Sales Excuse # 3 – Our Price is too high!

high-price-road-sign

In Sales Excuse #1 we looked at the common excuse of “No One is Buying”. In Sales Excuse #2 we looked at ways for sales people to improve their time management

In Sales Excuse #3, how often do your sales team say they didn’t make the sale because “Our price is too high? We are too expensive”, “Our competition is cheaper than us!”, “If we were cheaper we could sell more!”?

This is just another excuse where sales people focus on their own ‘3Ps’ of Product, Price and Problems rather than on the value they can add to customers.  There are some simple things we can all do to have quality conversations with our customers, which in turn, leads to better quality sales and repeat business.

At The KONA Group we train and coach Sales Teams every day that are looking to improve their results and when price is a common excuse for underperformance we recommend the following 3 insights as a starting point.

1. Have the right conversations.

Quality Conversations start with Quality Questions.  Asking interesting ‘High Value’ open questions that encourage your prospects and customers to talk about themselves and their business is critical. You want customers to value having a conversation with you, not look for a reason to get rid of you as early as possible, so how do you have these conversations? It’s easy really, you ask the right questions based on your customers Business, Market, Competition and Future…. and then you shut up and listen.

In meetings with customers and prospects your salespeople should only be talking 20% of the time. Listening means really listen, not just be quiet whilst waiting for your turn to speak.

2. Adding value to your customers BUSINESS is the key to make selling easy.

Adding value to an existing or potential customer is not just about selling your product or service. Often during a quality conversation with a customer many opportunities to add value will emerge and while some of these will involve your products and services, if you look at the non-product related challenges they face from a Business perspective, you will find more opportunities to add value.

Most businesses are bombarded with salespeople trying to flog them a product or a service regardless of their need however your Sales Team will be amazed at what happens when they start to have quality conversations focused on the customer’s Business rather than the 3Ps. Think rapport building on steroids!

3. Make it about the customer, even when you want it to be about you…

It is easy to say ‘Put the customer at the centre of everything your do’ but salespeople rarely do. It is not about you but rather is always about the customer, even when it really is about you.  The moment a customer or a prospect believes that you are only in it for yourself then TRUST melts away and you are back to a price based haggle.

Put your own self-interest to one side and focus on the customer, their organisation, their issues, their strategy and allow the opportunities to add value with your products and services to emerge.  You may even find that you never have to actually close the deal, your prospect may do it for you! At the end of the day, all else being equal, most customers will make a price-based decision.  It a salespersons job to make sure that all things are not equal.  

They need to be the difference, the X factor, the point of differentiation, and then their customers will buy from them, regardless of price!

 

Going forward: If Quality ‘non-product’ conversations are a challenge for your team then customised sales training and coaching WILL help your people to become more successful. Constantly ‘sharpening the saw’, as Stephen Covey puts it, is a critical component of being a sales professional.

So to discuss how we can design a customised sales training and coaching program for your organisation please contact the KONA Sales Performance Specialists via email at info@kona.com.au or call 1300 611 288.

Because Hope Is NOT a Sales Strategy


Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Are we a knowledge based economy?

What’s down the track for a knowledge based economy? 

