Kiwis are notoriously bad at not asking directly for a sale – in fact, sales expert Michael Goodhue estimates 98 per cent of businesses just ‘wing it’ when it comes to selling their products or services.
“People need a strong methodology and a systemised process around selling in order to make the most of the opportunities they are presented with,” he explains.
“Most people get too carried away with small talk and don’t focus on what they’re trying to achieve. New Zealanders have a reputation for being too shy or embarrassed to close a sale but if you ask the right questions, you get the right answers. And if you’re a good listener, people will usually say a lot that aligns with your perspective anyway – which makes the sell much easier.”
Michael points out that sales is the only aspect of your business that actually generates revenue – yet many companies overlook this crucial aspect and don’t invest the necessary time or resources to train their sales staff properly.
So earlier this year, the experienced marketing and salesman bought the SalesImpactNZ license for the Bay of Plenty and set about rectifying the situation. SalesImpactNZ was originally founded in Hawkes Bay in 2003, and currently operates in that region plus Auckland and Christchurch also.
Michael now works with Tauranga companies of all sizes, across all industries, to hone their sales skills and put proven methodologies in place. Face-to-face ‘toolbox training’ is held in-house which is tailored to individual needs. Role play scenarios, written manuals, homework and assignments are all included to help motivate and equip people to drive sales forward.
“Many clients know their businesses well but may not know how to sell the value they provide. Our clients often lack sales processes and systems which ensure consistency in sales.
“Once my initial ‘needs analysis’ is done, I dollarise it to show business owners how much money they’re losing in potential sales. Most people are quite shocked and soon see the benefit of investing in sales training for their staff.”
Companies can spend thousands of dollars in advertising and marketing campaigns but then don’t effectively follow up the leads generated or know how to leverage their customer database to ask for referrals, he says.
Michael has worked across the globe as a sales and marketing “trouble-shooter” and is enjoying the challenge of starting a new business in Tauranga.
“I’m not a local so it’s taking some time – people want to know who I am and what I do. It’s like building a marriage; we have to get to know each other. But I’m making progress and I’ve attended lots of networking meetings to meet different people in different industries.”
His immediate goal is to develop mutually-beneficial contacts (or ‘Centres Of Influence) within the region to help generate personal referrals for SalesImpactNZ and vice versa.
“I’ve had over 40 years’ experience in sales and marketing and I love helping business owners and sales teams realise their full sales potential with life-changing habits.”