RSN Rev-Ups are short, sharp and energetic lunchtime seminars to supplement our members own training and development programs and cover a range of principle-based selling, leadership and personal development topics.
Better still our Rev-Ups have been designed with business people in mind - members can attend a Rev-Up, take care of lunch, take away some great ideas, network with like-minded members and leave buzzing all within 90 minutes!
Plus they are completely free for RSN members to attend, or watch online for a limited time after the event.
Watch the first part of Paul O'Donohue's presentation "The Mindset for Sales Success" at the last Auckland Rev-Up below!
Be sure to check back regularly for confirmed dates and times for these events.
Paul O’Donohue, is the co-founder of Sales STAR, a sales development consultancy that takes a holistic approach to helping companies & people increase their sales effectiveness and revenue.
Paul has a vast amount of experience across many sales disciplines, as a Sales Engineer in the electrical industry, Key Account Manager for an electronics company and Paul has also sold intangible business services, as a commission only Recruitment Consultant and a self employed Business Consultant.
In the past 5 years Paul has dedicated himself to the sales development profession and has done extensive research and study on what makes successful sales people tick and how effective sales systems can lead to success.
Success in sales is not just about having the right sales skills!
Often the margin between missing and gaining a new sale can be very small; hence the right motivation and mindset can make all the difference.
Recent studies point to Mindset as being a major contribution to sales success. Your attitude and belief systems form the foundation of how good you are at executing the sales skills you know, and is often the key to raising the bar of sales performance.
By understanding exactly where and how in the sales process your mindset affects you, you will be more capable of executing the sales skills you possess.
In this seminar you will learn:
The crucial "DNA" for sales success
Hidden Weaknesses that can sabotage sales performance
Identify the impact of hidden weaknesses on your sales process
Time:
12pm - 1.30pm, Tues 20 April 2010
Venue:
Officemax Training Centre, 30 Sir Woolf Fisher Drive, Highbrook
East Tamaki, Auckland
Price:
RSN Members: Free; Non-members: $49.95 + GST.
Wednesday 23 June 2010 - Auckland
...
Speaker:
John Morrell, Director NZ Business Forums, aka The Referral Guru!
John Morrell is a proven partnership broker with over 30 years of hands-on Sales and Marketing experience.
A top performer in sales and sales management, John understands the daily challenges faced by motivated professionals when it comes to leveraging sales teams and their respective clients for new business.
Based in Hawkes Bay and working throughout New Zealand, John’s company New Zealand Business Forums won the 2008 Vero Excellence in Business Support award in the category of Public-Private Sector Partnership and is a finalist in the 2010 awards in the category of “One To Many Offering”..
Keep your sales booming in hard times with Tight Market Tactics!
Don’t be dominated by a poor performing market, “TMT” is a weapon for proactively battling the market with a clear plan to keep business booming.
Join award winning business consultant John Morrell – aka The Referral Guru, as he takes us through some tried and tested tactics dedicated to increasing your ROI in tough business conditions.
John will help you deploy unrealised support networks and leverage the strength of your existing customer base—something we all need to do!
In John’s 45 minute presentation he will outline:
>The key behaviours critical to sales success
>The importance of sound planning
>Correlation between service and referrals
>Who to ask, when to ask and how to ask for referrals
REGISTER NOW! Hurry only 80 spaces available. First reserved, first served!
July 2010 - Wellington
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Speaker:
Jamie Ford, Mental Toughness Expert & Director, The Foresight Institute
Jamie Ford, founder and director of The Foresight Institute is a nationally renown expert on mental toughness and optimism and resilience and the relationship of these qualities to success, particularly in sales.
His work on mental toughness is now being used on the sports field as well as in the boardroom and was engaged as mental toughness coach for the Canterbury Crusaders rugby team.
Jamie leads the University of Auckland's "Mental Toughness" short course at the Business School, is a member of the Institute of Directors and is an adjunct staff member of Massey University, contributing to the MBA programme.
