The getting of sales wisdom u

“A client came in with a deal from a competitor and they didn’t understand the deal. It was very

confusing – too good to be true – as we worked through it together, it was! The client tore up the

competitor deal and stayed with us because of this”.

“Now, having tried to plan my calls before, but most of the time not being able to follow through (being

the Yielder that I am) I actually did manage to attempt the What Which Why.....and success”!! 

no formal sales process or culture in placeDespite the GFCthe drought

“I am privileged to have attended this course at an early stage of my career”.

“I will definitely make a conscious effort to put new practices in place to improve my sales focus and ability”.

inaction on the part of most companiesand the results were amazing… 

….ANZ Regional Commercial Banking bucked the trend and invested in the long term development of its front line Relationship Managers

“I have now strongly re-focused my existing sales knowledge and have been

provided with new tools to assist with challenging market”.

“This has been very useful in my business plan going forward “.“Instead of dropping the price, we focused on what the client really

needed”.

“I am happy to say that they signed up to a new product not based on a discounted price”. 

“100 Doomsayer no more; This isn't going to be one of those courses where I slip straight back into my old habits as soon as I get back to work, I have plans to

make changes & want to start them today”.

(Please note the use of the positive language i.e. “want to” vs “have to”)

“I am having a few wins and did an end-to-end solution presentation yesterday with all that wonderful structure. It went pretty well and the

‘prospect’ was very happy with everything. He was absolutely thrilled that we could satisfy all of his concerns and that I could facilitate every need”.

“I was pretty happy with it, went off track a few times by checked myself and went back to the process”.

“And, you know, not once did pricing enter into the discussions - facilities did, but not pricing”.

“This was the best discussion I have ever had with them, and the client feel that it was the most productive discussions they have ever

had with any bank”.

We were one of only 2 business invited back to tender: the client feedback was “ANZ was the only business to really take the time to understand the key priorities of this business and not go into product mode”.  They said this “was refreshing and what the company was

looking for in a partner”. 

320 people were trained in Barrett Sales Essentials and Sales Management Coaching & Delivery

Brad Greenwood – ANZ Head of Business DevelopmentSue Barrett – MD of Barrett

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culture change u

apprehensive to change u

process & person u

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vision

customers

competitorsgo-to-market

progress

The 5 Step Sales Planning Process The 4 Step Sales Prospecting Process

The 7 Step Sales Communication Process

pre

open

analysis

problem solverecommend

close

post

mindset

goals

leads

contact

review mindset

resilience

emotional intelligence

view of self

optimism

thoughts

health & wellbeing

mindset

The Optimistic Professional

mindset

lessons learnt u

legacy of sales capability and wisdom u

uour philosophyeverybody lives by selling something

Robert Louis Stevenson1850 - 1894

#suebarrett

Sue Barrett Barrett Consulting Group

http://www.youtube.com/user/barrettconsulting

Barrett Consulting

Barrett Sales Blogs

contact@barrett.com.au

www.barrett.com.au P: 03 9533 0000

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