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.

In this episode you’ll learn: 
A clear definition of what’s a buying signal
How most sales people respond to a buying signal, with an answer (and nothing else)
How to respond to the sample buying signal, “How long does it take for delivery?”
Neil shares two typical examples, of how answering the client’s question doesn’t necessarily progress the sale
Learn how to respond with a polite and respectful question – one that will unveil what your buying is really thinking
Exactly when to deliver your answer
How to attach a trial close, to gain acceptance
Examples of trial closes that help you gain more information

In this episode, Neil discusses something that every B2B salesperson experiences &ndash; whether they&rsquo;re selling to the hair, beauty or body industry. What&rsquo;s that? Buying signals. And if they&rsquo;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.
In this episode you&rsquo;ll learn: 
<ul>
<li>A clear definition of what&rsquo;s a buying signal</li>
<li>How most sales people respond to a buying signal, with an answer (and nothing else)</li>
<li>How to respond to the sample buying signal, &ldquo;How long does it take for delivery?&rdquo;</li>
<li>Neil shares two typical examples, of how answering the client&rsquo;s question doesn&rsquo;t necessarily progress the sale</li>
<li>Learn how to respond with a polite and respectful question &ndash; one that will unveil what your buying is really thinking</li>
<li>Exactly when to deliver your answer</li>
<li>How to attach a trial close, to gain acceptance</li>
<li>Examples of trial closes that help you gain more information</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

B2B: Get to Yes and Grow Your Sales Territory

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.

E9-B2B Using Buying Signals to Shorten a Sales Close

E46: B2C Interview w/- Kelly Kent, Owner of Cranium Hair

This Clinic Growth Sprints guest interview is with a very astute salon owner, Kelly Kent, the founder and owner of Cranium Hair ­­ – a multi award winning salon in Manly, on Sydney’s Northern Beaches. Kelly confesses that while she never focused on dollars, she has always focused on the important KPIs and performance markers which allowed her to grow and improve her client servicing skills.

Kelly openly discusses the different phases she’s moved through, since opening her own salon in 1997. Cranium has been profitable from day one and that was due to her early understandings of the percentages required to run a profitable business. As Kelly states, she was never strong at maths, however once the money started coming out of her back pocket, it really made her change her approach.

She also shares how she went from a highly profitable salon to a period where she lost focus – resulting in money being wasted and her percentages drifting. She also talks with Neil about how she expanded into beauty and then realised it didn’t work – so she quickly withdrew. An amazing learning experience.

In this episode you’ll learn:
How ego can get in the way of success
How making timely decisions is the way to stay profitable
The frequency that Kelly reviews her Profit & Loss
How Kelly looks at and responds to trends and areas of change
That money is the result of you doing our job well

E46: B2C Interview w/- Kelly Kent, Owner of Cranium Hair
This Clinic Growth Sprints guest interview is with a very astute salon owner, Kelly Kent, the founder and owner of Cranium Hair &shy;&shy; &ndash; a multi award winning salon in Manly, on Sydney&rsquo;s Northern Beaches. Kelly confesses that while she never focused on dollars, she has always focused on the important KPIs and performance markers which allowed her to grow and improve her client servicing skills.
Kelly openly discusses the different phases she&rsquo;s moved through, since opening her own salon in 1997. Cranium has been profitable from day one and that was due to her early understandings of the percentages required to run a profitable business. As Kelly states, she was never strong at maths, however once the money started coming out of her back pocket, it really made her change her approach.
She also shares how she went from a highly profitable salon to a period where she lost focus &ndash; resulting in money being wasted and her percentages drifting. She also talks with Neil about how she expanded into beauty and then realised it didn&rsquo;t work &ndash; so she quickly withdrew. An amazing learning experience.
In this episode you&rsquo;ll learn:
<ul>
<li>How ego can get in the way of success</li>
<li>How making timely decisions is the way to stay profitable</li>
<li>The frequency that Kelly reviews her Profit &amp; Loss</li>
<li>How Kelly looks at and responds to trends and areas of change</li>
<li>That money is the result of you doing our job well</li>
</ul>

Kelly Kent, the founder and owner of Cranium Hair – a multi award winning salon, is Neil’s guest in this episode’s mini-Masterclass on running a hairdressing business. Kelly confesses that while she never focused on dollars, she has always focused on the important KPIs and performance markers which allowed her to grow and improve her client servicing skills.

