Speaking Topics

• Ice to eskimos - Selling skills for entrepreneurs
• Sell like a Woman - Selling in the 21st century
• Hiring Sales People who can sell - How to hire someone who really can sell
• The Huge Cost of Hesitation - Understanding the true cost of sales reluctance to your business
• Put Science into Sales - Achieving Real Results
• Leading to Sales Success - What it means to be a good Sales Manager
• Marketers Need To Be Good At Selling Too!

Each Presentation can be delivered as a 30 minute, 1 or 2 hour segment.

Ice to Eskimos:

Selling skills for entrepreneurs.

Getting sales fit! Businesses can no longer rely only on their technical competence, passive referrals, their reputation, brand or blanket advertising. Today you also need to have an effective sales strategy & sales communication process which can be put into action by effective sales staff who can prospect for and win new business on a consistent daily basis. Good work no longer speaks for itself. The rules have changed. To be successful in today's market place you and your business also need to be SALES FIT! Sue Barrett will reveal that there are no tricks or secrets when it comes to selling ice to Eskimos. This event is for anyone charged with making sales or building business opportunities with new or existing customers.

Sell like a Woman

Selling in the 21st century.

Selling today is very different to that of the 20th century. Techniques of manipulation & intimidation, stimulus response selling and basing sales on empathy alone have now been superseded by a more sophisticated approach: People buy from people they TRUST! The latest research sees gender differences in many of the sales competencies now needed to sell in the 21st century with customers rating women significantly higher than men on the emerging sales competencies. And don't think women are a pushover, they are some of the best deal writers around. Are men being made redundant? Far from it! Sue Barrett who will highlight the mindset and competencies necessary to sell effectively in the 21st century for both men and women alike. Not to be missed!

Hiring Sales People Who can sell:

How to hire someone who really can sell.

Six months later, your new sales recruit is still waiting for 'just the right time' to call prospects and there are no new sales in the pipeline. Why won't they just make a sale? What happened to all that experience? Sue Barrett has interviewed over 8,000 sales people and assessed over 60,000 in Sales careers. She will help you answer three vital business questions when it comes to recruiting sales people:

1. How much will they produce?
2. How soon will it happen?
3. How much will it cost you to get that performance out of them?

Given the high costs of poor recruitment and selection , Sue will discuss selection methods that have proven highly effective when hiring in new sales people. See why many BARRETT clients are now hiring sales people who can sell.

The Huge Cost of Hesitation:

Understanding the true cost of sales reluctance to your business.

Why are most people not earning what they're worth? The hesitation to initiate first contact with prospective buyers on a consistent daily basis is responsible for the failure of more competent, motivated, capable sales people than any other single factor. Whether it's phone prospecting, face to face prospecting or group prospecting, in-bound or outbound, nothing gets sold until salespeople get in front of and or talk to potential buyers. Nothing else even comes close. Sue Barrett will introduce you to the fascinating topic of "Fear of Self Promotion™ and Psychology of Sales Call Reluctance®". This presentation will expose the emotional barriers that keep talented, motivated professionals from earning what they're worth. This session will introduce you to concepts which can change unproductive behavior patterns to achieve personal or professional goals and more measurable sales and bottom-line results.

Put Science into Sales

Achieving Real Results

Achieving Real Results It has become evident, that selling is a science. And that it requires research, testing, more research and re-testing. The key to successful selling and achieving results is in developing the right strategy, and understanding that the two most critical parties in the selling equation are; your customers and your sales team. Sue Barrett, Managing Director of Barrett, is presenting the latest research from Australia and around the world on selecting and developing elite sales performers and creating a proactive professional sales culture. Using current Australian case studies, the presentation will demonstrate that a scientific and holistic approach to improving sales performance results has been found to achieve sustained sales revenue growth.
Content:

• Background research on selling as a science from Australia and around the world
• How to select and develop elite sales performers
• How to create a proactive professional sales culture
• How to develop the right sales strategy for your organisation
• How to ensure the sales team completely understands and is lined with the team strategy.

Leading to Sales Success:

What it means to be a good Sales Manager.

You can't improve salespeople without improving sales management. One of the most common mistakes companies make in efforts to improve sales performance is to focus exclusively on salespeople. Experience has shown that sales managers are even more critical in creating durable performance change. Proficient sales supervision can do wonders to improve the skills, strategies and competencies of average salespeople. Conversely, mediocre supervision can put a big dent in the effectiveness of a sales team. Sue Barrett will dissect the role of Sales Manager, highlighting their primary functions of performance coach and team leader rather than administrators and organisers organizers and introduce the latest research on Elite Sales Management.

Marketers Need To Be Good At Selling Too!

Are people looking bored or distracted when you present your ideas to them? Are they treating your ideas with contempt? Do they dismiss marketing as irrelevant and a waste of money? Before you put this down to the ignorance or arrogance of your audience you may want to take a look at how you built your case in the first place. The success of your presentation can only be as good as your investigation and understanding of the needs of your customers (the board, the sales team, the business, the end user) and how your solution solves their problems in context of their situation. Sue Barrett will examine how to take the heat out of justifying your existence and help put yourself in the position of being valuable ally for your customers. Simply put, Marketers need to be good at selling too.