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I have absolutely no hesitation in recommending Julia’s work and we will be continuing the relationship with Julia as Yellow® continues with its business transformation.
Lynne Miller, Head of Sales Force Effectiveness, Yellow
Our team really got a lot
out of this week, it was great to see how inspired the team became during the training process… you could see the energy and enthusiasm growing by the hour!.
Andrew Dower, General Manager, Radio Investments Limited
Participant feedback
I would like to thank you. The sales management training has transformed the way I see myself as a Manager and how I conduct myself with my team and my accounts.
Natalie (Media Sales Manager)
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Thank you so much …... I’ve learned SO much this year, and you have been a huge part of that. I’ve really enjoyed the Sales Training and follow-up process, and your ongoing feedback in terms of managing people’s performance has been so enlightening! I don’t think we could have achieved what we have this year without you.
Teresa (Health Industry Commercial Manager)
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Firstly I would like to thank you for a motivational, positive and very informative meeting. I feel everybody in the room felt like I did when we left, our levels of enthusiasm, desire to 'get out and do it' and general positive glow that was obvious in everybody in the weeks that have followed have been a fantastic and driving force. I have been asking more questions, letting more information come to me and converting that into ways that we can increase their profitability... amazingly simple techniques that you reinstalled in me during those 2 days. Clients that I had previously bashed my head against their doors have now opened up, given me the clues as to how I can tell them what they need from me and then get them to accept that. I have improved my productivity in the field and found our few days together very valuable and look forward to further sessions.
John (Farming Industry Territory Manager)
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Following up from yesterday’s session and my subsequent meeting with xxxxx where I presented a scope and costs of $400k on a no budget provided job. I did a significant set-up piece. What my colleague did better than I, was ask for confirmation as we did the set-up so that the client was agreeing and nodding with our recap of his requirements. So then when we revealed the cost after taking him through the estimate he was comfortable with it and wanted us to start the IA as soon as possible.
So a great outcome and I learned to ‘shut up’ and give the client time to agree with us. Thanks to Julia, yesterday’s session was very timely.
Teresa: Advertising Agency Account Manager
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Following the training I was able to ask plenty of questions, both technical and commercial, about their systems to better understand their asset base and assess possible future opportunities (getting into his head). I was able to discover that they are planning on building a large plant in a few years time and in the next 12 months they will be considering their procurement options. This is a fantastic opportunity for us to influence at an early stage of the process. We also know their technical advisors and can start influencing them.
The meeting went for an hour and a half and was only scheduled for 30 mins!
Kevin: Business Development Manager, Water Supply Industry
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We set an agenda and went over it about four times. We walked out of xxxxxxxx with five new jobs to price and a subdivision containing 166 new sections. In total over a million dollars of potential work. Many thanks for sharing a great couple of days with us Julia and passing on your experiences with our group in Christchurch. It is refreshing to go into sessions like this and hear from someone who has walked the talk and so successfully.
Rob Branch Manager, Engineering Industry
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Thanks to you guys I may have put this [ ] idea in the ‘too hard basket’ under the circumstances (massive budget cut so thought this would be the first to go!) but the training gave me the skills, confidence and determination to be more tenacious :-)
Thanks again! Delwyn, Business Director, Advertising Agency
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Words of wisdom keep hitting me when conducting my tours at [ ] which have come directly from our Sales Training.
From my point of view my meetings and tours are more structured. I always sit clients down in my office when they arrive, take their details and tell them how the tour will progress and explain that we will come back to my office to answer any questions and talk through the financial side of living in a retirement village. The training was very helpful and I now have a more structured approach to meetings and tours with key questions in the right places. My recent tour of 2 ladies was one of the best I have had, they had a 1000 questions and wanted to see everything and challenged me often about the financial side of the village. By the end of the tour they were really excited and can't wait to bring their husbands back.
Regards
Michelle, Sales Executive, Retirement Village
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From the training you gave I have sat down with each of the account managers in my area. I have found out what they see as their main bone of contention in regards to insulation and it appeared to be that they did not have a supply and install option. After taking all the feedback I put together a solution which included local installers so that we could offer a full supply and install package. We have since installed 3 new jobs which we would never have had before. This is an excellent channel for us as it clearly increases our sales and also strengthens the bond between us and the installer. So without a doubt the training that you gave us has been a great help in extracting the right information.
Guy, Area Manager, Insulation Company
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Carmen and I would like to take this opportunity to thank you all for organising yesterday’s training day. We both found it extremely motivational and have learned some extra skills which we know will benefit our jobs within [the company].
Julia is an excellent communicator and teacher who has shared her amazing skills with us and please pass our thanks on to her. We really felt that all staff and management came together as one on that day and we are proud to be part of the team!
Thank you once again!
Jonathan and Carmen, Jewellery Business
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Thank you so much for your time this morning. Both Amanda & I found it extremely productive.
I look forward to working through next steps with you during the next few weeks.
Cheers,
Ant, General Manager, Charitable Organisation
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Since under-going the Sales Training last week, I have made a conscious effort to instil confidence in the potential customer, by assuring them we can help them out with their queries within the initial few minutes of the call. By doing so, I have noticed that the client will generally relax a bit more, and more openly tell me about what they are looking for and why. I have also made an effort to ensure I adequately explain the relevant benefits in terms the client will understand, for example, [ ], he instantly took the policy out despite it working out to be more expensive than if he reinsured with [.....]. Without the knowledge (I now have) I don’t believe I would have been able to ‘tip the scales’ as efficiently..... I am 122% of target this week.
Olivia, Insurance Company
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…P.S. the feedback from the Team was that they really enjoyed the session and are looking forward to working with you and Mary in 2012.
Tanya, National Business Manager, FMCG business