E46 B2C Interview w:- Kelly Kent, Owner of Cranium Hair

This Clinic Growth Sprints guest interview is with an internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, Emiliano Vitale. During the conversation, they re-visit the early days of Emiliano’s his first salon at the age of 22, in Double Bay, Sydney. He clearly remembers the days there wasn’t any money left for him and openly shares his learnings from that difficult time.

Emiliano’s enjoyed a hugely successful career and is widely admired and respected for his deep belief in having high ethics, morals and purpose in his work – all of which he inherited from his father, Samuel. His key piece of advice to his younger self is “to focus on what you’re good at” and during the chat with Neil, he also reflects on a saying he’s very fond of, which is “do more than what you’re paid for.”

In this episode you’ll learn
How deep personal beliefs can influence who you are and impact your success
How to manage your ego in the world of business
The importance of recognising what you’re good at
The benefits of understanding your business’s percentages
How to reserve and build profit within your business.

This Clinic Growth Sprints guest interview is with an internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, Emiliano Vitale. During the conversation, they re-visit the early days of Emiliano&rsquo;s his first salon at the age of 22, in Double Bay, Sydney. He clearly remembers the days there wasn&rsquo;t any money left for him and openly shares his learnings from that difficult time.
Emiliano&rsquo;s enjoyed a hugely successful career and is widely admired and respected for his deep belief in having high ethics, morals and purpose in his work &ndash; all of which he inherited from his father, Samuel. His key piece of advice to his younger self is &ldquo;to focus on what you&rsquo;re good at&rdquo; and during the chat with Neil, he also reflects on a saying he&rsquo;s very fond of, which is &ldquo;do more than what you&rsquo;re paid for.&rdquo;
In this episode you&rsquo;ll learn
<ul>
<li>How deep personal beliefs can influence who you are and impact your success</li>
<li>How to manage your ego in the world of business</li>
<li>The importance of recognising what you&rsquo;re good at</li>
<li>The benefits of understanding your business&rsquo;s percentages</li>
<li>How to reserve and build profit within your business.</li>
</ul>

Emiliano Vitale, internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, is Neil’s guest in this episode’s mini-Masterclass on running a hairdressing business. He reflects the early days when there wasn’t any money left for him and openly shares his learnings from that difficult time.

E45 B2C Interview w/ Emiliano Vitale Owner E Salon

This Clinic Growth Sprints guest interview is with John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, and it’s a short masterclass in running your business. It’s also an insight into the once-in a lifetime business opportunities that are available, if you know where to look.

Neil and John cover the importance of running your business with a clear understanding of what it costs to operate your business and knowing what’s lefts over. John also stresses the necessity of running your business at a profit (that is, if you want to stay in business).

John has multiple salons across Westfield Shopping Centres, and he openly shares his approach to managing the ever-increasing rents of large centres. His knowledge, wisdom and advice are priceless.

The conversation concludes with John highlighting a unique once in a lifetime opportunity – where you can start a salon with close to zero entry costs.

In this episode you’ll learn
Insider tips from a hair salon industry expert
The importance of knowing how much is left after the running costs are paid
Keeping your eye on profit and understand your costs
Hidden opportunities that are out there

This Clinic Growth Sprints guest interview is with John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, and it&rsquo;s a short masterclass in running your business. It&rsquo;s also an insight into the once-in a lifetime business opportunities that are available, if you know where to look.
Neil and John cover the importance of running your business with a clear understanding of what it costs to operate your business and knowing what&rsquo;s lefts over. John also stresses the necessity of running your business at a profit (that is, if you want to stay in business).
John has multiple salons across Westfield Shopping Centres, and he openly shares his approach to managing the ever-increasing rents of large centres. His knowledge, wisdom and advice are priceless.
The conversation concludes with John highlighting a unique once in a lifetime opportunity &ndash; where you can start a salon with close to zero entry costs.
In this episode you&rsquo;ll learn
<ul>
<li>Insider tips from a hair salon industry expert</li>
<li>The importance of knowing how much is left after the running costs are paid</li>
<li>Keeping your eye on profit and understand your costs</li>
<li>Hidden opportunities that are out there</li>
</ul>

John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, is Neil’s guest and this episode is a short masterclass in running a hairdressing business. His knowledge, wisdom and advice are priceless

E9-B2B Using Buying Signals to Shorten a Sales Close

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

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

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