photo-3 OPINION: Not only is its confrontational industrial relations environment seen as a major constraint on innovation, but government statistics show that its investment in R&D lags a long way behind most other industries. The most recent Australian Bureau of Statistics data on business expenditure on R&D (BERD) shows that of the total $18,849 million invested in R&D across all Australian industries, manufacturing remained the largest contributor at $4,844 million (26 per cent). That outpaced professional, scientific and technical services ($3,753 million, or 20 per cent), financial and insurance services ($3,093 million, or 16 per cent) and mining ($2,830 million, or 15 per cent). Together, these four industries account for 77 per cent of total BERD, while construction contributed $864,103 (4.5 per cent). While the above data looks depressing, it masks the reality of how much innovation really happens in the construction sector. In contrast to the pre-planned, laboratory-based and scientific R&D that typifies others sectors such as manufacturing, innovation in construction normally happens at the ‘coal-face’ in response to day-to-day problems. This means it is largely ‘hidden’ from formal government R&D statistics. However, given that we are inexorably moving toward a knowledge-based future where intellectual property and new ideas will mean the difference between staying ahead of increasing competition or lagging behind, there are also strong arguments that the construction sector should be investing more in formal R&D. So it is worth knowing something about what R&D involves and the many commercial benefits it could bring, if designed and managed effectively. In simple terms, R&D is a knowledge creating process underpinned by rigorous scientific investigation which leads to the commercial development of new services and/or products. R&D can be applied or pure, the form being a response to market developments and having a practical application. Pure R&D is more conceptual and exploratory with the aim of adding to our knowledge base without any specific application. In contrast to applied R&D which has traditionally been the focus of the construction industry, pure R&D has traditionally been the responsibility of government. Government support for pure R&D has always been considered crucial because research shows that most private construction companies, if left to their own devices, would under-invest in this area. With only a few exceptions, the vast majority of construction companies see pure R&D as too risky and time-consuming and are not prepared to tolerate the long-term risks in capturing its benefits. However, as demonstrated by the world’s most innovative companies, when R&D is targeted and managed effectively, it can bring significant commercial benefits. Take for example, British Petroleum’s (BP’s) highly successful and innovative Venture Research Unit which developed and managed one of the world’s most successful corporate R&D programs. BP’s Venture Research Unit was deliberately located outside any of BP’s existing business units to enable it to generate ‘new breakthrough ideas that would lead to new industries and markets for BP.’ Working under the management of BP’s Venture Research Advisory Council and in close collaboration with the world’s leading universities, BP’s innovation strategy involved signing up the world’s most gifted pioneering researchers whose interests were aligned with the business. Rather than following the traditional approaches to R&D which typically involves commissioning pre-determined business-led projects, BP provided these top researchers with the resources to pursue their own ideas and to launch radical challenges to existing ideas outside any external business influences and constraints. This process not only preserved the ideology of independent, unbiased research, but was designed to promote uninhibited thinking. BP chose its team of researchers on the basis of whether their research would radically change thinking about something that was very important to society and to BP’s business. Once accepted into the Venture Research Unit’s team, BP’s goal was to help these leading researchers bring this about. There was an exceptional lightness of touch in managing this research. The only requirement imposed on the academic team was that they were to keep BP regularly informed of what they were doing so that BP could be the first to translate these ideas into marketable products and services to for their customers. Researchers were not concerned directly with the commercialization process. This was entirely BP’s responsibility and once a researcher received BP’s money, they were free to use it in any way they liked. BP did not dictate projects, fields of study, problems or timescales and eventually the unit’s funding was expanded to a consortium of business partners with complementary interests in BP’s demand and supply chain such as ICI, Sony and DuPont. The beauty of BP’s collaborative approach was that it avoided the classic problem of selecting research proposals and constraining the freedom of researchers to follow their passions and strengths. By supporting individual leading researchers and their research aspirations rather than specific research projects, BP was able to pursue a liberal approach which drew knowledge from a range of disciplines and business partners. Furthermore, by