Neil Osborne introduces his GET to YES Podcast series through an interview with Radio Hub director, Cooper Silk. This initial podcast covers some of Neil’s background and introduces you to the first 5-part series of episodes. It opens where a lot of brands start their journey – at Trade Shows, or Expos. The conversation builds around what to expect from the podcasts and the types of sales tips that listeners will learn during this initial podcast series.

Neil Osborne introduces his GET to YES Podcast series through an interview with Radio Hub director, Cooper Silk. This initial podcast covers some of Neil&rsquo;s background and introduces you to the first 5-part series of episodes. It opens where a lot of brands start their journey &ndash; at Trade Shows, or Expos. The conversation builds around what to expect from the podcasts and the types of sales tips that listeners will learn during this initial podcast series.

Neil Osborne introduces his GET to YES Podcast series through an interview with Radio Hub director, Cooper Silk. This initial podcast covers some of Neil’s background and introduces you to the first 5-part series of episodes.

E0: B2B – GET to YES Launch Interview with Radio Hub

Neil starts the expo journey by sharing some of his personal expo encounters and a powerful learning experience, from one of the world’s top brands. A lot of companies claim that expos are different these days – they’re no longer about selling – but that’s not always the case. Neil talks about the exhibitors who do best and what they do to ensure they build a successful exhibition, right from the start. Want a hint? Having clarity around your purpose, is the key.

In this episode you’ll learn: 
Ideas to improve your financial return and sales team’s motivation
An experience - Salon International in London TIGI & Toni & Guy
Three types of exhibitors

Sellers
Promoters
Brand Builders
The power of knowing your purpose
Clarity for your sales team
Presenting your USP
Training your staff prior to the expo
Make it easy for people to buy

Neil starts the expo journey by sharing some of his personal expo encounters and a powerful learning experience, from one of the world&rsquo;s top brands. A lot of companies claim that expos are different these days &ndash; they&rsquo;re no longer about selling &ndash; but that&rsquo;s not always the case. Neil talks about the exhibitors who do best and what they do to ensure they build a successful exhibition, right from the start. Want a hint? Having clarity around your purpose, is the key.
In this episode you&rsquo;ll learn: 
<ul>
<li>Ideas to improve your financial return and sales team&rsquo;s motivation</li>
<li>An experience - Salon International in London TIGI &amp; Toni &amp; Guy</li>
<li>Three types of exhibitors
<ul>
<li>Sellers</li>
<li>Promoters</li>
<li>Brand Builders</li>
</ul>
</li>
<li>The power of knowing your purpose</li>
<li>Clarity for your sales team</li>
<li>Presenting your USP</li>
<li>Training your staff prior to the expo</li>
<li>Make it easy for people to buy</li>
</ul>

Neil starts the expo journey by sharing some of his personal expo encounters and a powerful learning experience, from one of the world’s top brands.

E1: B2B Expos: Why Are You Exhibiting, What’s Your Purpose?

How do some exhibitors adjust their USP conversations for different clients and exactly what are the various types of expo experiences you can create? Neil identifies three different types of exhibitors and shares different learning experiences that he’s had over the years. Expos are filled with exhibitors, each using various methods to impart their information – Neil explains the three layers of imparting information and identifies the most successful approach to use at expos. From now on, you’ll never forget that not everyone needs to know everything to buy.

In this episode you’ll learn: 
USP is your brand’s Unique Selling Proposition
The 3 different types of exhibitors

The Positive
The Wasteful
The Young and Inexperienced
The 2 sales personalities at the bar
The 3 layers of unpacking your pitch

Introduction Layer
Information Layer
The Detail Layer
Not everybody needs to know everything to buy

How do some exhibitors adjust their USP conversations for different clients and exactly what are the various types of expo experiences you can create? Neil identifies three different types of exhibitors and shares different learning experiences that he&rsquo;s had over the years. Expos are filled with exhibitors, each using various methods to impart their information &ndash; Neil explains the three layers of imparting information and identifies the most successful approach to use at expos. From now on, you&rsquo;ll never forget that not everyone needs to know everything to buy.
In this episode you&rsquo;ll learn: 
<ul>
<li>USP is your brand&rsquo;s Unique Selling Proposition</li>
<li>The 3 different types of exhibitors
<ul>
<li>The Positive</li>
<li>The Wasteful</li>
<li>The Young and Inexperienced</li>
</ul>
</li>
<li>The 2 sales personalities at the bar</li>
<li>The 3 layers of unpacking your pitch
<ol>
<li>Introduction Layer</li>
<li>Information Layer</li>
<li>The Detail Layer</li>
</ol>
</li>
<li>Not everybody needs to know everything to buy</li>
</ul>

How do some exhibitors adjust their USP conversations for different clients and exactly what are the various types of expo experiences you can create?

E2: B2B Expos: What’s Your USP?

This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it’s their job to engage the prospect or buyer. It’s not. Neil explains his belief that it’s his job to conduct himself in a way where people want to engage him – which makes a big difference to the conversations he shares. He also doesn’t like to sell until he’s asked, and he shares with you why and how. Finally, he discusses how to adjust your conversations to suit different grades of salons and clinics.

In this episode you’ll learn:
Who is your AVATAR? Your ideal client
Experiences with qualifying delegates
Key questions you can use to gain attention and engagement
A great qualifying question
Turning a company’s presentation on its head by shifting from telling to asking
The different ways you need to communicate when you’re talking with large vs small clients

This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it&rsquo;s their job to engage the prospect or buyer. It&rsquo;s not. Neil explains his belief that it&rsquo;s his job to conduct himself in a way where people want to engage him &ndash; which makes a big difference to the conversations he shares. He also doesn&rsquo;t like to sell until he&rsquo;s asked, and he shares with you why and how. Finally, he discusses how to adjust your conversations to suit different grades of salons and clinics.
In this episode you&rsquo;ll learn:
<ul>
<li>Who is your AVATAR? Your ideal client</li>
<li>Experiences with qualifying delegates</li>
<li>Key questions you can use to gain attention and engagement</li>
<li>A great qualifying question</li>
<li>Turning a company&rsquo;s presentation on its head by shifting from telling to asking</li>
<li>The different ways you need to communicate when you&rsquo;re talking with large vs small clients</li>
</ul>

This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it’s their job to engage the prospect or buyer. It’s not.

