Tag: sales training program

SALES EXCUSE 2: THERE’S NOT ENOUGH TIME IN THE DAY

Posted on | by Sienna Anderson

Let’s start by saying that busy doesn’t necessarily mean effective.

One of the most common complaints from sales teams doing poorly is that there’s not enough hours in the day to make phone calls, follow up leads, source new leads, or create effective pitches.

In our experience, more often than not, this is just an excuse masking laziness and poor time management.

The difference between success and failure can be influenced by how effectively time is used. We all get the same 24 hours, so if your sales people are telling you that there’s not enough time then it’s time to identify the real issues and sift through the drainers within the team.

Time management

In contrast, people with poor time management skills waste time on the unimportant things that ultimately will not contribute to converting a lead. These same people are prone to procrastination – a killer of performance. Charles Dickens and David Copperfield summed it up by saying  “Procrastination is the thief of time, collar him”.

So, if a member of your sales team complains that they don’t have enough time to convert their leads into sales, “collar them” – look at how they are utilising their time and if the business is actually benefiting, or is simply being drained by a dead resource. Chances are that there are bigger underlying issues that need to be addressed.

Sharpen the focus

There are so many distractions floating around that it can be hard to sit down and focus, and importantly keep your team focused. However, this is not an excuse for deflated sales results. The great sales performers and leaders focus on the target and concentrate on how best to achieve it.

How long does it take your team to perform their daily admin tasks? Are they focused on the end goal or distracted by surrounding interferences?

Ongoing evaluation and reinforcement of daily targets should be established to keep the team on track.

Priorities and delegation

Are your sales people typing reports, filing, responding to unnecessary emails and taking long meetings rather than being on the phone following up leads? The number one priority for the sales team is to generate leads and convert them to sales.

Other tasks can be delegated to the administration or management team so the sales team can focus on what they are there to do – sell!

Sales management training and coaching

At the end of the day, when sales teams blame poor sales on not having enough time in the day, it is usually a case of lacking focus, poor sales management or poor time management, or perhaps they are just not the right person for the role.

Focused, driven and passionate salespeople achieve goals. Time is money so don’t let it be drained by underperforming team members.

KONA Group specialises in a wide range of services that address sales performance and sales management, executive and leadership coaching, and performance and time management. These customised training and coaching programs drill down to the core of the issue and drive solutions through proven methodologies.

For more information, please email info@kona.com.au or call 1300 611 288.

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How to Sell Value Instead of Price

Posted on | by Sienna Anderson

Customers are willing to pay more for products and services that guarantees them significant value. Most companies, at times, are presenting their products right away without even knowing if they are really engaging with their customers.

One might say that every product is just the same as the other, and it only differs with its price range; but, have you thought about how buyers also have different needs and points of view towards products?

How to Sell Value Instead of Price - Infographic
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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales Excuse # 3 – Our Price is too high!

Posted on | by Sienna Anderson
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

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

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

Posted on | by Sienna Anderson

The KONA ‘Hour of Power’ can be a million-dollar injection to your sales budget!

The KONA ‘Hour of Power’ can make a positive impact on your sales team.

Do you have any of the problems below?

  • Are your sales people are not speaking with enough new customers and prospects?
  • Are they reluctant to pick up the telephone to call people they don’t know?
  • Do they struggle to make appointments with senior decision makers?
  • Do they struggle to get past ‘the gatekeeper’?
  • Do you have overstocks that need to be cleared?

At the end of the day the best way to fill your sales funnel is activity, and the right activity at that!  Making calls to potential and existing customers is a great way to do it.  This contact between salespeople and customers is critical to sales success and one of the key reason some sales professionals smash their targets and others don’t know what 100% of target is.

There are a few key points to make a calling session a success:

  1. SUPPORT each other by doing it as a group
  2. MAXIMISE the chances of success by getting the language right
  3. HAVE a conversation between people (emails do not work)
  4. PRACTICE some calls with each other before you make the call (I know the dreaded role play but this is so critical to success!)
  5. SET some targets for the hour of calling. (appointments and orders are a great starting point)

KONA has seen this ‘Hour of Power’ work with some stunning results, one client landed over a $1 000 000 in sales.  This works for both Account Management and Business Development teams and is a skill set we know is critical in Sales People.

Sometimes filling a Sales Funnel is a daunting task and when that funnel is emptier than it should be the excuses start to come out!

