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

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 E…

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

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 …

E2: B2B Expos: What’s Your USP?

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 ex…

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

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 …

E4: B2B Expos: Reducing Your Stress During the Expo

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 …

E5: B2B Expos: Turning Your Expo Experience into Sales

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 perio…

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

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 co…

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

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 R…

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

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 skille…

E9-B2B Using Buying Signals to Shorten a Sales Close

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 presen…