E3: B2B Expos: How Are You Going to Get People to Talk to You?

Managing your stress during an expo is the difference between feeling like you’re running non-stop and enjoying your expo, knowing you have solid systems in place. Neil discusses the importance of having a great lead capturing system, the various ones he’s used, as well as some of the big mistakes he’s seen companies make at expos. He also introduces the concept of a bridging strategy, that’s designed to seamlessly turn your expo time into real sales, post-expo.

In this episode you’ll learn:
An easy way to collect accurate contact information from leads
Have a clear plan to connect the expo experience to the next step after expo
Different ways to collect information from the contacts you have at the expo
Some of the mistakes companies make and how it’s cost them dearly
How to build an effective bridging strategy
How to make the post-expo meeting an extension of the expo

 

Managing your stress during an expo is the difference between feeling like you&rsquo;re running non-stop and enjoying your expo, knowing you have solid systems in place. Neil discusses the importance of having a great lead capturing system, the various ones he&rsquo;s used, as well as some of the big mistakes he&rsquo;s seen companies make at expos. He also introduces the concept of a bridging strategy, that&rsquo;s designed to seamlessly turn your expo time into real sales, post-expo.
In this episode you&rsquo;ll learn:
<ul>
<li>An easy way to collect accurate contact information from leads</li>
<li>Have a clear plan to connect the expo experience to the next step after expo</li>
<li>Different ways to collect information from the contacts you have at the expo</li>
<li>Some of the mistakes companies make and how it&rsquo;s cost them dearly</li>
<li>How to build an effective bridging strategy</li>
<li>How to make the post-expo meeting an extension of the expo</li>
</ul>
&nbsp;

Managing your stress during an expo is the difference between feeling like you’re running non-stop and enjoying your expo, knowing you have solid systems in place.

E4: B2B Expos: Reducing Your Stress During the Expo

Your sales lead data base is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship. He also shares some strong views about keeping your sales team out of the ‘chasing’ game in the post-expo period. Other areas covered are how to plan and practice your sales team’s approach with different types of clients, and the importance of managing your numbers through a dashboard report.

In this episode you’ll learn:
How to manage your expo lead data base – because the sales you make is connected to the way you manage it
Clear sales tactics that you can employ to build a client relationship
Keeping your clients warm and approaching with respect, especially at the upper levels of the industry
Mapping and practicing a post-expo sales approach
Sales team delegation, diligence, management and reporting
Creating urgency

Your sales lead data base is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship. He also shares some strong views about keeping your sales team out of the &lsquo;chasing&rsquo; game in the post-expo period. Other areas covered are how to plan and practice your sales team&rsquo;s approach with different types of clients, and the importance of managing your numbers through a dashboard report.
In this episode you&rsquo;ll learn:
<ul>
<li>How to manage your expo lead data base &ndash; because the sales you make is connected to the way you manage it</li>
<li>Clear sales tactics that you can employ to build a client relationship</li>
<li>Keeping your clients warm and approaching with respect, especially at the upper levels of the industry</li>
<li>Mapping and practicing a post-expo sales approach</li>
<li>Sales team delegation, diligence, management and reporting</li>
<li>Creating urgency</li>
</ul>

Your sales lead data base is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship.

E5: B2B Expos: Turning Your Expo Experience into Sales

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.

In this episode you’ll learn: 
A clear definition of what a sales objection is
How to handle a sample sales objection, such as “We have heaps of retail and we don’t need anymore.”
How unskilled sales people bash away at that first ‘public’ objection, with no success
You’ll be introduced to the Rule of 3
An explanation of the three types of sales objection you’ll face – Public, Personal and Private
Learn that in most cases, the first sales objection is a fob-off or an excuse
How to respond and handle that initial ‘public’ objection
Key questions to ask to gather more information
Practicing questioning skills

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 &ndash; be it beauty salons, skin clinics and/or hairdressing salons). That question is &ldquo;How do I handle sales objections?&rdquo;
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.
In this episode you&rsquo;ll learn: 
<ul>
<li>A clear definition of what a sales objection is</li>
<li>How to handle a sample sales objection, such as &ldquo;We have heaps of retail and we don&rsquo;t need anymore.&rdquo;</li>
<li>How unskilled sales people bash away at that first &lsquo;public&rsquo; objection, with no success</li>
<li>You&rsquo;ll be introduced to the Rule of 3</li>
<li>An explanation of the three types of sales objection you&rsquo;ll face &ndash; Public, Personal and Private</li>
<li>Learn that in most cases, the first sales objection is a fob-off or an excuse</li>
<li>How to respond and handle that initial &lsquo;public&rsquo; objection</li>
<li>Key questions to ask to gather more information</li>
<li>Practicing questioning skills</li>
</ul>

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?”

E6 - B2B Handling Sales Objections - The Rule of 3 - Public

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 first 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.

In this episode you’ll learn: 
How Neil use’s Anthony Robbins saying “Success Leaves Clues”
What to focus on after your sales call
How your phone can become your greatest learning tool
A deeper understanding of The Rule of 3
Discover the key question to move beyond the first ‘public’ objection to discover the second layer, the ‘personal’ objection
How to avoid using leading questions
How to turn a sales objection into a conversation

Sales objections can be highly frustrating for unskilled sales people, especially when you&rsquo;re enthusiastically presenting your new retail range and you&rsquo;re greeted with the obvious objection &ldquo;We have heaps of retail&hellip; we don&rsquo;t need anymore. &ldquo;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 first sales objection as &lsquo;public&rsquo;, he goes on to share possible responses and how to further explore the objection so that you can move on to discover the &lsquo;personal&rsquo; objection (or the second layer) which is where the real conversation lies.
Now you&rsquo;re no longer talking about an objection, but rather a training opportunity that you can solve.
In this episode you&rsquo;ll learn: 
<ul>
<li>How Neil use&rsquo;s Anthony Robbins saying &ldquo;Success Leaves Clues&rdquo;</li>
<li>What to focus on after your sales call</li>
<li>How your phone can become your greatest learning tool</li>
<li>A deeper understanding of The Rule of 3</li>
<li>Discover the key question to move beyond the first &lsquo;public&rsquo; objection to discover the second layer, the &lsquo;personal&rsquo; objection</li>
<li>How to avoid using leading questions</li>
<li>How to turn a sales objection into a conversation</li>
</ul>

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?

