factor measures how someone handles procedures and compliance.
If your highest score is C, you are a Compliant communicator.
If your lowest score is C, you are a Pioneering communicator.
Who Created DISC?
DISC was created by Walter V. Clarke, an industrial psychologist who created the assessment based on the behavioural theory of William Marston. The assessment was developed in its earliest form in the 1960s.
What Makes TTI SI’s DISC Different from Other Providers?
DISC is a very popular assessment tool, and TTI SI while not the only group to provide a version of DISC Profiling – has built and delivered a DISC profile solution that is industry leading in its accuracy, depth of insights, and consistency.
A Holistic Insight
TTI SI is the only provider who looks at the entire DISC graph, instead of only measuring above the energy line. (The energy line is at 50 on the graphic; anything above it is considered a dominant score.)
By looking at every score in every factor, TTI SI’s method gives a more holistic and complete assessment of a person. This provides more clarity overall and makes the assessment more effective.
Innovation Since Day 1
TTI SI also introduced the first computerised and personalised DISC assessment and reporting tool back in 1984.
In-House Research
TTI SI has been an industry leader for the last 35+ years and has a dedicated research team that works in-house. Our brain lab lets us conduct research that is internally and externally verified and peer reviewed.
Who Can Use DISC?
DISC is a tool that can be used at every level of an organisation.
The assessment measures an individual’s responses, but those responses can be mapped.
For Individuals
DISC uncovers insight into the “how” behind your “why”. It reveals the behavioural makeup that is unique to each individual. Taking and understanding a DISC assessment helps people….
Minimize unnecessary conflict
Increase productivity and engagement
Enhance communication
Maximise their strengths
Develop self-awareness
For Two People: The DISC Comparison Report
TTI SI is able to run a report that compares 2 individuals, this helps share their similarities, highlight their differences, and run through ways they can both communicate with each other.
This report is a game changer for teams with different communication styles. KONA provides these reports free to companies where we have profiled their staff.
Who Can Use a Comparison Report?
Manager to direct report
2 candidates applying for the same position
Any two people conflicting with each other
New hire to boss
Partners with each other
For Three or More People: The Team Report
The Team Report is similar to the comparison report but includes three or more individuals in its findings. These reports are a great way for an entire team or department to learn more about each other and get a better sense of their strengths and weaknesses as a unit.
It is particularly useful for Leadership. For example key account managers who can use each other’s strengths to best support customers including proposal preparation, tender submissions and then client on-boarding and management.
How Can a Team Report Help You?
Compare your team
Find communication gaps
Gain higher productivity on projects
Smoother internal communication
Understand behavioral style dynamics of team
Become more effective together
One of the best outcomes of a Team Report is that deeper insight into your team as individuals and as a whole. It helps leaders understand how to leverage their teams’ strengths and communicate more effectively overall.
For Entire Organisations
How can an entire company harness the power of DISC for multiple teams? While you can use DISC individually and then find the average score of your entire organization, it’s most effective with smaller teams. Use Team Reports in every department to discover what team needs more development or resources, and to see how different personalities work together in different areas.
By using DISC to help improve individual engagement and productivity, you will improve your organisation overall.
How Can You Use DISC Right Now?
DISC is a foundational assessment for all TTI SI products — it’s an excellent starting point and introduction to the science of one’s self. It’s also an easy concept for people to absorb and apply right away. If you’re looking for quick results, DISC is the assessment for you.
Do you want to take a DISC assessment or start using assessments for your team or organise a facilitated DISC workshop for your team run by a qualified DISC Behavioral Analyst? Let us know here.
DISC Profiles available – Sales, Executive and Management/Staff
KONA Training specialise in facilitating DISC Profiles to corporate groups and we offer onsite or virtual workshops. Our standard DISC workshop is delivered in 4 hours onsite and 3 x 1.5-hour sessions via Zoom or Teams both options use one of our best Australian DISC qualified trainers.
The DISC Facilitated 4-hour Workshops include a certificate of achievement and cover three key areas. The first two modules include the basics of DISC. The third Module is then selected from one of the three outcomes we offer.
