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The Sales Catalyst

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25.01.2022 How do you listen?

25.01.2022 PODCAST: E6: B2B Handling Sales Objections ‘The Rule of 3’ Public Neil opens this episode with the question that he gets asked most, by B2B salespeople (or those people that are selling products to Salon Owners be it beauty salons, skin clinics and/or hairdressing salons). That question is How do I handle sales objections?... Neil shares his Rule of 3, which covers Public, Personal and Private objections. He also discusses which objections you need to ignore and which ones you need to ask more about.

25.01.2022 Ask and listen instead of telling your story.

24.01.2022 E10: B2B Closing a Sale with Questions In this episode, Neil discusses how everyone needs to master closing a sale no matter whether you’re selling to Beauty salons, Skin Clinics or owners of Hairdressing Salons or Spray Tan Salons. Through his work as a sales trainer, Neil’s discovered first-hand how some sales people get very uncomfortable when they’re approaching the time to close the sale. This podcast breaks down the issues associated with closing sales and introduces some simple, yet proven techniques to improve your rate of sales closes, in the Salon industry. #salescatalyst #podcast #hair #beauty #skin #laser

24.01.2022 TESTIMONIAL - Mark, Global Sales Manager - ASAP Skin Products #beauty #hair #body #aesthetic #spa #clinic #salon #salescatalyst #neilosborne #testimonial

23.01.2022 You deserve a clinic business where you’re your most profitable self, have more clients than you can handle and never again experience the terrifying peaks and troughs of unpredictable income. Find out more at www.milliondollarclinics.com.au #spaindustry #spabusiness #clinics #clinicians #laserhairremoval #laserclinic #lasertherapy #skincare #skincareproducts

22.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q2. Should I increase my sales team activities beyond their Job Keeper hours? I think it's still too early for that to start it's more important to focus on supporting your clients. If there were to be activities for BDM’s, it would be to contact your clients with the view of setting up business appointments for the back end of June and early July. Again, I think most business owners currently want to focus on re-establishing their business. Have you put your sales team back in-field yet?

21.01.2022 PODCAST - E7: B2B Handling Sales Objections ‘The Rule of 3’ Personal Sales objections can be highly frustrating for unskilled sales people, especially when you’re enthusiastically presenting your new retail range and you’re greeted with the obvious objection We have heaps of retail we don’t need anymore. How do you respond to that? Neil continues to unpack his Rule of 3 for handling sales objections and offers real and practical examples and tips. By identifying that fir...st sales objection as ‘public’, he goes on to share possible responses and how to further explore the objection so that you can move on to discover the ‘personal’ objection (or the second layer) which is where the real conversation lies. Now you’re no longer talking about an objection, but rather a training opportunity that you can solve.

19.01.2022 E12: B2B Sales Growth Strategies for your Territory In this episode, Neil discusses how to secure sales growth from a sales territory. He suggests, that there are only two ways: get your existing clients to buy more or, get new clients. Both deliver growth, but which is the quickest and the most cost effective? Neil first discusses where to start, when you’re looking for sales growth. A lot of his sales mentoring clients start off by chasing new business, when they want to gr...ow. Instead, his recommendation is to implement clear and simple techniques that stimulate extra sales from your existing clients. He discusses how to generate sales growth from existing clients using various ‘Push’ and ‘Pull’ techniques, and how to better partner with clients and help stimulate and increase their sales. #salescatalyst #podcast #beauty #hair #clinic #laser

17.01.2022 Extend to speakers the same respect that you'd want to receive, when it's your turn to talk.

17.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q7. When is the right time to chase new business? Feedback from the marketplace suggests that there’ll be a period of review and change some companies are already reporting an increase in opening orders to new clients. However, if that isn’t you, a staged and more measured approach to new business may be required once your client’s initial demand surge starts to ease. What’s some of the early feedback from your clients?

17.01.2022 My programs share over 30 years' industry-specific experience and knowledge on how to grow.

14.01.2022 You need to learn to persuade, not push.

12.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q1. When is the right time to put my team back on the road? Lately I've spoken to many companies about ensuring that first and foremost, they need to think about their clients. Many are financially stressed, and they’re in need of your support in many other ways. The real pressure point will be managing customer service so that it delivers the highest level of service possible, to stockists. More importantly, I thin...k we need to make it easy for clients to do business. A lot of them are incredibly stressed and under pressure, trying to catch up on the backlog of work. So, given all that, I’ve suggested that perhaps sales teams can wait another month before they get back out on the road. How are your clients currently travelling? Do you have plans to put your reps back out on the road soon? See more

12.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q3. We need to generate sales revenue should I incentivise on sales volume or something else? In my mind, sales volumes are going to be unpredictable for at least the next 6090 days. Therefore, I think you're better off focusing on incentivising your sales team on just one thing e.g. new business, new placements, or expanding a client's product range. It needs to be something that’s both measurable and achievable, this approach will deliver a far more productive result. Do you incentivise on total sales dollar volume or specific KPIs?

12.01.2022 E9: B2B Using Buying Signals to Shorten a Sales Close In this episode, Neil discusses something that every B2B salesperson experiences whether they’re selling to the hair, beauty or body industry. What’s that? Buying signals. And if they’re read and handled correctly, they can significantly shorten your sales process and take you from a sales presentation straight to a close, in a comfortable and respectful way.

12.01.2022 How to improve your profits through focusing on your average client transaction? The key is two steps Keep it simple Keep it focused.