  • Things are slow.
  • Our competitor is cheaper
  • There are product problems

At KONA we hear them all and they all relate to ‘Price, Product and Problems’.  These are the best excuses in the world for sales teams to find reasons not to act.

Conducting an ‘Hour of Power’ is a tangible action that forces everyone to act.

If you need help running an “Hour of Power’ give KONA a call on 1300 611 288 or email us at info@KONA.com.au

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SALES EXCUSE 1: NO ONE IS BUYING!

Posted on | by Sienna Anderson

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets.

Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination.

But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss!

So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting.

Offering a Deal is Not Enough

In sales, the value proposition is everything.

If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build.

However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected.

Understand and Communicate The Value Proposition

Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion.

The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product.

The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch.

Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met.

Don’t Ask, Don’t Get

A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t.

If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy.

Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible?

Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy.

Sales management training

Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching.

Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.”

Go back to the fundamentals. Every sale needs to be made around a value proposition.

If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act.

By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour.

It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs.

For more information, please email info@kona.com.au or call 1300 611 288.

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SALES EXCUSES ARE FOR ASSES!

Posted on | by Sienna Anderson
The daily grind of building sales leads, nurturing, and closing them is a numbers game – the more people you speak to, the higher your chances of success. However, at times it can feel like there are more no’s than yes’s, which makes it easy for sales teams to get caught up in their own excuses rather than holding themselves accountable to their own actions. As a manager, one of the toughest jobs you have is to keep your sales team focused, motivated and accountable to their sales targets. Here are some common excuses we continue to hear, and how to shoot them down! Excuse 1: I don’t have the time A common complaint among sales teams is that they are time-deprived. They protest that they don’t have enough time to chase new prospects or that they don’t have enough time to work up new leads through cold calling – ASSES! Speak with your team and see what kind of schedule they keep. Partition certain times of the day for cold calling and lead generating, ensuring new leads continue to flow through the sales pipeline and daily targets are met. Hold team members accountable by getting them to report back at the end of each working shift on their results – what went well, what didn’t work and how it can be fixed. This is always easier said than done. Consider undertaking sales training and coaching and sales management training to redefine sales team members’ attitudes and habits, and to refine techniques. Excuse 2: It’s the customer’s fault How often do you hear “They don’t understand what I am saying”, “My leads won’t return my calls” or “It’s not my fault they don’t want to buy our products”. ASSES! The customer didn’t understand the pitch because it wasn’t delivered effectively. They ignored the calls because there was no compelling reason to return them. And they said no because, let’s face it, they weren’t convinced. When these kinds of excuses occur, have a look at how your sales team is approaching potential customers. Are they performing as well as they can? Do they understand the product? Sit in with them during a phone call or pitch and evaluate how the message is executed. They may need sales training to refine their approach and methods. As an exercise, ask them to define and sell the value proposition to you. If they can’t define and sell the proposition effectively to you, then how can the customer be expected to understand it and act upon it? Excuse 3: I don’t have the support I need You’ve worked hard to set up the business, create an aspiring working culture and hustled hard to work up sales leads and develop a network of contacts. In other words you’ve set it up – and all your sales team has to do is knock it down. When things aren’t working, it is easy for sales people to blame tanking sales figures on the company not supporting their efforts. As the leader, the buck stops with you. Take a long, hard look at your business. Is it true that there’s not enough support provided? If not, ask them what they need and work with them to make changes. If yes, then it’s time to consider other issues affecting performance. It cuts both ways with this one! Consequences and solutions The consequences of these excuses can be damaging for any business: sales decline, good people leave, customers feel neglected and long-term business relationships wither. So, if your sales team is bringing in lacklustre results and giving excuses for what went wrong rather than what needs to improve, then it’s time for a review. KONA Group helps organisations cut through the key issues and coach solutions with customised sales training and coaching solutions. For more information, please email info@kona.com.au or call 1300 611 288. Or, if you have some additional excuses that you have heard, please share them with us!