Module 1. DISC- Understanding the model. (Core) Module 2. DISC- Understand Ourselves. (Core) Module 3. DISC- Leadership and how to lead others using DISC (Select) Module 3. DISC- Team Building and working better as a team (Select) Module 3. DISC- Customer Profiling and how to better understand your clients (Select)
To organise a free DISC Discover Session — Call 1300 883 574 or email info@kona.com.au
Negative press about a product can be a huge challenge for salespeople.
It can be demotivating to hear negative feedback from customers, and it can be difficult to convince potential customers to buy a product that they’ve heard negative things about.
However, there are strategies salespeople can use to overcome negative press and maintain sales momentum.
1. Acknowledge The Negative Press
The first step in overcoming negative press is to acknowledge it.
Don’t ignore or brush off negative feedback, but instead address it head-on.
Acknowledge the issues that people have had with the product, and explain how the company has addressed or plans to address these issues.
Be transparent and honest about the challenges, and show that you’re committed to improving the product.
2. Focus On The Benefits
Rather than dwelling on the negative press, focus on the benefits of the product.
Highlight the features that make the product unique and valuable, and explain how it can meet the needs of your customers.
Use customer success stories and case studies to demonstrate the positive impact the product has had for other customers.
3. Use Social Proof
Social proof is a powerful tool for overcoming negative press because it:
Highlights positive reviews and testimonials from satisfied customers.
Uses social media to showcase customer success stories
Encourages happy customers to share their experiences with their network
Uses third-party endorsements, such as awards or industry recognition to demonstrate the quality and value of the product
4. Offer Value-Adds
One way to overcome negative press is to offer value-adds that incentivise customers to try the product.
Offer free trials or demos to give customers a chance to try the product for themselves.
Offer discounts or promotional pricing to entice customers who may be hesitant to buy.
Provide exceptional customer service and support to build trust and loyalty with customers.
5. Leverage Relationships
Building strong relationships with customers is critical to overcoming negative press.
Build trust with customers by providing exceptional service and support.
Go the extra mile to address any concerns they may have.
Use existing relationships to generate positive word-of-mouth and referrals, and encourage happy customers to share their experiences with their network.
6. Address The Root Cause
To truly overcome negative press, it’s important to address the root cause of the negative feedback.
Listen to customer feedback and take action to address any issues or concerns they may have.
Use customer feedback to improve the product and ensure that it meets the needs of your customers.
7. Be Proactive
To prevent negative press from occurring in the first place you should:
Be proactive in addressing customer needs and concerns
Communicate with customers regularly to understand their needs and address any issues they may have
Use customer feedback to improve the product and ensure that it meets customer needs
Be transparent and honest with customers about any challenges the company is facing
Show that you’re committed to providing a high-quality product and exceptional customer service
8. Invest In Marketing And PR
Investing in marketing and PR can be an effective way to overcome negative press.
Use marketing and PR campaigns to highlight the benefits of the product and showcase customer success stories.
Use social media to engage with customers and generate positive word-of-mouth.
Partner with influencers or thought leaders in the industry to generate positive buzz and increase product awareness.
9. Provide Education And Resources
One reason that negative press can be so damaging is that customers may not fully understand the product or its benefits.
To overcome negative press, provide education and resources that help customers understand the product and its value.
Provide training or webinars to help customers get the most out of the product. Create a knowledge base or support centre that provides answers to common questions and issues.
10. Stay Positive And Focused
It’s important to stay positive and focused when dealing with negative press.
In today’s fast-paced, highly connected world, negative press can spread like wildfire. And for salespeople, this can be a major obstacle to overcome when trying to sell a product.
Negative press can undermine a salesperson’s efforts to persuade customers to buy. People are often hesitant to invest in a product that has received negative attention.
With a proactive approach, salespeople can overcome negative press and help customers understand the true value of their product.
Remember: It is important to be transparent and honest with customers when it comes to selling a product.