11.01.2022 Have you seen the latest Money-Making Coaching for clinics? #spaindustry #spabusiness #clinics #clinicians #laserhairremoval #laserclinic #lasertherapy #skincare #skincareproducts

11.01.2022 Industry know-how beats the try hard know-nots, everytime. #beauty #hair #body #aesthetic #spa #clinic #salon #salescatalyst #neilosborne #tip

11.01.2022 Be open to new ideas open your eyes and ears. #beauty #hair #body #aesthetic #spa #clinic #salon #salescatalyst #neilosborne

11.01.2022 Persuasion is the new black...

11.01.2022 Listening draws thoughts and feelings out of people.

10.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q4. Are all your stockists going to re-open is the same location, or are they going to scale down, relocate or move out of key retail areas? Will their purchases hold or decrease? Many may reopen, but things may not go back to normal. Some are likely to downscale and move out of key retail areas, while in the beauty and aesthetic industry they may relocate to lower cost premises or even a work from home location. That will put further pressure on companies to maintain the same sales volumes, from their existing current clients. How’s that going to affect you? Interested in your thoughts

10.01.2022 The hair and beauty industries are unique....

09.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES - Q5. We’re under pressure to maintain our client discounts on lower purchasing volumes what should we do? It’s clear that the quickest way to get rid of a client, is to either put them on credit hold or reduce their discount. I think a high level of sensitivity will be required as salons and clinics adjust to this ‘new normal.’ Therefore, we may need to consider maintaining current discounts on lower volumes as a mechanism to help business re-build. What are some other business building activities you can suggest, that may stimulate salon and clinic growth?

07.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q9. How can we guide our stockists, so they remain in business and viable. As always, for a salon or clinic to be profitable, they need to maximise their Average Client Transaction. To help them achieve that, you can shift your promotional focus to sell-thru concepts rather than only having sell-in offers. What’s your sales strategy of late? How are you helping your clients to increase their Average Client Transaction?

06.01.2022 Listening has great power.

06.01.2022 E13: B2B Securing Sales Growth with New Business In this episode, Neil discusses how building your sales territory via New Business acquisition (i.e. opening new accounts), requires skill and consistency. He suggests you should first learn to identify what’s a good fit for you and your brand, before you try to secure new accounts. Then your efforts will start to attract the path of least resistance, where flow, improved results and a high level of enjoyment and satisfaction f...ollow. He also suggests researching and identifying the characteristics of your brand avatar and discusses the concept of better aligning your materials to talk to your brand avatar. #salescatalyst #podcast #hair #beauty #skin #laser

02.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q8. What type of new accounts should my team target? The more focused your sales and marketing strategies are, the more ‘ideal’ clients will find their way to you. Importantly, your sales team also needs to super clear who your brand’s ideal client. Once that’s clear, do they need to take a different approach targeting different levels of clients with different offers. Those offers may be different and include busi...ness building programs, concepts that can be added to an existing business, promotions, or sampling campaigns to increase usage. What do you feel will work best with your potential clients? Our New Business Zoom Training https://buff.ly/2BtlfXE will help your team to look at gaining new business, differently See more

02.01.2022 Need your sales team to be more productive? #beauty #hair #body #aesthetic #spa #clinic #salon #salescatalyst #neilosborne

02.01.2022 A helpful listener doesn't interrupt you.

02.01.2022 E11: B2B Sales Closes for the Salon Industry In this episode, Neil shares his three favourite closing techniques to use in the Salon Industry, that are comfortable, respectful and more importantly, work. The three types are the: Direct Close, Consultative Close and the Indirect Close. Neil breaks down all three and shares some simple yet effective examples for you to practice. #salescatalyst #podcast #beauty #hair #clinic #laser

02.01.2022 PODCAST - E8: B2B Handling Sales Objections ‘The Rule of 3’ Private Neil continues to unpack the most common question asked by B2B sales people in the Hair, Beauty & Body industries, being How do I handle Sales Objections? In this third episode on handling sales objections, he unpacks the third, ‘private’ layer of objections. This layer is where the highly skilled, work toward maximum persuasion in the sales conversation. Neil recap’s on working with the Rule of 3 and how to move through the first objection layer and transition to the second ‘personal’ layer of objections. Once that second objection is unveiled, the conversation can then be turned from dealing with a sales objection, to dealing with a training opportunity. That’s when you’ll move from being a sales person, to a trusted advisor.

01.01.2022 Thank you for your kind words Megan

01.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q 10. What training or motivation do your stockists and their staff need to be able to recommend, rebook and increase their Average Client Transaction? (ACT). There are 5 KPIs every therapist and stylist need to focus on with each of their clients, to maximise their ACT: 1. Up-sell 2. Cross-sell 3. Rebook... 4. Retention 5. Retail Which of the five KPIs do your stockists need to improve? See more

01.01.2022 TOP 10 QUESTIONS FROM HAIR, BEAUTY & AESTHETIC COMPANIES Q6. As stockists start reopening, will there be buyer resistance? Are my team able to handle the objections? Early evidence suggests there’s some uncertainty about whether all clinics and salons are reopening to high demand or not. However, it’s likely that the demand will temper after an initial 2-4-week surge. And, I’m thinking we’ll experience some buyer objections to some of the pre-Covid concepts, promotions o...r deals we offer. The question you may ask yourself is. How confident is my sales team in negotiating and navigating objections? Does your team struggle with handling objections? If so, this Triple Threat Zoom Training https://buff.ly/2Vwhojm may help you and your team’s results.