Frank Uncovers Excellence in Leadership

© Copyright Frank D. Kanu 2000-2008

“There is at least one point in the history of any company when you have to change dramatically to rise to the next level of performance. Miss that moment, and you start to decline.”

Andy Grove, Intel Chairman

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© Copyright Frank D. Kanu 2000-2008

Being way to much of a perfectionist myself—I can really relate with this story about perfection!

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© Copyright Frank D. Kanu 2000-2008

“Time is the greatest teacher of all. What a shame that she kills all her students.”

–Curt Goetz

There is nothing in this world as valuable as time. Once given you can never get it back.

Yet we all suffer from not having enough. Or is it just that the priority isn’t high enough?

So how do you manage your time?

• Are you going with the concepts described in the tirades of books out there?


• Do you prioritize - dropping everything that does not have a priority high enough?


• Did you develop your own system?


• Do you delegate?


• Or - do you just let it go … ?

And how do you manage distractions?

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© Copyright Frank D. Kanu 2000-2008

Are there any born sales people? Well, with training they can learn, develop and polish the skills that will make them great sales people.

INTRODUCTION.

Stressing the importance of training; the tools of the salesperson; the ongoing aspects of sales training with repetition, and definitions of customer and salesperson.

PROSPECTING.

For a salesperson to be successful, he needs access to customers. If one doesn’t constantly find new clients, he soon finds his client list and turnover reducing. In this module delegates are taught valuable referral and non-referral techniques. Practical prospecting methods are examined.

THE APPROACH.

What happens when salesperson and client come face to face. How to handle the initial greeting. How to set the client at ease, and to create a selling environment.

The concept of “need satisfaction selling” is looked at, and the questioning techniques to establish client needs are explored. Delegates complete this module with an understanding of how to “marry” customer needs, with their own product or service.

THE PRESENTATION.

This module explains that until customers can answer the question “what’s in it for me?” they are not buyers. The delegates are taught that their product or service is full of features, and it is up to them to translate these features into customer benefits. Presentation skills are handled, and delegates will also learn how to use samples, demonstration units, showrooms and printed material which is available to them.

OVERCOMING OBJECTIONS.

Many salespeople are upset by objections. By understanding that objections are signposts of interest, that can lead us to a successful sale, their attitude to objections becomes more positive.
They will learn how to listen to objections, how to smoke out hidden objections, and how to answer objections. By answering objections, rather than arguing against them, they are then able to move into the sales close.

CLOSING THE SALE.

Closing is really the bottom line in selling, and it is this point that makes salespeople just mediocre or real winners. This module explores: What is a sales close? How to close? When to close?
We then go on to practically work with tried and tested closing techniques. At the conclusion of this module delegates will have developed a willingness to close more sales, and have the job competency necessary to deal with closing.

AFTER SALES FOLLOW UP.

Once the sale is over, this is the best time to make sure that the client is satisfied with what he’s got. This makes the second and third sales that much easier. Also, satisfied customers mean more referred business.

This module teaches delegates how to keep their customer satisfied after they’ve bought.
By developing selling skills, we are able to gain rapport and co-operation quickly and easily from our customers. This programme shows how.

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© Copyright Frank D. Kanu 2000-2008

A poll of more then 900 German companies revealed that German managers prefer being on time over knowledge.

Have the skilled workers pushed it too far by using their skills as an excuse for bad behavior?

Or is this just a dangerous trend to reward the wrong talents?

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© Copyright Frank D. Kanu 2000-2008

How many interviews would you consider too many?

A friend of mine had his first interview and thought it went well. Got a phone call a few days later to meet with the team.

Now that’s a good sign, right? So he goes, thinks once again that he made a good impression and gets another phone call, some ten days later. Another interview to meet with the team. Still ok, since not all managers where there at the second interview.

But one starts to wonder… Once again he hit the traffic for the two hour one way commute, is rather happy with how things go - after all finally there was talk about the pay, bonus, etc…

Another weeks goes by. As you guessed - another call for an interview.

Would you go to interview number four?

My friend didn’t.

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© Copyright Frank D. Kanu 2000-2008

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© Copyright Frank D. Kanu 2000-2008

Some pictures from the real Oktoberfest in München

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