This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s.

We then take an aerial view and look at the big picture of planning a productive territory plan. Neil discusses the three critical planning steps when building your territory plan and he breaks down how many ‘suspects’ you need in your new business funnel to make your numbers work. Some of the statistics will certainly surprise you. Finally, the episode covers the difference between KPI’s and KPA’s and which you need to focus on, for success.

In this episode you’ll learn: 
The first step of the Consultative Selling process –­ prospecting
The differences between and in-bound lead and an out-bound suspect/prospect
A metaphor to aid with productive territory planning
The importance of protecting the time you allocate to prospecting
Discover how many leads you need to put into your new business funnel
The difference between KPI’s and KPA’s and which to focus on for ongoing success

This episode covers the first critical step in the Consultative Selling process &ndash; Prospecting. It discusses the two types of lead generation &ndash; in-bound and out-bound &ndash; and points out that if you attempt to survive on only in-bound inquiries, you won&rsquo;t achieve your KPI&rsquo;s.
We then take an aerial view and look at the big picture of planning a productive territory plan. Neil discusses the three critical planning steps when building your territory plan and he breaks down how many &lsquo;suspects&rsquo; you need in your new business funnel to make your numbers work. Some of the statistics will certainly surprise you. Finally, the episode covers the difference between KPI&rsquo;s and KPA&rsquo;s and which you need to focus on, for success.
In this episode you&rsquo;ll learn: 
<ul>
<li>The first step of the Consultative Selling process &ndash;&shy; prospecting</li>
<li>The differences between and in-bound lead and an out-bound suspect/prospect</li>
<li>A metaphor to aid with productive territory planning</li>
<li>The importance of protecting the time you allocate to prospecting</li>
<li>Discover how many leads you need to put into your new business funnel</li>
<li>The difference between KPI&rsquo;s and KPA&rsquo;s and which to focus on for ongoing success</li>
</ul>

If you’re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality.

The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that’s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It’s by simply asking and listening.

Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they’ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to ‘Yes’ more frequently, by asking and listening, instead of ‘telling’ your brand or product story.

Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

If you&rsquo;re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality.
The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that&rsquo;s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It&rsquo;s by simply asking and listening.
Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they&rsquo;ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to &lsquo;Yes&rsquo; more frequently, by asking and listening, instead of &lsquo;telling&rsquo; your brand or product story.
Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s.

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