Honesty is always the best policy when it comes to selling a product. Salespeople should be transparent about any issues or negative press that the product has received, but also highlight the steps that the company has taken to address these issues.
By being honest and transparent, salespeople can establish a sense of credibility with their customers.
Leverage Customer Testimonials and Reviews,and use them to demonstrate the product’s value and effectiveness.
This can help reassure potential customers that the product has satisfied customers who are willing to share their positive experiences.
Contact KONA today to discuss tailored sales strategies for your business.
Both skills can greatly enhance the salesperson’s ability to connect with potential customers and close deals.
Here are three key reasons why:
1. Building rapport and establishing trust
Humour and storytelling are powerful tools for establishing rapport and building trust with potential customers.
When a salesperson can make the customer laugh, they create an emotional connection that can go a long way in building a positive relationship.
Storytelling allows the salesperson to showcase their expertise and establish themselves as a knowledgeable and trustworthy source of information.
2. Differentiating from the competition
By incorporating humour and storytelling into their sales pitch, salespeople can differentiate themselves from the competition and stand out in the minds of potential customers.
A well-crafted joke or a memorable story can make a salesperson more likable. This increases the chance of a customer choosing to do business with them over another salesperson.
3. Engaging and retaining customer attention
It’s important to keep the customer’s attention and keep them engaged. Humour and storytelling can help to do just that.
By breaking up the monotony of a typical sales pitch, a salesperson can keep the customer’s attention and make the pitch more engaging and memorable.
A well-told story can help to explain things in a way that is easy for customers to understand.
Training salespeople on humour and storytelling can enhance their ability to connect with potential customers and close deals.
These skills can help to:
Build rapport
Establish trust
Stand-out from the competition
Engage and retain customer attention
The benefits of training your Salespeople in Humour and Storytelling:
Improved Customer Engagement
Salespeople who are trained in humour and storytelling are able to connect with their customers in a more personal way.
Humour helps to put the customer at ease and fosters a friendly, relaxed atmosphere.
Storytelling allows the salesperson to illustrate a point, share information, and create an emotional connection with the customer.
These skills ultimately, increase the chances of a successful sale.
Increased Credibility and Persuasiveness
Storytelling and humour can help salespeople build credibility and establish themselves as experts in their field.
When salespeople can effectively use humour and storytelling to make their points, they become more persuasive, and their customers are more likely to make a purchase.
Improved Customer Retention
Salespeople who are skilled in humour and storytelling are more likely to be remembered by their customers, even long after the sale has been completed.
This can help to foster customer loyalty and increase the chances that customers will return for future purchases.
By training your sales team in these skills, you can ensure that your salespeople have the tools they need to build lasting relationships with their customers, which is essential for long-term success.
Training your salespeople in humour and storytelling is an investment that pays off in many ways.
By improving customer engagement, increasing credibility and persuasiveness, and fostering customer loyalty, businesses can see improved sales results, increased customer satisfaction, and greater overall success.
Contact KONA to discuss tailored Sales Training options for your team!
The purpose of a Sales Trainer guiding your team through building a Sales Leadership Charter is to:
Represent how the department’s Sales Leadership group want to be recognised
How they want to lead as a Sales Organisation
Give them a language to relate to each other and identify our sales culture (consultative or transactional)
Do you have a Sales Leadership Charter that aligns to your company’s Vision, Mission and Values?
Here are 5 reasons why it is important to have a sales leadership charter.
1. Defines The Purpose Of A Team
A sales team leadership charter is beneficial when establishing a new team as it clarifies the team’s purpose.
Sales Trainers will often encourage it to also be used to update and refresh an existing team’s operations.
2. Clarify Factors That Will Lead To Strong Sales Success
A sales team charter creates a vision for the team, that provides clarity on why the team exist and their focus.
It sets a standard for decision- making and day to day conduct.
A sales team leadership charter outlines points that when followed, will lead to success.
3. Outlines The Roles Each Person Plays On The Team
A sales team charter defines each person’s individual purpose at work by analysing key components of the job.