E7 - B2B Handling Sales Objections - The Rule of 3 - Personal

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.

In this episode you’ll learn:
Revisit the Rule of 3 and how to apply it to the sales objection “We have heaps of retail and we don’t need anymore”
How to move through the ‘public’ and ‘personal’ layers of sales objections
How to explore what’s going on in the buyer’s mind, behind those sales objections
The process, path and the questions to ask
The power of discovering the ‘private’ objection
By building trust, you’ll move from a sales person to a trusted advisor
How and when to unpack your solution

 

Neil continues to unpack the most common question asked by B2B sales people in the Hair, Beauty &amp; Body industries, being &ldquo;How do I handle Sales Objections?&rdquo; In this third episode on handling sales objections, he unpacks the third, &lsquo;private&rsquo; layer of objections. This layer is where the highly skilled, work toward maximum persuasion in the sales conversation.
Neil recap&rsquo;s on working with the Rule of 3 and how to move through the first objection layer and transition to the second &lsquo;personal&rsquo; 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&rsquo;s when you&rsquo;ll move from being a sales person, to a trusted advisor.
In this episode you&rsquo;ll learn:
<ul>
<li>Revisit the Rule of 3 and how to apply it to the sales objection &ldquo;We have heaps of retail and we don&rsquo;t need anymore&rdquo;</li>
<li>How to move through the &lsquo;public&rsquo; and &lsquo;personal&rsquo; layers of sales objections</li>
<li>How to explore what&rsquo;s going on in the buyer&rsquo;s mind, behind those sales objections</li>
<li>The process, path and the questions to ask</li>
<li>The power of discovering the &lsquo;private&rsquo; objection</li>
<li>By building trust, you&rsquo;ll move from a sales person to a trusted advisor</li>
<li>How and when to unpack your solution</li>
</ul>
&nbsp;

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.

E8 - B2B Handling Sales Objections - The Rule of 3 - Private

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>

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

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

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

E44 B2C Interview w:- John Cook - Owner of Stylz Hairdesigners

Our Clinic Growth Sprints series of episodes takes a new direction, with Neil inviting accomplished industry personalities to the microphone, and asking them a simple question: “If you were starting out as a Salon Owner today, what business and financial advice would you give your younger self?”

In the first of these new interviews, we’re delighted to have Dennis Langford, Managing Director of Tony & Guy Australia, as our guest, and to share some of his time and wisdom.

Dennis and Neil initially share their memories of the industry and revisit the start of Tony & Guy in Australia. Then, Dennis openly shares some of his learnings along the journey and how he got through both the good and bad times. Of particular interest is understanding how he came to grips with the financial side of the Tony & Guy business.

In this episode you’ll learn:
The value of having a good team around you
Understanding the importance of managing the costs of your business
That stress reduces your creativity
How to start your business planning from by starting with profit first
The 4 steps of the pathway of least resistance

 

Our Clinic Growth Sprints series of episodes takes a new direction, with Neil inviting accomplished industry personalities to the microphone, and asking them a simple question: &ldquo;If you were starting out as a Salon Owner today, what business and financial advice would you give your younger self?&rdquo;
In the first of these new interviews, we&rsquo;re delighted to have Dennis Langford, Managing Director of Tony &amp; Guy Australia, as our guest, and to share some of his time and wisdom.
Dennis and Neil initially share their memories of the industry and revisit the start of Tony &amp; Guy in Australia. Then, Dennis openly shares some of his learnings along the journey and how he got through both the good and bad times. Of particular interest is understanding how he came to grips with the financial side of the Tony &amp; Guy business.
In this episode you&rsquo;ll learn:
<ul>
<li>The value of having a good team around you</li>
<li>Understanding the importance of managing the costs of your business</li>
<li>That stress reduces your creativity</li>
<li>How to start your business planning from by starting with profit first</li>
<li>The 4 steps of the pathway of least resistance</li>
</ul>
&nbsp;

Dennis Langford, Managing Director of Tony & Guy Australia, is Neil’s guest, and he openly shares some of his learnings during his time in the hairdressing industry. Of particular interest is understanding how he came to grips with the financial side of the Tony & Guy business

E43: B2C Interview with Dennis Langford MD Tony&Guy Australia

A thought-provoking episode where Neil’s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit.

Neil and Marcus discuss some of the limiting behaviours around creating profit, and how stress reduces both your creativity and general business energy. They also discuss an alternative approach ­– of setting up systems around your areas of stress, to help inspire the return of your creativity and energy. And how this can then help produce the quality services that you’re known for.

In this episode you’ll learn:
How family beliefs can affect your financial management skills
Simple examples of systems that will reduce your financial stress.
How to stay in your zone of genius, to produce high quality treatments and services

 

A thought-provoking episode where Neil&rsquo;s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit.
Neil and Marcus discuss some of the limiting behaviours around creating profit, and how stress reduces both your creativity and general business energy. They also discuss an alternative approach &shy;&ndash; of setting up systems around your areas of stress, to help inspire the return of your creativity and energy. And how this can then help produce the quality services that you&rsquo;re known for.
In this episode you&rsquo;ll learn:
<ul>
<li>How family beliefs can affect your financial management skills</li>
<li>Simple examples of systems that will reduce your financial stress.</li>
<li>How to stay in your zone of genius, to produce high quality treatments and services</li>
</ul>
&nbsp;

A thought-provoking episode where Neil’s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit.

E42: B2C Interview w/- Marcus Kroek How to create business profits

An interesting episode where Neil’s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness. Sarah is the founder of a branding agency, Digital Bloom, where she needed to upskill in the way she handled the cash flow of her business.

