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Volume 3, Issue 6   

      60 Seconds with Achievers Group        

                       Your Fortnightly Vitamin

 

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Dear Friends,

This week we focus in on Sales. I used to hate selling, until I discovered that sales in not about manipulation, but more about helping people buy goods and services to solve their problems. Enjoy the following article, please check out the DVD interview. In it I highlight the power of the “do you want fries with that “ cross sell.

Finally on the 6th May 2008 our SME business consultancy company headed up by Shaun Mooney is holding what I consider to be one of the best business building workshops in Australia, titled  “Fast Profits – Fast Marketing” valued at $197 for FREE.

Until next time, be passionate and positive.  It will change your life.

Regards

Tony Gattari

 

Top Sales Tips that work!

 

Friends last year we were asked to contribute to a popular series of business building books titled “Secrets of top sales professionals exposed”; in it we shared our passion for improving business performance through focusing on conversion rate and average dollar sale. More recently we were asked to record our thoughts by a leading International business audio/DVD magazine “Business Essentials”. Read the article and check out the DVD interview you are going to love it

 

 

What are your top five techniques for improving conversion rates?

 

These are tried and tested techniques that I have used with over 110 businesses across the world. These conversion rate strategies can be applied to any sales model.

 

1.  Parkinson’s Law – according to this law, instant gratification is great because the more you earn, the more you spend. When your team member gets an increase in pay, guess what – they spend it! This means that they enjoy their new lifestyle (with all of its trappings) and are motivated to earn more money to support it.

 

2.  Set key performance indicators (KPIs) – don’t give money away without some simple guidelines. Remember an increase in pay should equal an increase in productivity. Measure the performance of your salespeople by having indicators in place.

 

3.  Communicate results openly – don’t be afraid to promote healthy competition within your store. Post the results up where everyone can see them and get motivated by their position on the ladder.

 

4.  Put the team before the individual – if you have an exceptional salesperson that is bringing down the morale of the store, redirect, counsel, or remove that person.

 

5.  Review and change if necessary – every strategy that you put into place should be reviewed in terms of its results. If you are not getting the return on investment from the program that you have introduced, don’t stop rewarding people; find a new program that will inspire people.

 

One of your favourite sayings is ‘a good docket is a full docket’. Why is this?

 

It’s better than being empty (just kidding). Businesses continuously focus on driving leads or enquiries as a way to increase business. But what if they focused not only on converting customers, but also on increasing the size of the transaction? For example, if you did 1,000 transactions a week and you moved your average dollar sale from $50 to $55, that would be an extra $5,000 in sales without having to advertise or find new customers. Some small businesses spend up to $3,500 in local newspaper advertising, but none of them will achieve a sales increase like the one I just described.

Computers are often regarded as an easy product to up-sell or cross-sell. Do you believe that this principle can work for any business?

 

People that say they cannot up-sell or cross-sell either lack the wisdom to do so or only have one product to sell. It is easy to shoot something down and define it as being ‘easy’ when they themselves are not performing.

 

For those interested in up-selling or crossing-selling, my advice is to write down your feature items and then list other items that can add value to feature item. By that I mean:

 

  • What can you sell that would increase the life of the product?

  • Create an overall package of associated lines that create a full experience.

  • Where and what is the product going to be used for? If it is an outdoor furniture setting you could sell a cover to protect it, an umbrella to protect people from the sun, or an outdoor heater to use with the setting in the colder months. 

 

Click here to watch Tony's Interview with

Business Essentials on Up-selling & Cross-selling.

 

 

Articles

There is no such thing as failure

Master the Stress Test

 

Marketing Education Tools

Marketing Success

Authors: Tony Gattari and Shaun Mooney

 

'Dramatically increase your profits by using practical strategies that won't break the bank'.

 

Marketing Success draws upon the real-life practical experience of Tony Gattari, who headed up the Harvey Norman Computer and Communications division, overseeing the growth from $12 million to a massive $565 million in 9 years. Through his experience and working as a corporate/business advisor and trainer to over 100 businesses worldwide, with fellow co-author Shaun Mooney, the book highlights the power of marketing.

 

Here you will learn low cost practical marketing strategies to create a perception of value so to eliminate the issues of “price”.  This hard hitting, no nonsense book is a must read for all those in business who desire to accelerate their sales and profits immediately!

 

 

 

Secrets of Top Sales Professionals Exposed!

Authors: Dale Beaumont with Stuart Zadel

 

“This is a book for people who want to discover how to double or triple their sales. Having assembled fourteen of the country’s best, we share exactly what they do to generate millions of dollars in sales every year. So, whether you’re working in a sales role, are a manager looking to increase performance, or a business owner seeking larger profits, this book has all the questions and, more importantly, all the answers!”

 

FREE Fast Profits Fast Marketing Workshop

(valued at $197)

STOP: Spending thousands of dollars on marketing that does not produce results.

 

START: Implementing low cost marketing strategies that increase your bottom line immediately.

 

ACCELERATE: Your business today by using high leverage marketing activities that blows your competition away.

 

HOW: Profit Marketing is offering to you absolutely FREE the ‘Fast Profits Fast Marketing’ workshop that will provide you with strategies that increase your bottom line!

 

What you will learn in the 'Fast Profits Fast Marketing' Workshop

 

The ‘Fast Profits Fast Marketing’ workshop is a 3 hour presentation that is designed to rapidly transform your approach on how you go about marketing your business. Here is what you will learn;

me of the topics discussed in Profit Tips are;

 

    High Leverage Marketing strategies that your competitors are not using that will bring in a flood of customers through your doors

    How one strategy will dramatically increase your bottom line without the need to increase sales

    Find out how your database or loyalty program is losing you money and how you can make it your No 1 money maker

   Save thousands of dollars on acquiring customers by using a simple method that reduces wasteful advertising

   Use the Rapid Frequency Method to accelerate your growth and dominate your market category

 

When and Where

 

Date: Tuesday 6th May

Time: 6.30pm Sharp (Registration 6.00pm)

Location: Kokoda Room,

              Smithfield RSL,

     Cnr Cumberland Hwy & Neville St

     Smithfield NSW

 

For more information please contact Shaun on (02) 9632 9678 or email

 

Book Your Seat NOW!

 

 

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