Are You Tough Enough?Improving Optimism and Resilience in Selling
Professional selling is one of the most demanding careers in business and is not for the faint hearted or weak willed. In selling, mental toughness, optimism and resilience are essential personal qualities for success.
Do you really have what it takes and what can sales managers and sales professionals do to improve their mental toughness?
Rob McKay, Influence Expert, Entrepreneur, Managing Director Assess Systems Aust/NZ
Rob has an extensive background of 25 plus years in the New Zealand and Australian broadcasting industries. In the early 80s, he pioneered commercial FM radio in both Australia and New Zealand. Being an owner, operator and consultant of many radio properties, small and large, Rob has a solid base of general business and marketing knowledge from an industry that is very dependent on 'people performance'.
After selling his radio interests in the early 90s, Rob decided to go back to school! Over 5 years of full-time study he gained a BA in Business Psychology and a MA(Hons) in Industrial & Organisational Psychology from Massey University – specialising in workplace personality.
His interests lie in assessment for employee selection, development and performance management (especially sales people) and the psychology of influence and Persuasion. Rob is the only person in NZ certified to present Dr Robert Cialdini’s 2 day Principles of Persuasion Workshop.
He is an accomplished seminar and conference speaker and author of the eBook “Hire the Best – Avoid the Rest” (soon in hardcopy).
It's a well-kept secret that an entire science is devoted to how people are persuaded.
It's a science that has discovered how to increase your likelihood of hearing "yes," sometimes as much as 300% or 400%, by merely adding a word or phrase, or changing the sequence of your request.
A vast body of scientific evidence now exists on how, when, and why people say "yes."
Our approach to the influence process is based on the research and evidence of the internationally renowned influence expert, author and psychologist, Dr. Robert Cialdini. His seminal research into the six fundamental principles of influence forms the cornerstone of this Rev seminar.
>The powerful six principles of persuasion and how to ethically apply them to produce change in others
>How you can be honourably persuasive and develop trusted relationships
>How recent social science research can be applied to improve your sales outcomes
Time:
12pm - 1.30pm, Thursday 19 August 2010
Venue:
OfficeMax Building, 30 Sir Woolf Fisher Drive, Highbrook, Auckland
Mark has a wealth of international experience assisting clients to achieve outstanding results in major commercial and industrial relations negotiations. He has been involved with Scotwork for over eighteen years working in the UK, New Zealand, Australia, Hong Kong, Singapore, Europe, USA, Malaysia and Indonesia.
He acts as consultant and advisor to a number of organisations, assisting them in preparing for, conducting and reviewing performance in large commercial and industrial relations negotiations.
Mark has tutored on the Henley M.B.A. programme teaching both corporate and human resource strategy.
Scotwork was formed in 1975 in the UK, their NZ operation was established in 1995. Since their first negotiation training course they have been evolving the techniques and skills of negotiation via their vastly experienced negotiation tutorial team. They employ real life negotiators and give them training skills, to ensure they offer relevant and specific experience. Scotwork has trained tens of thousands of top sales negotiators around the world.
"So can I have your order... Please?!" How To Negotiate - Some Help For Sales People
Looking to improve your negotiating skills? Advance your career? Manage difficult relationships better? Want to hit your sales targets and get customers commitment to buy? Are you sick of having to give margin away to try and close the sale?
This sales seminar is intended to provide participants with an overview of negotiation, raise awareness that we are all negotiating all of the time, that there is a world of difference between haggling and negotiating, to give some insights into how to improve negotiating performance.
Join Mark Simpson from Scotwork, as he gives us an overview of what negotiation is really about and provides us with some useful tips to improve the deals we do for our own and our organisations benefit.
Benefits of Attending:
>Gain an insight into the process of negotiation
>Learn why people negotiate and what the alternative methods of resolving conflict are
>Gain some key tips on how to improve both your own performance and confidence in negotiations
>Find out how to meet your customers needs – without giving all your margin away
>Learn how to get a better deal in those salary, employment and personal negotiations
Time:
TBA
Venue:
TBA
Price:
RSN Members: Free; Non-members: $49.95 + GST.