The Profit FirstⓇ cash management system assisted Sarah to establish several bank accounts, that allowed her to manage the cashflow and the allocation of her funds to different areas. This simplistic system helps Sarah fund growth and establish a team in her business. Today, she runs her business with five foundation accounts.

In this episode you’ll learn:
Establishing a cashflow system that can help you grow
How being able to pay your team and tax obligations, reduces the stress
Having a cash management system allows you to have clarity around your business finances

 

An interesting episode where Neil&rsquo;s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness. Sarah is the founder of a branding agency, Digital Bloom, where she needed to upskill in the way she handled the cash flow of her business.
The Profit FirstⓇ cash management system assisted Sarah to establish several bank accounts, that allowed her to manage the cashflow and the allocation of her funds to different areas. This simplistic system helps Sarah fund growth and establish a team in her business. Today, she runs her business with five foundation accounts.
In this episode you&rsquo;ll learn:
<ul>
<li>Establishing a cashflow system that can help you grow</li>
<li>How being able to pay your team and tax obligations, reduces the stress</li>
<li>Having a cash management system allows you to have clarity around your business finances</li>
</ul>
&nbsp;

An interesting episode where Neil’s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness.

E41: B2C Interview with Sarah Garner – Cash management in the beauty and hair industry

This episode takes us on a journey of building a global Skincare brand, Cor Silver.

Jennifer McKinley with Neil discusses some of the difficulties in growing an international skin care brand.

Jennifer’s journey started with a MBA degree from Yale university, thinking that would set her in good stead off she set to grow a skin care brand. In doing so she chased top-line sales growth and managed to secure many prestigious stockists around the world.

Only to discover that at the end of the month after paying her team and other costs there wasn’t the profit she had hoped for.

At a point of shear frustration Jennifer discovered the Profit First system which allowed her to restructure her finances. This opportunity also forced her to review the brands profitability and as a result she withdrew the brand from Russa and Japan.

Today with refined distribution plan Jennifer has a profitable business that allows her a lifestyle. This sis a truly inspirational story that all business owners need to hear.

In this episode you’ll learn:
That top line growth is not always profitable.
Turnover is vanity and profit is sanity.
Making the tuff business decision can lead to a more enjoyable business lifestyle

This episode takes us on a journey of building a global Skincare brand, Cor Silver.
Jennifer McKinley with Neil discusses some of the difficulties in growing an international skin care brand.
Jennifer&rsquo;s journey started with a MBA degree from Yale university, thinking that would set her in good stead off she set to grow a skin care brand. In doing so she chased top-line sales growth and managed to secure many prestigious stockists around the world.
Only to discover that at the end of the month after paying her team and other costs there wasn&rsquo;t the profit she had hoped for.
At a point of shear frustration Jennifer discovered the Profit First system which allowed her to restructure her finances. This opportunity also forced her to review the brands profitability and as a result she withdrew the brand from Russa and Japan.
Today with refined distribution plan Jennifer has a profitable business that allows her a lifestyle. This sis a truly inspirational story that all business owners need to hear.
In this episode you&rsquo;ll learn:
<ul>
<li>That top line growth is not always profitable.</li>
<li>Turnover is vanity and profit is sanity.</li>
<li>Making the tuff business decision can lead to a more enjoyable business lifestyle</li>
</ul>

This episode explores the journey taken to build a global skincare brand – Cor Silver. Our guest is the brand owner, Jennifer McKinley. She discusses with Neil, how Profit First helped her overcome the hurdles she faced in growing an international skin care brand.

E40-B2C Interview with Jennifer McKinley Cor Silver - Using Profit First to rebuild a profitable skin care brand

Again, we’re joined by Richard Barram from the Barram Property Group – our resident expert on lease negotiations. This episode covers the key points to cover when renegotiating your lease, to ensure that it positively contributes to your business stability. We also explore the avenues available to reduce some of the costs associated with your lease.

It’s fair to say that Richard’s work starts from the premise that the leasing market has changed. And that means that perhaps you also need to change the way you think about your lease. He covers important ideas like: if your lease is coming up for renewal, are you better off having your lease viewed as a sitting tenant, or is there an advantage in renegotiating as if you were a new tenant? Richard shares a view that may end up delivering substantial savings to you and your business, so don’t miss his suggestions.

Two of the key messages throughout all Richard’s interviews are the steps you can take to increase your value to your landlord, and that everything is negotiable.

In this episode you’ll learn:
How to get your landlord to understand with your needs
How your lease renegotiation can produce savings
Clear action steps you can take to look for savings in your lease agreement

 

Again, we&rsquo;re joined by Richard Barram from the Barram Property Group &ndash; our resident expert on lease negotiations. This episode covers the key points to cover when renegotiating your lease, to ensure that it positively contributes to your business stability. We also explore the avenues available to reduce some of the costs associated with your lease.
It&rsquo;s fair to say that Richard&rsquo;s work starts from the premise that the leasing market has changed. And that means that perhaps you also need to change the way you think about your lease. He covers important ideas like: if your lease is coming up for renewal, are you better off having your lease viewed as a sitting tenant, or is there an advantage in renegotiating as if you were a new tenant? Richard shares a view that may end up delivering substantial savings to you and your business, so don&rsquo;t miss his suggestions.
Two of the key messages throughout all Richard&rsquo;s interviews are the steps you can take to increase your value to your landlord, and that everything is negotiable.
In this episode you&rsquo;ll learn:
<ul>
<li>How to get your landlord to understand with your needs</li>
<li>How your lease renegotiation can produce savings</li>
<li>Clear action steps you can take to look for savings in your lease agreement</li>
</ul>
&nbsp;

This episode focuses on renegotiating your lease to produce more profit in your business. Two of the key messages throughout all Richard’s interviews are the steps you can take to increase your value to your landlord, and that everything is negotiable.