Day 10 – Going Home

Posted on | by Sienna Anderson
After a very funny Mexican evening in Nelson Bay and a belly full of Burritos to blow us home we set off yet again into a dawn of clear skies…   Today we had another ferry to catch across the river into Newcastle.  A brisk pace was set and off we went.  Little did Peter Eborn know it would be the day to take out the Black Hand award with multiple punctures and a stack when trying to take path space from big Stevie G… img_3283 Newcastle held a few surprises,  over the hill to Bar Beach and onto Merewether.  The need to concentrate was paramount as walking obstacles proved highly distracting.  Just about as distracting as Byron Bay!!  Onwards – the beautiful Fernleigh bike path for 20kms before making Blue Wren Drive to Elizabeth Bay.  A significant milestone of 1,000 kms pedalled and the whisper came through that the fundraising target had been achieved.  A very satisfying stop for lunch at Lizzies of Elizabeth Bay. 20140307_133752 You will notice my bike in this photo.  From a distance it looks like an impressive Ironman Time Trial bike, however after 1,100 kms up close it rattles and squeaks and clearly it is in need of a new ‘engine’. After this event, in 8 weeks time it will be responsible for carrying me 180 kms in the Australian Ironman at Port Macquarie. One posed the question as to who rattles and squeaks the most – Bike or Rider??? The afternoon concluded with one more flat tyre for Peter E, this time a wheel replacement was in order and on we rolled into The Entrance and a private awards ceremony.  Not before one last post ride rehydration session. 2014-03-07-14-50-16 Start of day 10 came with a beautiful sunrise and 6.30am departure for the last time…   This was to be a day of reflection, taking it all in and thinking about what we had achieved. 2014-03-08-06-44-05 Strict ride instructions were issued,  “Stay tight boys, keep the PODs together, lets get home safely…   Did Pod One listen or was this one last chance for a 33kmph pedal… 39kms to Ettalong for the Ferry and our last bakery stop. 20140308_090113 2014-03-08-10-07-17   Off the ferry on to the Palm Beach route… this is training territory….  Newport Hill – Easy!… A stop off at Mona Vale Quality Meats for Rod and Steve to meet family and friends, then into Narrabeen to Tim’s house and a wonderful photo with his daughter Ashleigh. The inspiration behind Tim which led to this great event img_6010 We are all getting very excited… Back on the training route to South Steyn Surf Club and the Group MANLY Photo to bookend the trip…  we had made it!  Manly to Manly… Up Lauderdale Avenue to the Spit for a group photo and waiting for the word from Paul to roll down Battle Boulevarde over the Spit Bridge and into final 100 m and over the finish line. 2014-03-08-12-46-44 Day 10 was a real mix of emotions – anticipation, satisfaction, accomplishment, relief, pride, gratitude, and a nagging sense of something between disappointment and loss from knowing that this journey was ending and that this group of 25 Fighting Chance 2014 team members would in all likelihood never be together again. But the sweetest sensation for me was seeing the faces of my family and those of the Fighting Chance members who we were raising funds for as we pedalled into Mosman – pure joy!!! I’m sure every one felt the same, one amazing crusade led by Tim, one fine pair of siblings leading Fighting Chance… One final group photo and a lovely way to say good bye… No more pedalling to do!!….. STATISTICS
  • 1,109.3 kilometers travelled
  • 9,013 meters climbed
  • 44hrs and 9mins in the saddle
  • 25.18kmph average pace
  • sausage rolls eaten???
  • Over $250,000 raised…
and a final note…. You can still donate…..   or even donate again at https://makingadifference.gofundraise.com.au/page/DobsonG THANK YOU ALL!!!! Glenn To donate please go to https://makingadifference.gofundraise.com.au/page/DobsonG Glenn Dobson is the Managing Director of the KONA Group and raising funds for Fighting Chance, a charity that supports young people with cerebral palsy and other severe disabilities. For more information on KONA’s sales and sales management training and coaching courses in Sydney or Melbourne Australia, or how you can donate to our Brisbane to Sydney ride please call 1300 611 288 or email glenn@KONA.com.au