hand-choosing their research partners and by minimizing the normal time, resource and bureaucratic constraints associated with scientific research, BP not only reduced the barriers to innovation but they also reduced risk since the researchers they supported were almost certain to succeed. The key question and risk then became how to convert that research into ideas for BP’s benefit. The research that was implemented proved to be extremely successful and their return-on-investment more than covered the relatively small investment in the overall initiative. While there are too few examples like the above in the construction sector, there are exceptions to this rule. For example, Arup is renowned for investing significantly in both pure and applied research with a longer-term view. Arup is reported to invest approximately three per cent of its annual turnover in R&D and has a clear road map for its R&D which extends over 20 years into the future based on key drivers of change in key business areas. Arup also integrates research-based KPIs into performance reviews for staff who are required to publish and collaborate with universities in creating new knowledge for the benefit of the business and society at large. Arup’s research program is driven by both ‘pull’ from its business leaders and ‘push’ from universities and research network partners. Research is seen as vital for its strategic business planning to ensure that it is equipped for future trends and that it can capitalize on new opportunities to improve its business and enter new markets. As in BP’s case, Arup’s research team’s work involves forging and maintaining links with the best quality universities, researchers and research establishments, no matter where they are. Arup also works closely with government research funding and advisory bodies around the world to lobby for certain priority areas of funding and to leverage its own resources. Arup has arguably generated more knowledge than any other firm in the construction industry and has benefited enormously as a result. Indeed, many of Arup’s most successful business units have arisen out of its willingness to allow its staff members to pursue their own passions and interests within the work environment. Importantly, while this strategy has inevitably involved some risk and failure, it has also enabled Arup to build a global reputation for innovation, attract the world’s brightest and most engaged staff and to be first mover in a number of new markets and reap the significant benefits associated with this. While contracting is not generally synonymous with R&D, Laing O’Rourke also has a strong commitment to R&D through the formation and continued success of its Engineering Excellence Group (EnExG). It is not only Laing O’Rourke’s spending commitment to innovation and R&D (1.9 per cent of revenue) that led to it being recognized as one of the top 10 most innovative Australian organizations in 2014 and 2015. Rather, it is how these funds are utilized through the EnExG, and other activities of the wider organization, that makes Laing O’Rourke’s approach to innovation distinctly successful in an industry that often promotes similarity. The EnExG is a highly cross-disciplinary team that has offices in both the United Kingdom and Australia. Now five years old, it employs a broad mixture of intellects and experiences from both within and outside of the traditional construction industry, with the aim of providing the perspectives and insights that can only be gained at the overlapping boundaries of the traditional disciplines of knowledge. By providing the environment for challenging and disruptive ideas to take seed and grow, the EnExG aims to drive fundamental change in the practices and culture of the broader construction industry. This means much of the work of the EnExG is not solving problems through innovation, but rather providing fundamentally new methods and modes of thinking and working. The EnExG has pioneered the development and implementation of disruptive technologies such as 3D printing, augmented reality and biometric measurements, among many others, for use by the Laing O’Rourke workforce and clients. Along with this foundational development the EnExG acts as a cultivation space for promising and innovative commercial ventures. One of these, SunShift™, has been awarded several highly competitive government grants and been the subject of much media attention for its potential to reshape the economics of renewable power generation. While not every consultancy or construction company has the resources to invest in the types of highly structured and formalized R&D programs described above, it is worth remembering that all construction firms, large and small, exist in an increasingly globalised and knowledge-based economy where there is an ever greater reliance on our intellectual and creative capabilities than on our physical inputs or natural resources. We need to work smarter not just harder and without new ideas the Australian construction industry and the jobs that it provides will wither away in the face on growing and smart international competition. Thanks to Dr Rowan Braham of Laing O’Rourke’s Engineering Excellence Group for providing information relating to its activities.  Martin Loosemore is a Professor of construction management at UNSW. This opinion piece was first published on Sourceable.