E39-B2C Interview with Richard Barram - Clinic lease renegotiations to produce more profit

Neil’s guest is Craig Minter, a CPA Accountant with 20+ years’ experience working with businesses across the world who turn over AU$50,000 – $200,000,000. Craig is also a Certified Profit First Professional and ‘Fix This Next’ Advisor. His firm, Mints CD Consulting, is one of a select few Australia-wide, that’s trained in both of Mike Michalowicz’s methodologies – Profit First and Fix This Next.

This episode will really get your thinking. Craig has a strong focus on cashflow – the number one issue facing most small businesses – and using the Profit FirstⓇ methodology to project that cashflow into the future, so you have peace of mind about what’s lies ahead. His approach is simple yet effective, to start your path toward profit transformation. As he moves through the steps, Craig expands on how human behaviours can get in the way of transformation… which is a little deep, but though provoking.

The conversation then moves to ways you can feel safe with your financial situation and in doing so, your mind moves on to tackle other challenges. Craig explains how he’s observed his clients experience amazing growth, once they’ve sorted their financial concerns.

In this episode you’ll learn: 
Simple steps to transform your clinic profit and cashflow
The importance of having a simple cashflow system
Some Profit FirstⓇ fundamentals to help you manage your cashflow and profit

Neil&rsquo;s guest is Craig Minter, a CPA Accountant with 20+ years&rsquo; experience working with businesses across the world who turn over AU$50,000 &ndash; $200,000,000. Craig is also a Certified Profit First Professional and &lsquo;Fix This Next&rsquo; Advisor. His firm, Mints CD Consulting, is one of a select few Australia-wide, that&rsquo;s trained in both of Mike Michalowicz&rsquo;s methodologies &ndash; Profit First and Fix This Next.
This episode will really get your thinking. Craig has a strong focus on cashflow &ndash; the number one issue facing most small businesses &ndash; and using the Profit FirstⓇ methodology to project that cashflow into the future, so you have peace of mind about what&rsquo;s lies ahead. His approach is simple yet effective, to start your path toward profit transformation. As he moves through the steps, Craig expands on how human behaviours can get in the way of transformation&hellip; which is a little deep, but though provoking.
The conversation then moves to ways you can feel safe with your financial situation and in doing so, your mind moves on to tackle other challenges. Craig explains how he&rsquo;s observed his clients experience amazing growth, once they&rsquo;ve sorted their financial concerns.
In this episode you&rsquo;ll learn: 
<ul>
<li>Simple steps to transform your clinic profit and cashflow</li>
<li>The importance of having a simple cashflow system</li>
<li>Some Profit FirstⓇ fundamentals to help you manage your cashflow and profit</li>
</ul>

Neil’s guest is Craig Minter, a CPA Accountant with 20+ years’ experience working with businesses across the world who turn over AU$50,000 – $200,000,000.

E38: B2C Interview w/- Craig Minter –Transform your clinic profit and cashflow

This episode unpacks some initial steps you can take to help manage your business cash flow. Some people say that cash-flow is uninspiring but Profit First® takes an approach that removes the high-emotion aspects of managing your business cash flow and replaces them with behavioural rewards that keep you interested.

Neil’s again joined by his guest, Laura Elkaslassy – a certified Profit First™ Professional. Laura’s passion for business profitability is frequently felt throughout the episode, as she offers advice on a different structure for your bank accounts. By following Laura’s advice, you’ll remove the emotional roller-coaster ride around managing the ups and downs of your cash flow.

Neil concludes with a simple starting point to help reduce your stress and move to having greater clarity around the financial side of your business.

In this episode you’ll learn: 
A different approach to managing your business bank account
Some of the Profit First® structures and how they can benefit you
How to shift your financial flow away from emotional management, to a more structured approach

This episode unpacks some initial steps you can take to help manage your business cash flow. Some people say that cash-flow is uninspiring but Profit First&reg; takes an approach that removes the high-emotion aspects of managing your business cash flow and replaces them with behavioural rewards that keep you interested.
Neil&rsquo;s again joined by his guest, Laura Elkaslassy &ndash; a certified Profit First&trade; Professional. Laura&rsquo;s passion for business profitability is frequently felt throughout the episode, as she offers advice on a different structure for your bank accounts. By following Laura&rsquo;s advice, you&rsquo;ll remove the emotional roller-coaster ride around managing the ups and downs of your cash flow.
Neil concludes with a simple starting point to help reduce your stress and move to having greater clarity around the financial side of your business.
In this episode you&rsquo;ll learn: 
<ul>
<li>A different approach to managing your business bank account</li>
<li>Some of the Profit First&reg; structures and how they can benefit you</li>
<li>How to shift your financial flow away from emotional management, to a more structured approach</li>
</ul>

This episode unpacks some initial steps you can take to help manage your business cash flow.

E37-B2C Interview with Laura Elkaslassy - Managing your clinic expenses to produce more profit

B2C: Get to Yes and Grow Your Clinic

In this industry interview, Neil deepens his understanding of sales reps, from a salon owners’ point of view. He talks with David Haley, who with his wife Kianne, co-owns Premiere Hair in Beaconsfield, Melbourne. Together they manage this dynamic salon, which is well-known for delivering brilliant work in hair colouring and styling, as well as miracle colour corrections – the trademark of a skilled and experienced hairdressing team.

David speaks frankly about some of his pleasant and not so pleasant experiences with sales reps in our industry. He touches on areas where he feels they need to take responsibility, as well as ideas for unique incentives that take a salon team to the next level. You’ll also be surprised by what David lists as his #1 behaviours of the good and not so good reps.