When each team member is clear on their role, it helps to keep the team on-track.
4. Clearly Defines Goals
When the sales team are clear on their goals and objectives, they are more likely to be motivated.
A sales leadership charter defines the collective goals of the team so that everyone is “on the same page” and knows what exactly they are striving for.
5. Encourages Input From All Team Members
Often businesses don’t include their leaders or their teams in the development of Team Leadership Charters.
Allowing the team to be part of the creative process encourages their input and therefore ensures their understanding.
Speak to one of KONA’s Sales Trainers and begin creating a Sales Leadership Charter for your business – Call KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.
When running any business there are always challenges that need to be overcome.
In a competitive market, businesses need to grow in order to survive, and the way a business is run needs to adapt and change as it grows.
Here are 5 major challenges of growth in businesses.
1. Uncertainty Of The Future
At times it can be hard for businesses to predict their performance due to unprecedented or constantly changing events.
Businesses can face uncertainty around matters such as:
Entering new markets e.g. online or international
New technology
Economic uncertainty
2. Regulations And Compliance
Regulations help to protect your business.
The need for Regulatory Compliance has increased with the expansion of technology.
As businesses are using technology more frequently for their day-to-day operations, there is an increased chance of breaking regulations or not being able to keep up with standards.
3. Finance And Business Resource Management
One of the main goals for most businesses is to ensure they are both successful and profitable.
The purpose of finance and resource management is to support compliance and regulation adherence, maximise profits and overall company value.
Challenges for businesses when it comes to finance and resource management include:
Technology replacing previously used accounting operations
The need to learn new skills
Cybersecurity concerns
4. Technology Advancement And Changes
Technology helps businesses create new products and improve their services.
It comes with many benefits including:
Automating time-consuming tasks
Increasing productivity
Reducing business expenses
However, the advancement of technology also comes with it’s challenges.
Many businesses find themselves struggling to keep up-to-date with the latest technology and increasing customer expectations.
5. Recruiting And Hiring The Right People
Having a high turn-over of staff or recruiting people who are unsuitable for the role can have a negative impact on business growth.
Hiring the right employees ensures they grow with the business – this contributes to the business’ overall success.
It also decreases the need to hire externally for each new position you may develop.
Contact KONA today to discuss the changing needs of your growing business and find out how we can help you overcome these challenges.
Customer-centricity is a strategy and a way of doing business that concentrates on creating the best possible customer experience which in turn, brings brand-loyalty.
Customer-centric companies guarantee that the customer is at the centre of business operations.
Here are 4 key reasons why being customer-centric generates business growth.
1. Allows Companies To Build Better Relationships With Their Customers, Which Helps Increase Sales & Revenue
Having connections built on trust and good communication makes it easy for customers to feel assured and connected with a brand.It leads to high customer retention rates and increases repeat purchases.
2. Provides A Positive Customer Experience To Drive Repeat Business & Enhance Customer Loyalty
A positive customer experience is essential for business growth. A great customer experience will:
Promote brand advocacy
Help retain customers
Encourage customer loyalty
3. Makes The Customer Feel Valued Which Means They Are More Likely To Recommend Your Business
When your customers feel important, your customer service team becomes the powerhouse that drives revenue up.Strengthening your customer service efforts to deliver the experience your customers expect, will ultimately grow your business.
4. Allows Businesses To Identify Opportunities For Development
Listening and responding to customer feedback is a great way to take advantage of business growth opportunities.If a significant amount of customers are providing similar feedback or areas for improvement, a customer-centric business will take the feedback on-board.They will adapt to meet the needs of their target customer.
Find out how your company can benefit from becoming more Customer-Centric.
Contact KONA today to discuss tailored training options for your business.
DISC Helps You “blend” With Their Behavioural Style
Use DISCas an effective way to gain the commitment and cooperation of others. See the world from their perspective and “blend” with their behavioural style.