October 2010 - Auckland
...
Speaker:
Mark Simpson, Managing Director, Scotwork NZ
Mark has a wealth of international experience assisting clients to achieve outstanding results in major commercial and industrial relations negotiations. He has been involved with Scotwork for over eighteen years working in the UK, New Zealand, Australia, Hong Kong, Singapore, Europe, USA, Malaysia and Indonesia.
He acts as consultant and advisor to a number of organisations, assisting them in preparing for, conducting and reviewing performance in large commercial and industrial relations negotiations.
Mark has tutored on the Henley M.B.A. programme teaching both corporate and human resource strategy.
Scotwork was formed in 1975 in the UK, their NZ operation was established in 1995. Since their first negotiation training course they have been evolving the techniques and skills of negotiation via their vastly experienced negotiation tutorial team. They employ real life negotiators and give them training skills, to ensure they offer relevant and specific experience. Scotwork has trained tens of thousands of top sales negotiators around the world.
"So can I have your order... Please?!" How To Negotiate - Some Help For Sales People
Looking to improve your negotiating skills? Advance your career? Manage difficult relationships better? Want to hit your sales targets and get customers commitment to buy? Are you sick of having to give margin away to try and close the sale?
This sales seminar is intended to provide participants with an overview of negotiation, raise awareness that we are all negotiating all of the time, that there is a world of difference between haggling and negotiating, to give some insights into how to improve negotiating performance.
Join Mark Simpson from Scotwork, as he gives us an overview of what negotiation is really about and provides us with some useful tips to improve the deals we do for our own and our organisations benefit.
Benefits of Attending:
>Gain an insight into the process of negotiation
>Learn why people negotiate and what the alternative methods of resolving conflict are
>Gain some key tips on how to improve both your own performance and confidence in negotiations
>Find out how to meet your customers needs – without giving all your margin away
>Learn how to get a better deal in those salary, employment and personal negotiations
Time:
TBA
Venue:
TBA
Price:
RSN Members: Free; Non-members: $49.95 + GST.
November 2010 - Wellington
...
Speaker:
Tony Hillyard, Managing Director, The Sales Academy
In a successful corporate career spanning more than 30 years, Tony worked in the UK, Europe, USA, Australia and New Zealand for global technology companies: Xerox, IBM, Wang, Unisys, ICL and Digital. In New Zealand he also worked in the telecommunications industry with Clear Communications and TelstraClear. His roles for these organisations encompassed Sales Administration, Territory Sales, Major Account Sales, National Account Sales, Channel Management, Sales Management, Marketing Management and General Management.
He is the Managing Director of two companies: The Sales Academy Ltd and Sales & Marketing Solutions Ltd. Operating since 1999, these two companies have worked with a select list of corporate clients to improve their sales and marketing operations and processes.
Tony is recognised as a leader in the field of sales development for sales and marketing teams and his broad-based and extensive experience in these areas allows him to bring a comprehensive and unique perspective to bear on solving client problems.
Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop. In this turbulent, recessionary climate it is very tempting to chase down every deal on the prospect list. Even the ones that you know in your heart you have very little chance of winning. However, this can actually make matters worse by diverting sales effort away from the better deals and reducing your chances of winning those.
Too many salespeople chase large, time consuming deals that they have very little chance of winning because in a tough sales environment it naturally makes us feel better to go after every deal we come across - even when we know we shouldn’t! This can eat up productive selling time!
This seminar will give you a simple, quick and practical process to get a good perspective on where you stand with any sales opportunity and what you still need to do to win it, but it is particularly important for larger sales opportunities. It addresses the three most important issues that you need to resolve before committing precious sales resource to a sales campaign:
>Is it real for us?
>Do we want to win it?
>Can we win it?
This Qualification Process will help you answer these questions and tell you when you have Red Flag Issues to resolve. You will be able to use this Sales Opportunity Qualification Process to dramatically improve your chances of winning the significant sales opportunities on your prospect list that you choose to go after - and stop chasing the ones you are unlikely to win or don’t want to win.
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