In this episode you’ll learn: 
What really ticks off a salon owner
What premium salons look for from companies
The importance of retail to a salon
David’s greatest business challenge
About David and Kianne’s other business, as the creators and owners of Bondi Hair Extensions

In this industry interview, Neil deepens his understanding of sales reps, from a salon owners&rsquo; point of view. He talks with David Haley, who with his wife Kianne, co-owns Premiere Hair in Beaconsfield, Melbourne. Together they manage this dynamic salon, which is well-known for delivering brilliant work in hair colouring and styling, as well as miracle colour corrections &ndash; the trademark of a skilled and experienced hairdressing team.
David speaks frankly about some of his pleasant and not so pleasant experiences with sales reps in our industry. He touches on areas where he feels they need to take responsibility, as well as ideas for unique incentives that take a salon team to the next level. You&rsquo;ll also be surprised by what David lists as his #1 behaviours of the good and not so good reps.
In this episode you&rsquo;ll learn: 
<ul>
<li>What really ticks off a salon owner</li>
<li>What premium salons look for from companies</li>
<li>The importance of retail to a salon</li>
<li>David&rsquo;s greatest business challenge</li>
<li>About David and Kianne&rsquo;s other business, as the creators and owners of Bondi Hair Extensions</li>
</ul>

In this industry interview, Neil deepens his understanding of sales reps, from a salon owners’ point of view. He talks with David Haley, who with his wife Kianne, co-owns Premiere Hair in Beaconsfield, Melbourne.

E26-B2B Hair Salon Owner Interview - David Haley

In this industry interview, Neil speaks with Wendy Young, from The Hairdresser in Greenwich, Sydney, to further his understanding of how salon owners view sales reps. Wendy’s a long-time salon owner and has built a highly successful salon with a team of 10 on the Lower North Shore of Sydney. 

Wendy shares some interesting insights around the importance and business benefits of a having a salon receptionist – Wendy’s salon has two of them. Her team also only works a 4-day week, even though the salon is open 6 days. Wendy’s a big believer in encouraging her team to have a great lifestyle outside of work and in return, she’s found that by working a shorter week, they’re more productive. She also shares her thoughts on working with salespeople – there’s lots of gold sprinkled throughout the interview.

In this episode you’ll learn: 
How a suburban salon can be highly successful
How Wendy discovered that profitability occurred once she reached a team of 7 people
The importance of having a clear view about managing your team and the vital role of a receptionist
Key thoughts around the most important sales rep behaviours and how they can impact the owner-rep relationship
The importance of time management, from a salon owner’s perspective

In this industry interview, Neil speaks with Wendy Young, from The Hairdresser in Greenwich, Sydney, to further his understanding of how salon owners view sales reps. Wendy&rsquo;s a long-time salon owner and has built a highly successful salon with a team of 10 on the Lower North Shore of Sydney.&nbsp;
Wendy shares some interesting insights around the importance and business benefits of a having a salon receptionist &ndash; Wendy&rsquo;s salon has two of them. Her team also only works a 4-day week, even though the salon is open 6 days. Wendy&rsquo;s a big believer in encouraging her team to have a great lifestyle outside of work and in return, she&rsquo;s found that by working a shorter week, they&rsquo;re more productive. She also shares her thoughts on working with salespeople &ndash; there&rsquo;s lots of gold sprinkled throughout the interview.
In this episode you&rsquo;ll learn: 
<ul>
<li>How a suburban salon can be highly successful</li>
<li>How Wendy discovered that profitability occurred once she reached a team of 7 people</li>
<li>The importance of having a clear view about managing your team and the vital role of a receptionist</li>
<li>Key thoughts around the most important sales rep behaviours and how they can impact the owner-rep relationship</li>
<li>The importance of time management, from a salon owner&rsquo;s perspective</li>
</ul>

In this industry interview, Neil deepens his understanding of sales reps, from a salon owners’ point of view.

E25-B2B Hair Salon Owner Interview - Wendy Young

In this industry interview Neil talks with Dario Cotroneo, owner of Public Salon in Darlinghurst, Sydney, where he’s as a sought-after stylist and commands $400+ for a haircut. Dario is also Director of DCI Education and as a multi award-winning educator, he’s built a global reputation as one of the most inspiring educators in the hairdressing industry.

Dario shares some amazing insights into his experiences working with sales reps in Europe, when he marketed his own styling tool. In addition, he also shares some intriguing experiences about dealing with reps calling on his Darlinghurst salon in Sydney. This is an interview that’s not to be missed.

In this episode you’ll learn: 
Learn the expectations of salon owners at the premium end of the salon industry
How busy salon owners think of reps
Dario’s experiences of working with a rep in Europe and how they got into a salon he was told wasn’t open to an appointment
How to respect and understand high profile salon owners who’ve created a unique business
Thoughts about your behaviour from a salon owner’s perspective

In this industry interview Neil talks with Dario Cotroneo, owner of Public Salon in Darlinghurst, Sydney, where he&rsquo;s as a sought-after stylist and commands $400+ for a haircut. Dario is also Director of DCI Education and as a multi award-winning educator, he&rsquo;s built a global reputation as one of the most inspiring educators in the hairdressing industry.
Dario shares some amazing insights into his experiences working with sales reps in Europe, when he marketed his own styling tool. In addition, he also shares some intriguing experiences about dealing with reps calling on his Darlinghurst salon in Sydney. This is an interview that&rsquo;s not to be missed.
In this episode you&rsquo;ll learn: 
<ul>
<li>Learn the expectations of salon owners at the premium end of the salon industry</li>
<li>How busy salon owners think of reps</li>
<li>Dario&rsquo;s experiences of working with a rep in Europe and how they got into a salon he was told wasn&rsquo;t open to an appointment</li>
<li>How to respect and understand high profile salon owners who&rsquo;ve created a unique business</li>
<li>Thoughts about your behaviour from a salon owner&rsquo;s perspective</li>
</ul>

In this industry interview Neil talks with Dario Cotroneo, owner of Public Salon in Darlinghurst, Sydney, where he’s as a sought-after stylist and commands $400+ for a haircut.

E24-B2B Hair Salon Owner Interview – Dario Cotroneo

This episode looks at how salon owner’s view sales representatives and, in their view, what makes a great rep and a not so good one.

Neil interviews Sandy Chong, owner of Suki Hairdressing in Newcastle NSW and uncovers her thoughts about what makes a great sales rep. Sandy’s highly respected within the industry, is CEO and Board Director of the Australian Hairdressing Council and owns a salon with 17 staff, all of who are renowned for delivering high quality services to a large and loyal clientele.

You’ll soon discover that Sandy has some very clear thoughts about what works for her and her salon.