DISC Improves the Sales Force by:
Helping the salesperson recognize their natural approach to the sales process
Show them how to modify their approach to different prospects
Here are 4 key benefits of using DISC Profiling for your sales team:
1. DISC Will Help Your Team Understand Their Natural & Adapted Behaviour Styles
DISC Profiling will give you insight into your own behavioural style and allows you to see how you are perceived by others.
Your personal profile gives you a set of terms to discuss your behaviour and communication style in your personal life and in the workplace.
2. Enhance Communication Between Your Sales Team & Clients
Using DISC Profiling coupled with focused DISC facilitation can enhance communication between your sales team.
You can also profile clients, so communication styles are better understood for stronger, lasting relationships.
3. Allows Your Team To See Their Similarities & Differences
Team Reports provide a detailed breakdown of a team’s DISC data (up to 100 people) through a variety of:
Charts
Diagrams
Comparison pages.
This is a great tool to contrast the team’s similarities, differences, strengths and potential areas for conflict.
4. Identify If You Are A Hunter Or A Farmer – Know Your Sales Team & Understand What Works For Them And The Business
How You Work:
‘Hunters’ are characterised by ‘hyperfocus’.
There will be intense periods of activity where you stay focused single-mindedly on a task and may forget to have your meal.
Then there will be long periods of low or no activity. You will discover a preference for:
High risk-reward scenarios
Project work
Novelty
Clear goals
A system of measuring instant progress
The excitement of a crisis that requires immediate action and snap judgments
(Typically a D profile)
How You Sell:
As a farmer you are trustworthy and dependable and that’s what you sell to build loyalty and repeat business with your customers.
You are sensitive to the customers’ happiness, concerned about failure of service, prefer to tackle one problem. (Typically an S profile)
Building Your Team: As a hunter, your goal is to get the best performers into your team.
You actively seek them out and then attract and retain them by showing the dream, culture and compensation that these stars seek.
As a farmer, your focus is on growing people irrespective of the talent and thus you give them opportunities, resources and learnings to succeed while removing those that spoil the environment.
A rare balance in the team leadership will do both — communicate a dream.
Learn how KONA Group can Leverage DISC for your business…
To genuinely create a positive sales culture, you need a long-term strategy.
Consistency and purposeful support, partnered with the following strategies will help you achieve a driven and positive sales team.
1. Listen To Learn
Provide sales podcasts and books for your team to learn on the go.It is a good idea to have your team listen to motivational material on their way to and from appointments.Information on communication skills and product resources can also increase basic sales knowledge.
2. Give Feedback
Managers can join team members on sales calls and give feedback as soon as the meeting finishes.Providing immediate feedback reinforces what went well and what can be improved.
3. Allow Time For Change
Learning and applying new skills takes time.Allow your team adequate time to learn and change.Remember, it can be a slow process before you see results.
4. Measure Results
Use your team’s self-identified goals to measure their progress.Hold them accountable for their sales goals.To really gauge how much of an impact training has made, track your team’s:
Lead generation
Sales calls
Up-sells
Closing rates
5. Provide Ongoing Training
Benefits of providing ongoing sales training for your team include:
Increasing employee engagement
Improving the skills of your team
Team members feeling valued
More success for your business
6. Allocate Time To Coaching
Many managers make the mistake of spending an equal amount of time coaching each of their reps. But this simple time allocation methodology ignores the potential return on your time investment. You should spend most of your time coaching salespeople with medium skills. This will provide you with the highest return on your time investment.Reps with mid-range skills are average performers – they have room for improvement.Good coaching can help an average performer become a high achiever.
A good rule of thumb is that you should spend:
60% of your coaching time with your salespeople with medium skill levels,
15% of your coaching time with your salespeople with low skill levels, and
25% of your coaching time with your salespeople with high skill levels.
Your sales team can benefit from a fun, interactive and customised training program that will help you win more customers.
Contact KONA to discuss tailored training options for your team!
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
Our team of expert coaches and trainers are dedicated to crafting personalised strategies that align with your unique goals and aspirations. We have the tools and expertise to guide you towards greatness.
By contacting us, you are taking the first step towards transforming your team and achieving the extraordinary.
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