Day 8 – Crashes, Climbs and Collapses

Posted on | by Sienna Anderson
Day 8 dawned misty in Taree and we had already left by 6am. Gotta 2.30pm ferry to catch so we left focused on no slips ups and no one late… photo7 For Pod One things usually go according to plan, but today…. not quite. It started with the call to rollout at 6.00am and “where’s Eric?…” Not sure but it soon transpired that Eric was doing something that he should have done a little earlier… Out of the darkness looking quite embarrassed he appeared and 5 minutes later we were off… straight in to a lung busting hill We settled down to push some miles out of the days ride – into the single file pace line on the Pacific Highway, grinding hard, then bang!! Damo has punctured again… Not a great experience at 30kph img_1175 Puncture repaired off we hit a lengthy rise on the Highway… pace line pulling… Tim Smeallie doing email on his iPhone and woahhh!!! over the handle bars he goes Big Stevie G and Graeme just avoid riding over his bike and Tim himself…. We pick him up out of the roadside debris, dust him off, give him some HTFU tablets and establish nothing broken with bike or rider… That was a close call.. no more riding, listening to music and doing emails for Tim before we get back to Sydney. Today was turning into a real hard slog backing up from yesterday’s long 152kms pull into Taree.. All groups pressed on making serious dents in the schedule headed for Bulahdelah. Off the highway and onto Wooton Way and a very serious hill climb photo-25 One big hill was the warm up for the real thing, and then we charged into the segment known on Strava as Wooton Top Half… wooton A hard grind and over the summit and down into Bulahdelah nearly 2 hours ahead of schedule. So what did the boys do while they relaxed… Stevie G got a hair cut and manicure! I filled up on a veggie pie and Chad fell off his bike in a car park!! img_2585 Back on the bikes and 15kms of dirt track riding (NOT a great experience when you are riding a Triathlon Time Trial bike) to the Bombah Point Ferry and then 27kms into Tea Gardens for the ferry to Nelson Bay. Highlight of the trip for me was standing up in front of all passengers on the ferry and passing the hat round as the passengers donated to our great cause 20140306_142040

“How Much?”

Coming to you from the Halifax Holiday park in Nelson Bay… Time to hit the rack, refresh the legs and be ready for some pedalling first thing tomorrow. Getting close to Sydney but still a couple of instalments to go… Get organised and be down at the Spit in Mosman on Saturday to welcome us home. The highlight of the Fighting Chance Summer Festival. We aim to arrive around 1pm… Oh, and ‘Go Souths!’ A great win from the South Yorkshire Rabbitohs sufest_thumb To donate please go to https://makingadifference.gofundraise.com.au/page/DobsonG Glenn Dobson is the Managing Director of the KONA Group and raising funds for Fighting Chance, a charity that supports young people with cerebral palsy and other severe disabilities. For more information on KONA’s sales and sales management training and coaching courses in Sydney or Melbourne Australia, or how you can donate to our Brisbane to Sydney ride please call 1300 611 288 or email glenn@KONA.com.au

Day 7 – ‘Big Wednesday’

Posted on | by Sienna Anderson
After two quiet days on the road, day seven was always going to be the toughest day of the tour, a 152kms ride from Crescent Head to Taree. The build up last night involved all the correct nutrition of an athlete – a Chinese meal and a couple of schooners. This was a nice change to the usual steak and chips we have been used to during the tour. After a good feed all riders got there heads down early ready for ‘Big Wednesday’. We set off in the dark at 6.30 with a cool mist still settling in the valleys and no sunrise photo for the blog… Nev and Col provided Salami and Cucumber sandwiches, which led to many riders witnessed passing wind and belching for the first 25 kms!!! The morning had previously started well with Tim banging on the door of the young ones to wake them up and get them into shape early. This worked for the best part of half hour, when 20kms into the day the front support (Paul & Charles) misjudged a few turns and forgot to use the radios. Nothing too major, just a very confused nineteen riders. The last member of the young ones didn’t take to well to Tim’s early wake up. We rode on part of the Port Macquarie Ironman Triathlon course today past the camels and I thought bugger it, time to ride with the ‘big boys’ in the fast group, even though they are in reality quite light, skinny and a lot younger than me We took off and I put my angry race head on and averaged just under 30 kms an hours for 150 kms! I hit the lead of the front group when we got onto the Ironman course and absolutely hammered it Great practise for May’s Ironman – a 4km swim then a 180kms bike race followed immediately by a 42kms marathon Jordy, who already has had some issues on the road, came up trumps again. He managed to puncture his tyre twice within the first 60kms, the second puncture causing the biggest drama. Jordy was cycling with a bulge coming out the side of his tyre, when the wheel locked he thought it would be a good idea to pull over and find the problem. The team joined him and when Rod put his hand up to help with the flat, the front tyre on Jordan’s bike exploded, giving Rod a numb hand and sent Simon Noakes into the bushes with fright. The punctures held the third pod back quite significantly, however they are pretty used to that riding with Jordy. ‘Big Wednesday’ will mark a significant point in the Tour de Chance. All riders will have completed the biggest day of the tour, however, this does not mean an easy run into Sydney. The final 324kms will test us all with some very steep climbs (which with my size I always have to work extra hard on compared to the lighter smaller blokes) and this is where it is important that we keep our nutrition and recovery up (As I speak a few of the team are heading to the local RSL to ‘rehydrate’) Our riders love hearing messages of support from you and we also love your donations as EVERY cent us going to the people with disabilities at Fighting Chance Your donations are going to have significant impact on the lives of people with severe disabilities so please help us get as much money into an organisation that is doing amazing things. Come on guys three days to go, so send us a message! To donate please go to https://makingadifference.gofundraise.com.au/page/DobsonG Glenn Dobson is the Managing Director of the KONA Group and raising funds for Fighting Chance, a charity that supports young people with cerebral palsy and other severe disabilities. For more information on KONA’s sales and sales management training and coaching courses in Sydney or Melbourne Australia, or how you can donate to our Brisbane to Sydney ride please call 1300 611 288 or email glenn@KONA.com.au