In this episode you’ll learn: 
Learn the expectations of salon owners at the premium end of the salon industry
How and what salon owners think of reps
Behaviours that Sandy Chong observes and associates with the good and the not so good rep
How dynamic salon owners think about their time and how they like it respected

How to fine tune your skills to get cut-through at this level

This episode looks at how salon owner&rsquo;s view sales representatives and, in their view, what makes a great rep and a not so good one.
Neil interviews Sandy Chong, owner of Suki Hairdressing in Newcastle NSW and uncovers her thoughts about what makes a great sales rep. Sandy&rsquo;s highly respected within the industry, is CEO and Board Director of the Australian Hairdressing Council and owns a salon with 17 staff, all of who are renowned for delivering high quality services to a large and loyal clientele.
You&rsquo;ll soon discover that Sandy has some very clear thoughts about what works for her and her salon.
In this episode you&rsquo;ll learn: 
<ul>
<li>Learn the expectations of salon owners at the premium end of the salon industry</li>
<li>How and what salon owners think of reps</li>
<li>Behaviours that Sandy Chong observes and associates with the good and the not so good rep</li>
<li>How dynamic salon owners think about their time and how they like it respected</li>
</ul>
How to fine tune your skills to get cut-through at this level

This episode looks at how salon owner’s view sales representatives and, in their view, what makes a great rep and a not so good one.   Neil interviews Sandy Chong, owner of Suki Hairdressing in Newcastle NSW and uncovers her thoughts about what makes a great sales rep.

E23-B2B Hair Salon Owner Interview – Sandy Chong

Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there’s a better tool, and it offers some amazing benefits. LinkedIn is a platform specifically designed for career and business professionals to connect. And it’s a goldmine for salespeople.

Neil introduces several basic yet effective steps to improve your LinkedIn profile so that it’s more attractive to potential clients. He goes on to cover the protocol of sending out connection invitations and once you start getting connections, how to respond. Neil concludes with some simple tips on how to add value to your contacts, attract more contacts and get new business.

In this episode you’ll learn: 
How to use LinkedIn to build an industry profile
Simple steps to improve the attractiveness of your LinkedIn Profile
The importance of your headline descriptor and how to improve it
A step-by-step way to send out a connection invitation that works
3 examples of positive invitations
How to add value to your connections and ultimately attract new business

Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there&rsquo;s a better tool, and it offers some amazing benefits. LinkedIn&nbsp;is a platform specifically designed for career and business professionals to connect. And&nbsp;it&rsquo;s a goldmine for salespeople.
Neil introduces several basic yet effective steps to improve your LinkedIn profile so that it&rsquo;s more attractive to potential clients. He goes on to cover the protocol of sending out connection invitations and once you start getting connections, how to respond. Neil concludes with some simple tips on how to add value to your contacts, attract more contacts and get new business.
In this episode you&rsquo;ll learn: 
<ul>
<li>How to use LinkedIn to build an industry profile</li>
<li>Simple steps to improve the attractiveness of your LinkedIn Profile</li>
<li>The importance of your headline descriptor and how to improve it</li>
<li>A step-by-step way to send out a connection invitation that works</li>
<li>3 examples of positive invitations</li>
<li>How to add value to your connections and ultimately attract new business</li>
</ul>

Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there’s a better tool, and it offers some amazing benefits. LinkedIn is a platform specifically designed for career and business professionals to connect.

E22-B2B Prospecting Using LinkedIn

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>

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.

E21-B2B Prospecting – Consultative Selling Stage 1

This episode explains the seven steps of Consultative Selling and a new online self-assessment tool – the Sales Acumen Survey – that helps diagnose how skilled or unskilled you are, across those seven steps.

In his 2012 bestselling book, “To Sell Is Human,” author Daniel Pink noted that according to the US Bureau of Labour Statistics, one in nine Americans worked in sales. However now, those other eight people are also spending their days trying to move others to do things and build relationships. So fundamentally, everyone’s in sales.

Back in the 1980s, people needed salespeople for information on products, whereas now they can easily do the same research themselves, online. This shift has changed the qualities needed for a salesperson to be successful. Find out what those qualities are, by understanding more about the Consultative Selling process.

In this episode you’ll learn: 
The 7 steps of Consultative Selling
To understand your sales strengths
Your skill areas that may need some further development
Further tips on learning the consultative selling style
How to use our Sales Acumen Survey – a self-assessment tool

This episode explains the seven steps of Consultative Selling and a new online self-assessment tool &ndash; the Sales Acumen Survey &ndash; that helps diagnose how skilled or unskilled you are, across those seven steps.
In his 2012 bestselling book, &ldquo;To Sell Is Human,&rdquo; author Daniel Pink noted that according to the US Bureau of Labour Statistics, one in nine Americans worked in sales. However now, those other eight people are also spending their days trying to move others to do things and build relationships. So fundamentally, everyone&rsquo;s in sales.
Back in the 1980s, people needed salespeople for information on products, whereas now they can easily do the same research themselves, online. This shift has changed the qualities needed for a salesperson to be successful. Find out what those qualities are, by understanding more about the Consultative Selling process.
In this episode you&rsquo;ll learn: 
<ul>
<li>The 7 steps of Consultative Selling</li>
<li>To understand your sales strengths</li>
<li>Your skill areas that may need some further development</li>
<li>Further tips on learning the consultative selling style</li>
<li>How to use our Sales Acumen Survey &ndash; a self-assessment tool</li>
</ul>

This episode explains the seven steps of Consultative Selling and a new online self-assessment tool – the Sales Acumen Survey – that helps diagnose how skilled or unskilled you are, across those seven steps.

E20-B2B The 7 Steps of Consultative Selling

In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’

Neil shares his experience in handling objections… and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be challenging when confronted with a “That’s too expensive” response. However, after rereading one of his favourite books, “Sales EQ” by Jeb Blount, Neil remembered and shares in this episode, a fantastic story from the book titled ‘TheMysterious Brown Bag.’ He goes on to explain how the story can help you understand the principle of repositioning yourself, so that price becomes less of a consideration.