CMO Show Interview

The CMO Show

This week, Glenn Dobson, Managing Director of the KONA Group and Hawaii Ironman triathlete, is interviewed by co-hosts Mark Jones and JV Douglas about why HRs current obsession with ’empowerment’ is a “management cop out”; staying motivated; and how setting new goals and challenges can help you achieve way beyond your own expectations.

“Business people today face so many distractions that it’s increasingly difficult to strike a balance between work and life, setting and achieving goals and maintaining focus and motivation.”

Yet Glenn’s ability to structure his week around the four “big rocks” in his life – work, training, family and sales training & coaching – have allowed him to pursue his dreams of becoming a Hawaii Ironman triathlete in KONA, and international sales coach. (Immediately after this interview he was getting on a plane to train businesses in Johannesburg, Dubai, Dallas and New Zealand)

This structure, he says, is integral to keeping himself motivated and avoiding the burnout that so many marketers and executives experience.

“People often say, ‘how do you fit it all in?’ I train 16 hours a week for an Ironman race and still spend a huge amount of time with my family.

I run a business and spend vast amounts of time with clients.

However I don’t get bogged down in the minutia, and the little low value tasks that can take up time.”

To listen to this excellent interview from CMO on your drive to or from work please click on

https://www.filteredmedia.com.au/the-cmo-show-motivation-for-marketing/

For more information on KONA’s Sales Training or Call Centre Training please telephone Glenn on 0425 200 883 or email Glenn@KONA.com.au

10 Tips to Make Your Trade Events a Success Part 2

10 Tips to Make Your Trade Events a Success Part 2, by Robert Savellis of the KONA Group In last week’s blog we discussed why and how successful Trade Events and Australian sales training workshops need consistent focus and expertise (If you haven’t read part 1 please go to the blog below) https://kona.com.au/10-Tips-to-Make-Your-Trade-Events-a-Success-Part-1 In KONA’s Sales Management training programs we often hear Managers lament that past trade events haven’t been successful and/or generated a poor ROI Therefore part 2 of How to Make Your Trade Events a Success includes the following key recommendations:
  1. Training staff on new products – there is nothing worse than staff being shown the product on the morning of the show and testing their knowledge on live customers. So ensure you train all attendees on new products prior to the show, as well as refreshers on more well established products or services
In addition, if you have ‘none sales people’ manning the stand ensure you give them sales training on how to approach and engage with customers as well as product training
  1. Speaking spot – make the most of the show and try to get a speakers spot
Many trade events have international speakers who draw a strong audience however they often are looking for ‘backup speakers’ or fill in speakers if someone doesn’t show up or pulls out. Promote the event to your customer base.
  1. Staff Roster – ensure that there is a roster prepared and agreed to by all managers outlining shift starting and finishing times and meal times. Make sure that you take into account that you need to split the shifts to enable staff to return calls, return e-mails and meet with customers.
  2. Pre and post briefing – Most companies spend a lot of money on attending an event where the ultimate goal was to generate leads and/or sales. So what next?
It is crucial to develop a lead distribution and management process. Otherwise all of those business cards your team gathered at the event will end up lost or wasted. (If you are in doubt of this divide the total costs of the event by the number of leads and sales you generate)
  1. Post-mortem analysis – investigate and learn from the event, document what has worked, what needs changing, what was the ROI, and what are you going to do going forward.
Robert Savellis is a Sales and Marketing Performance Specialist as the KONA Group If Robert can help you and your organisation to develop more opportunities, increase sales and grow profits please telephone 1300 611 288, or email info@KONA.com.au Alternatively go to: https://kona.com.au/Hearts-and-Minds-Sales-Training

10 Tips to Make Your Trade Events a Success Part 1

10 Tips to Make Your Trade Events a Success Part 1, by Robert Savellis of the KONA Group Successful trade events need focus and expertise Very often clients are reluctant to invest in trade events as they have “been there, done that and the return on investment was not worth it.” In all cases the post-mortem revealed that lack of proper planning was at the top of the list as to reasons why the event was not a success. Follow the below list and the results will follow.
  1. Event organiser – have a discussion with the event organiser and identify if this is the event for you, do not rely on a glossy brochure.
  2. Booth positioning – Just like a retail store the key principle at an event is position, position and position
The position and size of your stand plays an important role in the success of the event so always consider the impact on ROI between the positions of a slightly more expensive stand, compared to a cheaper but out of the way stand.
  1. Stand design – your stand needs to reflect your brand identity. Your design should be completed early to ensure all goes well and be sure to understand the limitations
Many events have restrictions in regards to height of banners and rigging, serving customers beverages etc. All venues have different restrictions so make sure you review the terms and conditions.
  1. Feature Products – decide what products you will be showing, a good start will be with your product roadmap.
Always have a plan ‘B’ as delays may occur if your product is being shipped from overseas or is still undergoing testing production phase.
  1. Demonstrations – when running demonstrations on products note what utilities and restrictions are in place that may affect or close down your demonstration.
  • Sound restrictions,
  • Electricity (what phase is required),
  • Water, drainage availability
  • WIFI (most shows are saturated with WIFI signals which may affect your demonstrations).
For Tips 6 – 10 please check out next week’s blog Robert Savellis as a Sales and Marketing Performance Specialist as the KONA Group If Robert can help you and your organisation to develop more opportunities and increase your ROI and sales from your upcoming events please telephone him on 1300 611 288, or email info@KONA.com.au