Day 5 – Highways, Hangovers and Hunger

Posted on | by Sienna Anderson
Day 5 is completed and we are now just over half way through our Brisbane to Sydney fund raiser So far everything has amazingly been running smoothly, both on the road and with the day to day organisation of moving 19 cyclists from town to town at speeds of up to 70 kms an hour (downhill admittedly!) This morning the clouds had cleared, except for a few of the team who had taken to ‘rehydrating’ with serious vigour last night! Bike maintenance was the order of the day after yesterdays ride through wet, mud and cow pooh… Today we even had the luxury of a late start and a ‘real’ breakfast instead of the normal fare of ham and a cheese roll on the bike We headed off to the Old Butter Factory for breakfast,  a treat for any of you travelling the Mid North Coast.  The owner even donated 10% of the bill to Fighting Chance… great bloke!! Day-5 Food of course is what gives us the fuel we need to pedal all day.  Basically we eat as much of what we like, when we like and spend most of the ride munching on bananas, sports bars and gels, and Gatorade to keep our energy up I also take natural supplements like 3Cordyceps (https://www.3cordyceps.com/) The 65km ‘rest and recovery’ ride through Urunga, Hungry Head, Valla and Macksville was scenic, hilly and very enjoyable. The highway sections were hectic and required maximum concentration as huge trucks, retirees pulling caravans and speeding vehicles raced past us Lunch was in Macksville on the Nambucca River, a town populated by real characters – one of which commented in a long slow drawl when looking at one rider resting on the grass   “Looks like the fat one’s dead!!!…” Macksville also has the Star Hotel – a great Cold Chisel venue for the over 50s. We rode through some lovely country side and visited the coastal highlights such as Hungry Head and ended up at Scotts Head caravan park and had an afternoon swim to soothe the aching legs – gotta love that! Happy birthday to Steve Grant of Vision Personal Training Mona Vale in Mona Vale who celebrated his 35th on tour. Still riding well for an old feller! While we are all enjoying the challenge our thoughts regularly go back to the reason we are doing this On the Fighting Chance website at www.fightingchance.com.au reference is made to the connection that the riders have made with the Fighting Chance patients following the Team scarf/bandana presentation that we held just prior to the ride. It was a simple idea that has had an extraordinary impact on the connectedness of the team to the Fighting Chance patients – and the riders are are thrilled to continue getting regular messages of support and encouragement from the individual patients that presented them with their scarf/bandana. Glenn Dobson Thanks again to those of you who have so generously donated. One more request though…. can you please take a second or two to think of 2 or 3 people who you know who may be interested in following the Tour and connect them to the cause. We really are working to try and raise awareness and support for Fighting Chance. Many thanks again! Warm wishes from Scotts Head and more updates tomorrow…… To donate please go to https://makingadifference.gofundraise.com.au/page/DobsonG Glenn Dobson is the Managing Director of the KONA Group and raising funds for Fighting Chance, a charity that supports young people with cerebral palsy and other severe disabilities. For more information on KONA’s sales and sales management training and coaching courses in Sydney or Melbourne Australia, or how you can donate to our Brisbane to Sydney ride please call 1300 611 288 or email glenn@KONA.com.au