The principle of this story will get you thinking about how you can reposition yourself, your brand and your company during that critical moment when the buyer tries to negotiate on price.

In this episode you’ll learn: 
How a lot of sales people move into ‘fight or flight’ when confronted with an objection
Price can be a difficult objection to handle, if you’re only focusing on price
The principles of how to reposition you and your offer, to counter the “That’s too expensive” objection
That a price objection is a buying signal in disguise
An important point is a price objection is not always about price, it’s about value – what they get for the price.

In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to &lsquo;fight or flight.&rsquo;
Neil shares his experience in handling objections&hellip; and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be challenging when confronted with a &ldquo;That&rsquo;s too expensive&rdquo; response. However, after rereading one of his favourite books, &ldquo;Sales EQ&rdquo; by Jeb Blount, Neil remembered and shares in this episode, a fantastic story from the book titled &lsquo;The Mysterious Brown Bag.&rsquo; He goes on to explain how the story can help you understand the principle of repositioning yourself, so that price becomes less of a consideration.
The principle of this story will get you thinking about how you can reposition yourself, your brand and your company during that critical moment when the buyer tries to negotiate on price.
In this episode you&rsquo;ll learn: 
<ul>
<li>How a lot of sales people move into &lsquo;fight or flight&rsquo; when confronted with an objection</li>
<li>Price can be a difficult objection to handle, if you&rsquo;re only focusing on price</li>
<li>The principles of how to reposition you and your offer, to counter the &ldquo;That&rsquo;s too expensive&rdquo; objection</li>
<li>That a price objection is a buying signal in disguise</li>
<li>An important point is a price objection is not always about price, it&rsquo;s about value &ndash; what they get for the price.</li>
</ul>

In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’

E19-B2B Handling Objections – That’s Too Expensive

This episode delves into something that’s super important to all sales people – your WHY. Why are you doing what you’re doing? And how do you connect that to your goals?

80% of people who write down their goals go on to achieve them. More impressive is the fact that 95% of people who write down their goals and regularly revisit, recite, touch or experience them in some way… go on to achieve them.

During this episode, Neil tells the story of his experience in taking a team of laser technicians through a goal setting session. He takes the team through the SMARTER acronym and connects each letter to a different but all-important step in achieving their overall goal. And in the end, the group sets a huge goal – to go to Fiji in 12 months’ time, for a 7-day luxurious holiday.

In this episode you’ll learn: 
How to revisit your WHY
The importance of setting goals around what’s important to you
How goals without a timeline are a dream
How to follow the SMARTER goal setting acronym, for greater success
How to break down your goals into simple bit sized pieces

This episode delves into something that&rsquo;s super important to all sales people &ndash; your WHY. Why are you doing what you&rsquo;re doing? And how do you connect that to your goals?
80% of people who write down their goals go on to achieve them. More impressive is the fact that 95% of people who write down their goals and regularly revisit, recite, touch or experience them in some way&hellip; go on to achieve them.
During this episode, Neil tells the story of his experience in taking a team of laser technicians through a goal setting session. He takes the team through the SMARTER acronym and connects each letter to a different but all-important step in achieving their overall goal. And in the end, the group sets a huge goal &ndash; to go to Fiji in 12 months&rsquo; time, for a 7-day luxurious holiday.
In this episode you&rsquo;ll learn: 
<ul>
<li>How to revisit your WHY</li>
<li>The importance of setting goals around what&rsquo;s important to you</li>
<li>How goals without a timeline are a dream</li>
<li>How to follow the SMARTER goal setting acronym, for greater success</li>
<li>How to break down your goals into simple bit sized pieces</li>
</ul>

During this episode, Neil tells the story of his experience in taking a team of laser technicians through a goal setting session. He takes the team through the SMARTER acronym and connects each letter to a different but all-important step in achieving their overall goal. And in the end, the group sets a huge goal – to go to Fiji in 12 months’ time, for a 7-day luxurious holiday.

E18-B2B Goal Setting for Sales Success

This episode shares one of Neil’s infield training experiences, with a new BDM in the Aesthetic industry.

The story takes you through a day of cold calls on the Northern Beaches of Sydney. Towards the end of the day, BDM Jenny, shares with Neil her disappointment when a hot new business enquiry had suddenly gone quiet.

Has that happened to you…? Yes? Then revisit the steps to take, as their conversation unfolds. Share the emotional highs and lows that landing a new account can deliver, when it goes from about to close, to deathly quiet. Hear what Jenny did and how a secret email called the ‘Dragon’s Den,’ saved the deal.

In this episode you’ll learn: 
What to do when a prospective new account goes quiet
How to behave when you feel you’ve moved into the chasing game
How Jenny saved the order, and secured both the commission and recognition she deserved
Request a copy of the ‘Dragon’s Den’ email

This episode shares one of Neil&rsquo;s infield training experiences, with a new BDM in the Aesthetic industry.
The story takes you through a day of cold calls on the Northern Beaches of Sydney. Towards the end of the day, BDM Jenny, shares with Neil her disappointment when a hot new business enquiry had suddenly gone quiet.
Has that happened to you&hellip;? Yes? Then revisit the steps to take, as their conversation unfolds. Share the emotional highs and lows that landing a new account can deliver, when it goes from about to close, to deathly quiet. Hear what Jenny did and how a secret email called the &lsquo;Dragon&rsquo;s Den,&rsquo; saved the deal.
In this episode you&rsquo;ll learn: 
<ul>
<li>What to do when a prospective new account goes quiet</li>
<li>How to behave when you feel you&rsquo;ve moved into the chasing game</li>
<li>How Jenny saved the order, and secured both the commission and recognition she deserved</li>
<li>Request a copy of the &lsquo;Dragon&rsquo;s Den&rsquo; email</li>
</ul>

This episode shares one of Neil’s infield training experiences, with a new BDM in the Aesthetic industry.  The story takes you through a day of cold calls on the Northern Beaches of Sydney. Towards the end of the day, BDM Jenny, shares with Neil her disappointment when a hot new business enquiry had suddenly gone quiet.

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

Follow the podcast:

47 clip(s)

20 clip(s)

27 clip(s)