March 2015: KONA Group helps raise $452,000 for disabled young Australians

On March the 8th, after 9 days in the saddle, we finally rode across the finish line in Sydney to be greeted by family, friends, the young disabled people and staff from Fighting Chance, Members of Parliament and sponsors It had been a marvelous week where we had averaged over 120 kms a day and battled with very sore backsides, headwinds, high and low temperatures, huge trucks and grey nomads puling caravans, potholes, flat tyres and a multitude of other daily challenges However this was all worthwhile as last week the final numbers came in and with the assistance of a vast array of contacts, colleagues and friends we’ve raised an incredible $452,905 through the Tour. 2015 Tour photo This is an amazing amount of money that will enable Fighting Chance to create a huge number of opportunities for young adults with a disability and take the number of people FC care for from 40 to 120! In 2014, we raised $345,000 so in only 2 short year we have raised over a $750,000 and we can’t thank you enough for all of your support, donations and goodwill, as you have certainly helped us to make a difference Best regards, Glenn Check out Fighting Chance COO Jordan O’Reilly discussing how your donations will make a difference at

10 Tips to Overcome the Sales and Marketing Alignment Dilemma – Part 1

10 Tips to Overcome the Sales and Marketing Alignment Dilemma – Part 1, by Robert Savellis of the KONA Group The importance of Sales and Marketing alignment The role of a Channel Marketing Manager is tough as they need to be experts in many areas. Firstly, they need to able to produce material to motivate and educate their distributors that have different business models. Secondly, they need to be able to produce material to motivate, educate and support their resellers who also address different segments of the market in different ways, and Thirdly they need to understand the varying buying cycles and requirements of the end user. In my current field of Sales Training and Marketing coach and trainer a common theme arises more often than not and is called Sales and Marketing alignment. In order to offer my 10 important steps to align sales and marketing we must look at the symptoms. Symptoms
  • “We have a room full of marketing material and sales have not done their job in distributing the material to their customers.”
  • “Sales staff should stick to their job and stop telling Marketing what to do.”
  • “Distributors supply credit they do not generate sales.”
  • “That’s a sales function.”
  • “Trade events are not successful as sales do not follow up”
With these symptoms in mind, here are the first 5 of 10 Tips
  1. Sales and marketing should be on the same team and efforts of both need to be aligned. So start with both Heads of Sales and Marketing having the same Revenue and Profit Target
  2. Create a role of Sales and Marketing Director to better align both teams (as long as the Candidate has the required expertise. Being a good at Sales doesn’t make you good at Marketing, and vice versa)
  3. Marketers do not rely on a brief from sales to understand the customer. Both sales and marketing teams must understand the sales process starting from distributor to the end-user buying habits.
  4. Do not rely only on industry publications. How often does your Marketing team actually meet with your top ten partners, in their offices, to better understand how they can add value to their business through your marketing efforts? Is it enough?
  5. Marketing must present to the sales team their strategic plans and marketing calendar outlining their key activities, and then agreement needs to be met on what will work and add value, and then most importantly articulate the strategy and support required from sales.
For Tips 6 – 10 please check out next week’s blog Robert Savellis as a Sales and Marketing Performance Specialist as the KONA Group If Robert can help you and your organisation to develop more opportunities, increase sales and grow profits please telephone 1300 611 288, or email info@KONA.com.au Alternatively go to: https://kona.com.au//Hearts-and-Minds-Sales-Training https://kona.com.au//Marketing-Strategy https://kona.com.au//sales-management-training-and-coaching https://kona.com.au/call-centre-training-in-australia

