E26-B2B Hair Salon Owner Interview - David Haley

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 …

E25-B2B Hair Salon Owner Interview - Wendy Young

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.  Wend…

E24-B2B Hair Salon Owner Interview – Dario Cotroneo

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 th…

E23-B2B Hair Salon Owner Interview – Sandy Chong

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 withi…

E22-B2B Prospecting Using LinkedIn

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 busine…

E21-B2B Prospecting – Consultative Selling Stage 1

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 vie…

E20-B2B The 7 Steps of Consultative Selling

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 …

E19-B2B Handling Objections – That’s Too Expensive

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 lik…

E18-B2B Goal Setting for Sales Success

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 th…

E17-B2B When a Prospect Goes Quiet

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 ha…