3 Weeks to Go to Make a Real Difference to Someone’s Life

In under 3 weeks I’ll be joining a group of 22 cyclists to ride 1,100 kms from Brisbane to Sydney to raise money to purchase equipment for young Australians with major disabilities. Training is going well and before or after work I am trying to get a ride in most days, plus with a lot of leg strength work in the gym. We will average about 120kms a day and one big advantage is the ride doesn’t include a 4km swim before and a 42 kms Marathon run after each day’s ride as I do in an Ironman Plus Brisbane to Sydney is down hill!! We set off early on Saturday 28 February from Brisbane, arriving in Sydney on Sunday March 8 and if you would like to join us we have one place left. Please just call Glenn on 0425 200883 or email me on Glenn@KONA.com.au If you can’t join us on the ride could you please support the cause and donate at https://www.tourdechance.com.au/glenndobson Every dollar will go to these young people in the video below Many people have asked why are we putting ourselves through 9 days of sweat, aching bodies and sore backsides I am doing the ride to raise money for Fighting Chance, who provide innovative work programs for youths and young adults with disabilities. Unfortunately far too many young and adult Australians with significant disabilities continue to lack opportunities to engage in purposeful and fulfilling education, skill development and work experience activities. To create these opportunities, Fighting Chance has developed a unique and individualised model of work hubs to get people of all abilities working. These work hubs focus on designing work programs suitable to each person’s individual skills and abilities. All the money raised by the Tour de Chance will used to triple the numbers of people with a disability employed within the Fighting Chance social enterprises from 40 to 120. People like Lia, Jo and Nick in this video My personal target is to raise $10,000 for Fighting Chance and to achieve this I would love your support for this worthiest of causes by sponsoring me for the ride. To sponsor me (which is fully tax deductible), please just follow this link: https://www.tourdechance.com.au/glenndobson. You will receive a tax receipt and the funds will be forwarded directly to Fighting Chance and from that site you can also learn more about the amazing opportunities that Fighting Chance creates. In addition, the KONA Group is donating 10% from every training and coaching program booked in February or March for one of their Call Centre Training, Sales Training, Sales Management Training  and Coaching and customised Customer Service training courses On behalf of the KONA Group, Tour de Chance and the Fighting Chance teams, thank you again for your support.

KONA Group helps raise $345,000 for young Australians with disabilities

In 2015 KONA Group will be again raising funds for young people with significant disabilities. In February Managing Director Glenn Dobson will cycle 1,100 kms from Brisbane to Sydney to raise funds for young people with significant disabilities including cerebral palsy and autism. Last year KONA helped raise over $345,000 which DOUBLED the number of young people Fighting Chance, a local Australian Charity, were able to support as well as purchase equipment, adapted wheel chairs, vehicles and other much needed resources If you can’t join us on the ride can you please support the cause and donate at https://www.tourdechance.com.au/#/glenndobson Every dollar will go to these young people Fighting Chance For more information on Fighting Chance please check out https://www.tourdechance.com.au/#/cause

KONA Group is riding Brisbane to Sydney to support Fighting Chance, by Glenn Dobson

On 27 February 2014, I will be cycling 1,000 kms from Brisbane to Sydney to raise more than $250,000 for Fighting Chance – a charity that creates opportunities for young adults with significant physical disabilities to access employment and social participation programs.

Along with 14 other riders the reason I’m attempting the 1000 kms Brisbane to Sydney ride is that I’ve been fortunate to be able to conquer some of the world’s major sporting challenges, however, I’m inspired by the amazing work Fighting Chance do on a daily basis.

In 2012, I fulfilled a 13 year dream and completed the Hawaii Ironman, in Kona. In 2011, I ran 250 kms across the Sahara Desert before representing Australia in the Triathlon World Championships in Las Vegas. Then, in 2010 I fought Heavy Weight boxing champion John Hopoate, then 6 days later ran 475 kms across the Simpson Desert to raise $32,000 for Breast Cancer patients.

The Fighting Chance team help people with disabilities to live a better life, when every day is a challenge that makes the Sahara and Hawaii Ironman pale into significance, and for that reason the KONA Group want to help in our own small way to make a difference to their work.

So can I ask you to please help me raise funds for this great cause and donate what you can at https://makingadifference.gofundraise.com.au/page/DobsonG

(Your donation is tax deductible).

To get more information on the ride and what Fighting Chance plans to do with the funds you donate please go to  https://www.tourdechance.com.au/fighting-chance/

Thank you very much for your support as we all genuinely appreciate it and please take a minute or two to think about friends in your network that you might feel comfortable sharing this email with.